Coaching by Cusi- A NEW Real Estate Agent Roadmap

Jennifer Konikoff, Chris Cusimano & Alex Mendel
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Coaching by Cusi- A NEW Real Estate Agent Roadmap

Chris Cusimano is the Team Lead of the Homes by Cusi team in SE Florida and has been in the industry for over 23 years. He brings his colleagues and amazing Real Estate Friends to the podcast to offer their insights. Together, Jennifer Konikoff, Alex Mendel, and Chris share their best tips, tricks, and advice on how to succeed in a saturated field when so many fail. He also is the owner of the Coaching by Cusi Training which is a on demand video training for Realtors (and basically any other business) that you can get for less than a combo meal. Tune in and connect anytime. They're Friendly!

  1. JUN 13

    Ep 32 - Navigating Inspections, Negotiations & Market Shifts

    Send us a text Navigating Inspections, Negotiations & Market Shifts | Real Estate Roadmap Podcast In this episode of the NewReal Estate Roadmap, Chris Cusimano is joined by Jen Konikoff, JD Sanchez, and Jair Reategui for an insightful discussion on the intricacies of real estate transactions. From pre-inspections to post-offer negotiations, the team covers essential strategies for today’s evolving market. They explore the importance of preparing sellers, disclosing material issues, and building strategic partnerships. You’ll also hear real talk on buyer behavior, negotiation tactics, and why continuous education is critical for real estate professionals. Whether you're a seasoned agent or just getting started, this conversation offers valuable lessons and takeaways. 🔑 Key Takeaways: The value of getting a pre-inspectionBuyer uncertainty in today’s marketWhy “as-is” doesn’t mean risk-freeThe power of disclosure and expectation settingStrategic negotiation tactics and repair credit requestsUnderstanding property rights in complex situationsImportance of home warranties and client communication🎧 Soundbites: "It's all about the experience.""Buyers are just shooting their shot.""You need a realtor, you need an agent.""Never listen to another realtor."⏱️ Chapters: 00:00 Introduction to Real Estate Conversations 01:26 Navigating Property Inspections 04:03 Understanding Market Shifts 06:41 Preparing Sellers for Inspections 09:34 The Importance of Disclosure 12:10 Negotiation Strategies in Real Estate 14:57 Handling Buyer Requests Post-Inspection 18:11 Strategic Negotiation Techniques 21:34 Navigating Home Inspections and Negotiations 24:00 The Value of Home Warranties 26:04 Trusting Information in Real Estate 29:59 Understanding Inheritance and Property Rights 32:07 The Importance of Informed Real Estate Agents 34:59 Strategic Partnerships in Real Estate 👉 Visit www.coachingbycusi.com to learn about Chris's training. head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    38 min

  2. MAY 16

    Ep 31 - The Buyer Lock-In Method: Real Estate Strategies That Keep Clients for Life

