Ryan O'Neill runs one of the most successful real estate teams in the country — and he does it with kindness, clarity, and consistency. In this episode, James and Keith sit down with The Minnesota Real Estate Team founder to unpack how he scaled a 215-agent team to 1,600+ sides and $621M in volume in 2024. What makes Ryan different? He doesn’t recruit — he attracts. He doesn’t need a brokerage — because he’s built a system that delivers real value to agents and clients alike. You’ll learn how he approaches real estate lead generation, why he embraces AI and multiple tech platforms, and how he stays grounded with a human-first mindset in a tech-driven world. If you’ve ever wondered what it looks like to lead with integrity in real estate (while still dominating your market), this episode is for you. With unmatched consumer insights and integrated tools, Zillow gives agents a daily competitive edge. Simplify workflows, gain powerful data, scale smarter and serve clients better than ever. Plus, now you can supercharge your business at Unlock 2025 — the premiere industry event for growth-minded pros like you. From scripts to systems, you’ll leave Unlock 2025 equipped with the exact tools and strategies to grow your business faster. Ideas are everywhere…growth happens here — join top agents and register at www.unlockconference.com. Use code UNLOCKPROMO20 for 20% off your ticket today. https://www.unlockconference.com/ Connect with Ryan on LinkedIn - Facebook - Instagram - TikTok. https://www.linkedin.com/in/ryanoneill10 https://www.facebook.com/ryanoneill10/ https://www.instagram.com/ryanoneill10/?hl=en https://www.tiktok.com/@ryanoneill100 Learn more about The Minnesota Real Estate Team online at MnRealEstateTeam.com. https://www.mnrealestateteam.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/ Chapters 00:00 Introduction and the Remax Team's Success 03:30 Ryan's Background: From Investor to Team Leader 07:10 The Critical Shift: Stepping Out of Sales Production 09:20 Resisting the "Next Level" Trap and Complacency 10:45 Rapid Fire: Books, Music, and the Dueling Piano Song 13:50 Production, Team Size, and the $621M Volume 16:20 Why He Didn't Open a Brokerage: The "Broke" in Brokerage 17:50 Differentiation: Kindness as a Superpower 21:10 Attraction vs. Recruiting: The Abundancy Mindset 25:30 Lead Generation Sources and the "Kind Realtor" 36:15 Client Retention and the Simple Power of Follow-Up 40:30 Tech Stack (Multiple CRMs) and AI Adoption 46:50 Final Advice: Leadership, Self-Care, and Finding Good People @twobrotherscreative

Tony Hanson and Lucas Mudrey, co-founders of Paracle (a Greek word meaning "to come alongside, to advise, and to counsel"), provide an energetic and highly tactical blueprint for building a successful brokerage. The company spans the Carolinas with five offices, over 400 agents, and does approximately $1 billion in annual sales. Lucas, a former attorney, and Tony, a real estate veteran, built the company with a lead generation-focused model, spending approximately $500,000 per month to acquire highly predictable business. This approach was chosen specifically to eliminate the "yo-yo" effect and inconsistencies associated with relying solely on agents' Sphere of Influence (SOI). The core of their operational philosophy is the "Rhino Mindset"—a framework that categorizes people as either "rhinos" (charging massively after goals and taking immediate action) or "cows" (blaming others and avoiding action). This culture is instilled from day one, requiring every new hire to read "Rhinoceros Success". They teach agents to calculate their worth, breaking down a $1 million income into $520 an hour to highlight the cost of "cow activities" (non-revenue-producing tasks). They aggressively charged through the 2020-2023 market downturn, which Tony calls the "separation season," leading to 30% year-over-year growth. Paracle's system is built to minimize the administrative burden ("dumb tax") and maximize lead conversion. Their tech stack includes Follow Up Boss, Maverick RE, and specialized tools like Texting Betty. A major innovation is their deployment of BrokerBot, an AI system that houses all company forms, compliance, and training to instantly answer redundant agent questions, freeing leaders for coaching. Lucas challenges the industry's focus on pre-qualification, arguing that it is "rude" and that every inbound lead is a "relationship opportunity", worth a potential $120,000 lifetime value. Their final advice for scaling is to prioritize the culture and people, as human capital, not money, is the biggest constraint to growth. With unmatched consumer insights and integrated tools, Zillow gives agents a daily competitive edge. Simplify workflows, gain powerful data, scale smarter and serve clients better than ever. Plus, now you can supercharge your business at Unlock 2025 — the premiere industry event for growth-minded pros like you. From scripts to systems, you’ll leave Unlock 2025 equipped with the exact tools and strategies to grow your business faster. Ideas are everywhere…growth happens here — join top agents and register at www.unlockconference.com. Use code UNLOCKPROMO20 for 20% off your ticket today. https://www.unlockconference.com/ Connect with Tony on - LinkedIn. https://www.linkedin.com/in/anthony-hanson-1a833712/ Learn more about Paracle on Instagram - Facebook or online at paraclerealty.com. https://www.instagram.com/bhgreparacle https://www.facebook.com/BHGREParacle/ https://paraclerealty.