What does it really take to build a referral-only real estate business in today’s competitive market?

In Episode 286 of The Smart Agents Podcast, we chat with Sarah Newmarker, a top-producing agent with Coldwell Banker Realty serving Marin County and Napa in Northern California, to break down how she built a thriving business rooted entirely in trust, relationships, and long-term thinking.

Working in one of the most competitive luxury markets just north of San Francisco, Sarah has built her business entirely on referrals, which speaks to the care, strategy, and consistency she brings to every client interaction.

👉 In this episode, we discuss:

• How Sarah built a 100% referral-based business in a competitive luxury market
• Why trust and emotional intelligence drive client decisions
• Simple relationship marketing tactics that generate millions
• The mindset new agents need to succeed
• How personal branding attracts ideal clients
• Key market trends impacting Northern California and beyond
  

If you’re looking to move away from chasing cold leads and start building a business that grows through referrals, this is an episode you don’t want to miss.

Connect With Sarah👇

Instagram: https://www.instagram.com/sarah.newmarker/

Website: https://www.sfmarinluxuryhomes.com/

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Success in real estate is not just about scripts, systems, or strategy. It is about mindset.

Episode 285 of The Smart Agents Podcast features Paul Salter, high-performance hypnotherapist and mindset coach known as The Golf Hypnotherapist. With more than 15 years of experience coaching elite performers, Paul explains how subconscious beliefs, fear of failure, and self-sabotage patterns impact entrepreneurs just as much as athletes.

From handling rejection during prospecting to building confidence as a team leader, this conversation explores the mental side of business growth. You will learn how curiosity can turn setbacks into valuable feedback, why commitment creates momentum, and how intentional daily routines can elevate performance.

Paul also shares how hypnosis can help uncover and reprogram limiting beliefs so agents can unlock more focus, energy, and consistency.

Whether you are building production, scaling a team, or working to break through a plateau, this episode delivers mindset tools you can apply right away.

This conversation explores how subconscious mindset patterns influence success, leadership, and performance across industries.

Learn More From Paul👇

Website: https://thegolfhypnotherapist.com/

The Scratch Golfer's Mindset Podcast: https://podcasts.apple.com/us/podcast/the-scratch-golfers-mindset-podcast-hypnotherapy/id1742610817

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Episode 284 of The Smart Agents Podcast features Katie Hill, Founder and CEO of Unlisted, an AI-powered real estate platform designed to make home discovery smarter, more transparent, and more relationship-driven. With a background in digital marketing, startup innovation, and emerging technology, Katie brings a fresh outside-industry perspective to real estate, one rooted in solving real consumer problems while empowering agents to stay at the center of the transaction. Her platform recently gained global recognition as a Top 5 tech startup at TechCrunch Disrupt, signaling the growing influence of data-driven innovation in the housing space.

In this episode, Katie shares the personal real estate experience that inspired her to launch Unlisted and explains how the concept of “gray market” inventory, homes that aren’t currently for sale but could be in the future, is reshaping how buyers and sellers connect. She also discusses how agents can use modern marketing tools, property profiles, and long-term engagement strategies to build stronger pipelines without relying solely on traditional lead generation tactics.

In this conversation, Katie breaks down:
✅ How AI-driven property profiles can increase buyer engagement and visibility

✅ Why off-market interest and waitlists are creating new listing opportunities

✅ Ways agents can collaborate with homeowners long before a listing goes live

✅ How playing the long game with data and relationships can drive sustainable growth

Learn More👇

Unlisted: https://unlistedhomes.com/

Unlisted For Agents: https://unlistedhomes.com/agents

Instagram: https://www.instagram.com/unlistedforagents/

📕 Claim Your FREE Home Selling Tips Book Sample 📕
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Episode 283 of The Smart Agents Podcast features Loodmy Jacques, founder and CEO of the Jacques Real Estate Team based in West Palm Beach, Florida. Originally from Port-au-Prince, Haiti, Loodmy immigrated to the United States in 2004 and entered real estate during one of the most challenging periods in the industry. What started with relentless prospecting and dialing through phone book listings eventually turned into a referral-driven business and one of the most respected service-focused teams on Florida’s east coast. Today, Loodmy leads a growing organization serving Palm Beach, Broward, and St. Lucie Counties while maintaining a reputation built on more than 300 five-star reviews and a client experience he describes as “Ritz-Carlton level service.”

