All or Nothing in Real Estate

Recruiting is about leadership, trust, and experience.

People don’t join you because of a paycheck—they join you because of WHO you are and the environment you’ve built.

That’s what this new episode is all about. Matt lays down 50 principles of leadership and recruiting that separate the amateurs from the pros. He breaks down why emotions drive decisions, why commitments beat goals, and why the speed of the leader sets the pace of the team.

This isn’t theory—it’s what’s working in the trenches...

Winning comes from standards, discipline, and focus.

In this episode of All or Nothing in Real Estate, Matt Smith breaks down the exact onboarding framework his team uses to turn ambitious agents into producers:

👉 Pre-onboarding that sets expectations before day one

👉 Boot camp that indoctrinates agents into the culture and systems

👉 A 90-day training period that builds habits, accountability, and results

But this isn’t just about training. It’s about leadership. Creating urgency. Holding people accountable. Building a culture that plays to...

Today’s episode of All or Nothing in Real Estate Podcast is a special one.

I believe accountability is the highest form of love and with the market getting tougher and tougher out there for agents, accountability is crucial for team success.

We were listening back to some of our first episodes and found one that really stuck...

In fact, it’s so relevant in today’s market, that we decided to remaster one of our most popular episodes to help teams and agents who are struggling today.

<...

Stop Overthinking. Start Doing.

Most agents are killing their own marketing before it ever has a chance to work. Why? Because they’re stuck in their heads—overanalyzing, polishing, scripting every word.

Here’s the truth: People crave real. The unfiltered conversation with a client, the lesson you learned from a deal that went sideways, the raw picture of your team hustling. That’s what builds trust.

Align your message to the market.

Stop shouting into the void. Talk about the storm that jus...

The difference between winning and wondering is obsession with precision.

I'm coming off my company’s best month in history... and it didn’t happen by accident—it happened because we stopped playing in the “whenever” zone and started living in the “by this date, no excuses” zone.

In this episode of All or Nothing in Real Estate I'm breaking down the Power of a Deadline.

Deadlines are the great separator. They turn your “someday” into “done.” They create urgency, focus, and clarity. They strip away the fat and leave you with the activitie...

Why did an agent with 17 pendings decide to join a team?

You don’t win at the highest level alone.

You win when you put yourself in the right environment — one that pushes you, holds you accountable, and gives you the tools so your effort actually turns into results.

That’s what Lance Lewis figured out.

He was already a top producer. He didn’t “need” a team.

But he wanted more than just transactions… he wanted his life back...

I used to feel trapped in my own business.

I was walking on eggshells around the wrong people.

Anxious. Sleepless. Questioning everything.

The moment I stepped into my power and made recruiting a priority, everything changed.

The key?

I stopped winging it and treated recruiting like a real business.

Too many leaders are stuck managing chaos, wondering why their people aren’t hitting their goals

When the truth is, the leader doesn’t have a system to raise the standard and hold the line while developing their people.

In today's episode of All or Nothing in Real Estate Podcast, we are welcoming COO to Matt Smith Real Estate Group, Jenna Swift. Together we are unpacking the Proven 4 step framework I use to coach, and we used to build a high-performing, accountable and growth-driven team.

No fluff. No g...

Setting appointments is THE critical activity for Real Estate Agents…

But most agents have a hard time actually getting that appointment SET.

What if you had a script that would change the game when it came to setting appointments in real estate?

FULL TRANSPARENCY… that’s the theme of this episode of All Or Nothing In Real Estate podcast.

I’m giving away one of our best kept, PROVEN secrets - our appointment setting dialogue.

This is the dialogue that allowed us to set 100 appointments in 4 days… yes you read that...

This last Tuesday Matt Smith Real Estate Group pulled back the curtain and opened their monthly team meeting to the public for one time only...

The results shifted and strengthened their culture, deepened relationships on their team

... and made massive impact in their recruiting pipeline

In todays episode of All of Nothing in Real Estate, we're welcoming director of sales to Matt Smith Real Estate Group, Lauren Pimentel.

She's sharing the exact playbook on how they got excited agents in the door...

Let me tell you about a guy named Junior.

First-generation immigrant. Grew up watching his parents bust their asses in meatpacking plants and fields just to keep the lights on. He was the kid everyone counted out—the kid they said wouldn’t make it.

But Junior didn’t buy into their narrative.

He turned that doubt into rocket fuel.

From sleeping in a small apartment while buying rental properties…

From an engineering career most people would’ve settled for…

To building a real estate team set to close 350...

Most teams don’t fail because they can’t find agents.

They fail because they don’t have a system for recruiting.

The interview gets rushed.

Expectations aren’t set.

Before you know it, you’ve added someone to your team who isn’t aligned with your values, isn’t clear on what’s expected, and never had a real shot at success.

We’ve been there.

.

But we changed everything.

In this...

Life is going to hit you hard.

But when it does… are you going to pause your dreams or you going to keep going?

Are you going to let the fear, the pain, or the timing stop you?

Britany Boatwright didn’t.

