In celebration of our 50th episode, Gary Keller sits in the host chair. He interviews Jason about the top-level insights he’s gleaned from all the real estate professionals who have been on the show.

Gary and Jason dig into life by design; journeyers, learners, and readers; prioritization and productivity; building teams and generating leads; models and numbers; communities and coaches.

This episode is 36 pure minutes of Gary Keller and Jason Abrams talking about success—how to define it and how to achieve it. Tune it, pass it along to your friends, and enjoy.

Resources:

• Listen to Episode 20. The 10 Disciplines to Maximize Your Impact and Inner Peace From Gino Wickman
• Listen to Episode 13. Building a Real Estate Empire Through YouTube With Ken Pozek
• Listen to Episode 30. From Crayons to Contracts With Laurie Reader
• Listen to Episode 38. Making Offers for Immediate Response With Jose Medina
• Listen to Episode 40. Creating a Luxury Experience at Any Price Level With Lysi Bishop
• Listen to Episode 31. Knocking on Doors With Richard Stone
• Listen to Episode 47. Speed to Relationship With Daniel Dixon
• Listen to Episode 03. A Story of Unshakable Work Ethic With Cody Gibson
• Listen to Episode 39. The Motivate, Educate, Manage Formula With Gary Keller and Jay Papasan (Part 1)
• Listen to 04. From Social Work to Real Estate Royalty With Kymber Lovett-Menkiti
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Looking for a way to highlight your value as a real estate agent? Mike Zinicola has perfected the negotiator model. He joins the show today to teach us how every single agent can use it.

As real estate professionals, we tend to gloss over our superpower of negotiating. It’s part of our everyday lives. For clients, however, negotiations involving their homes are a big deal. Honor that. Build it into your value proposition.

Mike walks us through every step in the model, particularly focusing on how to put together a negotiation letter.

As a real estate professional, you are a professional negotiator. Don’t let that go unnoticed.

Resources:

• Learn more about The LGBT+ Housing Initiative
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Jordan Davis receives between 50 and 80 agent referrals every year, resulting in more than half a million dollars a year in GCI. That’s not by accident. Jordan joins us on the show today to teach us her ways.

Jordan describes the channels through which you can meet other agents. She talks about how to do outreach on social media and in person. Most importantly, she explains how she develops deep relationships with these agents, creating a referral community.

Jordan describes this approach as “Who are the people you want to live life with and solve problems together?” It’s beautiful and powerful. Tune in to learn exactly how.

Resources:

• Follow Jordan Davis on Facebook
• Follow Jordan Davis on Instagram
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

"Speed to lead" is out. "Speed to relationship" is in. Daniel Dixon is an internet lead generation guru. He lives at the cutting edge of lead generation technology, so when he says it is time to slow down and focus on quality over quantity, you know he must be serious.

Daniel is our esteemed guest on the show today. His Denver-based team sells over 220 units for more than $115 million in volume every year. He is Gary Keller's close mentee. We invited Daniel to the show to update us on the latest strategy around internet lead generation.

He goes over the importance of a squeeze page, a good CRM, face-to-face relationship building, and establishing yourself as a long-term consultant for clients. More than ever before, Daniel says, real estate agents need to look at everything with a long-term view.

With the client acquisition cost sitting at about $2,400, you cannot afford to miss this episode.

Resources:

• Listen to Episode 46 of The Color of Money Podcast: Millionaire Real Estate Agent With Jason Abrams
• Learn more at TheColorofMoneyPodcast.com
• Listen to Episode 32: Difficult Conversations with Phil M Jones
• Listen to Episode 1: Mastering the Moment with Phil M Jones
• Read “Rich Dad Poor Dad”
• Read “Tools of Titans”
• Check out the Synctuition meditation app
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Each agent on Adelina Rotar’s team does at least $6 million in production every year. That’s not by chance. Adelina has an excellent development system in place to nurture each agent and make sure their growth never stops. She joins us on the podcast today to share her strategy.

