BusinessEntrepreneurship

Team Lead Talks

Andrew Becker

Real estate entrepreneur Andrew Becker and his guests break down the systems, strategies, and real-world lessons shaping today’s real estate industry. The Team Lead Talks Podcast consistently ranks on the Apple Podcasts Top 100 Business Podcasts worldwide and brings real conversations with operators, founders, and industry leaders about scaling businesses, increasing profit, navigating market shifts, and building lasting impact. Straight talk. Actionable strategies. No noise.

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26 episodes
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English

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Friday · 24 min
Christopher Watters: Why More Leads Won't Fix Your Real Estate Business
Generating more leads doesn't automatically translate into more closings. Christopher Watters, founder and CEO of Watters International Realty, joins Andrew Becker to break down how real estate teams can generate higher-quality leads, improve conversion rates, and turn existing opportunities into more revenue without constantly increasing their advertising budgets. In this episode: Why targeting high-intent sellers matters more than generating large volumes of leads How probate, divorce, and pre-foreclosure records can help agents identify motivated sellers How Christopher uses technology to identify website visitors who never submit a lead form How AI-powered sales coaching helps agents improve listing appointment conversion rates #RealEstate #RealEstateLeads #LeadConversion #RealEstateMarketing #RealEstateTechnology #RealEstateAgents #TeamLeadTalks About Our Guest: Christopher Watters is the CEO of Watters International Realty and founder of TABLEOS Powered by RealSynch, a platform focused on helping real estate teams improve performance through automation, KPI dashboards, scorecards, and conversational intelligence. Since founding Watters International Realty in 2010, Christopher has built a reputation for creating scalable real estate operations, growing his brokerage to $1 million in net profit within three years and successfully replicating his business model across 19 markets. His achievements include being named Austin’s #1 brokerage by the Austin Business Journal and earning recognition from the Inc. 5000 and The Wall Street Journal. As the author of The Million Dollar Real Estate Team and founder of RealSynch, Christopher brings over 15 years of experience in real estate leadership, business automation, and team development. Having served more than 3,000 families, he now focuses on helping brokerages build high-performing teams through measurable systems, smarter coaching, improved lead conversion, and more effective recruiting strategies. Mentioned/associated with this episode: CHRISTOPHER WATTERS CEO - Watters International Realty Founder - TABLEOS powered by RealSynch Email: chriswatters@wattersinternational.com Website: https://tableos.ai/ Facebook: https://www.facebook.com/AustinTexasHomes Instagram: https://www.instagram.com/christopherwatters/ LinkedIn: https://www.linkedin.com/in/chriswatters/ Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/
October 9 · 23 min
Garrett Cologne: Why This Arizona Broker Walked Away From the 3% Listing Model
Garrett Cologne saw a gap in Arizona’s highly competitive real estate market and built his independent brokerage around a different approach to listing homes. Instead of relying on the traditional percentage-based model, W3ST Realty offers a $7,500 flat-rate listing package with clearly defined services. In this episode: • Why Garrett moved away from charging a 3% listing fee • How the $7,500 flat-rate model works at W3ST Realty • Why clarifying his deliverables changed the way he operates • How the new model increased his listing appointment conversion rate • Why Garrett believes agents need a clear differentiator in competitive markets About Our Guest: Garrett Cologne is the Owner and Designated Broker of W3ST Realty, an independent real estate brokerage serving the Phoenix area and clients across Arizona. After previously leading a real estate team at HomeSmart, Garrett launched W3ST Realty on January 1, bringing an entrepreneurial, client-first approach shaped by his experience building and operating service-based businesses. His work spans residential and commercial real estate, investment opportunities, and land development, giving him a broad perspective on the Arizona real estate market. From helping individuals buy and sell homes to navigating commercial transactions and development projects, Garrett combines hands-on brokerage experience with the mindset of a business owner. His transition from running a team within a larger brokerage to building an independent real estate brokerage offers valuable insight for agents, team leaders, and entrepreneurs looking to grow on their own terms. #RealEstate #RealEstateBroker #RealEstateBusiness #RealEstateAgents #RealEstateLeadership #ArizonaRealEstate Mentioned/associated with this episode: GARRETT COLOGNE Owner and Designated Broker - W3ST Realty Email: garrett@w3strealty.com Website: https://www.w3strealty.com/ Facebook: https://www.facebook.com/W3STRealty/ Instagram: https://www.instagram.com/w3strealty/ Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/
