Ty Martin, SIOR, MBA, a tenant rep broker in the Charlotte and Lake Norman market, says more than 78% of commercial real estate transactions are leases, yet by his count fewer than 20% of commercial brokers represent tenants. He also argues that many residential agents already have commercial clients in their database: the business owners they’ve helped buy homes.

Ty explains how a dentist with several leased locations can become a referral that keeps you top of mind long after closing, and why that conversation beats another market-update email. He also covers the seven commercial asset classes and four broker disciplines, what actually changes when an agent moves from residential to commercial, and why he thinks trying to do both is a mistake.

https://kwcnational.com/the-team/ty-martin/

https://www.instagram.com/tysdoingnumbers/

https://www.instagram.com/the4ambroker

Epic Agents Podcast:
https://epicagentspodcast.com/

About the host:

Jeff Hamm is a real estate broker with Ivester Jackson | Christie’s International Real Estate, serving Lake Norman & Charlotte, North Carolina and Banner Elk, North Carolina. He specializes in luxury, waterfront, mountain, and investment property, with a focus on buyer representation. He is also the founder and host of The Best of LKN and Banner Elk Living.

Learn more and contact Jeff:
https://lknreal.com/
https://bannerelkliving.com/

Jeff's Marketing Agency:
https://aidawerks.com/

Jeff Hamm is a North Carolina real estate broker with Ivester Jackson | Christie’s International Real Estate, serving two of the state’s most sought-after markets: Lake Norman and Banner Elk and the greater High Country. He specializes in luxury and second-home property, from Lake Norman’s waterfront, golf, and lakefront communities to High Country communities including The Lodges at Eagles Nest, Elk River Club, Farm at Banner Elk, Diamond Creek, and Echota. He also works with buyers of condominiums, homes in active adult and family-friendly neighborhoods, and short-term rental and investment properties. His focus is buyer representation, where his relationships with each region’s top listing brokers, builders, and designers give his clients a measurable edge.

Jeff is also the founder and host of two local media platforms, The Best of LKN (since 2020) and Banner Elk Living. Each includes a podcast and newsletter that spotlight the area’s most admired small businesses, nonprofits, and entrepreneurs. He publishes the annual Lake Norman Visitors Guide and Banner Elk Guide, produces regular market reports for both regions, and hosts The Best of Lake Norman Business Network and the Banner Elk Business Network.

Erin Ward is 10 years into her real estate career and still scripts and role-plays five days a week, with partners from around the country. She says it's what separates the agents succeeding in 2026 from everyone else. Erin is a Hampton Roads agent with HRVA Homes - an LPT Network affiliate - and a Glover U coach. She has been a military spouse since 1995 and made 19 PCS moves. She built a business centered on VA and military buyers, drawing on earlier work in hospitality, the Department of the Army, radio marketing and data analytics.

Erin explains why she rotates role-play partners every 30 to 60 days so practice never gets comfortable, and why internalizing a script beats memorizing it. She names the two places practice pays off most: initial lead conversion, and buyer and listing consultations. For consultations, she builds a slide deck as a prompt for herself rather than for the client. She and Jeff also cover why accountability is usually what moves the needle in coaching, and how a coach can help agents avoid burnout.

https://www.hrvahomes.com/

https://www.instagram.com/realerinward/

Epic Agents Podcast:
https://epicagentspodcast.com/

About the host:

Jeff Hamm is a real estate broker with Ivester Jackson | Christie’s International Real Estate, serving Lake Norman & Charlotte, North Carolina and Banner Elk, North Carolina. He specializes in luxury, waterfront, mountain, and investment property, with a focus on buyer representation. He is also the founder and host of The Best of LKN and Banner Elk Living.

Learn more and contact Jeff:
https://lknreal.com/
https://bannerelkliving.com/

Jeff's Marketing Agency:
https://aidawerks.com/

Jeff Hamm is a North Carolina real estate broker with Ivester Jackson | Christie’s International Real Estate, serving two of the state’s most sought-after markets: Lake Norman and Banner Elk and the greater High Country. He specializes in luxury and second-home property, from Lake Norman’s waterfront, golf, and lakefront communities to High Country communities including The Lodges at Eagles Nest, Elk River Club, Farm at Banner Elk, Diamond Creek, and Echota. He also works with buyers of condominiums, homes in active adult and family-friendly neighborhoods, and short-term rental and investment properties. His focus is buyer representation, where his relationships with each region’s top listing brokers, builders, and designers give his clients a measurable edge.

Jeff is also the founder and host of two local media platforms, The Best of LKN (since 2020) and Banner Elk Living. Each includes a podcast and newsletter that spotlight the area’s most admired small businesses, nonprofits, and entrepreneurs. He publishes the annual Lake Norman Visitors Guide and Banner Elk Guide, produces regular market reports for both regions, and hosts The Best of Lake Norman Business Network and the Banner Elk Business Network.

More here: https://epicagentspodcast.com/

Beth Boulware spent nearly a decade as marketing director and relocation director at Charter One Realty, the Low Country's top brokerage, before moving to the sales side. Now an agent with Kevin King Associates of Charter One Realty in Hilton Head and Bluffton, she explains why there's no single Low Country market. As she puts it, two homes 10 minutes apart can come with very different fees, memberships and lifestyles, so choosing the right community can matter as much as choosing the house.

Beth explains why print still works in a market with a large 55-and-older population. She sends direct mail for longer than three months and skips the usual beds-and-baths details, an approach that recently brought a call from a homeowner in his 90s. She also shares how she turns the questions clients ask her each week into social content, and how a community shortlist questionnaire and a monthly newsletter, promoted with a QR code on her mailers, keep her mail, email and social working together. Her advice for newer agents: pick one to three communities to farm, learn them better than anyone, and follow up with the leads who won't move for a year or two.

Website: https://www.charteronerealty.com/agent/beth-boulware/
Instagram: https://www.instagram.com/thebethboulware/

Epic Agents Podcast:
https://epicagentspodcast.com/

About the host:

Jeff Hamm is a real estate broker with Ivester Jackson | Christie’s International Real Estate, serving Lake Norman & Charlotte, North Carolina and Banner Elk, North Carolina. He specializes in luxury, waterfront, mountain, and investment property, with a focus on buyer representation. He is also the founder and host of The Best of LKN and Banner Elk Living.

Learn more and contact Jeff:
https://lknreal.com/
https://bannerelkliving.com/

Jeff's Marketing Agency:
https://aidawerks.com/

Jeff Hamm is a North Carolina real estate broker with Ivester Jackson | Christie’s International Real Estate, serving two of the state’s most sought-after markets: Lake Norman and Banner Elk and the greater High Country. He specializes in luxury and second-home property, from Lake Norman’s waterfront, golf, and lakefront communities to High Country communities including The Lodges at Eagles Nest, Elk River Club, Farm at Banner Elk, Diamond Creek, and Echota. He also works with buyers of condominiums, homes in active adult and family-friendly neighborhoods, and short-term rental and investment properties. His focus is buyer representation, where his relationships with each region’s top listing brokers, builders, and designers give his clients a measurable edge.

Jeff is also the founder and host of two local media platforms, The Best of LKN (since 2020) and Banner Elk Living. Each includes a podcast and newsletter that spotlight the area’s most admired small businesses, nonprofits, and entrepreneurs. He publishes the annual Lake Norman Visitors Guide and Banner Elk Guide, produces regular market reports for both regions, and hosts The Best of Lake Norman Business Network and the Banner Elk Business Network.