KGCI: Real Estate on Air - Scaling Smart: How to Grow from Solo Agent to Team Leader with Lars Hedenborg

Starting point is 00:00:01 So agents aren't willing to accept the fact that it is the basics that get the results. But you'll build a business that has a moat that is so wide and so deep around it that it is impenchral. It doesn't matter what the market is. This is KGCI Real Estate on Air Live. Your weekly deep dive into the strategies, trends, and tools shaping the real estate industry. From market updates to actionable strategies and exclusive interviews with top agents, We are here to unlock your full potential and help you thrive. Thousands of agents trust KGCI every week.

Starting point is 00:00:37 Now it's your turn. Let's go live. Here's Ian Wheatley. Hey there, good morning. Well, the market's not crashing, but it is definitely cooling. Home prices are still up, but just barely pending home sales dropped more than 6% last month and sellers out here still acting like it's 2021. And here's the thing.

Starting point is 00:00:56 Most agents don't know whether to lean in or wait it out, the listings are overprose. the buyers are ghosting. The conversations seem to be harder than ever because the market's gotten a bit quiet, but those expectations haven't changed. What we're seeing is a bit of a confidence gap in real estate. Sellers are still thinking prices are climbing higher and higher. Buyers are seeing price drops in the headlines and agents are stuck translating two completely different realities. Oh, and you're also supposed to be scaling your business, building your brand, showing up every day on social media, while the rates are sitting at like 6% or more, right? That's why today's episode of real estate on air is all about getting grounded in your message, in your systems, and in your next move.

Starting point is 00:01:43 We'll be breaking down this week's housing headlines, giving you the truth behind what's really happening with the real estate market. And I'm also going to be joined by Lars Hennborg later on for a powerful conversation about what it takes to really scale from a solo agent to a team leader. It's not about hiring faster. It's all about getting your database, your digital footprint, and your daily habits locked in before you ever think about leverage. And it all finally wraps up with some real estate confessions because if we're going to be building in this market, may as well do it with a laugh. I mean Wheatley, this is real estate on air. Let's get into it. Well, across the United States, home prices are still up, but it is slowing down in the latest

Starting point is 00:02:30 case Schiller report, home prices were up 3.4% year over year in March, a slight slowdown from February's 3.9% and January's 4.1%. Another index from the DFA is putting Q1 appreciation at roughly 4% year over year. So yes, prices, they're still on the rise, but the rate of growth, it is starting to ease up. So agents, be sure you're setting those proper expectations with buyers and sellers, right? This isn't a downturn by any stretch of the imagination, but it is a deceleration. Sellers banking on 5% gains in 12 months may need a little bit of a reality check. We also have forecasts coming in for a price dip in the second half of this year. Redfin's CEO and chief economists are both signaling a ship.

Starting point is 00:03:18 They expect that home prices will be falling by at least 1% as we get into the latter portion of the year. And why this matters is because wage growth, is up 4%. This means that buyers may finally start gaining some leverage in the process. So agents, price drops, they may not be huge, but perception of it really matters a lot. Use this to re-engage with buyers who've been sidelined by sticker shock, especially in dealing with interest rates. We also have fresh data out of the National Association of Realtors reporting that pending home sales drop 6.3% in April. That marked the steepest decline in pending home sales since 2022 month over month. Now, if we're looking year over year, the contract signings, they're down about 2.5%. So,

Starting point is 00:04:07 despite a rise in housing inventory, elevated mortgage rates averaging higher than 6.5, 6 and 3 quarter percent, depending on where you're looking, that is still a bit of a deterrent for buyers that are entering the market. So agents, the buyers, they're still hesitant. But this does also another way to open. the door for proactive agents to guide clients through the negotiations and capitalize on some of the increasing inventory we're seeing across the United States. And going back to that Redfin forecast for just a moment, if you'll excuse me, there was also a look at sellers' expectations. And it would seem that sellers are still hoping for what can only be described as unrealistic price expectations. In short, sellers cannot expect near double-digit price growth and that

Starting point is 00:04:52 making money on their homes isn't always a guarantee. So agents, it is time to sharpen those seller scripts. Use this shift in sentiment as a conversation opener, not a confrontation. And that's a check of your housing headlines on Real Estate on Air live. I'm Ian Wheatley. KGCI Real Estate on Air. I'm Ian Wheatley. And we are talking about one of the biggest and riskiest moves that a lot of agents can make.