October 2 · 21 min
Derek Carlson: The Mindset Shift That Changed a $2 Billion Real Estate CEO
Derek Carlson built a real estate organization doing more than $2 billion in annual sales volume, but business success alone did not create fulfillment. In this episode, Derek returns to Team Lead Talks to discuss his new book, Unlock Your MVP, and the personal experiences that led him to develop a framework built around mindset, vision, and purpose. In this episode: • Why Derek wrote Unlock Your MVP after rebuilding his life from the inside out • How three heart attacks and major business challenges changed his definition of success • Why mindset, vision, and purpose became the foundation of his MVP framework • How entrepreneurs can separate their identity and purpose from their business About Our Guest: Derek Carlson is the CEO and Broker of Realty ONE Group MVP and a nationally recognized leader in the real estate industry. Over the past decade, he has helped build and scale multiple real estate companies supporting more than 1,300 Realtors and facilitating over 50,000 closed properties totaling more than $16 billion in sales volume. Under his leadership, Realty ONE Group MVP earned a national ranking of #86 out of more than 106,000 real estate offices, further establishing Derek as a respected voice in real estate leadership, business growth, and agent development. Beyond production and performance, Derek is deeply focused on mindset, vision, and purpose. He is the author of Unlock Your MVP, a memoir and personal development framework built from his experiences navigating business adversity, serious health challenges, and personal reinvention. The book explores Derek’s framework for mastering your mindset, expanding your vision, and living your purpose while helping entrepreneurs look beyond business success to build greater alignment and fulfillment in their lives. A Lifetime Achievement Recipient and RISMedia ICON Award winner, Derek continues to use his experience in business and life to help entrepreneurs and real estate professionals rethink success, strengthen their personal standards, and build with greater purpose.
August 14 · 18 min
Kyle Willis: How Fractional Hiring Helps Real Estate Teams Scale Faster
Fractional hiring gives real estate leaders a way to scale without committing to a full-time hire. In this episode, Kyle Willis, VP of Growth at BELAY, explains how fractional executive assistants and marketing assistants help business owners delegate administrative work, reclaim valuable time, and focus on growing their business. In this episode: How fractional hiring helps real estate professionals scale efficiently Which tasks you should delegate first to an executive assistant Why buying back your time leads to better business growth How BELAY matches and supports remote assistants for long-term success About Our Guest: Kyle Willis is the Vice President of Growth at BELAY, where he helps business leaders scale with confidence by building high-performing teams and leveraging strategic support. A graduate of Ole Miss, Kyle has developed a strong track record in sales leadership and business growth across the healthcare and business education industries. Prior to BELAY, he served as President of StoryBrand and Business Made Simple, where he helped drive significant company growth while empowering entrepreneurs and organizations to communicate more effectively and grow with intention. Passionate about helping busy leaders accomplish more, Kyle focuses on solving real business challenges through smart delegation, leadership development, and operational support. His experience in scaling organizations and guiding growth strategies gives him a practical perspective on what it takes to build sustainable businesses without sacrificing what matters most. Outside of work, Kyle enjoys spending time outdoors with his wife and their three boys and values meaningful connections with the people around him. #realestate #realestateteams #leadership #delegation #virtualassistant #businessgrowth #teamleadtalks Mentioned/associated with this episode: KYLE WILLIS VP of Growth - BELAY Email: kyle.willis@belaysolutions.com Website: belaysolutions.com Facebook: https://www.facebook.com/belaysolutions/ Instagram: https://www.instagram.com/belay_solutions/ LinkedIn: https://www.linkedin.com/company/belay-solutions Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/ Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/ Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate? Become an integral part of an exceptional network of esteemed real estate experts. Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.
