Investors can be incredible repeat clients… or they can chew you up, waste your time, and leave you with nothing. In this episode, I’ll break down:

• The 3 types of investors you’ll meet (and how to tell them apart fast).

• Why most realtors lose money working with “fake” investors.

• Scripts to qualify investors without sounding pushy.

• How to structure deals, commissions, and expectations so you don’t get burned.

• When to walk away—because not all “investors” are worth it.

By the end, you’ll know exactly how to position yourself as an indispensable partner to real investors… and avoid becoming free labor for tire kickers.

Most Utah agents have never closed a seller finance deal—and it's costing them (and their clients) big. In this special Seller Finance Masterclass, Tony Acosta breaks down everything you should’ve learned in real estate school but didn’t.

You’ll learn:

• What seller finance actually is—and why it’s not just for desperate sellers

• The 3 biggest mistakes agents make when attempting these deals

• How to spot seller-financeable properties in your MLS

• The due-on-sale clause trap (and how to avoid it)

• Why this is the most powerful tool for helping priced-out buyers and stagnant listings

• Real deal structure examples and how they’re cash flowing today

If you're a Utah agent trying to survive in a high-rate, low-inventory market—this episode is not optional. The next market shift will belong to the agents who understand creative finance.

In this episode of How to Be a Realtor, Tony Acosta exposes the uncomfortable truth behind the real estate coaching industry. Why do so many coaches overstep into life coaching, therapy, and fitness advice—and completely miss the mark on teaching actual real estate skills?

Tony breaks down:

• The toxic myth that your personal life must be perfect before you can succeed in real estate

• Why most coaches are unqualified to “fix” you

• How bloated programs are designed to keep you paying, not progressing

• What real estate coaching should focus on: tactical, skill-based training that actually moves the needle

If you're tired of mindset fluff and want real strategies that help you win in real estate, this one’s for you.

Dive deep into why traditional real estate coaching fails and uncover a revolutionary approach to agent development. Tony Acosta exposes the industry's biggest myth: that fixing your weaknesses leads to success. Learn how doubling down on your natural skills and creating minimal supporting systems can dramatically boost your real estate performance.

This podcast discusses the two most effective business models for real estate agents aiming for success in 2025. Acosta, drawing on over a decade of industry experience, argues that many agents fail because they treat their work as a job rather than a business, neglecting crucial aspects like expenses and reinvestment. He asserts that the only viable paths forward are the Do-It-Yourself (DIY) model, typically associated with flat-fee brokerages where agents handle all operational aspects, or the Done-For-You (DFY) model, exemplified by full-service teams that provide leads, resources, and continuous training. Aosta emphasizes that agents stuck between these two models, paying high splits without adequate support, are unlikely to thrive and must choose one path for sustainable growth

In this episode, we break down the recent audio excerpt that dives into Utah’s housing market trends. After years of relentless price growth, the tide is shifting. The speaker analyzes quarterly data to reveal a disconnect we haven’t seen in five years: more homes hitting the market, but fewer actually selling. This isn’t a doomsday scenario, but it’s a clear sign that we’re moving from a red-hot seller’s market to something more balanced. Sellers can’t keep playing the same pricing game—they need to get strategic if they want results. We also cover why this is still a macro-level look and how future data will confirm (or challenge) whether this shift sticks around

In this episode, Tom and Sophie take a deep dive into my speech on why communication is the most critical skill for real estate agents. As a former top-producing agent and now director of agent development, I argue that most agents are stuck in lead gen and marketing drills without ever learning how to communicate effectively—which ultimately kills their business. Tom and Sophie dissect my points about why communication isn’t just a piece of the puzzle—it is the puzzle. They also highlight my insights on visual and vocal image, and the need for relentless practice and role-play to get it right. Tune in to hear how to step up your game and become the agent clients trust

Follow Tony on IG at https://www.instagram.com/tonyacosta.co/

Tonys participation in the Agent Insider Event held by The Perry Group in Pleasant Grove Utah.

If you’re new here, my name is Tony Acosta. I’m a real estate broker with over 13 years of experience, and I help lead the #1 team at Real Broker in the nation. I’m passionate about teaching, coaching, and helping real estate agents achieve extraordinary success in their careers. Beyond real estate, I’ve built multiple ventures, from organizing TEDx events to running my own media projects and coaching programs for agents nationwide. Whether you’re a brand-new agent or looking to scale your business to the next level, this channel is for you. How I got here…

• 2012: Got my start as a showing agent and quickly worked my way up to principal broker.

• 2017: Became a Principal Broker

• 2019: Entered the Forbes Real Estate Council

• 2020: Founded my own agency 1% Lists Wasatch Front and led it to consistent success in a competitive market.

• 2020: Became a TEDx speaker, organizer, and coach, helping others share their stories with the world.

• 2023: Joined The Perry Group, the #1 team at Real Broker on earth.

• Today: Helping lead the first team in Utah history to sell 1000 homes in a calendar year.

My mission is simple: to empower agents with real, actionable strategies that work. I make this content to share everything I’ve learned, attract agents who want to grow, and create a community of forward-thinking professionals. For everyone out there building their real estate career, just know this: Success doesn’t come without challenges. But the bigger the obstacles, the more rewarding the journey.

Stay focused, stay driven, and remember—your potential is limitless as your work ethic.

Let’s crush it together.

Tony

FULL DISCLOSURE: I create content to help agents succeed, and along the way, I aim to build relationships with those who want to work with me or join my team. If that’s you, hit subscribe and let’s grow together.

In this special AI-powered deep dive, we take a closer look at how role-playing and scripting can transform your real estate career. Using cutting-edge AI analysis, we break down the key insights from my original episode, offering enhanced takeaways, practical strategies, and expert-level refinements to help you master client conversations like never before

🔹 Why role-playing is a must for realtors who want to close more deals
🔹 The difference between memorizing scripts vs. internalizing them
🔹 How to make role-playing feel natural and effective
🔹 AI-enhanced techniques to improve your communication and objection handling
🔹 The biggest mistakes realtors make when practicing scripts (and how to fix them)

By leveraging AI-generated insights, this episode provides an even deeper, data-driven breakdown to help you elevate your skills and build unshakable confidence in every real estate conversation.

📌 Subscribe for more AI-enhanced real estate insights!
📲 Follow me on Instagram for daily coaching & content: @tonyacosta.co 🚀