What if the biggest opportunity in your real estate business isn't the next lead you buy, but the database you already have sitting in your CRM? In this episode, I sit down with Ryan Young, who scaled his family's real estate team from 30 homes a year to over 500, and then built one of the hottest CRM companies in real estate.

Ryan shares the exact mindset shift that took him from grinding through open houses and door knocking in 2009 to building a systematic, data-driven approach that extracts maximum value from every contact in your database. We dive deep into why most agents are terrible at database marketing and how the right technology can find hidden opportunities you never knew existed.

Inside this episode:

• How Ryan muscled through the 2009 recession to build unshakeable lead generation skills
• The psychology difference between working with buyers vs sellers that most agents miss
• Why "spray and pray" database outreach kills your conversion rates
• The segmentation strategy that turns cold contacts into warm opportunities
• How AI can identify which contacts in your database are actively shopping with your competition
• Why leading with value beats asking for referrals every single time
• The exact conversation framework Ryan uses to create off-market opportunities

Want to connect with Ryan? Check out Fello AI: https://fello.ai/

Contact The Young Team: theyoungteam.com

Whether you're struggling to get past 30 transactions or looking to scale beyond 100, this episode will change how you think about the goldmine sitting in your CRM. Subscribe, share, and follow for more interviews like this.

What if you could win nearly every competitive offer by simply including one overlooked piece of data? In this episode, I sit down with Steven Wynands, a top-producing Washington DC agent who cracked the code on using data to build trust through transparency in one of the nation's most competitive real estate markets.

Steven shares the exact strategy that helped him secure million-dollar listings and get his buyers' offers accepted within the first three attempts, even when competing against 20+ bids. From there, he scaled this data-driven approach into RETR, a mortgage and real estate data platform that helps real estate professionals to work smarter.

Inside this episode:

• The "agent resume" strategy that gets offers accepted in competitive markets
• How to research and vet other agents to protect your clients
• Why new agents should leverage their mentor's track record
• The data points hiding in your MLS that you're not using for marketing
• How to set realistic expectations using comparable sales data
• Why automated marketing is failing agents and what to do instead

Want to connect with Steven? Check out RETR for real estate data insights Follow Steven's strategies for data-driven real estate success

Whether you're a new agent looking to compete or a veteran wanting to leverage data better, this episode will change how you think about using information to win more business. Subscribe, share, and follow for more tactical real estate interviews like this.

https://retr.app/

What if the real estate industry’s definition of success is completely wrong? In this episode, I reconnect with Garrett Maroon, who’s back after a couple years with a radically different approach to building a real estate business. With five kids at home and a book launching soon, Garrett has cracked the code on maintaining high production while actually working less.

We dive into how Garrett intentionally downsized from a large team to just one agent and a part-time assistant, yet still closed 60 homes in the past 12 months through pure referral business. More importantly, we explore his “scoreboard revolution” and why he measures success by profit goals, wife goals, and family time instead of just transaction counts.

Inside this episode:
• Why Garrett fired his entire team except one agent to gain simplicity over complexity
• His custom scoreboard that tracks two dates per month with his wife and every seventh week off
• How to redefine winning in real estate beyond just transactions and volume
• The market reality check both buyers and sellers need to hear right now
• Why 50% more homes are being delisted this year and what it means for agents
• His PDA formula for building predictable, profitable businesses that align with who you are
• How to craft win-win situations that bring enjoyment back to your business

Want Garrett’s resources?
Follow him on Instagram: @garrettmaroon
Download his free PDA formula: http://thebalancedbreakthrough.com/
Text him directly: 757-266-2876

Whether you’re burning out from the grind, trying to build a business around your family, or questioning what success really means in real estate, this episode will challenge everything you think you know about winning in this industry.

What if forgetting someone's name accidentally created the perfect real estate brand? In this episode, I sit down with Erwin Nicholas II, better known as "Mr. Real Estate," whose journey from nightclub networking to listing Tony Parker's $20 million estate proves that sometimes the best business strategies come from the most unexpected moments.

