Advertise on podcast: The Neighborhood Real Estate Agent

In a market flooded with AI tools and information overload, one Beverly Hills agent just hit 980 million in annual sales without a massive team, mega-marketing budget, or shortcuts. James Harris built a lean operation of 13 people, closed 100 to 250 transactions per year, and created a software tool that's changing how agents compete against ChatGPT and each other. James Harris is the founder of Breezy, a real estate software platform designed to solve the problem agents refuse to acknowledge: most of us are still running our businesses off iPhone notes and Excel spreadsheets. His software powers over 14,000 downloads in six weeks and includes a proprietary feature called Underbuilt Radar that shows agents, investors, and developers exactly what a property can become based on zoning, setbacks, and city code. In this conversation, we break down how James went from agent to software founder without abandoning his real estate business, why information has become the only sustainable competitive advantage, and how agents at any production level can use Breezy to show up as an expert, not just another salesperson. Inside this episode: How a lean team structure lets you scale to nearly a billion without burning outWhat Underbuilt Radar does and why it's worth the entire subscriptionThe comp-pulling strategy that shaves hours off your weekWhy your clients are already testing you against ChatGPTBreezy pricing, free trial access, and which plan makes sense for your businessThe single mindset shift that unlocked James's path to top 0.01% productionFind Breezy: Download at the App Store: Search "Breezy Real Estate" Two-week free trial, then $39.99/month essential or $69.99/month elite Scale your edge and stay ahead of the algorithm. Subscribe, share, and follow for more interviews like this.

What if the deal you just walked away from was actually winnable? In this episode I sit down with Chris Watters, founder of Watters International Realty in Austin, Texas, to unpack the specific tools and tactics his team uses to convert more leads, win more listings, and build a business that runs without the owner doing everything. Chris built an enterprise-level real estate operation in one of the most competitive and volatile markets in the country. When Austin's transaction volume dropped 50% from its peak, his team doubled revenue in a single month, without spending a single additional dollar on lead generation. This episode is full of the kind of specifics you can actually do something with. Inside this episode: The $50,000 make-ready fund that removes the objection most agents never get past, and the partner that makes it available to any agent in the countryHow to build a Black Book of high-quality buyers using cash transaction data hiding in plain sight inside the MLSThe AI coaching tool that took his listing conversion rate from 40% to 53% and his lead-to-appointment ratio from 15-to-1 to 10-to-1 in 90 daysThe enterprise model that reduces a listing agent's job to exactly three activities, and hands everything else to someone or something elseThe anonymous traffic tool that grew his monthly database additions by 15x and why it costs less than a single Zillow leadWant to connect with Chris? Follow Chris on Instagram: @christopherwatters Visit his website: https://christopherwatters.com If you are leaving leads on the table, losing listings to friction, or just grinding harder than your results justify, this episode will show you what a different model looks like. Subscribe, share, and follow for more interviews like this.

Most realtors hand you the keys and disappear. Susan Bermudez stocks the fridge, sets out the juice boxes, lines the counter with toilet paper and paper towels, and has your favorite drink waiting when you walk in the door. That is not an accident. It is a system, and it is why 85% of her business comes from repeat clients and referrals. Susan Bermudez is a managing broker, relocation specialist, and top 2% producer in the Arizona market with lpt Realty. Based in Gilbert, she leads the SB Property Team and has built a business that runs on relationships, not transactions, across buyers, sellers, investors, and relocating families moving to the Phoenix metro area from across the country. In this episode Susan breaks down the exact systems, habits, and mindset shifts that separate agents who grind forever from agents who build something that feeds itself. Inside this episode: How Susan turned her family network of auto, insurance, HVAC, and contractor connections into a one-stop shop for every client, and why being the source of the source is the most underrated strategy in real estateThe tag-based Follow Up Boss workflow she built from scratch and is willing to share directly with other FUB users, covering every stage from first contact to close and beyondWhy she has never walked out of a listing appointment without the listing, and the coffee conversation she has before she ever steps foot in the houseThe relocation experience she creates for out-of-state buyers, from Arizona-specific social content that attracts them to the stocked fridge and custom water bottles waiting when they arriveWhy she invites the builders, project managers, and tradespeople to every new construction closing, and how that one move keeps turning into referrals from people who have never bought or sold a home with herWant to connect with Susan? Follow Susan on Instagram: @susanbermudezrealtor Visit her website: https://azrealestategal.com If you are building a real estate business that actually feels like a business, this episode will show you what that looks like in practice. Subscribe, share, and follow for more interviews like this. The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans:https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

