Sometimes it’s easier to give new birth than drag around the dead”—that’s just one of the many memorable one-liners Dan Railey drops in this episode.

Chris Cook sits down with his longtime mentor to discuss sales discipline, hiring the right people, overcoming objections, and keeping your energy high. 

Dan shares his proven “sales matrix,” why athletes make the best salespeople, and how relationships, brand, and community involvement keep the pipeline full. 

Packed with humor, stories (including golfing with Michael Jordan), and hard-earned advice, this episode delivers timeless principles any real estate or sales professional can use to build long-term success.

Listen for:

5:16 The 100-Call Matrix: Turning Effort Into Predictable Results

11:30 The Pipeline Compounds: Growth Even Without Getting Better

15:47 Repeat Business is Hidden Gold

23:25 Relocation Opportunities as a Lead Source

37:16 Overcoming Every Objection in Sales

Guest: Dan Railey

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Connect with Chris Cook, Salesperson and Executive Director of The Halyard Group of RE/MAX Hallmark® 

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"Want to wow your clients without even trying?" 

Chris Cook dives into the secret sauce behind consistent, scalable, and client-pleasing real estate operations: standard operating procedures (SOPs). 

From a last-minute scramble caused by not having proper systems in place to a passionate breakdown of how SOPs transform a chaotic business into a flourishing one.

He shares how he segments his business, empowers his team, avoids repeated mistakes, and elevates client experiences — all through clear, intentional documentation. 

Listen for:

1:13 Repeat-Proof Your Business

4:35 SOPs by Business Segment

6:15 The Art of Exceeding Expectations with SOPs

8:52 Automate, Delegate, and Scale with Confidence

Connect with Chris Cook, Salesperson and Executive Director of The Halyard Group of RE/MAX Hallmark® 

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Is the “old school” real estate grind actually the new competitive edge? 

Chris Cook sits down with his business partner David Ferris to unpack the practical, high-converting strategies that helped David build a thriving real estate business—from nearly zero to authority status. 

Ditching expensive online leads and embracing traditional, budget-friendly methods like open houses, circle prospecting, and weekly emails, they share how authenticity, smart follow-up, and a deep understanding of buyer psychology are the real keys to long-term success in real estate. 

Listen For:

1:43 DJ to REALTOR: David’s unconventional entry into real estate

6:10 70% of Deals from One Source

8:20 Get Them Talking: Psychology at Open Houses

13:51 The Power of Nosy Neighbor Open Houses

18:39 Weekly Emails That Actually Work

27:58 Scripts vs. Strategy

Connect with guest: David Ferris

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Connect with Chris:

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What if the reason your marketing isn’t working… is because you skipped the plan? 

Chris Cook sits down with marketing strategist Jen Aprile Cunningham to unpack the marketing missteps real estate agents make—and how to fix them. 

With over 15 years of experience, Jen brings clarity to a chaotic topic, revealing why strategy must come before tactics, how consistency trumps frequency, and why specializing (not generalizing) might be the smartest move for growth. 

This candid and engaging conversation is full of practical wisdom, perfect for any agent feeling stuck in a sea of sameness and ready to rise above the noise.

Listen For:

1:37  Why Are You the Marketing Guru?

4:33  Where a $200K Agent Should Begin

7:19  Push vs Pull Marketing Explained

9:23  Consistency Beats Frequency Every Time

16:00  The It Depends Strategy Answer

21:21  Why Generalist Real Estate Marketing Fails

35:40  Standing Out in a Sea of Sameness

Connect with guest: Jen Aprile Cunningham

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Connect with Chris:

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What if the key to success isn’t hustle, but clarity, care, and the courage to let go? 

Chris Cook sits down with real estate powerhouse Ken McLachlan, CEO of RE/MAX Hallmark—the largest RE/MAX brokerage in the world. 

With over 40 years of experience, Ken shares a refreshing take on leadership, growth, and how showing up with intention beats chasing numbers. 

From overcoming burnout to mastering the art of delegation, Ken unpacks how staying true to your values and surrounding yourself with the right people builds a business worth having—and a life worth living.

Listen For:

00:23 The Real Meaning of Leadership

04:49 Why Ken Left Sales and Joined Ownership

08:27 The Breakthrough That Changed His Leadership

10:12 Proactive vs. Reactive: How Most Agents Get It Wrong

16:33 From Toilet Paper to CEO: The Art of Delegation

26:32 I Want My Partners to Have More Than Me

Connect with guest: Ken McLachlan

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Connect with Chris:

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Is your real estate business running you — or are you running it? 

Chris Cook sits down with Niketa Bissessar, the powerhouse operations leader behind the high-performing Michelle Fraser Team. 

