Most real estate professionals don’t struggle because they lack talent, ambition, or drive. They struggle because they spend too much time following someone else’s formula for success.

In this episode of the Connect, Practice, Track & Grow Podcast, Chris McAllister and Laci LeBlanc kick off a six-part series based on Chris’s upcoming book, 59 Rules for Becoming a 1% Real Estate Professional, beginning with the first nine rules and the foundation behind everything that follows: Your Why & Mindset.

Together, they unpack why becoming a top real estate professional isn’t simply about working harder, generating more leads, or chasing the latest strategy. It starts with building a business around who you actually are—your strengths, values, goals, voice, and the clients you genuinely want to serve.

From burning your bridges and committing fully to finding your niche, rejecting conventional wisdom, embracing JOMO, staying off social media, and questioning the “Board of Realtors trap,” this episode challenges real estate professionals to stop building their careers by default and start building them on purpose.

Key Takeaways

• Full commitment changes everything – “Burn your bridges” doesn’t mean being reckless. It means treating real estate as your business—not a job or side hustle—and taking responsibility for building the skills, relationships, and systems required to succeed.
• Authenticity is your brand – Going all-in on someone else’s version of success is a recipe for burnout. Your strongest competitive advantage is building a practice around your own strengths, values, personality, and unique ability to serve clients.
• Focus beats trying to be everything to everyone – Generalists get compared. Specialists get chosen. Finding the right niche allows you to develop deeper expertise, better systems, clearer messaging, and stronger relationships with the clients you actually want to serve.
• There are no rules – Beyond the legal and ethical guardrails of the profession, you don’t have to inherit someone else’s approach to real estate. You get to decide how your business operates and what success looks like for you.
• It’s all made up – The traditional way isn’t automatically the best way. Your marketing, follow-up, client experience, and business model can—and should—evolve when there’s a better way to create value.
• Nobody’s in charge – There’s no boss coming to set your goals, protect your calendar, build your pipeline, or hold you accountable. The freedom of real estate only works when you’re willing to take complete ownership of your career.
• JOMO is the way – The Joy of Missing Out means deliberately saying no to distractions, shiny objects, and opportunities that don’t support your goals so you can say yes to the work that actually moves the needle.
• Don’t let social media use you – Social media can be a valuable marketing tool, but comparison, doomscrolling, chasing likes, and constant distraction create mental clutter that destroys focus.
• Evaluate everything by the results it creates – Whether it’s a new platform, networking event, training opportunity, or involvement with your local Board of Realtors, ask whether it actually helps you serve clients better or build the business you want.
• Build your business on purpose – These first nine rules are ultimately about alignment. Once you know what you want, who you are, who you want to serve, and what deserves your attention, everything that follows becomes easier.

Links

• Download the Book: Click here to get your free copy of 59 Rules for Becoming a Top 1% Real Estate Professional
• Watch the 59 Rules Video Series: Click here to watch all the videos. We cover each rule individually, from #1 through #59.
• Learn More about Dan Sullivan's Philosophy: Click here to check out "Geometry" for Staying Cool & Calm on the Strategic Coach website.
• Real Estate Professionals: Visit CareerWithROOST.com to learn more about building a better real estate practice.

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

Artificial intelligence is changing real estate fast — but using more technology doesn’t automatically mean providing better service.

In this special ROOST Real Estate Company podcast episode, Chris McAllister, founder of ROOST Real Estate Co., is joined by Laci LeBlanc to break down the ROOST AI Manifesto and the philosophy guiding how ROOST uses artificial intelligence across the company.

Together, they explore how AI can make real estate faster, clearer, smarter, and more consistent without replacing the human judgment, relationships, and accountability that clients depend on. The goal isn’t to use AI simply because the technology exists. It’s to use it where it genuinely helps good people do better work.

From automating repetitive “backstage” work and preparing for better client conversations to protecting sensitive information, verifying AI-generated answers, and keeping humans responsible for every outcome, this episode offers a practical framework for embracing AI without losing sight of what matters most: trust, service, and people.