    Send us a text 🎙 Episode Summary In this episode of the Real Estate Roadmap Podcast, Chris Cusimano, Jen Konikoff, and JD Sanchez unpack the Buyer Lock-In Method—a structured approach to creating long-lasting buyer loyalty and delivering standout service. They discuss how today’s real estate professionals can adapt to a shifting market, use tech tools like School Digger and crime mapping, and build stronger partnerships with clients through clear expectations and next-level preparation. The conversation also touches on the realities of showings, chaotic schedules, and how to navigate them with grace and humor—all while building trust, loyalty, and a standout brand in a highly competitive space. Key Takeaways 🔑 Preparation is everything—from route planning to having tools ready.🤝 Setting clear expectations creates a true partnership with buyers.🧠 Using tools like School Digger and crime maps adds real value.📲 The discovery phase is essential for understanding client needs.📉 Market shifts may cause a mass exit of unprepared agents—opportunity lies ahead.📸 Social media strategies need to evolve—focus on authenticity, not just exposure.🛠️ Technology can streamline the showing process and ease chaos.🚘 Showings can be hectic—being adaptable is the key to staying professional.💬 Consistent communication, especially during delays or hiccups, builds trust.🌟 Create a memorable experience and clients will stay loyal long after closing.Sound Bites 🎤 "I love spoiling our people." 🎤 "It's a lot of work ahead of time." 🎤 "We are partners in this endeavor." 🎤 "There's a big opportunity for us." 🎤 "You have to roll with the changes." 🎤 "The car is hectic." 🎤 "We can break that stigma." Chapters 00:00 Introduction and Overview of Buyer Lock-In Method 03:00 The Importance of Preparation in Real Estate 05:55 Understanding Buyer Expectations and Discovery 08:46 Tools and Techniques for Effective Buyer Engagement 12:03 Navigating the Changing Landscape of Social Media Marketing 24:29 Adapting to Change in Real Estate 26:41 The Impact of Market Changes on Agents 28:51 Navigating Client Interactions 32:44 Enhancing Client Experience During Showings 37:00 Managing Seller Expectations 39:05 The Chaos of Real Estate Showings 🔥 Subscribe & Stay Connected Looking to improve buyer retention, adapt to market shifts, and create loyal clients for life? Subscribe now for more actionable real estate strategies. 📲 Follow us on YouTube, Spotify, and Apple Podcasts for fresh weekly episodes! ➡️ Which buyer lock-in strategy will you try next? Let us know in the comments! #BuyerLoyalty #RealEstateStrategy #RealEstateMarketing #ClientExperience #RealEstatePodcast #HomesByCusi head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    43 min

  3. MAY 8

    Ep 30 - Expectation Selling & B2B Networking: The Smarter Way to Grow Your Real Estate Business

    Send us a text 🎙 Episode Summary In this high-impact episode of the Real Estate Roadmap Podcast, Chris Cusimano, Jennifer Konikoff, & Jair Reategui  welcome back Dave Kimbrough to share next-level strategies for building a sustainable and client-focused real estate business. The conversation explores: 🔁 How expectation selling can streamline the agent-client relationship 📹 The power of video content to reduce confusion and enhance the client journey 🤝 The long-term value of B2B networking and concierge-style support 📲 Why genuine social media engagement outperforms gimmicks 🧠 Coaching insights, including how to use the Algorithm Advantage Method and the 4P Framework for more effective presentations and conversations If you’re looking to build trust-based relationships, market more efficiently, and coach clients with clarity, this episode is full of practical tactics and fresh perspectives. Key Takeaways Expectation selling is a teachable process that removes guesswork for agents and clients. Proactive communication reduces stress and eliminates unnecessary back-and-forth. Video messaging can significantly increase understanding and client retention. B2B networking helps agents grow their database with quality referrals. A well-run concierge program supports clients long after the transaction ends. Social media, when used with authenticity and consistency, can drive real engagement. The Algorithm Advantage Method (AAM) helps agents gain visibility with less effort. The 4P Framework brings structure and clarity to coaching and client presentations. Reliability and responsiveness still win in today’s fast-paced market. Tailoring your communication style to your personality makes it easier to stay consistent. Sound Bites 🎤 "I'm not a mind reader." 🎤 "You have to be consistent with it." 🎤 "Let's work smarter, not harder." 🎤 "There's no excuse for that." 🎤 "I respect them and their time." 🎤 "The little things matter." 🎤 "It's a digital photo album." 🎤 "Thanks for coming." 🎤 "You can find me on TikTok too." Chapters 00:00 Introduction and Surprise Guest 02:03 Expectation Selling and Client Communication 06:04 Proactive vs. Reactive Mindset in Real Estate 09:56 The Importance of Video Communication 13:51 Building Long-Term Client Relationships 17:54 B2B Networking Strategies for Real Estate 23:50 Creating a Concierge Program for Clients 28:01 Leveraging Social Media for Real Estate Marketing 28:23 Implementing the Algorithm Advantage Method 29:52 The Importance of Communication in Coaching 30:49 Working Smarter, Not Harder 31:55 Collaborative Coaching Sessions 32:33 The 4P Framework for Presentations 35:54 Leveraging B2B Relationships 39:21 The Value of Reliability in Real Estate 42:36 Setting Expectations and Communication Tips 🔥 Subscribe & Stay Connected If you're ready to work smarter, sell better, and connect deeper, subscribe now for more strategies from top-producing agents and coaches. 📲 Follow us on YouTube, Spotify, and Apple Podcasts for weekly episodes filled with value. ➡️ Which tip from Dave or the team are you excited to implement? Tell us in the comments! #RealEstateCoaching #ExpectationSelling #ClientCommunication #RealEstateMarketing #ConciergeService #B2BNetworking #HomesByCusi #RealEstatePodcast head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    47 min

