🎤Three top producers, one set of questions: how they build referral businesses that outlast social media.

Icons 100 puts the same five questions to top-producing real estate agents, back to back, so you can hear how different people answer under the same pressure. This episode features three guests navigating the exact same career stage; many agents hit the point where hustle stops being enough.

Between them, they cover 20+ years of production, a shift from a college classroom to real estate, a coaching relationship that started in 2001, and client families spanning three generations. Real numbers, real timelines, no theory.

🎧 Hosted by: Bens

🎤 Featuring:

Peg Walsh- 26 years working in New Hampshire real estate, with a background as a college professor.

Tim Saeland- a top producer who shifted his business from personal production toward systems, mentoring, and delegation.

Rob Commodari - a 22-year veteran in the Portland market, host of American Dream TV, and a supporter of Children's Miracle Network through his closings.

💡 What You’ll Learn in This Episode:

✔️ Turning "just another agent" into the agent clients specifically ask for

✔️ Building a reputation that keeps working even if social media disappeared tomorrow

✔️ Why working by referral is different from just working by word of mouth

✔️Recognizing the moment your own hustle becomes the ceiling on growth

✔️Shifting from producing everything yourself to multiplying through systems

✔️ Turning one client relationship into three generations of referrals

✔️Building a 10-year plan around owning mind share, not just market share

Connect with Peg Walsh

Facebook: https://web.facebook.com/pegwalshrealtor/

Instagram: https://www.instagram.com/sellingmonadnock/

LinkedIn: https://www.linkedin.com/in/margretwalsh/

Website: peg.walsh@fourseasonssir.com

Connect with Tim Saeland

Facebook: https://www.facebook.com/pdxreguy

Instagram: https://www.instagram.com/pdxreguy/

LinkedIn: https://www.linkedin.com/in/tsaeland/

Youtube: https://www.youtube.com/@timsaelandportlandrealestate

Connect with Rob Commodari

Facebook: https://www.facebook.com/rcommodari/

Instagram: https://www.instagram.com/rcommodari/

LinkedIn: https://www.linkedin.com/in/robcommodari

Youtube: https://www.youtube.com/@timsaelandportlandrealestate

Website: https://talktorob.com/

⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/

Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature.

#RealEstateSuccess #ProbateRealEstate #AnswerEngineOptimization #RealtorTips #ScalingYourBusiness #BusinessGrowth #ClientRelationships #Bens #Rob Commodari #Peg Walsh #Tim Saeland

Why trying to appeal to everyone on social media is exactly what's making your real estate business invisible.

Kyle Scott reveals why storytelling is biologically hardwired to build trust and how agents can use it to outcompete artificial intelligence. From his roots at NBC News to his current role at Luxury Presence, Kyle shares actionable strategies for creating a personal brand that captures qualified leads—even if you never want to show your face online. We also dive into how mining your existing database for life events can unlock hidden listing opportunities.

🎧 Hosted by: Tomas Fonseca

🎤 Featuring: Kyle Scott

Kyle Scott went from producing at NBC News to building a real estate education and media brand with Ryan Serhant. He currently leads partnerships and brand strategy at the proptech platform Luxury Presence, focusing on empowering agents to connect with audiences through authentic storytelling.

💡 What You’ll Learn in This Episode:

✔ Leveraging the biological science of storytelling to win trust and connect with clients

✔ Differentiating yourself from AI tools by doubling down on emotional intelligence

✔ Identifying your core audience's pain points to build a targeted personal brand

✔ Generating qualified leads on social media without ever showing your face

✔ Optimizing your online search presence to capture leads from offline networking

✔ Building a defensible business moat by fostering a sense of community and belonging

✔ Mining your existing database for critical life events to uncover hidden listings

Connect with Kyle Scott:

🌐 Website → https://kylescott.com/

💼 LinkedIn → https://www.linkedin.com/in/kylewilliamscott/

📸 Instagram → https://www.instagram.com/kylescottoriginal

📘 Facebook → https://www.facebook.com/luxurypresence/

⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/

Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature.

#IconsOfRealEstate #RealEstateMarketing #StorytellingInSales #PersonalBranding #PropTech #RealEstateAI #LeadGeneration #LuxuryPresence #RealEstateAgents #RelationshipBuilding #TomasFonseca #KyleScott

What happens if your digital footprint disappears tomorrow? Three top agents reveal how they build unshakable brands and leverage tech to win.

