Are Zillow agents actually bad… or just misunderstood?

In this episode, Tony Acosta sits down with Mike Harlan to break down what’s really happening inside the Zillow ecosystem. From lead quality to conversion rates, agent skill gaps to systemic incentives—nothing is off limits.

They tackle the real question: is the problem the agents, or the system they’re operating in?

If you’ve ever:

• Wondered why Zillow leads get a bad reputation
• Questioned agent performance on online platforms
• Tried (and struggled) to convert internet leads
• Or considered buying Zillow leads yourself

This episode gives you a no-BS look at what’s actually going on—and how to win if you choose to play the game.

Key Topics:

• Why Zillow agents get labeled “bad”
• The truth about Zillow lead quality
• Conversion vs. follow-up: where most agents fail
• How top teams actually make Zillow profitable
• The hidden incentives shaping agent behavior

Connect with Tony Acosta:
Real estate broker | Team leader | Agent coach
Helping agents build real skills, not just chase leads

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Straight talk on real estate, business, and what actually works.

What does it actually mean to represent a client — not just open doors and fill in blanks on PDFs? In this episode, Tony sits down with Travis Maddox from Edge Homes to break down the real skill gap in real estate: agents who don't know their contracts, can't explain deadlines, and have never heard of a Resolution of Due Diligence Addendum. They cover how to close the experience gap through intentional roleplay and live reps, why communication is the foundation of true representation, the contract pitfalls that get agents (and their clients) in serious trouble, and how to build trust with builder's agents without getting cut out of deals. Whether you're new to real estate or a seasoned agent looking to sharpen up, this one's packed with real talk.

Is the Zillow Premier Agent program a legitimate growth engine or just an expensive "tax" on your commissions?

In this episode of How To Be A Realtor, we pull back the curtain on the most debated lead source in real estate. We’re breaking down the math, the conversion realities, and the "hidden" shifts in the 2026 market that every agent needs to know before signing a contract.

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

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