The 13% Podcast

In this current market, every real estate agent's deepest fear isn't losing their next commission; it's extinction, being replaced, or getting forced out of the industry. Whether it's because of lawsuits, AI, or market shifts, can our businesses survive when the playbook that worked for years suddenly feels outdated?

What no one tells you is that this isn't just a new-agent problem. Even seasoned agents with decades in the business go through the same gut-punch moment when they wake up and realize: "I don't know how to win in this market anymore." One day you're the expert, the next, the landscape changes, and you feel stupid all over again.

The difference between agents who last and agents who leave has nothing to do with talent, training, or even tenure. It comes down to one thing: the willingness to move with the market instead of trying to force it back into what it used to be.

Too many agents are clinging to an outdated version of success instead of adjusting their message, methods, and mindset to what buyers and sellers actually want today. The market doesn't care how it used to work or how you wish it still worked; it only responds to what's relevant right now.

How do we avoid our extinction and evolve as the market shifts? Where is the real estate market headed?

In this episode, we sit down with Wendy Shaw, a 40+ year industry veteran who has lived through every version of the "this is the end of real estate" story, and came out stronger every time.

She shares the truths most agents don't want to hear about longevity, lead generation, and the courage it takes to stay in the game when the rules keep changing.

About Our Guest

Wendy Shaw is one of the top 1% of real estate agents in the United States and a respected voice in the Arizona market for more than four decades. With over 40 years in the business, Wendy has not only built a legendary career in residential real estate but she has also shaped how thousands of agents think, act, and adapt in a constantly shifting industry. Holding elite credentials like CRS (Certified Residential Specialist) and GRI (Graduate, Realtor Institute), Wendy combines unmatched technical expertise with the kind of lived wisdom that only comes from thriving through multiple market cycles, disruptive technologies, and cultural shifts in how real estate gets done. Connect with Wendy on Facebook.

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!

Every real estate agent today is living through a moment that will shape the next few decades of the industry. Commissions have been challenged in courtrooms. Lawsuits have changed how buyers and sellers think about representation.

Across the board, both agents and associations are being pushed to evolve fast.

But this isn't the first time real estate has faced disruption, and it definitely won't be the last. NAR has always been at the center of that evolution. Balancing policy, professionalism, and public trust, and adapting to every new challenge the market brings.

The association has had to anticipate and respond to the pressures that define this business, defending the foundation of organized real estate while continuing to refine how it serves its members.

What's different today isn't the presence of conflict. It's the speed of change and the demand for agents to rise with it. Nearly two-thirds of REALTORS® either don't sell homes or close only one or two a year.

That lack of engagement threatens more than production; it challenges our professionalism and how the public sees all of us.

So the question now is: how do we raise the bar? How do we strengthen professionalism, sharpen communication, and prove that REALTORS® are still indispensable partners in every transaction?

In this episode, NAR President Kevin Sears joins us to talk about how the association itself is evolving, from advocacy and policy reform to education and accountability.

We dig into what this era of change really means for working agents, how NAR is leading from the inside out, and how REALTORS® can take ownership of the industry's next chapter.

Guest Bio

Kevin Sears, a REALTOR® from Springfield, Mass., is the 2025 President of the National Association of REALTORS®. He is a Broker-Associate with Lamacchia Realty, and he specializes in single-family brokerage and property management.

Kevin has served NAR in numerous capacities, including as NAR President in 2024, a President's Liaison in 2019, as Vice President of Government Affairs in 2017, as Regional Vice President for Region 1 in 2016, and on several committees. He has been an RPAC Major Investor since 2004, a "Golden R" investor, and a member of the President's Circle since 2007. He has twice been inducted into NAR's RPAC Hall of Fame. He also served as the long-time Federal Political Coordinator to Bay State Congressman Richard Neal (D-Springfield). At the state level, Kevin served as 2010 Massachusetts Association of REALTORS® President, was awarded REALTOR® of the Year in 2006, and received the Milton H. Shaw Distinguished Service Award in 2015.

He was the 2005 President of the REALTOR® Association of Pioneer Valley (Mass.), which named him REALTOR® of the Year in 2006. Two Massachusetts governors appointed him Chairman of the Board of Registration of Real Estate Brokers and Salespersons, the state's real estate commission, in 2016 and 2011, respectively.

In his community, Kevin has been involved with the Rental Housing Association of Greater Springfield, the Forest Park Civic Association, the Springfield Rotary Club, and the Cathedral High School Board of Trustees, among others. Connect with Kevin 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!

In real estate, there are everyday habits that feel routine, even harmless, but behind the scenes, many of them cross legal lines most agents don't even know exist.

It's handshake agreements instead of written ones. It's a "my client said so" text instead of a signed instruction. It's forgetting that being someone's friend isn't the same as being their fiduciary.

Most agents don't realize that our "normal" often contradicts the very statutes that govern our licenses.

