How do you lead a 70-agent team to nearly 1,000 deals a year without burning out? In this episode Matt Delhougne, Chief Vision Officer of DRG at eXp, shares the systems, structure, and mindset behind his massive St. Louis-based operation. Formerly a police officer, Matt brings a leadership style rooted in service and simplicity. He shares how he divided his market into “zones” like patrol beats, created scheduled off-days for lead response, and built a staff of ISAs to clean up overages and follow-ups. You’ll learn: His entire team structure and lead flow system Why SOI and listing presentations are still the only two things that matter How he’s cracking the SOI resistance wall Tips to make your business feel personal again with strategic, simple gestures How to talk to agents in recruiting (without talking about splits) Matt also shares hard-won lessons on over-caring, hitting cruise control, and avoiding the leadership burnout that nearly broke him. From AI skepticism to MLS data dreams, this episode is packed with real-world takeaways and honesty. Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience featuring stunning photography, video, virtual staging, and SkyTour helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Connect with Matt on LinkedIn. https://www.linkedin.com/in/matt-delhougne-49a25aa/ Learn more about DRG on Facebook - Instagram - Zillow - Google. https://www.facebook.com/DRGstl https://www.instagram.com/delhougnerealestate/ https://www.zillow.com/profile/Matt-Delhougne https://share.google/qfTFtOuEWV4ywem4q Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ #MattDelhougne #RealEstateSystems #SOIStrategy #RealEstateLeadership #RealEstatePodcast #NextHomePodcast #AgentRecruiting #ListingPresentation #ZillowFlex #RealtorDotComLeads #RealEstateTechStack #RealEstateBurnout #eXpRealty #SphereOfInfluence #FollowUpBoss #AgentSuccess #LeadSystems 00:00 – From police officer to 950 deals a year 04:00 – When ambition leads to burnout 07:00 – Cruise control leadership: matching agent pace 09:00 – How he structures his team and zones 12:00 – Inside sales structure and staffing 14:00 – Follow Up Boss and CRM visibility 17:00 – Google + MLS = gamechanger? 20:00 – What if MLSs just owned the data feed? 23:00 – SOI is the biggest missed opportunity 26:00 – Listing presentations + SOI = everything 29:00 – Recruiting through lifestyle alignment 32:00 – Why most agents aren’t consistent 35:00 – Lead source dictates your tech stack 37:00 – Simplify everything: leadership and life 40:00 – How to motivate agents with wins 43:00 – Tips to stand out with clients

What if your real estate business could run like a machine and still feel human? Cleve Gaddis proves it’s possible. In this episode, James and Keith sit down with the Atlanta-based broker, coach, and radio host to uncover the blueprint behind his success. From door-to-door vacuum sales to creating trademarked real estate systems, Cleve has built a business that doesn’t just generate leads it delivers repeatable results. You’ll learn: Why Cleve trademarked his 71-step buying & selling systems (and how you can too) How his SEO strategy posts blogs for every listing in the MLS Why fear of rejection kills most agents’ careers The power of mental frameworks and “fooling yourself” into taking action How to make your real estate business sellable—even if you never want to sell it Plus: tips on AI tools like Manus + Nano Banana, why every agent should serve before selling, and how Southern manners and soda bottles still close deals. This episode blends old-school grit with modern tech and timeless strategy. If you want to build a business that lasts, this is your playbook. Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience featuring stunning photography, video, virtual staging, and SkyTour helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Links mentioned during the episode: Dynamic IDX: https://www.dynamicidx.com/ Manus: https://manus.im/ Nano Banana: https://gemini.google/ca/overview/image-generation/?hl=en-CA Connect with Cleve on LinkedIn. https://www.linkedin.com/in/clevegaddis/ Learn more about Cleve at ClevelandGaddis.com. http://clevelandgaddis.com/ Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ #CleveGaddis #RealEstateSystems #NextHomePodcast #JamesDwiggins #KeithRobinson #RealEstatePodcast #AgentBranding #RealEstateMarketing #SEOforRealtors #AIforRealEstate #TrademarkYourProcess #RealEstateReferrals #ServiceOverSales #ListingSystems #RealEstateScaling 00:00 – Cleve’s sword story & Electrolux background 03:00 – Real estate as a compounding career 06:30 – Detaching from rejection and serving first 10:00 – How to mentally trick yourself into prospecting 14:30 – Books & podcasts that shaped Cleve’s mindset 17:00 – 5,000+ doors knocked: what it taught him 20:00 – Referral strategy and charity tie-ins 23:00 – Building a team of 6 agents, 4 admins, 1 ISA 25:00 – Lead sources: radio, blogs, Homelight, Zillow 28:30 – Blogging every MLS listing for SEO 31:00 – The value of proprietary naming & trademarks 34:30 – Frameworks for objections: Interest Rate Offset system 37:00 – Selling with transparency & options 40:00 – Final advice: Build a business someone would want to buy

GTom Toole leads one of the most productive real estate teams in the country and in this episode, he shares how they do it. From agent accountability to team structure, lead pillars to profitability, Tom doesn’t hold back. With over 520 deals projected for 2025, Tom’s Philly-based team is proof that discipline still wins. But it’s not about hustle alone. It’s about structure, leadership, and systems. In this episode, James and Keith get Tom to break down his 3 lead pillar system (that any agent can replicate), how he increased sphere deals by 42% in one year, the difference between hiring and developing leaders, his exact tech stack (Follow Up Boss, Shyft, ChatGPT, BombBomb, Gamma and why professionalism, not popularity, creates consistent closings. Tom also shares his thoughts on AI in real estate, how to avoid vanity metrics, why team standards matter, and what it really takes to lead a top team in 2025. Links mentioned during the episode: Knowledge Brokers podcast: https://www.youtube.com/@knowledgebrokerspodcast Charlie Wills REIU episode: https://youtu.be/XcO3OnRufpA Fello REIU episode: https://www.youtube.com/watch?v=9Wr96sFkxog Gamma app: https://gamma.app/ Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Connect with Tom on LinkedIn. https://www.linkedin.com/in/tomtoole3rd/ Learn more about Tom Toole Sales Group on YouTube - Instagram - LinkedIn and online at tomtoole.com. https://www.youtube.com/@TomToole3rd https://www.instagram.com/tomtoolesalesgroup https://www.linkedin.com/company/tom-toole-sales-group/ https://tomtoole.com Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ #TomToole #RealEstateLeadership #RealEstateTeamBuilding #FollowUpBoss #RealEstateAI #AgentCoaching #RealEstateTech #LeadGeneration #SphereOfInfluence #NextHomePodcast #RealEstateSystems #PhiladelphiaRealEstate #JamesDwiggins #KeithRobinson #RealEstateDiscipline #RealEstateHarmony 00:00 – Tom’s journey: From age 19 to 500 deals 03:00 – Why standards matter in real estate 06:00 – Work-life harmony vs. balance 09:00 – Firing fast, hiring right 11:00 – Leadership, coaching, and system structure 15:00 – 3 lead pillars: online, sphere, listing focused 18:00 – How they grew sphere deals by 42% 21:00 – Why most agents fail at consistency 24:00 – The 4 daily dollar-producing activities 27:00 – What agents get wrong about video content 30:00 – Recruiting without lowering your standards 33:00 – Full team tech stack + AI tools 36:00 – The power of repetitive messaging 40:00 – Real talk on professionalism in the industry 44:00 – Why structure beats chaos in every market

