In real estate, “branding” is a word people use all the time, without knowing how to use it. A strong brand isn’t just decoration; it’s the reason a consumer chooses you over someone else. And yet in real estate, most agents are getting it wrong.

Instead of building brands that create trust and meaning, agents confuse branding with vibing, content that looks flashy but has no real value. Vibing is the billboard with your production numbers, the Instagram post bragging about your income, the “just sold” selfie. 

It’s noise. And worse, it actually pushes clients away by reinforcing the stereotypes people already dislike about real estate agents.

The deeper problem is that agents keep branding themselves around money and production, when the real consumer decision is emotional. People don’t choose Apple because it’s the cheapest phone; they choose it because it makes them feel creative, innovative, part of something bigger. Real estate can do the same. But as long as the message is “look how much I sell,” the public will keep believing agents are overpaid and underdelivering.

How do we go about branding ourselves in a way that connects with consumers? What can we learn from the most successful brands in the world? 

In this episode, we’re joined by branding expert and co-founder of 1000watt, Marc Davison. He shares the difference between branding, marketing, and vibing, and why “selling success” is the worst message an agent can send.

Guest Bio

Marc Davison is the co-founder of 1000watt. He has spent much of his career helping brands both inside and outside of real estate reach deep within and say something authentic and new. He entered real estate in 1998, when he contracted with Inman News to help build their brand and market their services. That’s where he met Brian Boero. Together, they formed an incredible creative bond that led to the launch of 1000WATT in 2007. Marc’s 40 years of brand-building experience have helped many real estate companies discover their true brilliance and differentiation. He’s a proven speaker who can take an audience on an engaging journey inside the workings of a brand agency and reveal the hidden secrets of how to build a lasting and loved brand. Connect with Marc on LinkedIn. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

If you’re a real estate leader, you already know: this isn’t just a tougher season, it’s a total reset. The playbook that worked in 2021, or even in 2024, doesn’t apply anymore. 

Transactions are down, costs are up, and you’ve had to make brutal calls. Cutting team members, letting go of support staff, going back to solo production just to keep the lights on. 

These are some of the challenges many are facing right now. In this market, it’s not just about scaling back, it’s about survival. 

The truth is: you’re not alone, and you’re not doing it wrong.

Today’s market doesn’t reward the most charismatic, the flashiest, or the ones with the biggest teams. It rewards those who can meet the moment, leaders who stay in reality, adapt quickly, and keep moving forward even when the path isn’t clear.

How can leaders map the way forward in this challenging market? Do newer agents have the upper hand? How can we deal with slow-moving inventory? 

In this episode, we’re joined by real estate coach, industry leader, and expert, Holly Mabery. Holly shares what it takes to lead in today’s market, why old strategies are breaking down, and what high-performing agents and team leads are doing differently. 

Guest Bio

Holly Mabery is a Coach, Trainer, Speaker, and the Senior VP of Brokerage Operations at eXp Realty. With over 25 years of experience in brokerage leadership, compliance, and professional development, Holly is known for building agent-centric systems that drive both innovation and operational excellence.

She works closely with state brokers, leadership teams, and support staff to ensure eXp’s cloud-based model delivers world-class service while upholding the highest professional standards. Holly is also a passionate educator and speaker, regularly training agents on navigating market changes, mastering compliance, and building resilient, sustainable businesses. Her leadership blends big-picture strategy with boots-on-the-ground experience, making her a trusted voice in real estate transformation. Connect with Holly ​​https://www.linkedin.com/in/hollymabery/. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When it comes to AI, too many agents are stuck on the sidelines, watching AI from a distance. They’re waiting for a clear winner to emerge before they jump in. 

Will it be ChatGPT? Claude? Gemini? They’re waiting for the platform wars to shake out before they commit. 

If you’re in that camp, that hesitation could be costing you hundreds of thousands of dollars. 

The agents who are winning right now aren’t wasting time picking a side. They’re already using AI to eliminate busywork and gain back hours every week.

While others are trying to “wait it out,” top producers are freeing themselves from admin overload and making more money than you. Instead of treating it like a tool, they are using AI like a teammate running silently behind the scenes.

How do we bring AI into our businesses? What can AI do better than real estate agents? 

