The Real Estate Agent Playbook

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...

The real estate industry is shifting fast—and if you're not paying attention, you could be left behind.

From AI-powered disrupters and commission lawsuits to the rise of cloud brokerages and consumer-first platforms, 2025 is demanding more from agents than ever before.

In this episode, I’ll break down:

✅Where the real estate industry is actually headed

✅Why the biggest disrupters are now targeting the consumer

✅How agents can adapt to protect their income, brand, and future

✅What smart agents are doing right now to stay relevant

The 90-day...

Are you feeling burnt out as a real estate agent? You’re not alone. Most agents never get taught how to build a sustainable business—and end up working harder, earning less, and questioning if it’s even worth it.

In this video, I break down why real estate burnout happens, the hidden signs most agents miss, and a step-by-step 90-day plan to fix it for good. Whether you’re a new agent or a top producer feeling stuck, you’ll walk away with clarity, strategy, and a real path forward.

👉 I help agents like you every sin...

If you're only focused on first-time buyers, you're missing the biggest listing opportunity in today’s market: first-time sellers.

These clients are overwhelmed, confused, and completely unprepared for what selling looks like in a high-inventory, rate-sensitive market—and most agents aren’t equipped to guide them properly.

In this episode, I walk you through the exact playbook for helping move-up clients sell their first home with confidence. You’ll learn how to educate, position, and close these deals while building long-term trust that fuels repeat and referral business.

🧠 What You’ll Learn:

learn exactly how to position your clients to win, how to handle tough objections with confidence, and how to turn today’s buyers into tomorrow’s loyal repeat and referral machine.

🧠 What you’ll learn:

✅The mindset shift agents need to work entry-level clients in tight markets

✅How to reframe affordability conversations and set expectations early

✅Tactical offer positioning strategies for low down payment clients

✅Why every first-time buyer represents 5-10 future deals (and how to secure them)

📲 I help agents across the country build scalable lead gen and buyer system...

Back in 2024, the headlines screamed it: “Buyers agents are done!” “You’ll never get paid again!” And sure, the lawsuits made some noise—but the real market shift? It was the interest rates.

As rates climbed and affordability got tighter, buyers and sellers alike started facing new challenges—negotiation tactics, seller credits, rate buydowns, deal structuring… and suddenly, they needed skilled agents again.

In this episode, I break down:

✅Why the commission lawsuits weren’t the real threat.

✅How a single change—rates—flipped the market dynamic.

✅Why the agents who didn’t panic are...

What if building your legacy started with just one conversation—and just one agent?

In this episode, I share the story of a talented agent I had the privilege of mentoring over the last six years. She was a powerhouse—respected, consistent, and truly gifted at closing deals. But after her unexpected passing, one question haunted me: What if she had just sponsored one agent?

This isn’t a pitch. This is a wake-up call.

Whether you’re at eXp Realty or another brokerage, this video explores how the revenue share model—done right—can...

You keep mailing. Posting. Farming.

But when a sign goes up in your neighborhood… it’s not yours.

This video breaks down why traditional farming isn’t working anymore—and exactly what to do instead.

In today’s market, sellers aren’t just looking for who’s visible—they want someone they can trust.

And the truth?

They already know the local agent by name.

But that doesn’t mean they’re calling you… yet.

🎯 In this episode, you’ll learn:

Why Your Neighbors Keep Hiring Other Agents (And How to Stop It)

Sick of seeing other agents' signs pop up in your neighborhood? Losing listings isn't just a missed opportunity—it's your reputation at stake.

In this quick video, you'll learn exactly how to flip the script:

✅ Inventory’s Up, Confidence is Down

DOM rising, sellers confused—it's your time to shine.

✅ Every Listing = Visibility

Signs, QR codes, mailers, open houses—turn each into 10+ pieces of content.

✅ Mindset Shift

Visibility over speed. Be undeniable.

Is eXp Realty bad for new agents—or just misunderstood? In this episode, I break down what most people get completely wrong about eXp, and how—with the right sponsor—you can actually thrive from day one.

I’ll share the real story about what eXp offers, how I coach new agents personally, and how one of my partners, Joseph, got his first deal under contract in just 3 weeks after joining us. You'll also see how I help agents get connected to the right mentor, state leadership, and the best training tools in real estate—plus exclusive access to...

Listing a home is easy—leading the client through the full journey is where the pros rise above.

Here’s the truth: only 24% of sellers in 2024 felt like their agent stayed engaged after listing. That’s the communication gap killing client trust (and referrals).

In this episode, we break down the real listing strategy:

📌 You’ll Learn:

The average listing is now spending 53 days on market nationwide—and sellers are panicking. But cutting the price isn’t always the answer.

In this episode, I’ll show you how to reset the momentum on your listing without losing seller trust or defaulting to a price drop.

We’re talking:

📌 You’ll Learn:

The housing market is flooded—over 959,000 homes are for sale nationwide, and Denver just hit 10,345 active listings, a 65% increase year-over-year. With this kind of competition, most listings are getting lost in the noise.

If your strategy is still “post and pray,” you’re invisible. In this episode, I’ll show you how to master marketing in a high-inventory market using creative tactics, emotional storytelling, platform-specific content, and some often-overlooked tools—yes, even Homes.com: Homes for Sale, Homes for Rent, Real Estate is worth another look.

📌 You’ll Learn:

If you're still using the same pricing strategy from the last decade, you're setting yourself—and your sellers—up for price reductions.

17.5% of listings experienced price cuts last month alone, the highest March rate since 2016.

In today's high-rate market, buyers are ultra-sensitive to monthly payments, insurance hikes, and affordability pressures. In this video, I’ll show you exactly how to price listings to sell fast without falling into the price reduction trap.

We’ll break down:

Wondering why your listings suddenly aren't selling like they used to? You're not alone. Right now, 56.5% of homes are selling below asking price nationwide, and homes are spending an average of 53 days on market—longer than we've seen in years.

In this episode, I dive deep into the psychology behind why listings stall, revealing the mindset gaps between today's cautious buyers and optimistic sellers. More importantly, I'll equip you with practical strategies to reset seller expectations mid-listing, refresh your marketing plan with advanced tactics, and execute with relentless consistency.

It's time to move past reactionary fi...

If you’re the one bringing an agent to the table, you might ask…

“Why am I not the sponsor?”

Here’s the truth: co-sponsorship isn’t a downgrade—it’s a smart, brand-aligned way to plug your agents into a system that works, while still building your own business and getting paid.

In this episode, I break down:

✅ Why co-sponsorship works almost identically to traditional sponsorship

✅ How smart agent placement creates better outcomes for everyone

✅ The importance of letting the new agent choose their value stack

✅ How rev share b...

Most new agents quit right before it starts working.

In this episode, I break down the 90-Day Rule—why real estate success takes time, how to stay consistent, and what to focus on when you feel stuck.

If you’ve been spinning your wheels, trying a little bit of everything, and wondering why nothing’s working—it’s not because you’re failing. It’s because you’re still in the compound growth zone. The results come… if you don’t quit.

I’ll walk you through:

✅Why your results lag behind your effort

The launch of eXp's Land & Ranch division isn't just exciting—it's a game-changer. In this episode, I sit down with Taryn King to break down how current eXp agents can take full advantage of this momentum right now—by co-sponsoring agents with confidence and support.

Taryn is one of the most respected land experts in the country and a founding leader in the new Land & Ranch vertical. This isn’t about recruiting—it’s about aligning with the right people to offer value, grow your influence, and expand your revenue share tree with real leverage.

We’ll walk...