Can you achieve MORE by doing LESS in the 2026 real estate market? 

In Episode 115 of The Closing Table with Lawyers Title, host Tamera Gaede sits down with Tony Caliendo, co-founder of Rethink Coaching and author of Less Over More, to redefine success for real estate professionals. 

As we navigate a "flat" fourth year of market shifts, the "Success Trap" is real: what got you here won't get you to the next level. This episode is a masterclass in real estate lead generation, database management, and intentional growth. 

🚀 What You’ll Learn Today:
✅  The 10-Activity Audit: How to identify the 3 activities that actually add value and bring you joy. 
✅  The 15–20 Day Rule: Why your database starts to disassociate if they don’t hear from you twice a month. 
✅  Open House Mastery: Tony’s "two-on-Saturday, two-on-Sunday" process to build a database from scratch. 
✅  The 90-Day Commitment: Why you must track consistency (on a scale of 1–10) before pivoting your strategy. 
✅  Geo-Farming Secrets: Target neighborhoods with a 5–7% turnover rate and less than 20% competitor market share. 
✅  Networking Nuggets: Why meeting university admissions directors is a "gold mine" for condo sales. 

📖 Get the Book: "Less Over More"
Tony Caliendo’s new book helps you stop the "hustle harder" mentality and start defining success through high-level intentionality. 👉 Pre-order now: Search "Less Over More" on Amazon or Barnes & Noble. 👉 Special Offer: Email your order number to [email protected] to join his exclusive "Less Over More" community and receive a high-level activity worksheet. 

CHAPTERS
00:00 – Redefining Success in 2026 
01:10 – What is the "Success Trap"? 
02:15 – Quarterly Focus: sales calendar vs. annual calendar 
03:45 – The 10-Activity Value Audit 
05:30 – Time Blocking: Gaining 5 hours back from social media 
07:05 – Pipeline Management (0–90+ days) 
08:20 – Why "Churn and Burn" Lead Gen fails 
10:00 – Choosing your 3 Lead Gen Pipelines 
11:45 – Proven Processes for Expired Listings 
13:50 – Crucial Listing Stats: Sales price to list price 
16:15 – Building a database via 4 Open Houses a weekend 
19:10 – Qualifying a Neighborhood: The 20% Market Share Rule 
21:30 – Using Facebook Groups to Geo-Farm for free 
23:45 – The "Inventory Packet" trick for Open House visitors 
26:30 – Private Neighborhood Pre-Open Houses 
29:00 – Door Knocking "Evidence of Success" 
31:30 – Networking with University Admissions Directors 
33:20 – Introducing the book: "Less Over More" 
37:45 – The 40% Consistency Rule 
39:45 – The 10% Database Return Principle 
41:30 – Closing Thoughts: You Make the Market 

Connect with Tamera Gaede: Visit [Website Link] for your title and escrow needs! 
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