In this episode of Real Estate Success: The Whissel Way, host Bryan Koci sits down with Brian Danney to discuss how real estate agents can create urgency in today’s slower, buyer-driven market. Brian shares practical strategies like defining a buyer’s top five must-haves, holding clients accountable through simple emails, and future-pacing conversations to prepare buyers for writing offers. The episode emphasizes the importance of guiding clients based on their goals, meeting them where they’re at in the buying journey, and building momentum through consistent next steps and promises. Agents will walk away with actionable ways to build trust, inspire confidence, and help buyers make timely decisions without pressure.

00:00 – Introduction & Guest Intro

01:19 – Brian’s Background in Real Estate

02:28 – Creating Urgency in a Non-Urgent Market

05:25 – Accountability and the Agent’s Role

06:19 – Defining the Top Five Must-Haves

07:30 – Going Deep: Lifestyle vs. Features

11:23 – Using Emails to Build Accountability

13:21 – Understanding Buyer Stages (Awareness, Consideration, Decision)

16:40 – Redrafting Buyer Priorities & Handling Objections

25:32 – Final Advice: Always Create a Next Step

Define the top five must-haves: Simplify buyer priorities into five core needs, then go deeper into why they matter to uncover lifestyle-driven motivations that create urgency.

Use accountability systems: Send simple follow-up emails that confirm buyer goals and future pace them toward writing offers, building trust and clarity in the process.

Always create a next step: Urgency is built through momentum, so set specific dates and promises that move the client forward and keep the relationship engaged.

In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci dive into the cutting-edge AI tools transforming how real estate agents operate and scale their business. From organizing complex financial data with NotebookLM, to creating polished presentations with Gamma, to coaching calls with Shiloh, they reveal practical applications that save time, improve client interactions, and help agents look more professional. They also cover how they personally use ChatGPT for transcripts, content creation, and email variations, plus creative photo editing with Envato. This isn’t just theory—these are the exact tools they’re using to generate efficiency and revenue today.

00:00 – The Evolution of Real Estate & AI

01:30 – Why Tools Matter for Realtors

03:45 – Kyle’s Favorite Tool: NotebookLM

05:45 – How to Use AI for Meetings & Content

07:45 – Privacy Concerns Around AI

09:00 – ChatGPT 5.0 & How Bryan Uses It

11:20 – Generating Images & Content Variations

12:30 – Gamma: Next-Level Presentations & Graphics

16:00 – Envato: Easy Photo Editing for Agents

18:10 – Shiloh: AI Coaching for Agent Calls

21:30 – Final Thoughts & Agent Takeaways

In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci dive into a topic often overlooked in discussions about scaling a real estate business—culture. While most teams focus on tech and systems, Kyle emphasizes how crucial it is to intentionally define, build, and protect your team culture through core values, standards, and strong leadership. They unpack how to recruit and retain the right people, handle cultural misalignment (even with top producers), and develop deeper relationships with your top agents. Whether you lead a team of 5 or 120, this episode will give you the tactical insights to build a culture that fuels growth instead of fighting it.

Chapters

In this episode of Real Estate Success: The Whissel Way, hosts Tad Murroughs and Bryan Koci dive deep into the art and science of real estate phone scripts. Tad shares his unique perspective as someone who transitioned from being an agent to an Inside Sales Associate (ISA), explaining how consistency and psychology make the difference when working leads. The discussion covers everything from how to open a call, frame conversations, uncover client motivation, handle objections, and confidently ask for the appointment. Agents will walk away with proven frameworks, actionable scripts, and a mindset shift that makes prospecting less intimidating and far more effective.

Open With Familiarity & Purpose – Use the lead’s name early, introduce yourself clearly, and explain why you’re calling to build instant trust and reduce resistance.

Motivation Drives Everything – Always uncover what’s truly motivating a client; this insight lets you frame solutions, overcome objections, and close with confidence.

Follow-Up With Specificity – Never end a call vaguely. Always set the next step, give a clear timeline, and follow through—this builds trust and keeps leads engaged.

In this heartwarming and humorous episode of The Whissel Way, Kyle Whissel sits down with a very special co-host: his 9-year-old daughter Nixon. Together, they explore what it would look like if she ran a real estate company—from dress codes and office snacks to mascots, pricing strategy, and even a Sephora-inspired break room. While the episode is full of laughs and light-hearted moments, it also subtly touches on the importance of creativity, culture, and fun in the workplace. Whether you're a parent, a team leader, or just need a smile today, this episode shows that inspiration can come from even the youngest voices.

00:00 – Meet the Guest: Kyle’s Daughter Nixon

In this episode of Real Estate Success: The Whissel Way, host Bryan Koci is joined by guest host Karlee Van Dyke, a top-producing agent at Whissel Realty Group. Together, they dive deep into the evolving conversation around buyer agent commissions—especially in today’s shifting market. Karlee shares real-world scenarios where a commission negotiation either saved or cost her clients deals, and why understanding seller psychology, coaching clients through expectations, and setting the stage for smart commission conversations is crucial in today’s landscape. Whether you’re a buyer or listing agent, this episode will equip you with tangible strategies to help you win more offers and keep deals together—all while getting paid what you're worth.

In this episode of Real Estate Success: The Whissel Way, hosts Kyle Whissel and Bryan Koci break down the exact strategy their team uses to throw Mega Open Houses that draw 100+ people—even in a tough market. They discuss how most agents fail by doing the bare minimum, while their method turns listings into events that generate buzz, build relationships, and lead to multiple offers. From marketing like a Hollywood movie premiere to using an omni-channel approach—mailers, door knocking, video invites, and follow-ups—Kyle shares how he achieved over 50% market share in one neighborhood with this system. If you're tired of weak open house results, this episode is your full playbook.

In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci break down how buyer’s agents can finally thrive in today’s market shift. With growing inventory, longer days on market, and increasing price reductions, buyers now hold more power than they have in over a decade. Kyle shares actionable strategies for identifying undervalued homes, using data to back up buyer decisions, and negotiating directly with listing agents to get the best possible deals—all without damaging your brand. If you're ready to stop waiting and start winning, this episode will show you how to strike while the iron’s hot.

In this candid episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci unpack the raw realities of building and running a real estate team. They break down the glamorized vision many agents have after early success and explore the emotional, financial, and operational toll that leadership brings. With humor and honesty, they share what makes team building worth it—and what makes it a complete nightmare if done for the wrong reasons. Whether you're thinking about launching a team or already drowning in team leadership challenges, this episode delivers insights that could save you stress, money, and your sanity.

In this timely and tactical episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci dive into the realities of the slow summer 2025 market and what agents can do when listings sit longer than expected. This isn't just theory — it's pulled directly from a real team meeting with boots-on-the-ground experience. They break down the “3 Showings / 8 Showings” rule to help agents identify whether price, condition, or marketing is the culprit, and offer actionable scripts, strategies, and creative tactics (like broker open feedback cards and calling recent area agents) to get homes moving. If you're tired of hearing "It's just the market," this episode gives you the tools to take back control and drive results.