In this episode, Loodmy shares how persistence, relationship-building, and consistency helped him grow from a brand-new agent to a team leader running a high-volume real estate business. He explains how early hustle turned into scalable systems, why referrals and community connections became the foundation of his growth, and how he structures his team to deliver a premium client experience while continuing to scale.

In this conversation, Loodmy breaks down:
✅ How persistence and creative prospecting helped him land his first clients
✅ Why delivering exceptional service creates long-term referral pipelines
✅ The systems and team structure that support consistent growth
✅ How tracking your time can reveal hidden productivity killers
✅ Why real estate agents must think like business owners to scale successfully

Connect With Loodmy

Website: https://www.loodmyjacques.com/

Instagram: https://www.instagram.com/thejacquesteam

Facebook: https://www.facebook.com/loodmy.jacques

📕 Claim Your FREE Home Selling Tips Book Sample 📕
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Episode 282 of The Smart Agents Podcast features Michael Bevis, Executive Vice President of TrueSpace, a platform built to help entrepreneurs break through growth plateaus and scale their businesses more strategically.

This conversation explores the transition many real estate agents make from employee to entrepreneur and why that shift often comes with unexpected challenges. Michael shares insights on developing core business fundamentals, tracking KPIs, identifying the highest-value uses of your time, and building the right team as your business begins to grow.

The discussion also covers how partnerships with complementary businesses can accelerate growth, why understanding the lifestyle and behaviors of your ideal clients is critical for effective marketing, and how AI tools are helping entrepreneurs analyze markets and improve operational efficiency.

In this episode, Michael breaks down:
✅ The mindset shift agents must make when becoming entrepreneurs
✅ Why tracking KPIs is essential for business growth
✅ How hiring the right talent helps agents scale
✅ The power of partnerships and strategic relationships
✅ How AI can help agents operate more efficiently and analyze market trends

Learn More About TrueSpace: https://truespace.com/

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Episode 281 of The Smart Agents Podcast features Kim Costa, a longtime Atlanta Realtor, community ambassador, and creator of the Wheel House Assessment. With more than 30 years of experience spanning residential construction, design, and real estate, Kim has built her business around one core belief: a home should support your future, not silently work against it. After transitioning from a corporate controller role into real estate, Kim quickly became a top-producing agent by leveraging deep community relationships, intentional communication, and a lifestyle-first approach to client service

In this episode, Kim explains why too many buyers experience regret after purchasing a home and how agents can prevent it by shifting from transactional conversations to deeper lifestyle discovery. Her Wheelhouse framework blends personality theory, long-term goal planning, and practical real estate strategy to help clients clarify what truly matters before they ever start touring homes.

In this conversation, Kim breaks down:
✅ Why most buyer consultations start with the wrong questions
✅ How understanding personality types transforms client communication
✅ The eight life categories that should shape every home search
✅ How to position yourself as a lifestyle advisor, not just a salesperson
✅ Why community involvement builds trust, authority, and long-term referrals

If you want stronger client relationships, fewer wasted showings, and a reputation built on clarity and care, this episode offers a fresh blueprint for modern real estate.

Connect With Kim:
Website: https://lifestylefoundations.com/

Instagram: https://www.instagram.com/kim.e.costa/

Facebook: https://www.facebook.com/kimecostarealtor/

LinkedIn: https://www.linkedin.com/in/kimecosta/

Get a copy of Live in Your Wheel House: https://www.amazon.com/Live-Your-Wheel-House-Empowering/dp/B0GKTB5Z7C

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Episode 280 of The Smart Agents Podcast features Erica Kalkofen, a true hybrid professional who blends over 20 years of interior design and construction experience with active real estate practice and an MBA in strategic planning. Serving Colorado’s Denver Metro and Grand County markets, Erica has built an integrated model that guides clients through buying, selling, and remodeling, all with resale value in mind.

After repeatedly seeing homeowners struggle to understand ROI on renovations, Erica earned her real estate license to bridge the gap between design vision, construction feasibility, and investment strategy. The result? A 99% close rate supported by her signature 6-Step Remodel Design Process.

