All or Nothing in Real Estate

Your database is a goldmine.

But most agents are treating it like a graveyard.

In this episode of All or Nothing in Real Estate, I sit down with Spencer Linquist, a real estate tech veteran with 13 years of experience inside some of the largest and most successful databases in the country.

Spencer's framework is simple and it works.

Mindset. Processes and standards. Then tech.

Here's what hit me hardest from this conversation…

Most team leaders are unknowingly killing their database conversion before it ever has a chance to...

You don't have a lead problem.

You have a leadership problem.

I know that's hard to hear. But Will Tompkins proved it.

In this episode of All or Nothing in Real Estate, I sit down with Will, a 20-year real estate veteran running a 17-agent husband-and-wife team out of Peoria, Illinois.

Will didn't build his team on purpose.

Agents kept asking to join him. So he answered the call.

And what he's built since is exactly what I talk about every single week on this show.

Most team leaders are stepping over $750,000 to pick up $10,000. They are so focused on the next closing that they're missing the thing that matters so much more.

Here's the math nobody's talking about:

One great agent averages 20 closings a year.

At $10,000 per transaction, over 3.5 years with your team?

That's $750,000 in value.

One agent.

So why are you treating recruiting like an afterthought?

We recruited 25 agents in 2024. 33 in 2025.

And we're already at 19 this year.

Those agents from 2024 and 2025 alone?

They've...

112 homes under contract last month.

That's a record for our company

And the Team Leaders blowing up my phone asking how we did it?

They're looking for the new lead source. The new tech. The new system.

But here's the truth nobody wants to hear…

We didn't buy anything new.

We actually cut things.

Because the answer was never outside of us.

It never is.

In this episode of All or Nothing in Real Estate, I'm going rapid fire with the ex...

I used to think the best leaders saved people.

I was wrong.

And so is David Wenger, or at least, he used to be.

He'll tell you the moment everything shifted was when he stopped trying to rescue struggling agents and started simply offering help.

Big difference.

One drains you. One builds them.

Because here's the truth most leaders avoid:

You can't want success for someone more than they want it for themselves.

You can create the environment.

You can offer...

Most agents think confidence comes BEFORE action

I’ve learned the opposite is true

Confidence is the REWARD for the action you take

On my flight back from Cabo, a team leader I coach asked me to jump on Zoom with his agents

He told me they were struggling with confidence in this market — they weren’t making calls, asking for the business, or showing up as their best selves

So I shared a message with them that I want to also s...

This week’s podcast episode is about something special and personal to me…

I grew up in a town with no stoplights. 30 kids in my graduating class.

While my friends were out having fun, I was stacking slabs at my grandma's sawmill for $20 a day.

That's where my work ethic was born.

But somewhere in all that hard work, I felt it, this burning feeling that I was meant for more.

So I did the only thing I know how to do.<...

32 out of 42 agents on my team have at least one closed or pending transaction right now.

The 10 agents that don’t are all in their first 90 days or less with the team

Most teams celebrate activity. We celebrate those too but we also celebrate standards and results

We ranked #3 Mega Team at eXp in January.

But here's what the leaderboard doesn't show you… how did we actually do this?

We set CRYSTAL CLEAR expectations before day one and repeated them over and over and over again

During the...

You will never outperform who you think you are.

Not your goals. Not your hustle.

Your identity.

In this episode of All or Nothing in Real Estate, I break down why your internal thermostat determines your success — in income, relationships, leadership, everything.

Your identity sets your results.

Your brain’s number one job isn’t to hit your goals, it’s to keep you consistent with who you think you are and what you believe you deserve…. Your IDENTITY

If your identity says, “I’m inconsistent,” your actions will mat...

Profit… Why don’t most team leaders have any?

If you’re running a real estate team and still telling yourself, “I’ll take profit later…” or you are like most who are thinking… profit… what’s that?

This episode is for you.

Because here’s the truth most leaders avoid…

Profit isn’t a result. It’s a decision.

And if it’s not built intentionally it will never magically appear

In this episode of All or Nothing in Real Estate, I s...

I’ve been a part of over 5,000 transactions since we built this team.

And none of that happened because of systems alone.

It happened because of people.

Great people.

Aligned people.

People willing to grow.

In this episode of All or Nothing in Real Estate, I’m joined by Janelle Quick, and together we dive into how great teams are actually built — not on hype, but on leadership, standards, and alignment.

I live in two worlds.

I’m in the...

Why do most people stop doing what works?

Not because it failed.

Not because it stopped producing.

They stop because it worked.

They did the work. They got results. They got paid.

And then… they got comfortable.

And comfort? Comfort kills hunger.

Here’s the trap no one warns you about:

When things are hard, you fight.

When pressure is high, you execute.

Anyo...

Most agents spend their careers selling real estate…

But never actually owning it.

And that’s where legacy gets lost.

We talk every day about helping buyers and sellers build wealth: appreciation, equity, cash flow, freedom.

But too often, we don’t apply those same principles to our own lives.

