What happens when a former Zillow exec jumps back into production and builds one of the most successful teams in Northern California—from scratch? You get Colby Culbertson, founder and CEO of Culbertson & Gray Group at eXp.

In this episode, James and Keith dive deep with Colby on:

• How he grew from 6 to 185 agents in 5 years

• Why he starts every recruiting call trying to talk people out of joining

• The one requirement his team must meet—or they're out

• The culture killers that quietly destroy teams

• Why "ego" is the real enemy of collaboration

This episode is equal parts blueprint and gut check for leaders who actually want to scale something meaningful.

Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose.

https://www.zillow.com/agents/showcase/

Links mentioned in the episode: https://youtu.be/ZC2MLnd1Ylc

Connect with Colby on LinkedIn.

Learn more about Culbertson and Gray online at culbertsonandgray.com.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

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Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

What if "not for sale" didn't mean "not interested"? In this episode, James and Keith sit down with Katie Hill, founder and CEO of Unlisted, a startup turning heads and headlines by unlocking the hidden inventory between "just browsing" and "for sale."

Katie's background in direct mail, digital marketing, and startup advising uniquely positioned her to spot a massive opportunity in the market: homeowners who might sell, just not yet. Unlisted isn't trying to replace real estate agents; it's giving them a new front door into consumer conversations before they're ready to list.

In this episode:

• How a pool, a pandemic, and a bold question inspired a whole new real estate model

• What makes the "gray zone" of real estate so valuable (and overlooked)

• Why the future of selling your home could start with a waitlist

• How to use direct mail right in 2025

• Why agents should get excited (not threatened) by this new lead source

Plus: real talk on startup life, rejection as fuel, and why planning is often just fear wearing a tie.

Links mentioned during the episode: https://unlistedhomes.com/agents

Connect with Katie on LinkedIn.

Learn more about Unlisted on - LinkedIn - Facebook - Instagram and online unlistedhomes.com.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

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Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

NYC real estate is not for the faint of heart. In this episode, James and Keith sit down with Scott Hustis, co-founder of Paradigm Advisory at Compass, to talk about how he built one of New York's top-performing real estate teams; one relationship at a time.

Scott shares why he runs his team more like a wealth advisory firm than a brokerage, how he built a repeat-and-referral machine in one of the most cutthroat markets in the world, and why most agents simply aren't consistent enough to succeed.

Plus, hear:

• The 9-year story behind his $61M Central Park sale

• What the "three-phase" marketing plan really looks like in NYC

• His thoughts on off-market listings, Zillow, and MLS politics

• The power of mentors, coaches, and long-term compounding

If you're burned out, tempted to shortcut the process, or unsure how to build a sustainable business, this is a masterclass in patience, precision, and real trust-building.

Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose.

https://www.zillow.com/agents/showcase/

Connect with Scott on LinkedIn.

Learn more about Paradigm on Instagram - LinkedIn and online Paradigm Website, Paradigm Advisory Video.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

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Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

From the U.S. Marine Corps to running one of California's largest brokerages, Michele Harrington's leadership journey is anything but typical. Alongside Lauren Henss, a marketing powerhouse with a Chanel-to-Compass résumé, these two leaders are redefining what it means to build a modern, human-first brokerage.

In this episode, James and Keith sit down with Michele (CEO) and Lauren (VP of Marketing & Strategic Initiatives) of FirstTeam Real Estate to unpack:

• The power of discipline and structure (and how the military shaped Michele's career)

• The "Behind the Agent" campaign and how it's producing a 90% retention rate

• What most agents get wrong about branding, TikTok, and storytelling

• How to build a brokerage with vision, heart, and standards

• Why women are still underrepresented in the real estate C-suite—and how that's finally changing

This episode is packed with truth bombs, real laughs, and sharp takes on private listings, Zillow, MLS reform, recruiting strategies, and what it really takes to scale a business that lasts.

Links mentioned in the episode:

https://www.youtube.com/watch?v=yWSFJbCBsHM

https://www.youtube.com/watch?v=grqWOEYGXSA

Connect with Michele on LinkedIn.

Connect with Lauren on LinkedIn.

Learn more about FirstTeam Real Estate on Facebook - X - LinkedIn - YouTube - Instagram - Pinterest and online at firstteam.com.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

You can care too much and it can break you. That's one of the many leadership lessons Matt Delhougne shares in this episode. From police officer to running a 70-agent team in St. Louis closing nearly 1,000 deals a year, Matt has seen it all and survived it.

James and Keith sit down with the Chief Vision Officer of DRG at eXp to unpack everything from burnout and broker models to MLS politics, Google's property data play, and the two tools that truly matter for agent success.

They also dive into his unique zip-code based lead rotation system, team culture, agent recruitment, the illusion of control, and how agents can actually crack the SOI code (hint: it's not what your broker told you).

This one's a masterclass in sustainable scale, servant leadership, and leading with heart without losing your mind.

Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose.

https://www.zillow.com/agents/showcase/

Connect with Matt on LinkedIn.

Learn more about DRG on Facebook - Instagram - Zillow - Google.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

What happens when you hand the mic to the audience? You get an hour of raw, unfiltered, sometimes hilarious, sometimes profound truth from James and Keith.

In this special "Ask Us Anything" episode, we answer your biggest—and weirdest—questions. From the future of AI and Zillow to team building, associations, pricing strategy, personal regrets, and the emotional toll of leadership, no topic is off-limits.

