The 13% Podcast

Lance Billingsley
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The 13% Podcast

Why do 87% of real estate agents fail? After decades in the business, we think we’ve found the answer: Real estate gives us the freedom and flexibility to build the life we want… Yet if we don’t have boldness, patience, integrity and the discipline to follow the right priorities, we’re guaranteed to be in the 87% that fail. Our character must show up in our EFFORT. So we’re sharing how to take on the mentality of the top 13%, become the person you’re meant to be, and earn a great living in the process! Thanks to the amazing guests and community we’re building, all with one goal: to help you join the elite group of agents who are consistently successful… That’s what we share on The 13%.

  1. MAR 27

    How to Increase the 13% Who Stay in Real Estate to 20% w/ Ethan Beute

    The troubling statistic that 75% of new agents are out of the business in 12 months doesn’t end there. By year 5, half of that remaining 75% is also gone. Why do so many agents (even talented, hardworking ones) fail to have staying power in this industry?  The goal of this industry shouldn’t just be to hold onto the people who survive. We should also aim to increase their number so that perhaps the 13% can be the 20% and even higher.  The biggest biggest reason many agents fail to stay in this business isn’t a lack of leads or even a lack of leadership. It comes down to the lack of an ownership and entrepreneurship mindset. If you’re not running it like a true business, you’ll never experience any lasting success.  How can team leaders recruit and deliver on the reasons people exit the industry? How do we build a strong operating system that supports the growth of our businesses?  In this episode, we’re joined by host of Real Estate Team OS and Marketing Strategist at Follow Up Boss, Ethan Beute. Ethan shares why agents fail, how to prevent it, and what the best team leaders do differently.    Guest Bio Ethan Beute is a Wall Street Journal bestselling author of Human-Centered Communication and Rehumanize Your Business, and the host of Real Estate Team OS. With over a dozen years of experience in the real estate industry, Ethan currently serves as a Marketing Strategist at Follow Up Boss. Previously, he was the Chief Evangelist at BombBomb and the Director of Marketing for several local TV stations. Ethan's expertise spans communication, psychology, and marketing, with degrees from the University of Michigan and the University of Colorado Colorado Springs (UCCS). As a messaging specialist and branding enthusiast, he is an educator, content writer, producer, and editor. Ethan has delivered engaging talks and presentations on building relationships and improving customer experience through effective communication. In addition to his marketing career, Ethan is a seasoned podcast host, leading Chief Evangelist and The Customer Experience Podcast, where he shares valuable insights on business growth and client success. Connect with Ethan on LinkedIn and to listen to the podcast, visit https://www.realestateteamos.com/.   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Prior to his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals and others. With over 25+ years of executive leadership experience, he now coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior he specializes in building and optimizing high performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    51 min

  2. MAR 13

    Frictionless Real Estate: How to Future-Proof Your Business and Get Paid More w/ Nobu Hata

    Ever since the NAR settlement, real estate agents have been worried about the consumer paying them less. What they don’t realize is: most consumers think great agents don’t get paid enough.  Buyers and sellers are hungry for exceptional customer service, and they’ll happily throw more dollars to an agent who provides it.  If you want to win the consumer over and grow your business, you have to take a consumer-centric approach in all you do. It starts with building a foundation of trust, putting out the right content, and creating the most frictionless buying/selling process.  The truth is, people are taking longer to pull the trigger on buying/selling a home, but your approach as an agent is what will make them come off the fence faster.  Why do we need to stop telling people to “stop paying someone else’s mortgage”? How do we become an agent people are willing to pay a premium for?  In this episode, we’re joined by real estate industry legend and Zillow’s Director of Association and Industry affairs, Nobu Hata. He shares what agents should be doing to prove their value to the marketplace.    Guest Bio A real estate industry veteran since 1996, Nobu is a student of real estate sales, marketing, communications trends, consumer trends, social media, and technology in the real estate industry having adapted new school techniques into multiple successful real estate sales businesses. Nobu was then recruited to work for the nation's top real estate trade association where as the Director of Industry Outreach and the Chief Executive for Colorado's largest local REALTOR association, he earned the respect of REALTORS, fellow association and Multiple Listing Service executives, brokerage-owners and technology company owners as he bridged their worlds with no-holds-barred advice to better their business and organizations. The proof was in the pudding as he earned accolades and recognition from small real estate associations to the likes of Inman News, Stefan Swanepoel and more during his time there. Now the Director of Association and Industry Affairs for Zillow Group, Nobu brings tactical tips, tricks and advice based on the real world - real business! - execution to help real estate business owners succeed and thrive in the "Age of Amazon." To learn more visit https://about.me/nobuhata and connect https://www.linkedin.com/in/nobuhata.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Prior to his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.    Dave Richards is a well respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals and others. With over 25+ years of executive leadership experience, he now coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior he specializes in building and optimizing high performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    55 min