In this episode, Erica breaks down:

✅ How integrating design, construction, and real estate creates a competitive advantage

✅ The top three seller prep strategies that eliminate buyer hesitation

✅ How to evaluate remodeling decisions through an ROI lens

✅ Why formal systems dramatically improve client trust and close rate

✅ The emotional intelligence required when helping seniors downsize

✅ How to build referral partnerships when clients relocate out of state

Connect With Erika
Website: https://getyourhometoday.com/

Facebook: https://www.facebook.com/EKKitchensandDesign

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Episode 279 of The Smart Agents Podcast features David Cinelli, Real Estate Broker at Royal LePage Signature and one of Canada’s top 1% real estate professionals. With nearly two decades of experience in Toronto’s ultra-competitive market David has built his business on precision, discipline, and data-driven strategy.

David shares how his own early real estate investing shaped his long-term wealth philosophy, why he believes most agents fail to properly educate buyers and sellers, and how removing emotion from pricing conversations is critical to winning listings and protecting credibility. He explains the mathematical framework he uses to evaluate comparables, negotiate confidently, and position properties to actually sell — not just sit on the market.

In this conversation, David breaks down:

✅ How to remove emotion from pricing and anchor sellers in reality

✅ Why staging and marketing strategy directly impact final sale price

✅ The long-term investment mindset every buyer needs to understand

✅ How disciplined routines and structured goal-setting fuel consistent production

✅ Why agents must protect their pipeline now to control next year’s income

If you’re an agent looking to sharpen your pricing conversations, elevate your marketing strategy, and build a predictable, sustainable business, this episode delivers practical insight you can implement immediately.

Connect With David:
Instagram: https://www.instagram.com/davidvcinelli_realtor/

Website: https://davidcinelli.com/

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Episode 278 of The Smart Agents Podcast features a grounded, practical conversation with Luke Gilbert—sales coach, property management company owner, and one of Boise, Idaho’s most consistent producers. Luke’s career wasn’t built on overnight success or viral tactics.

Instead, it was shaped by steady progress, hard lessons, and a commitment to building systems that support long-term growth without burnout. From his early days as a bartender and electrician to becoming Rookie of the Year and a top-ranked Keller Williams agent, Luke’s journey reflects what sustainable success in real estate actually looks like.

In this episode, Luke shares how door knocking and open houses created his first real momentum, why agents must honor their own processes instead of copying others, and how integrating family priorities into business decisions leads to better outcomes over time. He also explains why AI should be used to enhance efficiency, not replace fundamentals, and how his coaching philosophy centers on helping agents design repeatable systems they can actually stick with.

Throughout our conversation, Luke breaks down:

✅ Why slow, intentional progress often beats chasing quick wins

✅ How door knocking and open houses still drive real results

✅ The importance of building systems that prevent burnout

✅ How to align ambition, family, and long-term success in real estate

Learn More About 2 Degrees North Coaching: https://twodegreesnorth.online/

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Episode 277 of The Smart Agents Podcast features a dynamic conversation with Amelia Turbyfill, one of Montana’s leading luxury real estate advisors serving the Bozeman, Big Sky, and Park City resort markets. With over $60 million in career transactions and a background in marketing, Amelia has built a boutique luxury brand rooted in precision, storytelling, and a deep understanding of lifestyle-driven buying decisions. 

As a Northwest Regional Director of REAL Luxury and a Top 100 Realtor in 2024, she has advised on multi-million-dollar transactions and played a key role in shaping high-end development and marketing across resort markets.

In this episode, Amelia shares how her marketing foundation became a competitive advantage in real estate, why social media and content creation are now essential tools for modern agents, and how selling luxury homes requires far more than listing features and price points. She explains how understanding a client’s lifestyle goals, investing in professional content, and staying consistent with marketing efforts leads to warmer leads, deeper trust, and long-term referral business—especially in second-home and resort markets.

In this conversation, Amelia breaks down:
✅ How lifestyle storytelling drives results in luxury and resort real estate
✅ Why consistency matters more than chasing every new marketing tactic
✅ How to use social media and video to attract high-net-worth clients
✅ The unique challenges and opportunities of second-home markets
✅ Why investing in quality marketing assets pays off over time

Connect With Amelia👇

Website: https://ameliarealestateco.com/

Instagram: https://www.instagram.com/ameliarealestateco/

LinkedIn: https://www.linkedin.com/in/amelia-turbyfill-b5ba8821/

📕 Claim Your FREE Home Selling Tips Book Sample
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