Jeff welcomes Wilmington-based broker and team leader Jennifer Richardson to talk career pivots, building a business on systems and sphere, and why Wilmington keeps winning relocation buyers. 

Jenn shares how she grew from admin to operations manager to agent, why her niche is 55+ relocators and first-time buyers, and how serving investors/flips adds a “no-drama” lane to her business. She also breaks down real market dynamics across New Hanover, Brunswick (Leland), and Pender (Hampstead).

Plus, Jenn shares details about her own podcasting journey! Jenn’s show, Let’s Get Local Wilmington, spotlights entrepreneurs and has already driven multiple deals—plus lasting local relationships. 

Jennifer Richardson Real Estate
1612 Military Cutoff Rd Ste 200, Wilmington, NC 28403
(404) 790-2267

Let’s Get Local Wilmington Podcast

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Epic Agents Podcast

Produced by:
AIDAwerks - Marketing That Moves Real Estate

Former USMC V-22 Osprey pilot Joe Zarzycki joins Jeff from Wilmington, NC to share how aviation discipline prepared him for leading sales at the Summers Real Estate Team with Keller Williams. 

He explains why he went all-in on real estate, how a team model creates true coverage for clients, and what makes Wilmington’s lifestyle—from Riverwalk mornings to beach evenings—so magnetic. Aviation fans will love Joe’s Osprey stories; homebuyers will appreciate his clear market read.

Joe breaks down the region’s hot spots, including Ogden, Porters Neck, Murrayville, and fast-growing Leland across the river in Brunswick County (think Brunswick Forest, Compass Pointe, The Bluffs). 

He notes that days on market are ticking up, concessions are back, and buyers have more leverage than a year ago, especially with new construction. Builders are enticing shoppers with rate buydowns, closing cost help, and move-in packages that make first offers feel stronger.

For aspiring agents, Joe offers straight talk: build a six-month cushion, commit 100%, and treat real estate like the relationship business it is. Skip the vanity metrics, get face-to-face in the community, volunteer, and become the neighbor who organizes things—because value given comes back. 

Connect with Joe on Instagram @wilmington_realestate_maverick or email [email protected].

Get the full episode at:
https://epicagentspodcast.com/

Jeff interviews Kelsi Ward of Southern Life Realty in Tampa Bay. Kelsi began flipping homes in 2017 as a new mom, then earned her license in 2022. That renovation background powers her data-first approach with investors and residential buyers across Pinellas County, including St. Petersburg and Palm Harbor.

She explains how to evaluate opportunities with clear numbers: projected ROI, realistic repair budgets, price per square foot, and exit strategy. For buyers relocating to Tampa Bay, she urges hyper-local guidance since neighborhoods vary block to block.

Kelsi’s business is foundational, not transactional. She nurtures relationships with quarterly check-ins, trusted vendor referrals, and ongoing homeowner support—turning clients into long-term advocates.

On marketing, she’s shifted from portal leads to personal branding on Instagram, Facebook, and LinkedIn (a standout for investor leads). Kelsi shares numerous practical tips for successful lead generation on these platforms.

Daily discipline sets her apart: review the MLS hot sheet, track days on market, price reductions, and neighborhood trends. Partner with a local lender to dial in rate scenarios, homeowners insurance, and property taxes before touring.

Key takeaway: Systems, consistency, and hyper-local expertise win—especially when you combine helpful content with genuine relationships.

Connect with Kelsi: @thekelsiward | Southern Life Realty (Pinellas County, FL)

https://www.instagram.com/thekelsiward/

Get the full episode at:
https://epicagentspodcast.com/

In this episode, Jeff sits down with investor, coach, and entrepreneur Ryan Grafton, founder of Grafton Capital Group and Grafton Elevate Coaching. With more than 17 years of experience across investing, property management, contracting, and real estate, Ryan brings a wealth of practical knowledge to the conversation — especially when it comes to helping agents build systems that attract and serve investor clients.

