Next Level Agents: The Kevin & Fred Show - Interviews with the best and brightest minds in the real estate industry

Kevin Kauffman and Fred Weaver
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Interviews from the best and brightest minds in the real estate industry. We cover topics like Investing, listings, buyers, brokerage, technology, entrepreneurship and so much more. Brought to you by KevinandFred.com

  1. 13H AGO

    From Top Producer to Team Leader: The Identity Shift That Changes Everything with Steve Castle

    What if the ceiling preventing your growth isn't the market, your systems, or your skills—but your own identity? Steve Castle spent two years knowing he needed to transition from top producer to team leader before he actually made the leap. The barrier wasn't knowledge or capability. It was the internal work of letting go of who he'd been to become who he needed to be next. In this conversation, Steve breaks down the messy, uncomfortable, and ultimately transformative process of growing his Scottsdale team from 3 agents to 9 (with a goal of 20) and targeting 250 transactions next year. Key Themes Covered: Why the work that lights you up most should become your primary job (and how to know when it's time to make that shift) The financial and psychological barriers that kept Steve stuck for two years—and the specific decision that finally gave him permission to leap How to recruit agents using the exact same process as prospecting for listings (daily calls, rigorous follow-up, handling rejection) The culture-first approach to team building: why Steve only hires people he genuinely likes and how that changes everything The onboarding process that treats new agents like business partners from day one (PLLC setup, QuickBooks training, financial planning) Why "people aren't attached to you—they're attached to service quality" is the truth that sets team leaders free How big goals with short timelines eliminate distractions and force you to become the person capable of achieving them The mindset shifts that matter more than tactics: margin for error, accountability culture, and the death of "buyers are liars" The Bottom Line: Not everyone should build a team. If you don't genuinely light up when others succeed more than when you close your own deals, stay in production. You'll make more money and experience less frustration. But if you're wired to coach, develop, and find fulfillment in watching others grow? Team leadership isn't just profitable—it's the path to doing work that makes you actually want to show up. The trick is being brutally honest with yourself about which category you're in. Ready to explore what building something bigger looks like for your business? Learn more about joining a community of agents making bold moves at nextlevelagents.com/exp. Resources Mentioned: "The Science of Scaling" by Ben Hardy Traction (EOS methodology) Ben Kinney (recruiting and team building approach) Ready to build your next-level team? Learn more about creating systematic success at⁠ nextlevelagents.com/exp

    39 min

  2. 3D AGO

    How This Team Leader Guarantees Every Agent Sells 20+ Homes Their First Year

    What if failure wasn't an option for agents on your team? Craig Reger has built a revolutionary system where every single agent - including brand-new licensees straight out of real estate school - sells a minimum of 20 homes in their first year. No exceptions. While most teams accept the industry's 90% failure rate as inevitable, Craig's operation closes 500+ units annually across six markets by making success systematic rather than accidental. His approach flips conventional team building on its head, using strategic partnerships, rigorous hiring processes, and non-negotiable standards to create an environment where mediocrity simply can't survive. This episode reveals the controversial strategies, uncomfortable truths, and bold decisions that separate elite teams from the rest of the industry. Key Topics Covered: Why Craig uses Zillow Flex despite 40% commission splits to build agent credibility The three interview behaviors that predict long-term agent success How to set minimum production standards that actually stick The 90-day onboarding system that guarantees results Why expansion can kill your team culture (and how to avoid it) The recruiting strategies generating 10-15 qualified leads monthly Building systems that work without constant supervision The Bottom Line: Stop accepting industry failure rates as normal. When you build the right systems and maintain non-negotiable standards, every agent can succeed. The question is whether you're bold enough to demand excellence from everyone, not just your top performers. Ready to transform your approach to team building? Craig's blueprint proves that systematic success isn't just possible - it's the only sustainable path to scaling a real estate operation. Ready to build your next-level team? Learn more about creating systematic success at nextlevelagents.com/exp Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    30 min

