Beyond The Closing Table - Hosted by Michael Martin of the Martin Mortgage Group

Michael Martin
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  • Entrepreneurship
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Beyond the Closing Table is your inside look at the strategies, stories, and secrets of top-performing real estate agents, loan officers, and entrepreneurs. Hosted by Michael Martin, a seasoned residential mortgage loan officer in Raleigh, NC, this podcast dives deep into the world of real estate and business. Whether you're looking to sharpen your skills, learn from industry leaders, or hear inspiring success stories, Beyond the Closing Table delivers actionable insights and engaging conversations. Join us as we go beyond the transactions and uncover what it takes to thrive in today’s dynamic market. 

  1. 9 May ·  Video

    People Don’t Want to Be Advertised To | Colin Hickmon of Own It Social

    Colin Hickmon is in his early twenties and has already run over $100K in Facebook and Instagram ads in a single year. His biggest lesson? People don’t want to be advertised to. Colin is the founder of Own It Social, and he’s been running our social media and database marketing for the last few months. He was in Raleigh this week working with our team, so I pulled him into the studio. We get into:  • Why most real estate and mortgage pros overthink their content (and why the suit and tie might be hurting you)  • The one thing he’d focus on if he started from scratch today: your CRM  • Why 200 views on a video is like a room full of 200 people  • The difference between content that looks good and content that makes money  • His first 30 days with a brand new agent or loan officer  • His upcoming book, Why Wait, and the myth of “being ready” Plus a few stories from living in Brickell at 18 that you won’t want to miss. If you’re a Realtor, loan officer, or business owner who knows you should be showing up more and keeps putting it off, this one’s for you. Books mentioned:  • 10x Is Easier Than 2x and Who Not How by Dan Sullivan and Dr. Benjamin Hardy  • Jab, Jab, Jab, Right Hook by Gary Vaynerchuk Connect with Colin: ownitsocial.com Michael Martin, NMLS #131445 | Fairway Home Mortgage 0:00 Intro 1:00 What most people get wrong about marketing 3:17 What $100K in ad spend taught him 6:16 People work with people 7:04 What's working in 2026: the basics and your CRM 11:08 How to dominate your local market 12:32 Why 200 views is a room full of people 14:06 Colorado to Florida during COVID 16:50 Living in Brickell at 18 21:00 Colin's book, Why Wait 22:50 10x Is Easier Than 2x 26:54 Content that looks good vs. content that makes money 28:36 How Colin got my attention 29:47 Getting over the fear of the camera 33:16 Ditch the suit 34:34 Done beats perfect 36:19 Implement faster 38:43 First 30 days with zero database 44:52 Colin off the clock 46:35 How to reach Colin #BeyondTheClosingTable #RealEstateMarketing #SocialMediaMarketing #RealEstatePodcast #MortgagePodcast #LoanOfficer #RealtorTips #RaleighRealEstate #OwnItSocial #ColinHickmon #MichaelMartin

  2. 27 Apr

    How Jonathan Schunker Went From Running Nonprofits To Being A Loan Officer

    Michael Martin interviews Jonathan Schunker, a Triangle-based loan officer, about what it actually looks like to guide clients through the mortgage process with clarity and purpose. With over 20 years in the nonprofit space before transitioning into lending, Jonathan shares how his background shaped his approach to communication, service, and simplifying what can feel like an overwhelming process. This episode focuses on making home financing more understandable, while also highlighting the impact of giving back to the local community through the work he does.

    How Jonathan Schunker Went From Running Nonprofits To Being A Loan Officer

  3. 18 Apr

    How Laurie Evans Built a Luxury Brand Without Relying on Price Point

    Michael Martin interviews Laurie Evans, a Triangle native and award-winning real estate agent, about redefining what luxury means in today’s market. From her background working with builders and developers to becoming one of the area’s top agents, Laurie shares how service, design, and client experience became the foundation of her business. This episode is a practical look at how to stand out in real estate without competing on price.

    How Laurie Evans Built a Luxury Brand Without Relying on Price Point

  4. 12 Apr

    Why Top Realtors Trust the Right Closing Attorney with Jason Isley

    In this episode of Beyond the Closing Table, Michael Martin sits down with Jason Isley, founder of Midtown Law, to break down what really happens behind the scenes of a real estate closing. Jason shares lessons from building one of the premier real estate law firms in the Carolinas, common mistakes buyers and agents make during transactions, red flags that signal a deal may get messy, and why who you work with matters more than most people realize. If you're in real estate, lending, or buying a home soon, this episode offers practical insight into making transactions smoother and avoiding costly mistakes.

