The Real Estate Agent Playbook

AI is transforming real estate in 2026, but agents aren't going extinct - here's the shocking truth about why AI still needs human agents to close deals and build trust. As a team leader of 225+ agents with multiple ICONs on my team, I'm seeing this stratification happen in real-time.

The uncomfortable reality? AI is already automating 60-70% of traditional salesperson tasks - paperwork, CMAs, lead qualification, and follow-ups. Second and third-tier agents probably will get replaced. But here's what the data doesn't show: top agents are becoming MORE valuable, not less.

In this episode, I break...

Introvert… but still want to build a real business in real estate?

In this episode, Scott Kumler breaks down how he went from “quiet + uncomfortable” to confident open house operator—and how you can do it without turning into a fake hype machine.

If you’re an agent who dreads small talk, worries about awkward conversations, or feels like open houses are only for extroverts, this is for you.

What you’ll learn

Choosing your eXp sponsor is the MOST important decision you'll make - even more than joining eXp itself. Here's how to evaluate primary sponsors vs co-sponsors and avoid the mistakes 90% of new agents make.

🎯 What You'll Learn: • Primary sponsor vs co-sponsor roles explained • Features vs Outcomes: The real evaluation framework

⚠️ Critical: Your primary sponsor is nearly permanent. Choose wisely.

TIMESTAMPS: 0:00 - Intro: Why This D...

Can a simple Facebook group for dads generate more real estate leads than cold calling? In this episode of The Real Estate Agent Playbook, John Michael Perez breaks down exactly how he built a 3,600+ member local community that fuels his business—and how you can do the same without ever being "salesy."

If you are tired of the grind and burnout, we also reveal the "2-Hour Protocol," a streamlined daily routine designed to help you generate consistent business in just a fraction of the time. This is the blueprint for sustainable 66 real estate lead generation through authentic re...

I didn't want to babysit agents or take on six-figure liability just to make LESS money. So I skipped starting a team, passed on opening a brokerage, and went all-in on eXp Realty revenue share. Here's why this model actually scales without the overhead, drama, or burnout.

If you're a producing real estate agent weighing your next move—start a team, open a brokerage, become a managing broker, or explore eXp revenue share—this breakdown is for you. I'll walk through the real numbers behind each model, why the team path becomes a trap for most agents, and...

In this episode, I sit down with Mike Carpino—newest Wolfpack member and Carbon Collective founding leader—to unpack a journey every real estate agent needs to hear.

Mike started exactly how he was told: door knocking 6–7 hours daily in Toronto. After a full year of grinding, he earned just $12,000. No mentorship, no strategy, no plan—just effort. But instead of quitting, he adapted.

Over the next decade, Mike shifted from traditional prospecting to a YouTube-driven system that now generates highly analytical, high-trust clients who call him ready to work. He breaks down how he built "a...

Why do some real estate agents crush their goals while others stay stuck doing the same things? In this video, I break down the uncomfortable truth: EVERYTHING works in real estate... except doing nothing different.

I'm walking you through my exact framework for building a 2026 real estate business plan that actually drives results - the same system I use with my team of 225+ agents (including multiple ICONs).

🔥 WHAT YOU'LL LEARN:

→ How to audit your last 12-24 months of closings (where your business REALLY comes from)

→ The pillar strategy: Pick 3-4 focus areas a...

Discover the secrets behind Landon Barr's remarkable success as a top producing realtor at just 22 years old.

In this episode, we delve into the real estate success story of one of the youngest and most accomplished realtors in the industry. With a deep understanding of the realtor lifestyle and a passion for helping others achieve their dreams, Landon has established himself as a leader in the field of real estate. Tune in to learn valuable realtor tips and gain insight into the strategies that have contributed to Landon's impressive accomplishments. From his early start in the business...

Most agents “qualify” leads by asking one question:

“Are you thinking about buying or selling soon?”

That’s not qualifying — that’s rushing the relationship and disqualifying people who could become some of your biggest advocates.

In this episode, I’ll show you how top real estate agents qualify conversations based on relationship value, not just lead intent. You’ll get a practical framework you can use in every conversation so you know which relationships are worth investing in long-term.

You’ll learn:

✅ Why leads don’t build your business — relationships...

Running a real estate brokerage looks glamorous… until you’re the one carrying the overhead, training, liability, and nonstop fires. After 25 years in the industry — including closing 587 homes in a single year and growing a 35-agent brokerage — Bryan Knisley hit a ceiling almost no one talks about.

This episode breaks down the real story behind dissolving a brokerage, moving 95% of agents to eXp, and building a scalable business with time freedom, technology leverage, and an actual exit plan.

If you’re an agent or broker-owner feeling stretched thin or stuck in place, this will...