  3. SEP 25

    How to Turn Google Reviews Into a Lead-Generating Machine with Zero Ad Spend

    What if the secret to dominating your local market wasn't expensive lead generation, but a systematic approach to something most agents treat as an afterthought? Mary Gilbert went from 200 to 380+ Google reviews in just 18 months using her admin team and strategic thinking. The result: measurable inbound calls from prospects saying "we saw you have the most reviews, we want to work with you." She's now closing 200+ transactions annually in a town of only 28,000 people. This episode reveals the counterintuitive psychology of when to ask for reviews, the systematic approach that scales from solo agents to large teams, and how to turn "free" social proof into trackable lead generation that makes your phone ring with listing appointments. Key insights from this episode: • Why asking for reviews during transaction highlights instead of after closing multiplies your success rate • How one transaction can generate 12-15 reviews if you think beyond just buyers and sellers • The automated CRM system that ensures no client falls through the review acquisition cracks • Why character testimonials from industry partners often convert better than transaction-specific feedback • The tracking setup that measures exact ROI from Google-generated leads • How systematic review acquisition creates compound market advantages that separate leaders from competitors Mary's approach challenges everything most agents believe about building their business. Instead of chasing expensive lead sources, she built a relationship leverage system that generates predictable inbound business without any advertising spend. Ready to stop hoping for referrals and start engineering systematic market dominance? This episode gives you the complete playbook for turning Google reviews into your most powerful lead generation machine. Ready to take your business to the next level? Discover game-changing strategies from top-performing agents and join a community of agents who refuse to accept average results. Learn more at nextlevelagents.com/exp Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    27 min

  4. SEP 22

    How to Get Real Estate Agents Into Production in 33 Days (Stop Wasting Time on Training That Doesn't Work)

    Most real estate teams are completely backwards when it comes to training new agents. While they're busy building elaborate training portals and comprehensive onboarding programs, their new agents are burning through savings accounts waiting months for their first deal. Julie Youngblood has cracked the code on getting agents productive fast. Her team averages 33 days from start to first contract, and it's not because she has some secret sauce—it's because she's willing to strip away everything that doesn't directly lead to deals. In this episode, you'll discover why real estate education doesn't work, why the first 30 days are make-or-break for new agents, and the simple system that consistently gets agents into production faster than anything else in the industry. Key Topics Covered: • The fatal flaw in most team training programs • Why 200 names and phone numbers changes everything • The difference between coaching clients and team members (and why it matters) • How to build trust with new agents through predictable results • The only metrics that actually matter for new agent success • Why successful agents struggle with team leadership • How to avoid building a "cult of personality" team Bottom Line: If what you're doing in the first 30 days isn't 100% focused on getting new agents their first deal, you're making it harder than it needs to be. Strip away the fluff, focus on activities that drive appointments, and remember—your job is skill power, their job is willpower. Ready to build a team that actually works? The agents who thrive aren't the smartest or most experienced—they're the ones willing to do uncomfortable work when it leads somewhere meaningful. Stop waiting six months for results when you can get them in 33 days. Ready to take your team to the next level? Learn more about joining the Next Level Agents community at nextlevelagents.com/exp Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    39 min

  5. SEP 18

    Why Smart Agents Make Half As Many Calls (But Close ore Deals) with Bob Stewart

    Most real estate agents are working twice as hard as they need to. While the industry obsesses over lead generation volume, the top 1% have cracked the code on strategic prospecting that cuts their effort in half while doubling their results. Bob Stewart, Director of Agent Experience at Brivity, has analyzed thousands of real estate databases and discovered the exact patterns that separate million-dollar producers from everyone else. The difference isn't talent, market conditions, or luck—it's knowing who to call and when to call them. Key Points from This Episode: • The "engaged human" targeting strategy that reduces contacts needed per appointment from 34 to 16-17  • Why most agents are accidentally failing their seller clients (and how to fix it immediately)  • The simple reminder system that helped one agent capture 75+ deals annually from 2,000 leads  • How one team increased business 40% without making a single additional call  • Why automation is killing real estate businesses and what to do instead  • The metrics that actually matter for sustainable growth  • The boring fundamentals that top performers never stop doing Bob drops real data from over 10,000 agents and shares the uncomfortable truths about database management that most agents don't want to hear. If you're tired of making random calls hoping something sticks, this episode will revolutionize your approach to prospecting. Stop working harder. Start working smarter. Ready to implement these database strategies and join a community of agents committed to next-level results? Learn more about eXp Realty and our proven systems at nextlevelagents.com/exp Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    45 min