Adelina breaks it down into three pieces: recruitment, business development meetings, and team meetings. We go deep into the details of each one: recruiting to your values, pouring into agents at each development level, and rekindling culture every week.

This episode is full of one-liners that are going to stick with you. Originally from Romania and now living in the great state of Texas, Adelina Rotar brings her absolute best to this interview. Don’t miss it.

Resources:

• Listen to Episode 05. From Daughter of Tenant Farmer to CEO of Keller Williams With Mo Anderson
• Read “Think and Grow Rich” by Napoleon Hill
• Read “13 Fatal Errors That Managers Make and How to Avoid Them” by W. Steven Brown
• Listen to the “How I Built This” podcast
• Read “A CEO Only Does Three Things” by Trey Taylor
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Popcorn poppers, margarita machines, and bounce houses. If you don’t know what those have to do with real estate, then friend, you’re in for a real treat. Today, we are joined by Charlotte Savoy, one of the best to ever do it, and she teaches us how to create an unbeatable event system to grow and maintain your database.

Charlotte has seen every single way of doing real estate. As a young single mom, she sat outside model homes. Fast forward a few years, and she was helping Gary Keller with his very first expansion team. Charlotte has managed teams of hundreds, and she has worked alone. Today, she has settled into her sweet spot, running a team of about six.

With all this experience, what does Charlotte identify as the backbone of a successful real estate business? Events. Every November, her team creates a schedule for the next year, a budget, and an outreach strategy. They win the year before the year even starts.

The bottom line is that Charlotte Savoy wakes up every day passionate about loving the people in her database and shows that love through events.

There is so much excellent advice and how-to in this episode; you don’t want to miss it.

Resources:

• Listen to Episode 06. From Wasilla to Worldwide: Kristan Cole’s Remarkable Journey
• Listen to Episode 44. Strategic Team Building with Christine Marchesiello
• Read “Dare to Lead” by Brene Brown
• Read “The ONE Thing” by Gary Keller and Jay Papasan
• Listen to the “Ed Mylett Show” podcast
• Listen to “Think Like a CEO” podcast
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Christine Marchesiello's team of only five agents sells 160+ units/year, resulting in $70-$100 million in volume. How are they so effective and productive? Christine joins the show to talk us through her magic formula for strategic team building.

We discuss getting the first hire right, building systems, defining your team's identity, and growing yourself as a leader. She gives us tactical instructions for each step.

Christine's journey from a third-grade teacher to leading a top-performing real estate team in Saratoga, New York, is a testament to the power of perseverance and strategic thinking. She shares how her transition was fueled by a desire for more rewarding work and how she shaped her approach to building a highly efficient team.

Resources:

• Watch “Achieving Work-Life Balance in Real Estate” video for an inside look at how Christine Marchesiello built her real estate business in Saratoga, NY, and meet her family too!
• Read Emotional Intelligence for Sales Success by Colleen Stanley
• Read Emotional Intelligence for Sales Leadership by Colleen Staley
• Listen to the Huberman Labs podcast
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

Tim Heyl, the CEO of Homeward, joins us on the show today to explain what Homeward is and share his secret to building one of the biggest real estate teams in the US.

Here’s Tim’s winning formula: Pick your target audience, identify a single problem they have, develop a specific solution to that problem, and then clearly market your solution to them. That’s what catapulted his real estate business to the top over a decade ago, and that’s what inspired his new company today.

Homeward is an alternative financial product business that serves people who want to buy a new home but need to sell their old house first. Homeward gives them a guaranteed offer on their old home, fronting them the funds to make an all-cash offer on the new home so that they can outcompete other potential buyers.

When you listen to Tim, you can’t help but get fired up about being a real estate entrepreneur. Enjoy!

Resources:

• Learn more at Homeward.com
• See if BOLD coaching is right for you
• Listen to the Masters of Scale podcast
• Pre-order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA Media

This podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.