Advertise on podcast: The Aaron Novello Podcast

This is real listing presentation training, not theory, not fluff, not motivation without a method. I went from making $13,000 my first year in real estate to closing 100 deals a year for 10 years in a row. 80% of that came from listings. And I can tell you with certainty: none of it happened because I was charming. It happened because I stopped winging it and learned exactly what to say. In this session you are getting the full framework. The same listing presentation script I have used across 2,000 homes sold. Word for word. Start to finish. Here is what this covers: ✅ The moment you walk in the door, what to say, how to take control immediately, and why most agents lose the listing before they ever sit down ✅ How to prequalify so you only walk into appointments that are ready to move, this alone changes your close rate ✅ The real estate listing presentation structure that lets you close six or seven times before commission or marketing ever comes up ✅ How to frame the pricing conversation so sellers price realistically without you pushing them, this is the section most listing presentation training skips entirely ✅ The exact language to handle every objection including commission, timing, and "I need to think about it" If you are serious about learning how to give a listing presentation that actually converts, this is the blueprint. Not a highlight reel. The actual presentation. The agents who win more listings are not luckier or more likable. They have better real estate sales scripts and they practice them until they cannot get them wrong. That is it. If you want to get serious about how to get more listings and build a business that is 80% listings sold, this is where you start. Subscribe and turn on notifications. New training drops every week.

Creative financing real estate agent skills are why I walked out of that appointment with a $2.8M listing that three other agents couldn't get. Most agents show up to a listing appointment with the same presentation, the same comps, and the same pitch. The seller who wants owner financing, subject-to, or a creative structure hears all of that and gives the listing to the agent who actually speaks their language. That was me. It can be you too. In this session we get into the real stuff: ✅ The exact script I use when a seller says they want to wait until after the Super Bowl, and how to flip that into a financial advantage conversation they actually care about ✅ How understanding owner financing real estate agent conversations gave me access to a $2.8M listing nobody else in the room could take ✅ Live real estate roleplay coaching where my team works through the hesitation objection in real time, makes mistakes, and gets corrected on the spot ✅ The difference between subject-to and assumable mortgages explained simply so you can have smarter conversations with sellers who bring it up ✅ A seller financing listing strategy that separates you from every other agent who only knows how to sell the traditional way ✅ How real estate objection handling changes completely when you stop giving your market opinion and start asking one question about financial advantage This is the knowledge that turns a stalled seller into a signed listing. Real estate listing objections do not go away on their own. They go away when you know more than the seller expects you to. If you want to take more listings and stop losing conversations you should be winning, this one is for you. Drop a question in the comments and I'll answer it directly.

Hiring an executive assistant in real estate changed everything about how I run my business. Out of 100 emails, I only see 5. Most agents who are scaling past 50 deals a year make the same mistake: they hire someone and then hand her the wrong things. They turn a high-level executive assistant into a glorified errand runner and then wonder why they are still doing everything that matters. This conversation breaks down exactly how to structure the role so your assistant actually creates leverage instead of just filling a desk. Here is what we get into: ✅ The exact division between hiring an executive assistant in real estate and what your transaction coordinator should handle, these are two completely different jobs and mixing them up costs you money ✅ Why her phone number goes into the MLS and yours does not, this is the foundation of a working real estate leverage system that protects your time without your clients feeling neglected ✅ How to structure real estate assistant onboarding from day one so she is filtering emails, preparing CMAs before listing appointments, sending DocuSign, and taking every inbound call between 8 and 5 ✅ The real estate transaction coordinator vs assistant decision, when to keep your TC on a per-transaction basis versus when it makes financial sense to bring that role in-house ✅ How to build real estate team systems and SOPs using screen recordings so your processes are documented and duplicatable before you actually need them ✅ A probate lead follow up breakdown, what to say when a seller keeps telling you it is not a good time, and why polite pushback beats passive patience every single time ✅ The real estate admin assistant duties that belong in your EA role from week one versus the ones that can wait until volume demands it ✅ How to delegate in real estate the right way so your clients always feel like you are present and involved even when you are not on the call