I sat down with her to talk about her journey in real estate and how she built a $98 million real estate business in just 18 months after she was diagnosed with cancer.

It did not come easy…

She was diagnosed with aggressive breast cancer two weeks before...

RELATIONSHIPS WIN. Every time.

In a world full of noise, the ones who really make a difference are the ones who show up and go the extra mile.

You don’t need to know everything. 

You don’t need the perfect script.

What you do need is to genuinely care.

Because people don’t care how much you know… until they know how much you care.

This episode is a collection of conversat...

Most real estate teams don’t have a production problem.

They have a recruiting problem.

I didn’t always see it that way.

For years, I was laser-focused on transactions. More deals. More leads. More closings.

But the more I scaled, the more I realized…

Growth isn’t about doing more. It’s about bringing in the right people.

That’s when everything changed.

We built a simple recruiting system.

Most agents overcomplicate what it takes to win.

But Tyler didn’t.

He showed up, made 5 real estate conversations a day, and focused on the fundamentals. Sixty days later? 

He’s got 28 listing appointments, 6 signed, and 11 under contract.

No secret sauce. No magic leads. Just showing up and doing the work.

In this episode of All or Nothing in Real Estate, I sat down with Tyler Jones—a brand-new agent that is making huge strides already

We talked about:

✅Why most agents fail (and how to avoid...

The success of your business is already inside your business 

​​So many of us look for external things for us to grow. 

You know, the “once I” thoughts… 

Once I get a new lead source, once I get this new tech, once I get this new coach, once I get this new Crm, then I will achieve.

Your business will never outgrow your personal development.

Read that again.

We are either getting better, or we...

How much better could your life be if you had more accountability? 

If you not only stayed accountable to yourself but also had people in your life that cared enough to show you the highest form of love and support

Accountability. 

It isn’t a punishment. It’s power.

In this episode, we’re bringing together some of the conversations that all point back to one thing… accountability. 

It is the difference between being average and being exceptional...

Everyone wants success, but most people are scared of what it actually takes to get there.

They fail because they’re inconsistent. Distracted. Focused on the wrong things.

I sat down with Greg Harrelson, who’s been in the trenches for over 30 years, leads 9 offices across the Carolinas, and has built one of the most respected real estate organizations in the country.

We talked about what it truly takes to win in real estate. 

It’s not talent.

It’s not timing.

It’s not the market.

It’s h...

How to build a company that did $110 Million in revenue last year by focusing on giving

I sat down with Steven Harward, the founder of Prime Corporate Services

He built a company from just him to over 400 employees. $110 million in revenue. 

Last year

How?

Serving people at the highest level.

He’s focused on how he can impact and give to others

He’s chasing something called “ Heart S...

Team Leaders — let’s be real… You’re grinding harder than ever, wearing all the hats, and still ending each month wondering: ‘Where did all the money go?’

You’re not lazy. 

You’re not broken.

You’re just in the Messy Middle.

Overwhelmed. Underpaid. Carrying the weight of it all… and ready for a breakthrough.

🔥 In this episode, I’m going to walk you through the exact steps to flip the switch —

From chaos to clarity.

🔥 New Podcast Episode Just Dropped: And This One’s a Wake-Up Call

Let me be straight with you…

I’m seeing a dangerous trend in our industry—and nobody’s talking about it.

In this episode of All or Nothing in Real Estate, I go deep on what’s really holding agents and team leaders back right now.

Not from a pedestal.

Not from theory.

But from the trenches.

I'm still in it.

Onboarding and recruiting will make or break your team.

In this episode of All or Nothing in Real Estate, we pulled together clips from previous episodes and put them into one…

✅ What your onboarding process needs to look like if you want agents to actually win

✅ And what we’ve learned about attrition—why agents leave, and how to stop it

This isn’t theory. It’s what we’ve built, what we’ve tested, and what’s actually working inside our organization.

...

What is your goal this year you are going to hit? 

What is the one thing you will commit to doing to make that happen?

What would change in your life once you hit it? 

Those are some of the questions we asked our agents during our most recent Go to the Board session.

This isn’t just another goal-setting meeting.

This is a meeting where each agent reflects on where they’ve been, where they’re going, a...

Are you grinding day to day… working harder than ever but can't seem to get any traction?

You're not alone

In this episode of All Or Nothing In Real Estate I break down what you are experiencing In depth and most importantly how you can overcome it

Not sold its worth the listen yet?... Keep reading…

Problem 1 - You're Confusing Activity With Productivity

You're confusing being busy with being effective 

Stop wearing busy...

Most agents don’t have a lead generation problem. 

They have a lead conversion problem.

Does it matter how many leads you have if you don’t know how to work them?

By not mastering how to prospect and convert leads… 

You’re leaving money on the table. 

In this episode, we’re diving into the proven strategies that work—not theories, on processes that the #1 real estate teams use like…

🔥Crafting a prospecting plan t...

What is Marketing in Real Estate?

Is it running ads? Posting on social media? Sending emails?

Every real estate team says they “do marketing.”

