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In this episode of Agent to CEO, John Kitchens sits down with Nick Krem to unpack why he pivoted his business, how he chooses which AI tools and partners to bet on, and why the agents who win won’t be the ones who master the tech fastest. They will be the ones who use it to get more face time with the people they serve. Nick explains the difference between AI “wrappers” and true harnesses, why the AI-powered consumer will soon run more agents than the AI-powered agent, and how getting found and recommended by AI is becoming the modern referral. John and Nick also dig into humans as the accountability layer, the question every expert must answer (”what can you tell me that AI cannot?”), and why the real shift is “who, not how.” Key Topics Covered * Why Nick pivoted his business and how he picks the partners and tools he goes all-in on * Wrappers vs. harnesses, and what that means for the AI tools agents buy * Less screen time, more face time: using AI to free up human connection * Wearables, texting your software, and the AI-powered consumer * Why being recommended by AI is the new referral, and how to show up in those answers * Humans as the accountability layer and the value AI can’t replace * Who not how: the question every leader should be asking “So think who not how. That’s the question you should be asking yourself.” – Nick Krem Connect With Us * Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

Here’s the hard truth: most team leaders are the business. They don’t own a company, they own a job with a payroll. As we get ready for ‘27, I want you to ask yourself which one you’ve built. So I brought on my friend Stacie Peterson, one of the OGs out of Kinder Reese Coaching, to talk about what it really takes to go from agent to CEO. Stacie grew her team to 10 agents and two admins, got herself and her partner out of production, ran it at over 30% profit, and then sold it. Today she gets to help hundreds and hundreds of agents. But it started with a simple test. If she went and lived on a beach for six months, or even 30 days, could things still run without her? For her the answer came down to systems. As she puts it, she’s not that important and she’s not that smart. That was the moment she realized this was a business. We get into what a buyer actually pays for when you sell a team, why the business can’t be built around your personality, and what it looks like to step out of production without losing who you are. We also talk about AI and leverage, and why the right tools should make you more human, not less, by taking the stuff that doesn’t really matter off your plate. And we cover the identity piece that nobody talks about: who are you after production? Key Topics Covered * Owning a company vs. owning a job with a payroll * The beach test: could your business run without you for 30 days? * Building systems so you and your partner can get out of production * Running a team at over 30% profit * What a buyer actually pays for when you sell a team * Using AI and leverage to be more human, not less * Who you are after production * Keeping the people who matter most at the center We’re much farther along than we think, and our job here is to have true human connections so that we can be the best person we can be to each other and to the people that matter most. – Stacie Peterson This one’s for you if your team still runs through you and you want a business that can run, or sell, without you. Connect With Us * Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

As we head into Q4 and start preparing for ‘27, a lot of us are rethinking everything, and one question keeps coming up with the agents I coach: should I have a team? People usually have a strong belief one way or the other. So I brought my friend Joel Perso back on the show to unpack it, because I take notes every time I talk to him. Joel has been in real estate since 2012, and he reminded me how short the history of teams really is. The idea of a real estate team is only about 15 years old, and the big push to build teams was about retention, not wealth building. A lot of agents who got into the business in the last 10 years have only heard that the goal is to have a team. “Why wouldn’t you do that?” But for a lot of people it’s not the right answer. We get into the questions to ask before you build anything: Am I maxed out on what I can do by myself right now? Why do I actually want a team? What kind of agents do I want to attract? Will I enjoy my day-to-day life as a team leader? Then we cover the different team models, how to run the math without getting drunk on the spreadsheet, and what it means for team leaders who are realizing they don’t have to keep running a team at all. Key Topics Covered: * Why fewer home sales put more pressure on the system * The short history of real estate teams, and why retention drove the boom * Decision-making and the ripple effect of saying yes or no * The first question: are you maxed out on your own? * Why you want a team, and using assessments like Working Genius * True teams, teamerages, and hybrid models * Deciding what kind of agents you want to attract * Doing the math on leads, splits, and your own time * The responsibility that comes with leading people If you ask yourself, ‘Do I have to have a team?’ And the answer is, ‘No, I don’t have to,’ then it needs to be a hell yes. – Joel Perso This one’s for you if you’re deciding whether to build, grow, or step back from a team. Connect With Us * Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