Stop chasing sellers in real estate and listen what happens to your income. One agent did 15 creative deals and made $814,000. Here's how. Most agents are stuck in the same loop: 80 contacts a day, five hours of outbound, grinding FSBOs and expireds until they burn out. That's not a business. That's a trap. And the worst part? You can make decent money doing it, which is exactly why you never stop. This conversation breaks down the real difference between agents who hustle and agents who build. The shift is not about working harder. It's about changing the direction of your effort entirely. Here is what we cover: ✅ Why your real estate lead generation system is the thing keeping you stuck, not pushing you forward ✅ The difference between real estate marketing vs prospecting and which one actually scales ✅ How one agent used TV, SEO, and pay-per-lead to completely flip his business and attract sellers in real estate who were already ready to move ✅ Why understanding outbound vs inbound real estate leads changes every decision you make about where to spend your time ✅ How to get inbound leads in real estate without abandoning the listing skills you already built ✅ The exact real estate listing strategy that lets you stack income streams instead of replacing one with another ✅ Why off-market real estate deals had the highest margin in this agent's entire business, and what he did when he finally leaned into them ✅ The mindset shift that turns you from someone who chases to someone who filters, and why that one change is worth more than any script you'll ever memorize You don't have to blow up what's working. You learn one skill, get good at it, and stack. That's the game in 2026. If you're tired of feeling like you're one slow week away from falling behind, this one's for you. Listen it. Take notes. Then come back and tell me what you changed.

If you've been sitting on probate real estate scripts that aren't converting, this is the episode you needed six months ago. This is Part 1 of a real conversation with agents who were exactly where you are right now. Not coaches. Not gurus. Real producers sitting on a panel sharing the exact moments things started to click with probate leads real estate agents fight over because nobody teaches them how to work them right. What you're going to get out of this: ✅ The honest truth about call reluctance real estate agents deal with every single day, even the ones who look fearless from the outside. A cop who busted down doors for 20 years could not pick up the phone to call a probate lead. That's where we start. ✅ Why circle prospecting real estate for 7 years produced less than 6 months of focused probate work. If you've been grinding the phones on the wrong lead source, this conversation is going to sting a little. In a good way. ✅ The single mindset shift that makes how to convert probate leads feel completely different. You stop calling because you need a commission. You start calling because these families actually need help. That's when the numbers move. ✅ Where part time real estate agent success actually comes from. It's not the leads. You can buy those in five minutes. It's the skill. And skills take reps, role play, and a community of people who won't let you quit in month two. ✅ The real difference between expired listings vs probate when it comes to conversation difficulty, follow-up timelines, and commission consistency. These agents lived both and tell you exactly what they found. This is what real estate cold calling tips actually look like when they come from people with receipts, not slides. If you want fluff, this isn't it. If you want to know what to say and how to say it so you can actually close, stick around. Subscribe and drop a comment below telling me where you're at with probate right now. I read every one.

Most agents blow the real estate listing appointment before they ever walk in the door. Here is exactly why, and how to fix it. When a client wants to both buy and sell, the first question you ask determines everything. Most agents go straight to the listing conversation. That is the wrong move. If your client is buy-motivated, and you spend the whole appointment pitching the sale, you are going to lose them to the agent who actually listened. This is a live real estate coaching roleplay where I walk one of my agents through the exact framework I use to diagnose what a client actually wants before I ever start talking about price or presentation. Here is what you will find: ✅ The single question that tells you whether your client is motivated to buy or motivated to sell, and why the answer changes your entire approach ✅ How to handle buy and sell clients at the listing appointment without forcing the listing conversation too early ✅ The real estate prequal questions I ask before I ever show up, so I already know which direction to take the conversation ✅ How I used an off market opportunity script to take a $1.7M listing from a client who already had another agent on the selling side ✅ Why asking the right questions in real estate is the difference between an agent who gets both sides of the deal and one who gets neither ✅ How to use real estate roleplay training in your own practice to sharpen this skill before your next appointment Understanding client motivation in real estate is not a soft skill. It is the most practical sales skill you can develop. When you know what is actually driving the move, you can serve people better, position yourself differently, and close deals that most agents never even see. If you have a buy and sell client in your pipeline right now, listen this before your next appointment.

