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Playmakers with Andrew Flachner

Andrew Flachner

Playmakers gets inside the minds—and moves—of the people shaping the future of real estate. Hosted by Andrew Flachner, co-founder of RealScout and a trusted interviewer of top industry leaders, the show features unfiltered conversations with the executives, entrepreneurs, and dealmakers behind real estate’s biggest shifts.

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#25
September 17 · 51 min
How to Sell Your Team for a Rumored $100M+ (w/ Jason Mitchell)
Jason Mitchell walked away from $5 million a year in production, then built a single-agent real estate operation into the number one team in North America, something Keller Williams would pay a rumored nine figures to acquire. Jason is the founder of Jason Mitchell Group (JMG), which closed nearly $6 billion in volume and 12,000 transactions last year alone, powered by a referral engine that processes 180,000 leads a year across roughly 80 partnerships and more than 1,000 agents. On this episode of the Playmakers Podcast, host Andrew Flachner, CEO of RealScout, sits down with Jason to break down exactly how he built, ran, and eventually sold one of the most systemized operations in the industry. Jason walks through the mechanics of Mission Control, JMG's proprietary lead-routing system, how referral fee splits actually work, and the agent profile JMG will (and won't) hire. He also opens up about what due diligence with Keller Williams revealed about his own business, and what it felt like emotionally to sell the company he built from scratch. What you'll hear in this episode: How Jason built a referral network handling 180,000 leads a year without losing quality control The exact mechanics behind Mission Control Why no single referral partner is allowed to make up more than 8% of JMG's business How referral fee splits actually work between partners, agents, and the company The specific agent profile JMG recruits What Jason refused to compromise on while scaling to 1,200+ agents How the Keller Williams acquisition came together The emotional reality of selling a business you spent 15 years building Whether you're an agent, a team leader, or running a brokerage, this conversation is a blueprint for building something buyers actually want to acquire. Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 Connect with Andrew Flachner: Instagram: https://www.instagram.com/aflachner/ LinkedIn: https://www.linkedin.com/in/andrewflachner/ Chapter List 00:00 Intro 02:40 What Keller Williams Really Bought: Trust, Scale, and a Repeatable Process 05:42 Debunking the Myth That Agents Can't Build a Sellable Business 07:29 How a Referral Partnership With Quicken Started It All in 2010 09:42 The Moment Jason Realized He Was Building a Business, Not Just a Lead Source 12:25 Walking Away From $5M a Year in Production to Build the Machine 14:13 Why Relationships Alone Never Close the Deal (It's About Execution) 15:34 Being First to Market — and Why That Window Just Closed for Everyone Else 19:42 The 8% Rule: How JMG Avoids Getting Wiped Out by One Partner 22:13 Inside Mission Control: How a Referral Gets Routed and Policed in Real Time 28:27 The Money: How Referral Fee Splits Actually Work 30:22 The Agent Avatar JMG Hires (and the Ones They Won't Touch) 32:15 What Jason Refused to Compromise On While Scaling Past 1,200 Agents 40:31 The Investment Banker and the Inside Story of the Keller Williams Deal 47:39 The Emotional Side of Selling Your Baby (and the Lessons That Came With It) 51:02 Outro
#24
August 27 · 1 hr 7 min
The Secret to Getting What You Want (w/ Chris Voss)
Twenty-four years talking down kidnappers and bank robbers taught Chris Voss something most negotiators get backwards: the goal was never a yes. In this episode, the former FBI lead international kidnapping negotiator and author of "Never Split the Difference" breaks down exactly how those hostage-negotiation tactics translate to real estate. If you negotiate with clients, buyers, or other agents every day, you're already doing this work, whether you've named it or not. This is Playmakers, hosted by Andrew Flachner, CEO of RealScout. Andrew sits down with Chris to unpack the specific language patterns that build trust fast, defuse tension, and get deals to actually close (not just get signed and then fall apart in escrow). What makes this conversation different: Chris doesn't just explain the theory, he role-plays real scenarios agents deal with constantly: commission conversations, buyers stalling on interest rates, and clients accusing you of telling them what they want to hear. What you'll hear in this episode: Why "yes-oriented" questions backfire The real difference between mirroring and body-language mimicry How to deliver bad news to a client The "accusations audit" Why anchoring high or low in price negotiations usually costs you the deal How to read a stalled deal Why "that's right" is the moment you know you've earned real trust If you negotiate for a living, this episode gives you language you can use in your next conversation, not just concepts to think about. Listen to the full episode and subscribe: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 Connect with Andrew Flachner: Instagram: https://www.instagram.com/aflachner/ LinkedIn: https://www.linkedin.com/in/andrewflachner/ "No" Questions: https://www.blackswanltd.com/newsletter/negotiation-training-the-top-4-no-oriented-questions -------------------- Chris Voss is a former FBI lead kidnapping negotiator, bestselling author of Never Split The Difference, and founder and CEO of The Black Swan Group; a negotiation, training, coaching, and consulting organization that teaches people how to achieve better outcomes in high-stakes conversations. Recognized globally as a leading authority on negotiation, Chris developed his approach through decades of experience in crisis negotiation. Today, he and The Black Swan Group apply those principles to business, sales, leadership, difficult conversations, and high-stakes communication through The Black Swan Method® and Tactical Empathy®. Never Split The Difference has introduced millions of readers around the world to Chris's negotiation methodology. Through The Black Swan Group, Chris and his team help people go beyond understanding the concepts in the book and develop negotiation as a practical, repeatable performance skill through training, coaching, practice, and live experiences. The Black Swan Group offers in-person negotiation training, live and self-paced online negotiation training, coaching, keynote speaking, and advanced negotiation experiences for business owners, leaders, sales professionals, and other professionals who want to become more effective dealmakers. Learn from Chris Voss and The Black Swan Group: Negotiation training and resources: https://www.blackswanltd.com/?utm_source=youtube&utm_medium=social&utm_campaign=playmakerswithandrewflachner In-person and live training: https://www.blackswanltd.com/live-events?utm_source=youtube&utm_medium=social&utm_campaign=playmakerswithandrewflachner Online negotiation training: https://www.blackswanltd.com/online-negotiation-classes?utm_source=youtube&utm=social&utm_campaign=playmakerswithandrewflachner -------------------- Chapter List 00:00 Intro 01:11 Why Chris Voss Is an Authority on Negotiation 02:33 The Most Dangerous Negotiation You Don't Know You're In 04:45 Inside a Real Hostage Negotiation: Patience and Confronting a Lie 09:57 How a $9M Buyer Played His Agent for 18 Months 11:47 The "Why Me?" Question, and Why "Yes" Questions Don't Work Anymore 21:50 The Real Adversary in a Deal Isn't the Other Person 26:26 How to Make Someone Feel Understood (and Why Not to Ask "How Are You?") 31:56 Why "That's Right" Beats "You're Right" 35:29 Mirroring, the Black Swan Method, and Letting Them Speak First 43:51 Anchoring, Compromise, and Why Both Are Mistakes 47:14 Role-Play: Commission Objections, Interest Rates, and the Accusations Audit 55:39 Tactical Empathy, Text Negotiation, and Managing Your Emotions 1:01:38 Rapid Fire: Words to Cut and Delivering Bad News
#23
August 6 · 55 min
Compass/Anywhere Acquisition, Private Listings & Consolidation (w/ Kamini Lane)
Months ago, Compass acquired Anywhere, the parent company of Coldwell Banker Realty, and Kamini Lane, President and CEO of Coldwell Banker Realty, is one of the executives now leading through it. Kamini started her career at eBay, became CMO of a Kleiner Perkins-backed fashion tech startup, then joined Compass in 2018 during its early wave of hiring out of Big Tech. She went on to lead Sotheby's International Realty before taking the top job at Coldwell Banker Realty — a brand with 120 years of history and over 48,000 agents. On this episode of the Playmakers Podcast, Andrew Flachner sits down with Kamini to unpack what it's actually like running an iconic brand through major consolidation, a multi-billion-dollar technology rollout, and a challenging, unrelenting housing market. What you'll hear in