  3. FEB 27

    From Real Estate Agent to Last Mile Advisor: The Shift You Need to Make Before It’s Too Late

    Real estate agents who are in the 13% aren’t just fighting for today’s listings. They are already working on winning listings months or even years from now. Today’s real estate market is changing rapidly, and the most successful agents know how to pivot and adapt accordingly.  Thanks to AI and shifts in consumer behavior, the way people buy and sell homes is going to look very different very soon.  Imagine a world where someone can simply speak into their phone, and instantly find the perfect home (and agent) by describing exactly what they're looking for. That’s where we’re headed in 5 years or less. The question is: if real estate changes like this, would your business survive? Would you be able to maintain your market share?  For most agents, the answer is no. Their businesses aren’t built to survive these changes….unless they do something about it now.  Why do we need to shift from real estate agent to last mile advisor? How do we elevate the service we provide? In this episode, we share what we learned from billion dollar brands and real estate CEOs about where real estate is headed, and how to set ourselves up for success 5 years from now.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Prior to his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.    Dave Richards is a well respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals and others. With over 25+ years of executive leadership experience, he now coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior he specializes in building and optimizing high performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    56 min

  4. FEB 13

    The Only Way to Become a Top 1% Listing Agent w/ Russell Shaw

    When a real estate agent is struggling to stay in the game, many factors get the blame. The truth is most agent failures boil down to one thing: a lack of listings.  You can’t become a great listing agent if you haven’t built the skills for it…there are no shortcuts. In order to build a thriving business, we have to make sure we get to the listing table as often as possible.  It’s simple: If we want to increase our chances of getting a hit, we need to have more attempts at bat.  The challenge is, a lot of agents just don’t make it that far so they end up with lacklustre results. How do you increase your chances of getting to the listing table? Do agents underestimate the effort needed to succeed in this industry?  In this episode, we’re joined by legendary real estate agent, Russell Shaw. With 40+ years in the business, and 30+ years as a top 1% agent in the US, he shares how to dominate real estate for decades and what agents get wrong about the job.    Guest Bio Russell Shaw is a legendary real estate figure who has been selling homes for over 40 years. He has ranked among the top 1% of all agents in the United States since 1991. He has been recognized by the National Association of Realtors as being among the top 50 agents nationally for number of homes sold and by the Wall Street Journal as being among the Top 200 Agents in America. Russell is also the creator of the No Hassle Listing system which helps sellers earn more.  Website: https://nohasslelisting.com/ How to Price a Home: https://number1homeagent.com/   About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Prior to his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals and others. With over 25+ years of executive leadership experience, he now coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior he specializes in building and optimizing high performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    1h 4m

  5. JAN 30

    The Shocking Reason Your Sphere Isn’t Sending You Business w/ Amy Stockberger

    Year after year, real estate agents are told that their sphere is the biggest source of business. We hear it time and time again, but we don’t do enough to reap the rewards.  We do our jobs well. We kill it before and during the transaction, and we remind the people who know, like and trust us to work with us and refer us, but nothing happens.  What gives?   The problem is: we’re trying to get referrals by doing only what we’re hired to do and nothing beyond that. How can we be memorable if we’re doing what every other agent is doing?  If we really want people talking about us, we have to think bigger than a single transaction. We have to enhance their entire human experience, not just the home buying/selling experience.  How do we create value that extends beyond a transaction? How do we become a lifetime advisor/concierge?  In this episode, we’re joined by broker/owner, South Dakota’s #1 real estate producer and creator of the Lifetime Home Support™ system, Amy Stockberger. She shares the business model that helped her gain 10% of market share in her state, and how to build a system-centric, referral-driven business.    Guest Bio Amy Stockberger is a broker/owner, entrepreneur, coach and the #1 real estate Producer in SD & #18 in the Nation. She is also the creator of the Lifetime Home Support™ system, which provides all the resources to ensure their clients are taken care of before, during and after the home buying and/or selling experience. Not only do we have nearly every home related service industry our clients will need on our Home Support Team, they also have entertainment venues, gyms and restaurants and so much more. Website: https://lifetimehomesupport.com/ To get Amy’s free worksheet, DM the word CORE to @amystockberger on Instagram.    About Your Hosts Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Prior to his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.  Dave Richards is a well respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals and others. With over 25+ years of executive leadership experience, he now coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior he specializes in building and optimizing high performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.   Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    56 min

  6. JAN 16

    Reject the Real Estate Reset: Why Top Agents Don’t Start Over in January w/ Leigh Brown