  4. APR 30

    Ep 29 - From Showings to Signings: How to Elevate the Buyer Experience in Real Estate

    Send us a text 🎙 Episode Summary In this episode of the Real Estate Roadmap Podcast, Yeiry (JD) Sanchez, Chris Cusimano & Jair Reategui dive into the buyer side of the transaction, sharing actionable strategies for agents who want to improve the buyer experience, retain their clients, and increase conversions. From navigating gated communities like a pro to setting clear expectations and preparing for every showing, the hosts lay out what it takes to provide white-glove service in today’s market. They also explore negotiation strategies, communication best practices, and how technology and tools like AI can give agents an edge. Whether you’re new to buyer consultations or looking to tighten up your process, this episode is packed with pro-level insights that will help you stand out and build stronger relationships with clients. Key Takeaways Buyer retention is crucial—agents must build trust early to prevent client churn.Navigating gated communities requires advance planning and knowledge of entry procedures.Pre-driving routes and knowing the layout enhances buyer confidence and presentation quality.Offering digital and print materials during showings improves buyer perception and preparedness.Common buyer questions should be anticipated and answered proactively.Setting clear expectations early prevents frustration and confusion later.Strong communication with listing agents makes the showing process smoother.In negotiations, don’t be afraid to ask for more than the minimum compensation.Real estate is emotional—great agents understand and guide client feelings, not just facts.Tech tools and AI can boost your efficiency and elevate the consultation process.Chapters 00:00 Introduction and Team Dynamics 01:40 Buyer Strategies and Retention 05:02 Navigating Gated Communities 08:01 Preparation and Presentation for Buyers 12:01 Information Gathering and Client Communication 14:58 Managing Showings and Client Expectations 19:54 Enhancing the Buyer Experience 23:48 Final Thoughts and Best Practices 27:05 Leveraging AI for Real Estate Insights 28:26 Understanding Buyer Preferences 29:08 Diving Deeper into Buyer Needs 31:45 Tools for Buyer Representation 34:36 Navigating Exclusive Representation Agreements 36:51 Negotiation Strategies in Real Estate 39:24 Handling Difficult Seller Interactions 40:52 The Importance of Professionalism in Showings 42:03 Best Practices for Buyer Consultations 45:27 Utilizing Technology for Efficiency 🔥 Subscribe & Stay Connected Want to provide next-level service to your buyers and stand out in a competitive market? Subscribe now for more tips, tools, and top-tier strategies! 📲 Follow us on YouTube, Spotify, and Apple Podcasts for weekly episodes full of tactical advice! ➡️ Which buyer strategy resonated most with you? Drop your answer in the comments! #BuyerExperience #RealEstateStrategy #RealEstatePodcast #ClientRetention #NegotiationTactics #AIForRealtors #RealEstateConsultation #HomesByCusi head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    47 min

  5. APR 10

    Ep 28 - Mindset, Mastery & Showing Up: Debbie DiMaggio on 35 Years in Real Estate

