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Marketing budgets, outdated tactics, and why shiny tech ≠ sales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12:26 Outdated tactics: websites & “set and forget”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
