Real Estate School with Tony Acosta

Are home prices actually falling more than the real estate market statistics suggest?

One of the top listing agents at The Perry Group recently told me she believes home prices have effectively dropped 10% in parts of our market.

That's a bold statement. And it's not necessarily what you'll see in the headlines.

But when you start looking at interest rates, seller concessions, and what it actually costs homeowners to sell their properties, the conversation gets much more interesting.

In this episode of Real Estate School, I break down three pricing factors...

Why do some real estate agents close 12 deals a year and never seem to break through to the next level?

The answer might not be more leads. It might be that you're still operating like the agent you were when you first got licensed.

In this episode of Real Estate School, Tony Acosta breaks down a critical evolution every real estate agent must eventually make: transitioning from a new agent focused almost entirely on prospecting and learning the business to a consistent producer who knows how to manage leads, protect their time, and build systems...

Why do so many new real estate agents struggle to get started—and what can you do to become successful faster?

Most people enter real estate because they want freedom, flexibility, and control over their income. But once they get their license, they discover something nobody adequately prepared them for: having a real estate license doesn't mean you know how to build a real estate business.

In this episode of Real Estate School, Tony Acosta breaks down three things every new Realtor needs to understand to build momentum, find clients, and start closing transactions.

...

What if the best way to get more FSBO listings was to stop asking homeowners to list with you?

Most real estate agents approach For Sale By Owner (FSBO) sellers with the same pitch: let me list your house, let me show you my marketing, let me explain why you need a Realtor.

But homeowners selling without an agent have usually heard that pitch dozens of times.

In this episode of Real Estate School, Tony Acosta shares the FSBO prospecting strategy that changed how he approached For Sale By Owner sellers—and helped hi...

Are real estate conferences actually worth the money?

Real estate agents spend thousands of dollars attending conferences, seminars, coaching events, and industry conventions. But after nearly 15 years of attending events, Tony Acosta has reached an uncomfortable conclusion: the most valuable part of a real estate conference usually isn't happening on stage.

In this episode of Real Estate School, Tony explains why so many industry conferences feel like expensive sales pitches, why much of the information presented is already available online, and where the real return on investment comes from.

From Tom Ferry events...

What happens to your real estate business if your lead source disappears tomorrow?

Most real estate agents want more leads, more closings, and higher commissions. But many overlook an uncomfortable truth: if you don't generate your own leads, someone else controls the opportunities keeping your business alive.

In this episode of Real Estate School, Tony Acosta breaks down the economics of real estate lead generation, prospecting, referral fees, and paid lead programs like Zillow.

After a conversation with real estate lead generation company owners, Tony examines why lead generation is the foundation of...

Why do real estate agents struggle to build profitable businesses when the principles of business success are already well established?

In this episode of Real Estate School, Tony Acosta takes on a common problem in the real estate industry: agents who want extraordinary results but ignore the fundamentals required to achieve them.

From real estate marketing and lead generation to profit margins, overhead, business investment, and staffing, many Realtors treat essential business practices as optional.

Tony also shares a comparison to aspiring professional bodybuilders who want the results without the diet, leg workouts...

What can a cruise ship teach you about becoming a better real estate agent?

A lot more than you might think.

In this episode of Real Estate School, Tony Acosta shares one of the biggest lessons he took away from a recent family cruise: great service isn't just about having good systems. It's about paying attention to the small details that make people feel remembered, understood, and cared for.

Real estate agents spend a lot of time building processes, scripts, CRMs, follow-up systems, buyer presentations, and transaction checklists. Those systems matter. But when...

Real estate promises freedom. But for most agents, that promise becomes one of the most dangerous excuses in the business.

In this episode of Real Estate School, Tony Acosta explains why treating real estate like a job may actually be one of the fastest ways to build the freedom agents originally got into the business to achieve.

At a traditional job, you show up when you're tired, when the weather sucks, and when you don't feel motivated—because there are immediate consequences if you don't. In real estate, nobody fires you for skipping Monday. The co...

Real estate is a difficult business—but probably not for the reasons most agents think.