August 13 · 28 min
Jayce Walzer: The College Founder Rebuilding Real Estate With AI
Artificial intelligence is changing every industry, and real estate is no exception. Georgia Tech computer science student Jayce Walzer discusses why he created SilverKey, an AI-powered platform focused on helping buyers research properties, compare homes, and navigate one of life's biggest financial decisions more efficiently. In this episode: • Jayce's journey from AI research to building a real estate startup • How SilverKey uses AI to simplify property search and evaluation • Why consumer-focused real estate technology is evolving • How AI could improve efficiency for both buyers and real estate agents About Our Guest: Jayce Walzer is the founder of SilverKey, a free AI-powered real estate platform designed to simplify how people search, negotiate, and purchase homes. After beginning his career in AI research at Georgia Tech, where he focused on artificial intelligence, explainability, and machine learning, Jayce recognized how much friction existed in the home-buying process and set out to build a better experience. He has since assembled a team to develop SilverKey into an end-to-end platform that helps buyers research neighborhoods, discover homes tailored to their priorities, analyze offers, and navigate the transaction with greater confidence. Before SilverKey, Jayce worked on multiple AI and real estate technology startups, experiences that shaped his vision for modernizing the consumer side of real estate. His mission is to use artificial intelligence to automate repetitive tasks, reduce complexity, and make buying a home more transparent and accessible. In this episode, he shares his perspective on AI in real estate, entrepreneurship, and the future of the home-buying experience. #realestate #artificialintelligence #realestatetech #homebuying #startup #innovation #teamleadtalks Mentioned/associated with this episode: JAYCE WALZER Founder & CEO - SilverKey Email: walzerjayce@gmail.com Website: https://usesilverkey.com/ Instagram: https://www.instagram.com/usesilverkey LinkedIn: https://www.linkedin.com/in/jayce-walzer/ Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/ Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/ Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate? Become an integral part of an exceptional network of esteemed real estate experts. Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.
August 12 · 57 min
Gustavo Munoz-Castro: How the Right ISA Can Double Your Real Estate Lead Generation
Many real estate businesses know they need more conversations with qualified prospects, but hiring an Inside Sales Agent (ISA) isn't enough on its own. Gustavo Munoz-Castro explains why the right systems, training, accountability, and hiring process are what truly drive consistent lead generation and help real estate teams scale. In this episode: • Why an ISA should strengthen an existing lead generation system, not replace it • How to hire and train ISAs who thrive in high-performance real estate teams • The onboarding, accountability, and coaching process that produces better results • Why tracking data and performance metrics is essential for long-term growth About Our Guest: Gustavo Muñoz-Castro is the founder of PowerISA, a leading real estate ISA company that helps agents, teams, and brokerages convert more leads through professional inside sales support and Speed to Lead services. After beginning his career as a software engineer at Microsoft, Gustavo transitioned into real estate, where he built a successful team and discovered the power of specialized Inside Sales Agents (ISAs) to drive scalable growth. That experience ultimately led him to launch PowerISA in 2015, combining his systems-thinking mindset with a passion for teaching and sales leadership. fileciteturn0file0 Today, PowerISA serves more than 600 active clients across the United States and Canada, supporting over 350 live campaigns and managing thousands of Facebook leads every month. Gustavo and his team specialize in real estate lead conversion, appointment setting, outbound prospecting, and Speed to Lead, helping agents maximize their existing lead generation systems instead of letting opportunities slip through the cracks. Known for his practical approach to ISA recruiting, training, and accountability, Gustavo is a trusted resource for real estate professionals looking to build predictable, scalable growth through inside sales. #realestate #insidesales #leadgeneration #realestateteams #businesssystems #salesleadership #teamleadtalks Mentioned/associated with this episode: GUSTAVO MUNOZ-CASTRO Founder and CEO - PowerISA Email: goosetavo@hotmail.com Website: https://powerisa.com/ Facebook: https://www.facebook.com/gustavo.munoz.castro Instagram: https://www.instagram.com/powerisa.us/ LinkedIn: https://www.linkedin.com/in/gustavomc/ Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/ Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/ Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate? Become an integral part of an exceptional network of esteemed real estate experts. Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.
