The 13% Podcast

Lance Billingsley
  • 5.0 (4)
  • ENTREPRENEURSHIP
  • UPDATED BIWEEKLY
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. DEC 19

    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

  2. DEC 5

    How to Sell 80 Homes a Month Without Burning Out w/ Carin Nguyen

    If there’s a factor that drives real estate’s staggering 87% exit rate, it’s burnout. We’re an industry of hard charging, high achievers, but sometimes that same drive can be the very thing that knocks us out of the business.  Even the most talented salesperson will fail when they’re running on fumes, so it’s no wonder why a lot of the best agents flame out in less than 5 years.  This job can be demanding, but let’s be real: a huge part of the burnout real estate agents experience is entirely self-inflicted. We refuse to delegate, say yes to everything, resist leverage and control every aspect of the business, until it starts hurting us.  The secret to selling more homes isn’t always putting more hours in, it’s actually working less, and focusing on the highest use of our time. What are some of the mindset blocks that keep some agents from experiencing freedom? Why do we have to look ahead in the face of change instead of burying our heads in the sand? How do you sell 80 homes a month without burning out?  In this episode, we’re joined by top producing agent, coach, author and owner of a top 1% brokerage and Inc. 5000 business, Carin Nguyen. She shares the mentality that has helped her maintain success in real estate for years, and how we should be responding to change in the industry.    Guest Bio Carin Nguyen is a real estate leader, national trainer and speaker, transformational coach, a top producing agent, best-selling author and the founder of The Carin Nguyen Real Estate Network a top 1% brokerage and an Inc. 5000 business. As a wife and mom who has raised 4 children while building her business over the last 20 years, Carin knows the challenges of growing a successful business and maintaining a happy & healthy personal life. She grew her business through the downturn selling 896 homes in her best year earning her the #2 ranking in the US by Real Trends. She specializes in educating real estate agents on creating systems and tools to thrive in any real estate market. Carin has owned a real estate brokerage, sold over 5000 homes and currently co-leads one of the top teams in the US with her husband, Son. Her mission is to empower others to transform their lives by fostering mental, emotional and economic wealth so that they create the most incredible legacies possible. Follow Carin 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!

    1h 3m

  3. NOV 21

    How to Turn Your Real Estate Business Into a Referral Machine w/ Michael Maher

    Agents are constantly told that building relationships is the key to success in real estate, but this advice is missing a critical link.  Relationships alone don’t lead to referrals, being relational does.  The quality of our sphere relationships isn’t measured by how many names we have in our database. It’s measured by how often people are telling their own sphere about us.  Our aim should be delighting people and providing so much value, they have to tell their friends about the awesome real estate agent they know!  To accomplish this, we have to go beyond calling people every quarter - we have to invite them to events. Hosting events allows us to stop chasing business and start attracting it. It’s the most efficient way to connect with multiple people.  It’s also a powerful way to grow our businesses without the grind of prospecting. The best part: people don’t even have to show up for this strategy to work!  What’s the first event every agent should host? How can we host an event and actually make money in the process? How do we build a business on generosity and appreciation?  In this episode, we’re joined by coach, speaker and author of The 7 Levels of Communication, Michael Maher. He talks about the power of an event-based strategy and how to host your first one.    Guest Bio Michael J Maher is a coach, speaker and author of The 7 Levels of Communication. Formerly known as North America's Most Referred Real Estate Professional, in just his third year of real estate, Michael did 187 transactions for $40.1 MM in sales and netted one million dollars. He received over 500 Referrals for 11 straight years. And now, his (7L)System and methodologies have grown beyond the real estate world to see its application in nearly every profession and industry. His last event had over 50 different professions in the room! It all started with a powerful book (7L) The Seven Levels of Communication: Go from Relationships to Referrals endorsed but such stalwarts as Dave Ramsey, Dr. Ivan Misner, Bob Burg, Larry Kendall, Howard Brinton, Barbara Corcoran, Gary Keller, and many more. To join the Generosity Generation, go to http://joingengen.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!