What if the thing you lead with at every listing appointment is actually the thing costing you the deal? In this episode I sit down with Matt Williams, a serial entrepreneur and business coach who built a top 1% real estate business from scratch in under two years in a mid-size market, doing it without paid ads, without a big following, and without relying on leading with “numbers”. Matt breaks down the exact principles he used to scale fast, why culture always beats strategy in the early stages of building a business, and how the way you tell stories could be the single biggest unlock in your sales process. Inside this episode: Why a strong culture with a weak strategy will outperform a strong strategy with a weak culture every timeThe simple Instagram approach that costs nothing and helped Matt become the most recognized name in his marketWhat you are actually selling versus what you think you are sellingHow to build signature stories for buyers, sellers, and investors that make people choose you without feeling sold toWhy tracking the wrong numbers at the wrong time can actually slow your growthWant to connect with Matt? Follow Matt on Instagram: @the.matthew.williams Whether you are a new agent trying to break through a crowded market or a seasoned pro looking to sharpen your pitch, this episode will change the way you think about culture, connection, and what it actually takes to close. Subscribe, share, and follow for more interviews like this. The Neighborhood Real Estate Agent is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.  🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans: https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! https://www.instagram.com/mattmuscat88/ 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing/  For licensing information, go to www.nmlsconsumeraccess.org”

Most agents can sell a house. Far fewer can tell you whether the numbers actually work. In this episode I sit down with Rachel Kokosenski, an investor-focused agent with the Smallegan Real Estate team in Grand Rapids, Michigan, who has built a business where 90% of her clients are investors, and she did it by learning to speak their language fluently. Rachel breaks down the exact math behind short-term rentals, long-term rentals, and flips, and explains why agents who don't understand investor math are leaving deals on the table, pricing properties wrong, and losing clients they never even knew they had. She also shares a contractor partnership strategy that lets her package and pitch deals to investors before a single offer is written. Inside this episode: The ARV formula flippers actually use and why most listing agents are pricing renovation properties way too highHow to analyze short-term rentals like a business, including the 60% occupancy rule Rachel uses for seasonal Michigan marketsWhy multifamily properties should never be priced like single-family homes and what happens when they areThe Tuesday Zoom and contractor walkthrough system Rachel built to source, evaluate, and pitch deals to her investor clientsHow joining a free local investor group and showing up consistently became her primary source of new businessWant to connect with Rachel? Follow Rachel on Instagram: @rachel_kokosenski Email: [email protected] Website: smalleganrealestate.com If you want to future-proof your business by learning how the biggest buyer segment in today's market actually thinks, this episode is required listening. Subscribe, share, and follow for more interviews like this. The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans:https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

What if the worst time to sell your home is actually when everyone tells you to list it? In this episode I sit down with Ryan Bruen, a third-generation agent with Coldwell Banker in New Jersey whose data-driven approach to real estate has helped him close over 31 transactions in 2025 at price points ranging from $600K to $2M – all in his local market.   Ryan breaks down why most sellers are asking the wrong questions, how to read market data that is always 30 to 90 days behind reality, and why the in-person connection still drives more business than every digital lead source combined. Inside this episode:   Why listing in spring when buyers are plentiful can actually hurt your saleHow to spot the real question hiding behind what your client is actually askingWhy most publicly available market data is already outdated by the time you see itThe two-column spreadsheet Ryan uses to trace every deal back to its true originHow shadowing experienced agents turned transaction exposure into a 31-deal business Want to connect with Ryan? Follow Ryan on Instagram: @bruenrealestate Visit Ryan's website: bruenrealestate.com   Whether you are a new agent trying to learn fast or a seasoned pro looking to sharpen your client consultations, this episode will change the way you think about timing, data, and where your next deal is really coming from. Subscribe, share, and follow for more interviews like this.  The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans:https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

They were closing deals, winning brokerage awards, and looked like top producers on paper. But the morning after the award ceremony, Josh Ries looked at his bank account and realized the numbers told a completely different story. After expenses, lead generation bills, and a stack of software subscriptions he wasn't even using, there was almost nothing left. Within about two years of rebuilding their system from the ground up, Josh and his wife cut their cost per acquisition by nearly 80% and finally built a business that actually paid them. Josh Ries is a managing broker in South Dakota, a lead generation consultant, and a weekly contributor to Inman Magazine. With a background in digital marketing and law enforcement, Josh brings a data-driven, no-nonsense lens to the real estate business that most agents never get exposed to. In this episode we get into the math that most brokerages never teach, how Josh rebuilt his entire lead generation system after firing every third-party lead vendor, and why the busiest agents in your office might also be the most broke. Inside this episode: The award ceremony wake-up call: closing deals, getting recognized, and barely covering next month's lead gen billsWhy there is no such thing as a free lead, and how to calculate what you are actually payingHow Josh cut his cost per acquisition by nearly 80% using his own Google and Meta systemsThe relevance and continuity framework that increased his conversion rate without spending moreWhat a pipe bomb, a traumatic brain injury, and a near-death experience taught him about building an efficient, profitable businessWant to connect with Josh? Follow Josh on Instagram: @realestatebrokerjosh Read his weekly column on Inman: www.inman.com Visit his website: www.myrealestateco.com If you are grinding through closings and wondering where the money went, this episode will change the way you look at your business. Subscribe, share, and follow for more interviews like this.

