The Aaron Novello Podcast

If your real estate discovery questions aren't digging into sibling motivation, you are going into that probate appointment completely blind.

Most agents get a vague answer and move on. That is the mistake. You got a "yeah" and you accepted it. You changed the subject. Now you are walking into an inherited property listing appointment with no idea what you are actually dealing with, whether the siblings have the financial means, whether there is real disagreement, or whether the whole thing is about to fall apart before you even get to price.

This is a...

Real estate brokerage consolidation is happening right now and most agents have no idea what it actually means for their business.

I sat down with eXp Realty CEO Leo Pareja and he broke down exactly what happened in 2025, and why he believes this is the most transformational year in real estate history. This is not speculation. These are real companies, real numbers, and real moves that are already reshaping the industry you work in every single day.

Here is what we cover in this conversation:

✅ Why real estate brokerage consolidation follows the exact sa...

Most agents who want to build a team start by buying leads. That is exactly the wrong move. Door knocking real estate prospecting is what built the most durable, profitable teams in this business — and the math proves it.

In this conversation, I sit down with two of the most battle-tested team leaders in the country. Jeff Quintin has sold over 5,000 homes across more than 30 years. Alex Lehr has run a profitable real estate team for 42 years through eight completely different market cycles. Neither of them got there by renting leads from a platform. They got there by...

Closing probate sellers remotely is one of the most overlooked skills in real estate — and most agents have no idea what to say the second a personal representative pushes back.

In this episode, I break down a real live probate cold call with my student Aisha, line by line. The seller is out of state, has already received multiple lowball cash offers, thinks they've got it handled, and tells us we're the 15th agent to call. Sound familiar?

Here's what we cover:

- When a probate seller says "we got it covered," most ag...

If you're outgrowing your support system as a real estate agent, this conversation is going to hit you in a specific way.

Most agents I talk to are making decisions based on advice from people who have never done what they're trying to do. Family, friends, agents in their office — people who mean well but have zero demonstrated track record in the area they're speaking on. That's not guidance. That's noise.

Here's the framework I actually use: I only triangulate ideas with people I'd call "believable." That means they've produced the outcome I want, consistently, ov...

The commercial real estate debt crisis is creating the biggest commission opportunity most residential agents will ever see—and almost nobody in the practitioner space is talking about how to actually work it. In this episode, we break down how to navigate this massive shift in commercial real estate to secure life-changing deals in 2026.

In this conversation, I sit down with Louis, a former truck driver who failed his real estate exam 15 times, slept in his car, and went on to become the No. 8 Century 21 agent worldwide in his fourth year. The day before we recorded this, he...

Is your current pursuit of self improvement actually keeping you stuck in a small-scale "boss" trap? In this exclusive talk, Ryan Tseko, VP of Cardone Capital, explains why proximity is the ultimate shortcut to wealth.

Most people start real estate investing for beginners by trying to own 100% of small, "garbage" deals that eventually become high-stress jobs. Ryan reveals his personal pivot from being a commercial pilot with a 21-door portfolio to managing billions in institutional assets alongside Grant Cardone. He argues that the key to real growth is the 1% money rule: it is far better to own 1...

Ever feel like a "tough cookie" lead is about to crumble? In this probate training session, we break down a pre probate leads script that turns "we're not selling" into a signed contract.

If you are a probate real estate agent struggling with family dynamics, this episode is for you. We dive deep into a real-life scenario of someone going through probate on parents property where the heirs are split on staying or selling. Most agents give up here, but we show you the exact sales techniques to provide value and keep the lead alive.

✅ Wh...

Stop losing probate leads to "I don't know" smoke screens. In this episode, you'll learn how to get listings in real estate by mastering a powerful pre probate leads script that turns hesitant heirs into clients. If you want to scale your real estate lead generation in this niche, you need a strategy that moves past the first few objections to uncover the seller's true motivation.

As a specialized probate real estate agent, your role is to be a problem solver, not just a salesperson. Most agents quit after the first "I don't know," but this training...

Are you working for your business or is your business working for you? Most agents are losing up to $500,000 a year simply by lacking the right Real Estate Systems to handle their growth. In this episode, we dive into the "Great Divide" between those just "chatting" with AI and those deploying true AI Automation to reclaim their time and scale.

Stop treating AI like a better Google search. While many are stuck using ChatGPT for Realtors for basic tasks, the real winners are building AI Infrastructure that runs entire processes without human intervention. We're moving beyond simple...