Most agents are stuck in survival mode — reacting to clients, chasing leads, and putting out fires.

This episode shows you how to make the shift every top-producing CEO-agent eventually learns:

Stop reacting. Start leading.

Today I’m breaking down:

If you’re feeling overwhelmed, burned out, or stuck at the same production level year after year… this is the reset you...

Feeling stuck, burned out, or wondering why your real estate business isn’t growing? You're not alone—and today’s guest, Michelle Roderick, breaks down the real reasons agents plateau (hint: it’s not the market).

Michelle went from top 1% pharma rep → brokerage builder → eXp leader → creator of the Live Well Realtor Alliance, a wellness-based community for agents who want to grow without destroying their lives.

If you’ve been overwhelmed, stretched thin, or questioning your path in real estate… this conversation is going to shift something for you.

📌 Topics We Cover:

– Why agents hit pl...

Most agents fear that AI will replace them. The truth? It’s here to help you.

In this video, Jeremy Kane (4× ICON Agent & founder of Carbon Collective) shows how to use tools like ChatGPT to create your personal AI Clone—so you can stop burning out on emails, texts, and content, and start focusing on the parts of real estate you love.

You’ll learn how to:

✅ Train AI to write like you—your tone, your personality, your brand.

✅ Offload repetitive tasks like follow-ups, captions, and emails.

✅ Reclaim hours each week witho...

He was still in the Army — already closing deals.

Most agents spend their first year trying to survive… Jake Logan built a thriving real estate business before he even got his license.

In this episode of The Wolfpack Way, Jeremy Kane sits down with Jake to unpack his wild first year — from 3 clients lined up before licensing to 10 deals closed and a fast rise to Land & Ranch Ambassador for eXp Realty NC.

You’ll learn:

🔥 How Jake went from military life to real estate momentum

🌱 Why choosing LAND became his game-chang...

Stop recruiting. Start leading. Discover the new model for agent growth that scales your team and revenue share without burnout or chasing agents.

Most real estate leaders are stuck in the old recruiting game—endless DMs, no duplication, and zero predictability.

In this episode, Jeremy Kane (4× ICON Agent and founder of Carbon Collective) shares the new model for agent growth that turns your attraction efforts into a scalable, sustainable business.

You’ll learn how to:

✅ Build your 4 Pillars of Predictable Attraction Growth so you can forecast results like a CEO

✅ Sep...

What if you could grow a real estate business without selling a single home?

In this episode of The Real Estate Agent Playbook, Jeremy Kane sits down with Kobe Xin, a real estate entrepreneur who built his business through agent attraction and collaboration—not production.

🎯 Inside Kobe’s Playbook:

How to attract agents before you ever sell a home

The systems Kobe uses to scale his organization through collaboration

Why community and mentorship outperform traditional recruiting

The mindset shift from “transactional” to “transformational” leadership

Connect w/ Kobe Xin:

Welcome to the next evolution of collaboration — introducing Carbon Collective.

Born from the foundation of the Wolfpack, Carbon Collective is a new kind of real estate community — built to bond, built to grow, and built to help every agent find their path.

Carbon, by nature, is one of the strongest and most abundant elements on Earth. It bonds easily with others to create something greater. That’s exactly what this movement is about: connection, collaboration, and growth across every level of your business.

Inside Carbon Collective, we’ve built a complete ecosystem designed to meet...

Joshua Smith has sold over 7,000 homes, ranked Top 30 in the U.S., and built one of the most respected coaching platforms in real estate. His secret? He doesn’t just predict markets — he analyzes data, builds a plan, and takes action before the crowd catches on.

In this episode of The Wolfpack Way, Joshua shares:

Real estate income often feels like a roller coaster — huge peaks followed by painful valleys. Even top agents struggle with the fear of not knowing where the next check is coming from.

The truth is, markets don’t move in sync. Some crash first, others lag by 12–24 months. If your income is tied only to production in your local market, you’re exposed to every swing.

In this episode, I’ll share:

✅Why agent income is so unstable right now

✅How markets move differently and why that matters

✅Why production-only...

80 free listing leads from ONE investor. Realtor Ben Deal unlocked this strategy—and in this Wolfpack Way interview, he reveals exactly how it worked.

Most Realtors are chasing cold leads, paying for weak online leads, or stuck in referral droughts. Ben proves there’s a smarter way: build the right investor relationship, and you can unlock listings at scale.

In this conversation, we break down the systems, mindset, and partnerships that turned a single investor connection into 80 motivated seller leads. If you’re ready to stop chasing and start building leverage, this is your playbook.

📌...

Most Realtors disappear after the closing. But the truth? That’s when the real opportunity begins.