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/ Chapter Markers 00:00 The Unfiltered Green Room Banter & Zillow Unlock Promo 04:10 Tony Hanson’s "Womb to Tomb" Real Estate Story 05:40 Lucas Mudrey: From Attorney to Broker (and why he left law) 07:50 Company Size, Markets (Carolinas), and $1 Billion in Sales 10:20 Rapid Fire: Books ("Rhinoceros Success"), Morning Rituals, and Mentors 16:00 The Rhino Mindset: Charging Through the Market and Avoiding Cow Activities 21:00 Managing a Pack of Rhinos: Using Stories and Collaboration for Alignment 24:30 The "Dumb Tax" and Calculating Hourly Worth 29:40 Pericle: The Greek Philosophy Driving a Sales Culture 32:00 The Hybrid Model: Why They Don’t Trust SOI and Spend $500K/Month on Leads 37:00 The "Colonoscopy" Problem: Why Pre-Qualifying is Rude and the Value of a Relationship Opportunity 42:00 Tech Stack: Follow Up Boss, Maverick, and the Genesis of BrokerBot 52:30 Final Advice for Scaling: Intentionality and Human Capital @twobrotherscreative

Greg Geilman, co-founder and CEO of DOMO Real Estate, shares his highly unusual origin story, revealing he got his real estate license in 2006 but made the radical decision to quit his stable tech job to become a full-time agent in 2010. This was during the Great Recession, and his former boss literally laughed at his choice. However, this calculated risk proved successful, and he later co-founded DOMO Real Estate, a brokerage focused on the high-end South Bay of Los Angeles, including Manhattan Beach and Hermosa Beach. His success continues today; in 2024, his team generated a goal of $200 million and hit $168 million in volume. Greg details his strategy for winning in the competitive luxury space, which is built on a tech advantage and authentic culture. Coming from a technology background, he relies heavily on Pay-Per-Click (PPC) advertising, a channel he believes is still wide open for new agents. He dismisses the idea that it's too late to enter the PPC game, noting that new offices can start small, with budgets as low as $1,000 a month. He and his co-founder focus on building a sustainable, profitable business by running incredibly lean: the brokerage aims for $200 million in sales with just two main staff members, plus a virtual assistant and a part-time fractional CTO to manage tech integrations. A core part of DOMO's success is its unique approach to agent performance and retention. Greg admits he is "afraid of scale" and fiercely protects the firm's authentic, helpful culture. To enforce accountability in a way that aligns with his non-militant style, he implemented a simple, effective system: agents must make a minimum of 50 calls a week to anyone to qualify for leads the following week. This focuses on habit formation. He emphasizes that the core of the business is the human nervous system, not data, and that by providing "approachable luxury", the firm helps people feel safe during the stressful transaction. Connect with Greg on LinkedIn. https://www.linkedin.com/in/ggeilman/ Learn more about DOMO Real Estate on LinkedIn, Reddit - YouTube - Facebook, TikTok - Instagram or online at DomoRealEstate.com. https://linkedin.com/company/domorealestate https://reddit.com/u/domorealestate https://youtube.com/@domorealestate https://facebook.com/thedomogroup https://tiktok.com/@domorealestate https://instagram.com/thedomogroup https://domorealestate.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/ Chapter Markers 00:00 Introduction and the "Crazy" Decision to Start in 2010 05:10 The Moment of Clarity: Quitting the Tech Job 10:00 The Core Problem: Commission Breath and Being Desperate 12:50 Rapid Fire: Meditation, Rituals, and Influences 13:50 Production, Team Size, and the $1.9M Average Price 16:00 PPC Masterclass: The True Cost of Leads and Starting Small 20:45 Accountability: The 50-Call Minimum and Why It Works 30:10 Authenticity: From Slacks to T-Shirts and Building Culture 33:40 Mentorship: Fixing the Broken New Agent Program 42:00 AI and the Human Nervous System: What We Really Sell 44:40 Final Question: The One Thing to Implement Today @twobrotherscreative

