Podcasts about top producers

In today's podcast Paul has a conversation with Emily Berrier of Farm Family Insurance. Emily is the chief underwriter for the company and we discuss some of the issues and trends that farmers face in dealing with risk management and mitigation.See omnystudio.com/listener for privacy information.

What if some of your best real estate opportunities aren't traditional leads—they're people with problems you can actually solve?In this solo episode, Chris shares how he went from making $25,000 a year in ministry to finding his first real estate deals by literally knocking on the doors of homeowners facing foreclosure. He explains how massive imperfect action helped him get started, why distressed properties became a foundation of his real estate business, and how agents can apply the same principles today.Chris breaks down two major sources of opportunity: building deep referral relationships with professionals like estate attorneys, financial planners, divorce attorneys, and CPAs, and using curated data to identify homeowners who may be more likely to need real estate help. He also explains why better lists, better tools, and consistent follow-up can dramatically improve the effectiveness of your prospecting.In This Episode, You'll Learn:Why massive imperfect action can beat waiting until you know exactly what you're doing How distressed-property opportunities helped Chris build his real estate business How to build referral relationships with estate attorneys, financial planners, divorce attorneys, and CPAs How curated data can help you “hunt where the ducks are” instead of blindly cold callingHow to prioritize an existing database based on which contacts are most likely to sell The simple combination Chris recommends: referral partners + targeted data + working the list consistentlyConnect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

In today's podcast Paul has a conversation with Grant Fitzgerald of Farmers National based in Omaha, Nebraska. The company offers a vertically integrated solutions for farm landowners. We dive into how the third generation of owners requires different solutions than the second generation and how farm management differs for various types of owners. See omnystudio.com/listener for privacy information.

Most real estate agents know what they should be doing. Make the calls. Follow the schedule. Track the numbers. Have the uncomfortable conversations.So why do so many agents stay stuck?In this episode of the Uncommon Real Estate Podcast, Chris sits down with Kevin Franklin, a military veteran, real estate investor, and licensed agent in DC, Maryland, and Virginia, to talk about the shift that changed the trajectory of Kevin's career.Kevin shares how he went from accidentally becoming a landlord to intentionally building a real estate portfolio—and some of the painful lessons he learned along the way. But the biggest lesson was about fear, identity, and action: once Kevin changed his identity, committed to a schedule, started time blocking, consistently made the calls, and focused on bringing value to people, his momentum began to change.Connect With Kevin:Phone: (240) 642-8213Email: kevin.franklin@thereduxgroup.comConnect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

In today's podcast Paul has a conversation with Jim Rothermich of Iowa Appraisals on the land price trends in Iowa over the last six months. Even with all of the turmoil in the farm sector, the average price per CSR2 in Iowa is actually up a $1 from December 2025 with increased volume. It appears that it may be even stronger going into the last half of the year. See omnystudio.com/listener for privacy information.

Most real estate broker/owners and team leaders know they need to develop the people around them. What they're less clear on is who does what — and why getting that wrong is costing them agents, production, and their own time. In this episode of The Brian Icenhower Podcast, Brian Icenhower and Christina Morales break down one of the most important — and most misunderstood — distinctions in real estate leadership: the difference between a mentor and a coach, why both roles matter, and how to build a leadership team that creates real accountability and growth at every level of your organization. This is a conversation that applies whether you're a solo agent thinking about building a team, a team leader trying to scale, or a broker/owner managing dozens of agents who all need different things from the people above them. In this episode, you'll learn: Why the most successful people in real estate have two overarching goals — and why failing to pursue both keeps leaders stuck doing everything themselves Why cutting your leadership team when the market gets tight is the real estate equivalent of waving a white flag What mentors do — and why their role centers on the transactional side of the business: deal doctoring, contract questions, open houses, listing appointments, and everything from contract to close What coaches do — and why their role is fundamentally different: pushing agents out of their comfort zone, holding them accountable to uncomfortable activities, and leading them somewhere they've never been Why coaching is leadership and mentoring is closer to management — and why that distinction matters for how you hire, compensate, and structure both roles Why coaches are typically more valuable from a compensation standpoint — and how override structures and commission percentages align their incentives with agent production How to identify the right candidates for both roles — including the track record, people skills, and coachability factors that make agents want to follow them Why you always need to be recruiting and building a deep bench of leadership talent — even when you think you don't need it yet How to structure mentors and coaches within your organization so agents know exactly who to go to and why Why keeping your leadership team tied to your organization — rather than letting agents rely on outside resources — is critical for demonstrating team value and building loyalty If you've ever wondered where mentoring ends and coaching begins, or how to build the internal leadership structure that actually develops your agents, this episode gives you the framework to do it. This episode is part of The Brian Icenhower Podcast Summer Re-Run Series — our handpicked best episodes from the vault, brought back because the content is too good to hear just once.

In this episode, Trey sits down with David Foster, producer and principal of Three Arbor Insurance in Birmingham, AL, to break down the exact qualifying process his team uses to protect their time and win more of the deals worth winning......Resources & Links:

The market may be tougher—but that doesn't mean you have to struggle with it.In this episode of the Uncommon Real Estate Podcast, Chris breaks down what separates the agents who thrive in changing markets from those who get left behind. It starts with your conversations. While an average salesperson may ask only a handful of questions during a prospecting call, top salespeople dig deeper to uncover what their clients actually want, what's holding them back, and how to help them move forward.Chris shares how to talk with buyers who are waiting for prices or interest rates to fall, why asking questions is more powerful than arguing with objections, and how reviewing your own calls can dramatically improve your sales skills.Connect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

In today's podcast Paul does solo podcast on the projected 2026 ARC and PLC payments for 8 crops including corn, soybeans and wheat. We know that for 2025 to be paid starting October 2026 you will automatically be paid the higher of ARC-CO or PLC. We have final MYA prices for wheat, barley and oats. I dig into some the key details for each crop. See omnystudio.com/listener for privacy information.