In this episode, Jeremy Kane breaks down the Annual Review Strategy — a repeatable system that transforms homeowners into investors. By sitting down with your clients once a year to review equity, financing, insurance, improvements, and wealth goals, you don’t just earn repeat business… you build lifelong investor relationships.

📌 What you’ll learn in this episode:

✔️The 6-step Annual Review system every Realtor should use

✔️How repetition conditions clients to think like investors

✔️Why protecting assets and...

What does it take to go from Seattle luxury real estate and brokerage ownership to restarting in Memphis—and win again? In this Wolfpack Way interview, Garth Ward walks through breaking into luxury, scaling with new construction and builder relationships, running multiple offices, and why he ultimately chose eXp Realty and the Wolfpack to rebuild with community, systems, and agent attraction.

You’ll learn:

Luxury & new-construction playbook: how to create builder demand

The $1.7M builder-to-builder deal and the system behind it

Brokerage ownership vs. eXp: culture, leverage, and why he pivoted

Every agent faces the same competitors: the neighborhood expert, the 30-year veteran, and the discount agent.

But here’s the truth: you can still win the client every time — if you stop playing their game and use the right strategy.

In this episode, I break down:

✅ How to beat the neighborhood expert without 30 years of yard signs

✅ Why the 30-year vet loses when you bring speed, systems, and modern tools

✅ How to overcome the discount agent and prove you’ll net the client more money

✅ The playbook I’ve personall...

Jess Ross had an aha moment inside the eXp culture — and it changed everything. Now she’s scaling her production to 110 deals in 2025 while proving the power of proximity.”

In this Wolfpack Way interview, I sit down with Jess Ross, a Realtor who turned her goals into dreams achieved.

Jess shares the exact moment she realized that who you surround yourself with matters most — and how the proximity, mentorship, and collaboration inside the Wolfpack and eXp culture gave her the clarity to scale.

You’ll learn:

Boundaries aren’t about pushing clients away — they’re about protecting both you and your clients so you can show up at your best. In today’s market, with tough inspections, shifting expectations, and emotional clients, it’s easy for agents to get stretched thin. But here’s the truth: when you set boundaries, you actually strengthen the relationship.

In this episode, I’ll share:

✅Why boundaries matter in real estate (and how they protect your clients).

✅How to set expectations early—communication rhythm, inspections, and market realities.

✅Balancing empathy with professionalism: stayi...

What happens when buying your dream home abroad turns into a nightmare? For Nathaly Salas, that frustration became the spark to launch an international real estate career now spanning 20+ countries.

In this Wolfpack Way interview, Nathaly shares:

⏩ How her struggles buying in Mexico became her biggest opportunity

⏩ Why international real estate is full of pitfalls — and how to avoid them

⏩ The systems she uses to build trust and partnerships across borders

⏩ How agents can create new income streams through global referrals and rev share

⏩ Why speaking another language or...

Compass just announced a $1.6 billion acquisition of Anywhere Real Estate — creating what could become a 340,000-agent giant.

The headline sounds impressive… but when you dig deeper, the story looks very different. Compass assumed over $2.1 billion in debt, issued 163M new shares, and still faces $81.6 million in debt obligations from Q2 alone. So what does this mean for agents?

In this episode, I break down:

✅ The positives for agents inside Compass/Anywhere (tech, data scale, MLS disruption potential)

✅ The risks: dilution, debt, and integration challenges

✅ How institutional ownership shapes these companies...

Probate is one of the least understood niches in real estate. In this episode of The Wolfpack Way, I sit down with Carolyn Castillo from Jacksonville, Florida, who went from traditional real estate success to finding deeper purpose and profitability in probate — closing 100+ deals with her proven systems.

What you’ll learn:

⏩ How Carolyn discovered probate and turned it into her specialty

⏩ Why probate is a recession-proof niche

⏩ The systems & partners every probate Realtor needs

⏩ How finding purpose transformed her business

⏩ Why probate can be both profitable and meaningful...

Niches are powerful — but they can also fail. iBuyers, short sales, even pandemic booms… agents who went all-in on the wrong niche got stuck.

That’s why I created the Toolkit Method — a way to specialize without risking your entire career. Instead of marrying one fragile niche, you build toolkits that can be adapted across markets.

What you’ll learn:

⏩ The dangers of niching too fast

⏩ How to future-proof your business with toolkits

⏩ Real toolkit examples: probate, senior downsizing, golf, waterfront

⏩ The transferable system I use to pivot fast when ma...

Amanda Aguiar jumped into real estate and closed multiple deals in her first 5 months. In this interview, she shares exactly how she went all-in, what worked, and how new agents can build momentum fast.

