In this episode of Ambitious Broker, host Roger Hance sits down with Scott Gibson, an influential figure in the real estate industry who has held leadership roles at Coldwell Banker and Compass Real Estate. Scott shares his journey from starting and selling companies to navigating various real estate markets. They discuss the shift from small offices to large corporations, the importance of culture in business, and the impact of technology like AI on real estate practices. The conversation also touches on the evolving role of agents and the future of real estate organizations, offering valuable insights for new and seasoned professionals alike. KEY TAKEAWAYS Adapting to Market Shifts: Scott Gibson shares his journey through various real estate markets, emphasizing the transition from small offices to large corporations. The Power of Culture: A strong company culture is essential for long-term success in real estate businesses. Technology’s Impact: AI and other innovations are transforming real estate practices, changing how agents and organizations operate. Evolving Role of Agents: The responsibilities of real estate professionals continue to shift, requiring adaptability and a forward-thinking mindset. Future of Real Estate: Insights on where the industry is heading and what professionals can do to stay ahead in a rapidly changing landscape. QUOTES "The real talent within the association is either not being groomed or not being given opportunities. It feels like positions are just handed down to friends rather than earned." "There's no business you can get into for less money and make a really good living." "Would you hire yourself based on your level of work? You are your own boss." "To succeed, you need to treat it like a real job—be in the office or out on the street by 9 AM and put in a full day." "I want to be around successful people. I want them to influence me, and I want to do the same for others. Keep negativity out of my life." "Even the most independent people still benefit from positive influences and great coaching." Check out Scott Gibson and their work through the link below: https://www.linkedin.com/in/scottlgibson/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of The Ambitious Broker, Roger Hance welcomes international speaker and coach Darryl Davis. Known for his "Power Agent" program, Darryl shares his incredible journey from an emancipated minor at 16 to a real estate powerhouse and best-selling author. He dives deep into the philosophy from his book, "How to Design a Life Worth Smiling About," revealing the science behind how a simple smile can make you more successful, live longer, and earn more money. Darryl challenges agents to shift their perspective from being a "salesperson" to a "business person" and a consultant who serves, not sells. He provides actionable strategies for generating "now business," overcoming the fear of prospecting, and the secret to successfully connecting with For Sale By Owners. This episode is packed with mindset shifts and practical advice to help any agent build a more joyful and profitable career. KEY TAKEAWAYS Think Like a Business Owner: Stop seeing yourself as a salesperson. Darryl urges agents to adopt the mindset of an entrepreneur, taking full responsibility for marketing, finances, and growth, just like any other business owner. The Power of a Smile: Backed by scientific studies, smiling is a powerful tool that generates feel-good chemicals, reduces defensiveness, and leads to greater success in business and life. Serve, Don't Sell; Coach, Don't Close: Shift your role from a high-pressure closer to a trusted consultant. Your job is to educate and coach clients on their options, empowering them to make the best decision as the "boss." Confront Your Fears for Breakthrough Growth: The tasks you are most afraid of (like calling FSBOs) are the ones you must do. The goal isn't just the result, but the personal breakthrough that comes from overcoming fear. The Goal is the Relationship, Not the Appointment: When prospecting, focus on building a genuine human connection. This takes the pressure off "getting the appointment" and leads to more successful, trust-based conversations. Find Your Prospecting Voice: You don't have to do what every other agent is doing. Find the five sources of business ("spokes in a wheel") that you enjoy, and you will do them consistently and effectively. Technology is a Tool, Not a Replacement: While tools like CRMs and AI are necessary, real estate is and always will be a people-first business. Don't let tech replace genuine connection. Be Wary of Industry "Vampires": Darryl shares his strong perspective on Zillow, explaining why he views them as a competitor committed only to its shareholders and a "vampire" that the industry invited into its house. QUOTES "Stop looking at themselves as salespeople and look at themselves as business people." "We are closer to doctors and lawyers than we are salespeople, because we have fiduciary, we have a license. We're government managed by the state." "The listing happens in the listening, not in the speaking." "If there is something in real estate you're afraid to do, you need to do it not for the result, but for you to break through the fear process." "Do not be committed to getting the appointment. Be committed to building a relationship with another human being." "Power agents don't close people. They coach people and they don't sell people. They serve people." "Zillow's like a vampire. The moment you invite that vampire into your house, you're no longer safe." Check out Darryl Davis and their work through the link below: https://www.darrylspeaks.com/ Get to know more about the Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Roger Hance sits down with Bernie Gallerani a powerhouse real estate broker from Nashville, Tennessee. Bernie shares his incredible journey, starting from a childhood in HUD housing to building a real estate empire that closes over 700 transactions a year. He details his early days in the business, crediting the Mike Ferry coaching system for providing a blueprint for success that allowed