In this episode of How to Be a Realtor, Tony Acosta breaks down why succeeding in real estate is naturally challenging. Agents sell an expensive consulting service, clients may only transact once every several years, market conditions constantly shift, and the stakes of every transaction are high.

The market itself may not be controllable, but your response to it is.

Tony explains why there is no universally “good” or “bad” real estate market, how to identify who the current ma...

Are Zillow agents actually bad… or just misunderstood?

In this episode, Tony Acosta sits down with Mike Harlan to break down what’s really happening inside the Zillow ecosystem. From lead quality to conversion rates, agent skill gaps to systemic incentives—nothing is off limits.

They tackle the real question: is the problem the agents, or the system they’re operating in?

If you’ve ever:

This episode gi...

What does it actually mean to represent a client — not just open doors and fill in blanks on PDFs? In this episode, Tony sits down with Travis Maddox from Edge Homes to break down the real skill gap in real estate: agents who don't know their contracts, can't explain deadlines, and have never heard of a Resolution of Due Diligence Addendum. They cover how to close the experience gap through intentional roleplay and live reps, why communication is the foundation of true representation, the contract pitfalls that get agents (and their clients) in serious trouble, and how to build tr...

Is the Zillow Premier Agent program a legitimate growth engine or just an expensive "tax" on your commissions?

In this episode of How To Be A Realtor, we pull back the curtain on the most debated lead source in real estate. We’re breaking down the math, the conversion realities, and the "hidden" shifts in the 2026 market that every agent needs to know before signing a contract.

Investors can be incredible repeat clients… or they can chew you up, waste your time, and leave you with nothing. In this episode, I’ll break down:

The 3 types of investors you’ll meet (and how to tell them apart fast).

Why most realtors lose money working with “fake” investors.

Scripts to qualify investors without sounding pushy.

How to structure deals, commissions, and expectations so you don’t get burned.

When to walk away—because not all “investors” are worth it.

By the end, you’ll know exactly how to posit...

Most Utah agents have never closed a seller finance deal—and it's costing them (and their clients) big. In this special Seller Finance Masterclass, Tony Acosta breaks down everything you should’ve learned in real estate school but didn’t.

You’ll learn:

What seller finance actually is—and why it’s not just for desperate sellers

The 3 biggest mistakes agents make when attempting these deals

How to spot seller-financeable properties in your MLS

The due-on-sale clause trap (and how to avoid it)

Why this is the most powerfu...

In this episode of How to Be a Realtor, Tony Acosta exposes the uncomfortable truth behind the real estate coaching industry. Why do so many coaches overstep into life coaching, therapy, and fitness advice—and completely miss the mark on teaching actual real estate skills?

Tony breaks down:

The toxic myth that your personal life must be perfect before you can succeed in real estate

Why most coaches are unqualified to “fix” you

How bloated programs are designed to keep you paying, not progressing

What real estate coaching should focus...

Dive deep into why traditional real estate coaching fails and uncover a revolutionary approach to agent development. Tony Acosta exposes the industry's biggest myth: that fixing your weaknesses leads to success. Learn how doubling down on your natural skills and creating minimal supporting systems can dramatically boost your real estate performance.

This podcast discusses the two most effective business models for real estate agents aiming for success in 2025. Acosta, drawing on over a decade of industry experience, argues that many agents fail because they treat their work as a job rather than a business, neglecting crucial aspects like expenses and reinvestment. He asserts that the only viable paths forward are the Do-It-Yourself (DIY) model, typically associated with flat-fee brokerages where agents handle all operational aspects, or the Done-For-You (DFY) model, exemplified by full-service teams that provide leads, resources, and continuous training. Aosta emphasizes that agents stuck between these two models, payi...

In this episode, we break down the recent audio excerpt that dives into Utah’s housing market trends. After years of relentless price growth, the tide is shifting. The speaker analyzes quarterly data to reveal a disconnect we haven’t seen in five years: more homes hitting the market, but fewer actually selling. This isn’t a doomsday scenario, but it’s a clear sign that we’re moving from a red-hot seller’s market to something more balanced. Sellers can’t keep playing the same pricing game—they need to get strategic if they want results. We also cover why this i...