    1h 7m

  4. NOV 7

    How to Survive and Succeed in the New Real Estate Landscape w/ Scott Drucker

    As the market shifts and buyer compensation rules evolve, many agents are left wondering how these transformations will impact their business.  Navigating these changes requires more than just a quick update—it demands a thorough understanding of how new regulations will affect buyer expectations and agent compensation alike. Many REALTORS® are struggling to keep up with these shifts. The new compensation changes and the evolving role of the National Association can create confusion and frustration. Clients rely on your expertise, and if you can't navigate these new waters, it can lead to mistrust and a loss of business.  How can we compete with agents who are already embracing these changes? What will happen to sales if we can't effectively communicate the benefits of the new compensation model?  In this clip, CEO at Arizona Association of REALTORS® Scott Drucker joins me to talk about the past, present and future changes in the world of real estate, how this will impact those in the industry and how to navigate it. We also talk about his experience within the industry and some common patterns he’s seen.   Guest Bio Scott M. Drucker, Esq. is the Chief Executive Officer of the Arizona Association of REALTORS®, the state’s largest trade association representing over 57,000 real estate professionals. Promoted from his role as General Counsel and Assistant CEO, a position he held since 2013, Scott now leads the Association’s operations, championing its mission and strategic initiatives across Arizona. With a background in political science from the University of Rochester and a Juris Doctor degree from The George Washington University Law School, Scott also studied at the London School of Economics. Prior to joining Arizona REALTORS®, he practiced law privately. Scott is an active contributor to Arizona’s real estate industry, serving on committees like the ARMLS Strategic Steering Committee and frequently speaking on real estate topics.   Find Scott on LinkedIn @Scott Drucker Listen to the Arizona REALTORS® Voices podcast here: https://podcasts.apple.com/us/podcast/arizona-realtors-voices/id1729481753    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

  5. OCT 24

    How to Sell a Winning Real Estate Product in a Crowded Market w/ Greg Hague

    In the wake of recent lawsuits and intense competition, many real estate agents are facing their biggest challenges of their entire careers. It’s no wonder why many feel overwhelmed and even uncertain about the future in the industry.  The truth is, buyers today are looking for more than just a transaction - they want a trusted partner who can provide them with exceptional value and insights. The fear of competition and the complexities of new compensation laws can be discouraging, but they are actually great opportunities too.  Here’s the thing: real estate practically sells itself, so we have to do a lot more than compete on experience. We have to create a winning product.  How can we articulate our unique value proposition in a way that resonates with potential buyers? What are the ways to differentiate ourselves to win clients and secure those vital commissions? In this episode, we’re joined by the founder and CEO of 72SOLD Greg Hague. He talks about the biggest challenges agents are facing, how the 13% sets themselves apart from the rest and why it's vital to have a stellar value proposition.    Guest Bio Greg Hague is the founder and CEO of 72SOLD, America’s leading home-selling program. With a career dedicated to revolutionizing real estate, Greg has been recognized as a "Real Estate Visionary" by Real Estate Today magazine. His achievements include founding an international referral service, Arizona's top luxury home brokerage, and a 122-office, 4,000-agent franchise. A trusted real estate expert for NPR, The Wall Street Journal, and other major media, Greg has appeared on over 200 TV and radio shows. He authored the Amazon bestseller How Fathers Change Lives and has been a keynote speaker at over 450 events for companies like American Express and Sotheby’s International. In 2009, Greg briefly stepped away from real estate to practice law, achieving the top score on the Arizona bar exam and teaching at Arizona Summit Law School, where he was voted "Law Professor of the Year." His real estate training company is the most recommended on LinkedIn, and his proprietary 22-step home launch formula has been featured in over 200 publications. Since its launch in 2018, 72SOLD has grown by 300%-500% annually and has been recognized by Forbes and major networks. It ranks among Inc. 5000's Top 5 Fastest Growing Real Estate Companies in America and was voted Arizona's #1 real estate brand. A lifelong health advocate, Greg stays active as a pilot, motorcycle enthusiast, and a relentless real estate innovator. Visit https://greghague.com/  Visit https://72sold.com/  Find Greg on LinkedIn @Greg Hague   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 2m

  6. OCT 10

    Will AI Replace the Real Estate Appraisal As We Know It? w/ Tom Canale

    In today’s fast-evolving real estate landscape, technology is changing how we do everything—including property appraisals.  The rise of Automated Valuation Models (AVMs) has left many wondering: Is the traditional appraisal process going to be replaced? While AVMs offer speed and convenience, they rely heavily on data. But what happens when the data is incomplete, inaccurate, or fails to account for the unique nuances of a property?  Can AI truly capture the condition of a home without stepping inside? Many appraisals are automated today, but there will always be properties that require a human touch—a walk-through that AI simply can’t replicate. In this episode, certified residential appraiser, licensed real estate broker and founder of Truppraisal, Tom Canale joins talks about how new technology is impacting appraisals. We also talk about the number 1 mistake agents make when it comes to comps and how Truppraisal helps both the 13% and 87%.   Guest Bio Tom Canale is a seasoned real estate professional with over 20 years of experience in residential property appraisals and sales. Having sold millions of dollars worth of homes as a real estate broker, Tom combines his extensive industry knowledge with a genuine passion for helping others. Tom’s entrepreneurial journey began in his twenties with the launch of 2-Day Appraisal Inc., a successful business that grew to employ nine people during a booming real estate market. In 2018, he and his wife expanded their ventures by purchasing and transforming a restaurant into a thriving family-friendly sports grill. Now, with his focus on Truppraisal, Tom is channeling his experience and vision into this next chapter, optimistic about the bright future ahead. Visit https://truppraisal.com/  Find Tom on LinkedIn @Tom Canale    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!