Scott Poe was a cable box repo man, a nail tech, and now runs one of the fastest-growing real estate teams in the country. In just under three years, he’s built a 50-agent brokerage, partnered with Zillow and Realtor.com, launched a mortgage company, and architected a system designed to scale to $1B in sales. How? Brutal honesty, scalable coaching, AI systems, and a whole lot of grit. In this unforgettable episode, James and Keith sit down with Scott to unpack: How a $5K gamble with Realtor.com changed everything Why he replaced managers with coaches (and AI) How he keeps agent churn low while growing fast What he looks for before firing an agent (hint: it’s not sales) Why agents—not clients—are his real customers Scott also explains his tech stack, data enrichment strategy, and how he plans to dominate portal leads while building his own database. This is a crash course in real-world leadership, team building, and how to scale without losing your soul. If you’re tired of fluff and want something real, this is the episode for you. Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Links mentioned during the episode: https://youtu.be/jWsHGDyKsCA https://youtu.be/ISzH5jqp-og Learn more about The Poe Group at poegrp.com. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ #ScottPoe #RealEstateLeadership #RealEstateAI #TeamBuildingRealEstate #ZillowLeads #RealtorDotCom #RealEstateGrowth #RealEstatePodcast #NextHomePodcast #AgentRecruiting #RealEstateTechStack #LeadConversion #RealEstateSystems #BusinessScaling #AgentCoaching #HumanFirstLeadership #CableRepoToBillionDollarTeam 00:00 – From cable box repo man to billion-dollar real estate vision 04:30 – Joining LPT Realty and doubling the team overnight 07:00 – Nail tech license, day spa drama, and the ultimatum that launched his career 10:30 – First Realtor.com deal and taking every lead 13:45 – From team of one to #1 team in two states 16:00 – How he recruits agents and keeps them 18:45 – AI as the manager, coaches as leaders 21:00 – Why agents are his true clients 24:00 – Team structure: coaching, accountability, and care 28:30 – Managing agent churn and giving second chances 31:00 – Data-driven lead gen and enriched databases 35:00 – Why there’s no such thing as a bad lead 38:30 – Building the Raven tech stack and two-way Zillow integration 42:00 – Long-term vision: From zero to $1B in 3 years @EntrepreneurAddict

Jim Trueblood is not your average broker. He built the largest Zillow and Realtor.com partnership in Indiana, scaled a 225-agent brokerage, and did it all by betting big—on himself, on leads, and on raising the darn standard. In this candid episode, Jim joins James and Keith to break down: How he leveraged Zillow leads to grow from solo agent to 225+ agents The “messy middle” most team leaders never talk about Why brick-and-mortar still matters (if you do it differently) How he handles agents who don’t follow the playbook The tech stack (Follow Up Boss, BombBomb, RealScout, Curaytor, Highnote) that runs it all You’ll also hear: His $5,000 Zillow bill panic moments Why his wife bailed him out (more than once) What he requires from every agent on leads How they quietly dominate markets (then email the MLS) This one is equal parts business masterclass, therapy session, and real estate war story. Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Connect with Jim on LinkedIn. https://www.linkedin.com/in/jim-trueblood-135b118/ Learn more about Trueblood Real Estate on Facebook - Instagram and online at truebloodre.com. https://www.facebook.com/TruebloodRE https://www.instagram.com/trueblood_re/?hl=en https://truebloodre.com Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ 00:00 – Realtor.com takeovers & the MLS email 02:10 – Meet Jim Trueblood: From 16-year-old investor to $750M broker 05:20 – Zillow lead dominance & risky scaling 09:00 – The “messy middle” of building a business 13:30 – Sacrifices, rum, and missed bachelor parties 17:00 – Still not satisfied: Expanding to Kentucky 20:15 – Brick-and-mortar with swagger: showpiece offices 24:45 – How he restructured his brokerage model 29:00 – Lead standards: minimums, metrics & consequences 34:15 – Prospecting strategies: old school + online 38:30 – Private listing networks: his take 41:15 – Full tech stack breakdown 45:00 – AI, big data & SEO for agent search 47:00 – Final advice: Build something others can’t copy @twobrotherscreative