    At the start of every new year, agents reset and recommit to their businesses…but that’s a problem. If you have to reset, you’re already starting the year on the backfoot.  The top 13% don’t reset at all. Whether it’s January or October, they run their businesses consistently, no matter what. That means they never lose momentum, shrink their market share, or have to start over again on January 1st.  So while the top producers are already closing deals early in the year, the 87% are playing catch up, and they miss out on deals.  How do we avoid this? By consistently showing up and running your business like an actual business, you will be least and last affected by tough markets. You’ll never have to build your business back up again.  How do you run a business that brings in consistent income? What’s the easiest prospecting call ANY agent can make right now? Why are agents exiting the industry?  In this episode, we’re joined by real estate broker, forward-thinking CEO, #1 best-selling author, coach, and keynote speaker, Leigh Brown. She shares the real reason why so many agents have unstable income, and how to solve this problem.    Guest Bio Leigh Brown is a successful real estate broker, forward-thinking CEO, #1 best-selling author, honest coach, and kickin’ keynote speaker. She uses her decades of real estate experience to help everyone from early career to highly seasoned agent build (and rebuild!) their professional presence and confidence by helping them define and communicate their value proposition expertly. Her goal is that each real estate agent who is a Realtor® member become an impactful presence in their community in the process. She knows today’s agents and brokers face an unprecedented amount of pressure to stand out in a competitive market; she also knows that the security to build and maintain solid client relationships starts with one step: Just Say Hi. Through a systemized process to identify and define your value, Leigh gives agents and brokers the confidence and tools to reach greater heights in their chosen career. A best-selling author of three powerful business books, Leigh excitedly shares her expertise with anyone looking for ways to ignite their passions and create the outcomes they want. Leigh’s mission is helping others. She’s got the grit and passion to motivate everyone around her to strive for more. For more information, head to https://www.leighbrown.com/.    Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    56 min

  7. JAN 2

    Re-Up or Opt-Out: How To Decide If You Should Stay in Real Estate w/ Kimberly Ryan

    The end of the year is upon us, and for many real estate agents, that means one thing: it’s time to renew your license. But if 2024 was a tough year for you—if you barely closed any deals—you might be wondering, is it even worth it to stay in real estate? Should you push through another year, hoping for a turnaround, or is it time to hang up your license and explore something else? If you’re on the fence about your future, now is the perfect moment to step back and reflect. The truth is, real estate is always evolving, and it’s never without its challenges. But here’s something to consider: agents who have thrived long-term didn’t succeed because it was easy. They made the choice to adapt and pivot when the market got tough.  So, how do you reignite your passion when the industry feels more challenging than ever? What can you do to equip yourself for the inevitable ups and downs? In this episode, we’re joined by real estate broker, strategic business coach, and Real Broker’s growth leader, Kimberly Ryan. We’ll explore what it really takes to stay in the game, even when things get tough.   Guest Bio Kimberly Ryan is a real estate broker, strategic business coach, and the growth leader at Real Broker.  Follow @kimberlyryan.joinreal on Instagram.    Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    50 min

  8. 12/19/2024

    How to Avoid Becoming Just Another Real Estate Dropout w/ Jenny Hogan-Lizarraga

    Between social media and HGTV shows, there are a lot of people who enter real estate thinking this is an easy gig. All you need to do is get licensed and the deals will start rolling in, right?  Wrong.  A lot of the individuals who drop out of real estate are the ones who found out it wasn’t as easy as they thought it would be. Or they aren’t doing the right things for long enough. The real estate license is just the beginning - you have to invest in education that truly gives you the competitive advantage.  If you’re not leveling up your skills and finding a niche, you’re doomed to be the agent who does a transaction here and there until you’re forced to drop out.  How do real estate instructors know they have a rockstar in the making? Can a real estate license actually do us a disservice? How do we determine a valuable niche to dominate?  In this episode, we’re joined by a real estate instructor, senior director of market development and broker association liaison at Hogan School of Real Estate, Jenny Hogan-Lizarraga. She shares how to set yourself up for success as early as possible and the mistakes new agents make.     Guest Bio Jenny Hogan-Lizarraga is a real estate instructor, senior director of market development and broker association liaison at Hogan School of Real Estate. The Hogan School of Real Estate was founded in 1973, by Jim Hogan. As Southern Arizona’s leading real estate school, Hogan educates Real Estate Salespeople, Real Estate Brokers, Mortgage Loan Originators, Mortgage Brokers and Appraisers. To learn more, visit https://hoganschool.com.    Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

    59 min
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    Ratings & Reviews

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    About

    Why do 87% of real estate agents fail? After decades in the business, we think we’ve found the answer: Real estate gives us the freedom and flexibility to build the life we want… Yet if we don’t have boldness, patience, integrity and the discipline to follow the right priorities, we’re guaranteed to be in the 87% that fail. Our character must show up in our EFFORT. So we’re sharing how to take on the mentality of the top 13%, become the person you’re meant to be, and earn a great living in the process! Thanks to the amazing guests and community we’re building, all with one goal: to help you join the elite group of agents who are consistently successful… That’s what we share on The 13%.

    Information

    • Creator
      Lance Billingsley
    • Years Active
      2024 - 2025
    • Episodes
      24
    • Rating
      Clean
    • Copyright
      © 2024
    • Show Website
      The 13% Podcast

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