In this episode, we’re joined by Luis Poggi, a former Zillow exec and now founder of HouseWhisper. He joins us to explain how real estate agents can finally stop guessing and start getting results with AI. 

Guest Bio

Luis Poggi is the CEO and co-founder of HouseWhisper AI and the former VP of Product and Engineering at Zillow. He is a tech executive with a background in Product Management, Marketing, and Sales. HouseWhisper AI blends Real Estate with Generative AI. More than 4000 agents are using HouseWhisper to stay top of mind, sell more homes, and save time doing it all. Visit https://www.housewhisper.ai/ to learn more. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

AI is moving fast, faster than most real estate pros can keep up with. Some think it’s here to take their jobs. Others hope a few clever prompts will help them scale. But both camps are missing the bigger picture.

Too many agents are asking, “How can I use AI to replace people?” to cut costs, reduce headcount, or automate away every task. 

But that’s the wrong question. 

Real estate is still a human business. People don’t buy homes from robots; they buy them from people they trust. The agents who win won’t be the ones who eliminate the most human touchpoints. They’ll be the ones who use to amplify what makes you irreplaceable, your humanity. 

What are AI agents, and how will they change the home search experience? How do we leverage AI to turbocharge our organizations? 

In this episode, we’re joined by AI futurist, author, speaker, and trainer, Steve Brown. He unpacks how AI isn’t just a tool, and how it’s becoming a coworker. 

You'll learn how top agents are building leverage by integrating AI thoughtfully, without losing the human element that actually gets clients to trust and refer them.

Guest Bio

Steve Brown is a leading voice in the field of artificial intelligence. A former executive at Google DeepMind and Intel, he has delivered hundreds of information-packed and entertaining keynotes across five continents, inspiring audiences to take action with AI. ‍ As a thought leader on AI, generative AI, autonomous agents, digital transformation, and the future impact of AI on business, education, and society, Steve draws on decades of experience in AI and high-tech industries to help leaders craft winning AI strategies that drive innovation, boost productivity, and fuel growth. Over his 25-year career, Steve has held senior leadership roles, including Senior Director and in-house Futurist at Google DeepMind in London and Intel’s Chief Evangelist and Futurist. He is the co-founder of The Provenance Chain Network, a company providing supply chain transparency and security services for the U.S. Space Force, as well as a strategic advisor to two AI startups and a BCG Luminary. Steve works with global brands, Fortune 100 companies, startups, and government agencies. His clients include Nike, JP Morgan, Samsung, Comcast, Audi, PepsiCo, and Disney. He has been featured on major media outlets including BBC, CNN, Bloomberg TV, ABC, CBS, NBC, Forbes, The Wall Street Journal, and Wired Magazine. For online training courses and workshops, visit https://www.stevebrown.ai/. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

Depending on the action you take, your database can be a collection of names or the foundation of a million-dollar business. 

Most agents know they should build their database and stay in touch with their sphere. It’s the one rule we’ve all been taught to follow from day one, but they just don’t. 

The result is missed deals, missed referrals, and a lot of wasted potential. 

But the fix is simpler than you think. 

If you call your database today, you’ll change the trajectory of your business. Too many agents lean into automations and drip campaigns hoping to scale, but Luke Acree, President of ReminderMedia and co-founder of a high-performing real estate team, says that’s the wrong place to start. Don’t automate the relationship. Automate the touches, the print, the posts, but never the parts that actually build trust. 

How do you get better at talking to your database? Can we get better results by pairing digital marketing with old-school marketing strategies like print? 

In this episode, Luke shares how the best agents are winning by doing one thing well: consistently showing up for their people. 

You’ll learn how to start treating your database like it’s your most valuable asset (because it is). 

Guest Bio

Luke Acree is an authority on leadership, a lead generation specialist, and a referral expert who passionately believes that businesses run on relationships. By teaching the principles of relationship marketing, he’s helped more than 100,000 entrepreneurs and small businesses grow their companies. He’s grown his own company, ReminderMedia, to over $300 million in sales and earned it a place on Inc. 5000’s list of the Fasting Growing Companies in America four years in a row. ReminderMedia’s also been included on Philadelphia’s Top 100 Places to Work. Luke co-hosts a podcast with his CMO called Stay Paid, which routinely appears in the Top 30 Marketing Podcasts on Apple Podcasts. He’s been featured in Entrepreneur magazine, Forbes, Yahoo Finance, Disrupt magazine, Inman News, and Foundr.com. And he’s a frequent guest on podcasts including SharkPreneur with Kevin Harrington and Seth Greene, Marketing Genius with Grant Wise, and Real Estate Rockstars. Visit https://remindermedia.com/ for more information, and follow Luke on Instagram. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

New or experienced, top producer or middle-of-the-road agent, it’s been a complex and challenging time to be in real estate. 

