Quote:
"Authenticity is lost when you're not the author." - Craig Witt
Episode Summary:In this inspiring episode of "Selling in the Age of AI," host Frank Somma sits down with Craig Witt, CEO of Exit Realty, a titan in the real estate industry with over two decades of leadership. Craig delivers a candid and deeply human conversation about the evolving role of AI in real estate, the irreplaceable value of human connection, and what separates top-performing salespeople from the rest. With real-world wisdom and powerful leadership lessons, Craig shares how authenticity, work ethic, and community impact are the real differentiators in an AI-augmented sales landscape.
Key Topics & Insights:
AI as a Support Tool, Not a Substitute: AI won’t replace real estate agents—but those who don’t embrace it may be replaced. It's about augmentation, not automation.
Authenticity Over Automation: Using AI to assist is fine, but letting it speak for you can strip away your authenticity—and in sales, people buy people.
Real Estate is Emotional: Unlike industrial transactions, residential real estate is a deeply emotional, human-centered process that requires empathy and real human touch.
Writer’s Block Killer: AI can help eliminate creative friction by generating first drafts and frameworks, but human oversight and voice remain essential.
Compliance & Legal Risk: Overreliance on AI can pose legal risks in real estate—especially if it bypasses local or national compliance language in contracts or listings.
The 178 Task Reality: A real estate transaction requires completing up to 178 tasks—AI can automate many, but not all, especially those requiring human judgment.
Sales Success Formula: Discipline, mindset, and mentorship separate high performers. Many fail not because of bad systems—but because they don’t follow them.
The Power of Work Ethic: Skill matters—but hustle often wins early. With persistence, even less “naturally talented” agents can rise to the top.
The Importance of Community: Sales is inherently social. Getting out of isolation, working around others, and reengaging post-COVID is vital for success.
Leading with Character: True leadership is about showing up, lifting others, and doing what others won’t—especially when no one’s watching.
Giving Back with Purpose: Exit Realty's “Spirit of EXIT” program empowers agents to raise funds for local charities, matched by the company—over $8 million donated so far.
Connect with Craig Witt:
Connect with Frank Somma:
Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!
Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!