If you have a real estate agent bandwidth problem, buying more leads will make it worse, not better. That is the reframe most agents never get. You're not behind because you need more leads. You're behind because your time and systems can't support what you already have. This is an office hours session where we get into exactly how to think about this when cash starts building up in your business. Here is what we cover: ✅ Why your real estate business bottleneck right now is almost never leads, it is bandwidth, and the fix is not what the industry keeps selling you ✅ The CEO question every producing agent needs to ask: where does my capital produce the best return on capital, more leads I can't follow up on, or buying back human time to build the systems I need? ✅ How to think about capital allocation for real estate agents the right way, not how much you make, not how much you keep, but how much you keep in circulation working for you ✅ The real estate CEO mindset shift that separates agents who are building something from agents who are just selling something ✅ Why managing your real estate agent cash flow well means resisting lifestyle creep and deploying capital toward your actual bottleneck first ✅ The honest conversation about real estate lead generation vs systems, and why fixing your systems before buying more leads is the higher-leverage move at this stage ✅ What buying back your time in real estate actually looks like operationally, and why the agents who do this early are the ones who build real businesses If you want to show up to sessions like this one live, drop a comment below and let's connect.

Most real estate investors think the real estate team vs solo investor debate is about commission splits and freedom. It is not. It is about ego. Ryan Tseko owned 21 doors at 100%. He was getting midnight phone calls, fixing toilets, collecting rent checks, and grinding alone. Then he made a trade that most investors are too proud to even consider. He gave up full ownership, joined a real estate team inside Cardone Capital, and went from 21 doors at 100% to 3% of 826 units. That is not a step down. That is a completely different game. In this conversation Ryan breaks down exactly how and why he made that move, and what most investors get completely wrong about ownership, control, and scale. ✅ Why giving up ownership to grow is the trade most high earners eventually have to make ✅ What it actually means to operate as an entrepreneur working for an entrepreneur and why it works better than going it alone ✅ How proximity to success in real estate fast-tracks your portfolio in ways no strategy or course ever will ✅ The multifamily investing mindset shift that separates investors who stay small from investors who scale ✅ Why the deal is always more important than the money, and how confidence closes the gap ✅ How Ryan went from watching Grant Cardone on YouTube to becoming VP of Cardone Capital and what that path actually looked like ✅ What Ryan learned sitting in rooms with Wall Street money that changed how he thinks about every deal ✅ The real reason how you scale a real estate portfolio has nothing to do with strategy and everything to do with identity If you have been grinding solo and wondering why the number is not moving fast enough, this conversation is going to hit differently. Drop a comment and tell me: are you building solo right now or are you on a team?

Your real estate database management system is either the ceiling on your growth or the foundation for everything AI is about to make possible. There is no in between. If you are running your pipeline from sticky notes, a whiteboard, or just your memory, you are on the transaction roller coaster. You close a deal, you service it with everything you have, and by the time it closes you have done nothing to generate the next one. Then you start over. That cycle is not a hustle problem. It is a systems problem, and it is completely fixable. In this session, Carla Novello and Gabriella Gil walk you through the exact real estate CRM automation setup their team runs on a database of over 28,000 contacts. No theory. No software reviews. Just the actual architecture. Here is what gets covered: ✅ How to build CRM smart lists that tell you exactly who to call and when, every single day ✅ The real estate follow up system that keeps leads warm without you manually tracking every conversation ✅ How stage-based workflows and checklists eliminate the tasks that live in your head and cap your growth ✅ Why AI for real estate agents starts with your CRM and not with any tool or app ✅ The calendar integration story that changed how the entire Novello team operates ✅ How appreciation marketing and automated campaigns work together to build relationships that generate reviews and referrals ✅ What CRM workflows need to look like before you can layer any AI on top of them The agents who are going to thrive as AI changes this industry are the ones who already have their real estate systems and processes built and documented. Simplicity scales. Complexity fails. This episode shows you what simple and scalable actually looks like inside a working team. If you are ready to stop being the transaction coordinator, the VA, the admin, and the agent all at once, this is where you start. Subscribe for more real systems from real producers!

