The 13% Podcast

Jaksot

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  Stop Telling People You Sell Houses w/ Marc Davison 10.09.2026 13min

  Most real estate agents describe their value in the least valuable way possible. They say they sell homes, post their production numbers, celebrate volume, closings, awards, rankings, and "just sold" moments as if those things automatically prove their worth to the consumer. But to the public, that message often lands very differently than agents intend. Instead of showing people the expertise behind the outcome, it reinforces the idea that real estate is mostly about money. That's the trap. The sale is only the visible result; it's not the full story. The real value is in everything that had to happen before the sale: the strategy, negotiation, positioning, problem-solving, emotional guidance, risk management, and trust required to get a client safely from one side of the transaction to the other. When agents only talk about the result, they leave the most important part of their value off the table. And that's why so many consumers underestimate what agents actually do. They see the house sell and assume it would have happened anyway. They see the commission and question the value. They see the production brag and feel even more convinced that the industry is focused on its own success, not the client's outcome. In this segment, we revisit a sharp conversation with Marc Davison, branding expert and co-founder of 1000watt. Marc explains why real estate has shaped much of its own public perception, why "I sell houses" is a weak value proposition, and how agents can start telling a better story about the work that actually makes them worth hiring.   Guest Bio Marc Davison is the co-founder of 1000watt. He has spent much of his career helping brands both inside and outside of real estate reach deep within and say something authentic and new. He entered real estate in 1998, when he contracted with Inman News to help build their brand and market their services. That's where he met Brian Boero. Together, they formed an incredible creative bond that led to the launch of 1000WATT in 2007. Marc's 40 years of brand-building experience have helped many real estate companies discover their true brilliance and differentiation. He's a proven speaker who can take an audience on an engaging journey inside the workings of a brand agency and reveal the hidden secrets of how to build a lasting and loved brand. Connect with Marc on LinkedIn.   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  Only Top Agents Have This Challenge 27.08.2026 35min

  In conversations with 100s of agents since the May 1st release of The 13% book, here's what jumped out.    Top agents strongly resonated with one element of the 'FIRE' analogy.  It spoke deeply to their current challenge, and revealed a lot about their mindset and daily discipline.   But new and average agents resonated with a different element because they have a completely different challenge.   So in this episode, we flip the script, with producer Matt Johnson interviewing Lance about The 13% book and lessons learned from real agent stories.   What You'll Discover In This Episode    How the FIRE analogy reveals your current stage and your potential What to do once you know your current stage How to build focus and resiliency The element that separates the top .1% from the 'rest of the best'       About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  Create Content that Builds Trust: Real Estate Marketing in 2026 20.08.2026 15min

  What if your content is making buyers and sellers less likely to reach out to you?    We're living in a world where younger consumers assume every review is faked. What if agents are creating content that worked 10 years ago, but comes across as inauthentic and condescending today? In this segment, we revisit a conversation with Tessabella Jelten, marketing strategist, real estate coach, digital marketing educator, and founder of The Neighborhood and House of Agents Academy.  Tessabella shared her unique insights on how to shift your content for buyers and sellers in 2026. You'll discover… how to be more positive and authentic in your content how "teaching" erodes trust accidentally how to make people feel seen (not less intelligent)     Guest Bio Tessabella Jelten is a widely acclaimed marketing strategist, real estate coach, and digital marketing educator, and the founder of The Neighborhood and House of Agents Academy. She has been working exclusively in the real estate space for over eight years, managing more than 450 agent accounts, including TV celebrities on HGTV, Bravo, and Netflix. Her journey began directly out of high school, when she began her career as a bootstrapped real estate investor with no money to her name, sitting at her laptop trying to figure out the best way to acquire properties, raise capital, brand and market them, and understand the ins and outs of real estate. Through this process, she successfully built a name for herself in the valley, remodeling and restoring historic properties. The entire time, she was documenting the process through social media and building a brand that later became a residential real estate team partnered with the NBA's Phoenix Suns. Through years of real estate and marketing experience in the field, Tessabella developed a unique approach to building, scaling, and branding real estate companies. Through strategic networking, years of hard work, and a relentless passion for her work, she's gone on to work with some of the largest names in the industry to build entire marketing suites, lead generation funnels, and commercially recognized brands. Through the years of trial and error, she eventually cracked the code and has since been on a massive growth trajectory, helping real estate professionals around the world through her signature success 4S Formula. Follow @tessaabellaa on Instagram.     About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.    Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.  
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  Private Listings Could Break the Open Real Estate Market w/ James Dwiggins 30.07.2026 50min