    Send us a text 🎙 Episode Summary In this episode of the Real Estate Roadmap Podcast, Chris Cusimano, Jen Konikoff, and Alex Mendel sit down with Debbie DiMaggio, a powerhouse with 35 years of real estate experience, to dive into what it truly takes to build a long-term, referral-based real estate business. Debbie shares: 🔑 How modern communication tools have transformed the real estate landscape🧠 Why mindset and accountability are non-negotiables for success🏃 The connection between athletic discipline and real estate excellence🤝 The role of authenticity, networking, and personal branding in building a lasting business📚 A sneak peek into her upcoming book and her mission to help new agents navigate the industryThis is a must-listen episode for both new and seasoned agents who want to stay grounded, focused, and intentional in a highly competitive industry. Key Takeaways Debbie has built her business over 35 years with a referral-based model.Communication has evolved, and agents must adapt to stay relevant.A strong athletic mindset can create business discipline and consistency.Being present and showing up matters more than flashy marketing.Referrals and sphere of influence are more valuable than leads from strangers.The industry needs to differentiate doers from dabblers to build successful teams.New agents need real coaching, not just cheerleading.Real estate isn’t glamorous—it’s hard work that rewards consistency.Authenticity and video content are key to modern personal branding.Everyone has a unique network—start where you are, and build from there.Sound Bites 🎤 "You just gotta try." 🎤 "You have to instill accountability." 🎤 "There's no glamour in real estate." 🎤 "Just start somewhere, you'll get better." 🎤 "You have to be present." 🎤 "You have to show up for the appointment." 🎤 "You have to be in the trenches doing it." Chapters 00:00 Introduction to Real Estate Success 02:56 Navigating Modern Communication in Real Estate 05:57 The Importance of Mindset in Business 09:12 Real Estate and Athletic Mindsets 11:54 The Value of Being Present and Accountable 15:02 Building a Referral-Based Business 18:08 Coaching New Agents for Success 21:06 Identifying Doers vs. Dabblers in Real Estate 25:26 The Reality of Real Estate Aspirations 29:58 Navigating the Real Estate Landscape 35:02 The Importance of Authenticity in Real Estate 39:59 Debbie DiMaggio's Journey and New Ventures 🔥 Subscribe & Stay Connected Don’t miss more inspiring conversations with top agents, real estate coaches, and industry leaders. Subscribe today! 📲 Follow us on YouTube, Spotify, and Apple Podcasts for fresh weekly episodes! ➡️ What was your biggest takeaway from Debbie’s journey? Let us know in the comments! #RealEstateMindset #ReferralBasedBusiness #AuthenticBranding #RealEstateCoaching #RealEstatePodcast #HomesByCusi #DebbieDiMaggio head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    41 min

  6. MAR 26

    Ep 27 -The CPR Framework: How Ryan Smith Built a 21x ROI Through Community-Centered Farming

