#749: Leading With Passion: The Real Estate Leadership Playbook with Will Mahan

Episode Overview

In this powerhouse episode, John Kitchens sits down with Oklahoma City powerhouse and brokerage owner Will Mahan for a raw, real, and revealing conversation about leadership, obsession, building culture, and the evolution every top-producing agent must go through to truly become a CEO.

Will takes us through his 15-year journey—from life insurance to top-tier real estate producer, to team leader, to eXp influencer, and now the founder of a rapidly growing hybrid brokerage built around entrepreneurship, investing, and true wealth creation. He breaks down why most agents stall out, why leadership matters more than ever, and how to build a business that aligns with your strengths, your energy, and your long-term vision.

If you're craving clarity on scaling, culture, leadership, and building a business that actually gives you time, money, and location freedom, this episode will hit you right between the eyes.

Key Topics Covered Will's Origin Story & Early Pivots

• How selling life insurance built the foundation for his real estate success

• Why obsession—not interest—is the real separator in this industry

• The mentors who shaped his business mindset and leadership style

The CEO Shift: From Hustling to Building a Business

• How Will realized "commission checks" weren't the same as "building a business"

• The mindset traps that hit agents once they reach $250K… $500K… and even $1M GCI

• Why ego is the silent killer of progress

Leadership, Culture, and Obsession

• The difference between being interested, committed, and obsessed

• Why humility is the single greatest leadership trait

• What Will looks for in mentors and why "yes-men" are dangerous

The Decision to Launch His Own Brokerage

• The strategic thinking behind leaving eXp

• How he identified a massive gap in the OKC market

• The rise of the Hybrid Agent and why his brokerage attracts entrepreneurs, investors, and multi-cultural talent

• Building a culture where agents learn flipping, BRRRR, private money, and wealth-building methods—not just how to get commissions

Why Most Agents Never Grow—Even at 7 Figures

• The harsh truth: agents stop doing what got them to success

• The false comfort of leverage when you don't reallocate your time correctly

• How agents accidentally sabotage their growth by abandoning the fundamentals

Pruning for Growth: Cutting 30% of His Brokerage

• Why Will intentionally reduced his agent count to increase production

• The dramatic results: double the transactions with fewer agents

• What his top 25 agents do that the others don't:

  • They show up

  • They take notes

  • They stay coachable

  • They stay consistent

The Heart of the Business: People, Passion, Purpose

– Why leading with energy and passion fuels culture
– The fulfillment that comes from watching agents become wealthier, empowered, and confident
– How to create a business that supports your life—not the other way around

Resources & Mentions

– The Need to Lead by Dave Berke
– Extreme Ownership by Jocko Willink & Leif Babin
– Agent to CEO Coaching Framework
– John Kitchens Executive Coaching → JohnKitchens.coach

Final Takeaway

You don't build a real estate business by accident—you build it with clarity, consistency, leadership, and obsession.
As Will demonstrates, the path to real freedom comes from knowing who you are, what energizes you, and building the business that aligns with that vision.

"Show up with passion. Show up with energy. If you pour into your people, they'll run through a brick wall for you." – Will Mahan

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• Instagram: @johnkitchenscoach
• LinkedIn: @johnkitchenscoach
• Facebook: @johnkitchenscoach

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