KEY TAKEAWAYS

• AI should make real estate more human, not less. Automating repetitive backstage work should create more time for conversations, relationships, problem-solving, and personal service.
• AI is a thought partner, not a decision-maker. One of its most valuable uses is helping people organize their thinking, challenge assumptions, ask better questions, and prepare to make better decisions.
• People still own the outcome. AI can draft, summarize, analyze, and prepare, but it cannot replace human judgment, responsibility, follow-through, or accountability.
• Our core systems remain the source of truth. AI can help us work with information more effectively, but official platforms and records—not an AI-generated answer—remain authoritative.
• Privacy and trust come before convenience. Sensitive owner, tenant, transaction, and financial information requires thoughtful safeguards, regardless of what AI makes technically possible.
• AI magnifies the person using it. In the hands of thoughtful, disciplined, accountable people, it can make them dramatically more effective. Careless use can simply make mistakes happen faster.
• Make AI show its work. When using AI for research or factual information, ask for sources, check the links, and independently verify important claims.
• Start with friction. Look for repetitive tasks, messy notes, difficult emails, complicated summaries, or meetings you wish you were better prepared for. Use AI to create a stronger first draft—then review it, improve it, verify it, and make it yours.

LINKS

Read the full ROOST AI Manifesto: https://roostrealestateco.com/the-roost-ai-manifesto-better-tools-better-judgment-better-service/

AI News & Insights: Chris recommends The AI Daily Brief: Artificial Intelligence News and Analysis, hosted by Nathaniel Whittemore: https://www.aidailybrief.ai/

Real Estate Professionals: Visit https://www.CareerWithROOST.com to learn more about building a better real estate practice.

Property Owners and Investors: Visit https://www.InvestWithROOST.com to learn more about investing and building a profitable real estate portfolio.

Home Buyers and Sellers: Visit https://www.ROOSTRealEstateCo.com to find your next ROOST.

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

Most real estate agents think their job ends at closing. But the most successful agents understand that closing is just the beginning of the relationship.

In this episode, Chris McAllister and Laci LeBlanc introduce ROOST Real Estate Co.’s new referral program — “Hey, Chris… Buy Me a Beer!” — and explain how referral partnerships can help agents strengthen client relationships, create recurring income opportunities, and stay relevant long after the transaction is complete.

Many agents work hard to earn a client’s trust during the buying or selling process — only to lose contact once the deal closes. But clients’ real estate needs don’t stop there. Some become accidental landlords. Others relocate temporarily. Many investors expand their portfolios.

The agents who stay connected during these moments don’t just earn referral income. They earn something far more valuable: long-term trust, future transactions, and a sustainable business built on relationships instead of constant prospecting.

This episode explains how partnering with the right property management team helps agents continue serving their clients, protect those relationships, and build a business that grows through collaboration.

This is a practical example of what it means to Connect, Practice, Track, and Grow — and how collaboration creates opportunities that benefit everyone involved.

KEY TAKEAWAYS

• Real estate is a relationship business, not a transaction business.  The agents who succeed long-term stay involved in their clients’ lives beyond the closing table.
• Referral partnerships help agents stay relevant and provide ongoing value.  When clients need property management, having a trusted partner allows you to continue serving them without stepping outside your expertise.
• Referral income is a byproduct — not the primary goal.  The real value comes from maintaining relationships that lead to future transactions, repeat clients, and referrals.
• Many clients eventually become landlords — even if they didn’t plan to.  Relocations, unsold listings, inherited properties, and investment opportunities create natural moments for agents to provide ongoing guidance.
• Collaboration helps agents build sustainable, scalable businesses.  Working with trusted partners allows you to expand your impact and income without increasing your workload.
• The strongest real estate businesses are built on trust and long-term relationships.  Agents who continue serving clients after the sale become lifelong advisors instead of one-time service providers.

LINKS & RESOURCES

• How to Work with Residential Real Estate Investors – Access the free training for real estate agents.
• Hey, Chris... Buy Me a Beer! – Get a sneak peek at our new referral program for licensed real estate agents.
• Invest with ROOST – For Investors with Fewer than 50 Properties
• ROOST Portfolio Management – For Investors with More than 50 Properties

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

Many real estate agents avoid working with investors.  They think investors are too demanding, too analytical, or too focused on price.

But what if investors were actually your most loyal, repeat, and profitable clients?

In this episode, Chris McAllister and Laci LeBlanc sit down with ROOST Director of Sales Priscilla McNamee to break down why working with residential real estate investors might be the niche that changes your business forever.