Starting point is 00:05:20 They go from solo operator to team leader. And whether that's hire in a first buyer's agent, try to systematize chaos to grow that business. This is an episode you need, especially when you're just trying to figure out, what am I doing here as a solo operator? I'm joined by Lars Headingborg founder of the Real Estate B-School. He is the host of the Real Estate Business Builders podcast for you right here

Starting point is 00:05:40 on KGCI Real Estate on air, one of the absolute sharpest minds in a real estate business strategy. Lars, welcome back. How's it going? Let's go. Come on. Let's do what we can to help agents that are struggling out there. Yeah, so let's think about this from like the,

Starting point is 00:05:54 from the solo agent, right? Because the idea is how do we scale from solo agent to team leader? But first, we got to start at, okay, how do we be a productive solo agent first? So what are we looking at right now in today's market with, we're dealing with recess volume right now across the real estate market, across the U.S.? What should an individual agent be doing right now to generate business right now? Yeah, so I would say every bit of 100% of people, percent of people that come into our world, whether they're starting to build a team, they have an admin or they've hired agents or they're solo. Everyone is struggling to generate new

Starting point is 00:06:33 business. And so that is like the topic of conversation. And a lot of it is the mindset around agents are looking for the easy button. You know, so they're consistently and constantly, you know, willing to give money to someone else to do the work of generating a lead for them and inevitably, I think it's because there's 10 times, maybe 20 times more leads generated than closings in the U.S. It's a massively ineffective and disheartening way to run the business. They're going from Realtor.com to Zillow to every pay at closing referral source, but they're not doing like the basic blocking and tackling building a database, expanding your digital footprint. Those are like the two foundational things that every agent must.

Starting point is 00:07:24 must do if they're going to earn the right to bring an admin on or to bring a buyer agent on or a showing agent or hire virtual assistant, the first thing is like structuring and building the database out properly. The second step is expanding your digital footprint. So we can dive into the tactics around those specifically. But those systems scale to 50, 100, 200, 200, 300, 500, 500, 500, we've got clients doing multiple seven figures on just our database system alone. But they started out with, no business with the database, right? So they started with a haphazard approach to their business and specifically their database and even their online presence. And they just got systems and structure and order around it. And those systems, the automations, the delegations, the, you know, even the deletions, things to stop doing are the thing that allowed them to scale. So we could dive into specifics around that if you think it would be helpful. Yeah, I think it absolutely would be. Let's start with, you know, a couple weeks back, had a conference.

Starting point is 00:08:24 had conversations with a couple of different other players here on KGCI, Real Estate on air. We were talking all about using CRMs. So I think this kind of maridades pretty well and fits in nicely. Let's kind of talk about that database. Let's assume I'm agent and I got licensed. Let's use me as an example. I was licensed in 2021. Life was good.

Starting point is 00:08:49 Everything was fast and furious. and maybe I'm looking at the business that I did back in 2021, 2022, compared to 2025. And I'm like, it's less. How do I get it back to that 2021, 2022? I think it's mindset. I just did a coaching call this past week. And we had an agent that was in the business for 18 years.

Starting point is 00:09:17 Obviously, I'm not going to give her name. But she came into our program. and instantly was like, I'm not all that impressed. I'm thinking of canceling. And part of me is like, dude, you sold or do debt, you sold 12 homes last year, which is not bad, I guess, but you're 18 years in the business. And if you would have been doing what we teach for the last 18 years, you would be selling 250 homes per year, right?

Starting point is 00:09:44 So agents aren't willing to accept the fact that it is the basics that get the results. And so the mindset shift that I ask agents to have is to think, is it possible that there are 50 people in your market? If you set out to really work at identifying the right people to add to your database and adding massive value to those people expecting nothing in return, is it possible that 50 people could each or each of those 50 people could send you one closing in a year? Is it possible?