    Send us a text 🎙 Episode Summary In this episode of the Real Estate Roadmap Podcast, Chris Cusimano sits down with real estate veteran Ryan Smith, who shares his innovative take on geo farming—one that goes far beyond postcards and cold outreach. With 17 years of experience, Ryan walks us through his evolution from traditional farming to a system that puts community first. He introduces his CPR Framework—Community, Positioning, Relationships—a powerful approach for agents looking to generate leads, create meaningful connections, and become trusted local experts. From neighborhood home price reports to local business interviews, Ryan’s strategies have earned him a 21x return on investment, proving that when done right, farming isn’t about chasing—it's about attracting. Key Takeaways 🏘️ Ryan has 17 years in the industry and rebuilt his farming strategy from the ground up.🔄 Traditional farming methods weren’t working—relationship-building changed everything.📊 A simple neighborhood home price report became a high-engagement lead tool.🤝 Local business interviews are powerful for building trust and increasing visibility.💡 The CPR Framework (Community, Positioning, Relationships) is the foundation of Ryan’s strategy.📈 His methods produced a 21x ROI from targeted, consistent farming efforts.📬 Door knocking and layering strategies can be done without being pushy or salesy.⏳ Long-term commitment and consistency are non-negotiables for success.🔁 Most agents quit too early—persistence pays off in real estate farming.📹 Content that resonates with your community creates stronger local positioning.Sound Bites 🎤 "We tracked it. I spent about $12,000." 🎤 "Local business interviews are phenomenal." 🎤 "We can become that community ambassador." 🎤 "This allows you to really stand out." 🎤 "You can't just start and then stop." 🎤 "Most agents just do one strategy." 🎤 "Stick with it and learn from others." Chapters 00:00 Introduction to Ryan Smith and His Journey 02:47 The Evolution of Farming Strategies 05:57 Innovative Approaches to Geo Farming 09:00 Building Community Connections 11:57 Leveraging Local Businesses for Growth 15:07 The CPR Framework: Community, Positioning, Relationships 18:04 Creating Valuable Content for Engagement 24:18 Building Business Relationships 27:58 The Importance of Commitment in Real Estate 30:41 Effective Lead Generation Strategies 34:59 The Role of Consistency in Success 37:24 Leveraging Community and Collaboration 🔥 Subscribe & Stay Connected Want to become a community ambassador and master geo farming with real impact? Subscribe for more strategies and conversations with top producers! 📲 Follow us on YouTube, Spotify, and Apple Podcasts for weekly inspiration and tactical advice! ➡️ What part of Ryan’s strategy are you excited to try first? Drop your thoughts in the comments! #GeoFarming #RealEstateFarming #CommunityMarketing #CPRFramework #LocalBusinessMarketing #LeadGeneration #RealEstatePodcast #HomesByCusi head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    45 min

  7. MAR 19

    Ep 26 - From Pharmaceuticals to Real Estate: Closing 100+ Deals a Year Without Burnout

    Send us a text 🎙 Episode Summary In this episode of the Real Estate Roadmap Podcast, Chris Cusimano, Jennifer Konikoff, & Alex Mendel sit down with Dave Kimbough, a real estate powerhouse who transitioned from pharmaceuticals to real estate, closing 100+ transactions annually while maintaining a healthy work-life balance. Dave shares: 🔑 How networking fueled his client base and led to rapid growth.🏡 The impact of guaranteed sale programs on his market dominance.🔄 Adapting to market changes and expectation setting for clients.📹 Why leveraging video content reduces client inquiries and builds trust.⚖️ Balancing family values with real estate success (without sacrificing productivity).📈 Streamlining processes with technology to increase efficiency and client satisfaction.This episode is packed with game-changing strategies for real estate professionals who want to thrive in the industrywithout burning out. Key Takeaways 💼 Dave Kimbough closes over 100 transactions annually while prioritizing family.🔄 Adapting to market changes is essential for long-term success.📊 The guaranteed sale program boosted his market presence significantly.🤝 Networking played a crucial role in building his client base.⚖️ Setting boundaries and structuring business practices around family creates balance.📣 Expectation selling is key to managing client relationships.🎥 Using video content improves communication and reduces client inquiries.📱 Streamlining processes with technology enhances efficiency.🔥 Challenging hustle culture can lead to a more sustainable business model.🤝 Focusing on referrals over chasing leads builds a long-term, scalable business.Sound Bites 🎤 "I left a really good career." 🎤 "Nobody would outwork me." 🎤 "It was like the key to freedom." 🎤 "I haven't missed a family dinner." 🎤 "It's all about boundaries." 🎤 "Video is a game changer." 🎤 "We get no phone calls." 🎤 "You don't have to have more." Chapters 00:00 Introduction to Unique Real Estate Strategies 02:57 Dave Kimbough's Journey into Real Estate 05:58 Networking and Building a Client Base 08:59 The Impact of Guaranteed Sale Programs 11:58 Adapting to Market Changes 15:05 Expectation Selling and Work-Life Balance 18:21 The Importance of Family Values 21:57 Structuring Business Around Family 24:45 Setting Expectations with Clients 32:31 Proactive Client Management 41:41 Advocacy in Real Estate Transactions 42:10 Finding Balance in Decision Making 44:11 Leveraging Video for Effective Communication 48:32 Streamlining Processes with Technology 51:48 Challenging the Hustle Culture 54:09 Building a Referral-Based Business 🔥 Subscribe & Stay Connected Want to build a thriving real estate business while maintaining a work-life balance? Subscribe for expert strategies and insider tips! 🚀 📲 Follow us on YouTube, Spotify, and Apple Podcasts for more industry insights! ➡️ Share your favorite takeaway from this episode in the comments! #RealEstateSuccess #WorkLifeBalance #NetworkingForRealtors #GuaranteedSale #ClientRelationships #ReferralMarketing #VideoForRealEstate #RealEstatePodcast #HomesByCusi head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    59 min

