The MindShare Real Estate Podcast

David Greenspan
  • 5.0 (90)
  • MARKETING
  • UPDATED WEEKLY

Welcome to The MindShare PodCast. David Greenspan is your Host. He will poke, provoke, and make you laugh,  while disrupting the "sheep mentality" one day at a time. This is the ultimate podcast for real estate and sales professionals seeking excellence in their careers while maintaining a fulfilling work/life balance. Join us as we explore strategies, insights, and tools, to help you excel in the real estate sales industry, while managing personal aspirations. From goal setting, to implementing effective systems, we cover strategies including time management, marketing, real estate, sales, mindset, and everything in between. Tune in to  elevate your sales game like never before, and unlock all of your potential in both your career and personal life. This is real, blunt, no fluff, straight talk. This is The MindShare Real Estate Podcast.

  1. 4D AGO

    Why Your Listing Isn’t Selling (And It’s Not Just the Price)

    Most real estate agents think they know why a listing isn’t selling. “They say it’s sitting.” “They say it’s time to drop the price.” But what does “sitting” actually mean? In this episode of The MindShare Podcast, David Greenspan breaks down one of the biggest mistakes agents are making in today’s market — reacting emotionally instead of analyzing what’s actually happening. This isn’t just about pricing. It’s about: Misreading days on marketPoor positioningWeak marketing strategiesAnd avoiding the conversations that actually move deals forwardDavid shares a real conversation with an agent whose listing had been on the market for 45 days — and uses it to unpack what agents should actually be looking at before making a price reduction. If you’re a real estate agent dealing with listings that aren’t selling, longer days on market, or frustrated sellers — this episode will help you reset your approach, improve your communication, and make better decisions based on data, not pressure. What You’ll Learn What “days on market” really means in today’s real estate marketWhy listings aren’t selling (beyond just price)How to evaluate pricing vs positioning vs exposureThe biggest marketing mistakes agents are makingHow to analyze buyer feedback the right wayWhen to reduce price — and when not toHow to have the price reduction conversation with confidenceWhy expectation-setting before listing is criticalHow to guide sellers through slower market conditionsTimestamps [00:00] Introduction — “This listing is just sitting” [02:30] What does “sitting” actually mean? [04:30] Historical days on market — what’s normal [07:15] Why agents are reacting emotionally [09:30] The real issue — pressure vs information Pricing, Positioning & Market Reality [12:00] How to evaluate your position in the market [15:00] Active vs sold vs expired listings [17:30] Pricing based on yesterday’s market Marketing & Exposure [20:00] Why MLS isn’t marketing [23:00] Creating real exposure vs “just listing it” [25:30] The 7 ways to communicate Feedback & Buyer Signals [28:00] How to interpret buyer feedback [30:30] Recognizing patterns vs one-off comments [33:00] Why lack of feedback is a red flag When to Reduce Price [36:00] Why time alone doesn’t justify a price drop [38:30] Showings vs offers — what they actually tell you [41:00] Using data to make pricing decisions The Conversation Agents Avoid [44:00] Why this is a communication problem, not a pricing problem [47:00] How to frame the price adjustment conversation [50:00] Turning emotion into direction Setting Expectations Upfront [53:00] The mistake agents make at the listing appointment [56:00] How to properly set days on market expectations [59:00] Protecting trust with your seller Closing Thoughts [1:02:00] What you can and can’t control in this market [1:04:00] Stop reacting — start understanding [1:06:00] Final takeaway Sponsors This episode is brought to you by: KiTS Keep-in-Touch Systems The ultimate marketing and lead generation CRM for real estate professionals. REM Real Estate Magazine Canada’s premier source for real estate news, insights, and industry expertise. Resources & Links 🌐 Visit: https://mindshare101.com🎁 Download: FREE Ultimate Marketing Bundle📈 Learn about coaching, training & Momentum

    37 min

  2. APR 3

    Why Trust Is Broken in Real Estate (And How Agents Can Fix It) - with TRREB President - Daniel Steinfeld