  What happens if the real estate market stops being one open marketplace and becomes a collection of private networks controlled by a handful of powerful companies? That is no longer a hypothetical concern. Private listings have rapidly become one of the industry's biggest battles. Major companies are pushing to keep more homes within their own systems, MLS organizations are taking opposing positions, and brokerages are being forced to decide whether they can afford to remain outside these increasingly closed networks. But what happens when listings, pricing history, and property data start disappearing behind private networks? Sellers may get less exposure, buyers may never see every available home, and agents could find themselves unable to serve clients without joining one of the few companies controlling the inventory. The industry may be creating a market where your expertise matters less than the logo on your business card, and where access to homes, not the quality of your service, determines whether you can compete. In this episode, James Dwiggins, co-founder of NextHome, joins us for an unfiltered conversation about why consolidation is accelerating, how the private listing war could reshape the industry, and what agents, brokerages, and consumers stand to lose if real estate continues down this path. What You'll Discover in This Episode How the fight over listing access could accelerate mass consolidation Why only four to seven major companies may eventually dominate the industry How private inventory could force agents to change brokerages Why buyer's agents and smaller independent firms face the greatest risk What sellers may lose when their homes receive limited market exposure How buyers could be excluded from properties they never knew were available Why private listings create powerful incentives to double-end transactions How fragmented listing data could affect appraisals and mortgage lending Why real estate is creating a threat that outside disruptors never could What the industry must do before closed networks become the new normal     About the Guest James Dwiggins is a serial entrepreneur, podcaster, author, third-generation real estate agent, and CEO of NextHome. NextHome is a progressive real estate franchise with consumer-focused branding, technology, and marketing. As the Chief Executive Officer of NextHome, Inc., James brings a sharp, innovative, and forward-focused vision. James has been in the real estate franchise business since 2006, originally joining Realty World Northern California, Inc. as Director of Technology and Strategy, where he was promoted to Vice President five years later. In June 2014, he co-founded NextHome, Inc. and ran both brands until 2020, when Realty World International acquired Realty World Northern California. In January 2015, James launched NextHome as an independent national real estate franchise, and to date, they have opened 520 office locations in 48 states, with nearly 5,000 members across the country.  Connect with James on LinkedIn and follow him on Instagram.      About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  More Leads Won't Fix a No-Leverage Business w/ Jason Aleem 09.07.2026 50min

  Real estate agents are taught to build their business like independent entrepreneurs. But independence can become a ceiling when the agent is trying to generate leads, nurture relationships, manage transactions, follow up, keep up with technology, and deliver a great client experience all at once. In today's market, the agents who grow are not always the ones with more hustle or more leads. They are the ones who learn how to build leverage around themselves through better systems, better support, better follow-up, better technology, and a clearer understanding of the environment they actually need to perform. Because as competition increases and consumers expect more transparency, the lone-wolf version of real estate is getting harder to sustain.  In this episode, we're joined by Jason Aleem of Redfin to talk about what agents at any brokerage can learn from more systemized models of real estate, why some agents stall before they scale, how AI is changing the way agents work, and why the future may belong to agents who can combine independence with leverage.   What You'll Discover In This Episode  Why agents hit a ceiling when they try to build the business entirely on their own What agents can learn from more systemized brokerage models, even if they work at a traditional firm Why more leads do not matter if the agent cannot convert, nurture, and service them consistently How leverage changes an agent's ability to produce at a higher volume What separates an agent doing 10 to 15 deals a year from one who can grow into 40, 50, or more How to think about the trade-off between independence, support, structure, and scale Why the agent is increasingly becoming the quarterback of a larger transaction experience Why consumer choice and transparency are reshaping how agents need to communicate value Why industry headlines can distract agents from the work that actually keeps them in business How AI is already changing search, follow-up, listing prep, and productivity Why agents should think of AI as leverage, not a replacement for the relationship   About the Guest Jason Aleem is the Chief of Real Estate Services at Redfin. Jason leads Redfin's nationwide salesforce of real estate agents. He oversees the brokerage's client service and sales strategy as well as agent training and development. Since joining Redfin in 2010 as the company's first hire in Texas, he has been instrumental in growing the company and has held numerous leadership roles.   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  Every Real Estate Transaction Is a Leadership Test…Are You Passing It? 25.06.2026 32min