him to close 40 transactions in his very first year in a new city where he knew no one. Bernie discusses the evolution from a solo agent to leading a team of over 45 people, emphasizing the critical role of systems, accountability, and lead generation. He offers a transparent look into his lead audit process, his philosophy on coaching, and how overcoming his own personal history fueled his relentless drive. Listeners will learn the importance of mindset, the power of a solid follow-up system, and what it truly takes to scale a real estate business to the highest level. KEY TAKEAWAYS Coaching is Foundational: Bernie started with a coach before he even sold his first house, attributing his rapid success to having a proven path to follow from day one. Systems Over Everything: He stresses that people are flawed, but systems are not. His success in converting leads at a high level comes from robust, automated systems that ensure consistent follow-up. Accountability Drives Results: Through weekly "lead audits," every agent is held accountable for the leads they receive, ensuring a return on the company's investment and maximizing every opportunity. Your Past Can Be Your Fuel: Bernie shares how his motivation to escape poverty and provide for his family created an unstoppable work ethic and a desire to prove he was worthy of success. Know Your Numbers: From conversion rates to cost-per-lead and profitability by zip code, Bernie demonstrates that a deep understanding of your business metrics is essential for scaling effectively. Master the Hunt: He began his career by actively "hunting" for business with expireds and FSBOs, learning the skills of communication and persuasion that built the foundation of his empire. Embrace Being Uncomfortable: True growth happens at the edge of your comfort zone. Bernie constantly pushes himself and his team to take on new challenges and avoid complacency. The Biggest Battle is You: He believes the hardest part of real estate isn't the market or the leads; it's fighting the limiting beliefs and conditional thinking within your own mind. QUOTES "I really wasn't for the coaching. I don't think I would've ever did anywhere near what I had done." "I finally realized that the days of poverty were over. From there. I never looked back." "What isn't flawed is a system. And a system doesn't break, but people do." "The problem is not the people. 'cause the people are flawed. The problem is you don't have a system to support the investment and the accountability." "You have to be humble enough to say, this way of thinking isn't going to get me my ultimate result." "I've never made it. I'm never gonna make it. I'm gonna die figuring it out." "You are not fighting the real estate business. You are fighting you." "Why are we so stuck in who we have been versus who we can be." Check out Bernie Gallerani and their work through the link below: https://www.linkedin.com/in/bernie-gallerani-08733b6/ Get to know more about the Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of The Ambitious Broker, Roger Hance sits down with 40-year real estate veteran and RE/MAX franchise owner, Keith Myers. Keith shares his journey from a college athlete to a corporate employee to a real estate powerhouse by embracing the old-school discipline of "farming." He explains how modeling a successful mentor and relentlessly door-knocking a single neighborhood allowed him to dominate his market and build a career that has weathered every type of storm, from 18% interest rates to the Great Recession. Keith provides timeless, actionable advice for agents at any stage, emphasizing that the simple, unwavering commitment to "just keep doing it" is the ultimate key to success. This episode is a masterclass in the foundational principles of building a long-lasting, profitable real estate business. KEY TAKEAWAYS The Unbeatable Power of Consistency: The single common denominator for success is simple: don't stop. Keith emphasizes that he's never seen an agent fail who just kept doing the work, highlighting that discipline beats talent over the long haul. Become the Mayor of Your Market: Dominate a hyperlocal area through farming. By being physically present and building relationships door-to-door, you create a competitive advantage that technology and impersonal marketing can't touch. Model, Don't Reinvent: For new or struggling agents, the path is clear: find a successful agent, ask them what they do, and replicate their system for a year without deviation before adding your own flair. Success is a Team Sport: The environment you're in matters. Surrounding yourself with other motivated, successful agents in a collaborative office culture creates a powerful upward spiral of accountability and encouragement. The Golden Rule of Income: Your income is directly proportional to the number of people who know you, like you, and trust you. Every prospecting activity should be focused on growing this relational foundation. Technology is a Tool, Not a Crutch: Use CRMs to nurture long-term relationships and AI to increase efficiency (like writing property descriptions). But never let technology replace the human connection at the heart of the business. Master Your Presentation: Practice your listing and buyer presentations until they are second nature. This isn't about being "canned," it's about being so confident and comfortable that you can win any appointment. Prospect for Listings, Buyers are a Byproduct: While you need to work with both, focusing your primary energy on prospecting for sellers is the most effective way to build a sustainable and scalable real estate business. QUOTES "Anybody watching this that you're struggling... pick someone else who is, ask 'em what they're doing and do that." "I just never seen one fail... who if they just kept doing it, made it." "The common denominator was don't stop." "My real estate rule number one, your income's directly proportionate to how many people know you, like you, trust you." "AI won't replace us. An agent using AI will replace one that's not." "Real estate sales never go to zero. There's always gonna be someone that needs