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What do I do when a client says they'll think about it? Treat it as fear of getting the decision wrong, not a no. Name what's behind the stall, narrow the options, and never let silence be the last word. Justin Letheby had a client who kept saying "we're not ready yet." He gave them space, waited, and the next time he reached out they had gone with someone else. This episode is what he learned from that: the stall was never a no, and it was his job to help. The research behind it: Dixon and McKenna analyzed 2.5 million sales conversations for The JOLT Effect and found 40 to 60% of lost deals weren't lost to a competitor but to no decision. In about 56% of those stalled deals, the buyer actually wanted to move forward. Most deals don't die from a no. They die from a maybe that nobody helped with. From there, three moves: figure out what's behind the stall, using DISC (D's stall when the payoff isn't clear, I's when it gets slow or impersonal, S's under pressure, C's when the information is vague) and AI as a clarity check on the client's emails, never as the writer of your reply; give a recommendation and narrow the options, two listings instead of ten; and make it safer by never ending on silence, tying it to a story, and answering every question from a stalled client within a day. The leadership tip: staying quiet when someone is stuck isn't respect, it's absence. Pressure pushes people toward your decision. Leadership helps them reach their own. For Realtors in their first three years. Chapters 00:00 "We're not ready yet" and the client who left 00:48 Why deals die from a maybe, not a no 02:33 What "I'll think about it" really means 03:28 The client I waited on too long 06:31 Figure out what's behind the stall (DISC) 08:43 Using AI to read a stalled client 09:34 Give a recommendation and narrow the options 10:53 Make it safer and never end on silence 12:52 Leadership tip: pressure versus leadership 13:56 The AI Starter Pack Free AI Starter Pack, with the prompts: https://go.thejblteam.com/starter-pack

Why isn't AI recommending me when someone asks for a realtor in my area? Because AI recommends the agents it can explain, not the agents who are biggest. Clear, consistent, specific information beats years and volume, which is why a first-year agent can compete here. Justin Letheby asked AI who the top real estate tech trainer in Illinois is. He's the tech guy. He wasn't on the list at all. This episode is what he found when he started asking AI why — including that he was doing good things but not necessarily the right things. The numbers behind it: a Realtor.com representative said this summer that 82% of home shoppers are using AI in their home search, and a study of 334 ChatGPT questions across 197 markets found a median of six agents named per city, with bigger markets getting no longer a list. Six names, and no page two. From there, the five things he's testing: get your information into the two places AI actually looks, your website and your Google Business Profile; say the same thing on every platform, including the listings you didn't create; make reviews descriptive enough to be usable; build an FAQ page and a blog, because answer engine optimization means these tools are hunting for answers; and fix the back end of your site, meaning schema markup, meta tags, page descriptions, and your sitemap. Plus the prompt that tells you where you stand: ask AI why it picked the agents it picked, then ask why it didn't pick you. The leadership tip: when he wasn't on the list, the easy move was to blame the tool. Comparison asks why them and not me. Curiosity asks what they're doing that I'm not. For Realtors in their first three years. Chapters 00:00 I'm the tech guy and AI didn't list me 00:52 AI is the new search engine for Realtors 01:19 Six agents per city: what the study found 02:01 AI recommends the agents it can explain 03:39 What I found when I asked AI why 05:21 SEO isn't enough: AEO and GEO explained 05:42 Should you still be on Zillow and Realtor.com? 06:08 Where AI actually looks: your site and Google Business 07:33 Say the same thing everywhere 08:28 Reviews that are specific enough to use 09:20 Why you need an FAQ page and a blog 10:08 Schema, meta tags, and your sitemap 11:25 Ask AI why it picked them, and why not you 11:54 Leadership tip: comparison versus curiosity 12:41 Your one action this week Links Free AI Starter Pack, with the prompts: https://go.thejblteam.com/starter-pack Sources Omni Eclipse, 2026 Real Estate AI Search Report (334 ChatGPT responses across 197 markets, April–May 2026): https://omnieclipse.ai/blog/real-estate-ai-search-report-2026 82% of home shoppers using AI in their home search: stated by a Realtor.com representative at a July 2026 training session. Justin Letheby, The JBL Team. Leading Forward Together.