  6. SEP 15

    How to Succeed in a Real Estate Market Downturn

    What if Harvard Business School just cracked the code on why some real estate professionals not only survive market chaos but actually dominate it? Kevin Kauffman dives into groundbreaking research that analyzed 4,700 companies through the 2008 financial crisis and reveals the one trait that separates the 9% who emerge stronger from the 91% who barely survive. This isn't about market timing, perfect systems, or superior talent. It's about something far more practical and powerful that you can start developing today: systematic courage. Key Topics Covered: The Harvard study that analyzed 4,700 companies and what the 9% who thrived had in common Why courage isn't something you're born with - it's a skill you can develop systematically The four-step framework for building unshakeable confidence when everything feels risky How to create positive narratives that program your brain for success instead of failure Why confidence comes from competence, not wins (and how to build both) The power of small, consistent actions that build momentum for bigger challenges Practical self-care strategies that give you a competitive advantage when others are panicking Bottom Line: The market doesn't care about your comfort zone, but it absolutely rewards those brave enough to take intelligent risks while everyone else is paralyzed by fear. This episode gives you the research-backed framework to become one of the 9% who emerge stronger from any market condition. Ready to develop the courage that separates top performers from everyone else? While your competition is waiting for "better conditions," you'll be building the capabilities that create those conditions. The insights in this episode might just change how you think about fear, risk, and what's possible in your real estate business. Connect with Next Level Agents: Ready to take your real estate business to the next level? Learn more about our community and training at nextlevelagents.com/exp Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    9 min

  7. SEP 11

    This isn’t a bad market. It’s an exhausting one.

    This isn't a bad market. It's an exhausting one. And according to Josh Cooley, the top team leader in Eugene, Oregon, that exhaustion is exactly where your competitive advantage lives. While 54% of agents in his county haven't closed a single transaction this year, Josh's lean team of 10 agents just hit their 100th closing. But here's what separates them from struggling agents: they stopped waiting to get lucky and started building pipeline for the market explosion coming in Q1 2026. In this conversation with Katie DeWitt, Josh reveals the specific strategies his team uses to "work with the least crazy in a crazy market" and why pipeline management for next year's opportunities is more important than any lead generation strategy you're using right now. Key Topics Covered: Why "controlling the controllables" beats hoping for market improvements The 7 qualification questions that prevent 40% of transaction fallouts How to build pipeline for Q1 2026 opportunities while competitors complain Why Josh's team ignores competitor stats and focuses on internal metrics The art of ethical confrontation that saves deals before they fall apart Pipeline management strategies for the "massive opportunity" coming in canceled listings How to reframe market conversations with your sphere to generate leads instead of fear Ready to stop complaining about market conditions and start building for the opportunity that's coming? This episode will challenge everything you think you know about navigating tough markets and position you to dominate when conditions shift. Take action: Apply Josh's qualification questions in your next three client conversations and notice how it changes your pipeline quality. Then start building your "buckets for later" to capture the Q1 2026 opportunity. Learn more about joining the Next Level Agents community at https://nextlevelagents.com/exp/ Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    35 min

  8. SEP 8

    10 Reasons Agents Are Struggling Right Now

    Are you struggling in real estate while watching other agents dominate in the exact same market? The problem isn't interest rates, inventory, or leads. The problem is staring back at you in the mirror. Matt Smith and Dustin Runyon, who collectively move 1,400-1,600 homes annually, just exposed the 10 brutal reasons why most agents are struggling right now. But here's the kicker: every single reason comes down to personal responsibility. This isn't your typical motivational episode. This is a raw, unfiltered breakdown of what separates struggling agents from those who dominate in any market condition. Key Topics Covered: The "mirror test" that changes everything in your business and life Why it now takes 34 contact attempts to convert a lead (not 8-12) How phone phobia is literally stealing from your family The difference between goals and standards (and why most agents fail here) Why victim mentality destroys real estate careers The time management fallacy that's keeping you busy but broke How to build skills that make you recession-proof Why the most successful agents invest MORE in coaching, not less The compound effect of consistency vs. the destruction of "bursting" How to control your emotions through your actions Bottom Line: If you're ready to stop making excuses and start taking extreme personal responsibility for your results, this episode will change your business. If you're looking for someone to blame or validate your struggles, keep scrolling. Ready to level up? The mirror doesn't lie. The question is: are you brave enough to look? Connect with Kevin Kauffman and learn more about Next Level Agents at https://nextlevelagents.com/exp/ Resources Mentioned: CRM system for lead management "The Magic of Thinking Big" by David Schwartz Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠

    52 min
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Interviews from the best and brightest minds in the real estate industry. We cover topics like Investing, listings, buyers, brokerage, technology, entrepreneurship and so much more. Brought to you by KevinandFred.com

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