I’m turning 50 in March, and like I did before 40, I’ve been asking what I’d tell my younger self. Something I read earlier this year really stuck with me: the only two people you need respect from are the eight-year-old you and the 80-year-old you. When I look back, what I remember most isn’t the milestones. It’s the moments we were laughing. That’s why this conversation with my friend Michael “Disney Mike” Collier hit home. Mike spent 12 years at Disney, went from college program student to Disney Ambassador, became a top salesperson, then jumped into flipping, wholesaling, lending and eventually real estate, where he’s now a three-time Icon at eXp. And he’s honest about something most of us won’t admit: hitting the goal and then feeling empty a couple of days later. “Okay, so now what?” Jesse Itzler says one of the worst things we can do is accomplish a major milestone and not immediately reset the goal. Mike and I dug into the other side of that: making sure the goal you’re chasing is actually yours, and not somebody else’s goal that just looked cool from the back of the room. We talk about what you see on stage versus the rest of the story, your 168 hours, deciding what “enough” is, and choosing the right lever so you’re not climbing the ladder faster on the wrong wall. Key Topics Covered: * Why the peaks are great, but you learn the most about yourself in the valleys * Chasing shiny objects vs. keeping the main thing the main thing * Mike’s Disney journey and the empty feeling after hitting Icon * Resetting the goal and building sub-goals toward a bigger goal * Seeing both sides of success before you decide what you want * Your 168 hours, and why “enough” has to be defined * Moving to higher price points: more of the right clients, not more volume * The Speakers Alliance, and the one thing AI can’t replace * Identity, pigeonholing, and trading toxic fuel for purpose When you’re building that larger goal and those sub goals on your way to it, you have to make sure that the goal is actually the goal. – Michael Collier This one’s for you if you’ve ever hit the number and wondered, “Now what?” Connect With Us * Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

Blake Berfelz is one of the five owners behind the Benson Crew, an Ontario team formed just over a year ago when three businesses merged into one. In this Coffee and Coaching hot seat, Blake joins me to unpack what it really takes to lead a merged real estate team through a market nobody in Ontario has seen before. Blake came into real estate from the restaurant industry 14 years ago and helped build the residential side of his original team from the ground up. Today he helps run one of the most advanced AI-powered agent infrastructures we have seen on this show. Even with the tech dialed in, the hot seat comes down to something no system can fully solve on its own: the people behind it. Connect With Us * Ready to get clear on where your business is going? Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

Most agents and team leaders are chasing tactics, tools, and the latest shiny object. In this Expert Mentors Live conversation, I sit down with DJ Fairley, who closed $93 million in production last year, finished number one in Pennsylvania for eXp Realty, and is on pace to top it this year, to break down the four fundamentals that decide who wins in this market: clarity, consistency, relationships, and accountability. We are in the final stretch of Q4, and the momentum you build now carries straight into Q1. We talk about who you have to become for the outcomes you are chasing to become true, and how to build a plan you will actually follow. Key Topics Covered * Why Q4 sets up Q1, and how today’s hybrid market changes your plan * Clarity: are you doubling revenue, profit, or freedom? Why a vague goal produces a vague version of you * SMART U: if someone else can’t read your goal and explain it back, it is not understandable yet * Consistency: health, priorities, and learning to say no as non-negotiables * Relationships: starting with the one you have with yourself, then building your “blue marlin” relationships * Accountability: why coaches, partners, and public commitments make you do more than you would alone * Inevitability thinking: reverse engineering the path so success feels like a walk in the park * The December 30th exercise: what didn’t you do, and what will you make a priority now? One line I keep coming back to: “Nothing changes if nothing changes, and the thing that has to change is you.” Connect With Us * Ready to get clear on where your business is going? Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

Your background is not a liability. In this episode, I sit down with Jerry Van Leeuwen, a former paramedic turned real estate team leader out of Waterloo, Canada, who took every skill he built on the hardest days of other people’s lives and turned it into a serious competitive advantage in this business. We get into Jerry’s origin story, from growing up on a farm to running EMS calls to walking into his very first closing and having to run full conflict resolution between a buyer and a seller. We talk about why the best marketer wins, why learning to write ads may be the fastest way to become a world-class marketer, and how Jerry is using AI to become more human, not to replace the human side of the business. Connect With Us * Ready to get clear on where your business is going? Book your Clarity call now at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