    58 min

  7. SEP 26

    iBuyers Aren’t the Enemy: How to Create the Ultimate Real Estate Value-Add w/ Debra E-Leon

    In today’s market, there are many factors that can take an agent out of this business. One of the worst things you can do is treat iBuyers like the enemy and only offer the  traditional real estate transaction.  Platforms like Offerpad provide multiple ways for the consumer to sell a home, but a lot of agents don’t want to hear it (or tell their clients about it).  Here’s the problem: If our clients aren’t learning about iBuyer options from us, we’re at risk of losing the transaction entirely.  Instead of trying to drive a singular real estate solution, including iBuyer options in our offerings makes us more valuable. How do we create a multifaceted service that solves different problems for sellers? How do we work through market changes instead of letting them defeat us?  In this episode, we’re joined by real estate leader and Director of Brokerage Partnerships at Offerpad, Debra E-leon. She talks about howiBuyers and agents can create the ultimate win by working together, her journey and all the ways she’s giving back and making a contribution.    Guest Bio Debra E-Leon brings a wealth of experience to any situation. Serving as a real estate leader and business developer over the last 20 years, Debra has sought to harness networking relationships and business needs with the communities in which she serves. This has included serving on the Board of Women’s Council of Realtors San Diego as Treasurer, VP of Membership of her local Parent Teacher Association and currently serving as a board member of the Hispanic Association Real Estate Professionals. Active in non-profit organizations and President of Xan You Matter Foundation, Debra has established a reputation of dependability, connectedness and getting things done. Debra has lived in the Valley for the last 9 years and is excited to offer her 20 years of expertise along with her certification as a Facebook Marketing Strategist to help her customers execute effective online marketing strategies. Connect with Debra on LinkedIn or follow her 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!

    54 min

  8. SEP 12

    Front Load Your Database: How to Build An Infinite Real Estate Pipeline w/ Jason Pantana

    If you’re a real estate professional in 2024, you’re competing with millions of agents and consumers have their pick of thousands of agents in their market.  This is the reality of the business.   If you’re wishy-washy, inconsistent and not putting effort into marketing, you’ll have NO PIPELINE and quickly find yourself in the 87% of agents who leave the business.  The key to standing out and building a never ending pipeline? Finding a segment of the marketplace and building authority so you can DOMINATE IT.  Whether it’s a neighborhood, a specific niche, or a lead generation platform, you have to pick something that will produce a harvest of leads, relationships and deals. How do you front load your database for future opportunities? How is real estate shifting from a relationship-based business to a research-based one?  In this episode, coach, trainer, and speaker for Tom Ferry International, Jason Pantana shares the blueprint for success in a crowded real estate market.    Guest Bio Jason Pantana is a coach, trainer, and speaker for Tom Ferry International the world’s leading real estate coaching program, as well as host of the popular seminar, Marketing Edge. His dynamic sessions arm professionals with the tools they need to stay current, competitive, and, above all, successful. Formerly the education director for a leading national real estate franchise, Jason creates tailored sessions for a range of professionals. His areas of expertise include social media strategy, digital marketing, and developing an eye for emerging business trends. He’s provided clear paths for companies, both large and small, to roll out powerful advertising campaigns through the use of Facebook, Instagram, YouTube, Google, and other mass online platforms. Jason has gained thousands of social media followers through his many effective engagements. His energetic style engages his audiences — in individual, team, and conference settings alike — while readying them to utilize the ever-changing marketing tools of today. For more information, head to https://www.jasonpantana.com/  To find out about the 4-week AI bootcamp go to tomferryacademy.com/ai-marketing-academy.    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
See All (17)

Ratings & Reviews

5
out of 5
4 Ratings

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
    2K
  • Episodes
    17
  • Rating
    Clean
  • Copyright
    © 2024
  • Show Website
    The 13% Podcast

You Might Also Like

To listen to explicit episodes, sign in.

Stay up to date with this show

Sign in or sign up to follow shows, save episodes, and get the latest updates.
Select a country or region

Africa, Middle East, and India

Asia Pacific

Europe

Latin America and the Caribbean

The United States and Canada