August 7 · 31 min
Glen Petersen: Why Most Real Estate Investors Waste Money on Google Ads
Many real estate investors invest heavily in Google Ads but never see consistent results. Glen Petersen explains why successful PPC campaigns depend on more than just ad spend. From targeting motivated sellers to tracking every stage of the sales process, he shares how data-driven marketing helps investors generate better leads and improve return on investment. In this episode: • Why many PPC campaigns fail before a lead is ever contacted • How Google Ads can identify motivated sellers searching for off-market solutions • Why speed to lead and CRM processes have a major impact on results • How tracking leads through contracts helps improve future campaign performance About Our Guest: Glen Petersen is the Head of Partnerships at Bateman Collective, bringing more than 15 years of marketing experience, including over a decade specializing in Google Ads, PPC advertising, and SEO. Before joining Bateman Collective, he served as Director of Search Marketing at Disruptive Advertising, where he led a team of 22 PPC specialists, managed more than $280 million in advertising spend throughout his career, and built data-driven systems that helped businesses scale with predictable, measurable results. Today, Glen works closely with real estate investors to develop marketing strategies that generate consistent lead flow, protect profit margins, and support long-term business growth. His expertise spans paid search, performance marketing, reporting, and strategic partnerships, with a strong focus on turning marketing into a reliable growth engine. Backed by a 98% 12-month client retention rate and experience leading exclusive client events at Google headquarters, Glen brings a practical, results-driven perspective on scaling businesses through smarter digital marketing. #realestate #realestateinvesting #googleads #ppc #digitalmarketing #leadgeneration #offmarket #teamleadtalks Mentioned/associated with this episode: GLEN PETERSEN Head of Partnerships - Bateman Collective Email: gpetersen@batemancollective.com Website: get.batemancollective.com/relp/?utm_source=partners Facebook: https://www.facebook.com/Syko90 Instagram: https://www.instagram.com/nobleschlen/ LinkedIn: https://www.linkedin.com/in/glen-petersen-56499b90/ Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/ Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/ Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate? Become an integral part of an exceptional network of esteemed real estate experts. Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.
August 6 · 25 min
Chris Bounds: How AI Stops Real Estate Leads From Slipping Through the Cracks
AI isn't replacing real estate investors. It’s eliminating the operational bottlenecks that keep deals from reaching the closing table. Chris Bounds shares how he built an AI-powered system from his own investing business to capture more opportunities, improve follow-up, and simplify operations with fewer tools. In this episode: • The biggest lead management mistakes real estate investors make • Why consistent follow-up generates a large share of closed deals • How consolidating multiple software tools improves efficiency • Where AI delivers the highest return in today's real estate business About Our Guest: Chris Bounds is a real estate investor, fund manager, and the founder of Pathwaize, an AI-powered lead management platform built specifically for residential real estate investors. He began investing at just 22 years old and, alongside his wife Jamie, has raised more than $19 million to acquire over 900 single-family and multifamily units, completed more than 200 fix-and-flip projects, and facilitated more than $90 million in real estate transactions while earning recognition as a top growth leader at eXp Realty. Drawing from firsthand experience, Chris created Pathwaize to solve the operational challenges he encountered in his own investing business, including missed calls, inconsistent follow-up, and disconnected technology. Today, he helps wholesalers, fix-and-flip investors, and landlords leverage AI-powered lead management to centralize operations, automate seller follow-up, and ensure every motivated seller inquiry gets a response. Guided by his faith, family, and a disciplined mindset shaped by extreme fitness and aviation, Chris brings a practical, long-term perspective on building scalable real estate businesses through systems and technology. #realestate #AI #realestateinvesting #automation #CRM #sales #businessgrowth #teamleadtalks Mentioned/associated with this episode: CHRIS BOUNDS Founder - Pathwaize Email: chris@pathwaize.com Website: https://pathwaize.com/ Facebook: https://www.facebook.com/ChrisBoundsTX Instagram: https://www.instagram.com/pathwaize/ LinkedIn: https://www.linkedin.com/in/chrisbounds/ Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015 Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast BILLIONS: https://joinbillions.com/ Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/ Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate? Become an integral part of an exceptional network of esteemed real estate experts. Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.
August 5 · 19 min
Megan Walters: How a 6-Person Real Estate Team Outperforms Bigger Competitors
A lot of real estate teams believe growth requires more agents, bigger budgets, and paid lead sources. Megan Walters built one of the top-producing teams in mid-Missouri with just six people by focusing on repeatable systems, a well-built CRM, and consistent organic marketing instead of buying leads. In this episode, she shares how a lean operation has helped her scale efficiently while maintaining a high-quality client experience. In this episode: • Why building systems before hiring made scaling easier • How a lean six-person team competes with much larger brokerages • Why Megan stopped buying leads and focused on organic growth • The importance of consistent client experiences through standardized processes About Our Guest: Megan Walters is a Columbia, Missouri-based Broker, Team Lead, and real estate investor who leads The Walters Team, powered by eXp Realty, alongside her husband Jesse. She built a seven-figure business across Mid-Missouri by ditching the traditional agent playbook in favor of relationships, consistency, and authenticity. With 9 years in the industry and 1,000+ transactions closed, she knows what it actually takes to grow a real estate business that lasts. She also hosts COMO Mastermind and is on a mission to help agents do the same through her Agent One brand and 7 Figure Agent Course.
