KGCI: Real Estate on Air - Yisabel Bera Damiron: Delegation, Prospecting, and Scaling Your Business

Episode Date: May 20, 2026

Summary:In this episode, Yisabel Bera Damiron shares her tactical blueprint for building and scaling a real estate business. The discussion breaks down her approach to three key pillars: delegation, prospecting, and systems. She provides actionable advice on what tasks to delegate and when, her proven prospecting strategies for a consistent lead flow, and the importance of building a repeatable, systematized business. This episode is an essential listen for any agent who is ready to move beyond a solo operation and build a scalable business that can grow without them having to do everything themselves.

You're listening to Expansion, the podcast for EXP agents. Expand your skill. Expand your value. Here's your host, Glenn Sanford. Hey, everyone. Glenn Sanford here, founder of EXP Realty, and you're listening to the Expansion podcast. And today I have Yisbel Barra. She's a, I think, a three-time icon agent out of on the east coast of Florida, southwest Florida,

and Orlando. She's been in real estate for almost five years, but really knocking out of the park down in Florida. Welcome, Yisbel. Thank you. Thank you so much, Glenn. It's a pleasure being here with you and it's such a pleasure having a conversation out with you and you've done so many great things for us to make our job easier. Well, that's what we do, literally. It's kind of the whole idea, though, everybody has this, we're on a mission of really building the most agent-centric real estate brokers on the planet. And so that becomes, that's our rallying cry in every single meeting. So because that's our rallying cry, it looks way easier than probably it is, but we all stay focused on the mission. So that's the idea.

Yes, yes, I love it. So now, now, Yusbell, you've been a. in the business, you know, almost five years, you're a three-time icon. What's your background? How did you get into real estate? Yeah. So prior to become a licensee, I was a wholesaler. So I was finding distressed home and finding great deals and working directly with investors. So wholesaling is another area of real estate and because there's a very thin line between what you can do with a license and without a license. I go, let me get license. And so I got my real estate license. And at the same time, I was working for the state of Florida as well and the department

children and families for over five years. And yeah, and so I quake. I dedicate myself full time in the real estate industry and I love it. Oh, awesome. And so you were doing wholesale before. So my guess is that your transition into real estate was pretty easy then? Yes, it was pretty easy. My first year I did pretty well. I actually, as a licensee, I made more money than I've ever made in my life. And it's definitely because of that connection that I already had and also the knowledge in the market and where to find those deals and how to match those deals with buyers and sellers. So maybe it'd be interesting because this is, obviously, a lot of people don't understand

what that means wholesaling. Is that still a core part of your business? At this time, I don't have too much time to do wholesaling, to be honest with you, because I am now mentoring, I'm coaching, I have multiple business right now. what I teach, I mentor, I coach, I'm also speaker, John Maxwell certified coach and successful certified coaching as well, to success, one of your company as well. So yeah, I don't have too much time to do that. And wholesaleing is a pretty interesting part of the game. And it's so finding these stress homes, finding cheap homes, they're usually for closure to sell.

or in pretty bad conditions. I love that because I love interior design. I can see a place completely destroying. I already can see already done. And I'm very creative. And I love interior design. And so I get to find this deals, this distress homes to investors.

I bring all my labor in and we flip it up and resell it. So as of mine, I probably do once a year. because I don't have too much time available because I have a transaction coordinator company, a coaching business as well. And my time is, and I'm a mother of three kids. So my time is kind of limit. Yeah.

Okay. Well, it sounds like you've learned how to multitask quite well. So maybe that's an interesting place to sort of think about, you know, how do you, how do you keep all these plates in the air? Like, what is it that you're doing? Obviously, you've got what, now you have a real estate team, if I'm not mistaken, correct? That is correct. That is correct. And so my team name is Kingdom Group.

I have 23 agents right now. And I also have 16 mentees helping the new agents and the ESB company. And I love all the tools and platforms. And it's not raining to partner. of with the greatest company, ESB Realty, than doing it on your own. You have less liability. You have all this amazing tools that ESB provide.

And I love it. Yeah. So my company, my team is Kingdom Group. Yeah, I love to serve and teach other agents. So do the same thing that I'm doing or more. Right. And so you've mentioned the different businesses as well as, coaching, etc. What has been your, how do you time manage? Maybe that's a, maybe that's a better

question. Yeah, that's a great question. And I think we all have a very challenged moment when time management and when it's about doing multiple things and having multiple business. And I will say, Glenn, that delegation is the key in order to grow and do more, you have to delegate. You have to You have to identify people that are going to do it with you. You have to find partner, business partner. You also have to find systems. You have to systemize your business because we're a no machine. We're human.