Timestamp:

0:00 Intro – Amanda’s bold start in real estate

0:14 Background: Career before real estate & decision to switch

1:20 First deal story & how she got started

3:45 Building momentum: 5 deals in 5 months

6:30 Systems & strategies she implemented early

9:15 Challenges faced & lessons learned

13:20 Why Amanda chose eXp and Wolfpack support

18:00 Advice for new...

I didn’t scale my business with leads, ads, or cold calls. I scaled it with one simple DM. That single message became the foundation of a system that’s helped me close nearly 500 transactions.

Inside this episode:

⏩ The difference between chasing leads vs. building referrals

⏩ Why authentic conversations create compounding growth

⏩ The “connect with the connectors” mantra that built my business

⏩ The exact DM that started it all — and why it worked

👉 Ready to build your own referral-first system? Book your Game Plan Call: https://bit.ly/3CecqjL

#Rea...

Shanne’s story is proof that you don’t need to overcomplicate real estate to grow. After facing life-changing challenges, he rebuilt his business entirely on the foundation of authentic relationships and showing up daily for his clients.

In this interview, we unpack:

✅ How Shanne built his business to 500 GCI without buying leads

✅ Why relationships and consistency outperform expensive CRMs or funnels

✅ What his time in a hospital bed taught him about business and life

✅ How the Wolfpack community helped him scale without burnout

If you’re an...

Most Realtors think you need to buy leads or spend big on Zillow to scale. I didn’t. I built a $500K GCI business without buying a single lead — and in this video, I’ll show you the exact system that made it possible.

Here’s what I cover:

⏩ Why buying leads keeps you stuck in the hamster wheel

⏩ My system for scaling with authentic relationships

⏩ How referrals compound faster than any ad spend

⏩ The free strategies that helped me hit $500K GCI

👉 Want my full Playbook fo...

How do you go from zero deals to 30 in just your second year as an agent? 🚀 In this Wolfpack Spotlight, Liz Crews shares her exact path to success—without buying leads or burning out.

Liz went from starting with nothing to closing 30 homes in year two. In this interview, we break down:

If you’re stuck at 5–10 deals a year or feelin...

Most Realtors still hide their use of AI because they think it makes them look less professional. But the truth? Being upfront about how you use AI builds trust.

In this episode, I show you why embracing AI as your assistant (not your replacement) is the key to staying ahead in 2025. By being transparent, you’ll gain credibility with clients and free yourself to do what AI can’t: build deep human relationships.

What you’ll learn:

⏩ Why hiding AI use hurts your credibility

⏩ The right way to explain AI to your SOI a...

Agents—do you feel like every deal in 2025 is harder than the last? You’re not alone.

In this episode, I share a real story about a transaction I gave less than a 5% chance to close—until one simple line completely shifted the temperature of the negotiation.

It wasn’t a script. It wasn’t technical. It was leadership in the middle of chaos—and it’s exactly what our clients (and colleagues) need from us in today’s market.

👉 If you’re feeling the weight of tougher deals, remember: we’re in this together, and we a...

Price reductions are one of the toughest conversations in real estate—especially if you haven’t had to do them in years. If your market’s still hot, that conversation is coming. And if it’s already slowed down, you know the struggle.

In this episode, I walk you through my 3 strategies for handling price reductions so you can protect your client relationships, stay in control, and still get the deal done—without awkward surprises.

You’ll Learn:

✅ How to price aggressively from day one in a shifting market

✅ When to adjust pricing b...

The truth? This market is pushing agents to the edge. Fewer deals. Tougher clients. Rising burnout.

But I’m still here—and I’m not just surviving. I’m building.

In this episode, I’ll walk you through what’s actually working right now—without sugarcoating it. You’ll learn how I’ve built layered income (revenue share + rentals), how I protect my energy, and what systems I lean on when the market feels impossible.

📅 Ready to build a plan that gives you stability?

→ Book your FREE Game Plan Call: https://bit.ly/3Neh4hu

✅...

What do a viral baseball team and a successful real estate business have in common? EVERYTHING—if you're paying attention.

In this episode, I break down Jesse Cole’s 5 E’s to Create Raving Fans (from the Savannah Bananas) and how real estate agents can apply them to:

✅Stand out in a crowded market

✅Create unforgettable experiences for clients and agents

✅Build a brand people talk about and refer constantly

Whether you're trying to grow your team, attract agents, or just finally get your content seen—this framework will change the way...

Still doing real estate alone? That’s probably why you’re not growing.

Too many agents are stuck on an island—wearing all the hats, doing all the work, and still wondering why their business won’t scale. It’s not a hustle problem. It’s a support problem.

In this episode, I break down exactly why going solo in this business holds you back—and what to do instead if you want to grow with purpose, scale with systems, and finally build something that lasts.

🔍 You’ll learn:

The hidden cost of going solo...