In Tuscaloosa, Alabama, college football is a way of life. Tricia Gray knows this well and fully taps into it for her real estate business. Today, Tricia joins us on the show to share the strategies that help her team consistently achieve their goal of 500+ units year after year.

Tricia’s team taps into their community’s natural source of energy: College football. They host tailgates, send out season schedule magnets, and bring on college interns to help funnel those touches into leads.

But she doesn’t rely on energy alone. Tricia walks us through how she and her business partner-husband enforce high standards for their team: Everyone must hit 30 deals per year. We talk about the importance of internal drive, thorough hiring processes, and “speed to lead.”

Even if the phrase “Roll Tide” isn’t your cup of tea, take a listen, and you’ll learn a ton.

Resources:

• Listen to Episode 25. Ben Kinney’s Three Real Estate Success Principles
• Read Option B: Facing Adversity, Building Resilience, and Finding Joy
• Check out the Millionaire Real Estate Agent Playbook

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.

Friends, you are in for it today. Today, I am joined by Tiffany Fikes. Now, if you don't know who Tiffany is, get ready because, in a moment, you won't be able to ever forget her. I know that's saying a lot, but here's the thing—it only took Tiffany four years to become a Millionaire Real Estate Agent. She got into it and started crushing it right out of the gate.

Tiffany shares with us her steps to success, telling her personal stories to illuminate each one. First, learn how to quiet your mind. Second, define your success. Third, believe your success is possible to achieve. Fourth, set and hold boundaries.

Because of these steps and because of her commitment to building her farm, Tiffany can now live the life she has always wanted. She travels the world with her husband and homeschooled kids, splitting time between New York City and Nashville, Tennessee.

Listening to Tiffany changed the trajectory of my day. I think you’ll feel the same!

Resources:

• Learn more at herbestlife.com
• Check out FYKES Realty Group
• Follow Tiffany on Instagram: @tiffanyfykes
• Listen to the Empire Building podcast
• Read “Integrity” by Henry Cloud
• Listen to the Rule of Life podcast
• Listen to Episode 31. Knocking on Doors with Richard Stone
• Check out the Millionaire Real Estate Agent Playbook

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.

Great Britain’s real estate system is a bit different than ours here in the US. For example, they don’t have MLS—to them, MLS means Major League Soccer, which, according to them, should be called football.

Sometimes, looking at a different country’s system helps us identify what fundamentals really matter. That’s why our guest on the show today is Dominic Marcel, leader of Keller Williams #1 ranked teams for properties listed and sold in the UK. Dominic walks us through how real estate works in the UK and the lessons we all can learn from it.

We talk about the importance of strategy and clearly communicating that strategy to your client. We dig into Dominic’s process of starting with the future the client wants and then reverse engineering from there. He also shares how he researches the type of buyer likely to buy the home and then develops a marketing strategy to talk specifically to that buyer.

This episode is going to help you think more creatively about how to build an individualized strategy for your client and how to market your offerings. Plus, you’ll catch a little bit of British slang in the process.

Resources:

• Read “Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World” by Gary Vaynerchuk
• Check out Experian’s Mosaic Portrait
• Listen to MREA Episode 14. Building a Successful Real Estate Business: Caroline’s Four Pillars to an Elevated Approach
• Check out the Millionaire Real Estate Agent Playbook

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.

Back by popular demand, Phil M. Jones joins me live at the Keller Williams Family Reunion in front of an audience of 3,000. This episode not only dives into strategies for handling difficult conversations but also features Phil giving me a hard time as he relentlessly seeks clarity in every interaction.

Phil begins by distinguishing between influence and manipulation, stressing the importance of empathy and understanding people’s contexts before offering advice and solutions.

In the heart of the episode, we cover:

• The dos and don'ts of phone outreach
• Effective strategies for reconnecting with past clients
• Tactful approaches to asking for a raise and conducting respectful terminations
• Approaching people after a tragic event in their lives
• Navigating conversations about work-life balance

Phil introduces frameworks like the Opening Fact Question (OFQ) and demonstrates how to use mutually agreeable facts and easy-to-answer questions to ease into more complex topics. He also explains the Past, Present, Future Arc for managing transitions in business relationships smoothly.

Filled with Phil’s trademark humor, sharp questioning, and deep insights, this episode is a treasure trove for anyone looking to enhance their communication and persuasion skills.

Resources:

• Listen to The MREA Podcast Episode 01. Mastering the Moments with Phil M Jones
• For a list of Phil’s books and more information about his work, go to PhilMJones.com
• Check out the Millionaire Real Estate Agent Playbook

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.

Richard Stone sells about $100 million of real estate each year, only working about 100 days a year. Sounds easy, right? But what you should know is that during those 100 days, Richard is knocking on doors 3-4 hours a day. And he is our esteemed guest on the show today.

Richard got his start in real estate in 1973. Over his 50 years in real estate, he honed his model of success. Step one: Select a geographical area (ideally one that’s walkable). Step two: Be the expert on the area. Step three: Go knock on those doors.

Along with his real estate lessons, Richard shares his life lessons with us. He tells us about his health struggles and the role that his faith plays in his life. He talks about his trips around the world and the importance of generosity. And we talk about how we’re going to invite him back on the show when he turns 119, if not a little sooner!

Resources:

• Subscribe to MREA to get the latest models, alerts, and more: MREAnotes.com
• Read The Greatest Salesman in the World by Og Mandino
• Read Acres of Diamonds by Russell H. Conwell
• Check out the Millionaire Real Estate Agent Playbook

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.

Laurie Reader grew up coloring with crayons under her parents’ desks at their real estate company. Now, she is ranked the number one real estate agent in South Florida, having helped 8,000 families and generating over $3 billion in revenue. If there is anyone who knows how to run a real estate company, it is her. We are thrilled to have her on the show today.

Laurie began her career with this singular mandate from her mother, who was also her boss: "Your job every day is: you don't go home until you've had five two-way conversations." Over her 30-year career, Laurie added a key ingredient to this approach: building trust.

Whether you are talking to clients, other agents, or your own team, the most important thing you can do is build bridges of trust with them, according to Laurie. Ask them questions about their lives, ask what they need, and provide a healthy, empowering environment for them.

Laurie is one of my personal mentors. I respect her so much. I really hope you enjoy this episode.

Resources:

• Read: Tim Grover: Winning
• Subscribe to MREA to get the latest models, alerts, and more: MREAnotes.com
• Listen: 01. Mastering the Moments with Phil M Jones
• Listen: 29. Building Your Personal Brand With Rory Vaden
• Check out the Millionaire Real Estate Agent Playbook

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.

“Personal branding is simply the digitization of your reputation,” says Rory Vaden, best-selling author and co-founder of the Brand Builders Group. He joins us to talk about the intersection of character, reach, trust, and influence. If you’ve been struggling with your personal brand or just need a quick boost in remembering why you do what you do, this episode is for you.

Rory’s formula is: Results x Reach = Influence. In other words, your hard work and success, combined with a smart digital strategy, will empower you to change more and more lives. On the other hand, if you don’t have results—real substance—no matter how good your digital strategy is, you won’t last. As Rory puts it, “Your influence will never grow wider than your character runs deep.”

In the second half of the episode, Rory specifically teaches real estate professionals how to build their personal brand. He provides specific questions to ask yourselves, plus tips on how to be an ongoing asset to your community.

You’re going to leave this episode feeling more centered about your digital presence and purpose.

Resources:

• Learn more at FreeBrandCall.com/RV
• Subscribe to MREA to get the latest models, alerts, and more: MREAnotes.com
• Check out the Millionaire Real Estate Agent Playbook

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.

If there’s anything Brendan Bartic learned while he was managing properties for Halliburton in Iraq and Kuwait, it’s that with a whiteboard and a little reverse engineering, anything is possible. Brendan is our guest on the show today and is here to tell us about how his real estate team uses visual scoreboards to achieve their impressive results.

Currently, Brendan is the CEO of the number one Keller Williams team in the Colorado region. He’s purposefully built a company big enough for people to grow and stay put: Earn long-term passive income, take part in ownership of the company, and become leaders. The key to this success according to Brendan? Visual scoreboards.

Every week, Brendan and his team make a new, laminated, one-page scoreboard. They gamify real estate. Instead of touchdowns or made baskets, they count the activities that matter most: Sales conversations and ambassadors (or as Gary Keller calls them “Mets.”)

Tune in today to hear more from Brendan about the importance of having a visual scoreboard that your team can rally around.

Resources:

• Listen: Episode 25. Ben Kinney’s Three Real Estate Success Principles
• Check out PULSE Power Agent Consulting
• Read: Four Disciplines of Execution
• Read Shine by Gino Wickman
• Subscribe to MREA to get the latest models, alerts, and more: MREAnotes.com
• Check out the Millionaire Real Estate Agent Playbook

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.