July 31 · 13 min
David Randolph: How Short Sales Help Investors Win While Helping Homeowners
The best real estate opportunities often exist where most investors aren't looking. David Randolph explains how mastering short sales helped him build a profitable investing business while serving homeowners facing financial hardship. In this episode, Andrew Becker sits down with David Randolph to discuss short sale investing, foreclosure prevention, niche marketing, and why becoming an expert in one area of real estate can separate you from the competition. In this episode: • What every investor should understand about short sales • Why helping homeowners and building profits are not mutually exclusive • The business benefits of becoming a recognized niche expert • How education and proven systems shorten the learning curve About Our Guest: David Randolph is the founder of Short Sale Prophets® and The David Randolph®, where he has built a career helping real estate investors create wealth through strategic short sale investing. For more than 15 years, David has consistently renovated and sold homes listed at $265,000 and below, with every renovated property selling in seven days or less at or above the list price. By negotiating directly with homeowners and lenders, not competing for properties on the MLS, he has generated profits ranging from $50,000 to $150,000 per deal. David's success in short sales has allowed him to build more than $3 million in retirement accounts, which he now uses to finance real estate investors across the country. In addition to funding acquisitions and renovations, he teaches aspiring investors how to master short sale negotiations, build profitable real estate investing businesses, and create financial freedom beyond the traditional 9-to-5 career.
July 30 · 42 min
David Pupo: Why I Quit Flipping Houses for Affordable Housing
Many real estate investors believe the path to growth is doing more flips. David Pupo discovered the opposite. In this episode, he explains why shrinking flip margins led him to leave a successful investing business behind and build affordable housing through manufactured home development. In this episode: • Why David walked away from a profitable house flipping business • How affordable housing became his next real estate opportunity • The step-by-step process of developing manufactured homes • Why today's housing market is creating new opportunities for investors About Our Guest: David Pupo is the CEO of Florida House Buyers and a real estate investor with more than a decade of experience across wholesaling, fix-and-flips, and residential development. After leaving a demanding corporate recruiting career in 2016, he committed full-time to real estate and has since completed more than 350 transactions. In late 2024, David made a strategic shift away from traditional flipping to focus on new manufactured home development, recognizing an overlooked opportunity to address Florida's growing housing affordability challenge. Today, David specializes in developing FHA, VA, and USDA-eligible manufactured homes on private land, helping first-time buyers, families, and retirees achieve homeownership at an affordable price. Through Florida House Buyers, he also shares practical insights on building remote teams, creating scalable systems, tracking KPIs, navigating zoning and financing, and adapting to changing market conditions. Drawing from both his successes and hard-earned lessons, David offers a candid perspective on where real estate investing is headed and the opportunities many investors are still missing.
July 29 · 24 min
Jimmy Nelson: The 90-Day Business Plan Every Real Estate Agent Needs
Most real estate agents earn their license but never learn how to build a business. Jimmy Nelson shares why a clear 90-day plan, measurable KPIs, and consistent coaching can help agents create sustainable growth instead of chasing arbitrary production goals. In this episode: • Why defining your personal goals is the foundation of every business plan • How breaking annual goals into 90-day action plans creates momentum • Why tracking KPIs helps agents make better business decisions • How emotional intelligence and AI work together to improve performance About Our Guest: Jimmy Nelson is a real estate coach, team builder, and business development leader with more than two decades of experience developing high-performing individuals both on and off the court. After spending 20+ years as a head basketball coach, including earning Macomb County Coach of the Year honors and helping lead De La Salle Collegiate to the 2022 MHSAA Division 1 State Championship, he brought that same leadership philosophy into real estate. As a top-producing Metro Detroit listing agent, former Keller Williams productivity coach, and agent development director at eXp Realty, Jimmy has trained and mentored hundreds of real estate agents while building a reputation for developing leaders, not just salespeople. Today, Jimmy is the founder of Elite Edge Network, where he helps agents grow through emotional intelligence, accountability, leadership, and practical AI implementation. He also hosts The Elite Real Estate Podcast and serves as Business Development Director at Fieldstone Title. Grounded in faith and family, Jimmy's insights offer a practical blueprint for building lasting success in real estate and leadership.