We cannot do it all. And in order to create impact, you need a team. And so I delegate. And also that I'm very mindful is that I create a list of the things that needs to be delegate and the things that I need to do on my own. So it's basically like a not-to-do list and a to-do list. And that not-to-do list is delegation pretty much. Right. So and what are like, do you have some overarching goals that sort of drive the things that you prioritize? Say that one more time. Can you repeat the question? So do you have some overarching goals or like are there some things, some things?

that are sort of driving you to sort of build these businesses, or do you just enjoy running businesses? And so it's like the mission is sort of the businesses. What's your overarching goal in the business and in business in general with all of these different things going on? I love it. I love it. So as I go and as I grow, I find that's an interesting question. And so when I started in the real estate, I learned the hard way.

I didn't have a mentor. I didn't have a coach. I was like going like blind because wholesaling is completely different. And as a licensee is a different thing. Now you have all these rules and, you know, you want to make sure you're doing the right thing and all that. And so as I was growing, I kind of find that agents, they have a hard time with paperwork, especially when they are top producer. You cannot do it all.

You have to. And so I strongly believe that if you wanted to become an icon agent and a top producer, you shouldn't touch paperwork. You need to delegate that. And so that's why I create Thrive Transactions LLC, which is one of my companies to, which I have ESP licensed agent assisting agents, right? and I believe that you shouldn't touch paperwork. And I wanted to find a solution to that group of agents that are having a hard time.

Or sometimes there tend to be perfectionists and they don't trust and they're hard for them to delegate. And so trying to fill that gap, trying to help because I believe that as we grow, we have to give back. And that's a way for me giving back by adding this great service through my company. And at the same time, the coaching a mentor, everyone should have a mentor. Everyone should have a coach. And that's why now I create my coaching business and coaching new agents as well. Oh, awesome. Now, how many transactions are you, did you do last year?

What's your goal like in 2024? How are you thinking about the production side of your business? Yeah, so just myself, I did 45 transactions the last 12 months. This is you? This is you personally? Just me. You're a slacker. That's a lot of transactions plus all the other stuff you got going on.

But congratulations. Yeah, thank you. But I have a showing agent. I have a buyer's agent. I have all these things that I'm able to leverage my business. Yeah, and I want to kind of duplicate that number this year. Okay. Yeah.

Awesome. And so in the business itself, what are you doing for lead generation? I know early on when you made the transition, it was probably coming out of that wholesaler. perspective, but now what are you doing primarily for lead gen and how do you add more people to your database or is it more repeat referral? Yeah, well, 90% of my business is organic. I am huge in my community. I'm very present. And the way that I do lead generation is 90% organic. I believe that every agent needs to find that group that they identify themselves like In my case, I love children, and so I'm very present in all children activities here in my city.

I'm a sponsoring event. I'm showing up, and that brings up tons of business. And back to school, I always do a backpack drive. Last year, I donate about 200 backpacks, and this year we'll donate about the same thing. And so you have to be a community leader. You have to be out there. It's not all about selling real estate, but about also serving and giving back. And so that has to be, it's being tremendously.

And I will say the other 10% is online, Facebook, Instagram, social media platform, boosting, post and stuff like that. But 90% of my business is organic. Okay. Awesome. And so when you're out there in the market and, you know, someone, you know, mentions an interest in buying or selling, what is your, what's your first thing you do? How do you sort of take that and then sort of build it into some sort of repeatable system? Yeah. So it is important to maintain a database for all these people that

we serve. If they're married and if they are, what is their anniversary day? I do have a foreign that I make them filled out once I serve. So I can put them on my database and I'm always sending out for every holidays or anniversary. Even if they have kids, if they don't have kids for Easter, I send out a basket with eggs. So I am very personal. I like personal touch. And so I, yeah, I love details and that people love it. People feel important.

I believe that every agent should keep a data. for every people they serve. I serve hundreds of families. And, you know, in my almost five years, I sold 130 plus homes. And so my database looks really interesting your database, like your bank account. Yeah. So you mentioned something that caught my attention in that you have, when you meet somebody who's looking to buy or sell, you have them fill out a form.