  Most agents think leadership starts when they build a team, open a brokerage, or finally have people reporting to them. But leadership starts much earlier than that. It starts when a buyer is scared, the inspection gets messy, the lender needs one more thing, the client does not understand what is happening, and the agent has to decide whether they are going to panic with them or lead them through it. For real estate agents, leadership is not just about managing people. It is about how you show up when people are looking to you for steadiness, clarity, and direction. Clients are making one of the biggest financial decisions of their lives, and many of them are terrified, even when they do not say it out loud. In this episode, we unpack what leadership really looks like before, during, and after the title. We talk about influence, presence, fear, emotional responsibility, feedback, team dynamics, and the shift from being a producer to becoming the kind of leader other people can actually trust.   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!   
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  What's the Best Brokerage for You? It Depends w/ Stacey Onnen 11.06.2026 52min

  In 2026, real estate agents have more brokerage options than ever.  Nice problem to have, but that doesn't make the decision less confusing.  There are different split structures, flat fees, 100% commission models, rev share, teams, virtual brokerages, boutique brands, mergers, and acquisitions.  So it's getting harder to answer the question: what brokerage should I grow my business in?  Do you choose the best split, brand, leads, community, or training?  The answer is…it depends. With so many brokerage options, the real deciding factor is if that model matches the season of business you are actually in. The wrong environment can make this business feel heavier than it already is. You can have the license, the ambition, and the work ethic, but still end up isolated, unsupported, or surrounded by a model that does not fit what you actually need right now. So what should you be looking for in your next brokerage?  In this episode, we unpack this with real estate leader and president of HomeSmart, Stacey Onnen.  Stacey has seen brokerages from almost every angle, so she understands how you can make the right choice. We talk about why the brokerage decision should really be about the season you're in, and how that can change the choice you make.      Guest Bio Stacey Onnen is the President of HomeSmart and an experienced real estate executive known for driving growth, operational excellence, and innovation across startups, scaling companies, and mature organizations. She has led large-scale virtual teams and overseen operations for major real estate organizations, including eXp Realty LLC, one of the fastest-growing companies in the industry. Throughout her career, Stacey has built a reputation for helping companies scale in competitive markets while strengthening systems, team leadership, agent experience, and operational performance. Her work spans operations, sales, project management, public relations, employee development, and virtual workforce leadership, giving her a broad view of what brokerages need to grow and what agents need to succeed. With experience across national real estate brands and high-growth environments, Stacey brings a practical, behind-the-scenes perspective on brokerage models, agent support, leadership, culture, and the changing value proposition in real estate. Connect with Stacey on LinkedIn.      About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  How to Turn Market Updates Into Appointments 28.05.2026 12min