    Why Top Realtors Trust the Right Closing Attorney with Jason Isley

  5. 11 Apr

    How “Big Al” Built a Referral Machine in Real Estate

    In this episode of Beyond the Closing Table, Michael Martin sits down with Alex “Big Al” Lawrence to break down what it really takes to build a successful real estate business. Alex shares how he went from getting started in residential real estate to becoming a referral-driven agent, why relationships matter more than any script, and the key moments that shaped his career. They also dive into open houses, client selection, and the reality of growing a business without following the traditional playbook. Beyond business, this conversation gets real. Alex opens up about anxiety, mental health, and how he manages the pressure of real estate while still showing up for clients. They also discuss his “Stand Up for Mental Health” events and the impact they’ve had on the community. If you’re in real estate or building any kind of business, this is a raw, honest look at what it actually takes.

    How “Big Al” Built a Referral Machine in Real Estate

  6. 20 Mar

    From Military Moves to Raleigh Real Estate: Kelli Smith on Building Community & Client Experience

    In this episode of Beyond the Closing Table, Michael Martin sits down with Kelli Smith of ERA to talk about what really drives success in real estate today. Kelli shares her unique background growing up in a military family, how constant relocation shaped her perspective, and why she’s built her business around helping clients truly feel at home, not just find a house. They dive into: Why referrals and relationships are everything in real estateThe power of community-driven events and client connectionHow top agents create unforgettable client experiencesBalancing business, family, and a 24/7 industryWhat today’s unpredictable market means for buyers and sellersPlus, Kelli shares a few unforgettable stories from her career that you won’t expect. If you’re a real estate agent, loan officer, or business owner looking to grow through relationships, systems, and service, this episode is worth the watch. 👍 Like, subscribe, and share if you’re enjoying the podcast  💬 Drop a comment with your biggest takeaway #RealEstate #Mortgage #RaleighNC #ClientExperience #Entrepreneurship #BeyondTheClosingTable

    From Military Moves to Raleigh Real Estate: Kelli Smith on Building Community & Client Experience

  7. 22/10/2025

    The Veteran Who Thinks Differently About Money — with Matt Griffith

    On this episode of Beyond The Closing Table, Michael sits down with Army veteran and financial advisor Matt Griffith to talk about real-world wealth—what it means, how to build it, and how to protect it. Matt shares lessons from his time in the military that shaped his discipline and leadership in the world of finance, and how that mindset translates into helping clients make smart, confident money moves. From aligning your mortgage and investments to managing risk, taxes, and long-term goals, this episode is packed with clarity and actionable steps. Whether you’re buying your first home or planning your financial legacy, Matt’s no-BS approach will leave you thinking differently about money, purpose, and preparation. Listen, subscribe, and share with someone who needs a clear game plan—beyond the hype and headlines.

    The Veteran Who Thinks Differently About Money — with Matt Griffith

  8. 17/09/2025

    From Performer to Powerhouse: Anna Powell on Building Culture & Closing Big

    In this episode of Beyond the Closing Table, I sit down with Anna Powell — founder of APRE powered by eXp, a top 1.5% Realtor nationally, and a powerhouse team leader based in Fuquay-Varina, NC. Anna shares her unexpected journey from the world of performing arts to becoming one of the most respected and intentional real estate leaders in the Triangle. We explore how she’s scaled her business with EOS, developed her leadership through Working Genius, and leveled up her communication through Amplify with René Rodriguez. She opens up about what it takes to build a values-driven culture, the mistakes that taught her the most, and how she balances bold growth with personal authenticity. Plus, we get into her hottest takes on FSBOs, hiring, and what every buyer and seller needs to hear right now. 🎯 You’ll Learn: Why her performing arts past gave her an edge in real estateHow EOS helped her go from solo agent to leading 30+ team membersWhat Working Genius revealed about her leadership blind spotsA behind-the-scenes look at Amplify with René RodriguezWhat she believes every team leader needs to master — fast

    From Performer to Powerhouse: Anna Powell on Building Culture & Closing Big
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About

Beyond the Closing Table is your inside look at the strategies, stories, and secrets of top-performing real estate agents, loan officers, and entrepreneurs. Hosted by Michael Martin, a seasoned residential mortgage loan officer in Raleigh, NC, this podcast dives deep into the world of real estate and business. Whether you're looking to sharpen your skills, learn from industry leaders, or hear inspiring success stories, Beyond the Closing Table delivers actionable insights and engaging conversations. Join us as we go beyond the transactions and uncover what it takes to thrive in today’s dynamic market. 

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