KGCI: Real Estate on Air - 2026 Performance Blueprint: Scaling Your Real Estate Business with Data

Episode Date: July 2, 2026

Welcome to the Real Estate Survival Guide, the show that teaches realtors how to create a thriving real estate business. What is up, guys? Welcome to the podcast. Welcome to our last episode of 2025. It's so wild to think about this year coming to a close, a great year in real estate. But as we close out, I wanted to kind of bring you this year in review and talk about what actually worked in my business and also reflect. on where I've grown, what I've experienced and how I've grown through that. And so I really want you guys to understand that at the end of the day, more than anything, consistency still wins. Not talent, not motivation, not fancy strategies, consistency. This year, most of the business that I closed did not come from my best content. It came from the consistency and reaching out to people and doing the things on social media

every single day. It's very interesting because I'll kind of talk about the first episode of the year as well. We talked about goals for the year. And I was on my way at the time to becoming an icon agent at EXP Realty. I worked very hard for that. But I kind of told you guys that I actually wanted my production to go down. And actually, so many of you were like, are you crazy? Why would you want your production to go down?

But I knew that I did not want to chase the hustle culture all year. you know, I just met with a realtor today. And they said, oh, you know, I just want to grow next year and grow next year and sell more houses and make more money. And I kind of said to them like, you know what? You know, if you keep chasing more and more and more, you'll never be satisfied. And so what I tried to do this year was actually sell less homes, which I explained to you guys at the beginning of the year was going to be exactly my goal. You know, this year was actually a difficult year for a lot of realtors. I'm actually glad that I kind of, rather than wanting to hustle and grind at selling homes,

I did a bunch of different things. My production was down probably 25%. And I'd say that's exactly where I want it to be. I sold a lot more last year. Well, not a lot, right? You know, 25% more in 2024. And I felt like I was working all the time and I didn't want to work like that. So sold less houses here in 2025.

really leaned into areas that I love, leaned into the agent support and coaching and training, grew that. So a year ago at this time, I had about 20, maybe 20 to 23 agents under me at EXP with our massive record-breaking group, the Wolfpack. And today I have over 50. So we grew over 30 agents in a year. And I'm really proud of it. and can't wait to kind of see what happens in 2026. But the consistency is what wins, right? People still reaching out just today.

I was writing an offer for that, you know, the one, one of my two couple friends, many friends, but one of the few that I've shared with you guys about here on the podcast who reached out to me over the last couple weeks who, you know, I have not spoken to in 20 years. And so it's been a really good year, a different year, but a really good year. production down slightly, agent attraction, growing and very excited for that. You know, we are doing some incredible, incredible things at EXP, and people love that. And that's why they leave their brokerage to come in, join us, right? And it's been really awesome.

So another lesson I really learned is how trust compounds slowly. You know, it's very funny. Today, I was meeting with an agent of mine who came over to EXP in April or May. and it took her about a year to make the decision. I've had probably, you know, dozens of meetings with agents about EXP and our group of the Wolf Pack and what we do here. And then I just kind of let them make their decisions for themselves. I don't force anyone into anything.

But they see that trust compounding slowly where I just care about them, serve their needs, help them, and really care about them a lot more than other brokerages. I probably have about 10 to 15 agents. right now who are exploring different things and considering EXP, and they know that they are not getting the support at their current brokers that we would offer at EXP. And so eventually, you know, I'm letting that trust compound slowly. Eventually, they will probably bring their business here, but I certainly am not going to be the person that rushes them or pushes them or anything like that. And I've had a lot of people reach out to me and say that I've been the same

person online that I am in person and that I didn't change my message when things got hard. I also had a lot of people, you know, really appreciate my openness and honesty this year as the market got a little harder for some of them. So I want to continue to do that here in 2026. You know, in 2025, I really, as well, stopped chasing big numbers and started focusing on deeper relationship, right? Fewer conversations, just better ones. You know, instead of of trying to talk to everyone, I invested more in the people already in front of me. And as a result, referrals increased, agents joined me, relationship strengthened, and my business grew in a way that felt sustainable. Depth created loyalty. I do have a goal that I'll share for the end of the year

in terms of production and serving agents and all those different things. But at the end of the day, it's not numbers for me. It's, you know, growing deeper with my people. I believe, you know, at a company like EXP, obviously, like I get rewarded and compensated when agents join me and things like that. But at the end of the day, I believe when you just care in a genuine and authentic way, people join you. I did so many things this year from different speaking engagements, coaching, the massive event built around, you know, going to the Savannah Bananas game and what Jesse Cole teaches in his business and things like that. and those things really mattered and those people really valued what I built. And so, you know, another lesson too is that having great systems really beats motivation, right?