  Real estate agents are always chasing a new marketing idea, trend or platform - and in the era of AI - another content prompt.  But you don't need that in this market, what you need is a system. The agents who grow consistently aren't just posting more. They're building a repeatable way to attract new people, keep those people engaged, and turn attention into actual conversations.  That's the part many agents miss. They treat marketing like a collection of isolated activities, instead of one connected engine that moves people from awareness to response. The real opportunity is not just creating content. It's learning how to use timely market information to stay relevant, give people a reason to pay attention, and then follow up when that attention creates an opening. In this segment, we revisit a practical conversation with Jimmy Mackin, entrepreneur, real estate marketing expert, and founder of ListingLeads.  Jimmy lays out the three activities that drive growth for agents: attracting new people, engaging them with timely and relevant content, and converting that engagement through one-to-one follow-up.  He also shares a simple follow-up message agents can use to turn market interest into real conversations with potential sellers.   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  Unbelievably Simple Strategies That Power the 13% 30.04.2026 35min

  In real estate, agents are constantly searching for the next lead source, marketing tactic, or prospecting strategy. But sometimes the biggest opportunities aren't new at all. They're tools and strategies agents already have access to, but don't fully understand how to use. From pricing strategies that build credibility, to industry changes many agents resist, to referral systems that eliminate the need for cold calling, small shifts in how you approach the business can completely change how your pipeline grows. The challenge is that many agents either overlook these opportunities or misunderstand how powerful they can be. So how do you turn everyday parts of the business into real competitive advantages? In this episode, three real estate leaders break down strategies that can help agents work smarter, build stronger relationships, and create more consistent business. In this episode;  Tom Canale on using CMAs as a competitive advantage vs. guessing and hoping you're right Debra E-Leon on treating iBuyers as a value-add, not the enemy Michael Maher on a strategy better than cold calling   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you! 
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  140 Agents, 60% Growth, No Burnout: Here's How He Did It w/ Ruben Luna 09.04.2026 45min

  Building a real estate team can be a growth engine or your own personal prison. It can lift the lid on your business and create leverage and momentum. Or it can trap you in a structure where you're working more, earning less, and carrying everyone else on your back. We've seen this play out over and over again. An agent starts doing well, gains some traction, and people naturally gravitate toward them. So they think, "It's time to build a team." But instead of creating leverage, they just add responsibility. What separates the teams that scale from the ones that stall? Ruben Luna is running one of the top teams in eXp, with 140+ agents, and growing 60% year over year. How did he scale without becoming the bottleneck? How do you build a team that actually frees you instead of depending on you?  In this episode, CEO of The Luna Team, Ruben, joins us to break down what it actually takes to build a team that scales, and why most agents get stuck.   Guest Bio Ruben Luna is the CEO of The Luna Team, one of the top-performing teams at eXp Realty, with over 140 agents and 60% year-over-year growth. With more than 20 years of experience and thousands of transactions closed, Ruben has built a reputation as both a top-producing agent and a high-level team leader in the Phoenix market. He is a multi-year recipient of the Top Producer Presidential Roundtable Award from the West Maricopa Association of Realtors. He has consistently led one of the region's top real estate teams. Known for his consistency, discipline, and commitment to both his clients and agents, Ruben has built his business around one core principle: creating structure and leverage that drives long-term, sustainable growth. To learn more, go to https://www.homesbytlt.com/.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!   
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  The Real Reason Some Agents Are Up 70% in 2026 26.03.2026 34min

  In early 2026, the real estate market has split into two. Some agents are up 20-70%, while other agents feel like nothing has changed from last year's slower market. The agents who are winning right now aren't reacting to conditions. They're compounding conversations, and treating every rate drop, headline, and industry shift as valuable opportunities.  Shifts like private equity circling real estate and new portals fighting for consumer attention are also creating new leverage points for prepared agents. And at the same time, AI isn't just helping with the work; it's starting to do the work. The agents pulling ahead aren't dabbling. They're locking in on a few high-leverage uses. So the real question isn't if the market is good or if you should be using AI. It's: where are you compounding effort, and where are you leaving leverage on the table? In this episode, we unpack why some agents are accelerating while others stall, how the industry power structure is quietly shifting, and how to actually think about AI in a way that creates a real advantage.       About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  Hidden Habits That Kill Real Estate Careers 05.03.2026 33min