We dive deep into how Erwin turned a client's forgotten name into a memorable brand, built relationships with NBA stars and high-net-worth individuals, and created viral marketing campaigns that generated over 50 million views using platforms like Twitch that most realtors have never heard of.

Inside this episode:

• How an NBA client forgetting his name became a million-dollar brand
• The nightclub networking strategy that landed his first major deal
• Why he focuses on making clients the star instead of himself
• How he used Twitch streamers to create a 30-day open house generating 50M+ views
• His transition from sports management to luxury real estate
• The mindset shift that let him build a $150M business around family time
• Why he only invests in opportunities he puts his own money into first

Check out the Tony Parker Property https://robbreport.com/shelter/celebrity-homes/nba-star-tony-parker-house-san-antonio-texas-1236885916/

Want to connect with Erwin?

Follow him on Instagram: @MrRealEstate

Visit his website: MrRealEstate.global

Whether you're trying to break into luxury real estate, looking for innovative marketing strategies, or want to build a business that works around your life instead of consuming it, this episode will change how you think about branding, networking, and what it really means to add value to your clients' lives

What if your clients became raving fans for life and your real estate business paid you before you even closed a deal. In this episode I sit down (again) with Amy Stockberger whose team ranks #33 in the U.S. for units sold , not in L.A., not in Miami, but in tiny Sioux Falls, South Dakota.

We unpack the exact strategy behind her Serve First, Scale Forever model, the same framework that helped her dominate a 10% market share, build a 90% referral-based business, and launch multiple scalable revenue streams that agents everywhere can plug into.

Inside this episode:

• How Amy turned party supplies and power tools into a repeat/referral machine
• The VIP Club that keeps clients coming back for life
• Her step-by-step method to monetize your vendor network
• Why most real estate businesses can’t be sold — and how Amy built one that could
• How to become a “Servipreneur” in an AI-driven, tech-threatened market

Want the resources Amy mentioned?

Follow Amy on Instagram: @amystockberger

Get the Lifetime Home Support Roadmap: DM “Vendor” on Instagram

Get Access to Amy’s Vendor Program Playbook:https://lifetimehomesupport.com/

Whether you’re an agent, team leader, or entrepreneur looking to future-proof your business, this episode will flip the way you think about service, scale, and selling. Subscribe, share, and follow for more interviews like this.

The Neighborhood Agent is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans:https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

There are problems in every profession but often times in Real Estate the biggest headaches are completely avoidable. Matt chats with Briggs Elwell, the CEO and Co-Founder of RLTYCO . Briggs is a veteran agent, broker and entrepreneur who has the commonalities where agents lose most often. We discuss how most agents want to operate as employees and don’t ever really build a business and how to fix this. We also discuss how agents can operate their own business while also taking advantage of some of the benefits that “normal” w2 employees have. From tax savings ideas for Realtors to how to properly set up the structure of their business from the beginning Briggs is a wealth of knowledge. We also discuss the growing American Real Estate Association and what its mission is.

https://rltyco.com/about/

https://americanrea.org/membership/

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans:https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

When you are about to become a single mom but are almost done with college and need money what do you do? If you think like Bethany you quit school despite being almost done, hustle your heart out and sell 47 homes in your first year! In this episode Matt talks to Bethany Brokaw, a top 1% Realtor in MI who got into real estate by accident and over the last 10 years has built the real estate business that all agents covet. She lives her life by design and offers true value to clients. She believes that it's not sales if you are helping people. 

Takeaways:

• Starting in real estate while raising young kids
• Real estate rewards hard work and dedication, unlike many other careers.
• Building a referral-based business is crucial for long-term success.
• Creating memorable client experiences can lead to repeat business and referrals.
• Networking with other agents can significantly increase referral opportunities.
• Business-to-business referrals are a valuable source of leads.
• New agents must have grit and perseverance to succeed in real estate.
• Mentorship and being part of a team can accelerate an agent's growth.
• Agents should focus on where their leads are coming from to ensure sustainability.

