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Want a real look at how agents can win when the market isn’t easy? We sit down with managing broker Melissa Schwartz of Realty One Group Paradise Valley to unpack what actually moves the needle: listening, legal fluency, and hyperlocal market insight. Arizona may be adding jobs at a rapid clip, but buyers still hesitate as rates and headlines fuel uncertainty. Melissa breaks down how to turn those headwinds into an advantage by mastering forms, knowing your 10-mile radius better than anyone, and building marketing plans that last longer than a week.

We get practical about the shift from portal-driven leads to relational, boots-on-the-ground work. Think neighbor letters before open houses, door knocking with tact, and content that educates rather than chases clicks. Melissa shares why 18 contract changes in 2024 demand deeper training, how DISC helps tailor conversations to engineers and emotion-driven buyers alike, and what mentorship looks like inside a culture that values collaboration over competition. We also explore serving veterans with care, including VA loan nuances and strategies for sight-unseen moves on tight timelines.

The conversation expands into ADUs as a real solution for multi-generational living and affordability in Arizona. State rules opened the door, but city overlays still dictate usage and rental policies—so due diligence matters. We outline smart financing choices, rate buydowns, and the timeless advice to marry the house, not the rate, as long as the payment fits your life. If you’re an agent, leader, or client who wants clarity instead of hype, this talk delivers grounded strategy and a path to confidence.

If this resonates, follow the show, share it with a colleague, and leave a quick review to help more people find conversations that actually move their business forward.

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Ever wonder how a DJ’s instinct to read a room can translate into closing deals, building community, and creating real financial freedom? We sit down with Brian Bressler—22, newly rooted in the Valley, insurance broker, and founder of The Closing Table—to trace the leap from cross-country move to meaningful momentum. The story runs on courage and craft: driving west with a trailer, starting a networking series for real estate pros and allied trades, and using the same attention-to-energy that drives a packed dance floor to spark collaboration and referrals.

We dig into the habits that make freedom work. Brian shares how a color-coded calendar and a ruthless focus on inputs—calls, meetings, follow-ups—beat obsessing over outcomes. We talk about the advisor mindset in insurance and real estate: people first, business second. That lens pays off when a friend faces a denied AC claim and a premium spike to $7k; one warm introduction and smart policy work save thousands and likely shorten her path to true homeownership. Along the way, we unpack the college question with nuance: you don’t need a degree to win, but you do need education—mentors, reps, and the humility to keep learning.

Under the tactics sits a steady core: faith, accountability, and kindness. The serenity prayer becomes a daily operating system; “don’t fold” becomes a plan, not a platitude. From street-level hustle—handing out mixes and collecting numbers—to building a database that compounds over years, we chart how relationships turn into resilience and how service quietly becomes a strategy. If you’re ready to stop chasing money and start attracting opportunity by being useful, this conversation gives you the playbook and the push.

Enjoyed the conversation? Follow Brian on Instagram at brian.bressler, subscribe for more candid builder stories, and drop a comment with the one input you’ll improve this week. Your next connection might be in this feed—share this with someone who needs the nudge.

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What separates the 13% of real estate agents who succeed from the 87% who fail? Lance Billingsley, VP of Development for Navi Title and host of the 13% Podcast, reveals the stark realities and powerful strategies that can transform your business approach.

This conversation cuts through the noise of generic "mindset" advice to deliver something more valuable: practical wisdom on setting your mind right for sustained success. Lance challenges conventional thinking with his assertion that "it's not about what you know, it's not about who you know, it's about who knows you" – a perspective shift that could revolutionize how you approach networking and relationship-building.

The most compelling insights come when Lance shares his personal journey through multiple real estate career phases, including a pivotal moment when he was rejected for a Home Depot job during a difficult period. That rejection ultimately kept him in real estate, leading to his current success. His vulnerability demonstrates that even industry leaders face periods of uncertainty and reinvention.

Perhaps the most actionable takeaway is Lance's strategy for accountability: using your children or loved ones as motivation. When you connect your business goals to their rewards or expectations, you create a powerful external force that keeps you going when your internal motivation falters. This approach transforms abstract business targets into deeply personal commitments you can't bear to break.

Looking ahead, Lance warns that AI adoption will separate those who thrive from those who struggle in coming years. He urges listeners to move beyond using AI for basic tasks and instead leverage it for CEO-level functions that can dramatically scale your business capabilities.

Whether you're struggling in today's challenging market or looking to elevate an already successful practice, this conversation offers rare, unfiltered wisdom from someone who's navigated both the peaks and valleys of real estate. Ready to join the 13% who succeed? The journey starts with understanding why the other 87% don't.

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