Time and Money Network

In this live real estate sales coaching session, Coach Jason Couch leads an intensive role-play training focused on converting new construction buyer leads. The episode breaks down how Inside Sales Agents (ISAs) can leverage builder rate buydowns as low as 4% as privileged inside information while mastering psychological sales framing on live prospect calls.

Key Takeaways & Training Highlights

Selling the Next Minute: Focus phone interactions on securing a strategy session with a specialized new build expert rather than trying to sell the entire house on the phone.

Don't Serve Steak on Paper Plates: Always set the narrative stage, tell a story, and build value before presenting your solution.

The 3 Types of Salespeople: Move beyond looking for or waiting for problems—learn how top producers actively create pain points in the first 10 seconds and immediately solve them.

The "Palm Tree" Mindset: Just as palm trees bend in hurricanes without breaking, agents must remain flexible under unexpected objections instead of relying on rigid, linear scripts.

Winning the "Middle Third": Target the middle third of prospects—the critical buyer segment that separates top-tier converters from average phone callers.

The News Reporter Technique: Ask interview-style questions ("In a perfect world, how would you want your home buying experience to go?") to uncover client motivation, location preferences, and timeline needs.

Leveraging Sales Weapons: Frame standard real estate resources—such as off-market builder lists, 4% rate buydowns, or pre-marketing tools—as exclusive advantages.

Welcome to this essential onboarding and lead management training session for Inside Sales Agents (ISAs) at ReloRadar. In this episode, Jason Couch breaks down the exact framework for interviewing incoming leads, navigating the CRM pipeline, and filtering top prospects to protect agent time and energy.

Rather than hard-pitching homes or adhering to rigid scripts, discover how to lower a lead's guard by making "little sales" that sell a reason to keep talking.

In This Episode, You’ll Learn:

CRM Pipeline Navigation: How to move leads through contact attempt buckets and hand off ready prospects to agents in Follow-Up Boss.

The Opening Hook: How to refresh a prospect's memory by linking your call directly to the ad they clicked.

"In a Perfect World" Discovery: Asking open-ended questions to uncover the who, what, where, why, and timeline behind their move.

Uncovering Obstacles & Agent Competition: Tactical questions to identify past hurdles and gracefully address existing agent or family relationships without losing the lead.

ReloRadar’s Unique Selling Proposition (USP): How to leverage off-market inventory and "secret sellers" to offer buyers exclusive choices and avoid public bidding wars.

Power Phrases for Smooth Conversions: Using natural phrases like "You know, I have an idea..." to effortlessly set agent appointments.

Includes real-world role-plays and live scenario training on handling objections, setting up text follow-ups, and managing schedule expectations!

In this episode, Jason and the team dive deep into the psychology of high-stakes real estate, moving beyond basic sales tactics to explore the deployment of "time capital" and "energy capital". Whether you are dealing with "whisper leads" or expired listings, the goal is to compress time and build unbreakable rapport through advanced techniques like Neuro-Linguistic Programming (NLP) and the "Sell Perfection" framework.

Key Topics Covered:

The Power of Verifiables: Learn how to use NLP techniques to build instant rapport by layering undeniable truths about your environment before introducing your unique value proposition.

The "Black and White Shirt" Strategy: Why you should initially "support the delusion" of an overpriced seller to build trust as an ally before gently transitioning them toward market reality.

Selling Perfection First: Before you talk about a listing, you must qualify the seller’s intent. Jason breaks down his four-step process for determining if a client is ready for a "perfect" offer or if they are just "kicking tires".

The 7-Eleven Coke Metaphor: How to handle the lure of institutional cash offers. Discover how to use empathy to show sellers that while convenience is tempting, it often comes at a 20,000–30,000 "convenience fee".

Why Open Houses are Obsolete: Jason explains why "warm cookies and smooth jazz" aren't how you sell houses in 2026 and how to position yourself as the agent for people who "hate realtors".

Operation Seeking Truth: A specific strategy for unique, "one-of-one" properties where no comparables exist, focusing on using the market as a live feedback loop.

Memorable Insight: "Overpriced houses sell other homes." Learn how to use the market's absorption rate to help your sellers understand that pricing incorrectly only makes the competition look fantastic.

Goal of the Week: The team is targeting a 50% signing rate for whisper leads. Listen in to learn how to use a "turnover" from a position of authority to move the yardstick when you're stuck against a wall.

Stop falling into the trap of "verbal diarrhea" and start winning listings by changing your approach. In this episode, Jason, Josh, and Scott break down the Bridge of Sales—a strategy that deconstructs the complex real estate sales cycle into manageable miniature sales or "bridges".

The fundamental flaw in most salespeople is trying to close the big deal before winning the small moments. We dive deep into the five essential micro-sales every agent must master:

• Micro-Sale #1: The Initial Contact. Learn how to use curiosity and value to create a "safe space," getting prospects to talk to you like a "friend at a bar" instead of a pushy salesperson.
• Micro-Sale #2: The Interview. Discover how to uncover a client's true motivation and tenacity. Jason explains why imagination is 80% of reality and how to use hypothetical scenarios to see if a lead is actually worth your "time capital".
• Micro-Sale #3: Booking the Appointment. Strategies for securing a meeting without pressure by using the "carrot of perfection".
• Micro-Sale #4: Getting in the House. How to "de-risk" the walkthrough and transition the conversation once you are inside the "castle".
• Micro-Sale #5: Permission to Market. Why you should ditch the term "listing agreement" for "permission to market" and why physical documents beat e-signatures for controlling the narrative.