to sell in every market." "If you gotta plan B, take it." Check out Keith Myers and their work through the link below: https://www.linkedin.com/in/keith-myers-42a70194/ Get to know more about the Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: LinkedIn: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Roger Hans interviews Kyle Seyboth, a top real estate agent from Rhode Island, who has become the number one real estate agent for Keller Williams within just 12 years. Seyboth shares his journey from starting part-time in real estate while working a full-time job to eventually dominating the field with over 500 transactions in multiple years. He discusses his unique approach to client engagement, including his personalized and relentless follow-up system. Seyboth highlights the importance of work ethic, leveraging technology, and maintaining a competitive mindset. Additionally, he talks about his multiple business ventures and his focus on maximizing time efficiency. Listeners will gain valuable insights into effective sales techniques, building successful teams, and the mindset needed to excel in real estate. KEY TAKEAWAYS Start Small, Dream Big: Kyle Seyboth began his real estate journey part-time while working a full-time job—proving that you don’t need to start big to make a big impact. Consistent Follow-Up Wins: His success is rooted in a relentless and personalized follow-up system that keeps clients engaged and builds long-term trust. Work Ethic is Everything: Seyboth emphasizes the importance of hard work and consistency, noting that a strong work ethic can outpace talent. Leverage Technology: He integrates tech tools to streamline operations, stay organized, and scale his business more efficiently. Stay Competitive: A strong, competitive mindset helps Seyboth maintain focus and continually push for higher performance. Build the Right Team: Kyle believes in building strong, capable teams—sharing that leadership and collaboration are key to managing high-volume transactions. Maximize Time Efficiency: From real estate to multiple business ventures, he stresses the importance of managing time wisely and focusing on high-impact activities. Sales with Strategy: Listeners gain insights into Kyle’s sales strategies, including how to engage leads, close deals, and maintain long-term client relationships. QUOTES "Once I started to learn it, it just got to a point where I was like, 'Oh man, I got this.'" "I don't want you to work with me because I can print nice material. I want you to work with me for me." You can't miss any shots right now. I’ve got to make every shot. I gotta shoot a hundred percent." "Figure it out. Figure it out. Gotta figure it out." "If you wake up every day with no plan, no game plan, you're never gonna be a better version of yourself." "You can't force someone to have discipline, consistency, and drive if they don't want it." "You cannot solve a problem someone doesn’t have." You either wake up and go to the toilet, or you piss on the floor." Check out Kyle Seyboth and their work through the link below: https://www.linkedin.com/in/kyle-seyboth/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of 'Ambitious Broker,' the host welcomes Dana Potter, the founder and CEO of Pinnacle Estates Property. Dana shares his extensive experience in the real estate industry, managing a company that has grown to include 11 offices and over 1,100 sales agents. The discussion covers the evolution of the real estate market, the impact of technological advancements, the importance of maintaining professionalism, and the challenges posed by external industry pressures such as the National Association of Realtors' actions and the rise of portals like Zillow. Dana also highlights the importance of adapting to changing market conditions and continually improving business strategies to ensure long-term success. This episode offers a deep dive into the intricacies and challenges of running a successful real estate company for over four decades. KEY TAKEAWAYS Dana Potter's Experience: Dana Potter, founder and CEO of Pinnacle Estates Property, shares his extensive experience in real estate, growing a company with 11 offices and over 1,100 sales agents. Real Estate Market Evolution: The discussion highlights how the real estate market has evolved, particularly with the rise of technological advancements. Professionalism and Challenges: Dana emphasizes the importance of maintaining professionalism while navigating industry challenges, including pressures from organizations like the National Association of Realtors and the rise of portals like Zillow. Adapting to Change: Dana stresses the need for businesses to adapt to changing market conditions and continuously improve strategies to ensure long-term success. Long-Term Success: This episode provides a deep dive into the intricacies and challenges of managing a successful real estate company over the course of four decades. QUOTES "You know, like it or not, people get in a very, very bad habit of being very comfortable." "Coaching was a really, really big part of our business." "You have to move with the times, you know, and for us, it's been all about change." "If you're not making adjustments to what you're doing, you're falling behind." "I want you to give away your very best secrets of how you're successful... Because here's what's going to happen. The nine people around you at that table are all doing the same thing. So you're going to make nine times what you give out." "Your income is directly proportionate to how many people know you, like you, and trust you." "It’s not your logo. It’s not your colors. It’s who you are and how they see you." "Social media has really made people's lives much more visible... it’s a more efficient way to be a sensitive human being." "The business is constantly changing, but the basics remain the same." Check out Dana Potter and their work through the link below: https://www.linkedin.com/in/dana-potter-b75a204/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of 'Ambitious Broker', host Roger Hance introduces a new series focusing on industry insights from long-standing company owners. Roger interviews Joe Alexander, owner and founder of Park Regency, who started his company in 1977. Joe shares his extensive experience, discussing the evolution of the real estate industry, the importance of mindset, and the strategies that have contributed to his long-standing success. They explore topics like the significance of personal relationships in real estate, the impact of technology, the nuances of developing strategic business models, and the current changes brought by NAR regulations. Joe emphasizes the importance of staying disciplined, understanding the numbers, and maintaining a positive mindset in order to thrive in the real estate industry. The episode offers valuable insights and practical advice for both new and seasoned real estate professionals. KEY TAKEAWAYS Insights from Experience: Joe Alexander, founder of Park Regency, shares lessons from his journey since starting his company in 1977, providing valuable perspectives on the evolution of the real estate industry. The Power of Mindset: A disciplined approach, understanding key metrics, and maintaining a positive mindset are crucial for long-term success in real estate. The Role of Relationships: Personal relationships remain a cornerstone of success in the real estate business, despite technological advancements. Adapting to Change: Joe discusses how technology has transformed the industry and highlights the impact of recent NAR regulations on business strategies. Strategic Business Models: Building and adapting strategic business models is essential for navigating the complexities of the real estate market. Practical Advice for Professionals: The episode provides actionable insights for both new and experienced real estate professionals, emphasizing the importance of continuous learning and adaptability. QUOTES "Sometimes success is so simple. We're looking for it like this and we look right past it. It's right here." "If you don’t forget, the job is to build relationships. Period." "You can't build a relationship with someone that you don't know." "If we just ran our business the same way a big movie studio runs theirs, setting clear goals and deadlines, we'd see greater success." "Are you looking for vacation money or a career? Just be honest with yourself." "You have to have a stronger relationship because your client is always going to be tempted by someone else." Check out Joe Alexander and their work through the link below: https://www.linkedin.com/in/joe-alexander-34061977/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Jason Campbell, a remarkable real estate professional from San Antonio, Texas, whose annual sales exceed 300 million dollars, shares his journey from being a top-performing agent at Keller Williams to founding his own company, Option One Real Estate, and expanding to multiple locations, including Hawaii. He emphasizes the importance of providing exceptional customer service by proactively planning every aspect of the client experience. Jason discusses effective ways to cultivate client relationships, generate referrals, and leverage small transactions to achieve massive success, culminating in an unprecedented seven-month run where he sold 638 homes. Throughout the conversation, Jason imparts valuable insights and advice for aspiring agents, stressing the significance of preparation, consistency, and a client-focused mindset. KEY TAKEAWAYS Client Experience: Success in real estate hinges significantly on designing a proactive and exceptional client experience from start to finish. Preparation: Preparing scripts and planning client interactions ahead of time can immensely improve confidence and efficiency. Professionalism: Operating with integrity, genuine interest in clients, and focused follow-ups can turn a single lead into multiple referrals. Importance of Asking: Simply asking clients if you did a good job and requesting referrals can dramatically increase business volume. Continuous Improvement: Continuously practicing and improving basic skills like phone scripts can enhance performance significantly. Value of Leads: Bridging leads into long-term relationships and referral streams is more beneficial than purely transactional approaches. Competitiveness: Having a competitive mindset and setting ambitious targets can drive extraordinary success. Customer Service: Superior customer service and thoughtful gestures can set a realtor apart and create memorable experiences. QUOTES "Victory loves preparation." "It’s not that we have great defense; it’s that we have five guys on the floor that want to play defense." "If you’re not having fun, you’re doing it wrong." "I don’t know how I’m going to win. I just know I’m not going to lose." "You need to make sure you are always adding a 'plus one' or 'surprise and delight' to the process." "You cannot solve a problem someone doesn't have." Check out Jason Campbell and their work through the link below: https://www.linkedin.com/in/jason-campbell-898599143/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Holly Hatch and Chris Johnson share their comprehensive journey in the industry, covering their strategic use of social media and video to capture and cultivate clientele in the San Fernando Valley. The couple discusses pivotal topics such as building a robust brand, integrating operational systems, and the critical role of customer service. They delve into industry challenges, including adapting to commission changes while offering advice for maintaining strong client relationships. Beyond professional strategies, Holly and Chris emphasize the importance of a competitive work ethic, continuous learning, and community involvement, alongside their aspirations for philanthropy despite current business demands. Their experiences provide a roadmap for new agents looking to learn, plan, and grow in the real estate arena. KEY TAKEAWAYS Harness Consistency: Regular and consistent video content and social media engagement are crucial for branding and building credibility. Focus on Personal Service: Close communication, constant evaluation, and personalized attention