    Trust in real estate isn’t gone - but it’s being tested. In this episode of The MindShare Podcast, David Greenspan sits down with Toronto Regional Real Estate Board (TRREB) President Daniel Steinfeld for a real, open conversation about trust, transparency, and what it actually takes to move this industry forward. This isn’t about market predictions. It’s about how agents show up. From his perspective as TRREB President, broker owner, and active voice in the industry, Daniel shares how he’s working to reshape perception, strengthen communication, and bring a more human approach back into real estate - what he calls “informed empathy.” [00:00] Introduction - Why real conversations matter more than ever [07:27] Who is Daniel Steinfeld outside of TRREB? [08:02] What would surprise agents about him? [09:53] What does “refreshment” really mean? Trust & Communication [15:30] Breaking down “informed empathy” [18:20] Where trust is broken in real estate [22:06] Have agents lost sight of the business? [26:10] What real trust looks like with clients Real Estate Conversations & Daily Execution [34:58] What agents should focus on when picking up the phone [36:42] How to approach conversations in a tough market Industry, Leadership & TRREB [43:41] What agents don’t see from leadership’s perspective [51:07] What agents misunderstand about TRREB [53:29] Addressing disconnect between agents and the board Town Hall Insights (Live Feedback from Agents) [55:02] Key takeaways from a 200-agent town hall [1:02:11] Frustration vs accountability in today’s market [1:05:46] One message every agent needs to hear Realtor Quest 2026 & Industry Direction [1:09:02] The vision behind Realtor Quest 2026 [1:12:01] What to expect this year [1:18:07] What agents should walk away with [1:19:46] Where to get details and attend Personal, Mindset & Closing Thoughts [1:23:32] Legacy - how Daniel wants to be remembered [1:27:28] What he says to agents who say they can't [1:30:46] What defines a successful day [1:33:04] Final words of advice This business has never been about the market. It’s about how you show up. Agents who are winning right now aren’t waiting for conditions to improve - they’re having better conversations, building real trust, and doing what most won’t. Realtor Quest 2026 Realtor Quest 2026 is happening this May over two full days. If you’re serious about growing your real estate business, building relationships, and staying ahead of the market - this is where you need to be. Learn more, connect with industry professionals, and most importantly - apply what you take away. This episode is brought to you by: KiTS Keep-in-Touch Systems The ultimate marketing and lead generation CRM for real estate professionals. REM Real Estate Magazine Canada’s premier source for real estate news, insights, and industry expertise. Resources & Links 🌐 Visit: https://mindshare101.com🎁 Download: FREE Ultimate Marketing Bundle📈 Learn about coaching, training & Momentum

    1h 39m

  3. MAR 27

    Q1 Review for Real Estate: Why You May Be Off Track (and How to Fix It Now)

    We’re a quarter into the year. And most real estate agents haven’t actually stopped to look at where they’re really at. Not what they planned. Not what they hoped. What actually happened. In Episode 378 of The MindShare Podcast, David Greenspan delivers a direct Q1 reality check for real estate professionals who feel busy… but know they’re not where they said they’d be. Because this is the point in the year where things don’t fall apart — they drift. The energy from January fades. The discipline softens. And the gap between intention and execution starts to widen. This episode breaks that pattern. David walks through what it really takes to reset your focus, rebuild momentum, and get yourself back on track — without waiting for the market, motivation, or timing to change. Because the truth is simple: You already know what you need to do. The question is — why haven’t you done it? Episode Timestamps0:00 — Introduction Why Q1 is where most agents start to drift without realizing it. 2:30 — Go Back to the Plan Revisiting what you said you were going to do at the end of last year. 5:00 — Where Did You Fall Off? Looking honestly at what didn’t happen — and why. 8:00 — The Voice You’ve Been Ignoring The internal signals telling you exactly what needs to get done. 11:30 — Habits: Trigger, Action, Reward Understanding why you avoid what matters most. 16:00 — Managing Stress Through Action Why stress isn’t the problem — inaction is. 27:40 — This Is a Business of Conversations Why real estate success still comes down to speaking with people. 33:30 — Progress Over Results Why long-term consistency beats short-term wins. 37:00 — Know Your Numbers How tracking your activity creates clarity and control. 41:30 — Why Most People Lose Their Year Early The pattern that repeats every year — and how to break it. 46:00 — The 90-Day Reset Why focusing on the next 90 days is the only move that matters right now. This episode is sponsored by: KiTS Keep-in-Touch Systems A complete marketing and lead generation CRM built specifically for real estate professionals. REM – Real Estate Magazine Canada’s premier publication delivering real estate news, insights, and commentary. Learn More🌐 https://mindshare101.com 📈 MindShare Collective (Group Coaching) 🎙 The MindShare Podcast