What if the biggest lie in real estate is the one your clients walk in believing? In this episode I sit down with Karina Chavez, an immigrant who moved to Albuquerque, New Mexico at 12 years old speaking no English, and went on to close 97 homes in 2025 serving the community that once welcomed her family with open arms. Karina breaks down why chasing the dream home is the fastest way to kill a client's financial future, and how redirecting that conversation toward smart, affordable first purchases has built her a nearly 100-transaction-a-year business fueled almost entirely by her community. Inside this episode: Why Karina FaceTimes every client before they sign a single document, and why you should tooHow she turns a $250,000 starter home into a multi-property portfolio before the couple even gets marriedThe community event strategy that brought over 100 people to her office and converted four of them on the spotHow she compared apartment rent to mortgage payments and made the decision a no-brainerWhy she buys her kids a flip house every summer to pay their private school tuitionHow she is converting abandoned Route 66 motels into affordable housing and a full community food hall Want to send Karina a referral or connect? Instagram: @chavezteamrealtors Phone: 505-220-7781 Whether you are a new agent trying to find your niche or a seasoned producer looking to deepen your community roots, Karina's story will change the way you think about who you serve and how you serve them. Subscribe, share, and follow for more interviews like this.

What if the skills that made you great in another career were exactly what you needed to dominate in real estate? In this episode I sit down with Evan Crawford, former pro baseball player turned team leader in Auburn, Alabama, whose team is doing $50 million in sales in a market most people have never heard of. Evan breaks down how he started from zero, no local network, no name recognition, and no warm leads, and built one of the top teams in the Auburn-Opelika area through old-school relationship building, market knowledge, and a willingness to look dumb and ask questions anyway. Inside this episode: How Evan used his baseball network to generate his first referrals before he had a single local clientThe A-to-Z phone strategy that helped him rebuild his sphere from scratchWhy knowing your market stats cold is the only credibility tool a new agent needsHow to actually use your chamber membership instead of letting it collect dustThe handwritten card habit that turned strangers into clients and clients into a recruitWhy making people want to buy again is the real job of every real estate agentWant to send Evan a referral or connect? Website: www.crawfordwillisgroup.com Instagram: @CrawfordWillisGroup Phone: 334-558-8700 Whether you are brand new to real estate or rebuilding your pipeline in a new market, Evan's story is proof that relationships, repetition, and a willingness to fail forward will always win. Subscribe, share, and follow for more interviews like this.

Sandy Gentry has spent more than 35 years building one of the most recognizable and productive real estate businesses on Michigan’s Lakeshore. In 2025 alone her team closed over 136 million dollars in sales with Sandy personally producing more than 70 million. In this episode we talk about what has actually driven that longevity. Not shortcuts. Not trends. The fundamentals that still work. Sandy breaks down how speed to lead disciplined follow up and personal connection have allowed her to maintain massive market share in Grand Haven and Spring Lake even as the industry has changed. We dig into why phone calls still matter how detailed notes build trust over time and why most agents overcomplicate what is really a relationship business. If you are trying to build a real business that compounds year after year this episode will resonate. Inside this episode Why follow up timing creates leverageHow Sandy stays top of mind with hundreds of clientsThe role of phone calls in a modern real estate businessWhy relationships outperform marketing over the long runWhat newer agents misunderstand about consistencyhttps://sandigentry.com/

What if nearly losing everything taught you the secret to building a thriving real estate business without sacrificing your life? In this episode, I sit down with Michael Coxen, a Las Vegas broker who went from being bedridden at 115 pounds to running a 20-agent brokerage while maintaining $20-25 million in personal production. We unpack how Michael built his career by accident through a wedding invitation business, discovered the power of asking questions over selling, and learned why focusing on process beats chasing outcomes every time—lessons that became crystal clear when ulcerative colitis nearly ended his career. Inside this episode: The FORD method that turned wedding vendors into real estate clientsWhy saying yes to every meeting for 10 years changed everythingHow Tai Chi in a pool with seniors led to running a brokerageThe 3-item daily success list that beats comparison trapWhy great agents explain the market while good ones just understand itConnect with Michael: Website: magenta.realestate Join his brokerage: joinmagenta.realestate Coaching: michaelcoxen.com Social: @michaelcoxen Whether you're struggling with work-life balance, rebuilding from setback, or looking to scale without losing yourself, this episode reveals why true success comes from defining it on your own terms. Subscribe, share, and follow for more conversations with agents who've discovered what really matters. The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans:https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