are essential elements of providing excellent customer service. Embrace Hyperlocal Marketing: Immersing in and deeply understanding local communities can significantly enhance business credibility and connections. Evolve with Creativity: Continuously innovating and creating engaging, unique content can distinguish your brand and capture the audience's attention. Utilize Systems and Technology: Implement CRMs and other technology tools to maintain organization, streamline processes, and avoid task slippage. Invest in Professional Production: Hiring professional videographers and utilizing advanced tools like drones can dramatically improve the quality and effectiveness of your video content. Encourage Self-Branding and Training: Teach new agents to develop their brand, lead generate independently, and provide them with structured guidance and systems for growth. Balance Compassion and Competition: Compassion for clients and a competitive drive are both necessary for long-term success and personal fulfillment in the business. QUOTES "I treated real estate the same way I got there in the morning. I took all the calls that I could, I took people's business. I went and I followed everybody around. I did what everyone else was doing. I studied the market." "It's not easy. So what's the first thing you want me to do? First thing is, you sit down and start learning." "Maybe it's from that place of being here in LA and going, I know stuff, but nobody knows me. And now I need to prove myself." Check out Holly Hatch & Chris Johnson and their work through the link below: https://hollyandchrisluxuryhomes.com/ Get to know more about Ambitious Broker at https://ambitiousbroker.com/. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Jim Remley, an experienced real estate professional who started his career at 19 and quickly grew his business to one of the largest in Oregon. With over 35 years of experience, Jim has been deeply involved in coaching, training, and speaking on various aspects of real estate. The discussion covers topics including the importance of building and leveraging a sphere of influence, establishing daily non-negotiables for success, the role of accountability and measurement, and the effective use of video and social media for marketing. Jim also delves into the dynamics of real estate teams, partnerships, and the evolving landscape of buyer representation and commissions. This episode is packed with actionable insights for both new and seasoned real estate agents looking to elevate their careers. HIGHLIGHTS Importance of Sphere of Influence: Focus on building and maintaining a robust network, referred to as your "sphere of influence." Incremental Wins: Establish daily wins to build momentum in your business. Clarity and Goals: Importance of having clear, specific goals and understanding the "why" behind them. Consistency: Consistency in efforts, like daily calls or texts, is key to success. Video Use: Incorporate various types of video content for marketing, including behind-the-scenes footage. Farming Techniques: Use cluster farming and AI to target the most likely sellers in a geographical area. Business Partnerships: Enter into partnerships with clear, written agreements and an exit strategy. Be cautious as they often end. Team Management: Understand the financial and managerial implications of leading a real estate team. NAR Settlement and New Commissions: Transparency with buyers regarding commissions, using net sheets for buyer costs. Promoting Seller Offers: Use Google Forms and QR codes to keep listing agents updated on seller commissions. QUOTES It’s incredibly dangerous for agents to have freedom without self-direction. – Jim Remley “Your income is directly proportional to how many people know you, like you, trust you, and know what you stand for.” “Consider having a video strategy for your listings, like raw, no-edit videos, to engage your audience.” “Behind-the-scenes videos create an anticipation that can be very powerful in engaging with potential buyers.” “We want to build raving fans—a thousand true fans can significantly elevate your business.” “Partnerships will always end. The first thing you need to do is figure out your exit strategy.” “The most profitable person in real estate is a solo agent with one assistant that's crushing it”. “Be transparent with your clients about anything they might end up paying for out-of-pocket. Transparency builds trust.” You can reach Jim Remley through the link below: LinkedIn: https://www.linkedin.com/in/jim-remley/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, we dive into the inspiring story of Paige Schulte, a real estate broker from Washington who has established herself as a leading agent. With over 100 transactions annually and countless awards under her belt, Paige shares the strategies that have propelled her success, including building community connections, leveraging unconventional marketing techniques like a community-focused coffee table book, and prioritizing authenticity and trust in her client interactions. She also discusses the importance of focusing on listings, investing in long-term branding, and using video content to create an evergreen online presence. Get insights into how Paige maintains exceptional service standards and manages a growing business even during challenging times. HIGHLIGHTS Entrepreneurial Mindset: Paige emphasizes the importance of approaching real estate as a business, focusing on building a sustainable brand rather than just making quick sales. Trust Building: Establishing trust through consistency, transparency, and deep local knowledge is crucial to long-term success in real estate. Niche Marketing: Paige highlights the power of targeting a specific market and becoming the go-to expert in that area rather than trying to serve everyone. Leveraging Digital Presence: Building an online presence and mastering digital marketing are key strategies Paige used to grow her business rapidly. Resilience and Adaptability: Paige shares how she navigated challenges, from moving to a new state to surviving the uncertainties of the COVID-19 pandemic, by sticking to her plan and continuously adapting. QUOTES “If you want to make doctor money, you have to think like an entrepreneur and be willing to invest in yourself.” “I’m not trying to be everything to everyone. I’m focused on serving my ideal client, and that’s what has made all the difference.” “You have to build trust fast, and the best way to do that is to know your market inside and out.” You can reach Paige Schulte through the link below: LinkedIn: https://www.linkedin.com/in/paige-schulte-465776228/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