In this episode, Tom and Sophie take a deep dive into my speech on why communication is the most critical skill for real estate agents. As a former top-producing agent and now director of agent development, I argue that most agents are stuck in lead gen and marketing drills without ever learning how to communicate effectively—which ultimately kills their business. Tom and Sophie dissect my points about why communication isn’t just a piece of the puzzle—it is the puzzle. They also highlight my insights on visual and vocal image, and the need for relentless practice and role-p...

Tonys participation in the Agent Insider Event held by The Perry Group in Pleasant Grove Utah.

If you’re new here, my name is Tony Acosta. I’m a real estate broker with over 13 years of experience, and I help lead the #1 team at Real Broker in the nation. I’m passionate about teaching, coaching, and helping real estate agents achieve extraordinary success in their careers. Beyond real estate, I’ve built multiple ventures, from organizing TEDx events to running my own media projects and coaching programs for agents nationwide. Whether you’re a brand-new agent or looking to scale your business to the next level, this channel is for you. How I got here…

• 2012...

In this special AI-powered deep dive, we take a closer look at how role-playing and scripting can transform your real estate career. Using cutting-edge AI analysis, we break down the key insights from my original episode, offering enhanced takeaways, practical strategies, and expert-level refinements to help you master client conversations like never before

🔹 Why role-playing is a must for realtors who want to close more deals
🔹 The difference between memorizing scripts vs. internalizing them
🔹 How to make role-playing feel natural and effective
🔹 AI-enhanced techniques to improve your communication and objection handling
🔹 The biggest mistakes realto...

Rehearsing scripts is one thing, but practicing them the right way through role-playing is what separates top-producing realtors from the rest. In this episode, we break down how to role-play real estate scripts effectively—so you sound natural, gain confidence, and handle any client objection with ease.

You'll learn:
✅ The biggest mistakes realtors make when role-playing (and how to avoid them)
✅ How to make role-playing feel natural instead of robotic
✅ The best ways to practice with a role-play partner or on your own
✅ How to internalize scripts so you don’t sound scripted
✅ Real...

I am a nerd for customer service and hospitality. Whenever I go on a trip or a restaurant I am very aware of what makes good service. On this episode I talk about my recent experience on a Disney Cruise and what we can take from the cruising industry into our own businesses to elevate our product and customer service.

Follow me on IG https://www.instagram.com/tonyacosta.co

If you’re new here, my name is Tony Acosta. I’m a real estate broker with over 13 years of experience, and I help lead the #1 team at Real Broker in the nation. I’m passionate about teaching, coaching, and helping real estate agents achieve extraordinary success in their careers. Beyond real estate, I’ve built multiple ventures, from organizing TEDx events to running my own media projects and coaching programs for agents nationwide. Whether you're a brand-new agent or looking to scale your business to the next level, this channel is for you. How I got here…

When I learned to be versatile in my approach my business grew. When I learned to talk to people the way they want to be talked to my rapport grew. When I learned to tailor processes to specific client types I sold more homes.

Follow Tony on IG https://www.instagram.com/tonyacosta.co/

In this episode of How to Be a Realtor, Tony Acosta breaks down the exact steps to building a $150,000-per-year real estate business. This solo deep dive is packed with actionable strategies for agents at any stage of their career.

Tony covers everything from setting clear income goals and creating efficient lead generation systems to mastering time management and building a strong network. You'll also learn how to nurture client relationships, leverage your unique strengths, and stay consistent with your efforts to hit six figures and beyond.

Whether you’re starting out or looking to sc...

As the year comes to a close, it’s the perfect time to reflect, plan, and set goals that will drive your real estate business to new heights. In this episode of How to Be a Realtor, we dive into actionable strategies for end-of-year goal setting. Learn how to reflect on your past performance, create SMART goals, break them into actionable steps, and stay accountable throughout the year. Whether you're a seasoned agent or just starting out, this episode will equip you with the tools to make next year your most successful yet!

