Lab Coat Agents Podcast

Tim Heyl didn't start with a national company. He started with setbacks and hours of cold calling. Today he's the founder of Homeward, a platform that helps agents win listings by giving sellers the option to buy before they sell.

Tim joins Nick Baldwin and Tristan Ahumada to share what that grind taught him and how bridge financing and cash offers can turn a stalled listing conversation into a signed agreement. They also dig into how buyers and sellers now use AI to research rates, home values, and neighborhoods before they ever call an agent, and why that makes your guidance more valuable, not less.

If you want to stand out in a crowded market and build a business that scales, this conversation shows what separates agents who keep up from those who pull ahead.

Connect with Tim Heyl:

• Linkedin: https://www.linkedin.com/in/timheyl/?isSelfProfile=false
• Website: https://www.homeward.com/blog/tim-heyl-interview
• Instagram: https://www.instagram.com/heyltim/

Sellers are giving up more at the closing table than they have in years, and AI is quietly taking over parts of the mortgage process. So where does that leave you?

Nick Baldwin and Tristan Ahumada break down why affordability and inventory gaps are pushing seller concessions up, and how to advise your buyers and sellers when the leverage keeps shifting. Then they dig into how AI is speeding up underwriting and changing the way consumers find agents online, and why some agents will benefit while others get left behind.

If you've wondered whether technology is making your role smaller, this episode shows where your real edge is now.

Connect with:

• Linkedin: https://www.linkedin.com/in/mikephajjar/?isSelfProfile=false
• Website: https://neohomeloans.com/start/r/130974
• Facebook: https://www.facebook.com/mikehajjar87/
• Instagram: https://www.instagram.com/mikehajjar_mortgage/

In this episode of the LabCoat Agents podcast, Nick Baldwin and Tristan Ahumada sit down with Saria Finkelstein, a veteran real estate professional from South Florida, to talk about client strategy, career evolution, and redefining success at different stages of life and business.

The episode opens with a look at Lofty, an AI-driven real estate platform designed to help agents streamline marketing and sales, followed by a discussion on industry news around Compass’s new website features and broader questions about transparency in brokerage marketing.

Saria shares how she manages client expectations through intentional strategy sessions, helping buyers and sellers understand the process, market realities, and the decisions ahead. She also opens up about intentionally scaling back her business to prioritize motherhood and family life, offering a grounded perspective on what success can look like beyond constant production.

The takeaway: agents can build a sustainable career by combining clear communication, smart technology, and a deeper understanding of what success means in each season of life.

Connect with Saria Finkelstein:

• LinkedIn: https://www.linkedin.com/in/saria-finkelstein-80956120/
• Website: https://www.lauriereader.com/agents/saria-finkelstein/

In this episode of the LabCoat Agents podcast, Nick Baldwin and Tristan Ahumada sit down with Rajeev Sajja, the first Chief AI Officer for Bright MLS, to discuss how artificial intelligence is reshaping real estate operations, agent productivity, and the future of brokerage and MLS organizations.

Rajeev explains what it means for companies to become AI-native enterprises, where AI is not treated as a simple software add-on but as a digital workforce that can be integrated into organizational charts and daily workflows.

The conversation covers practical ways agents and teams can use large language models to automate repetitive tasks, analyze market data, improve decision-making, and support fair housing compliance. Rajeev also shares why the biggest opportunity is not just using more tools, but redesigning how work gets done.

The episode also touches on current market trends, including shifting cash buyer demographics and how the AI boom is influencing luxury real estate markets. The takeaway: agents who learn how to work alongside AI intelligently will be better positioned to save time, serve clients, and stay competitive in the next era of real estate.

Connect with Rajeev Sajja:

• LinkedIn: https://www.linkedin.com/in/rsajja/
• Facebook: https://www.facebook.com/rsajja/
• Instagram: https://www.instagram.com/rajeev_sajja/

In this episode of the Lab Coat Agents podcast, Tristan Ahumada and Nick Baldwin sit down with Justin Himmelbaum, a top-producing real estate agent based in Boca Raton, Florida, to talk about lead generation, client connection, and what it takes to compete in a shifting market.

The conversation opens with industry news around Real Brokerage’s acquisition of ReMax, including what it could mean for top producers, legacy brands, and the future of brokerage models.

Justin shares his journey from bartending to real estate, explaining how hospitality shaped the way he serves clients and makes people feel seen. He also breaks down the habits behind his success, including high-intensity lead generation, authentic social media engagement, and a strong understanding of human dynamics influenced by growing up with therapist parents.

The episode also gets tactical on pricing strategy in a changing market and why agents need to stay in an advisory role instead of showing “commission breath.” The takeaway: success comes from consistent lead generation, real human connection, and guiding clients with confidence—not pressure.