July 24 · 24 min
Jordan Fleming: The AI Employee Every Real Estate Business Will Eventually Hire
Many real estate businesses are experimenting with AI, but very few are using it the way it was intended. Jordan Fleming explains why AI should be treated as a role within your business instead of just another software tool, and how properly trained voice agents can improve customer conversations, streamline operations, and support business growth while staying compliant. In this episode: • Why role-based AI agents outperform scripted bots • How AI voice agents create better conversations with sellers and prospects • Why telecom compliance is critical for every real estate business • How integrating AI with your CRM creates a more efficient operation About Our Guest: Jordan Samuel Fleming is a technology strategist, entrepreneur, author, and the Co-Founder & CEO of Homepage, an all-in-one phone system built specifically for real estate investors. Under his leadership, the company was bootstrapped to nearly $10 million in annual revenue, helping real estate investment businesses improve communication, streamline operations, and scale more efficiently through purpose-built technology. Beyond leading Homepage, Jordan is a sought-after speaker in the real estate investing community and hosts the podcast That Real Estate Tech Guy, where he explores the latest trends in real estate technology and business growth. He is also the author of Click.Call.Scale: The Real Estate Investor’s Ultimate Phone System Playbook and The AI Workforce: How to Redesign and Scale Your Business with Artificial Intelligence. Drawing from years of experience at the intersection of real estate, communications, and AI, Jordan shares practical strategies for using technology to build more scalable, efficient, and profitable businesses.
July 23 · 20 min
Jon Nolen: The Real Estate Scaling Mistake That Cost Me Time and Freedom
Many real estate investors believe scaling means adding more people, more markets, and more deals. Jon Nolen learned the hard way that bigger isn't always better. In this episode, Andrew Becker sits down with Jon to discuss why he intentionally downsized his operation, how that decision improved both profitability and quality of life, and the systems that now allow his business to run with a lean, high-performing team. In this episode: • Why chasing volume led to more stress instead of more freedom • How narrowing marketing efforts improved lead quality and profitability • Why focusing on the right deals beats doing more deals • How AI and better systems help a lean team accomplish more About Our Guest: Jon Nolen is a real estate investor, entrepreneur, and co-founder of Pete®, a real estate operating system built specifically for real estate investors. Since 2012, Jon and his wife, Amy, have grown successful house flipping and rental businesses in Oklahoma City, consistently closing 4–6 deals each month. After spending years testing nearly every real estate CRM available and still losing opportunities through inefficient systems, Jon leveraged his programming background to build the first version of Pete® for his own business. What began as an internal solution has evolved into a platform now helping real estate investment teams across the country streamline operations, manage leads, and scale more effectively. With 14 years of investing experience, including the last seven as a full-time investor, Jon brings a practical, operator-first perspective on building efficient real estate businesses through better systems and technology. A Marine Corps veteran, pilot, and Brazilian jiu-jitsu student, he is passionate about continuous improvement both in business and in life, while prioritizing time with his family.
July 22 · 26 min
How Ross Hardy Turned YouTube Into a Consistent Lead Machine
Most real estate agents treat YouTube like social media. Ross Hardy treats it like a long-term lead generation system. In this episode, Andrew Becker sits down with Ross Hardy, CEO of The Hardy Team, to break down the YouTube strategy that's helped his team consistently attract inbound buyer leads while scaling one of Florida's top-producing real estate teams. Ross shares the systems, content strategy, and consistency required to turn YouTube into a reliable source of business. In this episode: • Why consistency matters more than viral videos on YouTube • The five video formats every real estate agent should create • How defining a clear customer avatar improves content performance • The process Ross uses to turn YouTube viewers into qualified buyers About Our Guest: Ross spent the first 25 years of his life in England before graduating from Cardiff University and relocating to the United States in 2005. With 20 years of experience in real estate, he has built one of Florida’s top-performing real estate teams, helping thousands of buyers and sellers while developing proven systems for team growth, leadership, and scaling. Today, he also coaches real estate team leaders, sharing practical strategies for building high-performing businesses and sustainable success. His team closed 289 transactions in 2025, is on pace for 70% year-over-year growth in 2026, ranks as the #5 RE/MAX team in Florida for closed transactions, and has sold more than 2,500 homes. Beyond real estate, Ross has become a recognized voice in YouTube marketing for real estate professionals. After launching a YouTube channel from zero subscribers in 2024, he grew it into a top 10% channel worldwide within 18 months, generating more than $100,000 in commission income during its first year. Outside of work, he enjoys cooking, traveling, and spending time with his wife, three children, and three dogs—and even competed on *Guy’s Grocery Games* with Guy Fieri.
