As we head into Q4 and start preparing for ‘27, a lot of us are rethinking everything, and one question keeps coming up with the agents I coach: should I have a team? People usually have a strong belief one way or the other. So I brought my friend Joel Perso back on the show to unpack it, because I take notes every time I talk to him.

Joel has been in real estate since 2012, and he reminded me how short the history of teams really is. The idea of a real estate team is only about 15 years old, and the big push to build teams was about retention, not wealth building. A lot of agents who got into the business in the last 10 years have only heard that the goal is to have a team. “Why wouldn’t you do that?” But for a lot of people it’s not the right answer.

We get into the questions to ask before you build anything: Am I maxed out on what I can do by myself right now? Why do I actually want a team? What kind of agents do I want to attract? Will I enjoy my day-to-day life as a team leader? Then we cover the different team models, how to run the math without getting drunk on the spreadsheet, and what it means for team leaders who are realizing they don’t have to keep running a team at all.

Key Topics Covered:

* Why fewer home sales put more pressure on the system

* The short history of real estate teams, and why retention drove the boom

* Decision-making and the ripple effect of saying yes or no

* The first question: are you maxed out on your own?

* Why you want a team, and using assessments like Working Genius

* True teams, teamerages, and hybrid models

* Deciding what kind of agents you want to attract

* Doing the math on leads, splits, and your own time

* The responsibility that comes with leading people

If you ask yourself, ‘Do I have to have a team?’ And the answer is, ‘No, I don’t have to,’ then it needs to be a hell yes. – Joel Perso

This one’s for you if you’re deciding whether to build, grow, or step back from a team.

Connect With Us

* Book your Clarity call now at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com

* Instagram, LinkedIn, and Facebook: @johnkitchenscoach

I’m turning 50 in March, and like I did before 40, I’ve been asking what I’d tell my younger self. Something I read earlier this year really stuck with me: the only two people you need respect from are the eight-year-old you and the 80-year-old you. When I look back, what I remember most isn’t the milestones. It’s the moments we were laughing.

That’s why this conversation with my friend Michael “Disney Mike” Collier hit home. Mike spent 12 years at Disney, went from college program student to Disney Ambassador, became a top salesperson, then jumped into flipping, wholesaling, lending and eventually real estate, where he’s now a three-time Icon at eXp. And he’s honest about something most of us won’t admit: hitting the goal and then feeling empty a couple of days later. “Okay, so now what?”

Jesse Itzler says one of the worst things we can do is accomplish a major milestone and not immediately reset the goal. Mike and I dug into the other side of that: making sure the goal you’re chasing is actually yours, and not somebody else’s goal that just looked cool from the back of the room. We talk about what you see on stage versus the rest of the story, your 168 hours, deciding what “enough” is, and choosing the right lever so you’re not climbing the ladder faster on the wrong wall.

Key Topics Covered:

* Why the peaks are great, but you learn the most about yourself in the valleys

* Chasing shiny objects vs. keeping the main thing the main thing

* Mike’s Disney journey and the empty feeling after hitting Icon

* Resetting the goal and building sub-goals toward a bigger goal

* Seeing both sides of success before you decide what you want

* Your 168 hours, and why “enough” has to be defined

* Moving to higher price points: more of the right clients, not more volume

* The Speakers Alliance, and the one thing AI can’t replace

* Identity, pigeonholing, and trading toxic fuel for purpose

When you’re building that larger goal and those sub goals on your way to it, you have to make sure that the goal is actually the goal. – Michael Collier

This one’s for you if you’ve ever hit the number and wondered, “Now what?”

Connect With Us

* Book your Clarity call now at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com

* Instagram, LinkedIn, and Facebook: @johnkitchenscoach

Blake Berfelz is one of the five owners behind the Benson Crew, an Ontario team formed just over a year ago when three businesses merged into one. In this Coffee and Coaching hot seat, Blake joins me to unpack what it really takes to lead a merged real estate team through a market nobody in Ontario has seen before.

Blake came into real estate from the restaurant industry 14 years ago and helped build the residential side of his original team from the ground up. Today he helps run one of the most advanced AI-powered agent infrastructures we have seen on this show. Even with the tech dialed in, the hot seat comes down to something no system can fully solve on its own: the people behind it.

Connect With Us

* Ready to get clear on where your business is going? Book your Clarity call now at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com

* Instagram, LinkedIn, and Facebook: @johnkitchenscoach

Your background is not a liability. In this episode, I sit down with Jerry Van Leeuwen, a former paramedic turned real estate team leader out of Waterloo, Canada, who took every skill he built on the hardest days of other people’s lives and turned it into a serious competitive advantage in this business.

We get into Jerry’s origin story, from growing up on a farm to running EMS calls to walking into his very first closing and having to run full conflict resolution between a buyer and a seller. We talk about why the best marketer wins, why learning to write ads may be the fastest way to become a world-class marketer, and how Jerry is using AI to become more human, not to replace the human side of the business.