  When we hear that 87% of agents don't make it, it's easy to blame a bad market, a lack of leads, or the agents not being skilled or hardworking enough. The truth is: even talented, motivated, and well-connected agents can find themselves exiting the industry. Here's the truth: you can have the best intentions, but still fail. Some of the things you do on a daily basis could be secretly sabotaging you. Being a jack of all trades, taking advice from the wrong people, or not committing to long-term consistency. These feel like smart, reasonable decisions in the moment, but they can quietly stall your growth and drain your momentum. So how do you stop operating like the 87% and start thinking like the 13%? In this episode, three real estate leaders share surprising reasons agents leave the business, and what the top performers do instead. In this episode;  Todd Conklin on wanting success vs. doing the work  Keith Carl Anderson on mastery vs. dabbling Jason Pantana on building long-term authority   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  How to Become the Agent Clients Choose 19.02.2026 33min

  In real estate, we're taught that people need to know, like, and trust us, so we invest in our image and brand. While there's nothing wrong with this, that focus can drift a little too far away from what the consumer really needs.  Because here's the thing: this job isn't about us. When we're so focused on ourselves, we miss gaps in the experience, opportunities to create certainty, and solutions that actually add value to the consumer.  And when we focus on that, we get chosen more often and trusted more deeply. So how do we shift from visibility to value? In this special episode of The 13%, leaders from brokerage, education, and regulation each share how to turn that shift into more listings, smoother deals, and higher income.  In This Episode; Susan Nicolson on what consumers expect from a professional today and where agents fall short. Greg Hague on turning your service into a defined, in-demand product  Jenny Hogan-Lizarraga on the power of picking a lane instead of trying to work with everyone    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  How to Succeed If the Market Doesn't Get Better 05.02.2026 25min

  For the last few years, this industry has been hoping for things to "go back to normal."  We've been waiting for rates to drop, inventory to come back, and transactions to pick up.  Agents want this business to feel the way it used to. And now that it's a new year, a lot of that hope has reset again. People believe that this will be the year things finally turn around. But what if what's happening isn't just a bad stretch? What if uncertainty really is the new normal?  How do we stop asking if the market will get better and start focusing on succeeding if things stay exactly the same? In this episode of The 13%, three real estate leaders talk about why hoping the market gets better isn't a strategy, and what to do instead.  In This Episode: Leigh Brown on accepting reality without becoming cynical or disengaged. Kimberly Ryan on how to stop outsourcing your mindset to the market. Jason Waugh on staying focused when uncertainty is part of the job.     About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  The New Real Estate Opportunity Most People Aren't Talking About w/ Jack Miller 08.01.2026 56min

  Most of us spent 2025 focused on what got harder in real estate. But while everyone was focused on survival, a massive new opportunity was coming into focus. Technology has evolved and stacked to remove the limits that agents, teams, and brokerages have faced for decades.  AI and new platforms now allow us to do things that used to be really hard, flat-out impossible, or took years to pull off. In 2026, new capabilities will reshape market share for agents who are willing to adapt, test, and move early. Scaling our businesses (even across states) is more affordable. We can use team leverage to double down on our strengths. We can grow visibility and market share faster and more efficiently than ever before. So how do you take advantage of the age of acceleration? Are new lawsuits the latest threat to our business? What opportunities should agents and brokerages be going after?  In this episode, we're joined by Jack Miller, CEO of real estate consulting firm T3 Sixty.  We talk about the new era of real estate success, where the real opportunity is hiding, and how to capitalize on it before everyone else does.   About our Guest Jack Miller is the president and CEO of T3 Sixty, a trusted advisor and management consultancy in the residential real estate brokerage industry. Clients include franchisors, brokerages, Realtor associations, MLS organizations, technology companies and brokerage industry investors, and market analysts. Jack brings more than two decades of hands-on real estate experience, blending strategic leadership with deep technology expertise. With a background in electrical and computer engineering, he has leveraged his tech-savvy approach to drive innovation across franchising, brokerage operations, and proptech. At Keller Williams Realty International, Jack led technology development during the company's expansion from 9,000 to nearly 60,000 agents, shaping its technology strategy. A key contributor to the Swanepoel Trends Report and Real Estate Almanac, Jack remains at the forefront of industry trends, making him a sought-after speaker known for delivering actionable insights on the future of real estate. Connect with Jack on LinkedIn.  Get a copy of the 2026 Swanepoel Trends Report at https://www.t3trends.com/.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!     
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  Why Great Marketers Are Beating Great Agents Right Now w/ Jimmy Mackin 18.12.2025 41min