July 17 · 19 min
Darrin Bentley: Why Most Business Podcasts Never Generate Clients
In this episode, Darrin pulls back the curtain on what actually works in podcasting after 12 years in the trenches, and he shares some of the lessons most podcasters learn the hard way. He covers what separates shows that grow from the ones that fail, some of the mistakes hosts keep making with their content and guests, and how to think about a podcast as a long-term business asset rather than a short-term content play. Whether you are launching your first show or trying to figure out why your show isn’t gaining traction, this conversation is packed with actionable strategies you can implement immediately to turn your podcast into a revenue generating machine. In this episode: • Why defining your podcast's purpose is the foundation for long-term success • How podcasts help build credibility and attract pre-qualified clients • The strategy for landing high-value guests, even when you're just getting started • Why the best podcasts are business development tools, not the business itself About Our Guest: Darrin Bentley is the founder of Podcasting Inc., a podcast production and consulting company that helps coaches, consultants, and industry experts build, launch, and grow podcasts that serve as powerful client acquisition engines. After spending 25 years on Wall Street, Darrin transitioned into podcasting and has dedicated the past 12 years to helping businesses use strategic podcasting to generate revenue, build authority, and create lasting relationships with ideal clients. His proprietary frameworks, including the Invisible Funnel Method and the Revenue Podcast System, focus on turning podcasts into business development tools rather than simply growing download numbers. As the former host of the top-100 podcast Big Wig Nation, Darrin has interviewed influential entrepreneurs including Gary Vaynerchuk, Robert Kiyosaki, Russell Brunson, Amy Porterfield, Darren Hardy, and Jack Canfield. He has also produced podcasts for many of the biggest names in the coaching and real estate industries and was the first affiliate ever signed by DealMachine. His practical approach helps entrepreneurs leverage podcasting as a scalable strategy for attracting qualified clients and growing their businesses.
July 16 · 18 min
Brad Bone: AI Added $50,000 a Month Without Hiring Another Salesperson
Most investors don't lose deals because they lack leads. They lose them because consistent follow-up is difficult to maintain as a business grows. Brad Bone shares how implementing AI changed the way his team manages conversations, books appointments, and creates new opportunities from existing leads. In this episode, Andrew Becker sits down with Brad Bone, co-founder of RiverX AI and Prime Buyers, to break down practical AI implementation for real estate investors, the importance of compliant marketing, and why technology should enhance—not replace—the human side of sales. In this episode: * Why better follow-up produced more signed contracts without expanding the team * How AI integrates with an existing CRM to manage inbound and follow-up conversations * The compliance rules every real estate business should understand before using AI * Why the best sales conversations still belong to real people About Our Guest: Brad Bone is the co-founder of PrimeBuyers, a real estate investing company he launched with his brother, Justin, in 2015. Although their business operates in Bakersfield, California, they run it remotely from Jacksonville, Florida, leveraging efficient systems and creative real estate investing strategies such as novations and assignments. Their success has been built on streamlining operations, maximizing deal flow, and embracing technology to scale without sacrificing flexibility. Building on that experience, Brad co-founded RiverX AI, an AI-powered appointment setting and lead follow-up platform designed for businesses that rely on consistent sales outreach. After using AI automation to dramatically improve appointment rates and operational efficiency within their own real estate investing business, Brad now helps companies automate lead engagement, strengthen follow-up, and increase conversions—ensuring valuable opportunities never slip through the cracks.