Laura Justice has done just about every job real estate has to offer. She has spent over 30 years in this business, 17 of them in leadership and coaching. Today she leads the Incorvaia Team, 69 agents on pace to close over 600 units this year, with a goal of 100 agents by the end of next year. But this hot seat isn’t about the growth. It’s about what that growth is costing her. Laura’s constraint is time. She’s still the source instead of the resource, saying yes to everything and no to nothing. In this episode of Coffee and Coaching, we unpack how she’s using systems, leverage, and leadership to buy that time back. That includes systems that duplicate, tools like Sisu, and handing training to the rising leaders already on her team. We also cover a breakthrough moment mid-conversation: using AI to clone yourself. Key Topics Covered * Why Laura runs a 60/40 split between coaching and personal production, and why staying in production keeps her sharp * The Monday through Wednesday training cadence, including “Technique Tuesday,” that powers the team’s onboarding and agent development * What a system really is: anything you’ll do more than once, documented so someone else can run it without you * How tracking takes the “hallucination” out of real estate leadership * Why so many agents are frozen in today’s market, and why new agents can be the path of least resistance * Asking “Is it a system, a tool, a model, or a person?” before defaulting to a new hire * How plugging top performers into training creates a win-win, using a teammate who converts 23 to 40% of Zillow leads as an example * The “clone yourself” moment: building an AI coach that coaches you the way you coach others * Visionaries vs. get-it-done leaders, and which ones stay on a team for the long run * Why the fear of building people up so much that they leave is usually backwards “I can’t be more bought in than they are.” - Laura Justice Connect With Us * Ready to get clear on where your business is going? Book a call with me at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

Travis Wright came from 14 years of meth addiction, two shootings, and a rehab program in Cache, Oklahoma, where he started over from nothing. Three and a half years after getting his real estate license, he is an eXp ICON agent, a Top 250 producer nationally, and closed 47 transactions in 2025. In this episode, I sit down with Travis Wright, a fellow Lawton, Oklahoma native, to unpack what taking action in real estate really looks like when you start with no experience, no marketing background, and a lot to prove. He shares how he got four deals under contract in his first few weeks, how he stays in front of his sphere on Facebook, and how he built a full presentation for a builder in two days using AI tools. This one goes deeper than tactics. We talk about fear, discipline, consistency, flow, and why asking for help may be the most underrated skill in this business. “If my mind is saying no, I try to analyze if that no’s out of fear. And if it’s out of fear, I need to go for it.” — Travis Wright Connect With Us * Ready to get clear on where your business is going? Book your 7 Figure Audit at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com * Instagram, LinkedIn, and Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

This market isn’t moving in one direction, and that’s exactly what’s catching agents off guard. In this episode, I sit down with Stacey Lambright, a 29-year veteran, eight-time ICON Agent at eXp, and one of the most connected operators in the Midwest, to talk about what’s really happening on the ground right now. Stacey is seeing listings that still sell in 30 days with multiple offers sitting right alongside REOs, short sales, and climbing days on market. We dig into why the COVID buyer bubble is quietly creating distressed inventory, how she uses absorption rate and carrying costs to guide sellers, why her value stack keeps growing, and what’s working right now with cash buyer leads and open houses. We also get into niche marketing, community, and how she’s putting AI to work in her business. And here’s what stuck with me most: after nearly 30 years in this business, Stacey still walks into the room as a student. Key Topics Covered * Why getting in the right rooms matters more than ever, and what top producers discussed at the Top 250 mastermind * The hybrid market: hot pockets that still sell fast next to rising days on market, REOs, and short sales * How COVID-era appreciation and hard money lending are turning some recent buyers into distressed sellers * New builds vs. existing homes, and how sellers of 3 to 5 year old homes can compete with builders who have corrected * Using absorption rate, carrying costs, and data as the “straw person” in your listing presentation * Growing your value stack: staging consultations, organizers for downsizers, and portfolio lender credits * Cash buyer lead sources and how to script the call so you don’t break rapport * Back to basics: why an open house is your chance to overcome objections the buyer’s agent won’t * Staging in a winter market, and the fraction of a second you get to catch a buyer’s eye online * “Relationships are in the niches”: farming, community events, and giving back to local nonprofits * AI in the real estate business and the four levels of delegation “The saying used to be work smarter and not harder. Well, now it’s both.” — Stacey Lambright Connect With Us * Ready to get clear on where your business is going? Book your 7 Figure Audit at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Instagram: @johnkitchenscoach * LinkedIn: @johnkitchenscoach * Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

