Nick McLean and Mie Yamashita dive deep into the critical importance of role play and skill development for real estate agents in today's challenging market. With Gary Keller's recent declaration that "easy deals are dead," Nick and Mie break down why mastering sales conversations through consistent role play is no longer optional—it's essential for survival. Drawing from their experience running Script Inferno, a weekly role play session for agents across North America, they share proven techniques for conducting effective role play sessions, both one-on-one and in groups. They explore the psychology behind skill development, comparing it to GPS navigation and flight training, and reveal why even top producers who've sold thousands of homes need to continuously sharpen their skills. The conversation covers everything from overcoming the discomfort of role play to creating a culture where feedback drives growth, emphasizing that conversion competency—not just memorizing scripts—is what separates high-performing agents from the rest. Whether you're a new agent or a seasoned team leader, this episode provides actionable strategies to build the hard skills required to close deals in today's competitive real estate landscape. 

Chapters:

• (00:00:00) - Introduction: Why No One Is Above Sharpening Their Sword
• (00:01:00) - Easy Deals Are Dead: Gary Keller's Message and What It Means
• (00:03:00) - The Benefits of Role Play: Beyond Just Phone Scripts
• (00:06:00) - How to Run Effective Group Role Play Sessions
• (00:09:00) - Role Play Games: The Snake, Head-to-Head Battles, and Hot Potato
• (00:12:00) - Leading by Example: Facilitating vs. Performing
• (00:15:00) - Using Real-Time Opportunities for Organic Role Play
• (00:18:00) - The GPS Analogy: Learning Scripts to Build Conversion Competency
• (00:21:00) - Phases of Flight: Role Playing Every Stage of the Transaction
• (00:24:00) - Giving Feedback Without Crushing Confidence
• (00:27:00) - Building Resiliency Through Uncomfortable Practice
• (00:30:00) - The Art of Learning: Why End Moves Matter More Than Openings
• (00:33:00) - Sales as a Language: The 400-Hour Rule to Become Good

Links and Resources:

• Reside Platform
• Reside Platform Website
• Mie on LinkedIn

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Brooke sits down with Tracy Hernly, a powerhouse realtor, team leader, broker owner, title company owner, and race car driver who leads the #1 team by units sold in the Greater Lansing area. Tracy shares her incredible journey from mortgage processing to opening her own brokerage during COVID, revealing the hard-won lessons about leadership, team building, and maintaining work-life balance while scaling multiple businesses. She opens up about her early leadership struggles, including high turnover rates and a "rough" bedside manner that she had to transform to build a thriving culture. Tracy discusses how she leveraged her racing background to carve out a unique niche in rural real estate, why clarity is kindness in leadership, and how implementing core values and mission statements changed everything for her team. She also shares practical advice on community involvement, client events, organic team growth, and why she's focusing on recruiting and refining systems in 2026. This episode is packed with real talk about the messy middle of business growth, the importance of knowing your "why," and how to build a sustainable business that doesn't sacrifice your family or personal passions.

Chapters:

• (00:00:00) - Opening: Tracy's Journey from Mortgage Processing to Real Estate Success
• (00:02:00) - Making the Leap: Leaving a Steady Paycheck for Real Estate
• (00:04:00) - Building the #1 Team by Units Sold in Greater Lansing
• (00:06:00) - The First Hire: Why Tracy Needed an Assistant to Scale
• (00:09:00) - Leadership Growing Pains: Learning to Manage People and Expectations
• (00:13:00) - Clarity is Kindness: Transforming Leadership Through Accountability
• (00:17:00) - Building Culture Through Core Values and Mission Statements
• (00:20:00) - Community Involvement: Racing Events, Cookies with Santa, and Local Leadership
• (00:25:00) - The Racing Realtor: How Tracy Found Her Niche in Rural Real Estate
• (00:30:00) - Looking Ahead: 2026 Goals, Recruiting Focus, and Work-Life Balance

Links and Resources:

• Website
• Tracey Hernly on LinkedIn
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

In this holiday replay, Suneet sits down with Tristan Ahumada, founder of Lab Coat Agents and best-selling author, to discuss the seismic shifts happening in real estate and how leaders can turn uncertainty into opportunity. Tristan shares his proven frameworks for leading through change, including his mission-vision-values approach that's helped thousands of agents clarify their message and attract ideal clients. He reveals the exact "PS Love" phone script that converts online leads at industry-leading rates, explains why buyer broker agreements are actually an opportunity (not a threat), and breaks down the three R's every team leader must master: Recruiting, Retention, and ROI. From his content creation strategies that reach millions to his relationship-first approach to past clients, Tristan provides a masterclass in building a sustainable real estate business that doesn't rely on chasing. Whether you're navigating the NAR settlement, struggling with lead conversion, or building a team culture that retains top talent, this episode delivers actionable strategies you can implement immediately.

Chapters:

• (00:00:00) - Introduction: How Lab Coat Agents Changed Suneet's Career
• (00:03:00) - Leading 165,000 Agents Through Industry Chaos
• (00:06:52) - NAR Settlement Reality Check: What's Actually Changing
• (00:12:47) - The Buyer Broker Agreement Opportunity Everyone's Missing
• (00:18:32) - Mission, Vision, Values: Your Roadmap Through Uncertainty
• (00:26:18) - The Three R's: Recruiting, Retention, and ROI for Team Leaders
• (00:35:45) - Why KW's Culture Beats Their Technology (And What You Can Learn)
• (00:40:52) - The "PS Love" Phone Script That Converts Online Leads
• (00:50:12) - ISA Strategy Shift: When to Use Overseas vs. Local Agents
• (00:53:07) - Content Creation Strategy: YouTube First, Then Repurpose Everything

Links and Resources:

• Website
• Tristan Ahumada on LinkedIn
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Suneet sits down with Lauren Callaway, CEO and founder of pH Realty Team, pH Design Firm, and multiple other ventures in Texarkana, Texas. Lauren shares her incredible journey from interior designer to real estate powerhouse, having grown from one business to ten in just six years. She reveals how she built a multimillion-dollar headquarters complete with podcast rooms, a gym, and a warehouse—all while raising two kids and maintaining work-life balance. Lauren discusses the systems and tools that keep her businesses running smoothly, including Follow Up Boss and CSU, and explains how each company feeds leads to the others. She also dives into her investment strategy, cost segregation benefits, and her ambitious goal to buy or build her first multifamily property in 2026. Throughout the conversation, Lauren emphasizes the importance of getting out of your own way and believing you can achieve greatness, offering practical advice for agents, team leaders, and entrepreneurs looking to build ancillary businesses.

Chapters:

• (00:00:00) - Meet Lauren Callaway: The Texarkana Powerhouse Behind 10 Thriving Businesses
• (00:01:00) - Lauren's New Multimillion Dollar Headquarters Tour
• (00:03:00) - Building the pH Ecosystem: From Design to Real Estate
• (00:06:00) - How Ancillary Businesses Feed Each Other
• (00:08:00) - Systems and CRM: Running 10 Companies with Follow Up Boss
• (00:11:00) - The Warehouse Office: Business in Front, Party in Back
• (00:13:00) - Tools and Tech Stack Across Multiple Companies
• (00:16:00) - Work-Life Balance: Setting Boundaries as a CEO and Mom
• (00:18:00) - How Design Background Influences Luxury Real Estate
• (00:21:00) - Being Rooted in Texarkana: Community and Growth
• (00:23:00) - Investment Strategy and Tax Benefits Through Real Estate
• (00:25:00) - What's Next: Multifamily Goals and Lending Company
• (00:27:00) - Get Out of Your Own Way: Lauren's Advice for Success

Links and Resources:

• Website
• Lauren Callaway on LinkedIn
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Suneet sits down with Luis Poggi, founder and CEO of House Whisper, to discuss the intersection of AI and real estate. Luis shares his journey from spending nearly a decade at Zillow working on products like search, home details, and mortgages, to founding an AI-powered platform that's revolutionizing how agents work. With over $10 million in funding and 8,000 agents already using the platform, House Whisper acts as a personal executive assistant that lives in your text messages—no app or website required. Luis explains why he believes the human element of real estate transactions can never be replaced, but the administrative work can be handled by AI, freeing agents to focus on what matters most: their clients. They dive deep into how to use AI as a thinking partner rather than just a search tool, the future of lead generation in an AI-first world, and why agents who don't adopt these tools will be left behind. Luis also shares insights from his time at Zillow, the importance of talking about pricing early in product development, and how speed and customer feedback drive innovation at House Whisper.

Chapters:

• (00:00:00) - Why AI Won't Replace Real Estate Agents (But Will Transform How They Work)
• (00:02:18) - From Zillow Product Lead to AI Startup Founder: The Journey Behind House Whisper
• (00:06:00) - The ChatGPT Moment That Changed Everything for Real Estate
• (00:09:23) - House Whisper Demo: Your AI Executive Assistant That Lives in Text Messages
• (00:11:00) - The Biggest Mistake People Make With AI (Hint: Stop Using It Like Google)
• (00:13:45) - How ChatGPT Projects Changed Luis's Workflow Forever
• (00:18:00) - The Future of Real Estate: Why Agents Are Essential Despite AI Advancement
• (00:22:47) - Future of Work: How a High School Freshman Is Now Coding Production Features
• (00:29:30) - Why Agents Who Don't Adopt AI Will Be Left Behind
• (00:32:05) - The One Founder Lesson That Drives House Whisper's Success: Talk About Pricing Early

Links and Resources:

• Website
• Luis Poggi on Linkedin
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Suneet sits down with Cody Burger, a brokerage owner and team leader from Dubuque, Iowa, who's revolutionizing how agents think about leverage, culture, and growth. Cody shares his journey from running a traditional brokerage to building a team-rich model that blends the structure of a brokerage with the leverage of a team. He dives deep into his philosophy of SOAP (systems, opportunities, accountability, and processes), explains how he's tackling the industry's 87% failure rate for new agents, and reveals the infrastructure he's built using Follow Up Boss, Sisu, and Batter. From implementing winner's circle meetings three times a week to becoming the first Zillow Flex team in his market, Cody offers practical insights on lead accountability, coaching, and creating a culture where agents thrive. He also discusses the challenges of scaling both sides of the business, the importance of making decisive leadership calls, and his ambitious goal to become the number one Exit team in North America within the next year.

Chapters:

• (00:00:00) - Welcoming Cody Burger to the Reside Platform Podcast
• (00:01:47) - Full Circle Moment: From Listener to Guest
• (00:03:22) - The SOAP Framework: Systems, Opportunities, Accountability, and Processes
• (00:06:15) - Solving the 87% Agent Failure Rate
• (00:10:41) - Building a Team-Rich Model Inside a Brokerage
• (00:15:28) - Tech Stack That Drives Accountability: Follow Up Boss, Sisu, and Batter
• (00:20:03) - Winner's Circle Meetings: 3x Weekly Accountability System
• (00:24:36) - Becoming the First Zillow Flex Team in Market
• (00:28:14) - Leadership Lesson: Make Decisions Faster, Not Perfect
• (00:31:52) - The Goal: Becoming the #1 Exit Team in North America

Links and Resources:

• Website
• Cody Burger on LinkedIn
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Geoff Cavender went from being a top RE/MAX agent doing $46 million with just 6 agents to building a 25-person powerhouse team in Warsaw, Indiana in under 3 years. In this episode, Geoff breaks down his aggressive growth strategy, including how he uses Indeed scholarship ads to recruit brand new agents, why he prefers Google leads over expensive Zillow premier connections, and the exact moment he sold a $3 million home to a Google lead that turned into a $10+ million relationship. He also gets candid about the real challenges of scaling—like losing $50,000 in a single month, managing culture as the team exploded from 3 to 25 agents, and why he still prospects alongside his newest team members every morning. Geoff shares his philosophy on elevating who you surround yourself with, the importance of being "100% where you're at," and why joining a team (preferably one with Zillow Flex) is the fastest path for new agents. This is a masterclass in building, leading, and scaling a modern real estate team.

Chapters:

• (00:00:00) - Rise Training & Converting Google Leads
• (00:01:00) - Building the Team: From RE/MAX to EXP
• (00:03:00) - The Challenges of Scaling & Staying Profitable
• (00:05:00) - Recruiting Brand New Agents with Indeed Scholarships
• (00:08:00) - Google Leads vs Zillow: The $6 Lead Strategy
• (00:11:00) - The NFL Owner Google Lead Story
• (00:13:00) - $3M to $7M: Selling the Same Property 6 Times
• (00:15:00) - Growing Too Fast: Maintaining Team Culture
• (00:18:00) - Group Texts & Accountability Systems
• (00:20:00) - Scaling Without Losing Culture
• (00:23:00) - Staying Grounded: Faith, Family & Being 100% Present
• (00:25:00) - Advice for Agents: Join a Team First

Links and Resources:

• Website
• Geoff Cavender on LinkedIn
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Suneet sits down with Chris Gurnee, a Seattle-based real estate powerhouse who has been dominating the Pacific Northwest market since 2004. Chris shares his incredible journey from selling shoes at Nordstrom for 11 years to building one of Washington State's most respected real estate teams. With brutal honesty, he reveals the critical systems and mindsets that have kept him successful through multiple market cycles—from his obsessive phone discipline (60,000+ calls and counting) to his revolutionary approach to team culture built on faith, family, and work harmony. Chris doesn't hold back as he discusses his biggest early mistakes, why he resisted coaching for 20 years, and the game-changing impact of finally submitting to professional guidance. He shares tactical gold including his pre-negotiation strategy that closes deals before even showing properties, his unique Jedi mind trick for overcoming call anxiety, and why he's aggressively recruiting right now in preparation for the coming rate drop and buyer surge. Whether you're a solo agent struggling with consistency, a team leader trying to scale, or just someone who wants to understand what separates the top 1% from everyone else, this episode delivers actionable insights you can implement immediately. Chris's philosophy is simple but powerful: use the phone relentlessly, stay ahead of market shifts, show up for your team consistently, and never stop learning. This conversation is required listening for anyone serious about building lasting success in real estate.

Chapters:

• (00:00:00) - The Power of Sacrifice: Are You Aligned with the Journey?
• (00:01:18) - From Nordstrom Shoes to Real Estate: The Foundation of Customer Service
• (00:03:00) - Making the Leap: Why I Quit My 11-Year Job to Sell Real Estate
• (00:04:00) - The Biggest Mistakes: No CRM, No System, No Coach
• (00:06:00) - Why I Never Had a Coach Until Now (And Why That Was a Mistake)
• (00:09:00) - Building a Team Culture: Faith, Family, Work Harmony
• (00:11:00) - Pre-Negotiating Every Deal: The Strategy That Closes More Listings
• (00:13:00) - The Art of Negotiation: Stroke the Ego and Follow Up to Death
• (00:15:00) - Phone Power: How 60,000 Calls Built My Business
• (00:16:00) - The Jedi Mind Trick: Overcoming Call Anxiety Forever
• (00:19:00) - Preparing for 2025: Why the Buyer Bloodbath is Coming
• (00:21:00) - Write It Down or Lose: The Habit That Changed Everything
• (00:22:00) - The Biggest Mistake Team Leaders Make: Not Showing Up
• (00:24:00) - Final Advice: Get Coached Now, Don't Wait 20 Years Like I Did

Links and Resources:

• Website
• Chris Gurnee on LinkedIn
• Reside Platform

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Tyler Morton manages nine real estate offices across three states with 200 agents and minimal staff by leveraging AI and automation systems. After being constantly interrupted by agent questions ranging from WiFi passwords to complex broker inquiries, Tyler built Victoria—a custom AI assistant that answers 90% of agent questions automatically and routes the rest to specialized staff members. In this conversation, Tyler shares his hands-on experience building AI tools using no-code platforms, his strategies for systemizing brokerage operations, and practical AI applications including automated onboarding workflows in Go High Level, AI avatars with Hey Gen, and using tools like Comet Browser to automate MLS listings. He also discusses emerging opportunities like ChatGPT search leads, Reddit strategies, and why agents need to become trusted information sources before AI makes property valuation errors obsolete.

Chapters:

(00:00:00) - Introduction and Tyler's Real Estate Background

(00:04:00) - The "Got a Minute?" Problem: Why Tyler Built Victoria AI

(00:08:00) - Building Custom AI Solutions with No-Code Tools

(00:13:00) - Go High Level: Automating Agent Onboarding

(00:16:00) - How Victoria AI Works: Text, Voice, and Knowledge Base

(00:22:00) - Micro SaaS Opportunities for Real Estate Brokers

(00:25:00) - AI Email Newsletters: 70% Open Rates with Beehive

(00:27:00) - Hey Gen AI Avatars and Sora 2: The Future of Content Creation

(00:31:00) - The BE Computer Bracelet: AI-Powered Daily Assistant

(00:37:00) - ChatGPT Search Leads: The New Future of Real Estate Marketing

(00:40:00) - Comet Browser: Automating MLS Listings with AI

(00:45:00) - Using Manus AI to Find High-ROI Neighborhoods

(00:48:00) - Final Advice: Start Using ChatGPT 20 Minutes Daily

Links and Resources:

• Tyler Morton on LinkedIn
• Reside Platform

 In this episode of the Reside Platform Podcast, Suneet sits down with Kathy Courtney, Northern California's #1 luxury realtor and team leader at LPT Realty. Kathy shares her remarkable journey from running a mega team in the early 2000s to burning out completely, then deciding to start over and build the Courtney Group from scratch. She opens up about the "messy middle" of team building—the challenging phase where most teams fail—revealing that only 25% of new hires make it past six months. Kathy discusses her evolution as a leader, moving from a "general leading from the front" to a coach who leads from beside, focusing on asking questions rather than giving orders. She emphasizes the importance of understanding each team member's personal "why that makes them cry" and helping them discover their own path to success. The conversation covers practical topics including recruiting standards, daily lead generation metrics, the 80/20 rule in real estate, and why personal development is non-negotiable for top performers. Kathy also shares candid insights about working with her daughter Anna, the reality of 12-hour days, and why she almost threw in the towel multiple times before committing to her four-year vision of building a powerhouse team. 

Chapters:

(00:00:00) — Welcome to the Team Building Masterclass

(00:00:44) — Meet Kathy Courtney: The Leader Who Built It Twice

(00:02:25) — The Burnout That Changed Everything: Kathy's Raw Story

(00:05:01) — Starting Over: Building a Team From Scratch in 18 Months

(00:07:08) — The Messy Middle: Why 75% of Your Hires Will Fail

(00:12:30) — The Non-Negotiable That Separates Top Performers

(00:14:14) — What Nobody Tells You About Team Growth

(00:16:27) — From Indie Brokerage to Building a Market Center

(00:17:40) — The Keller Williams Transition: Lessons Learned

(00:18:17) — From General to Guide: The Leadership Shift That Changed Everything

(00:20:01) — Finding Your Team's "Why That Makes Them Cry"

(00:21:42) — The Exact Standards That Drive Million-Dollar Production

(00:23:46) — Mission, Values, and Beliefs: Building Culture That Lasts

(00:26:34) — Working With Family: The Anna Courtney Story

(00:28:35) — If You're Building a Team, Listen to This First

(00:31:40) — Connect With Kathy + Final Thoughts

Links and Resources:

• Website: https://www.thecourtneygroup.net/
• Kathy Courtney on LinkedIn: https://www.linkedin.com/in/kathycourtneyrealtor/
• Reside Platform: resideplatform.com