When an agent's production drops in a slow market, the instinct for most real estate coaches and team leaders is to push harder — more calls, more accountability, more pressure. But what if the problem isn't tactical at all? In this episode of The Brian Icenhower Podcast, Brian Icenhower makes the case that emotional intelligence is the most important — and most underdeveloped — coaching skill in real estate leadership. And he introduces a practical diagnostic tool that changes how you show up in every coaching conversation: the Life Balance Wheel. The Life Balance Wheel is one of ICT's most powerful coaching tools. It helps team leaders, broker/owners, and coaches identify which area of an agent's personal life is bleeding into their professional performance — before wasting another month on action plans that miss the real problem entirely. In this episode, you'll learn: Why tactical coaching breaks down in a slow market — and what to do instead How to read the warning signs that a personal issue is affecting an agent's production The exact language to use when pivoting from business coaching to a life coaching conversation How to use the Life Balance Wheel to identify what's really going on with a struggling agent Why balance and counterbalance is a more realistic and useful framework than traditional work-life balance Practical examples of low-cost, high-impact action steps that help agents stabilize their personal lives and recover their focus How going deeper with agents builds the kind of trust that keeps them on your team through any market condition Why emotional intelligence is a skill — not a personality trait — and how to develop it deliberately as a leader This is one of the most human episodes The Brian Icenhower Podcast has ever produced. If you lead agents, coach real estate professionals, or manage a team through challenging markets, this episode will change how you see the people in front of you. This episode is part of The Brian Icenhower Podcast Summer Re-Run Series — our handpicked best episodes from the vault, brought back because the content is too good to hear just once.

Success doesn't happen by accident. It happens by design.In this episode, Chris breaks down the three pillars that have consistently driven growth in his business, his investing, and even his personal life. If you've ever felt stuck, unmotivated, or like you're working hard without seeing the results you want, this episode is for you.Chris explains why education creates momentum, why accountability turns intentions into action, and why the people you surround yourself with ultimately determine the trajectory of your success. You'll learn how to create an environment where growth becomes inevitable.In This Episode You'll Learn:Why success always requires changeThe first investment every ambitious real estate agent should makeHow to build a personal education system that keeps you growingThe difference between information and true insightWhy accountability is the missing ingredient for most entrepreneursA simple accountability strategy that creates real commitmentHow your inner circle influences your income, habits, and mindsetWhy environment beats willpower every timePractical ways to build a tribe that pushes you toward excellenceThree action steps you can take this week to transform your businessConnect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

In this episode, Trey and Micah sit down with J Foster, a 20-year veteran and Top Producer, to unpack the real debate between networking and cold outbound, and how to actually build a 30-year career instead of just surviving the first three.Jay also opens up about his executive coaching journey, how mastering "energy management" transformed his business, and the lifestyle decision that changed his life for good.........Resources & Links:

Send us Fan Mail⚠️ Viewer discretion advised: This episode contains strong language and candid adult conversation.According to the 2026 agent-production chart referenced during this episode, approximately 84% of NAR-registered agents had closed zero transactions between January 1 and July 6, 2026, while approximately 97% had closed four transactions or fewer.So what is actually happening inside the real estate industry?In this unfiltered episode of RealEstateAF, Mark Jones sits down with three experienced San Antonio real estate brokers: Jeff Garza, Robert Saenz and Cesar Amezcua.The panel breaks down why so many agents are struggling, whether real estate has been incorrectly marketed as a side hustle and why simply changing brokerages rarely fixes the real problem.They also get brutally honest about:• Whether real estate licensing standards adequately protect consumers• Why experience and fiduciary responsibility still matter• Massive builder commissions and new-construction incentives• Finding the actual cash value of a new home• Why so many real estate contracts are falling apart• Performative social-media success and “I just capped” posts• The temporary excitement of changing brokerages• What real rainmaker activity actually looks like• Whether struggling agents are surrounded by the wrong people• When becoming a dual-licensed Realtor and loan officer makes sense• Better ways agents can create additional sources of income• Social-media boundaries, lead verification and agent safetyThis is not an attack on struggling agents. It is an honest conversation about the difference between holding a real estate license and building a sustainable professional real estate business.Statistics discussed in this episode are based on a chart displayed and referenced by the panel. RealEstateAF has not independently audited the underlying dataset.━━━━━━━━━━━━━━━━━━━━TODAY'S GUESTSJeff GarzaCEO and Broker, Redbird Realtyhttps://redbird-realty.com/Robert SaenzBroker, Xsellence Realtyhttps://www.xsellencerealtysa.com/Cesar AmezcuaOwner and Sponsoring Broker, CA & Company, REALTORS®https://cacompanyrealtors.com/━━━━━━━━━━━━━━━━━━━━CHAPTERS00:00 – Cold Open: Get Better Every Day00:32 – Introducing Jeff Garza, Robert Saenz and Cesar Amezcua02:46 – The 2026 Agent Chart: 84% Closed Zero Transactions08:00 – Real Estate Licensing Standards and Consumer Protection12:25 – Builder Incentives, New Construction and Fiduciary Duty24:37 – Failed Contracts and Performative Social-Media Success31:00 – Brokerage Hopping and the 60-Day Honeymoon50:26 – What Real Rainmakers Actually Do1:00:26 – The 84%, Top Producers and Dual Licensing1:16:45 – Agent Safety, Social-Media Boundaries and Final Takeaways━━━━━━━━━━━━━━━━━━━━POWERED BY LOANBOTRealEstateAF is powered by LoanBot — Smarter Mortgage Matching.Search LoanBot in the Apple App Store or Google Play.Affiliation disclosure: RealEstateAF host Mark Jones is a co-founder of and holds an ownership interest in LoanBot.LoanBot is an educational mortgage-matching and technology platform. It does not issue loan approvals, make underwriting decisions or provide a commitment to lend.━━━━━━━━━━━━━━━━━━━━CONNECT WITH MARKConsidering buying, refinancing or developing a mortgage strategy?Visit:https://MortgageTalkWithMark.comMark JonesBranch Manager and Senior Loan OfficerNMLS #513437iTHINK Mortgage powered by Premier Mortgage Resources, LLCNMLS #116924123 Boerne Stage Road, Suite 103San Antonio, Texas 78255Equal Housing Opportunity━━━━━━━━━━━━━━━━━━━━CHANNEL AND PODCAST DISCLOSUREThe information presented in this podcast is provided for general educational and entertainment purposes only. It is not legal, tax, financial, investment, real estate, accounting or individualized mortgage advice.Guests appear for informational and discussion purposes and speak on their own behalf. Their statements, opinions and experiences do not necessarily represent the opinions or policies of Mark Jones, RealEstateAF, iTHINK Mortgage, Premier Mortgage Resources, LLC, LoanBot or any affiliated organization.No compensation is paid or received in exchange for referrals, endorsements or podcast appearances. Nothing discussed during this episode should be interpreted as an agreement to refer settlement-service business or as a requirement to use any particular real estate broker, lender, title company, insurance company or other service provider.Mark Jones is a licensed mortgage loan originator. This content does not constitute an offer to extend credit or a commitment to lend. All loan programs, interest rates, terms, qualifying requirements and product availability are subject to change without notice. All financing is subject to application, credit review, property approval, underwriting approval and applicable investor or agency guidelines. Not all applicants will qualify, and not all products are available in every state.Mortgage examples discussed during the podcast may be hypothetical and may not reflect current interest rates, loan costs, property conditions or an individual borrower's eligibility.Premier Mortgage Resources, LLC is not affiliated with or acting on behalf of the United States government, HUD, FHA, VA, USDA or any other governmental agency.Mark Jones | NMLS #513437Premier Mortgage Resources, LLC | NMLS #1169Equal Housing OpportunityNMLS Consumer Access:https://www.nmlsconsumeraccess.org/━━━━━━━━━━━━━━━━━━━━TEXAS CONSUMER NOTICEConsumers wishing to file a complaint against a mortgage banker or a licensed mortgage banker residential mortgage loan originator should complete and submit a complaint form to the Texas Department of Savings and Mortgage Lending.Complaint forms and instructions may be obtained from the Department's website at:https://www.sml.texas.gov/A toll-free consumer hotline is available at 1-877-276-5550.The Department maintains a recovery fund to make payments of certain actual out-of-pocket damages sustained by borrowers caused by acts of licensed residential mortgage loan originators. A written application for reimbursement from the recovery fund must be filed with and investigated by the Department before payment of a claim. Additional information about the recovery fund is available through the Department's website.━━━━━━━━━━━━━━━━━━━━