Starting point is 00:10:18 For me, it's for sure it's possible. I live in a big enough market. I may not know those people today, but is it possible for me to meet someone and add enough value, either a vendor, an affiliate, a contractor, or, you know, people that are influential or people that I know, my past clients, it's possible. So we just don't do the work to add those contacts to the database. We don't have a commitment daily, you know, that every day, Monday through Friday, I'm going to add one person to the database that I think will be able to support me in my business growth

Starting point is 00:10:53 if I treat them the right way with a mindset of adding value in every way that I possibly can to them. And that's the essence of database. And we've got folks that are building it out on a simple spreadsheet and we are just actually launching a tech stack this week where we're going to be helping agents build their database and with just massive, cool, AI-driven, awesome from bells and whistles tech. So you can go all tech and go the AI route, or you can just do a simple spreadsheet. But the bottom line is that you're looking for a group of people,

Starting point is 00:11:27 that either their past clients or they're in your sphere, center of influence, or their vendors or affiliates, or local business owners, right? But the mindset is that I'm gonna find people that I can help. And as a result, through reciprocity, the book by Chaldini influence, the reciprocity is that you're adding so much value, that the byproduct is they're going to stop people when they hear their word real estate

Starting point is 00:11:51 and they're going to pull out their phone and say, hey, listen, I need to put you on a three-way text with my boy, Ian. He is going to take really good care of you. And so that is the mindset shift. And if you focused on that, and then we'll talk about digital footprint next, it's not a quick fix. You can't give someone $150 per lead to send you a lead that you think is going to close and only 0.5% of them actually close. It doesn't scratch that itch right away, but you you'll build a business that has a moat that is so wide and so deep around it that it is impenetrable doesn't matter what the market is it may take you you know you may have a database of 250 people to get to that you know 25 to 50 transactions but our touch system 10 to 15 percent of your

Starting point is 00:12:36 database will either transact directly with you or refer business to you when you treat them really well so not with the like what can i get out of you all the time i'm calling you with this guys of, you know, Ford, right? Well, how's the family doing? Oh, how's the occupation? Oh, the job. How's your, how's your, you know, your intramural league going? Oh, how's your dream of, you know, retiring at age 40.

Starting point is 00:13:00 It's like so artificial. But if I call you up and just touch base and say, hey, listen, is there any challenge with the house or in your business that I can help you with right now? Same thing goes for agent attraction on this platform. If you're calling up agents and saying, hey, listen, you need to join EXP versus is like, hey, Ian, is there a specific challenge you're having in your business right now? I've got access to a tool set through my organization at EXP. And I can point you in the direction of any, solve any problem that you have.

Starting point is 00:13:31 What's your biggest struggle right now? I'm struggling to get leads. Oh, we did a training on that. Our database touch blueprint. Would it be helpful if I sent that over or our open house training or our digital footprint training or boom, boom, boom, boom, boom, boom, right? So just coming at it from service. then ultimately that agent's going to have a not so great day with their broker.

Starting point is 00:13:48 And they're going to think of man, man, this guy Ian is calling me all the time asking me, how can he help me? And he sent me five trainings that actually added some closings and my broker did nothing. Maybe I should give him a call. And like, finally he's going to talk to me about joining him at EXP. And he never EXPed on me at all during that whole process. So the same thing goes to the database and adding value to people and just it's that whole givers gain that there's a book called GoGivers, Win or Go Giver, something or other.