Connect with Bethany: https://www.brokawgroup.com/bethany-brokaw

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans:https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

In this conversation, Kate D'Addabbo, a seasoned real estate agent, shares her journey in securing a luxury condo listing, the importance of asking for what you want, and her extensive experience in renovation and design. She discusses the challenges and lessons learned from flipping homes, the intricacies of the real estate process, and the significance of maintaining large properties. Kate emphasizes the value of building lasting relationships with clients and provides insights into the future of her real estate career, including promoting new developments in Connecticut.

Takeaways

• You have to ask for what you want in real estate.
• Being direct is crucial in negotiations.
• Understanding renovation can significantly benefit clients.
• The visual appeal of a property is paramount.
• Knowledge empowers buyers and sellers in the market.
• Maintaining a large property can be costly and complex.
• Building relationships with clients leads to repeat business.
• The real estate process requires a comprehensive understanding.
• Investing in quality renovations yields better returns.
• New developments in desirable locations attract diverse buyers.

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans:https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

In real estate and in life spotting opportunities before the rest of the market and your competitors can be a huge edge. Our guest today Andrew McCarthy found an edge, and moved his family across stateliness to capitalize all while creating value for both his former and new community. Andrew was an architect turned real estate developer who while living in the big apple spotted the small vacation town of Traverse City, MI as a major opportunity that others were ignoring. From a direct airport route from NYC to a community of people who keep the city alive and thriving all year round, Andrew took these advantages and used them to begin developing the specific type of properties that his target market was looking for. We discussed the idea of planning homes with a very specific target customer in mind, to looking at data and migration patterns to plan future developments. He emphasizes a design-driven approach, the importance of strategic site selection, and the focus on boutique luxury homes. Andrew shares insights on identifying emerging market opportunities, growth strategies for real estate development, and the significance of providing white glove service to clients post-purchase.

Takeaways

• We focus on the design upfront and construction execution.
• Quality of what we build should be at the highest standards.
• Traverse City has a lot of growth potential due to accessibility.
• Site selection is crucial; we focus on prime corners.
• We are focused on boutique luxury homes, not mass production.
• Our growth strategy is cautious and quality-driven.
• Emerging trends include the impact of tariffs on construction costs.
• White glove service is essential for client satisfaction.
• We offer seamless transitions for buyers post-purchase.
• Understanding market needs is key to successful development.

https://freshwaterdevelopments.com/

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans:https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

It might not be the strategy that everyone uses but you have to respect the hustle! In this episode Matt chats with Libby McKinney Tritschler in Connecticut and discusses the strategies and tactics that have helped her build a $40,000,000+ business. Libby is a 6th generation resident of her town and she leverages her local knowledge to push clients into the homes that are right for them VS the homes they think they want. She discusses her journey from being a stay-at-home mom to a successful realtor, highlighting the significance of building relationships within the community and understanding buyer needs. Libby also addresses the challenges of navigating a competitive market and the emotional aspects of buying and selling homes, ultimately showcasing how genuine connections and expertise can lead to success in real estate.

Takeaways

• Local knowledge is a key differentiator in real estate.
• Consistency in strategies like door knocking can lead to sustained success.
• Building relationships within the community is essential for realtors.
• Understanding buyer needs goes beyond just showing homes.
• Managing emotions is crucial during the buying and selling process.
• Innovative marketing strategies can set you apart from competitors.
• Being present in the office can positively impact business performance.
• Real estate is about connecting with diverse clients and their needs.
• It's important to educate clients about the market and their options.
• Normal people are still buying homes, and realtors should market to all demographics.

Connect with Libby:

https://ontheharborrealestate.com/about

The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
🔑 Treadstone Funding: https://www.treadstonemortgage.com/
🔑 Neighborhood Loans:https://neighborhoodloans.com
🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747
📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!

🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org