  Do you believe that winning in real estate is about working the hardest or being in the business the longest? Well, today's market is proving otherwise. An okay agent who's great at marketing will beat a great agent who's bad at marketing. Their message travels farther, faster, and lands with more people, and that creates leads, appointments, and closings. Effort isn't the differentiator anymore; consistent visibility is.  We're in an era where speed-to-decision matters more than perfect strategy. Many of us obsess over "what if," waiting for 90% certainty before we make a move, while the top 13% operate on 20% information and pull the trigger.  They build their audience long before they try to monetize it. They post, email, send mailers, run campaigns, and it's not because each action guarantees a lead. But because they understand the accumulation of attention is the cheat code. Brand is no longer a vanity metric; it's the lever that makes every action cheaper, faster, and more effective. And AI isn't leveling the playing field; it's exposing who's been hiding behind mediocre marketing.  And here's the real danger: agents who continue posting inconsistently, waiting for ideas, hoping something finally works, will be outpaced by those treating marketing like an engine instead of a chore. How will the current shifts in marketing and AI impact the everyday solo agent? What are the three simple activities that lead to audience growth, engagement, and ultimately, conversion?  In this episode, we unpack this with entrepreneur, real estate marketing expert, and co-founder of ListingLeads, Jimmy Mackin. Jimmy's platform supports 4,000 in their marketing efforts, so he understands where agent marketing is working today, and where it's heading next.  Jimmy shares the misconceptions holding agents back, the skills the next generation must master, and the mindset shift that separates the 13% who scale from the 87% who stall. About the Guest Jimmy Mackin is an entrepreneur, author, and real estate marketing expert dedicated to helping agents grow their business and stand out in a crowded market. He's the founder and CEO of ListingLeads, a marketing platform that supports over 4,000 agents with tools, automation, and strategies to attract more listings and clients. Through his work with ListingLeads and his co-founded AI-powered seller report tool Beacon, Jimmy focuses on turning passive audiences into active opportunities, helping agents demonstrate value and win business in competitive markets. Jimmy isn't just building software; he's building a movement. With a mission to become "the most useful person to follow in real estate," he speaks about data-driven strategies that work today. His insights have been highlighted alongside industry leaders, and he's studied thousands of top-performing real estate marketing campaigns to uncover what truly drives growth for agents. Follow @jimmymackin on Instagram.  About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.    Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.
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  The Social Media Metrics That Actually Matter in Real Estate w/ Tessabella Jelten 11.12.2025 49min