In a market flooded with real estate agents, standing out requires more than just a license. Steve Houck shares how maintaining an immaculate online review profile keeps his pipeline full, while Bill Gross breaks down his strategy for dominating the Los Angeles probate market by being the ultimate resource for attorneys. Gary Lanham explores the profound shift toward Answer Engine Optimization, detailing how utilizing AI allows agents to directly answer the hyper-specific questions buyers are asking.

Together, these three industry leaders reveal blueprints for building sustainable, referral-based businesses that outlast any market shift.

🎧 Hosted by: Ben

🎤 Featuring: Steve Houck, Bill Gross, Gary Lanham

Steve Houck brings 27 years of Mississippi real estate expertise, distinguished by his focus on AI and dedicated client communication. Bill Gross is a Los Angeles probate expert who scaled a 40-person team by prioritizing high-level B2B relationship building. Gary Lanham is a Fort Lauderdale tech pioneer, leveraging video and Answer Engine Optimization to keep sellers ahead of the curve.

💡 What You’ll Learn in This Episode:

✔ Discovering your unique comparative advantage in a crowded real estate market

✔ Leveraging video and digital assets to build trust at scale before you ever meet a client

✔ Transitioning from a high-producing agent to a scalable business owner

✔ Using Answer Engine Optimization to get more eyes on your property listings

✔ Fostering lifelong client relationships that generate a consistent stream of referrals

✔ Becoming the definitive national authority in a specific real estate niche

Connect with Steve Houck

YouTube: https://www.youtube.com/@TheSteveHouckTeam

Facebook: https://www.facebook.com/TheSteveHouckTeam

Instagram: https://www.instagram.com/thestevehouckteam

LinkedIn: https://www.linkedin.com/in/the-steve-houck-team

Connect with Bill Gross

YouTube: https://www.youtube.com/@billgrossprobate?sub_confirmation=1

Facebook: https://www.facebook.com/BillGrossProbate

Instagram: https://www.instagram.com/BillGrossProbate

Linkedin: https://www.linkedin.com/in/BillGrossProbate

Website: https://www.thelaprobateexpert.com/

Connect with Gary Lanham

Website: https://www.garylanhamgroup.com/

YouTube: https://www.youtube.com/@garylanhamgroupsouthflorid8816

Instagram: https://www.instagram.com/garylanhamgroup

Facebook: https://www.facebook.com/GaryLanhamGroup/#

⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/

Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature.

#RealEstateSuccess #ProbateRealEstate #AnswerEngineOptimization #RealtorTips #RealEstateAI #DigitalMarketing #BusinessGrowth #ClientRelationships #Ben #SteveHouck #BillGross #GaryLanham

What does a degree in abnormal animal behavior teach you about winning high-net-worth clients?

Financial advisors and real estate agents share the same core business model: trust. Today, Gary Sinderbrand shares how he went from zero sales experience to managing a third of a billion dollars in client assets. We break down the psychology of winning high-net-worth clients, why prospects choose the person over the firm, and how to construct a business that will outlast you.

🎤 Featuring: GARY SINDERBRAND

Gary Sinderbrand is the founder of Better Path Training and host of the podcast If the Public Only Knew. He started his career at Merrill Lynch with no sales experience, ultimately managing over a third of a billion dollars in client assets. He co-created the Payne Sinderbrand program, shaping the careers of more than 12,000 financial advisors.

💡 What You’ll Learn in This Episode:

✔ Leveraging unconventional backgrounds into massive sales success

✔ Managing high net worth client assets effectively

✔ Developing peer-based training programs for your team

✔ Building trust as the absolute foundation of relationship-driven sales

✔ Winning high net worth clients through personal connection

✔ Creating a resilient business model that outlasts your involvement

Connect with GARY SINDERBRAND:

💼 LinkedIn → https://www.linkedin.com/in/gsinderbrand

🌐 Website → https://betterpathtraining.com/

⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/

Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature.

#HighNetWorth #ClientTrust #SalesPsychology #BusinessGrowth #WealthManagement #RealEstateSuccess #RelationshipDriven #GARYSINDERBRAND

What happens when you strip away your social media? Three top-producing agents reveal the unseen systems that actually drive their referral engines.

Join top-producing agents Thom Tillier, Dominique Magee, and Jon Schaefer as they reveal the hidden systems behind their massive real estate success. From Thom's Florida relocation YouTube empire and Jon's team-driven, off-social approach, to Dominique's community-focused master plan that overcame industry discrimination, this episode is packed with actionable strategies. Learn how to transition from a burnt-out solo producer to a true business owner by mastering delegation, building financial algorithms, and planting the seeds for long-term passive income.