They dive deep into how the right systems — and more importantly, the right people — can turn chaos into clarity and scale your business without breaking it. 

From ditching paper checklists for digital platforms to creating seamless, client-first processes, Niketa shares the playbook that helped her team cross the 100-deal threshold with grace. 

This episode is a must-listen for anyone serious about scaling, systematizing, and delivering a real estate experience so smooth that clients never even need to ask.

Listen For:

5:03 Building a Six-Month System That Thinks for You 

10:35 The Goal: A Business Where Clients Never Need to Call

13:09 The “Why” Behind Every Client Question

21:43 Managing Agents (Without Managing Their Egos)

28:28 Why No System Replaces Human Touch
 

Connect with guest: Niketa Bissessar

Email | Website | LinkedIn 

Connect with Chris:

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What if you could legally redirect your tax dollars to your family or your favorite charity—without breaking the bank or bending the rules? 

Chris Cook sits down with financial strategist Peter Lount to break down the essentials of tax-smart wealth protection for real estate professionals. 

From transitioning corporate wealth into personal assets to leveraging life insurance as a tax-exempt pipeline, Peter shares practical tools that can help agents stop leaving money on the CRA’s table. 

They also explore how charitable giving can be a powerful (and strategic) alternative to hefty tax bills, and why understanding your “burn rate” is a foundational step to long-term financial freedom. 

Whether you’re new to the business or earning over $250K annually, this conversation offers critical insights on building—and defending—your financial future.

Listen For:

3:35 Business & Financial Planning for New Agents

5:50 The $250K Tipping Point

13:28 When Should You Start Planning?

17:17 Leveraging Life Insurance Like Real Estate

22:11 What a Strategy Session Actually Looks Like

27:13 Inside Peter’s Upcoming Workshop
 

Connect with guest: Peter Lount

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Connect with Chris:

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Is your business running you, instead of the other way around? 

In this revealing and relatable episode of Mind Your Real Estate Business, Chris Cook sits down with Simmi Minhas to unpack what happens when success in real estate starts to consume every aspect of your life. 

From burnout and constant reactiveness to the hard truths about setting boundaries, Simmi opens up about her intense journey — from being trapped in the "always on" cycle to learning how to reclaim control of her time, her mental space, and her joy. 

Together, they dive deep into creating systems, managing client expectations proactively, and rediscovering balance while still staying ambitious. 

Listen For:

2:43 When Business Swallowed Me Whole
5:31 Are You Reactive or In Control?
7:34 Simmi’s Diligent Client Prep Strategy
18:54 What Got You Here Won’t Get You There
24:20 How Burnout Shows Up in Daily Life
30:15 A Challenge for the Next Three Months 

Connect with guest: Simmi Minhas

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Connect with Chris:

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What’s the secret to thriving in tough markets while others struggle to survive? 

Chris Cook sits down with realtor Patrick Gillis to explore the power of goal setting, consistency, and genuine relationships in building a thriving real estate career — even in difficult markets. 

Patrick candidly shares his journey from early success, through the crushing recession of the '90s, to creating his best year yet decades later. 

His secret? Thoughtful and persistent goal setting across every area of life, unwavering consistency, and putting clients and relationships before commissions. 

From leveraging social media with authenticity to fostering a sphere of loyal advocates, Patrick breaks down how discipline, balance, and dreaming boldly have shaped his remarkable career. 

Listen For:

03:26 Surviving the Recession: A Lesson in Resilience

05:43 Why Consistency is Everything

14:28 The Value of Building Advocates Over Transactions

20:02 Entering the Social Media Era

24:03 Social Media vs. Real Human Connection

30:47 The Power of Written Goals and the Reticular Activator System

Connect with guest: Dr. Patrick Gillis

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Connect with Chris:

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Ready to unlock the secret sauce of high performance in business and sport?

Chris Cook connects with longtime friend and former sports psychologist Dr. Colin Guthrie for an incredibly insightful conversation about what it really takes to perform under pressure — in Olympic sailing and real estate alike. 

They dive into how mastering mental performance, embracing self-awareness, and letting go of control can be transformative for athletes, CEOs, and agents striving for greatness. 

Colin, now coaching high-powered executives, shares lessons from elite sport that are shockingly relevant to scaling a business, leading teams, and managing the emotional rollercoaster of entrepreneurship. 

Listen For:

03:17 — Letting Go to Level Up: Learning to trust your team

13:10 — Start With the Finish Line: Defining success in business vs. sport

21:17 — Coaches Need Coaches: Why even the top performers need guidance

30:21 — Unshakable Belief: The number one trait of high performers

Connect with guest: Dr. Colin Guthrie

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Connect with Chris:

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