We also walk through a real-world case study of a difficult property and discuss how to handle analytical objections regarding relocation client percentages.

Whether you are a seasoned pro or new to the industry, this episode will teach you how to "play the man, not the cards" to ensure your next listing appointment ends with a signature.

Key Takeaways:

• How to avoid trigger words that put clients on the defensive.
• The power of the "ejection seat" clause to build trust.
• Why "truth discovery" is the most important part of the listing process.

Welcome to the podcast where we break down the high-stakes psychology of real estate sales. Hosted by the team behind Relo Radar, this show is dedicated to helping agents master the art of "de-risking" every step of the client interaction process. Whether you are dealing with a cold lead or a resistant seller, we provide the tactical playbooks you need to turn strangers into clients in record time.

In each episode, we dive deep into the "Hallway of Doors"—a metaphor for the psychological escape routes clients use to avoid making decisions. We teach you how to systematically shut those doors, minimize friction, and build immediate authority.

What you’ll learn on the show:

The First 15 Minutes: Why mastering the initial dialogue is the key to avoiding the "uncomfortableness of selling to strangers" and establishing immediate value.

The "Ejection Seat" Strategy: How to use institutional cash offers as a marketing tool and a backup plan while steering clients toward the high-profit REO market.

The Power of Physical Signings: Why electronic signatures might be killing your conversion rate and how in-person signings allow you to "defend" the paperwork and offer clients an "ultimate ejection seat" through cancellation provisions.

Selling without "Selling": Learn to pitch the benefits of marketing a home without triggering the psychological resistance associated with the word "listing".

Net Proceeds vs. Commissions: How to leverage recent industry changes to focus on what the client clears at the end of the day, rather than getting bogged down in commission percentages.

This podcast is for the agent who wants to move beyond traditional referrals and scale their business by mastering the predictable psychology of human behavior.

Join us as we explore how to pierce the "castle walls" of the consumer mind and build a scalable real estate machine.

Are you tired of the "Three Ps" of real estate? Most agents operate by putting a sign in the yard, putting the listing in the MLS, and praying that it sells. At Relo Radar, we do things differently.

Hosted by real estate veteran Jason Couch—who ran up over 1,000 transactions before "semi-retiring" to train the next generation of top producers—this podcast is designed for agents who want to stop making $20 an hour on admin tasks and start scaling to $10M, $20M, or $50M in annual production.

What you’ll learn in every episode:

The Information Curve: How to get to sellers first and eliminate the competition before they ever click on a Zillow lead.

Playing the Man, Not the Cards: Why understanding a client’s psychology and "screenplay" for their life is more important than any CMA or market data sheet.

Time Leverage: The "Relo Radar Way" of using listing managers and data collectors so you can take 100+ listings a year without ever setting foot in the house.

Selling to Strangers: Why relying solely on referrals is a trap, and how mastering the "infinity loop" of lead generation can build a truly successful business.

The "Whipped Cream" Strategy: How to position yourself as a specialist in the Relocation Market—the most profitable buyer a seller could have.

Whether you are struggling with ghosted leads or trying to transition a cash-offer seeker into a full-commission listing, we provide the metaphors, scripts, and "gray beard" wisdom to help you bend with the market without breaking.

Stop being a salesperson and start being a risk manager. It’s time to find your Unique Selling Proposition and get earlier on the information curve.

Welcome to Relo Radar. Let’s get you to where you want to be..

This episode explores Jason Couch's "Interviewing Strangers" training, a masterclass in shifting from a "selling" mindset to a "risk management" framework for real estate. The discussion centers on the idea that top agents should operate like hedge fund managers, deploying "sales capital"—their time, energy, and momentum—only when they have identified a truly "sellable" client.

Key highlights include:

• The Two Ways to Win: Understanding that every action in sales must either save time or make money, with time being the most precious resource to protect.

• The 5-Step Interview Process: A deep dive into the specific questions designed to uncover a prospect's definition of "perfection," their timing, past obstacles, competition, and their ability to handle future adversity.

• The Power of Imagination: Why "imagine" is the most powerful word in sales, allowing agents to predict client behavior by having them mentally experience less-than-perfect scenarios.

• From Minor to Major Leagues: A look at the "batting average" of real estate agents, showing how a slight increase in successful interviews can move an agent from a $50k-a-year "minor league" lifestyle to a $4.2 million "major league" career.

• The "Referral Fairy" vs. Scaling: Why relying on referrals limits growth and why mastering the art of selling to strangers is the only way to build a scalable, predictable business.

On today's episode, we have our first spinoff of the Business Agitator with Chad Carlson. Chad interviews Jason Couch, the founder of the Time and Money Network. We dive into the skilled mind  of Jason and find out why he started the Time and Money Network. If you are a small business owner and are constantly looking for resources to help your business grow, this episode is for you!

Jason Couch sits down with Colt Power of Power BioPharms in Euless, TX to learn about the ins and outs of creating a CBD company in Texas. They go in depth on the science behind CBD/THC and what it's taken to be a small business leader in the Texas industry. *Always consult with your healthcare provider to discuss what is appropriate for you before starting any new product.*

Go to https://www.powerbiopharms.com/?ref=timemoneynetwork for a 15% discount on your order at Power BioPharms! *Must be at least 21 years of age.*

In today's show, we have Shawn Buck of Stryve Realty. Shawn runs a successful real estate brokerage in the Dallas/Fort Worth Metroplex. This show will be a fun one as we are going to discuss one of Shawn's most valuable, undiscovered assets and how he can increase his company's value.  $1 doesn't always equal just $1. We will learn that by redirecting that same dollar in a different way you may see a higher return on investment.