What if focusing on listings could transform your real estate business from chasing clients to having them chase you? In this episode I sit down with Maria Quattrone, Philadelphia's "expired queen," who's built a machine that consistently delivers over 100 transactions per year. We unpack the exact strategies behind her listing-focused approach, from her three-step expired letter system to the relationship-building tactics that turned cold leads into a thriving referral network.   Inside this episode: How Maria transitioned from radio sales to real estate powerhouse in 22 yearsThe expired listing system that made her Philadelphia's go-to agentHer three-step letter strategy that gets sellers calling herWhy perceived value matters more than actual value in today's marketHow to build genuine relationships that lead to repeat business and referrals  Want the resources Maria mentioned? Follow Maria on Instagram: @mariaquattrone .     https://mqrealestate.com/ The Neighborhood Real Estate Agent is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans:https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

Most agents treat online leads like a necessary evil. Mickey Larson turned them into a $15 million business in just two years. In this episode, I sit down with Mickey, a former attorney and entrepreneur who ditched the courtroom stress for real estate and never looked back. While other agents complain about lead quality, Mickey has built an 85% online lead-based business with almost zero no-shows, consistent referrals, and a simple goal: one deal per week under contract. We break down his counterintuitive approach to working leads, why he spends more time talking clients out of buying than into it, and how treating every lead like a lifelong relationship turned Zillow clicks into a thriving referral machine. Inside this episode: •Why Mickey keeps his first contact minimal and gets to the showing fast  • The psychology behind earning trust by saying no  • How to turn vacant land leads and long nurture cycles into goldmines  • Why he counts contracts, not closings, for instant gratification  • His plan to scale by bringing his family into the business Follow Mickey on Instagram: @larsmd09 Whether you’re buying leads and struggling to convert, or wondering if paid traffic is worth it, this episode will change how you think about online lead generation. Subscribe, share, and follow for more interviews like this.​​​​​​​​​​​​​​​​ The Neighborhood Real Estate Agent is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. 🔑 Treadstone Funding: https://www.treadstonemortgage.com/ 🔑 Neighborhood Loans:https://neighborhoodloans.com 🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747 📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram! 🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org

The market has shifted. Homes that used to fly off the market in days are now sitting for months. Sellers are frustrated. Agents are stuck. And the old playbook isn't working anymore. In this episode I sit down with Kevelyn Guzman, Regional Vice President at Coldwell Banker Warburg, who's spent 18 years navigating every kind of market in New York City. Kevelyn shares how her team recently sold a penthouse after 14 months on the market, why agents need to think beyond their neighborhood to stay relevant, and how becoming a connector rather than just a closer is the key to long-term success in real estate. Inside this episode: What's really happening with luxury inventory and how long properties are actually sittingThe listing presentation framework that sets expectations and prevents seller meltdownsHow to expand your business geographically without confusing your brandWhy your database shouldn't change just because someone moves out of stateThe psychology behind multiplex connections and why being known for more than real estate mattersHow to find and launch events that build relationships and generate referrals  This episode will challenge how you think about positioning, marketing, and building a real estate business that thrives in any market condition.   https://www.instagram.com/kevelynguzman/ https://cbwarburg.com/

What if the biggest opportunity in your real estate business isn't the next lead you buy, but the database you already have sitting in your CRM? In this episode, I sit down with Ryan Young, who scaled his family's real estate team from 30 homes a year to over 500, and then built one of the hottest CRM companies in real estate. Ryan shares the exact mindset shift that took him from grinding through open houses and door knocking in 2009 to building a systematic, data-driven approach that extracts maximum value from every contact in your database. We dive deep into why most agents are terrible at database marketing and how the right technology can find hidden opportunities you never knew existed. Inside this episode: How Ryan muscled through the 2009 recession to build unshakeable lead generation skillsThe psychology difference between working with buyers vs sellers that most agents missWhy "spray and pray" database outreach kills your conversion ratesThe segmentation strategy that turns cold contacts into warm opportunitiesHow AI can identify which contacts in your database are actively shopping with your competitionWhy leading with value beats asking for referrals every single timeThe exact conversation framework Ryan uses to create off-market opportunitiesWant to connect with Ryan? Check out Fello AI: https://fello.ai/ Contact The Young Team: theyoungteam.com Whether you're struggling to get past 30 transactions or looking to scale beyond 100, this episode will change how you think about the goldmine sitting in your CRM. Subscribe, share, and follow for more interviews like this.