From cap rates and ROI fears… to loyalty, referrals, and long-term relationships… they unpack what agents really need to know to confidently serve investors — even if math isn’t your thing.

You’ll learn why investors aren’t the “hard clients” they’re made out to be — and how, when served well, they become the most consistent and resilient part of your business.

If you want steadier income, repeat deals, and clients who treat your work like a partnership (not a transaction)… this episode is for you.

KEY TAKEAWAYS

• Investors = repeat business –  Unlike one-time retail buyers, investors buy and sell over and over again — creating consistent transactions and referrals.
• You don’t need to be a math expert –  You just need to understand the basics (ROI, rents, repair costs). Tools, partners, and simple formulas do the rest.
• Honesty beats hype –  Good investors value straight answers and realistic numbers more than “salesmanship.”
• Relationships > transactions –  Investors hire agents who act like long-term business partners — not just deal closers.
• Strategic fee flexibility can win deals –  Small commission adjustments for high-volume clients can lead to far greater lifetime earnings.
• Property management is a superpower –  Understanding rents, repairs, and operations helps you guide investors with confidence and credibility.
• Start simple –  Call 5 people you know who’ve mentioned investing. Invite them to lunch. Have the conversation.

LINKS & RESOURCES

• Free Training –  How to Work with Residential Real Estate Investors
• Sneak Peek – Hey, Chris... Buy Me a Beer! ROOST Referral Program for Licensed Real Estate Agents

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

In this annual State of the Union–style episode, ROOST Founder & CEO Chris McAllister reflects on a pivotal year of rebuilding, professionalization, and strategic positioning—and lays out a clear, grounded vision for 2026 and beyond.

Joined by ROOST’s Marketing Director and longtime podcast partner Laci LeBlanc, Chris breaks down what actually moved the needle in 2025—not buzzwords, not vanity metrics, but real operational upgrades that improved owner profitability, team effectiveness, and long-term scalability.

This is not a highlight reel. It’s a candid operating report from inside a real, growing real estate company—what worked, what had to be rebuilt, and what’s now possible because the foundation is finally right.

Whether you’re a landlord, investor, agent, property manager, or business owner thinking about scale without losing your soul, this episode offers practical insight and a clear lens for evaluating your own next season.

KEY TAKEAWAYS

• How Rehab & Maintenance 2.0 evolved from a reactive cost center into a profitability engine
• Why Owner Portfolio Reviews became the most valuable—and personal—work ROOST does
• How ROOST intentionally became a media company, using YouTube and avatar-driven content to educate, attract, and scale trust
• The team investments that had to happen before meaningful growth was possible
• Why migrating marketing and referrals into HighLevel changed everything
• A deep look at “Hey Chris, Buy Me a Beer”, ROOST’s referral partner program built for modern agents and professionals
• The launch of a unified investor ecosystem combining Invest With ROOST and ROOST Portfolio Management
• New initiatives in publishing, recruiting, leasing, and brand experience heading into 2026
• The long-term vision behind Boutique@Scale—and why it’s harder (and more valuable) than it sounds

LINKS

• ROOST Rehab & Maintenance – The Key to Your Profitability (and Ours) 
• ROOST YouTube Channel – Content You Can Trust
• GoHighLevel – CRM Software that Automates What Makes Sense so We Can Personally Manage Relationships (Full Disclosure: This is an affiliate link!)
• Invest with ROOST – For Investors with Fewer than 50 Properties
• ROOST Portfolio Management – For Investors with More than 50 Properties
• Learn With ROOST – View our evergrowing library of resources at the All Things Real Estate Hub.

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

In this episode, Chris and Laci sit down with Stephanie Dobler, one of ROOST’s newest Realtors in Ohio. Stephanie entered real estate just over a year ago with no prior industry background — and has already celebrated her first closing and her first listing.

What makes Stephanie stand out is her mindset: she’s open to learning, self-motivated, and has fully embraced both the Columbus Board of Realtors’ technical training and Buffini & Company’s 100 Days to Greatness as the foundation for her business. 

Together, Chris, Laci, and Stephanie walk through the four essential activities of the Connect Practice Track & Grow framework — Connect, Practice, Track, and Grow — and explore how ROOST promotes agent connections, enhances practice, supports business, and coaches for growth.