Anthony Djon, head of Anthony Djon Luxury Real Estate, provides an unfiltered look into the operations of his 100-agent "team bridge" in the Detroit tri-county area, which closes over a thousand transactions and generates more than $50 million in volume monthly. He defines a "teamerage" as a large team that operates with the full system support of a brokerage, feeding leads to all its agents. Anthony attributes a significant portion of his success to being the largest partner of both Zillow Flex and Realtor.com in Michigan, acknowledging that he grows by locking in serious lead flow from these companies. His mantra for growth is "low and slow" and being so busy you can't handle the lead flow before you scale, warning that rushing the process is the reason most new teams fail. His team structure is meticulously organized, utilizing a military-style model broken into units of up to 40 agents, each led by a "Team Captain" who is the "best of the brand". Each unit is supported by its own transaction coordinator, marketing, and tech personnel, ensuring specialized support. The core of his lead conversion process is strict "floor time"—structured shifts where agents must be in the office, focused on receiving leads, and responding within milliseconds. He combats the initial speed and consistency mistakes agents make by implementing a rigorous follow-up protocol: hitting a new lead every day for the first week, and then once a week until the client buys or clearly asks to be left alone. Anthony champions a leadership style based on collaborative accountability, where he is the "dad you've always wanted to have," not a fear-driven commander. He believes in Jack Welch's philosophy of allowing for and learning from mistakes, rather than punishing them. He leverages a sophisticated tech stack for quality control, including Follow Up Boss, Maverick, Fellow, and Shiloh, which uses AI to psychoanalyze and grade calls, removing the emotion from coaching. In a moment of vulnerability, he confesses his biggest operational mistake was neglecting his past client database. He has since rectified this by creating a client retention department focused on nurturing relationships through personalized holiday outreach. Connect with Anthony on LinkedIn. https://www.linkedin.com/in/anthony-djon-realtor/ Learn more about his company on LinkedIn - Instagram - Facebook or online at anthonydjon.com. https://www.linkedin.com/company/anthony-djon-luxury-real-estate/ https://www.instagram.com/anthonydjonluxuryrealestate/ https://www.facebook.com/anthonydjonluxuryrealestate/ https://anthonydjon.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/ Chapter Markers 00:00 Introduction and Anthony Djon's Background 05:30 The "Low and Slow" Strategy for Lead Flow and Team Growth 14:20 Team Structure: Units, Captains, and Service Providers 17:10 Lead Flow, Floor Time, and the Biggest Inbound Lead Mistake 24:30 Maintaining the Standard: Luxury = Service, Not Price 33:00 Tech Stack: Shiloh AI, Fellow, and Accountability 37:25 The Confession: Neglecting Client Retention & Closing the Ecosystem 44:20 Final Question: The One Thing to Implement Today @twobrotherscreative

Levi Rodgers, Founder/Owner of the Levi Rodgers Real Estate Group, provides a deeply personal and compelling look at his life and business. He recounts his military career, which began when he enlisted at 17, eventually leading him to become an Army Green Beret. In 2009, during his last deployment in Afghanistan, his vehicle struck an IED; he was the sole survivor among four men under his command. After suffering severe physical and psychological trauma, Levi transitioned out of the military and found himself at a low point. His life changed because of a real estate agent who gave him "30 seconds of honesty" by advising him against buying a double-wide trailer, a moment that resulted in him later coming into more money than he had ever had, sparking his entry into real estate. The Levi Rodgers Real Estate Group is structured around military discipline and systems, a necessity for managing nearly 300 agents across San Antonio, Austin, and Colleen, who closed nearly 1,800 transactions totaling $600 million in 2024. Levi employs a lean staff of 15 and focuses on creating systems around agent behavior, rather than trying to fight it. A core competitive advantage is his in-house desktop appraiser, a resource originally used for Zillow Offers, who provides a full, 30-page desktop appraisal for every listing appointment. This strategy, along with having an appraiser on staff for rebuttals, is designed to eliminate the price objection before it even starts and win more listings. Levi discusses his firm's deep investment in technology and mentorship. The customer journey, from internet click to closing, is meticulously mapped, utilizing a tech stack that includes Follow-Up Boss, Slack, and Shiloh AI. Levi is a co-founder of Shiloh, an AI tool born out of his frustration with agents and managers not wanting to listen to recorded phone calls. He emphasizes that AI won't replace agents, but agents using AI will replace those who aren't, noting a recent success where a simple prompt to a paid AI found a buyer a home that fit a strict $1,400 monthly payment requirement. For leadership and personal growth, he relies on a formalized military tool called the PACE Plan (Primary, Alternate, Contingency, Emergency) to manage complex decisions. His ultimate advice for agents is to stop overthinking and take action, as success is found by positioning yourself in the right room. Links mentioned in the show: Levi’s Zillow Premier Agent video https://www.youtube.com/watch?v=q_NwwVvSMQ4 Our episode with Ryan from Fello https://www.youtube.com/watch?v=9Wr96sFkxog Connect with Levi on LinkedIn - Instagram - Facebook or online at LRGRealty.com. Office number: 210-331-7000 Levi@LeviRodgersGroup.com https://www.linkedin.com/in/levi-rodgers-17a138149/ https://www.instagram.com/levirodgerslrg/ https://www.facebook.com/LeviRodgersRealEstate https://LRGRealty.