What do you do when you have all the pieces of a great business but no clear horizon to aim them at? On this episode of Coffee and Coaching, Renee Velasquez is back on the hot seat. Renee has been in real estate since 2008 and has built an 18-plus year sphere-based business, plus an investment portfolio of seven short-term rental properties with an eighth potentially on the way. After caring for both of her parents through the end of their lives, she discovered a huge underserved opportunity: educating families through one of the most necessary, least talked about parts of real estate. Renee doesn’t have a strategy problem. She has a clarity problem. We dig into why good is the enemy of great, why drifting kills momentum, and how a six-year horizon tied to her youngest child’s graduation can become the BHAG that turns momentum into direction. I also walk Renee through an AI exercise to uncover her unfair advantage and design the fastest market test to prove people will pay for it. If you’ve ever felt like you have everything working but still can’t name exactly where you’re headed and by when, this episode is for you. Key Topics Covered * Renee’s origin story: getting licensed in 2008 and weathering both the crash and COVID * Building a seven-property short-term rental portfolio alongside a sphere-based sales business * How caring for aging parents revealed an underserved community of families and adult children * The difference between a will that states intentions and the legal ability to carry them out * “The broccoli problem”: making necessary but unsexy content something people want to watch * Why 51% of home buyers now start their search on YouTube, and why most viewing happens on a TV * Why good is the enemy of great, and how drifting and complacency stall growth * Setting a BHAG: using a three-year and six-year horizon to create a dated destination * Painkiller vs. vitamin: the three things people actually pay for (money, time, and status) * An AI exercise to uncover your unfair advantage and design the cheapest market test for one real payment in seven days * The duality opportunity: a consumer-facing education play plus training that equips other agents to serve families with empathy “A vitamin can make you some money, but a painkiller gets you rich.” — John Kitchens Connect With Us * Ready to find your own clarity? Book your Clarity call at 7figurecall.com * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Instagram: @johnkitchenscoach * LinkedIn: @johnkitchenscoach * Facebook: @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

In this episode, I sit down again with Rodolfo Carvalho and Nuno Batista, the first eXp Icon agents out of Portugal, for a five-year check-in on the discipline, consistency, and marketing obsession that took them from 35,000 in GCI to a projected 10X this year. Rodolfo and Nuno break down exactly what changed in their mindset and their daily habits, why they call it the honey badger approach, and how shifting from “best agent” to “best marketer” unlocked a level of growth most teams never reach. We also get into what real estate looks like outside the US and Canada, and why having the right mentor matters no matter where you’re doing business. Key Topics Covered * The Honey Badger Mentality — why discipline and consistency beat talent every time, and how Rodolfo and Nuno used it to chase a 10X year * Green Blocks and Daily Non-Negotiables — Nuno’s exact time-blocking system for prospecting, follow-up, and content creation * Thinking Like a Marketer, Not Just an Agent — how that mindset shift unlocked growth neither of them expected * Celebrity Positioning and Local Authority — billboards, consistent video, and building recognition in a smaller market * Sell It, Reinvest It — why reinvesting into marketing before it’s comfortable is non-negotiable for scaling * Real Estate Outside the US — how Portugal’s lack of a shared MLS changes the game, and why listings (not buyers) drive predictable income * The Value of a Mentor — why guidance matters more than access to tools alone “Discipline and consistency will outperform talent every single time. The honey badger doesn’t care.” — John Kitchens Connect With Us Ready to build a plan for more freedom in your business? * Head to 7figurecall.com and schedule your call today. * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Follow us: Instagram @johnkitchenscoach · LinkedIn @johnkitchenscoach · Facebook @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

In this episode, Lindsay and I dig into the balancing act of running a team while staying in production, why quality of hire matters more than headcount, and how leverage, not more hustle, is the answer when you’re stretched too thin. Lindsay opens up about her struggle to delegate, the ego that gets in the way of letting go, and the shift from one-on-one coaching to small group “pods” that’s freeing up her time without losing her culture. Key Topics Covered Lindsay’s path into real estate, from bartending and door-to-door sales to building a 20-agent team; shifting the team’s hiring focus from quantity to quality (”ideal agent,” not just adding bodies); what’s driving their culture, including team events, one-on-one coaching, biweekly meetings, and marketing support for agents; the real rock in Lindsay’s shoe, protecting time for her own production while leading the team; my leverage framework, moving from one-on-one coaching to small pods and identifying which parts of the transaction actually fuel you; the reframe that fixes client pushback about delegating to team members; and why teams will matter even more as the market shifts. “Lindsay didn’t need a lesson on hustle. She needed permission to protect the part of the business that actually fuels her.” — John Kitchens Connect With Us Ready to find your own leverage? * Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com * Book a clarity call at 7figurecall.com * Follow John Kitchens Coach: Instagram @johnkitchenscoach · LinkedIn @johnkitchenscoach · Facebook @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

In this episode of the John Kitchens Coach Podcast Experience, John sits down with Ryan Smith, combat veteran and CEO of the Ryan Smith Home Selling Team, for a conversation on leading through adversity, hiring for grit, and why AI is about to separate the agents who thrive from the ones who get left behind. With nearly 20 years in the business and close to 4,000 transactions, Ryan brings a rare dual perspective — balancing an active military career with running a growing real estate team — and doesn’t hold back on what it actually takes to build (and rebuild) a winning culture. Key Topics Covered: * Staying intentional while juggling two demanding careers * The data-driven decision to rebuild the team from the ground up * Hiring for “humble, hungry, smart” — and why the driven part is hardest to spot upfront * How agents self-select out when adversity hits, and what that reveals * Leading people who can walk away vs. people who can’t * The habits (dollar-productive activities, mastery of craft) that carry agents through a down market * Ryan’s deep dive into AI — from P&L analysis to building a one-to-one nurture system for 30,000 contacts * Where team leaders should start their own AI journey “It doesn’t matter how many houses you sell, it doesn’t matter how many years you’re doing this — these things that you experience as a rookie still happen to me now, having done this for almost 20 years... It doesn’t end. It’s a career-long journey.” — Ryan Smith Ready to think like a CEO? Book your strategy call at 7figurecall.com. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com

In this episode, I sit down with Nick Bergman, one of the five owners behind the Benson Crew, a team formed just over a year ago out of three merged businesses in Ontario, Canada, now chasing a $2 billion production goal by 2034. Nick’s path here started far from real estate — he was a heavy machinery mechanic before a rough experience selling his own home pushed him to get licensed. We get into what it actually takes to merge three cultures into one: aligning over fifty agents around a single set of standards, holding the line on core values that are still being adopted team-wide, and knowing when to coach an agent up versus coach them out. Nick and I also dig into the difference between running a family and running a team, why the word “expectations” sets people up to fail, and how the Benson Crew uses hard numbers instead of gut feel to navigate a tough Ontario market. Key Topics Covered Merging Three Cultures Into One Team * How the Benson Crew formed from three separate businesses just over a year ago * Why alignment, not volume, is the real bottleneck after a merger * Building one shared identity, standard, and set of core values from three different starting points Family vs. Team * Why a family keeps people no matter what, but a team hires to the function * How “Timmy” thinking (finding a place for someone you like) creates dysfunction * Building job functions first, then fitting the right people to them Expectations vs. Agreements * Why the word “expectations” primes people for failure * Replacing expectations with agreements the team actually buys into * Using core values as decision-making filters, not wall art Reading the Market Without Losing Momentum * Navigating an Ontario market down sharply year over year * Reframing 135 active listings as opportunity instead of overwhelm * Why tracking real numbers beats going by feel when things get tight Coaching Agents Up or Out * The base camp, lift, and summit framework for tiering agent support * Knowing when to invest more in an agent versus when to part ways * Auditing every agent’s commitments and production this quarter to reset alignment “You don’t have a family, you have a team. A family keeps people no matter what. A team hires to the function first, and the person fits the function, not the other way around.” — John Kitchens Connect With Us Ready to work on alignment, growth, or your next merger? Book a call at 7figurecall.com.Follow us: Instagram @johnkitchenscoach · LinkedIn @johnkitchenscoach · Facebook @johnkitchenscoach This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit johnkitchenscoachpodcast.substack.com