Ricky Carruth built a million-dollar real estate business without social media. Then he built a nationwide coaching brand—with it. In this episode, James Dwiggins and Keith Robinson go deep with Ricky on how he became one of the most recognized influencers in the real estate space. Ricky breaks down exactly how he went from local producer to global content creator. You’ll hear how he: Used live cold calls to explode his brand Posts 10+ times a day to test content on Threads Turns viral quotes into platform-specific video Grew to 10M+ monthly views (all organic) Builds trust across email, IG, Facebook, Discord & more No gimmicks. No fluff. Just the real behind-the-scenes of building influence, trust, and an audience that follows you anywhere. Whether you’re a solo agent or team leader, this is a must-listen for anyone looking to future-proof their business with content. To join Ricky’s Join the 2-Day Content Challenge follow this link: https://zerotodiamond.com/content-challenge Connect with Ricky on LinkedIn - Instagram - X - Facebook and online at carruthteam.com. https://www.linkedin.com/in/ricky-carruth-373359161/ https://www.instagram.com/rickycarruth/ https://x.com/rickycarruth https://www.facebook.com/GulfCoastRealEstateUpdates/ https://carruthteam.com Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ 00:00 – Intro & Ricky’s Story 02:45 – Cold Calls, Content & Starting From Zero 07:30 – Building a Brand with No Ad Spend 12:10 – Social Media Platform Breakdown 16:40 – Threads Strategy: 10 Posts a Day? 21:00 – Why Trust Is the New Currency 25:30 – AI, Real Estate, and the Future of Agents 30:45 – Building a Coaching Brand from Content 36:00 – Tactical Tips for Agents Starting Out 42:15 – Final Advice: Build Brand, Be Human @twobrotherscreative

Amy Stockberger, leader of the top team in South Dakota, provides a masterclass in building a transformational business that generates 90% repeat and referral (R&R) business. She attributes her success to solving the industry's critical flaw: neglecting the long-term client relationship. She coined the phrase "serverpreneur" to describe her agents, who focus on serving the client for life, not just for the transaction. Amy candidly admits that her breakthrough came from a moment of extreme ownership in 2014, when she realized her old marketing billboards promising to be the local expert was "shameful" and lacked authentic value. The solution was the Lifetime Home Support (LHS) model, which has two financial pillars: The VIP Club: Clients get free, lifetime access to valuable assets like moving trucks, moving supplies, tools, and party equipment (snow cone, margarita machines)—all branded with the brokerage's logo, making the brand omnipresent in the community. The Vendor Model: 110 local vendors pay the brokerage $3,500 annually to be part of the program, generating $385,000 in revenue. Critically, these vendors must give the brokerage access to their employees for events, which serves as a major R&R lead source (over 80 closed units annually). Amy's brokerage culture is highly focused on systemization and efficiency, encapsulated in her concept of "SAD" (Systemize, Automate, Delegate, or Delete). She has automated roughly 60% of their workflow. Her most aggressive mandate is that if employees are not using AI first, they are being "irresponsibly unproductive" and are not aligned with core values. This includes their new internal AI agent, Sammy, built within Microsoft Teams to eliminate the "search spiral" and streamline administrative questions. Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Follow these links for resources mentioned in the show: Top 10 VIP Items https://acrobat.adobe.com/id/urn:aaid:sc:US:e30df4e0-4ce0-48f8-b71b-f93a325e66c8 HST Framework https://docs.google.com/document/d/1RBXnJA12sR3YqDSrP-apOVd4fiwZJpR7Wcq3Z9IoLGg/copy?usp=sharing Competitive Analysis https://acrobat.adobe.com/id/urn:aaid:sc:US:f46fcbc0-5c86-466f-8389-9c10fd218f73 Connect and learn more about Amy on Instagram - Facebook. And online at amystockberger.com, lifetimehomesupport.com, amystockberger.com/press. https://www.instagram.com/amystockberger https://www.facebook.com/amystockberger https://amystockberger.com https://lifetimehomesupport.com https://amystockberger.com/press Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ Chapter Markers 00:00 Introduction and the "Serverpreneur" Concept 03:20 Amy's Background: Failing Forward and the Brokerage Start 11:45 The Core Flaw: Why