How do I get my team to actually buy into my vision? You let their vision change yours. A vision that only ever runs in one direction, yours to them, never becomes a team. It stays an audience. Justin Letheby starts with the leadership role he was sure his degree had earned him, and didn't get. He was stuck on the first of John Maxwell's five levels, Position, with none of the relationships or results behind it. Years later, chairing a volunteer technology committee, he pitched a run of 30-minute tech videos. The team bought the vision but not the execution, so he listened, and they built one-minute tech tips instead. That worked, and the 30-minute videos followed a couple of years later. From there: why most leaders inherit a vision rather than set one and have to carry it down, what the volunteer president's chair taught him about getting past the congratulations and back to work, how to build the right team at the right time instead of delegating to people who already agree with you, and why you cannot get bigger than yourself alone. Plus an AI tip: hand your vision to AI and ask it to challenge you and be the "no" person before you take it to the room. The leadership tip: believing something isn't a problem, carrying it alone is. For Realtors, broker owners, association leaders, and small business owners. ## Chapters 00:00 I thought the degree earned me the job 00:57 The committee, and the 30-minute videos I pitched 01:25 They bought the vision, not the execution 02:15 One-minute tech tips: what the team built instead 03:09 Stuck at level one: the title 04:29 Other people were more qualified, and that's fine 04:58 Most leaders inherit the vision, not set it 06:01 Two lessons: the title, and making it about them 06:28 Speaking gets less scary when you care more 06:57 What the president's chair taught me 07:52 A day to celebrate, then back to work 09:36 You cannot get bigger than yourself alone 10:32 The right people at the right time 11:26 A one-way vision isn't a team, it's an audience 11:52 AI tip: make it your critical thinking partner 12:48 Leadership tip: carrying it alone is the problem

In this episode Justin shares a personal story about buying powerful marketing software he never used and the costly lessons that followed. He explores why tools can become crutches, the importance of focus and follow-through, and how AI can expose weaknesses in your systems. Justin gives practical advice: pick one tool and commit to it, ensure it solves a real communication or business problem, build systems before buying tech, and lead yourself and your team through the boring work after the initial excitement fades.   Free AI Starter Pack: https://go.thejblteam.com/starter-pack Watch the video: https://youtu.be/cUGhcTTbzAM

Why do I set goals every year and never hit them? Because the runway is too long. Shorten it to 90 days, pick the one action that moves the needle, and you find out fast whether your systems work. In this episode, Justin Letheby shares his own path with 90-day goal setting: from office goal sheets he filled out as a checkbox, to Think and Grow Rich with the John Maxwell Team, to the 12 Week Year, to the 90-Day Breakthrough he built for himself and his coaching clients. He covers how to choose the one thing for the next quarter, why you should evaluate yourself on what you control rather than conversions, why motion beats motivation, and how to use AI as a critical thinking partner to get clear on your goals and the systems behind them. Two takeaways to carry into your next quarter: a shorter timeframe creates results and reveals how good your systems really are, and you are only going to be as good as your goals are clear. For Realtors, broker owners, association leaders, and small business owners who are tired of setting goals that never land. ## Chapters 00:00 Why goals get set and never hit 01:00 My story: goal sheets, Think and Grow Rich, and a runway that was too long 03:34 Discovering the 12 Week Year and building the 90-Day Breakthrough 04:47 Why a 90-day horizon keeps you focused 07:01 Pick the one action that moves the needle 07:53 Evaluate what you control, not conversions 08:50 Short horizons reveal your systems 09:19 Motion is lotion: don't wait for motivation 10:54 Using AI as a critical thinking partner for your goals 11:46 Leadership tip: shorter timeframes and clearer goals 14:06 Aim too low and hit: goals that make your toes tingle 14:51 Tell me your goal

You don’t need another tool. You need better judgment. In this episode, Justin Letheby breaks down why so many professionals feel overwhelmed by software, AI, and “the next big thing” — yet still feel stuck. Drawing from a real story early in his real estate career, Justin explains the difference between tools that move your business forward and tools that simply make you feel productive. This is a practical, honest conversation about: • Tools vs. crutches • Why busy isn’t the same as productive • How to decide what technology actually belongs in your business • And how to think more clearly before buying your next platform If you’ve ever felt buried under tech but underwhelmed by results, this episode is for you.

Most agents think the only way to hit bigger goals is to work longer hours. But what if the real answer isn’t hustle—it's structure? In this episode, Justin shares how real estate professionals can double their production without doubling their workload. Through smarter planning, systems, and energy management, you can scale your business and protect your sanity. In This Episode: Why Most Realtors Burn Out They chase “more” with more hours, not more strategy Everything feels urgent, so nothing gets done No systems to track and manage progress Justin’s 4-Step Framework to Doubling Without Burnout Shift Your Mindset – Stop asking how to work more. Start asking how to work smarter. Use 90-Day Sprints – Apply the 12-Week Year model to create urgency and clarity. Systematize with Tech & AI – Automate follow-up, daily prospecting, and review routines using CRMs and AI tools. Protect Your Energy – Schedule regular rest: weekly days off, monthly weekends, and yearly vacations to recharge and avoid burnout. The Challenge: Take your current 90-day goal, imagine doubling it, and then ask: “What would need to change in my systems, not my hours, to make that possible?” Call to Action: Justin invites you to: Join his upcoming Goal Planning Webinar for a step-by-step 90-day planning session Stay tuned for the launch of the Real Estate Success Blueprint, a complete system for building a scalable, stress-free business Final Thought: You don’t double your success by pushing harder—you do it by getting clear, getting focused, and building smarter systems that serve your goals and your life.