Jimmy Burgess is a seasoned real estate professional with over 30 years of experience in the industry. He is the CEO of Berkshire Hathaway Home Services Beach Properties in Florida and has been recognized as one of the 200 most influential people in the real estate business by Swainpool. With a background in sales, team management, and executive leadership, Jimmy brings a wealth of knowledge and expertise to the real estate market. In this episode of Ambitious Broker, Jimmy shares valuable insights and advice from his extensive experience in the real estate industry. He emphasizes the importance of being proactive, resilient, and focused on building relationships with clients. Jimmy discusses the significance of consistent effort, effective communication, and the impact of video marketing in today's market. Listeners gain practical strategies for success in real estate and valuable lessons on professionalism and personal development. HIGHLIGHTS Building strong relationships with clients is essential for long-term success in the real estate industry. Consistency and perseverance are key factors in achieving desired results in business. Leveraging video marketing can significantly enhance your reach and attract the right audience. Patience and strategic planning are crucial in navigating the ups and downs of the real estate market. Continuous learning, adaptability, and surrounding yourself with the right team are vital for growth and success. QUOTES "Acting like an outdoor cat means taking initiative, being proactive, and making things happen rather than waiting for opportunities." "Communication is the key to success in real estate – whether through phone calls, door knocking, or video marketing." "Insecurity is the cancer of real estate people; cultivate patience and trust the process for long-term success." "Competence breeds confidence – track your efforts, stay consistent, and believe in the results you're working towards." "Success in real estate is a combination of planting seeds, nurturing relationships, and reaping the harvest of your hard work over time." You can reach Jimmy Burgess through the link below: LinkedIn: https://www.linkedin.com/in/jimmy-burgess-6a930312b/ Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please like, comment, and subscribe! Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Roger Hance interviews Rebecca Locke, a top 1.5% realtor in the United States and a top 1% producer for Coldwell Banker worldwide. Rebecca shares her career journey from a MAC Cosmetics makeup artist and manager at Nordstrom to a successful real estate career starting in 2006, motivated by a need for career flexibility to focus on her family. The episode delves into the importance of service, authentic client relationships, continuous personal and professional growth, and leveraging technology. Through her stories, including unique client experiences like befriending a ghost and working with a top songwriter, Rebecca emphasizes the value of integrating personal passions into business and community involvement. She provides insights for new real estate agents and stresses the balance between a demanding career and family life. HIGHLIGHTS From Makeup Brushes to Million-Dollar Listings: In this episode of Ambitious Broker, Roger Hans interviews Rebecca Locke, whose career trajectory from MAC Cosmetics to top-tier real estate reflects her journey from makeup brushes to million-dollar listings. Starting in 2006, Rebecca transitioned into real estate to achieve career flexibility without compromising her family commitments. Emphasis on Authentic Client Relationships: Rebecca emphasizes the foundation of her success—the importance of authentic client relationships and dedicated service. Her approach underscores how nurturing genuine connections can elevate one's career in the competitive real estate market. Continuous Growth and Technological Integration: Throughout the episode, Rebecca discusses the pivotal role of continuous personal and professional growth, as well as leveraging technology in modern real estate practices. Her insights highlight how embracing innovation can transform client experiences and operational efficiency. Personal Passion and Professional Excellence: By intertwining personal passions with business acumen, Rebecca shares compelling stories—from unique client encounters to community engagement—that illustrate the value of authenticity and passion in achieving professional excellence. QUOTES It's so rare for people to care. Rebecca "I truly care about my clients, I want them to pick the right home, sell at the highest price, and feel confident. I ensure my clients have the best experience through a stressful situation." It’s very stressful and a very demanding job Rebecca: “I think anybody who's coming into real estate needs to know that it's a very stressful and a very demanding job. And that once you get to a certain level, there really are no days off. It really is 24 seven” Find something you love and use it to help in your business Rebecca: “Because then you're blending this perfect world for yourself. You know? And for me, it's fashion, interior design, artistry, and the pure blessing I get from giving back to people. So for me, real estate is a perfect world because I'm able to exercise all of that in my career. And that's why it's easy for me to work 16-hour days." Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of Ambitious Broker, the host introduces the first guest of the new season, Anthony Lamacchia. Anthony is a highly productive real estate investor and owner of Lamakia Companies, which operates in Massachusetts and four other states with hundreds of agents generating over a billion dollars annually. The conversation explores Anthony's journey from working in the landscaping business with his father to becoming a leading figure in real estate. Key topics include the transition from a team model to a brokerage model, the importance of database marketing, the challenges and opportunities brought by industry changes, notably the impact of the commission lawsuit and steering issues. Anthony also discusses the significance of continuously adapting and educating oneself in this evolving market. The episode delves into strategic insights on running a real estate business, the role of MLSs, and the broader implications of recent legal developments in the industry. HIGHLIGHTS From Landscaping to Real Estate Empire: Anthony's journey began in landscaping with his father, evolving into a real estate mogul with Lamakia Companies spanning multiple states and a billion-dollar transaction volume. Commitment to Continuous Learning: Anthony underscores the importance of ongoing education and market adaptation, vital for sustained success amidst a dynamic real estate landscape. Insights on MLS Utilization and Market Dynamics: Strategic insights into optimizing MLS(Multiple Listing Service) platforms and understanding legal ramifications provide Anthony a competitive edge in running a thriving real estate enterprise. QUOTES You need to be around people Anthony: "You need offices. You need to be around people. You gotta get your people together. Yeah, If your people aren't together, they'll infight." Our job as realtors is to do what's best for buyers and sellers Anthony: "They're trying to stretch it, saying things like 'That's steering' or 'You're trying to...' You know, it's almost like a political race with these gotcha questions and comments. You can't make this stuff up. Our job as realtors is to do what's best for buyers and sellers, and as long as we stick to that, we'll be fine." Navigating Legal Challenges In The Industry Anthony: "And the reason is the way he came out about it. You know, if he had said, 'Anthony, the way you're explaining that could be construed as I would be careful there.' No. Instead, he accused me of [for] a criminal activity for five months on Twitter, in several write-ups, and he did it to the wrong guy. You know, you mess with a bull enough, eventually, you're gonna get the horns." You can reach Anthony through the link below: LinkedIn: https://www.linkedin.com/in/anthony-lamacchia-520140a/ Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance welcomes Harma Hartouni, CEO of Equity Union. He shares his unique background, from being an American but growing up in Iran and the tenacious way he approaches business. He recalls how he entered sales to survive in the US and being surrounded by people who inspired him. He achieved success in real estate and built a team of 500 people. He discusses how he could have sold his company and left his agents to fend for themselves, but instead chose to give them something more. His company's focus today is solely on the agent as their belief is that good sellers will provide customers with the best possible service. HIGHLIGHTS Growing up in Iran and appreciating American freedom Top performers are: All about winning, specialized for local & coaching with someone Entering management and leading culture and recruitment Dropping franchise affiliations to go independent QUOTES The first characteristic of top performers: Harma: "They had 3 things all in common. One, they never work for money, they're all about winning. None of them said, I'm going to work and make $140,000 in commission. No one had a goal like that. Everybody pretty much wanted to go to listing appointment and I'm going to get this listing appointment. So if it's at $400,000 and all the other listings are 2 million, if the 400,000 seller said I'm interviewing 4 agents, that agent said hell no, I'm going to get this list." The second characteristic is localized specialization Harma: "Number 2, they were specializing in something which is local. They were somehow, they had a fame in that zip code, in the city for the product they sell." The last characteristic is coaching as a learning base Harma: "And the third, they were in some kind of coaching association with someone. They were like learning base. Whether they learn or no, but they were in learning base." Attracting agents to work for an unknown brand Harma: "The whole company's philosophy right now at Equity Union is focus on the agent. We don't focus on the buyers and sellers. If my agents do a good job, the buyers and sellers will get the best service. So we're focused exactly on the agent." You can reach Harma through the link below: LinkedIn: https://www.linkedin.com/in/harmahartouni/ Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance is joined by Dalip Jaggi, Co-Founder of Revive. He shares Revive's business model, how it works, and how it has been designed to give both homeowners and agents the best deals for the property. He walks through the process for agents to get represented, as well as for homeowners to get listed. Dalip explains the obvious benefits of renovation but also the less apparent but impactful role of perceived value in getting the most profits for the sale. HIGHLIGHTS Revive is a concierge and more for renovation Helping agents close more with more commissions Work with Revive: Benefits for homeowners and agents Renovations help bump up perceived value QUOTES Focusing on one aspect: renovations: Dalip: "We're really focused on just the presale, renovation aspect. And we have no interest, we don't want to be a mortgage broker, we're not a real estate agent. We want to stay in our lane and be brokerage and agent agnostic to this problem that lives today." Revive's business model: Dalip: "(We offer) pocketbook in terms of financials and in terms of contact. We have the contractors. We front the money with no interest or any fees. Average agent receives 22% more in their