  8. MAR 19

    Ep 25 - Navigating Uncertainty: Interest Rates, Pricing, and Market Trends in Real Estate

    Send us a text 🎙 Episode Summary In this episode of the Real Estate Roadmap Podcast, Jennifer Konikoff, JD Sanchez, & Jair Reategui break down the current state of the real estate market, exploring the uncertainty faced by both buyers and sellers. With interest rates fluctuating and inventory trends shifting, real estate professionals need to adapt and educate clients to navigate today’s challenges successfully. They discuss: 📉 The doom and gloom narrative in today’s market and how to combat it.🏡 How interest rates, pricing trends, and inventory shifts impact buyer and seller behavior.🎯 The importance of first impressions and realistic pricing when listing a home.💡 Why high-quality marketing and professional presentations are more critical than ever.🔑 How educating buyers and setting expectations can lead to smoother transactions.If you're a real estate professional looking to stand out, or a buyer/seller wanting clarity in a complex market, this episode is packed with valuable insights and actionable strategies. Key Takeaways Interest rates are down, but uncertainty remains in the market.Buyers are worried about property values dropping and timing their purchases wisely.Inventory trends are shifting, requiring a strategic approach to both buying and selling.Pricing strategy matters—first impressions can make or break a listing.Sellers need honesty and clear expectations about market conditions.Educating buyers helps them feel more confident in their decisions.Effective marketing and professional presentations set agents apart.Real estate success today requires adaptability and strong communication.Sound Bites 🎤 "Interest rates are down." 🎤 "It's a very complex market." 🎤 "Give it to me straight." 🎤 "It's important shit." 🎤 "This has been fun." 🎤 "Your listing can be too." Chapters 00:00 Market Uncertainty and Doom and Gloom 02:29 Buyer and Seller Concerns 04:58 The Importance of Timeline in Real Estate 07:51 Navigating the Market: Sellers vs. Buyers 10:28 Understanding Inventory Trends 12:06 The First Impression: Importance of Pricing 16:41 Marketing Strategies in a Shifting Market 19:22 Elevating Real Estate Presentations 21:58 The Importance of Honesty in Pricing 25:06 Educating Buyers for Better Decisions 29:57 Navigating Inventory and Buyer Expectations 🔥 Subscribe & Stay Connected Get the latest insights on real estate trends, marketing strategies, and expert advice—subscribe now! 🚀 📲 Follow us on YouTube, Spotify, and Apple Podcasts for more expert discussions! ➡️ Comment below your biggest takeaway from this episode! #RealEstateTrends #MarketShifts #InterestRates #BuyerSellerInsights #RealEstatePodcast #HomesByCusi head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

    35 min
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About

Chris Cusimano is the Team Lead of the Homes by Cusi team in SE Florida and has been in the industry for over 23 years. He brings his colleagues and amazing Real Estate Friends to the podcast to offer their insights. Together, Jennifer Konikoff, Alex Mendel, and Chris share their best tips, tricks, and advice on how to succeed in a saturated field when so many fail. He also is the owner of the Coaching by Cusi Training which is a on demand video training for Realtors (and basically any other business) that you can get for less than a combo meal. Tune in and connect anytime. They're Friendly!

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