How To Attract Customers

In this episode of How to Attract Customers, I sit down with my friend Trevor W. Goodchild — a true expert when it comes to AI, Facebook Ads, SEO, and the fast-changing world of digital marketing.

We dive deep into:

The 3 biggest shifts in marketing happening right now

Why traditional SEO is dying in a clickless, answer-driven world

How businesses can adapt and rank on ChatGPT and other AI platforms

The role of brand authority and consistency across platforms

Why edutainment (education + entertainment) is the secret weapon for business growth in 2025

If you’re a business owner, marketer, or entrepreneur looking to stay ahead of the curve, this episode is packed with practical strategies and hard truths you can’t afford to ignore.

👉 Catch Trevor at Goodchild.ai
 and check out his book ChatGPT AI Secrets on Amazon.

And don’t forget to subscribe for more episodes on scaling your business and attracting customers in today’s evolving market.

On this episode of How to Attract Customers, Tony sits down with Mohamed Khan — chef-turned-agent who closed $150M+ and 500+ transactions, scaled a team to 29, then pivoted into wholesaling and value-add commercial real estate.

We cover:

Why discipline and daily contacts beat “glossy” content

The recruiting mistake most brokers make and how to fix it with webinars

Turning builder incentives into a buyer-lead machine

Mohamed’s numbers: first year 52 deals, cold-call ratios from 300:1 → 60:1, 6 touches per contract, 1 in 6 database conversion

The reality of teams: profitability, turnover, and first-hire quality

Why he moved to flipping/wholesale and then value-add CRE (and how seller financing + cap rates create upside)

2025 tips for new agents, team builders, and anyone eyeing wholesaling

00:00 Intro — Chef to mega agent to investor
00:27 Why real estate (from culinary)
01:12 The breakthrough: right training & company (came from a recruiting cold call)
02:13 Calling works: lowest cost, highest control
02:39 Track record: $150M+, 500+ deals, 52 in year one
03:38 Discipline & habits: on the phones 8:00 sharp; scaling those habits to the team
04:39 Social media vs. sales reality: grit over glam
05:36 Going all-in: early splits, low take-home, high learning ROI
06:47 Alternative prospecting (Craigslist) and contacts-to-appointment math (≈60:1)
07:52 It’s about contacts, not the channel (TikTok comment mining)
09:03 Entitlement vs. value; lost $100K from poor follow-up
10:47 Nurture & trust economy; pricing honest conversations
12:05 Handling overpricing; expectation-setting
12:41 Market check: Orlando DOM ~120 days
13:27 Life redesign & leverage; 1,000+ calls/day via team; CRE acquisitions
14:52 Fewer agents, bigger output: ~20 closings/mo with lean team
15:11 Building by the book (MREA): hiring sequence
15:55 Hard truth: team profitability & turnover
17:25 Setting exit expectations; the 80/20 of team production
19:12 Assistants local; VAs global; grit > smooth talk for cold callers
20:41 Hiring lessons: rigorous process → 5-year key hire; team splits
22:22 Pride in alumni; Iron Gate culture
22:46 P&L led the pivot: investors’ net vs agent net
24:03 Compounding plan; wholesaling advantages; $670K year assigning
26:00 Flip math to $1M/yr; full pivot → $200K/mo
27:39 Lead sources: Vulcan7; control vs buying leads
29:16 Follow-up math: 6 touches/contract, 1 of 6 close rate; 8-year nurture story
31:15 Today’s focus: value-add retail/strip centers; speaking investor language
32:06 Wholesaling leads: Batch Leads, distress lists; more calls than retail
34:31 “Deal maker” vs money sides; criteria $1M profit or $10K/mo cash flow
35:28 Seller financing & “big money is lazy”
36:30 Three tips: new agents, starting teams, wholesaling in 2025
40:15 Team building: first hire quality; production thresholds for joining a team
42:02 Wholesaling caution in 2025 (need warm-lead engines or partner)
42:58 Mentors & books: Commercial Academy (Scott Shields), Richest Man in Babylon, The Compound Effect
44:05 Agents’ net worth gap; buy what you sell (rentals)
45:25 Agent-buyer example: new construction incentives, low rate, money back at closing
46:19 Using HELOCs & leverage; appreciation math
49:22 Bad economy = best deals; refi upside when rates drop
50:18 Final takeaways: habits, model success, don’t reinvent the wheel; outro

Let’s face it: attracting customers is one of the hardest parts of growing any business  especially in real estate.

In this episode of How to Attract Customers, Tony sits down with one of his biggest mentors, Beth Woodhull  Operating Principal & Owner at Keller Williams Classic  to talk about why most new agents struggle, how to win in today’s market, and what skills, systems, and mindset separate the top 20% from the rest.