But most aren’t doing it well.

Marketing isn’t just about throwing out content and hoping it sticks. It’s about driving RESULTS. 

It’s about generating leads that actually convert, building a brand people trust, and positioning yourself as the only choice in your market.

So how do the #1...

The number one lever to your growth is…

Leadership

As a lifelong learner I'm constantly on a journey to become a better leader

I still have a long way to go but I've learned a ton along the way

I've put together a ton of those lessons into one podcast to help you become a better leader

We all understand that Sales skills are crucial to success but…

Leadership skills are 100 times more...

You don't need more leads! You need to convert the leads you have at a higher level!

Keep reading and I will tell you how

So many real estate agents sit back, waiting for leads to make a move. They wait for the right moment. The perfect script. The “easy” deal.

And then they wonder why they’re stuck.

Real estate is not a passive game. You can’t wait for clients to come to you. You have to take control. Lead the conv...

Execution is everything.

It’s not about having the perfect plan, the perfect timing, or waiting until you feel ready—it’s about getting up and doing the work, no matter what. Execution is the separator.

Everybody talks about their goals, their dreams, their big ideas—but the difference between the winners and everybody else? Winners execute.

Execution isn’t sexy. It’s not glamorous. It’s not about the highlight reel you post on Instagram.

It’s about showing up every single day, putt...

Because deep down, you’re afraid to fail.

You’re waiting for the perfect moment that will never come.

There is no perfect time.

There is no perfect plan.

The only thing that matters is execution.

You don’t learn by planning. You learn by doing.

You don’t grow by thinking. You grow by taking action.

You don’t get paid for ideas. You get paid for result...

This week I had the honor of sitting down and getting inside of the head, heart and mind of one of our industry’s best leaders, Dustin Runyon

We unpacked so much in this episode that will set everyone up for success

We went in depth on…

And so much more…

We discussed how to find your PURPOSE if you are like so many that struggle to find it. Let’s be honest this business can be tough. It is important that you are able to go deep within yourself...

What are the differences between the people who struggle and the people who succeed at the highest levels?

Dean Graziosi broke this down at a private mastermind I was at recently so I wanted to unpack those lessons for you.

Here is just some of what this episode unpacks…

One of the most powerful lessons I learned from this mastermind with Dean Graziosi is this… audit your inner circle.

Most people stay stuck because they surround themselves with the wrong influences. If you’...

Strategic Partnerships are crucial to success and growth yet most agents and teams don't have them

Having a great lender partner has been crucial throughout the years for me and my team

That's why we brought in special guest Mike Benton with Responsive Mortgage to have an honest and transparent conversation around the relationship between agents and lenders

We all work with lenders but are we truly partnering with them?

Are you partnering with a lender who adds value to your business?

<...

There are 3 pillars to success in Real Estate.

On today's episode of All Or Nothing Podcast breaking down each one so you can implement it in your business immediately…

You’ll learn…

🔥 The importance of building depth of relationships: how to better connect with clients and build trust

🔥 Exactly where you need to take more action: How to get out of neutral and STOP WAITING

🔥 How to infuse accountability into your everyday life: yourself, your team, your systems… everyw...

Quit overcomplicating everything and get back to the basics…

I had a conversation the other day with a team leader struggling to get traction.

It’s a conversation I frequently have…

My advice is always the same and it has nothing to do with elaborate sales strategies. 

I always bring them back to the 4 tenants of business. 

On today’s...

What else in your life would be impacted if you felt better, had more energy, had more confidence?

Too often, we’re looking for the quick fix. The shortcut. The magic pill that promises instant results.

But here’s the truth: Success—in fitness, in business, in life—doesn’t come from shortcuts. It comes from the hard road. The road less traveled. The one that requires discipline, consistency, and a relentless commitment to growth.

That’s what this episode is about.

I sat down with Alec and Shannon Cheplak to talk about w...

What if I told you the only thing holding you back is the story you keep telling yourself?

This is your chance to hear from the industry’s top leaders...

Leah King, Gina, and Todd McWilliams talk us through what they have been doing to succeed in this market.

There is power in contribution.

This episode has so much gold in it!

If you take what is in this podcast and truly follow it, your business will be...

Do you want to know how she did it? 

First, stop putting self limiting beliefs on yourself. 

Have you ever heard of the 4-minute mile?

For years, everyone believed the 4-minute mile was impossible. Scientists, athletes, and coaches all said the human body just wasn’t capable. Then one day, Roger Bannister came along and broke it.

And you know what happened next?

Before long others started breaking the 4-minute mile too. The barrier wasn’t physical!!! It was...

Are you living in a 90-day world?

The closings you’re celebrating today didn’t happen overnight—they’re the result of the work you put in 90 days ago.

Here’s the truth: Success doesn’t happen in real-time. If you spent the last quarter skipping prospecting, avoiding follow-ups, or waiting for leads to magically show up, don’t be shocked when your results reflect that.

Every call you make, every follow-up you send, every late-night grind—it’s all compound interest building your future pipeline. 

The work you do today defines your succes...