In this episode, Tony Acosta breaks down the game-changing 10-10-40-40 concept that most realtors overlook when it comes to lead generation. While many agents focus on the 20% of clients who either want to work with them right away or never will, the true opportunity lies in the other 80%. Discover how 40% of leads are waiting for more time, and the other 40% just need the right information to say yes. Tony shares actionable strategies and insights to help realtors connect with this untapped group, turning more potential leads into clients. If you're looking to revolutionize your lead gen approach...

Juan Carlos Barreneche studied the works of the most successful real estate agents in the country and  was able to build a team that allowed him to scale out of production at just 26 years old. Since then he has consistently been making $500k+ a year from his real estate business working virtually from his home. JC’s achievements include being the youngest agent ever to grow his organization at a cloud based brokerage to 1,000+ agents, winning the 30 Under 30 award with NAR, and growing his coaching platform & community Goldbar, to 10,000+ agents worldwide. JC has been featured in major real estate pub...

On this episode I talk about the proposed NAR settlement. I think most in the industry are getting this completely wrong! I talk about why I believe that and what my experience over the last 12 years has taught me.

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Follow Tony on IG @ www.instagram.com/tonyacosta.us

Dive into the essentials of real estate lead generation with "Back to Basics: Mastering Lead Gen in Real Estate." In this episode, we strip down the complexities of modern marketing to focus on the timeless tactics that build successful careers. Hear from seasoned realtors who blend traditional strategies with digital tools to create a winning formula for attracting and nurturing leads.

Learn the art of building relationships, providing unmatched value, and...

In this essential episode of the "How to Be a Realtor" podcast, we dive deep into the art and science of showing properties listed by other agents. Tailored for realtors who are committed to providing their buyer clients with an unparalleled property showing experience, this episode is packed with strategies, insights, and real-world advice to enhance your effectiveness as a buyer's agent.

What You'll Learn:

Dive into the tactical planning necessary for real estate success in 2024 with this episode of How To Be A Realtor. We focus on analyzing 2023's lessons, setting strategic goals for the new year, and discussing actionable growth strategies. Highlights include creating SMART goals, optimizing digital marketing, boosting productivity, and preparing for market shifts. This episode is packed with practical advice to help real estate agents close out the year strong and lay a solid foundation for a prosperous 2024.

Key Takeaways:

We've all heard about these lawsuits going around. Some think it's a real problem others think it's nothing but a money grab. Regardless of your opinion the fact is that many in our society simply do not see any value in the real estate agent of today. If you don't believe me go read the comments on these articles about the lawsuits.

So in light of that we have 2 options. Quit, or adapt. On this episode we talk about 3 things you must do if you want to be among the few that will thrive in this pessimistic...

Explore how to harness social platforms to create a strong online presence and reach potential clients.

Follow Tony on IG @www.instagram.com/tonyacosta.us

Check out the Goldbar Real Estate System @ https://bit.ly/GoldbarAgentSystem

Get a crash course in essential legal knowledge to navigate contracts, disclosures, and paperwork.

Follow Tony on IG @ www.instagram.com/tonyacosta.us

Check out the Goldbar Real Estate system @ https://bit.ly/GoldbarAgentSystem

Unlock Unique Opportunities: Dive into unconventional lead generation strategies in the real estate realm with "Prospecting Goldmines." Discover innovative ways to connect with potential clients beyond the ordinary, expanding your reach and impact. From leveraging local events to mastering niche social media groups, this episode unveils untapped methods for a thriving real estate business. Tune in to explore uncharted avenues and transform your approach to client acquisition.

Follow Tony on IG @ www.instagram.com/tonyacosta

Plug into the BEST real estate client acquisition system in the world!

https://bit.ly/GoldbarAgentSystem

Uncover strategies for new agents to make a splash in the competitive world of real estate.

Follow Tony on IG @ www.instagram.com/tonyacosta.us

For the best real estate training on earth visit www.goldbartraining.com