Starting point is 00:14:21 It's the same mentality with the database. But it's slow. It's not a quick fix. It's not an easy button in the business, but you will build a business that can do multiple six figures of GCI just from the database if you take this approach on the daily to add a little bit every day. But it's a systematic approach, right? And it builds something that you can count on down the line. We're catching up with Lars He'd board. He's the founder of Real Estate B-School. He is the host of the Real Estate Builders podcast, Freeman right here on KGCI Real Estate on air. So if I was just going to say,

Starting point is 00:14:54 all right, Lars, right now I'm going to go plow into the database. What is that, was that one thing that I really should be focused on? Yeah, we get to see agents in the worst of where they are, like the actual reality of what their database, the condition of their database. Oftentimes there's a rebuilding. process. So it's a build feed communicate. So the build process is to a lot of times just start with a simple spreadsheet open on one tab and your phone, your email, your social media open and you're just going through an alphabetical order and you're populating the spreadsheet with first name,

Starting point is 00:15:34 last name, email address, cell phone, not of which you'll have, you'll have some cell phones, some no email, some emails, some emails, no cell phones, some physical address, some not, but you got to build out complete contact records. And that's a quite a painful process. We ask agents to time block 12 hours to do that. So it's 12 individual one hour time blocks, and it'll be the most valuable 12 hours you will ever spend in your business. And you will hate us for it while you're doing it. So that's the build process. Then the feed process is what I was just talking about. Another part of the build process is that there are more people than you can just

Starting point is 00:16:14 quickly think about. We have like 57 questions that we ask you. Think about where you drop off your laundry. Any local coffee shops that are not franchises, any local, you know, businesses that you frequent, who do you go to church with? Who do you play sports with? So like 57 questions that you'll add. 150, 200, 250 names to the database.

Starting point is 00:16:40 And it takes work to get their email and their cell phone number and their physical address. But for every 10 contacts, there's a transaction there when you put them into a legit value add 60 touch system. So that's the first process is just simplify the whole thing, build it out on a spreadsheet. And then you bring it into a CRM and you know, you can automate home market reports. And if you're CRM, has an AI function of when they come in. The tech stack we're offering has an option for a sales assistant, like an AI driven sales assistant to reach out to folks that are on their website,

Starting point is 00:17:17 looking at home values or searching for homes. So you can get a little ninja techie with it once you've got it set up. But the process of just building it, that's the most valuable process. Then every day, you feed it. So the goal every day Monday through Friday is to add one contact to the database. It could be if you're a prospector, it could be a prospector, could be an expired or FISBO or motivated seller. If you're a door knocker or open house person, it could be a door knock or an open house.

Starting point is 00:17:44 But your goal is to add one person to the database every day, Monday through Friday, five per week, 250 per year if you take two weeks of vacation. So that's the feed it, then the communicate with it. That's four calls per year and 56 other value ad touches. Some direct mail, some email, some voicemail drops, some text that we send out. We do giveaways, gotten away from the client events, but the giveaways are really fun because they're, their lender or vendor sponsored and they don't cost a lot of money. So that's like the tactics of doing it.

Starting point is 00:18:15 And most agents can run that system for one to two plus closings for month if they actually commit to it. That all seems pretty reasonable, right? It all seems pretty accessible, you know, just it's time on task over time. Catch up with Lars Henberg, host of the Real Estate Business Builders podcast streaming here on KG, I'm CCI Real Estate on air. He's the founder of Real Estate B school. Switching gears a little bit. You know, I have younger agents in my inbox.

Starting point is 00:18:44 Whenever I talk about using a CRM, they tell me that, well, their social media is their CRM. And there's a lot of truth. There's a lot of value. If you're able to do a lot of tracking around your Instagram, there is some value there. But we were talking a little bit about expanding an agent's digital footprint.

Starting point is 00:19:02 Let's kind of dive into that. When you're thinking about an agent's digital footprint, what does that include? Yeah. And any agent that told me that their Instagram is their CRM, I would not give them the benefit of the doubt to even think that that's a thing. That is not a thing. I've seen it, but I totally think, I totally know what you're saying. I look at it.

Starting point is 00:19:25 I've seen track and I go, they're tracking around it. I will give that particular agent the benefit of. of the challenge is you can't like the goal of the big picture here you know expanding your digital footprint let's say you can build a database of 250 legit people that know like and trust you there's a 10 to 20x opportunity when you expand your digital footprint so there's 2 500 to 5 000 people that you can sort of they sort of know like and trust you because you're putting out content consistently and you're adding value albeit a little different than the database you're still adding value but the goal is to bring those content

Starting point is 00:20:02 contacts or those relationships to bring them into the actual database. So the database is the thing you own. You do not own Instagram. You do, I mean, if Instagram changed their algorithm or did they decide to get rid of DMs and all your contact? Like, who knows what they could do, right? But you don't own that contact. You don't have their email address. You don't have their cell phone number, their physical address, you know, to think you're actually in a relationship with them when you're not doing the actual touch system.