Want to beat commission compression? Learn how wholesale real estate and a true hybrid model can transform your business. Every Realtor needs these listing strategies to thrive in 2026.

Relying strictly on standard MLS transactions is no longer enough to scale your income. In this training, we break down the exact shift into real estate investing that helps traditional agents become principal buyers. By mastering wholesaling, you can easily monetize dead leads that refuse to list their homes traditionally. We will show you how to market your direct real estate cash offers to attract motivated sellers who value...

Stop guessing why you're losing listings. In this episode, Aaron Novello reveals the truth about Real Estate Skills and why most agents fail to survive a shifting market.

Most agents are distracted by the latest AI for Real Estate Agents or complex funnels, but they’re missing the "money-making skill" that actually closes deals. If you’ve been wondering, "Are You Converting Your Leads?" or why you're losing to the competition, the answer isn't in your tech stack—it's in your Communication Skills.

In this coaching call, we dive deep into high-level Sales Conversion and how to...

Tired of losing easy listings to a seller’s "cousin" or "friend"? In this episode, I break down the exact objection handling script you need to win. You'll learn how to stop the "I have a friend in the business" objection before it kills your deal.

Most agents fail because they try to "out-logic" the seller, which only creates resistance. Instead, I’ll show you how to drop a "Doubt Bomb"—a powerful sales psychology technique that gets the seller to tell you why hiring a friend is a mistake. When you master this objection handling skill, you wo...

Have you ever wondered why most real estate agents will fail when a sudden Family Crisis strikes? In this Real Estate story, we look at the thin line between Success vs Failure.

Eric Littleton was at the top of his game, selling 86 homes a year and owning 33 rental properties. He was living the American Dream until a rare neurological disease struck his son. Within months, his insurance company dropped his family without recourse, and he watched his entire fortune vanish to save his child’s life. This is the raw Real Estate Motivation every agent needs to he...

Tired of hearing "we need more time" or "we're not ready to sell" during your Cold Calling sessions? In this training, we break down why most agents struggle with probate real estate and how to stop losing listings to avoidable family conflict.

Most people fail at probate lead generation because they lack a clear process for handling difficult family dynamics. Whether you are dealing with siblings fighting over an inheritance or a personal representative who feels stuck, having a proven probate sales framework is the only way to move the needle.

✅ What You Will Learn:

Stop losing easy listings to investors because you don't know how to handle the courthouse. In this episode, you will learn how to start a probate real estate business and master how to do probate sells so you can secure consistent monthly listings. We dive deep into sourcing probate data and providing the exact value every probate real estate agent needs to stand out in 2026.

Many agents tell themselves the market is the problem, but the truth is they simply lack a proven system. If you want to know how to start a probate real estate business...

Stop losing listings to the "cousin in real estate" objection! As a Probate Real Estate Agent, your Objection Handling must be elite to win. This Sales Training helps a Probate Real Estate Agent turn family loyalty into a win-win for everyone involved.

Sellers often feel forced to use relatives for a Listing Appointment Real Estate even if they lack experience. In this Real Estate Coaching session, we move sellers from emotion to analytics to protect their largest asset. You will learn a Pre Probate Leads Script to handle the "friend in the business" trap effectively.

...

Still using ChatGPT as a search engine while your competitors are building autonomous digital workforces? In this deep dive, we reveal why the "Great Divide" in AI for realtors is separating the top 5% of agents from everyone else who is just scratching the surface.

Most AI for real estate agents strategies stop at basic questions, but we are showing you how to build a full infrastructure that handles lead qualification, response times, and follow up without you lifting a finger. If you want to know how to use AI in real estate to actually scale, you have...

Stop cringing every time you pick up the phone to talk to a probate lead! Mastering Cold Calling is the ultimate key to winning in Real Estate Investing and Real Estate today, especially when you are Selling Inherited Property in a sensitive market.

In this exclusive roleplay session with Aaron Novello, we address the "bad smell in the room" that kills your conversion rate during Probate Cold Calls. If you’ve ever felt stuck when a seller asks how you got their information, you are likely missing the Emotional Intelligence required to bridge that gap. We break do...

Stop letting your inventory sit because you’re afraid of a real estate market 2026 reality check. In this episode, we dive into the real estate agent coaching you need to move houses when sales have dropped by 40%.

Are your listings becoming a nightmare because you lack the agent skills to handle this shift? Many agents are unknowingly committing "malpractice" by not telling sellers the truth about pricing. We are currently in a market where 90% of homes aren't selling every month, and if you don't have the right real estate agent training, you risk being part of the gr...