Ryan shares why most agents overlook the investor segment, and how learning the language of investing — from cap rates to ROI — instantly sets an agent apart from 90% of their competition. He explains the key mindset shift from emotion to logic when working with investors and how understanding the numbers transforms an agent into a trusted advisor rather than just a salesperson.

The discussion dives deep into:

• How to identify and attract investor clients through meetups, webinars, and local networking.
  
  
  
• Systems over goals: why time-blocking, delegation, and hiring VAs are essential for scaling.
  
  
  
• The importance of treating real estate like a business, not just a job.
  
  
  
• Book recommendations that shaped Ryan’s mindset, including Rich Dad Poor Dad, Who Not How, and Vivid Vision.
  
  
  
• How agents can grow their wealth by becoming investors themselves, leveraging deal flow and partnerships.
  
  
  

Ryan also talks about his coaching program, Grafton Elevate, which helps agents design a 90-day roadmap to integrate investor strategies into their business. He emphasizes consistency, community, and mindset — the real keys to long-term success.

🎧 Listen for: practical frameworks, proven systems, and no-fluff insights on scaling a real estate business that works for you, not the other way around.

📘 Resources Mentioned:

• Rich Dad Poor Dad by Robert Kiyosaki
  
  
  
• Who Not How by Dan Sullivan
  
  
  
• Vivid Vision by Cameron Herold
  
  
  
• 10x Is Easier Than 2x by Dan Sullivan
  
  
  
• Ryan’s free eBook: How to Work With Investor Clients (link: https://graftonelevate.com/books/ )
  
  Instagram — @GraftonCapital
  Website — GraftonElevate.com

Fourth-generation Realtor Courtney Welch has real estate in her DNA — but her path wasn’t typical. A Tampa native and former opera singer, Courtney now leads The Welch Family Group at Keller Williams, a small but mighty team serving clients across the Tampa Bay region.

In this episode, Courtney shares how her family legacy shaped her career, the lessons she’s learned over 10 years in business, and why Tampa’s market in 2025 favors savvy buyers. She also talks about the city’s explosive growth — from Armature Works to St. Pete’s downtown revival — and how her team builds lifelong relationships by treating clients like friends.

Her advice for new agents?
 💡 Don’t compare yourself to others.
 💡 Don’t let clients make you cry in the shower.
 💡 Always keep growing — and get a coach.

A conversation packed with honesty, humor, and practical wisdom from one of Tampa’s most down-to-earth professionals.

@welchfamilygroup

Amber Bush-Joseph, founder of the Agent Toolkit, shares her journey from being a real estate assistant to creating a successful marketing platform for real estate agents. She discusses the importance of social media in generating leads, the challenges agents face, and how her background in luxury real estate shaped her approach. 

Amber emphasizes the need for consistency in marketing efforts and identifies gaps in the market that her business aims to fill, providing agents with effective strategies to leverage Instagram for meaningful business growth.

The Agent Toolkit

@agenttoolkit

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Epic Agents: The Best in Real Estate Podcast 

https://epicagentspodcast.com/

Marketing Management for Real Estate Agents & Teams:

https://epicagentspodcast.com/epic-real-estate-marketing-services/

Brooke Kromer didn’t plan on real estate. A decade in sports broadcasting - Texas A&M, SEC Network, FOX Sports, NFL Network - had her set. Then 2020 nudged her back to 30A, the family’s longtime beach home, and into a career that rewards initiative, relationships, and lifestyle expertise.

She serves Santa Rosa Beach and the 30A corridor with Compass, carving out a niche with athletes, coaches, and entertainers. “If you can talk to a camera, you can talk to anyone,” she said. Those media chops power her marketing - and her clients’ confidence.

Brooke’s thesis on 30A is simple: enjoy the home, let appreciation be the win. “Most buyers cover costs, then the real return shows up when you sell,” she explained. Short-term rentals can “pencil” with smart management and timely improvements. “Buy the place, refresh what matters, and the write-offs help the numbers make sense.”