That’s what this episode of All or Nothing in Real Estate is about.

I sat down with one of our agents and real estate investing expert, Shawn Mc...

If you’re heading into 2026 looking for motivation… this might not be for you.

Because next year won’t be won by hype.

It’ll be won by discipline.

Everyone starts the year excited.

Everyone sets goals.

Almost no one changes their standards.

That’s why most people end up in the same spot, year after year.

Here’s the truth most people avoid:

Your problem isn’...

What if we told you there is a proven framework to generate $100,000+ as a Real Estate Agent…

Real Estate has the power to fuel a life beyond your wildest dreams... and we've seen it happen time and time again.

👉🏼 Building generational wealth

👉🏼 Doubling their income year over year

👉🏼 Building Savings Accounts and Nest Eggs

👉🏼 Taking their family on a dream vacation

All of this is attainable and more... and you have the potential to achieve it in just a year.

...

When you think about some of the greatest teams to ever exist on the face of the earth…

It becomes very clear what makes these teams so great: Their culture.

I'm talking about a winning culture. A culture that promotes and encourages personal growth and excellence among everyone on the team.

Strong culture is what separates good businesses from great ones.

When everybody is committed to rowing the boat, the boat moves a lot faster.

If you truly want to dominate in...

Today’s episode is special because I’m sitting down with someone who made one of the boldest, most intentional transitions I’ve ever seen in real estate

Nicole Shaffer will close on 40 homes in her first full year in real estate

And if you’re a parent… an agent… or someone who’s ever thought “there has to be more than this,” her story is going to hit you right in the gut… in a good way of course :)

Nicole didn’t leave her 10-year operations career for more money

If you want to grow in today’s real estate market… it starts with leadership.

Not leads. Not systems. Not another magic script.

Leadership.

In this week’s episode of All or Nothing in Real Estate, I’m breaking down the foundation that drives every great team, every thriving business, and every fulfilled life…

Leadership that actually works in today’s market.

You don’t have to have a big title or corner office to be a leader.

You’re already leadi...

Alignment.

Is my one word for 2026.

And the truth is, it’s the word that’s been transforming my life for the past six months.

Most people think burnout comes from doing too much.

It doesn’t.

It comes from doing things that are out of alignment.

Alignment is the bridge between who you say you are and how you actually live.

When your habits, home life, and actions don’t line up, you feel...

If you want to grow your real estate team…

Stop looking for more complicated strategies.

Stop hunting for the newest script, the shiniest CRM, the next secret hack.

Growth isn’t complicated.

But most leaders make it complicated because it validates their importance.

I did this too.

I thought the more complexity I created in my business, the more I proved I was “needed.”

The more I controlled.

The more I led.

What I...

Most teams don’t have a lead problem.

They have a leadership problem.

Everyone wants more leads, more systems, more tech…

But the truth is, you don’t need more — you just need to do better with what you already have.

Your database can either print money or become a black hole where opportunity goes to die.

It all comes down to consistency, accountability, and execution.

Once I took personal responsibility, everything changed.

We simplified, we raised our standards, and we h...

This is probably oversharing...

But I decided to pull back the curtain to one of the most transformative events we've ever hosted within our business.

Our Million Dollar Mastermind was a major success.

I invited our top producing agents into my personal home for a day of collaboration, growth and reflection on what works.

In the spirit of contribution, I'm giving you a look behind the scenes.

In this episode of All or Nothing in Real Estate Podcast, I'm breaking down...

“It’s the best event of the year”

This is a common phrase spoken when describing Cheplak’s Lake Tahoe Mastermind.

I’ve been fortunate to coach with Jon for the last 5 years.

He’s made such an impact on my life, I’ve brought my Leadership team to join the calls for the last two years.

Every Tuesday. Same time. Consistently.

The growth I’ve witnessed in our leadership has been nothing short of amazing.

So...

I found your next sales meeting...

Learning directly from an in the trenches Real Estate Agent who put $6.4 MILLION in Pending Volume in a single month...

Kent didn’t come into real estate with sales experience or sales skills... He came in with discipline from the military, a servant mindset, and the guts to show up every single day.

Today's episode of All or Nothing in Real Estate is perfect from the trenches training to learn exactly what is working in today's market.

...

The key to converting more leads isn’t about more calls, more emails, or even more hustle

It is about building deeper relationships.

In this episode, i’m sharing with you my speech from Conversion Con, where I broke down the secret to turning leads into clients.

Spoiler: it’s about creating meaningful connections.

Here’s what is covered:

Why real estate isn’t a lead generation problem—it’s a lead conversion problem.

The power...

The Power of Persistence and Transformation...

You know the path to success can often be filled with obstacles.

The critical question is not if you'll face challenges but how you'll overcome them.

Accountability, resilience, and self-improvement are not just buzzwords; they're the foundation of lasting success.

They are the tools you need to rise, adapt, and push through when times are tough.

Imagine transforming self-doubt into self-belief. Turning procrastination into proactivity. Going from merely surviving to truly...

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...