Most real estate agents aren’t lazy—they’re just working off a broken system. In this episode, Justin breaks down the real reasons agents fail to hit their goals and how to fix the process so you can finally start winning with confidence and clarity. In This Episode: The 4 Most Common Reasons Realtors Fail at Goals Goals are too vague ("I want to sell more homes") Goals are too big and far away (12-month targets with no checkpoints) No accountability or tracking system No connection to a personal "why" The Fix: A Smarter, More Effective Approach Set specific short-term goals (e.g., "5 deals in 90 days") Use the 12-Week Year system to create urgency and momentum Track your activity with tools that work for you (Google Sheets, CRM, calendar, etc.) Tie every goal to a deeper purpose—your family, your freedom, your peace of mind Real-World Example: One agent set a vague 30-home goal and was ready to give up by March. After applying Justin’s system—resetting with 90-day targets and aligning goals to their personal why—they ended the year exceeding their original goal. Call to Action: If this resonated with you, take action now: Join Justin’s Free Goal-Planning Webinar – Get step-by-step help building your 90-day roadmap. Get Ready for the Real Estate Success Blueprint Launch – A full system to help you hit your goals without burning out. Final Word: It’s not your effort that’s the problem—it’s the structure. Fix your process, and the results will follow.

This week, Justin builds on last episode’s cybersecurity basics with five essential tools every real estate agent should be using to protect their business and their clients in 2025. It's not enough to “know” cybersecurity — now it's time to act. Think of this episode as your cyber lockbox. In This Episode: Password Manager Ditch the sticky notes. Secure your accounts with tools like Bitwarden, LastPass, or 1Password. One master password protects hundreds of logins across devices — safely and conveniently. Two-Factor / Multi-Factor Authentication Add an extra layer of security on everything from Gmail to your MLS. Use built-in 2FA tools or apps like Authy, Microsoft Authenticator, or Google Authenticator — just be prepared for a learning curve. VPN (Virtual Private Network) Whether you’re at a coffee shop, airport, or showing a house, a VPN like NordVPN, ExpressVPN, or Surfshark encrypts your data and keeps hackers out of your business — literally. Business-Based Cloud Storage Tools like Google Workspace, Dropbox Business, and OneDrive for Business give you professional-grade file storage and access control. Store contracts, ID scans, and sensitive data the right way. Encrypted Messaging Stop sending wiring instructions over regular email. Use tools like Signal, WhatsApp, or Telegram for secure communication — or even platforms like Slack when collaborating with your team. Mindset Reminder: Tools are only as strong as the person using them. Slow down, breathe, and think critically — most hacks happen when agents are rushed or acting emotionally. Recap: Password manager Multi-factor authentication VPN Secure cloud storage Encrypted messaging Call to Action: Which tool are you already using — and which one will you try next? Let Justin know in the comments. Plus, grab the free download covering these five cybersecurity tools for real estate pros — linked in the episode description. And don’t forget to subscribe so you never miss a future episode or live session.

In this Realtor Safety Month special, Justin breaks down the biggest invisible threat to your business — cybercrime. Forget just watching your back at open houses — today, the real danger is in your inbox. From wire fraud to ransomware, real estate is one of the top targets for hackers. Why? Because agents handle high-value transactions, sensitive client data, and logins galore — often in a rushed, emotional environment. In This Episode: Justin covers 6 cybersecurity basics every real estate professional needs to understand in 2025: Stronger Passwords – Stop using birthdays or pet names. Use password managers like Bitwarden or LastPass to create secure, unique logins. Two-Factor Authentication – Add an extra layer of security. Use authentication apps (not just text codes) when possible. Phishing Awareness – Learn to recognize fake emails, poor grammar, fake urgency, and “spoofed” sender addresses. Device Security – Keep phones, laptops, and tablets updated. Use encryption and avoid public Wi-Fi without a VPN. Smart Home Safety – Turn off/listening devices during showings. Update firmware. Don’t let smart tech become a backdoor. Slow Down & Breathe – Hackers prey on rushed, emotional decisions. Your best defense is logic and verification. Legal Reminder (Especially in Illinois): If your CRM or email is breached, you may be legally required to notify clients — including what was compromised. Fines and lawsuits are real, and ignorance won’t save your license. Bonus: Download Justin’s 5 Favorite Cybersecurity Tools for REALTORS® — linked in the episode description.