commissions because that's how much the average we're bumping up the home. Homeowners, they're the ones taking the money to the bank with another 50, 100, 200, 300 hundred thousand dollars in new profit." How Revive works contractually: Dalip: "We do one of two things. One, we file a deed of trust on the property and then escrow gives us a call to get that cleared, in which we then render out an escrow pay-off demand. Then, the second thing we'll do if it's under 30,000, I think you would appreciate this, Roger, we do then a UCC-1 filing." You can reach Dalip through the links below: LinkedIn: https://www.linkedin.com/in/dalipj/ Website: https://www.revive.realestate/ Email: dalip@revive.realestate Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance is joined by David Hunt, Owner of Hunt Cellars and Destiny Vineyards. David starts by sharing how he helped develop products that would assist him as he got progressively blind, such as voicemail and the smart home. He talks about having a purpose and how this helps overcome life’s greatest obstacles, which in his case was inevitable blindness. And as music has always been part of David’s life, he shares how music and winemaking both inspire each other as art forms. HIGHLIGHTS Going blind and pioneering voicemail and the smart home Destiny Vineyards: Making wine according to a personal palate Purpose is David's motivation through blindness Seek mentorship from the top moneymaker in your industry QUOTES David: "I realized I would eventually be going blind and had to make a living and I didn't want to live in the back of a Volkswagen bus but I wanted something I could control which would be in business. If you're honest and you treat people right and you have a good product, you can dictate your destiny." David: "I helped pioneer the smart home back in the early 80s which would turn lights on as I had a little bit of sight down the hallway and created these macros of which you knew at that too, and these things that helped me work around being blind." David: "Just do it. Learn on the job. That's my philosophy. Jump in headfirst and get some consultants. Don't listen to your accountants and lawyers. They'll talk you out of it. If you feel in your heart, you follow your heart, you never get lost. That's for sure." David: "Wine inspires music and music inspires wine." David: "The process is marketing to get them into your tasting room and then word of mouth. Once they've experienced it, it's good thoughts and good spread of the word." You can reach David and Hunt Cellars through the link below: Website: https://huntcellars.com/ Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the links below: Linkedin: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/ Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance is joined by Chris Decker as they discuss the changes happening in real estate today. Roger sheds awareness on VC money flooding the industry as they aim to take a piece of the very lucrative real estate pie. He also talks about Zillow, the one-sidedness of their listings, and how their model takes away business from agents who know their properties best. And not only that, the eventual termination of the iBuyer program proves its unreliability. Roger advises agents: stop using Zillow! HIGHLIGHTS VC is disrupting real estate to get their piece of the pie "Real estate agents are zombies" - A challenge to step up quality Zillow reneges on its promise and becomes the largest MLS To real estate agents: Pay attention and spread value QUOTES Roger: "Since 2015, there has been $45 billion invested into new brands of new business models of companies in real estate. And that covers a broad spectrum, it's not just real estate brokerage, it's also the lending business, and insurance and so forth." Roger: "Suddenly you had Zillow, who said they would never be an MLS, became the nation's largest MLS because they were getting everybody's listings. Here was the bad news, when they did and the clients saw their listings on there, all of a sudden you had a lot of problems." Roger: "The real goal of these companies is to disrupt how you do business, to eventually take your business away from you. And yet, we're giving them our sign calls. We're giving them our listings to advertise so they can turn around and sell my information to some other competitor of mine." Roger: "The real estate industry thinks you're a zombie. All it means is you're not paying attention. So please, be alert. Demand professionalism from everybody around you and then look to yourself and those around you as a source of building value." Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the link below: LinkedIn: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/

Roger Hance and Chris Decker are kicking off an all-new and exciting second season of The Ambitious Broker podcast. Roger and Chris will be talking about the best Season 1 had to offer, how they will be expanding on Season 2, and what are the 4 buckets of Season 2. All of this in the kick-off episode of The Ambitious Broker! HIGHLIGHTS Roger’s favorite moments from last season Expanding in the second season The 4 Buckets of Season 2 QUOTES Roger: “There's a lot of things that are going on in the industry that have the potential be very disrupting, and we're going to talk about those and that's one of the ways we're gonna expand.” Roger: “The beauty of real estate to me was that it gave me a chance to change my life, and make a really, really good career, have some financial success.” Please like, comment, and subscribe! Get to know more about Ambitious Broker at https://RogerHance.com. You can also connect with our host and mentor, Roger, with the link below: LinkedIn: https://www.linkedin.com/in/roger-hance/ Call: (818) 718 - 3020 Email: rogerhance@msn.com Website: https://escrowtech.net/

In this episode of the Ambitious Broker, please join us as we show tribute to a special compilation of Season 1. We’re showing the best moments of the Season to let you reminisce about your favorite episodes of the show as a thank you to all our fantastic guests, listeners, and supporters.