July 15 · 21 min
Cathleen Barela: Why Growing a Bigger Real Estate Team Made Me Less Successful
Many real estate leaders assume adding more agents is the fastest path to growth. Cathleen Barela discovered that a bigger team came with unexpected tradeoffs that pulled her away from the work she loved most. In this episode, Andrew Becker sits down with Cathleen Barela, Team Leader of Barela Real Estate Group, to discuss why she intentionally scaled her team back, how referral-based growth has fueled her business for more than two decades, and why maintaining high standards creates stronger results than chasing headcount. In this episode: • Why shrinking her team improved both profitability and quality of life • How a referral-first business creates long-term, sustainable growth • The leadership lessons she learned from building and restructuring a team • Why consistency, client service, and simply answering your phone still matter About Our Guest: Cathleen Barela is the founder of Barela Real Estate Group, where she has built a reputation for making the home selling process strategic, structured, and seamless. With 24 years of experience in residential real estate, she has helped more than 1,000 homeowners successfully navigate one of life's biggest financial decisions. Having closed over $300 million in sales volume, Cathleen combines proven market expertise with a results-driven approach that consistently delivers value for her clients. Known for her clarity, leadership, and commitment to client success, Cathleen believes every homeowner deserves to feel informed, supported, and confident throughout every stage of the real estate transaction. Her focus on strategic home selling, maximizing property value, and delivering a smooth client experience has made Barela Real Estate Group a trusted resource for homeowners looking to achieve the best possible outcome in today's competitive real estate market.
July 10 · 14 min
Tracey Cothran: Why Smart Brokerages Are Outsourcing Compliance Instead of Hiring
Many brokerages hire in-house compliance staff as they grow. Tracey Cothran believes there's a more efficient way to protect your business while reducing overhead. In this episode, Andrew Becker sits down with Tracey Cothran, co-owner of Texas Real Estate Compliance Brokers, to discuss why outsourced compliance is becoming a smarter operational strategy, how experienced compliance brokers help reduce risk, and why protecting agents, brokers, buyers, and sellers starts with getting the details right. In this episode: • Why outsourcing compliance can cost less than building an internal team • The compliance mistakes that can lead to costly legal and regulatory issues • How experienced brokers catch contract errors before they become bigger problems • Why AI still can't replace real-world compliance expertise About Our Guest: Tracey Cothran is the Co-Owner of TCB-TX Real Estate Compliance and one of Texas's leading experts in real estate compliance, contract management, and brokerage operations. With an extensive background as a licensed real estate broker, branch manager, VP, assistant team lead, compliance specialist, settlement specialist, and real estate agent, Tracey has built a career around helping brokerages navigate the complex regulatory side of residential and commercial real estate. Her expertise allows firms to streamline compliance processes while staying focused on growth. Through TCB-TX Real Estate Compliance, Tracey and her team provide compliance management, settlement services, CDA/DA services, and consulting for brokerages across Texas. Known for their integrity, accuracy, and deep understanding of Texas real estate regulations, they have earned a reputation as one of the state's premier compliance teams. Tracey brings valuable insights into the systems, decision-making, and operational excellence required to keep real estate businesses compliant, efficient, and positioned for long-term success.
July 9 · 22 min
Jarrod Frankum: How Creative Offers Help Investors Win More Real Estate Deals
Most investors compete by offering the highest cash price or walking away from difficult deals. Jarrod Frankum takes a different approach by creating flexible solutions that help sellers while uncovering opportunities others miss. In this episode, Andrew Becker sits down with Jarrod Frankum of Electrum Properties to discuss creative real estate investing, problem-solving for homeowners, AI-powered sales coaching, and the systems behind a growing acquisitions business. In this episode: How menu offers create more opportunities than a single cash offer Why integrity and transparency are competitive advantages Lessons from building a real estate business with creative deal structures How AI identifies coaching opportunities across every sales call About Our Guest: Jarrod Frankum is a real estate investor, licensed Realtor, and founder of Electrum, a family-run real estate company dedicated to helping Texas homeowners sell their properties quickly and with minimal stress. Based in Lubbock, Jarrod has spent more than five years working with homeowners facing challenging situations such as foreclosure, inherited properties, major repairs, and job relocations. As a Texas Tech graduate and lifelong Texan, he combines deep local market knowledge with a practical, solutions-focused approach to real estate. Alongside his wife, Laura, Jarrod has helped hundreds of sellers across Texas navigate complex real estate decisions with honesty, transparency, and respect. His expertise in real estate investing, off-market acquisitions, and homeowner solutions gives him a unique perspective on today's housing market, making him a trusted resource for homeowners and investors alike. Whether discussing local market trends or creative ways to solve difficult real estate challenges, Jarrod brings real-world experience and a community-first mindset to every conversation.

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