Too many producers operate from a place of scarcity - they walk into discovery meetings desperate for the win, giving off an energy that actually repels prospects. If you want to scale your book and become a true industry expert, you have to completely shift your mindset: stop needing the deal, and start making it entirely about the buyer.My guest, Jon Slusser, Chief Growth Officer at Gibson, joins me to discuss how to cultivate this "Elite Mindset." Jon shares his journey from being a self-described "turd" and selfish college soccer forward to becoming an ego-free, collaborative sales leader. We discuss the necessity of "detaching" from a deal, why new producers must operate with a sense of urgency (and avoid the "salary guarantee trap"), and how Gibson uses the "4 C's" to successfully integrate new talent alongside gray-haired veterans. Jon also opens up about his son Leo, a true "one-of-one," and how facing an unprecedented medical journey clarified his ultimate priorities as a father, husband, and professional.▶▶ Sign Up For Your Free Discovery Callhttps://completegameu.com/request-a-callTimestamped Outline(00:00) The Mastodons and Nepotism: How Jon Found His Way to Insurance(04:54) The Worst Teammate: A Harsh Soccer Lesson That Built a Better Leader(07:37) The Necessity of Coachability: Identifying Natural Curiosity and Humility(10:33) Shifting Mindsets: Detaching from the Deal and Leading with Abundance(13:00) The Unseen Force of Sales: How Prospects Feel Your Scarcity Energy(14:50) "If You Can't Be My Friend, You Can't Be in My Book of Business"(16:32) Advice for New Producers: Bring Your Future Forward and Ditch the Waiting Game(18:31) The Trap of Salary Guarantees: Finding the Sweet Spot of Urgency(21:40) Gibson's Training Strategy: Niche Focus, Defined Buyers, and Veteran Support(25:01) The 4 C's of Producer Development: Clarity, Connection, Contribution, and Commitment(26:44) The Tampa Bay Epiphany: Transitioning from Top Producer to "Hero Maker"(31:13) Leo's Story: Controlling the Controllables During a 103-Day NICU Stay(37:34) Jon's Lightning Round: The 4:30 AM Five Pillar Routine, Marathon Training, and The Purple CowCONNECT WITH ANDY NEARY

In today's podcast Paul has a conversation with Joe Peiffer, an attorney in Iowa that handles a lot of debt restructuring for farmers and was actively involved in the development of Chapter 12 bankruptcy that helps farmers mitigate their tax exposure. He is seeing more challenges for row crop farmer, and we dig into the details for all of the various chapters in the bankruptcy code. See omnystudio.com/listener for privacy information.

Every real estate agent knows they should be lead generating. And almost every agent — at some point — decides they're too busy to do it. They've got buyers under contract, listings to manage, a full plate. So they stop prospecting. And then the busy season ends, the business dries up, and they're back at square one — wondering why they keep hitting the same production ceiling year after year. In this episode of The Brian Icenhower Podcast, Brian Icenhower and Bradley Baldwin dig into one of the most persistent and costly patterns in real estate: the natural behavior cycle that keeps agents stuck, and what rainmakers — the leaders who consistently break through production ceilings — actually do differently. This is a candid, coach-to-coach conversation about what it really takes to push agents (and yourself) to act purposefully when it's uncomfortable, inconvenient, and feels completely unnecessary. Because that's exactly when it matters most. In this episode, you'll learn: What "natural behavior" is in real estate — and why it creates a roller coaster production cycle that traps most agents at the same ceiling every year Why agents lead generate all winter and stop the moment business picks up — and how to break that pattern for good What purposeful behavior looks like in practice — and why acting on it during the busy season is the only way to break through to the next production level Why the transition from slow season to harvest season is the hardest coaching moment of the year — and how the best leaders navigate it How to get agents' families on board with the short-term sacrifice required to build a long-term business The "three little pigs" analogy for agents who mistake short-term comfort for long-term security How to deliver hard truths to agents without losing the relationship — including the exact framing Brian uses before giving difficult feedback Why the best leaders coach their agents by talking through them, not at them The Houston hurricane story: how one team generated 22 listings in the middle of a natural disaster by staying in contribution mode with their sphere of influence Why building a business-to-business referral network — roofers, electricians, tradespeople — is one of the most underused lead generation strategies in real estate Why coming from contribution with your database, no matter what's happening in the market or your life, is the foundation of a resilient real estate business This episode is part of The Brian Icenhower Podcast Summer Re-Run Series — our handpicked best episodes from the vault, brought back because the content is too good to hear just once.