  Social media is one of the most powerful tools in our business… and also one of the most confusing. We're constantly told to post more, stay consistent, and put ourselves out there,  But most of us are still trying to figure out what actually works, and what actually turns content into conversations, and conversations into clients. The truth is, so many of us are doing social media the hard way. We obsess over how polished our posts look, whether we said the perfect thing, or whether we're "on trend," but almost none of that is what actually moves the needle for us.  We get caught up in follower counts, going viral, and looking perfect, when in real estate, those metrics don't matter. The things that really matter are trust, connection, approachability, and just showing up. Unfortunately, we overlook these things and focus on metrics that don't drive success in our industry.  The agents who win on social aren't the ones who look the most put-together. They're the ones who show up honestly, talk like real people, and create content that feels like who they actually are, not who they think they're supposed to be. What popular social media practices actually erode our approachability and trust? How do we focus on the metrics that actually matter in real estate? In this episode, we're joined by marketing strategist, real estate coach, and digital marketing educator Tessabella Jelten. She's seen behind the curtain of more than 450 agent accounts, from newer agents to top producers to the faces we're used to seeing on HGTV, Bravo and Netflix.  She shares how to build trust and approachability through content and the simple social strategies that actually generate conversations, not just views.    About the Guest Tessabella Jelten is a widely acclaimed marketing strategist, real estate coach, and digital marketing educator, and the founder of The Neighborhood and House of Agents Academy. She has been working exclusively in the real estate space for over eight years, managing more than 450 agent accounts, including TV celebrities on HGTV, Bravo, and Netflix. Her journey began directly out of high school, when she began her career as a bootstrapped real estate investor with no money to her name, sitting at her laptop trying to figure out the best way to acquire properties, raise capital, brand and market them, and understand the ins and outs of real estate. Through this process, she successfully built a name for herself in the valley, remodeling and restoring historic properties. The entire time, she was documenting the process through social media and building a brand that later became a residential real estate team partnered with the NBA's Phoenix Suns. Through years of real estate and marketing experience in the field, Tessabella developed a unique approach to building, scaling, and branding real estate companies. Through strategic networking, years of hard work, and a relentless passion for her work, she's gone on to work with some of the largest names in the industry to build entire marketing suites, lead generation funnels, and commercially recognized brands. Through the years of trial and error, she eventually cracked the code and has since been on a massive growth trajectory, helping real estate professionals around the world through her signature success 4S Formula. Follow @tessaabellaa on Instagram.     About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.    Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.
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  How to Turn Your Conversations into Higher Conversions w/ Justin Benson 20.11.2025 54min

  Conversations are the heartbeat of our business… and also the biggest blind spot we have. We live and die by the quality of what our people say on the phone, in a consult, or across a kitchen table, yet it's the one part of the job we almost never see.  We can track dials, leads, pipeline, and appointments all day long, but the real work, the tone, the timing, the questions, the confidence happens in a space we've never had true visibility into.  And we feel the pain of that every time an agent swears their listing appointment went "great," only to walk out without the listing and no clear understanding of what actually happened. Conversations have always been the black box of real estate: crucial, unpredictable, and completely invisible.  Until now.  AI is finally giving us the ability to watch the "game film" of our business for the first time. To coach on what actually happened in the conversation, rather than what we were told happened. How can AI give us more insight into our conversations? How should agents be thinking about AI today?  In this episode, we're joined by Justin Benson, founder of Shilo, the AI helper built specifically for real estate conversations. Justin breaks down how top performers are using conversation intelligence to coach at scale, and what happens when AI handles the busywork so we can focus on the client.   About the Guest Justin Benson is a real estate operator turned tech innovator who's transforming how top-performing teams sell homes. After scaling the Gluch Group across three states and personally closing hundreds of transactions, Justin saw firsthand the hurdles that slow agents down - and set out to solve them. He launched Bara Agency, a fractional CTO consultancy dedicated to simplifying complex tech stacks for large real estate teams. Building on that momentum, Justin introduced Shilo AI, an AI-driven assistant that delivers real-time call coaching and seamlessly automates CRM management, enabling elite agents to close more deals, faster. Passionate about empowering agents nationwide, Justin is on a mission to help real estate professionals break through productivity ceilings and dominate their markets. Visit https://www.shilo.ai/ to learn more or follow @shilo.ai on Instagram.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.
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  Why Real Estate Agents Become Extinct (and How to Stay Relevant) w/ Wendy Shaw 06.11.2025 47min