Connect With Us

* Ready to get clear on where your business is going? Book your Clarity call now at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com

* Instagram, LinkedIn, and Facebook: @johnkitchenscoach

Laura Justice has done just about every job real estate has to offer. She has spent over 30 years in this business, 17 of them in leadership and coaching. Today she leads the Incorvaia Team, 69 agents on pace to close over 600 units this year, with a goal of 100 agents by the end of next year.

But this hot seat isn’t about the growth. It’s about what that growth is costing her. Laura’s constraint is time. She’s still the source instead of the resource, saying yes to everything and no to nothing. In this episode of Coffee and Coaching, we unpack how she’s using systems, leverage, and leadership to buy that time back. That includes systems that duplicate, tools like Sisu, and handing training to the rising leaders already on her team. We also cover a breakthrough moment mid-conversation: using AI to clone yourself.

Key Topics Covered

* Why Laura runs a 60/40 split between coaching and personal production, and why staying in production keeps her sharp

* The Monday through Wednesday training cadence, including “Technique Tuesday,” that powers the team’s onboarding and agent development

* What a system really is: anything you’ll do more than once, documented so someone else can run it without you

* How tracking takes the “hallucination” out of real estate leadership

* Why so many agents are frozen in today’s market, and why new agents can be the path of least resistance

* Asking “Is it a system, a tool, a model, or a person?” before defaulting to a new hire

* How plugging top performers into training creates a win-win, using a teammate who converts 23 to 40% of Zillow leads as an example

* The “clone yourself” moment: building an AI coach that coaches you the way you coach others

* Visionaries vs. get-it-done leaders, and which ones stay on a team for the long run

* Why the fear of building people up so much that they leave is usually backwards

“I can’t be more bought in than they are.” - Laura Justice

Connect With Us

* Ready to get clear on where your business is going? Book a call with me at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com

* Instagram, LinkedIn, and Facebook: @johnkitchenscoach

Travis Wright came from 14 years of meth addiction, two shootings, and a rehab program in Cache, Oklahoma, where he started over from nothing. Three and a half years after getting his real estate license, he is an eXp ICON agent, a Top 250 producer nationally, and closed 47 transactions in 2025.

In this episode, I sit down with Travis Wright, a fellow Lawton, Oklahoma native, to unpack what taking action in real estate really looks like when you start with no experience, no marketing background, and a lot to prove. He shares how he got four deals under contract in his first few weeks, how he stays in front of his sphere on Facebook, and how he built a full presentation for a builder in two days using AI tools.

This one goes deeper than tactics. We talk about fear, discipline, consistency, flow, and why asking for help may be the most underrated skill in this business.

“If my mind is saying no, I try to analyze if that no’s out of fear. And if it’s out of fear, I need to go for it.” — Travis Wright

Connect With Us

* Ready to get clear on where your business is going? Book your 7 Figure Audit at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Discover How Agents Are Using Funnels, Content & AI to Predictably Close 4+ Deals a Month. Save your seat for the webinar: 7FigureBP.com

* Instagram, LinkedIn, and Facebook: @johnkitchenscoach

This market isn’t moving in one direction, and that’s exactly what’s catching agents off guard. In this episode, I sit down with Stacey Lambright, a 29-year veteran, eight-time ICON Agent at eXp, and one of the most connected operators in the Midwest, to talk about what’s really happening on the ground right now.

Stacey is seeing listings that still sell in 30 days with multiple offers sitting right alongside REOs, short sales, and climbing days on market. We dig into why the COVID buyer bubble is quietly creating distressed inventory, how she uses absorption rate and carrying costs to guide sellers, why her value stack keeps growing, and what’s working right now with cash buyer leads and open houses. We also get into niche marketing, community, and how she’s putting AI to work in her business.

And here’s what stuck with me most: after nearly 30 years in this business, Stacey still walks into the room as a student.

Key Topics Covered

* Why getting in the right rooms matters more than ever, and what top producers discussed at the Top 250 mastermind

* The hybrid market: hot pockets that still sell fast next to rising days on market, REOs, and short sales

* How COVID-era appreciation and hard money lending are turning some recent buyers into distressed sellers

* New builds vs. existing homes, and how sellers of 3 to 5 year old homes can compete with builders who have corrected

* Using absorption rate, carrying costs, and data as the “straw person” in your listing presentation

* Growing your value stack: staging consultations, organizers for downsizers, and portfolio lender credits

* Cash buyer lead sources and how to script the call so you don’t break rapport

* Back to basics: why an open house is your chance to overcome objections the buyer’s agent won’t

* Staging in a winter market, and the fraction of a second you get to catch a buyer’s eye online

* “Relationships are in the niches”: farming, community events, and giving back to local nonprofits

* AI in the real estate business and the four levels of delegation

“The saying used to be work smarter and not harder. Well, now it’s both.” — Stacey Lambright

Connect With Us

* Ready to get clear on where your business is going? Book your 7 Figure Audit at 7figurecall.com

* Download the AI & Leverage Toolkit now and uncover your biggest leverage opportunities at audit.7FigureBP.com

* Instagram: @johnkitchenscoach

* LinkedIn: @johnkitchenscoach

* Facebook: @johnkitchenscoach