You'll hear:

• Why they believe boutique brokerages will survive, but only if they adapt

• What James would do differently if he started over (and what Keith wouldn't change)

• Their honest take on the Compass/Anywhere acquisition

• How AI is changing everything and what won't be automated

• The one move associations should make to survive

Plus: vulnerability, friendship, faith in the future, and a ton of laughs. This is the most personal episode yet and it's one every agent, broker, and leader should hear.

Links mentioned in the episode: Charlie Wills episode: https://youtu.be/XcO3OnRufpA

Anthony Young workshop: https://www.valuedaudit.com/

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

Cleve Gaddis didn't just build a real estate business, he built a legacy. From selling vacuums door-to-door to creating a trademarked, systemized team model in Atlanta, Cleve's story is packed with practical wisdom, hard-won lessons, and big laughs (yes, he brings a sword).

In this episode, James and Keith sit down with Cleve to unpack how he's structured a sellable, scalable real estate business, why systems beat hustle, and how rejection actually made him stronger. He shares why he trademarked his 71-step buying and selling systems, how he built an SEO machine with blog posts for every local listing, and why agents are doing advertising all wrong.

Whether you're brand new or decades in, this is a masterclass in sustainability, service, and strategic branding from a guy who's done it all.

Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience featuring stunning photography, video, virtual staging, and SkyTour helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose.

https://www.zillow.com/agents/showcase/

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

You're not going to lose your job to AI. But is someone using AI better than you? That's a different story. In this episode, James and Keith sit down with Biju Ashokan, CEO of Radius Agent, for one of the most thought-provoking AI conversations we've had yet.

Biju brings a deep tech background (Carnegie Mellon grad, by the way) and a bold vision for how artificial intelligence will reshape real estate. From proactive assistants to fully automated client nurture, this isn't science fiction — it's already happening.

We dive into what AI will replace, what it won't, and how agents can protect their future by leaning into the tech, not running from it. You'll hear how Biju's team is closing 250 transactions a month with just 11 staff — and why the brokerages that embrace automation will be the ones left standing.

Plus: The emotional side of real estate, the future of brokerage profitability, proactive vs. reactive AI, and how to actually get ahead of what's coming.

If you care about your career in real estate, this episode is a must-listen.

Links mentioned during the show:

https://www.youtube.com/watch?v=14NQIq4SrmY

https://youtu.be/ixWlqm2x9Ns

Connect with Biju on - LinkedIn.

Learn more about Radius on Instagram - LinkedIn - YouTube and online at radiusagent.com.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

There's no magic in real estate, just discipline, standards, and execution. In this episode, James and Keith sit down with East Coast powerhouse Tom Toole to talk about what really drives success in today's market. From building a 50+ agent team to running a hyper-efficient operation with a deep focus on agent development, Tom breaks down exactly how he's scaled, where most team leaders go wrong, and the boring-but-powerful habits that move the needle.

You'll hear:

• The 4 things agents should do every day to make money

• Why balance is a myth—and how to find harmony instead

• How to keep agents accountable without micromanaging

• What real professionalism actually looks like in real estate

• His full tech stack (and favorite AI tools)

This one is packed with real talk, tactical advice, and some much-needed truth bombs for leaders and agents alike. If you're tired of fluff and want the blueprint, this is it.

Links mentioned during the episode:

Knowledge Brokers podcast: https://www.youtube.com/@knowledgebrokerspodcast

Charlie Wills REIU episode: https://youtu.be/XcO3OnRufpA

Fello REIU episode: https://www.youtube.com/watch?v=9Wr96sFkxog

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Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose.

https://www.zillow.com/agents/showcase/

Connect with Tom on LinkedIn.

Learn more about Tom Toole Sales Group on YouTube - Instagram - LinkedIn and online at tomtoole.com.

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/

What if you could search for homes the same way you live your life? In this mind-bending episode, James and Keith sit down with Andrew Flachner (Co-Founder & CEO of RealScout) and Anthony Sosso (VP of Engineering) to explore the revolutionary AI product shaking up how agents—and eventually consumers—search for homes.

You'll hear how RealScout is flipping the script on property search by:

• Using natural language prompts instead of checkboxes

• Deconstructing vague terms like "mid-century modern" into precise search filters

• Letting agents control and fine-tune AI-generated searches

• Showing their work so nothing is hidden or hallucinated

They also unpack why most current AI search tools fail, how RealScout avoids MLS policy issues, and what the future holds for truly intelligent, human-centric search.

Whether you're a tech skeptic or a proptech junkie, this conversation will change how you think about the future of real estate data and consumer experience.

Links mentioned during the episode:

Kyle Draper funny agent video: https://www.instagram.com/reel/DP1WgpOib_i/

RealScout Product Launch: https://www.youtube.com/watch?v=DzotPLhM7mc

RealScout AI Search: https://www.youtube.com/watch?v=xhdejSDvyFA

Connect with Andrew - LinkedIn.

Connect with Anthony - LinkedIn.

Check out The Playmakers Podcast at this link: https://playmakers.fm/

Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1

To learn more about becoming a sponsor of the show, send us an email:

[email protected]

You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/

Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com.

Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered

Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/

Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered

Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod

Link to website: https://realestateinsidersunfiltered.com

This podcast is produced by Two Brothers Creative.

https://twobrotherscreative.com/contact/