If your real estate discovery questions aren't digging into sibling motivation, you are going into that probate appointment completely blind. Most agents get a vague answer and move on. That is the mistake. You got a "yeah" and you accepted it. You changed the subject. Now you are walking into an inherited property listing appointment with no idea what you are actually dealing with, whether the siblings have the financial means, whether there is real disagreement, or whether the whole thing is about to fall apart before you even get to price. This is a live coaching role-play built around exactly that moment. Here is what you are going to get: ✅ The probate seller call questions that reveal whether siblings can actually execute, not just say they want to keep the property ✅ How to frame financial questions so the seller opens up instead of shutting down, this is the real work of digging for seller motivation real estate agents ignore ✅ The inherited property seller objections around family ownership and how to move through them without sounding pushy ✅ Why offering multiple meeting times is killing your appointment rate and the one-sentence fix that stops it ✅ How to use a Zoom strategy to get every decision-maker in the same room before you show up ✅ The exact probate lead follow up moment where most agents bail too early and how to stay in the question longer This is listing appointment coaching real estate agents actually need, not a perfect scripted answer, but a real-time breakdown of where conversations go wrong and what to do instead. If you want to stop leaving seller motivation questions unanswered and start walking into appointments knowing exactly what you are dealing with, this one is for you.

Real estate brokerage consolidation is happening right now and most agents have no idea what it actually means for their business. I sat down with eXp Realty CEO Leo Pareja and he broke down exactly what happened in 2025, and why he believes this is the most transformational year in real estate history. This is not speculation. These are real companies, real numbers, and real moves that are already reshaping the industry you work in every single day. Here is what we cover in this conversation: ✅ Why real estate brokerage consolidation follows the exact same pattern as railroads, airlines, and oil companies, and what history tells us happens next ✅ How Stone Point Capital buying Keller Williams, Corelogic, and Loan Wolf in Q1 of 2025 is part of the Keller Williams Stone Point acquisition story most agents are completely missing ✅ What the compass acquiring anywhere real estate deal actually means, one company now controls nine brands including Coldwell Banker, Century 21, Sotheby's, ERA, and more ✅ Why Rocket buying Redfin was the best trade of 2025 and what the real estate market shift 2025 signals for independent agents going forward ✅ How to use pattern recognition in real estate to position yourself on the right side of this before the window closes ✅ What the real estate consolidation opportunity looks like for agents who pay attention right now instead of waiting until 2026 to figure it out Leo has been in this industry a long time. He reads the earnings calls. He connects the dots most people ignore. If you want to understand the real estate industry consolidation 2025 story from someone who is actually inside it, this is the conversation to listen. Subscribe for more interviews with the people shaping this industry.

Most agents who want to build a team start by buying leads. That is exactly the wrong move. Door knocking real estate prospecting is what built the most durable, profitable teams in this business — and the math proves it. In this conversation, I sit down with two of the most battle-tested team leaders in the country. Jeff Quintin has sold over 5,000 homes across more than 30 years. Alex Lehr has run a profitable real estate team for 42 years through eight completely different market cycles. Neither of them got there by renting leads from a platform. They got there by learning how to generate business with nothing but a script, a phone, and a pair of shoes. Here is what we actually get into: — Why the traditional real estate team model built on purchased leads is losing money right now, even when gross volume looks strong — The difference between real estate net vs gross and why most team leaders on conference panels will never tell you what they actually take home — How to reverse engineer your real estate business plan starting from net income, not top-line volume — What a family real estate team looks like when it is built intentionally as a real estate legacy business, not just a second revenue stream — Why being a real estate team leader means nothing if you cannot teach your agents to hunt without you If you are producing as a solo agent and thinking about building a team, listen this before you hire anyone. The model most people copy is the one that is quietly dying. The one that survives is the one where every person on the team knows how to go get business the day the leads dry up.