Starting point is 00:20:29 So that's a little bit different. But it also includes social proof. Like if someone were to, you're in Syracuse, New York, right? So somebody, you know, typed in your name, your market, real estate, what comes up? Right. That's your digital footprint. On the right hand side, if there's not a Google business page with 177 five-star reviews, you're going to lose more business than you ever even know because everyone is going to Google or some

Starting point is 00:21:00 sort of tool and doing a little bit of research on agents that they're going to work with, whether it says a buyer agent or a listing agent. So your digital footprint is making you business if it's legit and it's losing your, you business if it's not. But then it's just the rhythm and the daily cadence. Same thing with the database. It's one meaningful post per day. So not, you know, canned content, not I check the box and I have some service doing it for me.

Starting point is 00:21:30 We had a member, this was just yesterday in our Slack community, put a comment in there, does anyone know a social media manager I can hire to take care of all my social media? And I instantly chimed in. I'm like, that is not the system we teach. Like you paid all this money to get us to teach you the actual thing. And it's a meaningful post every day in addition to maybe some short form that you're doing or property tours or whatever, but it's a meaningful post every day. And then you're also doing the 555, which is you're having, you're commenting on posts of

Starting point is 00:22:11 others, at least five posts of other people on your different, let's say Facebook, for example. So you're commenting, your direct messaging, so you're going into Messenger and you're messaging five people. And then I think the other one is that there's another five there, but you're actually using social media to be social and connect with people and have meaningful conversations online. So and five is like the bare minimum. Like if you were to spend, you know, an hour every day just connecting and adding value with people online with the with the sole intention, just like the database, I'm just going to add value. You would absolutely win the game of turning that

Starting point is 00:22:53 into meaningful conversations. And then if I were doing it, if I were doing it, it and it also has to be authentic to you are. So we call it building your building, build authority through authenticity. So, you know, if you're, if you have five dimensions to who you are, say it's, you know, my faith, my fitness, my family, financial matters, and then real estate. It's the only one, not an F. How can you make that into an F? I don't know. So there are five things you could talk about and the four have nothing to do with real estate. So they're just getting to know you and what you stand for and you become this attractive character. And then every once in a while, you're going to have a direct like, man, this was a tough closing. We got through it. This was

Starting point is 00:23:40 like, you know, this issue came up and like, hey, if you're in a position where you're wondering what's going on in the market, go to, you know, Ian HomeeVal.com. Right. So that's a direct call to action versus the other things are more like, you know, hey, I did this, you know, I failed to almost, you know, I failed to get my workout in today. Do you struggle like sort of more relatable topics? But you're, but you also don't want to become a me monster. Like everything is about you, like just listed, just sold, you know, all the stuff that nobody cares about. Nobody cares about any of that stuff. You're better off instead of like acting like things are going great. taking a picture of your latte and like your laptop and you're at a coffee shop, you know, put in

Starting point is 00:24:29 something like this morning was a complete crap show. I don't even think my kids had shoes on when they got to school. And I barely made it to sit down for a minute to grab a cup of coffee before I got to get into negotiating this deal. Yeah. So it had nothing to do with like the picture perfect, you know, sort of everyone wants to come off as picture perfect. My wife actually wrote a book. literally called picture perfect. And it was that, you know, everything, everyone wants to appear like they've got it all together, and very few people do. Like if everyone knew, like what everyone has going on, we'd be way more compassionate,

Starting point is 00:25:05 way more gracious toward each other. And letting people in on who you are, I think is the way to win the game of expanding your digital footprint. And when we're catching up with Lars Head and Borg, found a real estate B school, He is the host of Real Estate Business Builders podcast streaming here on KGCI Real Estate on Aaron Lars. I probably got time for one more. How was it that Real Estate B-School put the time in to sort of figure out that these were the levers to start to pull on in this specific market to start moving the needle? Yeah.