🎧 Hosted by: Bens

🎤 Featuring:

1. Thom Tillier

2. Dominique Magee

3. Jon Schaefer

💡 What You’ll Learn in This Episode:

✔ Establishing yourself as a category of one in a heavily saturated market

✔ Building an unshakeable reputation that outlasts social media trends

✔ Cultivating fierce loyalty by educating underserved local communities

✔ Transitioning seamlessly from a burnt-out high producer to a scalable business owner

✔ Designing financial algorithms to protect your income during market shifts

✔ Leveraging backend systems and support teams to dramatically improve client experiences

✔ Creating a ten-year master plan for passive income and long-term community influence

Connect with Thom Tillier:

Website → https://www.tamparelo.com/

YouTube → / @tampafamilyliving

Instagram → / thomtillier

LinkedIn → / thomtillier

Connect with Dominique Magee:

Website → https://classicsouthernrealty.com/use

Instagram→ / positivelydee

Facebook→ / dominique.magee.890258

Connect with Jon Schaefer:

YouTube: / @jonthehomeguy

Instagram: / jonthehomeguy

LinkedIn: / jon-schaefer-465751331

Zillow: https://www.zillow.com/professionals/real-estate-agent-reviews/

Website: https://jon.smartdenverhomesearch.com/

⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/

Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature.

#IconsOfRealEstate #RealEstateInvesting #RealEstateBroker #CommunityDevelopment #RealEstateTeam #PropertyManagement #FloridaRealEstate #RealEstateGrowth #TopProducer #RealEstatePodcast

When most people hear “franchise,” they think fast food. Jon Ostenson thinks bigger — and quieter. In this episode, host Jim Remley sits down with the CEO and founder of FranBridge Consulting, who calls himself “a real estate broker, but for franchises,” to unpack the world of non-food franchising and why it’s become a favorite diversification play for real estate investors.

Jon breaks down the “boring” businesses quietly throwing off cash — property services, home services, senior mobility, B2B niches — why “non-sexy is the new sexy,” and how the executive (semi-absentee) model lets you own a business without running it day to day. We also cover what it really costs to get in, the misconceptions that trip people up, the red flags to watch for, and the tax advantages that pair so well with real estate.

👉 Free resources & Jon’s book “Nonfood Franchising”: FranBridgeConsulting.com

Chapters below 👇 | New episodes of Icons of Real Estate every week — subscribe & turn on notifications.

Most agents didn’t get into real estate to chase signatures and send follow-up emails at midnight — but that’s what the job has become. In this episode, host Robert Kennedy III sits down with Kristen Thompson and Michelle Schubert, co-founders of Subi, the AI-powered transaction platform built on one idea: let the robot do what the robot can do, so the human can be human.

They break down how Subi turns ~an hour of post-contract admin into about two minutes — reading the purchase agreement (even California’s 160-page version), loading every contingency and deadline onto your calendar, dropping documents into your TMS, and drafting your escrow and client emails for you to approve. We also get into why the future of software is “no dashboards,” what an agent’s job looks like in three years, and a first look at Cadet — their crowdsourced AI skills engine.

👉 Learn more about Subi: oksubi.com

Chapters below 👇 | New episodes of Icons of Real Estate every week — subscribe & turn on notifications

Commercial real estate brokers are still driving around neighborhoods looking for properties. In 2026. Doug Sullinger — 30 years at Oracle, IBM, and Dun & Bradstreet — watched it happen and built Basil AI to fix it.

Basil is an agentic AI platform that covers every parcel in the United States with 150-200 verified data points. Brokers type in what they're looking for, and the platform returns the best sites with feasibility scores and financial underwriting — in minutes.

In this interview, you'll learn:

• Why commercial brokers are still "driving the market" — and why that's about to end

• How intent data generated 4 offers from 100 contacts in 2 days

• How Basil covers every US parcel with 150-200 verified, multi-source data points

• Why open AI models pulling from the internet can't compete with proprietary cleansed data

• The Georgia Tech partnership training the next generation of CRE brokers

• How a broker with 9 months of experience closed a $5M industrial deal using Basil

• Where AI in commercial real estate is headed — LOI creators, OM builders, CRM integration

"One tank of gas can pay for a month of Basil. There's your ROI — just from not driving around."

Try Basil AI: basil.ai

Free trial available — use it on your first deal

🏠 Icons of Real Estate delivers proven strategies from the world's top producers.

📩 Want to be a guest? Reach out at https://iconsofrealestate.com/

📱 Follow Icons of Real Estate:

LinkedIn: https://www.linkedin.com/company/iconsofrealestate/

Instagram: https://www.instagram.com/iconsofrealestate/

Facebook: https://www.facebook.com/IconsOfRealEstate