The 13% Podcast is going weekly, and we're kicking it off with the everyday agent. Jaylene Clawson left a steady ISA job to become an agent, closed 10 deals by July of her first year, recruited her husband into the business, and now runs a team of 8 in Arizona's West Valley. Then this year hit her harder than any market. Lance and Jaylene get real about what it takes to get back on the horse, and why the work has to become the one consistent thing in your life.

You'll hear:

• Why Jaylene's first-year goal was simply "don't go broke"
• Why getting told no means you're doing it right
• How she and her husband Scott made working together actually work
• The shiny objects she stopped chasing, and the "boring stuff" she never stopped doing
• How Win by Noon taught her to time block
• Push vs. pull: how to find the person who gets you through a hard season

This episode is for every agent who's tired, tested, and wondering whether to go back to the "safe" job.

About your host: Lance Billingsley is the author of The 13%: How Top Performers Think, Act, and Execute Differently, built on a simple question: why do 87% of real estate agents leave the business within five years while 13% thrive? Over more than a decade of coaching, he has worked with hundreds of agents on the FIRE framework from the book: Focus, Initiative, Resilience, and Execution. He is a former business coach for Tom Ferry and co-owned one of the top five teams at Realty ONE Group, so his advice comes from building a business, not just studying one.

Mentioned in this episode:

• The 13% by Lance Billingsley: https://amzn.to/4v2ZmnE
• Win by Noon by Todd Bookspan
• The Clawson Team
• Pocket Listings & Unlocking Inventory with NAR President Kevin Brown

Thank you to our sponsors:

• Arizona REALTORS® Voices, the official podcast of the Arizona Association of REALTORS®: https://podcasts.apple.com/us/podcast/id1729481753
• WeSERV, Arizona's premier REALTOR® advocate since 1946, serving members in the West Valley, Southeast Valley, Pinal, Cochise, and Santa Cruz: https://weserv.realtor/
• Navi Title, title and escrow services across Arizona and Texas: https://www.navititle.com/

Kevin Brown stepped in as President in a very tumultuous time, but now he's focusing on getting agents back to doing transactions.

Kevin joins us to share the key developments in the industry, from pocket listings to NAR's efforts to double the capital gains tax exclusion. It's a bold move NAR believes would free up inventory that's locked up by interest rates.

What You'll Discover In This Episode

• Why NAR sends new presidents to Inman to face tough questions

• The biggest surprise to Kevin when he took the president's role

• Kevin's background as a multi-generational REALTOR® in Oakland

• The wealth-building advice Kevin's father gave him as a brand new agent

• Why NAR shifted MLS rule-making back to local level MLSs and brokers

• Why Kevin believes pocket listings is similar to redlining

About the Guest

Kevin Brown (AHWD, C2EX) is a REALTOR® from Oakland,CA, and the 2026 President of the National Association of REALTORS®. A second-generation real estate professional with 47 years of experience, he is broker-owner of Better Homes Realty and Brown Commercial Investment Real Estate Services.

Kevin has spent over two decades shaping real estate public policy at the local, state, and national level, serving as President of the California Association of REALTORS® in 2014 and on NAR's Board of Directors since 2011. His priorities have centered on industry ethics, affordable housing and financing, and increasing housing inventory.

Learn more about Kevin and NAR's industry advocacy efforts at https://www.nar.realtor/kevin-brown and https://www.nar.realtor/.

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.

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!

Most real estate agents describe their value in the least valuable way possible.

They say they sell homes, post their production numbers, celebrate volume, closings, awards, rankings, and "just sold" moments as if those things automatically prove their worth to the consumer. But to the public, that message often lands very differently than agents intend.

Instead of showing people the expertise behind the outcome, it reinforces the idea that real estate is mostly about money.

That's the trap. The sale is only the visible result; it's not the full story. The real value is in everything that had to happen before the sale: the strategy, negotiation, positioning, problem-solving, emotional guidance, risk management, and trust required to get a client safely from one side of the transaction to the other.

When agents only talk about the result, they leave the most important part of their value off the table.

And that's why so many consumers underestimate what agents actually do. They see the house sell and assume it would have happened anyway. They see the commission and question the value. They see the production brag and feel even more convinced that the industry is focused on its own success, not the client's outcome.

In this segment, we revisit a sharp conversation with Marc Davison, branding expert and co-founder of 1000watt. Marc explains why real estate has shaped much of its own public perception, why "I sell houses" is a weak value proposition, and how agents can start telling a better story about the work that actually makes them worth hiring.

Guest Bio

Marc Davison is the co-founder of 1000watt. He has spent much of his career helping brands both inside and outside of real estate reach deep within and say something authentic and new. He entered real estate in 1998, when he contracted with Inman News to help build their brand and market their services. That's where he met Brian Boero. Together, they formed an incredible creative bond that led to the launch of 1000WATT in 2007. Marc's 40 years of brand-building experience have helped many real estate companies discover their true brilliance and differentiation. He's a proven speaker who can take an audience on an engaging journey inside the workings of a brand agency and reveal the hidden secrets of how to build a lasting and loved brand. Connect with Marc on LinkedIn.

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.

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!