Starting point is 00:25:49 Yeah, so, and like I said before, these are not quick fixes. So the reason agents don't do these things is that they don't lead to a commission check 30 days from now, which they think those paid lead-gen sources are going to lead to. We only introduce agents to things that we know are good for multiple deals per month. So I know that even if you start with a database of zero in a new market over time, you can get that database with the right value touch system, value added touch system in place, you can get that to multiple closings per month. Same thing with your digital footprint. I know that with consistency and putting out meaningful, valuable, heartfelt, authentic content

Starting point is 00:26:37 and commenting and interacting with people, I know that over time, you could turn that into one to two plus transactions per month. There are agents doing both of those things in every market. So there's no reason that you can't do it. It just takes the consistency and time to do it. And that's the approach is that we're only going to advise agents to do things that we know aren't quick fixes, but we know that foundationally, these things can scale to whatever level you want to scale to. Do you want to do a million dollars GCI in most markets that's 100 transactions?

Starting point is 00:27:08 That's like four lead gen levers and we have 10 lead gen levers. So it's this mindset that everything, anything you do in your business, you need to know without a doubt, be convicted that it's good for multiple transactions per month. It's not going to start there, but the mindset is that 100% it can get there. And then you'll do the work to get it there. If it takes three, four, five, six months to get there. So be it, it's going to be worth it. That's your building out the database. Same thing on your digital footprint.

Starting point is 00:27:38 So you can look in any market and database and digital. footprint are. Those are our two foundational, non-negotiable, everyone that pays us to help them implement these systems in the business we require they do. And we track them on the daily for, you know, six months of implementing in our million-dollar agent method. You know, we track these activities daily so that we can actually see them building momentum and they're picking up conversations. They're picking up clients. They're having the conversations and they're, you know, getting folks under contract and cash and commission checks. That is awesome. Lars, for us. Those agents that are listening to KGCI real estate on air right now, they're like, I'm in,

Starting point is 00:28:16 I'm all in, ready to take those next steps. How do they connect with you? Yeah, I mean, it's pretty simple. A million dollar agent method.com. Just head over there. As of this recording, it's really just to sign up for a live demo of the system. So we'll just be doing demos more regularly just to kind of show people what it is. There's no hardcore clothes or sale or even a strategy session anymore.

Starting point is 00:28:40 You'll see the system. you'll either think it's awesome and it's for you or you won't. So million dollar agent method.com. Lars, appreciate your time as always. Thanks for joining us on Real Estate on Air Live. Thanks, brother. Scaling from a solo agent to a team leader, simply put, is time on task over time.

Starting point is 00:28:56 It's taking the right steps in the right order. And no matter where you are in that journey, you need to dive into this week's upcoming Friday focus. All day Friday on KGCI Real Estate on Air, we are bringing you the strategies that agents across the U.S. Canada and even South Africa have used to build their real estate teams. We've assembled six hours of the best and brightest who are sharing it all with you for your benefit. And it all begins Friday, noon Eastern, 9 Pacific, right here on KGCI, Real Estate on Air.

Starting point is 00:29:25 Now, if you were not able to take notes in that absolutely incredible conversation that I had with Lars Hedenborg here on Real Estate on Air live, let me just share with you what my top takeaways were from that conversation. At number one, you can't scale chaos. So get your database right. Every team building dream starts with one core question. Have you built and fed your database consistently? Without the database, you're just multiplying disorganization. And what Lars's advice was was, don't touch leverage until your system for follow-up is solid.

Starting point is 00:30:01 So agents, before you hire help, build your CRM. Not someday. Start it now. Number two. one contact a day builds a business that lasts. Lars recommended just a basic simple rule that if you add one new contact to your database every weekday, it's 250 people over the course of a year, and if that's done consistently, that alone can deliver two to four closings a month. And that echoes back to a conversation that we had had with coach Randy Bird a few months back here on real estate on their lives. So agents, you can forget about the big lead gen

Starting point is 00:30:37 place, build a moat around your business, one relationship at a time. Number three, your digital footprint, it either works for you or against you. Now, Lars defined digital footprint as everything that shows up when somebody Googles your name and market. So, if you're not creating real, relatable content that reflects who you are, someone else is beating you by default. So, agents, a quick tip here is a clean database and meaningful content can create lead flow that doesn't vanish along with an algorithm. And number four, Instagram is not a CRM. If you think DMs are a database, you want to rethink that a little bit.