Instagram is her engine. One channel, daily posting, personal and business blended. “You are your brand - post like it.” A drone goes everywhere—beach flyovers, quick reels, lifestyle vignettes - because 30A’s emerald water sells itself. 

Collaboration compounds it: feature other agents’ listings, tag generously, and let reciprocity work.

Team building matters, too. Brooke recruits complementary skill sets, including rental analytics, to keep clients grounded in reality. Networking is natural - dinners, game days, family circles - where casual conversations become long-term clients.

Her advice for agents: pick a niche tied to your real life, choose one platform and show up daily, and don’t overthink video. “Hit record. Post. Repeat.” 

And for buyers eyeing 30A: “Don’t wait a year to get in - you’ll pay for it later.”

Brooke Kromer
Compass - Santa Rosa Beach, Florida

Instagram: @brookekromer

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Epic Agents: The Best in Real Estate Podcast 

https://epicagentspodcast.com/

Marketing Management for Real Estate Agents & Teams:

https://epicagentspodcast.com/epic-real-estate-marketing-services/

In this podcast episode, Jeff interviews Crystle Mulzet, a marketing and growth strategist, who shares her journey into the real estate industry and offers valuable insights on how agents can succeed in today's market. 

Crystle discusses the importance of a strong online presence, leveraging AI for marketing, and the significance of traditional methods like open houses. She emphasizes the need for agents to audit their successes, focus on what works, and adapt to the ever-changing digital landscape. 

Crystle also provides advice for new agents, encouraging them to embrace challenges early in their careers.

Crystle Mulzet

WFG Title (Arizona)

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Epic Agents: The Best in Real Estate Podcast 

https://epicagentspodcast.com/

Marketing Management for Real Estate Agents & Teams:

https://epicagentspodcast.com/epic-real-estate-marketing-services/

Want to stand out in your local real estate market? A neighborhood spotlight series positions you as the community expert buyers trust.

This episode breaks down how to create a podcast series that highlights different neighborhoods in your area. You'll learn how to choose the right communities to feature, structure each episode for maximum impact, and promote your content strategically across multiple channels.

The real power comes from using these episodes as business tools. Send them to out-of-town buyers exploring your area. Include them in listing presentations to show sellers how you market neighborhoods. Share with relocation companies and HR managers. Transcribe episodes into blog posts to boost your website's search rankings.

You don't need expensive equipment—just a microphone, a plan, and your local knowledge. Each episode becomes an asset that builds authority and generates leads long after publication.

Start becoming the voice of your community today.

Free Resource: Download the neighborhood spotlight planning template!

Produced by:
Epic Agents Podcast

Josh Johnson bought a real estate company in West Jefferson, North Carolina in 2005—before getting his license. Twenty-one years later, he serves both the high country and Lake Norman's Davidson area with Regency on the Lake.

His success stems from relationships over transactions. "A house is not a home without the people who live inside it," he told me. Clients have become lifelong friends and godparents to his children.

After Hurricane Helene devastated the high country, Josh opened a Davidson office. "If I thought I had 10 connections, I had 150," he discovered. His business thrives serving Charlotte-area buyers seeking mountain retreats, now bringing that approach to Lake Norman.

Josh's marketing centers on community involvement—sponsoring local events and hosting his podcast "Telling Our Stories" featuring local leaders and businesses. He operates by clear priorities: God first, family second, work third.

His advice for aspiring agents? Be yourself, stick with winners, and be ready to work hard. "You get out of anything in life what you put into it."

Regency on the Lake
212 S Main St Suites 315 and 316
Davidson, NC 28036

@regencyonthelake | @wnchighcountry

Podcast: Telling Our Stories

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Epic Agents: The Best in Real Estate Podcast 

https://epicagentspodcast.com/

Produced by:
Epic Journey Media
https://epicjourneymedia.com/

Marketing Management for Real Estate Agents & Teams:

https://epicagentspodcast.com/epic-real-estate-marketing-services/