And when a market correction, a class action, or a client complaint hits, ignorance won't protect you.

We're in an era where lawsuits, class actions, and shifting compensation models are rewriting the industry playbook in real time. Yet the core laws have been there since the 1990s. Agents don't fail because the laws change. They fail because they never understood them in the first place.

What are the non-negotiable rules every agent should be following? How do agents end up in legal traps without knowing? What do the regulations actually say about AI?

In this episode, we sit down with Deputy Commissioner of the Arizona Department of Real Estate, Mandy Neat. We talk about the legal traps most agents don't see coming and the outdated habits that can cost you your career.

She breaks down the legal pitfalls agents keep repeating, what's changing with the new licensing exams, and how AI fits (and doesn't fit) into the future of real estate.

Guest Bio

Mandy Neat is the Deputy Commissioner of the Arizona Department of Real Estate. She currently oversees the entirety of operations and continuous improvement at the Department. Before her appointment as Deputy Commissioner, she was a managing broker for one of the fastest-growing franchises in the real estate profession and has enjoyed her tenure in real estate for over 20 years. Neat was also the Treasurer for the Arizona Association of REALTORS® and served on committees and held numerous leadership roles for her local association WeSERV®, Arizona Association of REALTORS®, and the National Association of REALTORS®. Neat is an advocate for home ownership as well as assisting other professionals to succeed. She truly believes in her value statement of "Making YOU Matter!!" As Deputy Commissioner of Real Estate, Neat brings her experience and professionalism in updating auditing and investigation processes, ensuring real estate education is relevant, and working to improve general review processes and priorities in the Department to align them with current business models in the profession. Get the new Salesperson Licensing Exam Curriculum Outline here.

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!

In real estate, everyone talks about scale like it's just a matter of adding agents or buying more leads. But the truth is, most leaders never really scale. They just build a bigger version of their own job.

They're still carrying all the weight, doing all the production, and wondering why their team is failing to thrive.

The deeper problem is that most leaders confuse activity with growth. They chase five strategies at once, dabble in new lead sources, and hire quickly without clarity.

What they end up with is a revolving door of agents, wasted money, and no leverage.

True scale doesn't come from more, it comes from clarity, courage, and consistency.

Most people in real estate never get past that breaking point. They burn out, retreat, or settle for mediocrity.

How do we shift our mind about scaling? How do we survive and thrive in the jungle that is the real estate business?

In this episode, we're joined by real estate leader and coach, Alan Kushmakov. We dig into the real levers of growth in real estate. We also talk about why most agents are wasting their time chasing "one deal to cover the cost," how courage and resilience separate the 13% who thrive from the 87% who disappear.

Guest Bio

Alan Kushmakov is a real estate leader, coach, and the CEO and Broker-Owner of Best Homes Real Estate. With over a decade in the industry, Alan has grown from solo agent to team leader to brokerage owner, building one of the fastest-growing independent brokerages in Arizona. His path wasn't a straight line, after losing everything in the 2008 crash, he rebuilt in real estate, made every mistake possible in team building, and ultimately cracked the code on recruiting, retention, and scale. Today, Alan is known for helping agents and team leaders push past the breaking point that stops most people in real estate. He teaches leaders how to scale with clarity, courage, and systems that don't collapse under pressure, drawing on his own lessons in resilience and growth. Connect with Alan 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!

In real estate, everyone talks about the wins: the closings, the volume, the big paydays. But just as much a part of this business are the challenges.

The clients who reject you, the seasons where business is slow, or the moments when life gets in the way, whether it's parenting, loss, or personal struggle.

And that's the real difference between the 87% who quit and the 13% who last. The 13% treat those challenges differently. They don't hide from them; they're transparent about them.

That honesty not only makes them more authentic. It also attracts clients who resonate with who they are. And because they're not pretending everything is perfect, they build systems around themselves to grow stronger through setbacks instead of being broken by them.

The agents who last in this business are the ones who do that healing work. They use every loss, even the pain of someone choosing not to work with them, as fuel to perfect their systems and sharpen their approach.

How do you deal with setbacks so that they make you a better business owner? How do we attract clients who align with us?

In this episode, we're joined by Dana Malstaff, founder of Boss Mom and Nurture to Convert.

She shares why honesty, resilience, and emotional clarity aren't just nice-to-haves; they're business strategies that determine whether you thrive or burn out.

Guest Bio

Dana Malstaff is an author, speaker, messaging strategist, podcaster, movement maker, and the founder of Boss Mom and Nurture to Convert. She believes that too many brilliant moms are struggling to figure out how to grow their businesses while balancing all that is required to be a good mom, partner, and woman. So many moms are trying to grow their businesses using trends that feel inauthentic and aren't realistic for their inconsistent schedules. Dana has helped thousands of women become recognized for their brains, not their dance moves. To learn more, go to https://bossmom.com/ and https://nurturetoconvert.com/.

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!

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!