Starting point is 00:31:26 You don't own the audience on social media. You've heard that countless times here on real estate on air live from people who have built massive businesses on social media. and you're simply just one algorithm shift away from becoming invisible. So agents use social to connect, but always push those relationships into your CRM where you control the follow-up. And at number five, build authority through authenticity.

Starting point is 00:31:50 Forget the perfect latte photo in the just-sold post. Lars says that the best agents show up with a mix of personal content, real value, and honest insights. And why? Because people work with agents they can relate to, not ones who posture. So agents, let your feed reflect you, not just your volume. Real quick, got a question for you, though.

Starting point is 00:32:16 How are you listening right now? I see many of you listening live right now at real estate onair.com. Some of you listening on that always free KGCI, Real Estate on Air mobile app, but some of you may be popping by on demand later on wherever you listen to podcast. So be sure to subscribe to our channel so you don't, miss out on any of the real estate business building strategies and tactics that we provide each and every day right here on KGCI Real Estate on Air. Also, have you ever had something peculiar happened to you while you've been out in the real estate field? Maybe it was a little embarrassing.

Starting point is 00:32:51 Have you thought that it could only possibly happen to you? Well, I want to let you know a little secret. You're not, and I'm going to prove it. This is real estate confessions. These are your stories. Find KGCI Real Estate on air on Facebook and Instagram and share that embarrassing or peculiar story with us. Drop us a DM. Agents like you from around the world have been dropping these to us. And we keep your identity a secret. This isn't about shame. It's all about support.

Starting point is 00:33:19 And before we dive in to Real Estate Confessions, we do have to give one thing straight. Real Estate Confessions features stories from the wild world of real estate. Names and details may have been changed to protect the innocent. and occasionally the not so innocent. All confessions are shared in good humor and do not reflect the opinions of KGCI Real Estate on air, its hosts, or affiliates. No agent's licenses were harmed in the making of this segment.

Starting point is 00:33:46 Enjoy responsibly. All righty. Time for real estate confessions, because in real estate, truth is stranger than fiction. I once referred to an open concept kitchen as emotionally available. The buyers then started giving me crystals and bringing little rods along on showings to figure out if the house was haunted.

Starting point is 00:34:11 I walked into a showing, took my shoes off, and politely offered them to the buyers. I meant to say, please remove yours. It was too late. During COVID, I scheduled a virtual tour and accidentally streamed the seller's dog snoring for 12 minutes before I realized it wasn't noise from my earbuds. I used chat GPT to write a listing description

Starting point is 00:34:36 I forgot to delete insert compelling call to action here. It went live that way. I printed flyers with the wrong price. The buyers thought it was a deal. The seller thought I was fired. Have a story of your own. Don't forget these are your stories. Search KGCI and Instagram and Facebook.

Starting point is 00:35:00 Give us a follow and message us your confession. And be sure to tune in next week and find out if yours will be featured right here on real estate on air live. I'm Ian Wheatley, special thank you to the great Lars Edinboard, the founder of Real Estate B-School and host the Real Estate Business Builders podcast. You bet that his podcast will be a part of this week's Friday focus that is dedicated to scaling from a solo agent to a team leader. And if you can't listen to all six hours live, we will have it all published same day wherever you listen to podcasts. So be sure, do this right now. Search KGCI, wherever you're listening to podcast and subscribe. If you are listening to this as a podcast, come on.

Starting point is 00:35:38 You're right there. This is Real Estate on Air Live. I'm Ian Wheatley. Be good.

KGCI: Real Estate on Air - Scaling Smart: How to Grow from Solo Agent to Team Leader with Lars Hedenborg

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