Most real estate agents are failing because they're working REALLY har on the wrong things.In this solo episode, Chris breaks down why being busy doesn't necessarily lead to building wealth. Drawing on lessons from sports psychology, leadership, and years of coaching top-producing agents, Chris explains how your identity, your calendar, and your daily habits determine your financial future.In This Episode, You'll Learn: Why your current identity may be limiting your next level of success.  How visualization can accelerate personal and business growth.  The difference between being busy and being productive.  Why prospecting should become a non-negotiable part of your calendar.  The "tyranny of the urgent" and how it steals your future.  Why talking to more people is still the fastest way to grow your business.  Why having more clients is your ticket to the life you want.Resources MentionedThe One Thing by Gary Keller & Jay Papasan The Confident Mind by Dr. Nate ZinsserConnect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

In today's podcast Paul has a conversation with Wes Davis of Meridian Ag Advisors. Wes is an Ag economist who works with a variety of clients to research farm related items. We discuss some of the key "black swans" that Ag is facing, the overall ag economy, thoughts on Farm Bill 2.0 and other related items.See omnystudio.com/listener for privacy information.

There's a trap almost every real estate broker/owner and team leader falls into — and most of them don't even know they're in it. They spend their days solving problems, answering questions, putting out fires, and taking care of their agents. And at the end of the day, they call that work. Meanwhile, the activities that actually grow their business never get done. In this episode of The Brian Icenhower Podcast, Brian Icenhower breaks down one of the most important concepts in real estate leadership: activity-based indicators, why they're the engine of a high-performing team, and exactly how broker/owners and team leaders can build accountability systems that keep themselves and their agents focused on the right things. This is coaching content drawn directly from Brian's book The High-Performing Real Estate Team, and it applies to leaders at every level — from solo broker/owners managing their own sales to team leaders overseeing dozens of agents. In this episode, you'll learn: What activity-based indicators (ABIs) are and why they matter more than results-based metrics The five components of a high-performing leadership team — and how ABIs connect to all of them Why the "status quo" is the single biggest threat to real estate business growth How broker/owners get trapped playing deal doctor all day — and how to break out of it Why agents claim they're "too busy to lead generate" with two transactions under contract — and how leaders should respond The parenting analogy: why real estate leadership is more like raising kids than managing W2 employees Why management and leadership are fundamentally different in real estate — and why most leaders are doing the wrong one How to build a dashboard that tracks the right activities and keeps your team publicly accountable to them Why agents who change brokerages without fixing their lead generation problem take the problem with them What self-awareness has to do with accountability — and why the best leaders actively seek it out If you're a broker/owner, team leader, or real estate coach who wants to stop reacting and start leading — this episode gives you the framework to do it. This episode is part of The Brian Icenhower Podcast Summer Re-Run Series — our handpicked best episodes from the vault, brought back because the content is too good to hear just once.

If you're halfway through the year and your business looks a lot like it did last year, the answer probably isn't to work harder.In this solo episode, Chris Craddock shares one of the biggest mindset shifts that transformed his business. After setting a goal to double his real estate team's production from $40 million to $80 million, he worked harder than ever...and still came up WAY short. That experience taught him a lesson that eventually helped his team break through the $200 million mark.You'll learn why your current results are perfectly aligned with your current actions, how your daily calendar predicts your future income, and the simple systems top-producing agents use to create consistent growth instead of hoping for it.In This Episode:Why working harder often leads to the same resultsThe difference between being busy and being productiveProspecting and lead follow-up NEED TO BE on your calendar every dayHow reactive habits destroy momentum and incomeWhy agents unknowingly self-sabotage their successHow the people around you influence your productionThe simple question that can change the trajectory of your businessConnect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

Molly Dean, SVP of Production, Leader One Financial. Key Highlights: top producers don't want to be left alone—they want meaningful support; respect matters more than special treatment; retention isn't just about compensation; micromanagement kills productivity; and purpose sustains long-term success.

Are you a senior executive or elite enterprise tech leader counting on corporate salary and fluctuating stock options for your ultimate long-term security?   In this highly authentic and controversial solo episode, host Billy Keels drops an unpopular opinion about the realities of massive corporate workforce reductions at giants like Meta and Oracle. Drawing from 26 years of personal experience in enterprise hardware and software sales leadership, Billy unpacks why every multinational corporation is simply an organism wired to do whatever it takes to preserve its own life—including shedding thousands of jobs when it carries too much weight. Discover the exact 3-step pathway to optionality that allows you to continue excelling as a top performer while systematically building transferable skills, taking control of your time, and engineering predictable income streams that ensure you are completely prepared when your corporate relationship inevitably ends.  

In today's podcast Paul has a conversation with Tyler Davis of Saunders Real Estate located in Lakeland, Florida. Florida ag has seen a rapid shift from citrus to other crops or development which has created interesting succession issues for these farm families. Tyler and I discuss some of the options that these farmers have implemented in their succession. See omnystudio.com/listener for privacy information.

Most real estate broker/owners and team leaders think they know how to coach new agents. They hand them a training manual, walk them through the basics, and tell them to start prospecting. And then they watch 80% of those new agents wash out within the first two years — and wonder what went wrong. In this episode of The Brian Icenhower Podcast, Brian Icenhower and co-host Christina Morales get into the real reason new agent coaching fails — and it starts with understanding who you're actually dealing with. The conversation digs deep into DISC behavioral profiles and how understanding them transforms the way leaders develop new agents. Not every agent should be door knocking. Not every agent should be cold calling expireds. And putting agents into lead generation activities that run against their behavioral wiring isn't coaching — it's setting them up to quit. In this episode, you'll learn: What DISC behavioral profiles are and why every real estate leader needs to understand them Why D's push through rejection while I's are paralyzed by it — and how that changes your lead generation recommendations for each agent Why S's and I's naturally gravitate toward sphere of influence marketing while D's and C's prefer working with people they don't know Why organic social media works for I's and S's but feels completely unnatural to D's and C's How to match lead generation activities to an agent's behavioral profile to keep them operating in their strengths Why D's make up the majority of team leaders — and why that's exactly the problem when it comes to leadership and systems What Brian calls "mayor of crazy town" — and why most agents get stuck there when left without accountability Why new agents need both sphere of influence development AND active lead generation simultaneously — and how to coach both at once The real conversion rate reality check that most new agents aren't prepared for Why self-awareness is the single most important leadership skill — and why it rarely comes naturally to the profiles most likely to start teams This is a coaching conversation that gets honest about what leadership in real estate actually looks like — and what most broker/owners and team leaders are getting wrong with their newest agents. This episode is part of The Brian Icenhower Podcast Summer Re-Run Series — our handpicked best episodes from the vault, brought back because the content is too good to hear just once.

The last few years have tested just about everyone.We've lived through inflation, affordability challenges, stubborn interest rates, industry disruption, AI changing the way we work, corporate layoffs, and a real estate market that has forced agents and investors to fight harder for every opportunity.It's been easy to sit on the sidelines waiting for things to "get back to normal."This throwback conversation with serial entrepreneur Cami Noble is a reminder that waiting has never been a winning strategy.If you've been feeling discouraged, distracted, or stuck, consider this your cold plunge wake-up call to be uncommon.What You'll Learn in This Episode:Why action—not perfect timing—is the greatest competitive advantageHow the entrepreneurs who win during difficult markets think differentlyThe daily habits that create momentum when business feels slowWhy relationships will always outperform algorithms and market conditionsHow to replace fear, hesitation, and overthinking with disciplined executionPractical ways to generate opportunities, even when transactions are downWhy your next breakthrough could be one conversation awayConnect with Chris Craddock:Instagram: @craddrockFacebook: Chris CraddockInterested in coaching? DM Chris on InstagramConnect with Cami Noble:Email: cami.noble@thereduxgroup.com Phone: (571) 643-2459RESOURCES: 

In today's podcast Paul has a conversation with Nick Tsiolis of Farmers Keeper. Nick and his team provide risk management services to thousands of corn, soybean and wheat farmers from farmers with 150 acres to those with 90,000+ acres. Nick is passionate about farmers understanding their profitability and how to manage the risk to maintain that profitability.See omnystudio.com/listener for privacy information.

If you lead a real estate team, you've probably dealt with this problem: agents who depend entirely on the team for leads, never build their own book of business, and disappear the moment the lead flow slows down. It's one of the most common — and most frustrating — challenges in real estate team leadership. And in this episode of The Brian Icenhower Podcast, Brian breaks down the system that solves it. It's called the Matching Standard, and it's one of the most powerful tools ICT coaches use with team leaders across North America. The Matching Standard is a scoreboard approach to lead distribution that tracks where every closing came from — did the agent generate it themselves, or did it come from the team? That distinction drives everything: commission split escalations, lead distribution decisions, and the culture of accountability that separates high-performing teams from ones that stay stuck. In this episode, you'll learn: Why agents who depend entirely on team-generated leads are a liability — and how the Matching Standard changes that dynamic How to track agent-generated vs. team-generated production on a visible, shared dashboard Why less than 15% of real estate agents have a working database — and what that means for your team's long-term health The difference between lead generation and lead conversion, and why conflating the two is costing your agents business How to use the Matching Standard to structure fair, merit-based lead distribution that rewards the right production behaviors How to roll this system out at your next team meeting or retreat Why agents who leave teams that use this system tend to fall apart — and agents who stay tend to grow Whether you're running a 5-agent team or a 50-agent brokerage, the Matching Standard gives you a framework to stop subsidizing dependency and start building a culture where agents genuinely want to generate their own clients. This episode is part of The Brian Icenhower Podcast Summer Re-Run Series — our handpicked best episodes from the vault, brought back because the content is too good to hear just once.

If Chris could go back and start his real estate career from scratch, what would he do differently?In this episode, Chris shares the biggest lessons he's learned after years of building a high-performing real estate business. From mastering the fundamentals to avoiding the mistakes that keep agents stuck, this episode is packed with practical advice you can implement immediately.Whether you're a brand-new agent or looking to level up your business, these timeless principles will help you create more consistency, more opportunities, and more income.In This Episode, You'll Learn:Why simplicity beats complexity every timeThe dangerous mistake agents make after finding successWhy prospecting is still the highest ROI activity in real estateHow surrounding yourself with top performers accelerates your growthWhy investing in yourself pays the highest returnsThe difference between an activity problem and a skill problemThe daily habit that can completely transform your businessKey Takeaways1. Simplicity wins.2. Never stop doing what's working.3. Prospecting solves almost everything.4. Proximity creates opportunity.5. Invest in your own growth.6. Know whether you have an activity problem or a skill problem.Memorable Quote"Every single day, have at least five conversations with people that last two minutes or longer about real estate. If you really want to crush it, make it ten."Commit to one simple habit:Have at least five meaningful real estate conversations every day, five days a week, for the next 90 days. Track your progress, stay consistent, and let the compound effect work in your favor.If you do that and still aren't seeing momentum, Chris wants to hear from you.RESOURCES: 

In today's podcast we have a conversation with Mitchell Hora of Continuum Ag about the recent release of the updated CI scoring model and methodology from USDA. We review what this means for farmers who can deliver their crop directly to a biofuel plant or an elevator that then delivers the crop. This guidance was sorely needed, but we still have to wait for IRS to provide even more guidance. See omnystudio.com/listener for privacy information.

Most broker owners think they know how to recruit — until they try to recruit someone who's actually good. In this episode, Brian Icenhower breaks down the exact process real estate broker owners use to recruit experienced agents using a coaching-based needs analysis framework that top producers genuinely respond to. If you've been losing experienced agents to competitors or struggling to start real recruiting conversations that lead somewhere, this episode will change the way you approach it. IN THIS EPISODE, YOU'LL LEARN: • Why recruiting experienced agents requires a completely different approach than recruiting new licensees or lower producers • The 1-to-10 Present Question — how to use it, how to define "10" correctly, and what to do with the answer • How Future Pleasure and Future Pain work together to create authentic, lasting motivation for top producers • The Finish Line conversation: how to talk through retirement math and long-term wealth building in a way that resonates with high earners • Why your only goal in early recruiting conversations with top producers is to secure the next appointment — not close them • How this exact framework doubles as the most effective agent retention tool available to broker owners and team leaders • The mindset shift from "recruiter" to "coach" — and why it makes all the difference with experienced agents ABOUT BRIAN ICENHOWER: Brian Icenhower is the founder and CEO of Icenhower Coaching & Training (ICT), one of North America's leading real estate coaching organizations. A former top-producing agent, team leader, and broker/owner, Brian has spent decades coaching agents, team leaders, and broker/owners at every level of production. His training platform at therealestatetrainer.com is used by thousands of real estate professionals across the country.

In this repeat episode, Chris shares insights on how he achieved over 40 transactions during his first year in real estate. He discusses strategies for real estate agents to build wealth beyond just buying and selling houses, providing valuable advice for both new and experienced real estate agents aiming to excel in their careers.RESOURCES: 

Josh worked for  returns to the Uncommon Real Estate Podcast to share lessons from building a business that creates freedom, wealth, and long-term success.In this episode, Chris and Josh discuss what it takes to build a real estate business that can thrive without your constant involvement, the power of systems and leadership, and why so many entrepreneurs struggle because they keep "moving the goalposts." Josh also shares insights on wealth creation, agent training, and designing a life that doesn't require endless hustle.In This Episode: Building a business that doesn't depend on you  The I-We-They model for leadership and delegation  Creating repeatable systems that scale  Why most agents quit too soon  Coaching and training for long-term success  Wealth building through real estate  Avoiding burnout while growing your business  The importance of defining what "enough" looks like  Why FREEDOM—not production—is the ultimate goalResources Mentioned:The Millionaire Real Estate Agent by Gary KellerConnect with Josh Stern:Email: josh@sternteam.comWebsite: www.sternteam.comConnect with Chris:Instagram: @craddrockFacebook: Chris Craddock BusinessRESOURCES: 

Esther Isman shares her journey as a real estate investor, entrepreneur, coach, and founder of YOLO Realty Group. She discusses the importance of relationship-building, sales psychology, networking, and personal branding in real estate. Esther highlights her investment portfolio, coaching work, women's empowerment initiatives, and vision for creating communities that help people grow both personally and professionally.   Professional Real Estate Investors - How we can help you: Investor Fuel Mastermind:  Learn more about the Investor Fuel Mastermind, including 100% deal financing, massive discounts from vendors and sponsors you're already using, our world class community of over 150 members, and SO much more here: http://www.investorfuel.com/apply   Investor Machine Marketing Partnership:  Are you looking for consistent, high quality lead generation? Investor Machine is America's #1 lead generation service professional investors. Investor Machine provides true 'white glove' support to help you build the perfect marketing plan, then we'll execute it for you…talking and working together on an ongoing basis to help you hit YOUR goals! Learn more here: http://www.investormachine.com   Coaching with Mike Hambright:  Interested in 1 on 1 coaching with Mike Hambright? Mike coaches entrepreneurs looking to level up, build coaching or service based businesses (Mike runs multiple 7 and 8 figure a year businesses), building a coaching program and more. Learn more here: https://investorfuel.com/coachingwithmike   Attend a Vacation/Mastermind Retreat with Mike Hambright: Interested in joining a "mini-mastermind" with Mike and his private clients on an upcoming "Retreat", either at locations like Cabo San Lucas, Napa, Park City ski trip, Yellowstone, or even at Mike's East Texas "Big H Ranch"? Learn more here: http://www.investorfuel.com/retreat   Property Insurance: Join the largest and most investor friendly property insurance provider in 2 minutes. Free to join, and insure all your flips and rentals within minutes! There is NO easier insurance provider on the planet (turn insurance on or off in 1 minute without talking to anyone!), and there's no 15-30% agent mark up through this platform!  Register here: https://myinvestorinsurance.com/   New Real Estate Investors - How we can work together: Investor Fuel Club (Coaching and Deal Partner Community): Looking to kickstart your real estate investing career? Join our one of a kind Coaching Community, Investor Fuel Club, where you'll get trained by some of the best real estate investors in America, and partner with them on deals! You don't need $ for deals…we'll partner with you and hold your hand along the way! Learn More here: http://www.investorfuel.com/club   —--------------------

In today's podcast Paul has a conversation with Matt Noggle a rancher in Southeastern Michigan that finishes about 200 head in his feedlot and raises about 100 cows. He and his wife have an active direct to consumer business that markets his cattle. Matt is also a business coach for Legacy Farmer and works actively with about 50 farmers in their operation. See omnystudio.com/listener for privacy information.

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Most real estate team leaders look at their profit and loss statement and panic. They see a scary expense number, assume their business is failing, and make an emotional decision instead of a logical one — usually right around tax season, right when production is already slow for the winter. In this episode, Brian breaks down exactly how to read a team P&L the way a CFO would, not the way a tax preparer presents it. He walks through the four numbers that actually matter: total GCI, true operating expenses, cost of sales (what you pay your agents), and real net income — and shows why most accountants are giving team leaders a distorted picture by burying personal expenses, owner salaries, and agent commissions inside numbers that make the business look far less profitable than it actually is. Brian also explains the "small team death zone" — the painful middle stage where a team leader is both still selling and managing a team, working twice as hard for marginally more money — and why so many leaders quit or pivot to a revenue-share model right at this point, just before the growth that would make it all worth it. What you'll learn: The 4 numbers to look at on every team P&L: GCI, operating expenses, cost of sales, and net income Why operating expenses should stay around 30% of GCI (12% admin salaries, 10% marketing/lead gen) How to back out personal expenses and owner salary/draw to find your true operating expense number Why cost of sales (what you pay agents) should go up as your team grows — and why that's a good thing What the "small team death zone" is and why it causes so many team leaders to give up right before things get easier Why "I want to stay small and selective" is often fear of recruiting talking, not strategy   Book a FREE coaching call: http://CoachCallFree.com Enroll in our online courses: http://www.IcenhowerInstitute.com Sign up for coaching: http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal: http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers: https://www.facebook.com/groups/REagentRoundTable

In today's podcast Paul has a conversation with Gavin Willis of the Washington Red Raspberry Commission. Most of the frozen raspberries grown in the US comes from Whatcom County in Washington state due to the unique soil conditions and weather. These growers are facing issues related to labor and foreign competition but are very resilient. It can cost upwards of $50,000 to put in an acre of raspberries and mother nature does not always cooperate. See omnystudio.com/listener for privacy information.

Most real estate team leaders and broker-owners only look at their financials once or twice a year — and it almost always happens during slow season, when the numbers look their worst and emotions are running high. In this episode, Brian Icenhower breaks down why that annual P&L review sets leaders up for reactive, costly decisions — and introduces the monthly snapshot system that keeps you grounded in your numbers all year long. In this episode, you'll learn: Why reviewing your real estate brokerage financial model only at tax time leads to reactive decision-making How slow-season emotions drive team leaders to cut agents and restructure splits unnecessarily What a monthly snapshot is — and how a simple Google Sheet can transform how you lead your business The specific metrics every real estate team and brokerage should track each month, including GCI, cost of sales, and net income How tracking cost of sales as a percentage of GCI helps you understand what you're actually paying per transaction Why economies of scale matter when evaluating agent count and commission structure How to build a business owner mindset and stop reacting emotionally to seasonal slowdowns About Brian Icenhower: Brian Icenhower is a nationally recognized real estate coach, trainer, and former broker-owner with decades of experience helping agents, team leaders, and broker-owners build profitable, scalable businesses. He is the founder of Icenhower Coaching & Training and the author of multiple real estate training resources available at therealestatetrainer.com. If you're leading a team or running a brokerage, this episode is a must-listen. The monthly snapshot isn't a complicated system — but it might be the most important habit you can build to protect your business through every season of the market.

Your team is leaving money on the table. Let's fix that.For 8 years, Weaver Sales Academy has helped 17,000+ insurance professionals sell more and close better. Ready to level up your team for Q3 & Q4?

Most agents say they want to grow, but very few make the changes necessary to reach the next level. In this solo episode, Chris unpacks why change is so difficult and shares the three key ingredients that create lasting transformation in business and life: education, accountability, and tribe. Through stories from his own journey in real estate, coaching, fitness, and leadership, Chris explains why your environment matters more than your intentions—and how getting around the right people can completely change your trajectory.In This Episode: Why most people want change but struggle to sustain it  The hidden reason motivation alone never works  How continuous education creates growth opportunities  Why accountability accelerates results and eliminates excuses  The role coaching played in Chris's business transformation  How identity and community influence performanceHit Chris up: Facebook - https://www.facebook.com/ChrisCraddockBusiness/Instagram - https://www.instagram.com/craddrock/RESOURCES: 

REDX Podcast host Tyler Fenn and Listing Academy coach Kent Brown return for another live Q&A session, tackling the biggest questions agents have about prospecting, lead conversion, and building a predictable listing business. Combining Tyler's coaching expertise with Kent's experience of closing hundreds of transactions, most of them generated through prospecting, they break down the daily disciplines that separate top producers from everyone else.In this episode, Tyler and Kent share why success in real estate isn't about finding a secret lead source; it's about mastering consistent action. They discuss how many conversations it realistically takes to earn a listing appointment, why follow-up is often more valuable than lead generation itself, and how accountability can transform an agent's business. The conversation also explores the importance of tracking numbers, managing emotions, and understanding that prospecting is a skill developed through repetition. Whether you're a brand-new agent or a seasoned professional looking to sharpen your systems, this episode delivers a practical roadmap for creating sustainable, predictable growth.Here's what you will discover in this episode…• Why consistent prospecting beats searching for the "perfect" lead source• How many conversations does it realistically take to generate listing appointments• Why lead follow-up is often more important than lead generation• The value of accountability groups and prospecting partners• How tracking your numbers removes emotion from the business• Why top agents focus on standards instead of motivation• The mindset shift that changes prospecting forever• How daily conversations create long-term business growth• Why many agents blame leads when the real issue is skill development• How time management and discipline create predictable successJUMP TO THESE TOPICS00:00 –

In today's podcast Paul has a conversation with Joe Whitworth of the Freshwater Trust based in Oregon but works for farmers throughout the West to help them economically enhance their irrigation systems to help conserve water and reduce fertilizer flows into streams. They currently have a large project in the Snake River Basin to help farmers change from flood irrigation to pivots. See omnystudio.com/listener for privacy information.

In this episode, Brian Icenhower breaks down the full online lead funnel for real estate agents, team leaders, and broker-owners — from the cheapest, lowest-converting social media leads all the way up to the highest-quality Google local service ad leads. Brian is joined by two coaching clients who share how they're putting this framework into practice, including a game-changing way they're using AI to personalize lead follow-up at scale. What You'll Learn: Why online leads should supplement your SOI — never replace it The 4 main categories of online leads and how they differ in quality, cost, and conversion rate Facebook/Instagram lead ads: why 1–2% conversion is actually doing well, and why these skew almost entirely buyer-heavy Google PPC leads: a step up in intent, but still conversion-heavy on follow-up Portal leads (Zillow, Realtor.com, Veterans United): referral fees up to 40%, but conversion rates of 12–20%+ — and why the follow-up call is more customer service than sales Why Veterans United is one of the fastest-growing lead sources ICT clients are using right now Why Google Business Profile is the most underutilized asset in real estate — and why AI search results lean heavily on it How YouTube content, Google reviews, and consistent profile updates directly impact your ranking in both Google and AI-generated results The 90+ pay-per-close referral platforms ICT coaches help clients register on in the first few sessions How two coaching clients are using Read AI + ChatGPT to build fully customized drip follow-up sequences from recorded lead conversations — in minutes Key Takeaways: Speed to lead is non-negotiable. Portal lead sources like Zillow and Veterans United require fast response — if you're not converting, you'll stop receiving leads. 75% of business from Facebook and Google PPC leads comes after 7+ follow-up attempts. Don't cherry-pick. Your Google Business Profile is not optional. Post to it like a social channel, stack it with reviews, and keep it updated — that's what AI is reading. A customized ChatGPT (paid version, real estate-trained) plus an AI note-taker like Read AI can automate personalized follow-up at a level most agents can't achieve manually. Online leads are growing year over year. Agents and leaders who learn to convert them now will have a massive advantage.     Book a FREE coaching call: http://CoachCallFree.com Enroll in our online courses: http://www.IcenhowerInstitute.com Sign up for coaching: http://www.IcenhowerCoaching.com Sign up for an Agent Management Portal: http://AgentManagementPortal.com Join the fastest growing Facebook Group for Top Producers: https://www.facebook.com/groups/REagentRoundTable

In this episode of Uncommon Real Estate, Chris shares some of his biggest takeaways from his experience with Tony Robbins. From leadership and investing to mindset, fear, gratitude, and personal responsibility, Chris breaks down the lessons that challenged his thinking and reinforced what it takes to build lasting wealth.Success isn't about having perfect timing or perfect conditions. It's about developing the mindset to anticipate opportunities, take action despite fear, and consistently invest in your future. The people who build extraordinary businesses and lives aren't necessarily smarter—they simply learn to think differently and act decisively when others hesitate.Whether you're a real estate agent, investor, entrepreneur, or someone looking to level up in life, this episode is packed with practical insights and timeless wisdom you can apply immediately.In This Episode, You'll Learn: Why "leaders anticipate, losers react"  The importance of monthly recurring revenue (MRR) in building wealth  How successful investors navigate uncertain markets  Why time in the market beats timing the market  The powerful mindset lesson behind the "monkey and the apple" story  How fear and rejection keep people from reaching their potential  What Tony Robbins taught Chris about leadership, growth, and opportunity Hit Chris up: Facebook - https://www.facebook.com/ChrisCraddockBusiness/Instagram - https://www.instagram.com/craddrock/RESOURCES: 

From goal setting and accountability to lead generation, referrals, luxury market positioning, and building a business around your strengths, this conversation provides practical strategies agents can implement immediately. Whether you're a new agent building your database, an experienced professional looking to scale, or a luxury agent seeking more intentional growth, this episode offers a roadmap for creating a business plan that works. In This Episode: ✔ Why written goals consistently outperform wishful thinking ✔ How to create a custom success blueprint for your business ✔ The difference between being busy and being productive ✔ How top agents structure their time for maximum results ✔ Building a referral network and identifying feeder markets ✔ Why accountability is critical to achieving your goals ✔ The difference between a coach and a mentor ✔ Strategic planning for luxury real estate growth ✔ How to identify your ideal luxury client and market niche ✔ Common business planning mistakes agents make

As the Managing Broker and Division President for JMG, Leon Gavartin leads the top real estate team in the Country. During the last 17+ years , he has been responsible for and involved with over $4 Billion in residential real estate sales amongst him and his team, earning him accolades including Presidents Club, Top Producer, and Salesperson of the Year for 2017/2018/2019/2020/2021/2022. Leon is a seasoned professional with over 17 years of real estate experience and 35 years experience in business operations, product and market development, marketing, management and sales. He is a graduate of Northwood University with a double major in Management and Marketing and has held various positions including CEO, President and COO for various companies domestically as well as internationally. Leon genuinely enjoys providing guidance and service to his clients to ensure they have the best experience within their real estate endeavor. With his vast real estate and business knowledge as well as his ability to navigate challenging transactions, Leon is an invaluable asset to his entire team. In his personal time, he enjoys being with his two kids, Ben and Shayna, exercising, traveling, as well as eating and having fun! Leon also serves on the Board of Trustees for Temple Solel, where he is the VP of Safety & Security and Facilities Committee. Leon was born in Riga, Latvia and speaks Russian fluently. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience Website: https://jondwoskin.comLinkedIn: https://www.linkedin.com/in/jondwoskin Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big! Connect with Leon Gavartin:Website: https://www.leongavartin.com/ X: https://www.x.com/azrelg Instagram: https://www.instagram.com/Lg_real_estate LinkedIn: Leongavartin Facebook: https://www.facebook.com/Leongavartin/     *E - explicit language may be used in this podcast.

In today's podcast Paul has a conversation with Tim Welles of CIC Services. This firm acts as a manager of captive insurance companies and in the podcast we review how captives work and the advantages that may occur to certain farm operations.See omnystudio.com/listener for privacy information.

Most real estate agents assume the highest offer always wins. But Chris has learned that price is only part of the equation.In this solo episode of the Uncommon Real Estate Podcast, Chris breaks down the negotiation strategies that consistently help his buyers win even when someone else is willing to pay more. From creating certainty for sellers to leveraging stronger terms, lender relationships, and strategic offer deadlines, you'll learn the practical tactics that separate winning agents from everyone else.In This Episode, You'll Learn: Why the highest offer doesn't always win  How to use BATNA (Best Alternative to a Negotiated Agreement) in negotiations  Why certainty is one of the most valuable assets in any real estate transaction  The role lender communication plays in winning competitive offers  The importance of reputation and likability in long-term success  How to make your offer "easy to say yes to"  Simple systems every buyer's agent should implement immediately Resources MentionedNever Split the Difference by Chris Voss Getting to Yes by Roger Fisher and William Ury How to Win Friends and Influence People by Dale Carnegie Influence by Robert CialdiniHit Chris up: Facebook - https://www.facebook.com/ChrisCraddockBusiness/Instagram - https://www.instagram.com/craddrock/RESOURCES: 

Howie Kurtz on escalating military tensions as U.S. and Iranian airstrikes push a fragile 60-day maritime agreement to the brink, a massive executive shakeup and contributor firings at 60 Minutes, and the political backlash over President Trump utilizing the Justice Department to investigate writer E. Jean Carroll. Learn more about your ad choices. Visit podcastchoices.com/adchoices

What separates average listing agents from elite negotiators? In this episode, Chris Craddock breaks down the negotiation tactics every listing agent should know to help sellers maximize leverage, create competition, and avoid leaving money on the table.Chris shares why getting a home under contract “in four hours” may actually be a bad thing, how strategic pricing creates stronger offers, and why days on market can quietly destroy seller leverage. He also dives into the psychology behind multiple-offer situations, emotional decision-making, escalation clauses, and how top agents guide buyers and sellers through high-stakes negotiations without letting ego get involved.Whether you're representing sellers, buying investment properties, or simply trying to become a stronger negotiator in every area of life, this episode is packed with practical strategies you can implement immediately.In This Episode: Why “days on market” is the enemy of price  The biggest negotiation mistakes listing agents make  Why accepting an offer too quickly can cost sellers money  Chris's ideal listing launch strategy  How to create leverage through multiple offers  Why escalation clauses often hurt sellers  The psychology of emotional investment in negotiations  The difference between verbal and written negotiations  What the “dang it number” means for buyers  How ego destroys real estate deals Key Takeaway:Great negotiation is not about “winning” the battle — it's about creating the best possible outcome for your client while keeping emotions and ego under control.Hit Chris up: Facebook - https://www.facebook.com/ChrisCraddockBusiness/Instagram - https://www.instagram.com/craddrock/RESOURCES: