The 13% Podcast

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!

Many real estate agents have finally started dipping their toes into AI. But if you're only using it to write listing descriptions and emails to clients, you're just scratching the surface.

That's so 2023!

From role-playing scripts and dialogues to crafting the perfect presentations, there are countless ways we could be leveraging ChatGPT to enhance our skills.

We can even use AI for personal development by tapping into its ability to learn from our behavior and preferences!

AI might feel overwhelming or like it's just another shiny object distracting us from our businesses.

But the truth is, we need to dive deeper and integrate these tools into our workflows to stay competitive.

What are some unique ways we could be using ChatGPT and other tools? How do we explain recent legal developments in the industry to consumers?

In this episode, we're joined by Speaker, Trainer, Coach, and REALTOR®, Sam Powell.

She shares how we can level up our AI skills and why that's essential to being part of the top 13%.

Guest Bio

Sam Powell is a National and Virtual Speaker, Trainer, Coach, and REALTOR® since 2002. She is passionate about making the industry better, through education with consumers, peer-to-peer sharing, and her work as the secretary on the board of the Women's Council of REALTORS®, Chicago Chapter. Sam is committed to mentoring, training, and coaching REALTORS® nationwide, with a focus on technology and creating efficiencies. Follow @askforsam 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!

Between legal battles, market slowdowns, tech disruptions, industry shakeups, and shifts in public perception, real estate agents are facing one of the most uncertain times in real estate history.

Many are asking the same questions:

• What's really changing?
• Will I still be relevant in 5 years?
• How can I protect my business and elevate the profession?
• And where does the association fit into all of this?

In this special bonus episode, recorded live at the Arizona Association of REALTORS Leadership Conference, 4 powerhouse voices from across our state (and beyond) shared raw, timely, and hopeful insight on what it's going to take to lead the industry forward.

You'll hear how agents, association leaders, and advocates are stepping up — and how you can too.

Howard Epstein – Arizona Housing Fund

• How a $25 closing donation is solving real housing problems

• Why agents and title companies are the key to ending Arizona's housing crisis

Becca Linnig – AAR Legislative Chair

• Why REALTORS® must reclaim the narrative and speak up for the profession

• The advocacy work happening behind the scenes to protect your ability to do business

Colin Mullane – NAR Presidential Candidate

• What the top 13% are doing to thrive through disruption

• Why agents must be prepared — not just reactive — in today's changing landscape

Josh "Crisco Kidd" Carmona – NAHREP Phoenix President

• Why community, leadership, and representation matter more than ever

• How newer agents can stand out and lead with purpose

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's chasing high volume—more deals, more leads, more dollars. But the harder we push for it, the more it seems to slip through our fingers. Funny enough, the top 13%? They're not obsessed with the numbers—and that actually works in their favor.

Here's the truth: When we get too wrapped up in transaction counts and dollar signs, we lose sight of what really matters. That kind of pressure doesn't just hurt our performance—it burns us out. The more emotionally tied we are to every deal, the more chaotic things get.

Success comes from stepping back. It's about taking care of ourselves, focusing on genuine relationships, and not letting real estate consume our every thought. Quality transactions beat quantity every time—and that's what creates long-term, sustainable success.

So what do most agents get wrong about mindset? Why does taking a step back actually move us forward in real estate?

In this episode, we're joined by seasoned broker Rich La Rue, who shares the habits and mindset shifts that can lead to more success—without the obsession.

Guest Bio

Rich La Rue is a seasoned real estate broker with over 35 years of experience across Arizona and California. He is recognized for his ability to engage and connect with diverse audiences across the real estate landscape. Known for his impactful public speaking and ability to convey complex information clearly, Rich is also experienced in video production and podcast hosting, reaching audiences of all sizes with ease. Rich brings a rare combination of financial acumen, marketing expertise, and practical real estate knowledge. His journey spans hands-on roles as a real estate agent, support roles with a franchisor, franchise sales, broker-owner, and currently, Designated Broker for a Top 10 national brokerage. This varied background gives him a unique and comprehensive perspective on the industry.

https://www.linkedin.com/in/rich-la-rue-70a9437/

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. Prior to 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 now 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!

The troubling statistic that 75% of new agents are out of the business in 12 months doesn't end there. By year 5, half of that remaining 75% is also gone. Why do so many agents (even talented, hardworking ones) fail to have staying power in this industry?

The goal of this industry shouldn't just be to hold onto the people who survive. We should also aim to increase their number so that perhaps the 13% can be the 20% and even higher.

The biggest biggest reason many agents fail to stay in this business isn't a lack of leads or even a lack of leadership. It comes down to the lack of an ownership and entrepreneurship mindset. If you're not running it like a true business, you'll never experience any lasting success.

How can team leaders recruit and deliver on the reasons people exit the industry? How do we build a strong operating system that supports the growth of our businesses?

In this episode, we're joined by host of Real Estate Team OS and Marketing Strategist at Follow Up Boss, Ethan Beute. Ethan shares why agents fail, how to prevent it, and what the best team leaders do differently.

Guest Bio

Ethan Beute is a Wall Street Journal bestselling author of Human-Centered Communication and Rehumanize Your Business, and the host of Real Estate Team OS. With over a dozen years of experience in the real estate industry, Ethan currently serves as a Marketing Strategist at Follow Up Boss. Previously, he was the Chief Evangelist at BombBomb and the Director of Marketing for several local TV stations.

Ethan's expertise spans communication, psychology, and marketing, with degrees from the University of Michigan and the University of Colorado Colorado Springs (UCCS). As a messaging specialist and branding enthusiast, he is an educator, content writer, producer, and editor. Ethan has delivered engaging talks and presentations on building relationships and improving customer experience through effective communication.

In addition to his marketing career, Ethan is a seasoned podcast host, leading Chief Evangelist and The Customer Experience Podcast, where he shares valuable insights on business growth and client success. Connect with Ethan on LinkedIn and to listen to the podcast, visit https://www.realestateteamos.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. Prior to 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 now 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!

Ever since the NAR settlement, real estate agents have been worried about the consumer paying them less. What they don't realize is: most consumers think great agents don't get paid enough.

Buyers and sellers are hungry for exceptional customer service, and they'll happily throw more dollars to an agent who provides it.

If you want to win the consumer over and grow your business, you have to take a consumer-centric approach in all you do. It starts with building a foundation of trust, putting out the right content, and creating the most frictionless buying/selling process.

The truth is, people are taking longer to pull the trigger on buying/selling a home, but your approach as an agent is what will make them come off the fence faster.

Why do we need to stop telling people to "stop paying someone else's mortgage"? How do we become an agent people are willing to pay a premium for?

In this episode, we're joined by real estate industry legend and Zillow's Director of Association and Industry affairs, Nobu Hata. He shares what agents should be doing to prove their value to the marketplace.

Guest Bio

A real estate industry veteran since 1996, Nobu is a student of real estate sales, marketing, communications trends, consumer trends, social media, and technology in the real estate industry having adapted new school techniques into multiple successful real estate sales businesses. Nobu was then recruited to work for the nation's top real estate trade association where as the Director of Industry Outreach and the Chief Executive for Colorado's largest local REALTOR association, he earned the respect of REALTORS, fellow association and Multiple Listing Service executives, brokerage-owners and technology company owners as he bridged their worlds with no-holds-barred advice to better their business and organizations. The proof was in the pudding as he earned accolades and recognition from small real estate associations to the likes of Inman News, Stefan Swanepoel and more during his time there. Now the Director of Association and Industry Affairs for Zillow Group, Nobu brings tactical tips, tricks and advice based on the real world - real business! - execution to help real estate business owners succeed and thrive in the "Age of Amazon." To learn more visit https://about.me/nobuhata and connect https://www.linkedin.com/in/nobuhata.

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. Prior to 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 now 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!