Stop wasting your time on appointments that go nowhere. If you want to learn how to qualify leads for real estate effectively, you must master the art of uncovering a seller's true motivation before you ever leave your office.

Most realtors if you're listings aren't selling do this now: stop focusing solely on the house and start focusing on the human capital. In this episode, we dive deep into the "Clear the Room" methodology, a vital part of any real estate coaching and training program. You will learn the exact real estate scripts for sellers that cut...

Is the era of the solo agent over? A major shift happening in the real estate industry [real estate agents] is forcing a choice: adapt to the new rules or get swallowed by the corporate machine. In this episode, we dive deep into the massive waves of industry consolidation—including the Compass Real Estate acquisition of Anywhere—and what it actually means for your commission checks in 2026.

The truth is that a major shift happening in the real estate industry [real estate agents] isn't just about big companies merging; it's about the commoditization of your communication. To surv...

Still losing easy commissions because you don't know how to handle a tough expired listing roleplay? In this session, you’ll see exactly how to use a real estate listing appointment script to flip a "no" into a signed contract.

Most agents hang up the phone the second a homeowner says they already have another agent. But if you want to master objection handling, you have to learn how to disrupt the seller's plan. This episode provides high-level real estate agent coaching by breaking down a live call where a seller is 24 hours away from signing with a...

Stop falling into the "leads trap" and learn how to hire real estate assistant support that actually scales. Mastering real estate time management is the only way to move from agent to CEO.

Most agents view their business as a cash machine rather than a scalable system. If you want to know who to hire first as a real estate team leader, you have to understand the difference between just hiring a "body" and finding the right fit for the seat. Without a clear buisness model to grow real estate, you will end up with management debt...

Stop believing the "convenient lie" that the market is the problem when the issue is a lack of strategy. The truth about mortgages reveals a shift in how the economic machine works.

It is easy to believe a lie when things feel difficult, but the reality is that many agents simply do not know how to price property in today's climate. In this episode, we break down why the truth about mortgages is tied to a money supply issue that most professionals fail to understand. Success in real estate investing or sales today requires a mature acknowledgment...

Stop being a "crappy marketer" and start building the high-margin hybrid business you deserve. In this episode, we break down how to go from a traditional Agent to Investor by mastering Wholesaling Real Estate to scale your income without the burnout.

Most listing agents are one market shift away from irrelevance because they lack the ability to provide creative solutions. We’re pulling back the curtain on how a panel of rockstars generated $814,000 on just 15 deals by learning How to Stack Skills and moving beyond basic retail listings. If you are tired of the outbound grind, it’s ti...

When a seller insists their 2006 kitchen is "brand new," most agents fall into the "but" trap. Using the word "but" immediately negates your expertise and creates an adversarial environment. Instead, this episode teaches you the "Polite Confrontation" method—a core part of high-level real estate agent coaching that allows you to align with the seller while letting raw data do the heavy lifting.

Understanding why do agents take overpriced listings is the first step to fixing your business. By using specific Real Estate Scripts, you can stop fighting with your clients and start working together. We break do...

Stop trying to scale your business alone and learn how to be a real estate top producer in today's market. Whether you're looking for the secrets to closing more real estate deals or a real estate ads strategy that actually works, this breakdown shows you why we prefer why we prefer collaboration over competition in real estate.

In this episode, I'll share the exact framework used by the Real Broker community to close 2,400 transactions last year. You will see real proof of agents jumping from $60k to $250k and learn how to increase the income as a...

Struggling to survive the 2026 market shift? 📉 The reason why most agents fail to make it in real estate often comes down to one thing: following an outdated blueprint that no longer works. 

In this high-energy keynote from the Do More Deals Summit 2026, Aaron Novello breaks down the "Intellectual Warfare" of the current industry. Most people teach mindset because they can't teach proven real estate tactics, but today we are diving deep into the strategy you need to move from "stuck" to elite. 

If you want to know how to scale your real estate business past that...

Searching for a proven script for real estate agents to handle overpriced listings? In this episode, Aaron Novello breaks down the Real Estate Psychology you need to win.

Struggling with sellers who are emotionally attached to an unrealistic price? You aren't alone. Most agents "shrink away" from the tough conversations, but that only leads to stale listings and lost commissions in the housing market 2026. This training focuses on Sales Psychology and the specific objection handling techniques required to align a seller’s expectations with reality.

Aaron dives deep into the "Endowment Effect"—the psychological quirk that...