  In this current market, every real estate agent's deepest fear isn't losing their next commission; it's extinction, being replaced, or getting forced out of the industry. Whether it's because of lawsuits, AI, or market shifts, can our businesses survive when the playbook that worked for years suddenly feels outdated?  What no one tells you is that this isn't just a new-agent problem. Even seasoned agents with decades in the business go through the same gut-punch moment when they wake up and realize: "I don't know how to win in this market anymore." One day you're the expert, the next, the landscape changes, and you feel stupid all over again. The difference between agents who last and agents who leave has nothing to do with talent, training, or even tenure. It comes down to one thing: the willingness to move with the market instead of trying to force it back into what it used to be.  Too many agents are clinging to an outdated version of success instead of adjusting their message, methods, and mindset to what buyers and sellers actually want today. The market doesn't care how it used to work or how you wish it still worked; it only responds to what's relevant right now. How do we avoid our extinction and evolve as the market shifts? Where is the real estate market headed?  In this episode, we sit down with Wendy Shaw, a 40+ year industry veteran who has lived through every version of the "this is the end of real estate" story, and came out stronger every time.  She shares the truths most agents don't want to hear about longevity, lead generation, and the courage it takes to stay in the game when the rules keep changing.   About Our Guest Wendy Shaw is one of the top 1% of real estate agents in the United States and a respected voice in the Arizona market for more than four decades. With over 40 years in the business, Wendy has not only built a legendary career in residential real estate but she has also shaped how thousands of agents think, act, and adapt in a constantly shifting industry. Holding elite credentials like CRS (Certified Residential Specialist) and GRI (Graduate, Realtor Institute), Wendy combines unmatched technical expertise with the kind of lived wisdom that only comes from thriving through multiple market cycles, disruptive technologies, and cultural shifts in how real estate gets done. Connect with Wendy on Facebook.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!  
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  Reducing Risk, Raising Professionalism: How NAR Is Strengthening Real Estate w/ Kevin Sears 23.10.2025 49min

  Every real estate agent today is living through a moment that will shape the next few decades of the industry. Commissions have been challenged in courtrooms. Lawsuits have changed how buyers and sellers think about representation.  Across the board, both agents and associations are being pushed to evolve fast. But this isn't the first time real estate has faced disruption, and it definitely won't be the last. NAR has always been at the center of that evolution. Balancing policy, professionalism, and public trust, and adapting to every new challenge the market brings.  The association has had to anticipate and respond to the pressures that define this business, defending the foundation of organized real estate while continuing to refine how it serves its members. What's different today isn't the presence of conflict. It's the speed of change and the demand for agents to rise with it. Nearly two-thirds of REALTORS® either don't sell homes or close only one or two a year.  That lack of engagement threatens more than production; it challenges our professionalism and how the public sees all of us.  So the question now is: how do we raise the bar? How do we strengthen professionalism, sharpen communication, and prove that REALTORS® are still indispensable partners in every transaction? In this episode, NAR President Kevin Sears joins us to talk about how the association itself is evolving, from advocacy and policy reform to education and accountability.  We dig into what this era of change really means for working agents, how NAR is leading from the inside out, and how REALTORS® can take ownership of the industry's next chapter.   Guest Bio Kevin Sears, a REALTOR® from Springfield, Mass., is the 2025 President of the National Association of REALTORS®. He is a Broker-Associate with Lamacchia Realty, and he specializes in single-family brokerage and property management. Kevin has served NAR in numerous capacities, including as NAR President in 2024, a President's Liaison in 2019, as Vice President of Government Affairs in 2017, as Regional Vice President for Region 1 in 2016, and on several committees. He has been an RPAC Major Investor since 2004, a "Golden R" investor, and a member of the President's Circle since 2007. He has twice been inducted into NAR's RPAC Hall of Fame. He also served as the long-time Federal Political Coordinator to Bay State Congressman Richard Neal (D-Springfield). At the state level, Kevin served as 2010 Massachusetts Association of REALTORS® President, was awarded REALTOR® of the Year in 2006, and received the Milton H. Shaw Distinguished Service Award in 2015. He was the 2005 President of the REALTOR® Association of Pioneer Valley (Mass.), which named him REALTOR® of the Year in 2006. Two Massachusetts governors appointed him Chairman of the Board of Registration of Real Estate Brokers and Salespersons, the state's real estate commission, in 2016 and 2011, respectively. In his community, Kevin has been involved with the Rental Housing Association of Greater Springfield, the Forest Park Civic Association, the Springfield Rotary Club, and the Cathedral High School Board of Trustees, among others. Connect with Kevin on LinkedIn.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!