Closing probate sellers remotely is one of the most overlooked skills in real estate — and most agents have no idea what to say the second a personal representative pushes back. In this episode, I break down a real live probate cold call with my student Aisha, line by line. The seller is out of state, has already received multiple lowball cash offers, thinks they've got it handled, and tells us we're the 15th agent to call. Sound familiar? Here's what we cover: - When a probate seller says "we got it covered," most agents go quiet or go into pitch mode. Both are wrong. I show you the exact question to ask right after that objection that drops their guard in less than five seconds. - When the seller mentions they've gotten lowball offers, I show you why you should never assume what those numbers are. Ask first. That one move can reopen a deal you thought was dead. - When the seller says they don't want to travel out to the property — that is not a dead end. That is your opening. I walk you through how to flip that into a remote listing appointment on Zoom without the seller ever needing to leave their state. I also show you a tactic most agents have never used: how to look up a seller's actual probate court date using publicly available county records, then offer to walk them through the timeline their own attorney hasn't explained. That one move turns you from another agent into the most useful person they've talked to all week. Probate leads are not difficult. They are just different. Once you know how to read the emotional cues and respond with the right question at the right moment, these calls change completely. Listen the full breakdown and use this on your next call. If you want coaching on how to build a real probate business, drop a comment below or reach out directly.

If you're outgrowing your support system as a real estate agent, this conversation is going to hit you in a specific way. Most agents I talk to are making decisions based on advice from people who have never done what they're trying to do. Family, friends, agents in their office — people who mean well but have zero demonstrated track record in the area they're speaking on. That's not guidance. That's noise. Here's the framework I actually use: I only triangulate ideas with people I'd call "believable." That means they've produced the outcome I want, consistently, over an extended period of time. Not once. Not on paper. Consistently. If you don't meet that bar, I love you — but I'm not running my business decisions by you. I walk through a real example in this episode. An agent I coach got offered a developer deal — $120,000 in commission. Sounds like a win. We ran the numbers together. Time on site, weekends, opportunity cost versus his last creative deal that paid $50,000 in five hours. He was about to trade his highest-leverage work for $10 an hour. The commission looked big. The math told the truth. I also break down what Ray Dalio figured out after losing everything — why he built an entire system around triangulating with believable people instead of asking for validation. And Naval Ravikant's four requirements to build real wealth: specialized knowledge, tools, leverage, and good judgment. Most agents are operating at the two lowest forms of leverage and wondering why they're stuck. The people you ask for advice set the ceiling on your thinking. Proximity is power — and if you're triangulating with people who don't understand the new forms of leverage, you will never graduate past their level of thinking. That's not harsh. That's just true. If this connects with where you're at right now, subscribe. New content drops every week for agents who are serious about thinking at a higher level.

The commercial real estate debt crisis is creating the biggest commission opportunity most residential agents will ever see—and almost nobody in the practitioner space is talking about how to actually work it. In this episode, we break down how to navigate this massive shift in commercial real estate to secure life-changing deals in 2026. In this conversation, I sit down with Louis, a former truck driver who failed his real estate exam 15 times, slept in his car, and went on to become the No. 8 Century 21 agent worldwide in his fourth year. The day before we recorded this, he closed an $11.35 million deal over the phone—without ever visiting the property—by negotiating an $800,000 interest discount from an institutional lender. This is not a macro conversation about the economy. This is a street-level breakdown of exactly how agents are finding distressed commercial assets, building offering memorandums, partnering with institutional buyers, and closing deals that pay $400,000 in a single transaction. What You'll Learn: ✅ Why $3 trillion in commercial debt coming due is the window agents cannot afford to miss  ✅ The single biggest mistake agents make when entering commercial deals (going after sellers only)  ✅ How Louis used offering memorandums to control off-market deals before he had a single listing  ✅ Why the lenders are now calling agents first—and what that means for your leverage  ✅ How to partner with other agents on commercial deals so everybody eats  ✅ Why controlling the deal matters more than having the capital  ✅ What is happening right now in Florida, Texas, and California with distressed portfolios