We cover:

Why fear of prospecting kills most new agents

How open houses still convert better than internet leads in 2025

The #1 system every new agent must have: a working database

Why follow-up is about trust, not just check-ins

Tactical tips: talk tracks, assumptive closes, and “would you be offended if…”

Marketing budgets, outdated tactics, and why shiny tech ≠ sales

The future of AI in real estate (voice AI vs VAs, speed to lead, live transfers)

The mindset shift that makes you hireable by yourself

What’s coming in 2026: distressed properties, micro-market stats, and short sales

👉 If you’re an agent, broker, or business owner who wants systems that scale, this episode is a must-listen.

00:00 Intro — Attracting customers is the hardest part
00:20 Meet Beth Woodhull: Keller Williams OP & mentor
01:05 Tony’s first day: fear of cold calls, learning scripts
02:07 Why agents fail: avoidance, fear, lack of follow-up
03:01 2013 vs 2025: generational shifts in communication
03:50 Contacts vs conversations — what matters most
05:00 The #1 thing new agents should do in 2025
05:22 Why open houses still work (better than leads)
06:30 Talk tracks: “Where are you in the process?”
07:56 What separates survivors from failures (work ethic)
08:25 Calendaring & showing up — why hours matter
10:21 Building on social media & Facebook DMs
11:26 Example: Kentucky teacher → 12 deals via social
12:26 Outdated tactics: websites & “set and forget”
13:27 Marketing budgets of top producers — the reality
14:01 $500 well spent: pies, book clubs, face-to-face
15:01 Lost art of note cards & building trust
16:19 TikTok, DMs, and human connection vs bots
17:10 Buyer seminars, pain points & conversions
18:35 Educating buyers: affordability, appreciation, wealth
19:28 Pain-point webinars (e.g. “Why your home won’t sell”)
22:06 Micro-market stats & weekly seller reports
23:39 Is it easier to get listings now?
24:32 Assumable mortgages, buy-downs & incentives
25:25 Buyers: #1 mistake new agents make (MLS mastery)
27:00 Sellers: #1 mistake — unrealistic price expectations
28:26 Assumptive closes & “Would you be offended if…?”
30:41 The one system every agent must have — database
32:40 Tony’s $150K mistake (ignoring his database)
34:33 Using iPhone “send later” for automation
35:35 When to hire / grow a team (MREA sweet spot)
38:00 Building teams unconventionally & Zillow leads
39:13 The truth about leads: conversion is everything
41:01 Mindset of top producers: routines, calendar, podcasts
45:15 2025 → 2026: AI, distressed properties, pent-up demand
47:27 Voice AI vs VAs, live transfers, speed-to-lead
50:18 Final thoughts: stay in dialogue, build systems, adopt AI

In this episode of How to Attract Customers, Tony sits down with Shauna LaFont, Owner of Exit Realty (Central Florida), to break down unconventional, working-now strategies for attracting buyers in 2025.
We cover Facebook Marketplace at scale, partnering with new construction (and using their incentives), TikTok comment mining, community groups, and why “prospecting” hasn’t died—it’s evolved. Plus, a preview of our upcoming class on how to sell one-to-many with buyer webinars.

You’ll learn:

Why 2025 favors buyers—and how to meet them where they are

How to post 100+ listings/day on Facebook Marketplace (even with no listings)

New construction partnerships: incentives, scripts, and protections for buyers

TikTok “comment harvest” method (steal leads from lazy agents—ethically)

Community group tactics for finding active buyers today

The one-to-many approach: buyer webinars that convert

00:00 Intro + why 2025 is the year of the buyer
00:49 What’s actually happening in 2025 (traditional market, new rules)
01:35 Trust > cold calls: meet buyers where they scroll
01:51 Craigslist → Facebook Marketplace: posting 100+ a day
02:47 Why builders want agents now (inventory + incentives)
03:58 No listings? Use new construction inventory (with credit!)
04:21 Incentives that beat resale: rate buydowns & closing costs
05:34 Savvy buyers & hidden incentives: lead with the deal
06:03 Facebook Marketplace ad angle + agent commission credits
06:46 Why buyers still need an agent in new construction
07:29 Builder rep ≠ your rep: inspections, warranty, protections
08:08 Prospecting didn’t die—how it evolved (and got easier)
08:53 Build groups + DM advantage: see life events, reach with value
10:10 20 contacts/day—new ways to hit the number
10:40 TikTok Comment Mining: DM every interested commenter
11:57 Relationship-first approach (for introverts that win)
12:59 Where buyers hang out now (and how to engage)
13:56 One-to-many selling: buyer webinars that close
14:49 Hooking buyers: “Don’t buy new construction until…”
16:47 Upcoming class: how to host buyer webinars (get 5 contracts fast)
17:12 Unconventional broker growth + cross-industry tactics
18:31 Stop being Blockbuster: borrow from other industries
19:20 Databases still win—speed + relevance now do too
19:39 How to get 3 buyer contracts tomorrow (practical recap)
19:57 CTA + sign-up for the webinar