Listen in to hear all about...

• How Stephanie started building a real estate network from scratch in her first year.
• The role of community involvement, social media, and mentorship in making connections.
• How Buffini’s 100 Days to Greatness program is shaping her daily habits and client service.
• Why tracking early — even small wins — is key to long-term success.

Key Takeaways

• Success in real estate starts with being intentional about connecting with people, even before you have a track record.
• Developing professional practice habits early gives new agents confidence and consistency.
• Tracking isn’t just for top producers — it’s the secret weapon for brand-new agents too.
• When agents commit to these disciplines, they inevitably grow — personally and professionally.

Links

• Stephanie Dobler is a Realtor with ROOST Real Estate Co. in Columbus, Ohio. Licensed in early 2025, Stephanie has built early momentum in her career by combining professional training, personal discipline, and ROOST’s collaborative platform. Stephanie can be reached at [email protected].
• Visit the Learn with ROOST Resource Hub to access resources and training for agents.
• Be a guest on the Connect Practice Track & Grow Podcast
• Download your FREE copy of Protecting the Goose that Lays the Golden Eggs and learn how to nurture your unique talents in order to create sustainable success in both your professional career and your personal life.
• Visit Career with ROOST to see why we want to join YOUR team!

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

In the twelfth and final episode of the Protecting the Goose That Lays the Golden Eggs series, Chris McAllister and Laci LeBlanc revisit the core themes and strategies from the entire 12-part journey. They reflect on the power of boundaries, self-care, unique ability, simplicity, niche marketing, the rhythm of real estate, and long-term wealth-building strategies. This wrap-up offers listeners a concise but powerful roadmap for building a sustainable and profitable real estate business that serves their lives, not the other way around.

Key Takeaways:

• Episode 1 Recap: The importance of setting boundaries and being fully present in both business and personal life.
• Episode 2-3: Professionals create opportunities and make invisible opportunities visible—especially during market downturns.
• Episode 4-5: Lean into your natural unfair advantages (introvert or extrovert) and pursue lifelong improvement through defined stages of growth.
• Episode 6-7: Embrace the rhythm of the real estate year and adopt the joy of missing out (JOMO) to maintain focus and reduce burnout.
• Episode 8-9: Simplify your processes for clarity and sustainability, and invest in real estate to become financially bulletproof.
• Episode 10-11: Use the scorecard to self-assess and follow the 59 Rules to thrive as a top 1% real estate professional.
• Chris and Laci’s Challenge: Revisit your favorite episode, pick one concept, and start applying it to create long-term success.

Quotable Moments:

• “Real estate is an entrepreneurial commitment. Burn the boats.”
• “JOMO allows professionals to prioritize deep relationships over shallow transactions.”
• “The skills that got you out of Egypt won’t get you to the promised land.”

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

In this powerhouse episode, Chris McAllister and Laci LeBlanc unveil 59 essential rules for becoming a top 1% real estate professional. Inspired by chef David Chang’s 33 rules for becoming a chef, Chris outlines a comprehensive and unconventional set of practices drawn from decades of experience. This episode offers a rapid-fire overview of all 59 rules, broken into six key themes that serve as a roadmap for long-term success in real estate and beyond.

Whether you're a brand-new agent or a seasoned pro looking to level up, this episode delivers the mindset, habits, and strategic frameworks you need to thrive.

KEY TAKEAWAYS

1. Your Why & Mindset

• Burn your bridges and commit fully to the profession.
• Be unapologetically yourself; authenticity is your brand.
• Embrace the truth: there are no rules, it’s all made up.
• Avoid distractions like social media and board politics.
• Stay out of the local Board of Realtors unless absolutely necessary.

2. Connecting

• Always be connecting—not closing.
• Be an interesting person.
• Don’t work with people who drain you.
• Set boundaries and be ready to walk away.
• Collaborate instead of competing.
• Never pay for leads—learn how to generate your own organically.

3. Practicing

• The boring stuff (admin, follow-up) makes the magic happen.
• Experience is the best teacher—learn by doing.
• Put your phone down and be present.
• Accreditations mean nothing without competence.
• Stay prepared, organized, and responsive.