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/ Chapter Markers 00:00 Introduction and Levi's Compelling Life Story 08:00 The "30 Seconds of Honesty" That Launched His Career 13:00 Managing in the Least Command & Control Environment 15:00 Rapid Fire: Morning Ritual and Influences 17:20 Team Size, Production, and Operational Structure 22:00 The In-House Appraiser and the Anti-Objection Plan 27:30 Top-of-Funnel Lead Sources and Strategic Partnerships 33:50 The PACE Plan and Building Careers, Not Just Deals 39:00 The Origin Story of Shiloh AI and Tech Strategy 46:50 Final Question: The One Thing to Implement Today @twobrotherscreative

We have an unfiltered conversation with Byron Lazine, CEO of Broke Agent Media (BAM) and leader of one of Connecticut's top real estate teams. Byron's journey is a tale of resilience, beginning as a young submarine mechanic who bought three houses just before the 2008 mortgage crisis. He recounts facing bankruptcy, a pivotal moment that instilled a relentless drive to succeed. This experience fueled his decision to get a real estate license and embark on a mission to build a "comeback story." Byron credits his early success to being an early adopter of social media, using platforms like Facebook Live to build a brand and win listings when his competition was still focused on traditional newspaper ads. This willingness to go against the grain became a hallmark of his career. Byron reveals the unconventional path he took to build his team, explaining that he "built it backwards." Instead of hiring agents and scrambling to support them, he first obsessed over creating a comprehensive training program and a clear blueprint for success. This approach allowed him to offer three core, non-negotiable values to his agents: leads, training, and support. This foundational system enabled his team to grow rapidly and consistently, becoming the number one team for listings sold in Connecticut since 2022. He also shares the origin story of BAM, explaining how a desire to create something valuable for free with co-founder Eric Simon evolved into a successful media company built on humor and authenticity. On a tactical level, Byron provides a no-nonsense guide for agents and team leaders looking to scale. His core mantra is "speed on revenue-producing activities and slow on the expenses." He warns that spending money on leads without having a system in place for rapid follow-up is a waste of money, likening it to "throwing cash out the car window." He stresses that speed to lead is paramount, with his team aiming for a response time under one minute. He also provides a glimpse into his thoughts on AI, believing that it will soon revolutionize back-office functions like transaction coordination and quality control, allowing agents to become more efficient and effective at a scale never before possible. Connect with Byron on LinkedIn - Instagram. https://www.linkedin.com/in/byronlazine/ https://www.instagram.com/byronlazine/ Learn more about BAM Instagram and online at nowbam.com. https://www.instagram.com/nowbam/ https://nowbam.com To check out BAMx the BAMx community follow this link: https://www.skool.com/bamx/about 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 & Byron's Origin Story 05:40 The Real Estate Comeback Story 10:40 The Power of Social Media in Byron's Early Career 17:00 The Broke Agent Media (BAM) Origin Story 26:00 Finding Your "Voice" and Building Trust 37:00 Building a Team "Backwards" with Training First 44:45 AI, Creme Brulee, and Final Advice on Growth @twobrotherscreative

In this episode, Justin Havre, a globally recognized leader of one of eXp Realty's top teams shares his journey, beginning 20 years ago in real estate after a background in tech and being told by a teacher that only a small percentage of new agents survive. His initial strategy was simple yet powerful: obsessing over online lead generation, a practice that led him to reinvest at least 25% of his commissions back into marketing. This consistent commitment to building a long-term asset eventually led him to acquire the highly coveted domain name, Calgary.com, a strategic move that cemented his online dominance and became a cornerstone of his business. Justin provides a deep dive into the operational structure of his team, which consists of over 80 agents and 20 support staff. He emphasizes that scaling a business requires a highly structured organization with clear leadership roles for sales, operations, and training. At the center of his philosophy is a belief that training is the foundation of an agent's success, viewing every client interaction as a "performance" that requires constant practice and development. A key element of his team's culture is a deep-seated commitment to accountability, which he describes as the "highest form of love." He ensures this through a transparent team member agreement