Stop losing listings to agents who overpromise! In these realtor listing appointment tips, you'll learn the exact zillow lead script to handle every objection handling scenario with total confidence.

Are you tired of "freezing" when a seller tells you they want to interview other agents? This video is a deep dive into real estate scripts and the tactical "dagger questions" that help you win the listing on the spot. We’re breaking down the mindset of a high-performance listing presentation and showing you how to flush out objections before you even leave the house.

If yo...

Are you still stuck in the "disease of commission" while the 2026 market leaves traditional agents behind? In this episode, Pace Morby reveals why a standard real estate agent commission is often a trap and how elite pros are using real estate agent creative finance strategies to build actual wealth. If you have ever felt like your income is capped, it is time to move into the big leagues of equity and partnerships.

Many agents lose listings because they do not know how to stop mortgage foreclosure for clients who are months behind on payments. Pace breaks down...

Leading a top-producing Real Estate business requires more than just sales numbers; it demands elite Leadership Skills and the ability to drop the ego. If you are struggling with turnover or low morale, you might be unknowingly showing Signs of a bad manager without realizing it.

In this episode, I break down the two specific motives for leading: Rewards-Based (the "King" mentality) vs. Responsibility-Based (the "Guide" mentality). We discuss why true Servant Leadership isn't about being nice or passive; it is about having the uncomfortable conversations necessary to build a thriving Team Culture.

You will...

Stop losing leads because you sound like a robot. In this Cold Calling breakdown, I reveal exactly why asking too many questions kills your Real estate cold calling success and how to fix it immediately. If you are struggling with sellers who give vague answers like "it might be too late," this episode is your solution.

Most agents treat their Expired listing cold call script like a checklist, asking three questions when only one is needed. This makes you sound like an interrogator, not a partner. To master Real estate objection handling, you must stop checking boxes...

Stop wasting money on expensive real estate coaching and training when you should be getting it for free. In this honest real estate brokerage comparison, I break down why paying $1,000 a month for mentorship is a thing of the past and how the right partnership model changes everything for your bank account.

If you are tired of the traditional brokerage model where your broker has zero incentive to help you succeed, you need to listen this. We dive deep into the real estate teams pros and cons to uncover why top agents in old models hide their...

Struggling to figure out how to get probate leads without sounding like every other desperate agent? If you are still relying on cold calling scripts from 1995 and hoping for a different result, you are setting yourself up to fail. In this coaching session, we reveal exactly how to get probate leads that actually convert by stopping the "hustle" and starting a proven system.

The truth is, probate sellers do not care about your marketing plan or your broker's name. They are overwhelmed by family disputes, repairs, and a house full of personal property. If you pitch yourself...

Stop letting wholesalers steal your leads with lowball offers. In this live real estate roleplay, we reveal the exact strategy for how to beat cash offers by pivoting from "competitor" to "advisor." You will learn advanced real estate objection handling techniques to expose the "fake" contracts and novation agreement real estate traps that investors use to scam sellers.

Many agents struggle with how to manage difficult sellers who refuse to list on the open market. This episode provides a specific probate cold calling script that allows you to review the investor's contract, find the flaws, and win...

Discover the exact money recovering strategy I used to recoup $71,000 after discovering major Employee Theft in my office. In this episode, we go beyond just how to prevent business from employee theft; I walk you through the high stakes confrontation that saved my capital.

Most business owners panic when they find an employee caught stealing, but reacting with anger instead of strategy can cost you everything. Instead of calling the police immediately, I used a specific negotiation tactic. This story is a masterclass in Real Estate Leadership and emotional control. We discuss why ignoring the red flags...

If you are looking for the ultimate real estate team leader hack to growing & scaling without the fear of losing business momentum, this episode is the reality check you need. Moving a massive $90M operation feels like a heavy lift, but staying stagnant is the real risk. In this honest breakdown, we reveal exactly how to switch brokerages seamlessly and why the operational fear that holds most agents back is actually a myth.

We dive deep into the specific mechanics of eXp Realty Teams and how the cloud environment actually removes friction rather than creating it. Jeff...

Stop losing commissions to investors when a seller says, "I just want a cash offer." In this episode, I break down exactly how we convert home seller leads who demand cash but secretly want a retail price. Most agents freeze when they hear this objection, but if you have the right script for real estate sellers, you can pivot that conversation instantly.

The secret is the "Two Company" strategy. Instead of arguing with unrealistic home sellers about price, you simply offer them two distinct products: a convenient cash offer or a maximum-value retail listing. This approach positions...