But in any market, some agents seem to have an unfair advantage. How do they keep growing when everyone else is stagnant or even contracting?

The secret isn’t rocket science. These agents just outwork everyone else - they over-index on the activities that lead to results. Because in any sales business, it’s all about the volume of relationships you have, the sincerity of those relationships, and the intensity of your efforts. 

Here’s the truth: when markets are flat or contracting, you have the best growth opportunities. That is, if you focus more on doing the work and less on the scary headlines and negativity. 

How do we outwork everyone else? How do you grow in a challenging market? 

In this episode of the 13% podcast, we’re joined by Jason Waugh, President of Coldwell Banker Affiliates and a leader who’s been on every side of the real estate business. 

Jason shares the mindset, the discipline, and the real-world strategy that help agents thrive when others retreat.

Guest Bio

Jason Waugh serves as president of Coldwell Banker Affiliates for Coldwell Banker Real Estate LLC. In this role, Waugh oversees the brand's marketing, franchise sales and operations teams, who support a network of 100,000 affiliated sales professionals in more than 2,700 offices across 39 countries and territories. Waugh most recently served as CEO and president of Berkshire Hathaway HomeServices Northwest Real Estate (BHHSNWRE) and Berkshire Hathaway HomeServices Real Estate Professionals (BHHSREP), which is ranked among the top 10 in the Berkshire Hathaway HomeServices global network. In this role, he oversaw the day-to-day operations of a multi-billion-dollar sales volume brokerage, strategic growth of the company's mortgage, title, escrow, and insurance business units, management of the enterprise's leadership team, and development of sales professionals, mergers and acquisitions. He grew the company from 600 agents and 15 offices to over 1,000 agents and 32 offices in just 4 years. Prior to his roles at BHHSNWRE and BHHSREP, Waugh was partner at Synergy Sports Management in Greenville, South Carolina. He is an inactive member of the California State Bar and received his BA and Juris Doctorate from Pepperdine University and Pepperdine University School of Law. Connect with Jason on LinkedIn. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

What does it take to become a 13% real estate agent?

One who can outlast market shifts, interest rate hikes, inventory dips, and legal changes, without burning out or giving up.

Over the past year, we’ve posed this question to top agents, brokers, coaches, and industry leaders. 

Their answers have revealed a clear truth:

Success in real estate isn’t about surviving one transaction at a time. It’s about building a business that’s resilient, referral-driven, and rooted in long-term value.

This week on The 13%, we’re celebrating one full year of these game-changing conversations by revisiting the top 3 most downloaded episodes.  

These episodes sparked the biggest aha moments and inspired agents to take real action. This special anniversary roundup will reignite your motivation and give you the tools to make the next 12 months your strongest yet. 

You’ll hear from: 

• Amy Stockberger on how to go beyond the transaction and become a forever resource 

• Sam Powell on why AI isn’t just a shiny object  and how to use it to work smarter, connect better, and lead with confidence 

• Michael Maher on how hosting events can unlock massive referral potential (even if no one shows up!) 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Phoenix is officially in a buyer’s market, and for the first time in over a decade, agents are feeling uneasy.

Gone are the days of multiple offers and sellers in control. Today, buyers have more power, more options, and more room to negotiate. 

For agents who built their business in a seller’s market, this new reality can feel like uncharted territory.

Showings are down. Homes are sitting. Clients are asking tougher questions.

And just when you need clarity the most, you're hit with a wave of stats that feel like they’re meant to scare you.

But stats don’t have to be scary. In fact, when you know how to read them, they become your greatest tool.

In this episode, we’re joined by Tina Tamboer, Data Analyst at The Cromford Report and one of Arizona’s most trusted voices in housing analytics. 

Tina’s made a career out of turning data into confidence, helping agents cut through the noise and see what’s really happening beneath the surface. 