Repeat Business Was Low 13:20 The Lifetime Home Support Solution: VIP Club and Vendor Model 17:40 The Vendor Profit Center: $\mathbf{\$385K}$ in Revenue and Lead Generation 20:00 Lead Source Deep Dive: $\mathbf{90\%}$ Repeat and Referral Business 31:10 Rocket Mortgage Threat: Why Amy Isn't Worried 34:40 Next Roadmap: The Subscription Model for Homeownership 37:30 AI Mandate: $\mathbf{60\%}$ Workflow Automation and the Sammy AI Agent 40:00 The "Irresponsibly Unproductive" Rule 41:30 Learning from Failure: The One Mistake to Avoid 44:40 The Easy Way: Hitting 100 Touch Points Annually 51:00 Final Question: The Superpower of Implementation @twobrotherscreative

Kris Lindahl, CEO of Kris Lindahl Real Estate, is a former teacher who founded his independent brokerage in 2018, leading it to billions of dollars in closed transactions and creating a brand known by millions. Kris traces his success back to his teaching background and the profound challenges he overcame, noting that trauma often drives the emotional intelligence and intuition seen in high-performance leaders. He emphasizes that his mission is measured by impact and that agents who avoid telling their stories are being "selfish" because sharing personal truth gives others permission and power to succeed. Kris details the genesis of his "Arms Out" brand, which symbolizes opening up and inviting others into the mentorship he once received. His brand success is rooted in unapologetic authenticity; the person he is in the community is the person he is professionally, avoiding the "heavy work" of maintaining a persona. His marketing engine started with his disastrous first attempts at video, which he calls the "hostage video." He spent two months making excuses—buying cheap green screens, lights, and suits—before finally publishing. He realized he was not afraid to start the work, but afraid to publish and face rejection. His solution was to never stop, building software to automate the distribution of hundreds of low-quality, city-specific videos per day to monopolize Google search results. He uses the constant feedback and market chatter to instantly record TV and radio spots that meet consumers with real-time challenges. For staying focused amid constant distraction and criticism, Kris leans on his philosophy that "how they feel about me is their business, not my business". He is protective of his time for his family and uses his phone's social media folders, renamed "value," to constantly remind himself that his mission is giving, not taking. His final piece of advice for building at scale is to invest time and money in finding a mentor who has already made the mistakes you are about to make, allowing you to go faster. Give your clients the competitive edge with Zillow’s Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Links mentioned in the show: https://youtu.be/rQ1edhtDLOw Connect with Kris on LinkedIn and check out krislindahl.com & connectwithkl.com. https://krislindahl.com https://connectwithkl.com/ #1 Best Selling Book- Arms Out https://a.co/d/aNhUAts Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube - Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/ Chapter Markers 00:00 Introduction and Kris's Background as a Teacher 05:40 The Through Line: How Trauma Drives Emotional Intelligence and Success 11:59 The Resistance Analogy: Building Muscle From Life's Hardship 14:50 Rapid Fire: Books (Patrick Lencioni) and Most Influential Person (Grandpa) 17:15 The Importance of Hobbies and Putting Your Oxygen Mask on First 20:00 Business Overview: From 175 Sides Solo to Independent Brokerage 24:00 The "Arms Out" Brand: Authenticity and Becoming Inescapable 27:15 The Power of Saying No: Protecting Time and Family 30:40 The Video Journey: From Hostage Video to Hundreds of Videos a Day 36:50 Dealing with Haters: Why Your Confidence Is Your Shield 41:00 Real-Time Marketing: From Mastermind to Radio Spot in 90 Minutes 42:50 Breakthrough: Shifting the Mindset from Taking to Giving 44:50 Off Track: The Myth of Work-Life Balance 47:50 Motivation for Writing Three Books and Sharing Core Values 52:50 Final Question: The One Piece of Advice for Scale @twobrotherscreative