So do you send them an online form that they, fill out so that you can kind of capture that information directly from them, or are you filling it out, or is it a combination of the two? Combination of the two. Sometimes I have foreign buyers. They're front of nowhere, New Jersey, New York. I never really get to see them, so I send the phone online. Or in person, they come to my office and we sit together, and I make sure that I have all the information correct. So I don't miss their birthday. I don't miss their anniversary day and all that important information. And what CRM do you use?

Say that one more time. What CRM? What database? Yeah, follow-up boss and KVCorps. Okay, awesome. And so my guess is that as soon as somebody comes in, you immediately assign them to some sort of action or follow-up plan in one of those platforms? That is correct. That is correct. And also something that my VA does is we also set up automatically email from the MLS as well. So they can keep our name, stretch, and adding values and sending market trends and all that kind of things. But all combined together with follow-up boss and KVCorp. KVCorps is wonderful. You can do so many things with KVCorp. So that's definitely a great platform that ESP offer.

Awesome. No, I'm a huge fan of KV Core, and I'm super proud of the fact that we've been able to roll that out to all of our agents at EXP. So it's been, it's an amazing tool. So what you obviously, you mentioned being a John Maxwell coach, a success coach. What are, what's maybe some advice? that you would coach an agent. Maybe they're doing four, five, six deals a year. So they're kind of that average agent in the industry, but they want to be more successful. What would be some coaching that you would provide to them to help them sort of take their business to the next level?

Yeah, yeah. So one thing that I would tell then is, number one, I would definitely, you know, do the disc assessment. I want to know their personality number one. And then I will create a specific plan for them and see where the gap is because I believe that if there's something that is no working, then you're not doing enough. And so I will create a schedule, a plan for them based on their needs because sometimes they work.

They have a full-time job. And let's just say that it's a full-time job. And so, okay, how much time are you going to dedicate into your real-reliance? state business daily. What does your prospecting activity looks like? So they should have prospecting activity every single day, even on a holiday, even on vacation. You should be prospecting every should be a lifestyle. For me, prospecting is a lifestyle. For me, prospecting is meeting people and all that. So I want to make sure that this brand new agent has prospecting activity daily, that this agent is including some type of activities like co-calling,

something houses, and build the schedule according with their need because every person is unique, every person is different, right? And see what type I'm huge in education. What is it that you need to get educate on to be successful because you don't know why you don't know? And education is the key. It open every door. And you cannot add value to a seller to a buyer if you don't prepare yourself.

And I think it's out of respect trying to serve people out there and not knowing what's going on in the market, not knowing how to do, fill out your contract and all those basic things. So prospecting, education, action plan, budget, all that type of thing. I would definitely be included. But it's definitely something very personal. Every agent is taken. Right, right, no, for sure. Well, you know, we're getting ready to wrap up.

We've got a couple more minutes here. Is there any other, you know, maybe there's one other piece of advice that you could give specifically to EXP agents and based on what you've learned relative to maybe what you've seen out there in the industry, what advice would you give to an agent that's already with EXP? I will say that take advantage of the tools and platforms that we have in this company. It's incredible and it's huge.

Why do you need to reinbet the wheel when we have everything in here? I just love this company. I love the vision and the mission. Take advantage of every platform. dominating. A lot of agents are not taking advantage of KVCorps. You can do so much on that platform. You can leverage your business so much on just with that itself. Revenue share, oh my gosh, revenue share has changed my career, even my mindset as well. And we see Glenn, like this company has impact the entire real estate industry that are a lot of people trying to copy.

but there's nothing like ESB. We are unique. We are the best. And the collaboration and connection is incredible. I got referral every single week from another ESB agent. And that is incredible. I never seen that in another company. Awesome.

Well, Isbel, thank you so much for jumping on this. Thank you for sharing your wisdom and what you're doing and how you've scaled and built your business. And maybe you can just drop a couple places where people could maybe either follow you or connect with you if they so choose. Yeah, yeah, thank you so much. Yeah, I would definitely share with all of you,

but they can find me all over the place as YS. Belvera or Yis Belvera realtor. So you can find me in all the platform, on Lincoln, Instagram, Facebook, and as the same. And my website is saying Yisbelbera.com. It's a pleasure being here with you. I am so honored to share this moment with you. And while you're done, it's incredible. So my respect and admiration to you as well.

Oh, thanks, Yisbel. And thanks, and thanks everyone for listening in. This has been a great conversation here with Yisbel. Barra, and obviously, until next time, thanks for listening to the Expansion podcast. Thanks, everyone. You've been listening to Expansion. Tune in every Tuesday for new episodes. Thanks for being the best part of EXP.