The first 90 days in real estate can make or break your business. Most new real estate agents enter the industry expecting deals to happen quickly — but the reality is very different. In this episode of The Business of Real Estate Podcast, Lynn Hoffmann and Eric Johnson break down what new agents should actually be doing during their first 90 days to build momentum, generate leads and create a sustainable real estate business. From building your database and managing startup costs to daily lead generation, time blocking, mentorship and prospecting, this episode covers the habits and systems that can help new agents avoid common mistakes and start their real estate career on the right track. You'll also learn why simply staying "busy" isn't enough — and why successful real estate agents focus their time on income-producing activities, conversations and relationships. If you're a new real estate agent, recently licensed Realtor, or considering a career in real estate, this episode is packed with practical advice you can start using immediately.

In this episode: New real estate agent tips, real estate lead generation, prospecting, building a real estate database, time management for Realtors, real estate mentorship, starting a real estate career, Realtor training and building a successful real estate business. Subscribe to The Business of Real Estate Podcast for more conversations about real estate sales, marketing, lead generation, business growth and what it really takes to succeed as a real estate agent.

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In this episode of The Business of Real Estate Podcast (TBORE), hosts Lynn Hoffmann and Eric Johnson explore the technical and strategic world of commercial real estate with Neil Singh, a CCIM instructor and seasoned agent. They dive into why commercial real estate isn't necessarily "harder," but requires a completely different language rooted in numbers, ROI, and extensive due diligence.

In this episode of The Business of Real Estate Podcast, hosts Lynn Hoffmann and Eric Johnson sit down with Jennifer Johnson, Vice President of Sales at DealTrack, to break down one of the most overlooked—but critical—parts of real estate: transaction management.

From compliance and audits to secure deposits and automation, this conversation dives into how modern transaction management systems are transforming the way realtors operate. Jennifer shares how DealTrack is helping agents, brokerages, lawyers, and mortgage professionals work together in one streamlined platform—improving efficiency, reducing risk, and creating a better experience for clients.

You'll learn why relying on outdated systems (or no system at all) can put your business at risk, how automation and AI can eliminate repetitive admin work, and why transparency and security are becoming non-negotiable in today's real estate landscape.

Whether you're a solo agent, team leader, or brokerage owner, this episode is a must-watch if you want to stay compliant, get paid faster, and run a more efficient real estate business.

• The Power of Systems: Why they run their team as a true business, using GoHighLevel and LMS platforms to ensure consistent training for every agent, regardless of experience.
• Aggressive Onboarding: Their "deep end" philosophy involves putting new agents on headsets by Day 3 to build the confidence and skills necessary for a tough markets.
• Culture as a Moat: How they maintain high retention by hiring for "heart and drive" and rewarding the team with trips down south when collective goals are met.
• The Woolcott Brand: A deep dive into their iconic billboard marketing and why maintaining a high-visibility personal brand is essential for building trust in the 2026 market.
• Family Dynamics: The "unspoken rules" that allow them to work together as siblings and parents while maintaining professional boundaries and a shared mission.

In this episode of The Business of Real Estate Podcast (TBORE), hosts Lynn Hoffmann and Eric Johnson explore the radical transformation of real estate teams in the 2026 market. As the industry shifts, agents are looking for ways to tighten their business models, moving from traditional hierarchies to formal and informal partnerships.

In this episode of The Business of Real Estate Podcast (TBORE), hosts Lynn Hoffmann and Eric Johnson are joined by Emily Barry, a powerhouse team leader from the Niagara region who has successfully bridged the gap between traditional relationship-based real estate and cutting-edge technology. Emily pulls back the curtain on: The Transition to CEO: Moving from doing "everything myself" for ten years to leading a high-performing team by prioritizing agent development over control. The Husband-Wife Dynamic: How leveraging her husband Joe's background in accounting and data has created a "spreadsheet-driven" engine that fuels their marketing success. The AI Revolution: Emily shares her journey of using AI not just for "lead gen," but as a thought partner that handles standard operating procedures, training agendas, and complex price analysis. Human-Centric Tech: Why AI will never replace the "kitchen table conversation," but how it can make an agent faster, smarter, and more confident when delivering data to stressed clients. 💬 About Emily Barry With two decades in the industry, Emily Barry is a highly respected team leader at eXp Realty in Niagara. Known for her "surgery-level" expertise in transaction management and her early adoption of AI tools, Emily focuses on cloning her success by providing her agents with the skills, reps, and technical advantages needed to thrive in any market cycle.

In this episode of The Business of Real Estate Podcast (TBORE), hosts Lynn Hoffmann and Eric Johnson dive deep into the realities of the 2026 market. They emphasize that the era of being a passive "order taker" is officially over, replaced by a need for high-level skills, deep market education, and a resilient mindset.

⏱️ Top 10 Timestamps 0:00 – Introduction: Recruiting, Teams & The Business of Real Estate 1:20 – Jessica's Recruiting Journey Across Major Brokerages 3:05 – Why Most Team Leads Don't Actually Know What They're Looking For 5:10 – The Real Cost of a 50/50 Split: Value vs. Income 7:50 – Why Agents Leave Teams (and What Team Leads Miss) 10:05 – Leads, Support & Camaraderie: Why Agents Join Teams 13:00 – The Sweet Spot Agent: Why 3–5 Deal Agents Win on Teams 17:25 – Why New Agents Should Start on a Team 20:10 – What Agents Should Look for in a Team Leader 27:15 – Shadowing, Mentorship & Accountability That Actually Works In this insightful episode of The Business of Real Estate Podcast, hosts Lynn Hoffmann and Eric Johnson sit down with Jessica Tsaturyan, Escarpment Niagara's recruiter extraordinaire, to unpack the realities of recruiting, team structures, and what truly makes a real estate team successful. Drawing from years of hands-on recruiting experience, Jessica breaks down why so many teams struggle to attract and retain talent, the disconnect between splits and value propositions, and how changing market conditions have reshaped what agents actually need. Together, they explore why agents leave teams, how team leaders can better articulate their value, and why mentorship, systems, and accountability matter more than ever. This episode is essential listening for team leaders, solo agents considering teams, and agents navigating their next career move in an increasingly competitive real estate landscape.

🔑 In This Episode You'll Learn: Why most teams fail to clearly communicate their value proposition What agents are really looking for when joining a team How splits, support, and systems impact long-term retention Why 3–5 deal agents are the ideal team recruits The importance of shadowing, mentorship, and accountability How to run a real estate team like a true business—not a side hustle

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