Connect with Justin Himmelbaum:

• Facebook: https://www.facebook.com/justin.himmelbaum/
• LinkedIn: https://www.linkedin.com/in/justinhimmelbaum/
• IG: https://www.instagram.com/himmelsellssouthflorida/

In this episode of the Lab Coat Agents podcast, Tristan Ahumada and Nick Baldwin interview Christina Ward, a top-performing real estate agent from Boise, Idaho, on how she built a strong referral-based business while still protecting her time, energy, and personal life.

Christina shares how she was able to take a 30-day total disconnect from work, and what that revealed about the systems behind her business. She explains how delegating administrative tasks and using a simplified tracking system helped her scale production without staying trapped in every detail.

The conversation also explores shifting housing market trends, including the rising age of first-time homebuyers and how their priorities are changing. Christina also breaks down her Home Makeover community project, a unique way to provide value, deepen relationships, and stay connected beyond the transaction.

The takeaway: sustainable growth comes from accountability, personal connection, and building a brand people remember—not just for real estate expertise, but for the way you show up in your community.

Connect with Christina Ward:

In this episode of the Lab Coat Agents podcast, Tristan Ahumada and Nick Baldwin interview Jason Farris, a real estate professional who has shifted from traditional sales into building a hyperlocal media presence designed to create long-term trust and local influence.

Jason explains how he’s growing large newsletter subscriber lists by focusing on what people actually care about in their communities—local dining, youth sports, events, and neighborhood life—instead of only talking about listings. His approach shows how agents can become trusted local media sources, not just real estate service providers.

The conversation also explores how Jason uses AI tools like Lofty, Claude, and Manus to automate marketing tasks, build custom websites, and streamline content creation. He also shares the story behind acquiring Fresno.com, and how he plans to turn it into a full local media company with multiple revenue streams.

The takeaway: agents who want a competitive edge need to think beyond rented social platforms and start building owned media, authentic community trust, and systems that keep them visible in the places their audience already pays attention to.

Connect with Jason Farris:

In this episode of the Lab Coat Agents podcast, Tristan Ahumada and Nick Baldwin interview Jason Walter, a real estate professional who transitioned from a CPA background into becoming a prominent YouTube creator and lead-generation strategist.

The conversation opens with a discussion on a new federal housing act aimed at limiting large institutional investors from purchasing single-family homes, and what that could mean for affordability, inventory, and everyday buyers.

Jason then breaks down how he built his business through YouTube, including his shift from a broad national real estate news channel with 100,000 subscribers to a more focused, local channel centered on Sacramento new construction. He explains why niche content can outperform broad reach when it attracts the right audience.

The episode also explores why long-form video—especially content that features the agent’s face and expertise—can build deeper consumer trust and generate higher-quality leads than short-form content alone. The takeaway: agents don’t need a massive follower count to create real business. With the right niche, consistency, and local authority, video can drive meaningful sales volume and strong commissions.

Connect with Jason Walter:

YouTube Channel: https://www.youtube.com/@JasonWalter1 

In this episode of the Lab Coat Agents podcast, Tristan Ahumada and Nick Baldwin sit down with real estate broker and author Chris Watters to discuss advanced strategies for lead generation, conversion, and scaling a modern real estate business.

The conversation opens with a look at new industry entrants like Kelley Blue Book’s residential real estate platform, and what these shifts mean for agents competing in an increasingly data-driven marketplace. Chris explains why agents should focus less on broad, low-intent lead sources and more on high-intent opportunities such as probate and foreclosure filings, where timing and targeted outreach can create stronger conversion potential.

Chris also introduces his AI tool, Table, which uses large learning models to analyze transcripts from face-to-face agent appointments and provide automated coaching insights. He shares how this type of feedback can help agents improve conversations, sharpen sales skills, and increase close rates.

The episode also explores how agents can enrich website traffic data to identify anonymous visitors and grow their marketing database. The takeaway: the future belongs to teams that operate more like an enterprise model—using AI agents, data, and automation to manage complexity, improve follow-up, and scale more efficiently.

Connect with Chris Watters:

In this episode of the Lab Coat Agents podcast, Tristan Ahumada and Nick Baldwin sit down with real estate coach and author Dan Rochon to discuss how agents can build more trust, create better conversations, and grow predictable business through education-based selling.

The episode opens with a discussion on Bed Bath & Beyond’s acquisition of Fathom Realty, including whether retail data and consumer behavior insights can successfully translate into real estate lead generation. From there, Dan shares the philosophy behind his book, Teach to Sell, explaining why the most effective agents lead with education instead of pressure.

Dan also breaks down his CPI communication model, which focuses on building rapport, asking deeper questions, and practicing active listening to uncover what clients truly want and need. He outlines the four pillars of business growth and explains why agents must align their personal strengths with consistent lead generation to create sustainable income.

The conversation also touches on AI’s role in modern real estate. While technology can support data, automation, and efficiency, Dan emphasizes that agents remain essential for the human trust, guidance, and expertise clients need during major life decisions.

Connect with Dan Rochon: