In this episode of One Big Fire, John Kitchens and Jay Kinder is joined by top-producing Ohio team leader Jon Harp to tackle one of the biggest challenges in real estate today: why so many agents are struggling—and what the best are doing to win. With fallout rates at a five-year high and buyers more selective than ever, John and Jon unpack what’s actually working right now to recruit, convert, and close in a shifting market.

They cover everything from buyer presentation gaps, seller psychology, and inventory shifts to the real metrics every team leader needs to track to survive and scale. Whether you’re leading a growing team or flying solo, this conversation is full of real-talk insights, tested strategies, and actionable systems to help you thrive—not just survive—in today’s market.

• Why zero of 75 agents had a buyer presentation (and why that’s a massive red flag)

• The difference between working with buyers versus chasing them

• How a structured buyer process builds trust, reduces fallout, and increases conversions

• Why June’s home cancellation rate hit a record 15%

• How to pre-frame buyer remorse by educating clients on true cost of ownership

• The overlooked financial pressures (HOA, insurance, taxes) killing deals

Sellers Need More Than Motivation

• Why “motivated” isn’t enough—you need to uncover desperation

• The questions that reveal a seller’s real urgency

• How to guide sellers without relying on hope or wishful pricing

• Zillow’s data on price cuts and inventory spikes: what it means for you

• How to use hyperlocal market knowledge to guide pricing strategy

• Creating listing presentations that anticipate objections and pre-frame value

• The #1 difference between agents who grow and those who ghost

• How immersion, shadowing, and simple daily activities drive faster results

• What every new agent should be doing in their first 30 days (hint: not branding)

• The 5-deal story that started with a $126K Zillow lead

• Why top teams invest in leads that produce years of revenue

• Teaching agents to value relationships over commission checks

• Why some agents “stall out” at $1M in revenue

• The team structure, systems, and mindset shifts that break through the ceiling

• Creating predictable onboarding and momentum-building experiences

• BAM & Zillow data reports on inventory and home cancellations

• Buyer presentation frameworks and fallout tracking systems

• Agent to CEO Live – Sept 24-25 in Cleveland

  • Includes ticket to Rock the Spectrum 10-Year Anniversary

  • Tickets & nomination forms: HoneyBadgerNation.com

• Sept 24–25 | Cleveland, OH

• Limited to 100 seats – nearly sold out!

• Master the systems, mindsets, and strategies that take you from agent to business owner.

• Includes ticket to Rock the Spectrum benefit concert!

• Get yours at agentceo.com or honeybadgernation.com

“You can’t rely on hope as a strategy. You need process, data, and the guts to tell sellers the truth.” – John Kitchens

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

If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥

In this special edition of Expert Mentors Live, John Kitchens, Al Stasek, and Jay Kinder sit down with Rose Offord, July’s Honey Badger of the Month—and the very first to hold the title! Her story is one of resilience, raw hustle, and unwavering vision. From nearly losing her home to now working on multi-million-dollar deals, Rose’s journey is proof that showing up changes everything.

In an episode packed with inspiration, mindset strategy, and personal transformation, the team uncovers the traits that define true leadership and what it really means to earn the badge of a Honey Badger in 2025.

• How Rose pulled herself out of foreclosure—three times—without a backup job

• What it means to "get in the room," to take action, and how EXPCon changed her trajectory

• The power of personal affirmation, morning rituals, and belief before evidence

• Why Rose started Mindset to Millionaires and how she’s helping others do the same

• Her BIG goal: 130 agents in her organization by EXPCon—and 10+ sponsored to attend

• Why showing up broke beats staying home comfortable

• How assertiveness is the defining trait of top earners

• Real stories of agents sleeping in cars just to attend life-changing events

• Creating contagious energy: Rose’s secret weapon for attraction and growth

• Why proximity and community multiply your potential

• From mindset huddles to luxury watch events—how Rose is expanding what’s possible

• Rose’s deeper “why”: leaving a legacy for her grandsons and her team

• What keeps her going, even in hospital beds and high-stress moments

• How Honey Badger Nation inspired her—and how she plans to pay it forward

• HoneyBadgerNation.com – Nominate the next Honey Badger of the Month

• Mindset to Millionaires Facebook Group – Mondays at 7:00 AM ET

• Agent to CEO LIVE → Sept 24–25 in Cleveland | VIP + Concert Access Available

• Rock the Spectrum 2024 – Exclusive performances by Michael Ray, Dustin Black, Josh Phillips & more

• Breitling Event at EXPCon – In the works thanks to Rose’s initiative

• StoryBrand by Donald Miller – Framework discussed around clarity and positioning

• CHSA/CHBA Systems – Learn how to increase value and become a trusted advisor

• Honey Badger Nation Merch – Legacy gear now available

“My story’s not over. It won’t be until I’m coaching and inspiring full time, leading a global team.” – Rose Offord

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

If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥

In this episode of the John Kitchens Coach Podcast, John sits down with powerhouse real estate leader Veronica Figueroa to unpack what it really looks like to build, rebuild, and scale in today's high-pressure market. Veronica shares her deeply personal and powerful journey through adversity, loss, leadership transformation, and explosive growth—all while continuing to serve as one of the most influential figures inside eXp Realty.

From recruiting top talent like Spring Benson and Via Williams to navigating the emotional rollercoaster of family, business, and rapid evolution, this conversation is a raw and honest look at what it means to lead with purpose, passion, and precision. Whether you're a solo agent, team leader, or broker-owner, this episode will fuel your fire and refocus your mission.

eXp 2.0 & The Talent Shift

• Why 2024 marked a major turning point in eXp’s growth and narrative

• How top-tier leaders are joining forces to redefine the future of real estate

• What it means to lead a thousand-agent ecosystem with intention and culture

Leadership Lessons from the Arena

• Rebuilding after loss, rejection, and hardship

• Leading through personal adversity: how Veronica turned pain into purpose

• Why showing up, even when it’s hard, is the real mark of a leader in the arena

Systems, Accountability & Culture that Scale

• How Veronica's team tracks engagement, performance, and production

• What comeback agents teach us about culture, humility, and grit

• Building “culture centers” and creating ecosystems of support

Market Skill = Market Confidence

• Why listing conversations must change—and how to coach through fear

• Using appraisal workshops, creative finance, and roleplay to build agent skills

• The importance of qualifying sellers and avoiding “stale listing syndrome”

The Power of Presence & Relationships

• How eXp gave Veronica the freedom to be present with her family when it mattered most

• Why leadership today is about calling, connection, and community

• How one phone call changed everything: the Spring Benson story

The Future: Vision, AI, and Global Growth

• Glenn Sanford’s bold global vision and AI investments

• How eXp is using tech to onboard 200+ agents in record time

• Why global scalability and sustainability are now baked into the model

• HoneyBadgerNation.com – Events, coaching, merch, and more

• eXp Global – Agent onboarding, international expansion updates

• Veronica Figueroa – Instagram | Figueroa Team

• AI Masterminds at eXp – Tech-driven growth sessions with top producers

• “List Responsibly” Campaign – Jill Biggs' viral billboard message

• BAM Media BBQ – Content, strategy, and leadership series with Leo Pareja

• Coach V Monday Mindset Calls – Weekly agent accountability & inspiration

• Leadership isn't about being perfect—it’s about being present.
• You’re one relationship away from the rest of your life changing.
• Show up. Lead the way. And never forget: “You can’t scale chaos. You can only scale systems.”

“Leadership isn’t about being perfect. It’s about being present.”

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

If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