What stats should agents be paying attention to? How do you thrive in the first buyer’s market we’ve had in years? Tina shares how to use stats to your advantage and how to win in a buyer’s market. 

Guest Bio

Tina Tamboer is a keynote speaker and Senior Housing Analyst at The Cromford Report. She’s responsible for Cromford Report’s external operations in Maricopa and Pinal County. Tina provides Real Estate Statistics, Trends, Reports and Data Services for the Phoenix Metropolitan Area. The Cromford Report was founded by Michael Orr, the Director of Real Estate Theory and Practice for the W.P. Carey School of Business at Arizona State University. It is an online collection of interactive and customizable charts derived primarily from local MLS and Maricopa County public record sources.

The online charts are updated every single day and provide an up-to-date, interactive, graphical representation of real estate activity in the Phoenix metropolitan area. Connect with Tina on LinkedIn. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

With all the recent shakeups in real estate, some are saying the MLS is on its way out. 

Heated debates around Clear Cooperation and growing interest in listing segmentation, have left agents wondering if the future of the MLS is up in the air. 

Is it just a relic of the past? Is it still useful to agents or consumers? 

The MLS isn’t going anywhere. In fact, it’s about to become more powerful than ever before. 

It’s not just a database of listings. It’s a massive data engine that tells the real story of a market. 

It’s the perfect foundation for layering on AI, tools, and insights that make homebuying more intelligent, efficient, and consumer-focused. 

The 13% already know this. They rely on the MLS daily to sharpen their insights and elevate their value to clients. Imagine an MLS so data-rich it gives agents hyper-local, real-time clarity. 

When agents use that data in conversations with buyers and sellers, they instantly become the most informed person in the room. 

So, instead of asking whether the MLS will survive, the real question is: How are you using it to stand out? 

In this episode, we’re joined by Matt Consalvo, CEO of Arizona Regional MLS (ARMLS®). He breaks down why the MLS is still a critical part of real estate, and how it’s keeping pace with today’s tech-savvy, consumer-driven market.

Guest Bio

Matt Consalvo is the CEO of Arizona Regional Multiple Listing Service (ARMLS®) and Past Chair of the Council of Multiple Listing Services (CMLS). ARMLS® serves 40,000 broker and agent subscribers in Arizona and beyond. Known as the definitive source of real estate data in their service area, ARMLS® aims to provide the industry benchmark of quality data and service for subscribers. Visit https://armls.com/ to learn more and connect with Matt on LinkedIn. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you! 

At a time when the value we provide is in question, the last thing an agent can do is devalue the representation we offer. 

Unfortunately, many agents unknowingly undermine their own value by falling into habits that erode the trust and professionalism clients expect. 

Whether it’s getting complacent in a hot market, neglecting client communication, or cutting corners to close deals quickly, these actions send the wrong message about the quality of service we provide.

The reality is that a successful real estate business doesn’t happen by chance. 

It’s the result of consistent effort, hard work, and a focus on providing exceptional representation, even when the market is uncertain or challenging.

When things are going well, it’s easy to get comfortable. Complacency can creep in, and agents may start to forget the fundamentals that made them successful in the first place. 

But markets rise and fall. And when the inevitable downturns come, those who haven’t kept up their standards or value proposition will feel the impact.

The top 13% of agents know that the market will always shift. They don’t bury their heads in the sand when things change. 

Instead, they stay alert, adapt, and look for opportunities to pivot. 

So, how can agents avoid devaluing their work? How can we continue to uphold the high standards our clients deserve?

In this episode, we’re joined by Susan Nicolson, Commissioner of the Arizona Department of Real Estate. 

She shares insights on the habits that top-performing agents maintain, how to stay adaptable during challenging times, and the work she’s doing to keep the real estate industry strong and credible.

Guest Bio

Susan Nicolson is the Commissioner of The Arizona Department of Real Estate. In February 2023, after 28 years working in the real estate industry, serving clients and growing her businesses, Susan inactivated her real estate license, closed up shop at her real estate school, and transferred ownership of my brokerage to a longtime friend and colleague. She became deeply involved in the industry, serving the local, state and national associations of REALTORSⓇ in various leadership roles. Connect with Susan on LinkedIn. 

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!