that clearly outlines expectations from the start, leaving no room for misunderstanding or emotion. We also get into Justin's long-term marketing and client-retention strategies. He cautions that SEO is a multi-year investment, and the biggest mistake is giving up too soon. He diversifies his lead generation with radio, TV, and billboard advertising, all aimed at building brand trust and recognition. He also discusses his calculation of a client's lifetime value, revealing it can be over $1.5 million, which motivates a deep investment in long-tail nurturing through events and check-ins. To secure more referrals and positive online reviews, he shares a secret: asking for a five-star review at the "high point of the transaction," such as when a seller puts a "sold" sign in their yard, rather than at the end when stress is high. Links mentioned in the show: Hypewired.com https://www.hypewired.com/ Justin Wise’s comarketing.com https://www.comarketing.com/ Rooster CRM - Apple - Android https://apps.apple.com/us/app/rooster-crm/id1501670377 https://play.google.com/store/apps/details?id=io.roastercrm.knoxweb&hl=en_US Connect with Justin on - LinkedIn or visit justinhavre.com. https://www.linkedin.com/in/justinhavre/?originalSubdomain=ca https://justinhavre.com Learn more about Justin’s team on Facebook - Instagram - YouTube or visit calgary.com. https://www.facebook.com/JustinHavreTeam/ https://www.instagram.com/justinhavreteam https://www.youtube.com/@justinhavreteam https://calgary.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/ Chapter Markers 00:00 Introduction & Justin's Background 06:50 The Story of How He Acquired Calgary.com 10:00 Team Production and Accomplishments 12:00 Can Agents Compete with Portals for Eyeballs 16:30 Rapid Fire: Podcasts, Rituals, and Mentors 19:00 Team Structure and the Role of Training 26:40 The SEO Masterclass: Investing and Hiring 35:00 Accountability as Love & Team Expectations 39:00 The Long Tail: Nurturing Client Relationships 45:00 Asking for Reviews & Final Advice @twobrotherscreative

Charlie Wills, a former Division 1 athlete, has translated the discipline of sports into his real estate career, building a business where an astounding 96% to 98% of his transactions come from referrals. He shares his core philosophy: that success is built on a foundation of genuine, deep relationships, not on chasing shiny new technology or buying leads. Charlie’s approach is a stark contrast to the modern lead-generation model. He details his "Priority Pyramid" system, which categorizes his network into tiers and guides his communication strategy. He emphasizes that the most successful agents aren't just good at sales; they're masters of human connection. A significant part of Charlie's story is his commitment to community through the men's charity he co-founded. He explains how this initiative, which provides substantial gifts to local organizations, has not only been a source of personal fulfillment but has also created a depth of relationship with influential people he might not have met otherwise. Charlie highlights that this philanthropy is not a business strategy but an organic extension of his values, which naturally builds trust and strengthens his network. This work earned him the prestigious Good Neighbor Award from the National Association of Realtors, a testament to how giving back can be intertwined with professional life in a meaningful way. Charlie’s system is a powerful lesson in consistency, accountability, and mindset. He shares his daily "greatness tracker," a simple, non-digital tool he uses to ensure he is consistently connecting with his sphere. He explains that his discipline comes from a belief in "doing the thing" and not overthinking it, a lesson he learned from his father’s "unbreakable" mental toughness. For agents looking to improve their business, Charlie's advice is clear: stop looking for a magic formula, embrace a consistent process, and actively seek to be in rooms where you are being challenged and pulled to a higher level. He believes that people do business with those they know, like, and trust, and that you must actively build that trust to win in real estate. Links mentioned in the show: https://www.youtube.com/watch?v=gPP6F8mFqJ4 https://content.nexthome.com/reiu/Team_Wills_Resources.zip Connect with Charlie on LinkedIn - Instagram. https://www.linkedin.com/in/charlie-wills-9447a96/ https://www.instagram.com/therealcharliewills/ Learn more about The Wills Agency on Instagram - Facebook and online at thewillsagency.com. https://www.instagram.com/thewillsagency/ https://www.facebook.com/CharlieWillsTeam http://thewillsagency.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 Chapters 00:00 Introduction to Charlie Wills and His Journey 02:56 The Power of Relationships in Real Estate 06:01 Building a Successful Real Estate Business 08:56 Philanthropy and Community Impact 11:50 Tactical Strategies for Relationship Building 14:55 The Importance of Consistency and Depth in Relationships 17:44 Leveraging Technology and AI in Real Estate 20:40 Final Thoughts and Advice for Agents @twobrotherscreative ​