Eprofessor of Real Estate

What do I do when a client says they'll think about it? Treat it as fear of getting the decision wrong, not a no. Name what's behind the stall, narrow the options, and never let silence be the last word.

Why isn't AI recommending me when someone asks for a realtor in my area? Because AI recommends the agents it can explain, not the agents who are biggest. Clear, consistent, specific information beats years and volume, which is why a first-year agent can compete here.

How do I get my team to actually buy into my vision? You let their vision change yours. A vision that only ever runs in one direction, yours to them, never becomes a team. It stays an audience.

Justin Letheby starts with the leadership role he was sure his degree had earned him, and didn't get. He was stuck on the first of John Maxwell's five levels, Position, with none of the relationships or results behind it. Years later, chairing a volunteer technology committee, he pitched a run of 30-minute tech videos. The team bought the vision but not the execution, so he listened, and they built one-minute tech tips instead. That worked, and the 30-minute videos followed a couple of years later.

From there: why most leaders inherit a vision rather than set one and have to carry it down, what the volunteer president's chair taught him about getting past the congratulations and back to work, how to build the right team at the right time instead of delegating to people who already agree with you, and why you cannot get bigger than yourself alone. Plus an AI tip: hand your vision to AI and ask it to challenge you and be the "no" person before you take it to the room.

The leadership tip: believing something isn't a problem, carrying it alone is.

For Realtors, broker owners, association leaders, and small business owners.

## Chapters

00:00 I thought the degree earned me the job

In this episode Justin shares a personal story about buying powerful marketing software he never used and the costly lessons that followed. He explores why tools can become crutches, the importance of focus and follow-through, and how AI can expose weaknesses in your systems.

Justin gives practical advice: pick one tool and commit to it, ensure it solves a real communication or business problem, build systems before buying tech, and lead yourself and your team through the boring work after the initial excitement fades.

Free AI Starter Pack: https://go.thejblteam.com/starter-pack

Why do I set goals every year and never hit them? Because the runway is too long. Shorten it to 90 days, pick the one action that moves the needle, and you find out fast whether your systems work.

In this episode, Justin Letheby shares his own path with 90-day goal setting: from office goal sheets he filled out as a checkbox, to Think and Grow Rich with the John Maxwell Team, to the 12 Week Year, to the 90-Day Breakthrough he built for himself and his coaching clients. He covers how to choose the one thing for the next quarter, why you should evaluate yourself on what you control rather than conversions, why motion beats motivation, and how to use AI as a critical thinking partner to get clear on your goals and the systems behind them.

Two takeaways to carry into your next quarter: a shorter timeframe creates results and reveals how good your systems really are, and you are only going to be as good as your goals are clear.

For Realtors, broker owners, association leaders, and small business owners who are tired of setting goals that never land.

## Chapters

00:00 Why goals get set and never hit

You don’t need another tool.

In this episode, Justin Letheby breaks down why so many professionals feel overwhelmed by software, AI, and “the next big thing” — yet still feel stuck. Drawing from a real story early in his real estate career, Justin explains the difference between tools that move your business forward and tools that simply make you feel productive.

This is a practical, honest conversation about:

If you’ve ever felt buried under tech but underwhelmed by results, this episode is for you.

Most agents think the only way to hit bigger goals is to work longer hours. But what if the real answer isn’t hustle—it's structure?

In this episode, Justin shares how real estate professionals can double their production without doubling their workload. Through smarter planning, systems, and energy management, you can scale your business and protect your sanity.

In This Episode:

Why Most Realtors Burn Out

They chase “more” with more hours, not more strategy

Everything feels urgent, so nothing gets done

No systems to track and manage progress

Justin’s 4-Step Framework to Doubling Without Burnout

Shift Your Mindset – Stop asking how to work more. Start asking how to work smarter.

Use 90-Day Sprints – Apply the 12-Week Year model to create urgency and clarity.

Systematize with Tech & AI – Automate follow-up, daily prospecting, and review routines using CRMs and AI tools.

Protect Your Energy – Schedule regular rest: weekly days off, monthly weekends, and yearly vacations to recharge and avoid burnout.

The Challenge:

Call to Action:

Join his upcoming Goal Planning Webinar for a step-by-step 90-day planning session

Stay tuned for the launch of the Real Estate Success Blueprint, a complete system for building a scalable, stress-free business

Final Thought:

Most real estate agents aren’t lazy—they’re just working off a broken system. In this episode, Justin breaks down the real reasons agents fail to hit their goals and how to fix the process so you can finally start winning with confidence and clarity.

In This Episode:

The 4 Most Common Reasons Realtors Fail at Goals

Goals are too vague ("I want to sell more homes")

Goals are too big and far away (12-month targets with no checkpoints)

No accountability or tracking system

No connection to a personal "why"

The Fix: A Smarter, More Effective Approach

Set specific short-term goals (e.g., "5 deals in 90 days")

Use the 12-Week Year system to create urgency and momentum

Track your activity with tools that work for you (Google Sheets, CRM, calendar, etc.)

Tie every goal to a deeper purpose—your family, your freedom, your peace of mind

Real-World Example:

Call to Action:

Join Justin’s Free Goal-Planning Webinar – Get step-by-step help building your 90-day roadmap.

Get Ready for the Real Estate Success Blueprint Launch – A full system to help you hit your goals without burning out.

Final Word:

This week, Justin builds on last episode’s cybersecurity basics with five essential tools every real estate agent should be using to protect their business and their clients in 2025. It's not enough to “know” cybersecurity — now it's time to act. Think of this episode as your cyber lockbox.

In This Episode:

Password Manager

Two-Factor / Multi-Factor Authentication

VPN (Virtual Private Network)

Business-Based Cloud Storage

Encrypted Messaging

Mindset Reminder:

Recap:

Password manager

Multi-factor authentication

VPN

Secure cloud storage

Encrypted messaging

Call to Action:

And don’t forget to subscribe so you never miss a future episode or live session.

In this Realtor Safety Month special, Justin breaks down the biggest invisible threat to your business — cybercrime. Forget just watching your back at open houses — today, the real danger is in your inbox.

From wire fraud to ransomware, real estate is one of the top targets for hackers. Why? Because agents handle high-value transactions, sensitive client data, and logins galore — often in a rushed, emotional environment.

In This Episode:

Stronger Passwords – Stop using birthdays or pet names. Use password managers like Bitwarden or LastPass to create secure, unique logins.

Two-Factor Authentication – Add an extra layer of security. Use authentication apps (not just text codes) when possible.

Phishing Awareness – Learn to recognize fake emails, poor grammar, fake urgency, and “spoofed” sender addresses.

Device Security – Keep phones, laptops, and tablets updated. Use encryption and avoid public Wi-Fi without a VPN.

Smart Home Safety – Turn off/listening devices during showings. Update firmware. Don’t let smart tech become a backdoor.

Slow Down & Breathe – Hackers prey on rushed, emotional decisions. Your best defense is logic and verification.

Legal Reminder (Especially in Illinois):

Bonus: Download Justin’s 5 Favorite Cybersecurity Tools for REALTORS® — linked in the episode description.