    42 min

  4. MAR 20

    The Most Expensive Habit in Real Estate

    In Episode 377 of The MindShare Podcast, David Greenspan explores a habit that’s silently eroding productivity, focus, and long-term business growth: constant digital distraction. Inspired by a moment from The Last Dance documentary - where an arena full of fans was completely locked into the game - David reflects on how dramatically our attention has changed in the smartphone era. Today, most professionals check their phones 90–150 times per day, often filling every gap in their schedule with scrolling, notifications, or quick dopamine hits. But that habit comes with a cost. For real estate professionals whose success depends on relationships, conversations, and intentional work, fractured attention can quietly undermine prospecting, follow-up, and business development. In this episode, David breaks down: • Why constant phone checking is draining your productivity • How distraction is quietly sabotaging prospecting and pipeline growth • The hidden cost of filling every quiet moment with noise • Why top agents succeed through focus and consistency - not talent • The difference between consuming content and creating opportunity • How distraction weakens relationships and deep thinking • The simple habit shifts David implemented to regain control of his time and attention Because in today’s market, attention is leverage. The agents who protect it build momentum. The ones who don’t often feel busy - but fall behind. Episode Timestamps0:00 — Introduction David introduces the “most expensive habit in real estate” and reflects on a moment from The Last Dance. 1:48 — The Habit We All Have How smartphones and constant notifications have changed our ability to focus. 3:05 — The Twitch Why we instinctively reach for our phones during small moments of downtime. 4:20 — The Numbers Behind Distraction How often we check our phones and the time cost it creates each week. 5:45 — Sponsor Break KiTS Keep-in-Touch Systems + REM Real Estate Magazine. 6:27 — The Illusion of Productivity Why consuming content feels productive but rarely builds real business. 8:50 — Why We Don’t Think Anymore How constant stimulation eliminates the space needed for ideas and clarity. 11:15 — The Attention Gap Why presence and focus are becoming the biggest competitive advantages in business. 12:45 — The System David Implemented Time blocking, controlling triggers, and reclaiming attention. 15:30 — The Real Edge in Business Why agents who protect their focus outperform distracted competitors. Key Takeaways• Attention is one of the most valuable assets in business today • Digital distraction creates hidden productivity loss • Checking phones 90+ times per day can cost 10+ hours per week • Consuming content is not the same as building business • Focus and presence create competitive advantage • Successful agents build systems that protect their time and attention This episode is sponsored by: KiTS Keep-in-Touch Systems A powerful marketing and lead generation CRM designed specifically for real estate professionals. REM – Real Estate Magazine Canada’s premier publication delivering real estate news, commentary, and industry insights. Learn More🌐 Website: https://mindshare101.com 🎙 Podcast: The MindShare Podcast 📈 Coaching Community: MindShare Collective

    31 min

  5. MAR 13

    What If This Is the Market for the Next 3 Years?

    When will the real estate market come back? Spring 2026? Fall 2026? Spring 2027? That question is circulating across brokerages, coaching groups, and industry conversations everywhere right now. But what if everyone is asking the wrong question? In this episode of The MindShare Podcast, David Greenspan challenges agents to look beyond short-term market predictions and confront a tougher scenario: What if this is the market for the next three years? Not a crash. Not a boom. Just lower transaction volume, cautious buyers, anchored sellers, and slower momentum. Using current Toronto real estate market data, historical business examples, and real industry trends, David breaks down: • Why today’s market slowdown may last longer than many agents expect • The structural mistakes agents make during slower markets • Why “just survive until spring” is not a real strategy • What past industry giants like Blockbuster, Kodak, Sears, Toys “R” Us, and Hudson’s Bay teach us about failing to adapt • Why investor demand in GTA condos and pre-construction has cooled significantly • How lower transaction volume exposes weak business models • The math behind conversion rates, cost per deal, and pipeline sustainability • Why agents who rely on speed struggle when markets compress • How to stress-test your real estate business for a slower cycle • Why building a durable database and relationship system matters more than ever David also explores the growing shift toward relationship-driven real estate business, where repeat clients, trust, and long-term follow-up become the most reliable sources of deals. Because in slower markets, attention shifts. Depth beats speed. Preparation beats optimism. And durable business models outperform momentum-driven ones. This episode is a reality check for real estate professionals who want to stay competitive, profitable, and relevant regardless of where the market goes next. This episode is sponsored by: KiTS Keep-in-Touch Systems A complete marketing and lead generation CRM built specifically for real estate professionals. REM Real Estate Magazine Canada’s premier real estate publication delivering industry news, commentary, and insights. If you're ready to take your real estate business to the next level, explore the MindShare Collective, David’s collaborative coaching community designed to help agents grow through accountability, strategy, and shared learning. Visit: www.mindshare101.com