Motivation can be emotional. It comes and goes, but systems can stay. And I built my system talks about content, communication, and decision making carried throughout the year, whether you want to do it or not, especially on the days I didn't. didn't feel like showing up. And if someone depends on motivation, it eventually will fail, right? If it's systematized and you do these things every single day, that's how you survive. And so I'm really proud of the year that I had and super excited to go into 2026.

I am going into 2026 bold and excited and wanting to serve and grow. And so if you're an agent that wants to grow their business on social media, we should have a conversation because I'm doing some pretty cool things. bringing some awesome social media audits back that I really believe will help people. And if you'd love to book one of those, let me know. I will send you the link and we will get you all set up because I want you to grow in your real estate business. I really do.

And I had a great year. But I have to say more than anything, I couldn't do it without God's blessing in my life more than anything. And I couldn't do it without the support of my wife and kids. and it's been a wild couple years. Really, the last year has been a lot of growth in our family, a lot of growth with kids in school and them learning and growing there, and I couldn't be more proud of them.

And Valerie and I kind of getting into, you know, a routine. And we're very excited about that and super excited about some cool things coming up in 2026. And, you know, I think at the end of the day, I go back to that Zig Ziglar quote. If you serve enough other people and help them get what they want, eventually you will get what you want. So, you know, it's pretty cool. My goals for 2026, production-wise,

I kind of want it to be exactly where it is, maybe a little increase because I always want to be challenged and grow. But right where I'm at, income-wise, production-wise is a good spot, and now I want to serve agents more. Care about my people better, grow and make stronger relationships.

I think I might have said this at the beginning, but maybe not. But I had, you know, about 20, 20, 21, 22, 23, somewhere in their agents last year. And we added 30 in a year. And so my next year, I have this big, hairy, audacious goal that I would love to add 50 more agents to what we're doing and how we're serving them. And so I just got to say as I close this out, I've talked about this before, but I'm going to be Boulder in 2026. and I really believe, no matter where you are, I firmly believe this, that EXP is a life-changing opportunity.

It really is. It has absolutely changed my life. And I believe if you open your ears and eyes to it, it can absolutely be life-changing for you as well. And so I would just encourage you guys, like if you hear, you know, negativity and all these different things about it, like really do. your research, check it out. I have access to give you, you know, a couple weeks of free access to some of our internal coaching that we've never done before that we're starting to roll out here in December and early into 2026. And I would love to give you access to that. No pitch, no sales funnel,

anything like that. Why? Because I care about you. Now, if you one day from that, join EXP, great, but more than anything, I believe two weeks in our program that we're giving away for free would actually genuinely help you. So as always, I am here to support your business and help you guys grow. I love what I do. I love coaching. I love helping people with social media. And I've even had people over the last few weeks.

I guess I should say this as well. If you're an agent out there, like I've had a handful or a dozen reach out to me, you know, every year agents are like, oh, well, do you have anything? I need to kind of spend, you know, a good chunk of change on my business expenses to close out the year in December, and I've never been able to say yes. But now I have options that you can get coaching set up by this coming Wednesday, December 31st. It can hit on your, you know, if you're trying to get a few write-offs or business expenses before the end of the year, you can do that. I've got different coaching options from voice coaching, in-person stuff, you know, doing some voice

coaching, which has really impacted some of my agents and maybe a VIP day every once in a while, once a quarter, once every six months, once a year. So reach out to me. I have packages that I think could really help you. And of course, if you're interested in a change, let me know because at EXP I would give all of that to you for free, for sure. But as you listen to this, I hope more than anything you hear in my story, my heart for agents and serving people and how I want to go deeper with so many of you in 2026 and help you grow and take your business to the next level through organic social media. And so I want to go deeper in those conversations. So feel free to message, text me 610568-4651 if that's something of interest to you because I would

really love to connect with you and help your business. So as always, I appreciate you guys very much. Thank you guys for listening and being on this journey with me on this podcast. Look forward to jumping into 2026 with you. And so we'll have some fun and exciting episodes for you come January and a few cool announcements throughout the first few months of 2026 as well. So love you guys. Appreciate you guys. Always here for you here to help and support you. And even if you had the greatest year of your career or the hardest year, I want you to know that 2026 is a new year. 2025 was hard for a lot of you. I believe 2026 is going to be a massive rebound for so many realtors, and I can't wait

to see you have that success. So thanks much for listening. Appreciate you guys. Have an awesome rest of your year, and I hope you had a great Christmas and hope you have an awesome time celebrating new years. And I will talk to you guys next year. I'll see you guys then. Thanks for listening to the Real Estate Survival Guide.

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