AI isn’t the future — it’s the now. But while some agents are thriving with AI, many are falling flat. The good news? It’s not because you’re not smart. It’s because no one’s shown you how to use it strategically. In this episode, Justin Letheby, the eProfessor of Real Estate, breaks down the three biggest mistakes realtors make with AI — and how to fix them so you can finally save time, generate leads, and build a business that runs smarter. You’ll learn: ⚠️ Why treating ChatGPT like Google leads to boring results ⚠️ Why AI can’t replace your skills — but it can amplify them ⚠️ The danger of dabbling in too many tools without building habits ✅ How to give better prompts, think like a strategist, and build repeatable systems ✅ How to use one tool consistently (even 15 minutes a week) to build powerful momentum 📥 BONUS: Download Justin’s AI Prompt Starter Pack to start using AI effectively today: 👉 https://jblteam.mykajabi.com/2025-prompt-pack

Tired of AI-generated content that sounds stiff, robotic, or just plain wrong for your brand? In this episode, Justin Letheby, the eProfessor of Real Estate, shows you how to train ChatGPT to speak in your voice — your tone, rhythm, and communication style — so your content sounds like you, not a press release. You’ll learn: 🧠 Why sounding like you matters more than ever in real estate 🧠 The 3 simple steps to train ChatGPT using your own emails, blogs, and social posts 🧠 How to build prompts that match your tone, cadence, and personality 🧠 Quick fixes if the AI still feels “off” (like adding humor, contractions, or urgency) 🧠 How to use voice-trained AI for listings, emails, scripts, captions, and more Plus, you’ll get the exact language to use when feeding your voice samples into ChatGPT so it can match your personal brand consistently — no more rewrites, no more robotic mess. 📥 BONUS: Download Justin’s AI Prompt Starter Pack 👉 https://jblteam.mykajabi.com/2025-prompt-pack

Ever typed a prompt into ChatGPT and gotten a boring, robotic mess in return? You’re not alone — but the problem isn’t the AI. It’s the prompt. In this episode, Justin Letheby, the eProfessor of Real Estate, shows you exactly how to craft better prompts that sound like you, save you hours each week, and actually generate results. You’ll learn: 🧠 Why generic prompts fail — and how to fix them fast 🧠 The 5-part formula for perfect AI output: Role, Task, Tone, Format, Context 🧠 Smart prompt examples for listing descriptions, social media, follow-ups, newsletters, and even role-play coaching 🧠 How to train ChatGPT to match your writing style and speak in your voice 🧠 How to reuse your best prompts to save time over and over again 📥 BONUS: Download Justin’s AI Prompt Starter Pack featured in this episode: 👉 https://jblteam.mykajabi.com/2025-prompt-pack

Wish you had a reliable assistant to manage your emails, content, follow-ups, and more? Good news — you already do. In this episode, Justin Letheby, the eProfessor of Real Estate, shares how to use AI as your virtual assistant to save hours every week, stay consistent, and get back to doing what you love: helping clients. You’ll learn how to: ✅ Plan your entire week in under 30 seconds with one prompt ✅ Write content, captions, and emails that sound just like you ✅ Build checklists, follow-up systems, and even referral workflows ✅ Summarize complex documents like inspection reports or MLS data ✅ Create sustainable habits that reduce stress and eliminate busy work This isn’t about replacing yourself. It’s about freeing up your time so you can show up stronger. 📥 BONUS: Download the AI Toolkit for Realtors mentioned in this episode: 👉 https://jblteam.mykajabi.com/realtortoolkit

he market’s slowing, listings are tight — and still, some agents are thriving. What’s their secret? They’re using AI the right way — to save time, stand out, and show up like pros. In this episode, Justin Letheby, the eProfessor of Real Estate, reveals exactly how top producers are leveraging AI to win listings, even when the market’s cooled off. These aren’t gimmicks — they’re practical, repeatable strategies that make sellers say yes. You’ll learn how to: ✅ Research faster with AI-powered neighborhood summaries ✅ Personalize listing presentations and seller emails in minutes ✅ Market smarter — from social captions to video scripts ✅ Use roleplay prompts to handle objections with confidence ✅ Build trust by showing up prepared and relevant — every time 📥 BONUS: Download the free AI Prompt Starter Pack Justin mentions in the episode: 👉 https://jblteam.mykajabi.com/2025-prompt-pack