    42 min

  6. MAR 6

    Negotiation Is Survival: How to Protect Your Deals, Commission, and Confidence – with Fotini Iconomopoulos

    In today’s real estate market, negotiation is no longer optional — it’s survival. Sellers are anchored to yesterday’s prices. Buyers are looking for deals. Multiple agents are competing for the same listings. And commission pressure is rising across the industry. So how do you protect your deals, your value, and your confidence when the stakes are high? In Episode 375 of The MindShare Podcast, David Greenspan sits down with globally recognized negotiation expert Fotini Iconomopoulos, keynote speaker and author of Say Less, Get More. Fotini teaches entrepreneurs, sales professionals, and leadership teams around the world — including executives at Microsoft, Rolls-Royce, and Walmart — how to negotiate effectively in high-stakes conversations. In this conversation, Fotini breaks down the psychology, strategy, and communication skills that separate average negotiators from top performers — and how real estate professionals can apply these techniques immediately in their business. Because in this market, negotiation isn’t about being aggressive. It’s about preparation, emotional intelligence, and knowing how to hold your ground when it matters most. 4:53 — The 5 Steps to Negotiation Fotini explains the framework she teaches executives and leadership teams worldwide. 12:09 — The #1 Negotiation Mistake Realtors Make Why agents lose money and credibility in negotiations. 14:19 — Why Emotion Hijacks Logic Under Pressure What happens psychologically during high-stakes negotiations. 17:32 — Which Negotiation Step Matters Most in Today’s Market How to gain leverage when buyers and sellers are dug in. 18:41 — The Anchoring Effect Who should put the first number on the table and why it matters. 23:31 — Are You Already Negotiating From Behind? What happens when agents wait for the other side to speak first. 26:43 — Protecting Your Commission Practical strategies for handling commission negotiations during listing presentations. 34:22 — Setting Up an Offer to Win The two powerful words that can change a negotiation before price becomes the issue. 41:53 — Why Presenting Three Options Works How choice architecture improves negotiation outcomes. 47:21 — Why Round Numbers Weaken Your Position 50:48 — Why You Should Never Say “I Think” in Negotiations 55:14 — Managing Stress in High-Stakes Conversations 59:33 — Biggest Myth About Negotiation 59:43 — One Phrase Every Agent Should Remove 59:53 — One Habit That Instantly Improves Negotiation Results 1:00:12 — What Separates Top Negotiators 1:00:39 — What to Say to Anyone Who Says “I Can’t” This episode is sponsored by: KiTS Keep-in-Touch Systems A powerful marketing and lead generation CRM built specifically for real estate professionals. REM – Real Estate Magazine Canada’s premier publication delivering real estate news, commentary, and industry insights. Learn MoreWebsite: https://mindshare101.com Podcast: The MindShare Podcast Coaching Community: MindShare Collective

    1h 6m

  7. FEB 27

    The Show Must Go On: Why Consistency Beats Talent Every Time

    In Episode 374 of The MindShare Podcast, David Greenspan delivers a powerful solo episode on why consistency - not talent, motivation, or perfect conditions - is what actually builds long-term success. Originally written as a backup plan during an ice storm that nearly disrupted a scheduled guest recording, this episode became a reminder that in business and life, the show must go on. David breaks down: Why consistency builds trust and strengthens your personal brandThe daily choice between emotion and strategyHow small, repeated actions compound over decadesWhy most professionals don’t actually have a retirement or exit planWhat to do in a soft market when sales are down and uncertainty risesThe Navy SEAL mindset shift from “what if” to “what do I know for certain?”How to build pipeline when motivation is lowWith January numbers soft, listings rising, and many agents questioning what’s next, this episode delivers a direct message: You don’t need better conditions. You need better consistency. If you want long-term wealth, stability, and relevance in real estate - this episode is your reset. This episode is brought to you by: KiTS Keep-in-Touch Systems The all-in-one marketing and follow-up platform designed to generate more repeat and referral business. REM Real Estate Magazine Canada’s leading independent publication for news, analysis, and commentary in real estate. If this episode resonated, share it with someone who needs a reminder that discipline - not hype - builds success.