4. Planning & Tracking

• Leverage financial constraints creatively.
• Adopt a “Profit First” mindset.
• Track everything—even before there’s anything to track.
• Focus on sustainable and scalable habits.
• Say no to shiny objects and distractions.

5. Growing

• Get a coach or mentor.
• Invest in personal development beyond real estate.
• Make invisible opportunities visible.
• Turn setbacks into advances and develop resilience.
• Focus on your strengths, not weaknesses.
• The skills that got you started won’t get you to the next level.

6. Playing the Long Game

• Eat what you grow—build your own pipeline.
• Embrace slow seasons as reset periods.
• Real estate is a marathon—pace yourself.
• Journaling and early mornings are power tools.
• Build a “perfect week” and design a life you actually want.

LINKS

• Inspired by Eat a Peach by David Chang
• Brian Buffini’s 100 Days to Greatness

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

This is the tenth episode of our 12-part series called “Protecting the Goose that Lays the Golden Eggs.” Click here to view all the episodes in this series.

In this episode, host Chris McAllister and co-host Laci LeBlanc dive into:

✔️ The eight essential mindsets of top real estate professionals
✔️ A self-assessment scorecard to see where you stand
✔️ How to identify where you are today and where you want to be
✔️ Practical steps to elevate your business and long-term success

And the best part? You can download the free Real Estate Mindset Scorecard in the show notes and follow along!

KEY TAKEAWAYS

The Eight Essential Mindsets of the Best Real Estate Professionals

1. Practice with Joyful Purpose
2. Cultivate Transformational Relationships 
3. Exceed Expectations 
4. Leverage What Makes You Special 
5. Succeed Together 
6. Make Invisible Opportunities Visible 
7. The Best Keep Getting Better
8. Celebrate Professionalism

The Four Stages of Real Estate Professionals – Where do you fall on the mindset scorecard? 

• Column One: Deal Makers – Transaction-focused, chasing quick commissions.
• Column Two: Disillusioned Agents – Struggling to find purpose and fulfillment.
• Column Three: Diehards – Experienced professionals, often resistant to change.
• Column Four: The New Real Estate Professional – Always learning, growing, and leading.

How to Use the Scorecard for Growth

• Download the scorecard in the show notes.
• Score yourself on where you are now and where you want to be.
• Choose one mindset to improve first—small changes lead to big results.
• Use coaching, training, and mentorship to continue progressing.

Why This Matters in Today’s Market

• Success in real estate is not just about working harder but working smarter.
• The agents who thrived in 2024 focused on relationships, education, and adaptability.
• Where you are today is not where you have to stay.

LINKS

• Download the Real Estate Mindset Scorecard PDF here or the interactive version here.
• Visit the Learn with ROOST Resource Hub to access resources and training for agents.
• Be a guest on the Connect Practice Track & Grow Podcast
• Download your FREE copy of 8 Success Mindsets for the NEW Real Estate Professional and learn how to make it in the new real estate business.
• Visit Career with ROOST to see why we want to join YOUR team!

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub

In this episode of Connect Practice Track & Grow Podcast we are sharing an episode Chris and Laci just recorded for The All Things Real Estate Podcast, where they reflect on the wins of 2024 and share their vision for 2025.

In this “State of the Union” update, Chris discusses key initiatives that shaped the past year, including the launch of the ROOST Investment Gateway, advancements in property management, and the ongoing evolution of the real estate industry post-Sitzer Burnett v. NAR.

Discover how ROOST Real Estate Co. is helping buyers, sellers, landlords, and agents navigate today’s challenges, from leveraging cutting-edge tools to focusing on 5-star service. Chris also shares his personal commitment to building stronger partnerships and maximizing opportunities for clients and team members alike.

Whether you're a homeowner, investor, or real estate professional, this episode will inspire you to make 2025 a year of growth, innovation, and success.

Key Highlights:

• 2024 milestones and what’s next for ROOST.
• Insights into the changing real estate landscape.
• How ROOST is creating value for clients and the community.

Listen now and get ready to embrace the opportunities ahead!

Show Notes

www.AllAboutROOST.com

www.ROOSTInvestmentGateway.com

Why ROOST's Mission Matters

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips. 

Learn More  >>> The All Things Real Estate Resource Hub