    46 min

  8. FEB 20

    Behind Closed Doors: What’s Really Happening in Real Estate Right Now - with Andrew Fogliato

    In this hard-hitting episode of The MindShare Podcast, David Greenspan sits down with industry insider Andrew Fogliato, publisher of REM Real Estate Magazine and founder of Just Sell Homes, for an unfiltered look at what’s really happening behind closed doors in Canadian real estate. Andrew is plugged into brokers, brands, boards, and leadership conversations most agents never hear - and today, he pulls back the curtain. Together, David and Andrew dive into: The real mood of the industry right now (and why it feels tense behind the scenes)Why so many brokerages still treat training like an expense instead of infrastructureFlashy broker parties vs. real value for recruitment and retentionWhat separates brokerages that are moving forward from those quietly falling behindWhat agents should actually be looking for in a brokerAssociations, politics, and who is really being protectedPublic trust, credibility, and how consumers actually view agents todayIntegrity, handshake deals, and why reputation matters more than everAI in real estate: hype vs reality — and who the industry may “hate” in 10 yearsCommission compression, teams vs solo agents, and what leadership really looks like heading into 2026This isn’t fluff. It’s a straight-up conversation about leadership gaps, shifting power, agent relevance, and what it actually takes to stay in the game. If you’re an agent, broker, or team leader who wants real insight — not surface-level headlines — this episode is required listening. ⏱ Episode Breakdown / Timestamps 05:52 – One word to describe the industry right now 06:58 – What leadership is really talking about behind closed doors 12:51 – Why training is still treated as optional 15:56 – Flashy broker parties: attraction or smoke and mirrors? 18:07 – Are broker owners acting like real business owners? 19:06 – What separates forward-moving brokerages from those falling behind 23:18 – What agents should be looking for in a broker 30:36 – Boards & associations: protecting the profession or the structure? 32:26 – CREA and the future of lead generation 33:57 – TRREB vs CREA — collaboration or collision? 37:17 – OREA’s relevance today 43:19 – RECO, enforcement, and agent sentiment 47:53 – Public trust, credibility, and consumer perception 54:58 – Integrity, handshake deals, and leadership standards 57:35 – Starting fresh in 2026: Andrew’s advice to agents 1:01:50 – AI in real estate: inevitable or overblown? 1:11:35 – Teams vs solo agents 1:11:48 – Are most broker owners good business people? 1:11:57 – What to say to “I can’t” 🎙 Sponsored By KiTS Keep‑in‑Touch Systems — your all-in-one marketing and follow-up platform for more leads and repeat businessREM Real Estate Magazine — independent journalism, analysis, and commentary for Canadian real estate professionalsIf this episode hit home, share it with one agent or broker who needs to hear it. Real conversations create real change.

    1h 20m
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5
out of 5
90 Ratings

About

Welcome to The MindShare PodCast. David Greenspan is your Host. He will poke, provoke, and make you laugh,  while disrupting the "sheep mentality" one day at a time. This is the ultimate podcast for real estate and sales professionals seeking excellence in their careers while maintaining a fulfilling work/life balance. Join us as we explore strategies, insights, and tools, to help you excel in the real estate sales industry, while managing personal aspirations. From goal setting, to implementing effective systems, we cover strategies including time management, marketing, real estate, sales, mindset, and everything in between. Tune in to  elevate your sales game like never before, and unlock all of your potential in both your career and personal life. This is real, blunt, no fluff, straight talk. This is The MindShare Real Estate Podcast.

Information

  • Creator
    David Greenspan
  • Years Active
    2018 - 2026
  • Episodes
    379
  • Rating
    Explicit
  • Copyright
    © 2026 The MindShare Real Estate Podcast
  • Show Website
    The MindShare Real Estate Podcast

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