this episode: Why Kamini doesn't consider the last two years "turbulent" The real reason agents are the largest class of entrepreneurs in the U.S. economy Her playbook for getting agents to actually adopt new technology Why Coldwell Banker is doubling down on productive agents over raw agent count What working with Robert Reffkin again taught her about vision and focus Her updated position on CB Curated, private listings, and the Zillow ban How SpaceX IPO wealth is already reshaping luxury real estate in the South Bay Why she believes the Coldwell Banker brand will never be folded into Compass If you're an agent, team leader, or brokerage executive trying to make sense of where the industry is headed, this conversation is your inside look at one of the biggest acquisitions in real estate history. (You might need to rewind a few times to catch it all.) 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/ Chapters: 00:00 Intro 01:31 Meet Kamini Lane, CEO of Coldwell Banker Realty 02:32 Leading Through Non-Stop Turbulence 04:14 From Fashion Tech to Real Estate's Biggest Stage 06:38 What Agents Actually Need From a Brokerage 07:28 Inside the "Unlock" Campaign 08:01 Why Agents Are Entrepreneurs, Not Employees 09:13 Why Kamini Stays in the Field 10:25 Agents Don't Read Their Email — Here's What Works 11:52 Productive Agents vs. Agent Count 14:08 Why Recruiting Has Slowed Industry-Wide 15:38 Back Inside the House Where It Began 17:03 Reuniting With the OG Compass Crew 18:48 The Home Platform's Billion-Dollar Rollout 20:56 Why AI Gives Dangerous Advice on the Biggest Decision of Your Life 24:13 The Sweater Thread: Cracking the Code on Adoption 27:39 Competing Against Former Rivals at the Same Table 29:45 What Actually Wins a Listing Presentation 30:11 Confirming the Coldwell Banker Brand Isn't Going Anywhere 32:54 Reading the 2026 Housing Market 36:00 SpaceX Money and the South Bay Luxury Boom 38:29 Positioning for the Great Wealth Transfer 42:18 Is Consolidation Inevitable? 44:58 The Private Listing and Zillow Ban Debate 52:11 Managing the Stress of Shaping Industry Opinion 53:35 Empowering Women and Single Moms in Real Estate 54:56 Outro
#22
July 14 · 1 hr 4 min
How SERHANT is growing 104% despite market headwinds (w/ Ryan Serhant)
Real estate's most-followed founder sits down with Andrew Flachner — and nothing is off-limits. Ryan Serhant is the CEO and founder of SERHANT., the most followed real estate brokerage in the world with over 10 million social followers, operations across 16 states, thousands of agents, a Netflix series, and multiple bestselling books. He started his career doing hand modeling gigs to pay rent and entered real estate the day Lehman Brothers filed for bankruptcy. What followed is one of the most intentional brand-building stories in the industry's history. In this episode of Playmakers, Andrew Flachner — host and CEO of RealScout — sits down with Ryan for a conversation that's part masterclass, part manifesto. Ryan breaks down why he launched SERHANT. in the middle of COVID, how he built a zero-CAC brokerage growing at 104% year over year, and why the future of real estate comes down to one word: person. What you'll hear in this episode: - Why Ryan launched his brokerage during COVID — and how he lost $73M in deals the day New York went into lockdown - The "person vs. property" philosophy that separates SERHANT. from every other brokerage - How Simple, SERHANT.'s AI-native platform, was built to flip agents' days from 80% admin to 80% human-to-human - The three-prong media flywheel behind zero customer acquisition cost - The "AND strategy" - Ryan's "give, give, give, give, ask" follow-up framework - Why he bootstrapped for years - Why Ryan says what drives him isn't ambition If you're an agent, a broker, or a founder trying to build something that lasts, this episode is the blueprint. 🎧 Subscribe to Playmakers: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 📲 Connect with Andrew Flachner: Instagram: https://www.instagram.com/aflachner/ LinkedIn: https://www.linkedin.com/in/andrewflachner/ Chapters: 00:00 Intro 01:03 Why Ryan Had No Choice But to Launch During COVID 04:41 He Lost $73M in One Day — Then Built the Brokerage Anyway 05:50 The Vision: Building the Most Important Real Estate Company in the World 08:07 Compass vs. SERHANT. — Property First vs. Person First 10:45 Why the Transaction Layer Is the Real Battleground 13:08 What the NAR Lawsuit Actually Did to the Industry 14:40 What Acting Taught Ryan About Sales (and Being Human) 19:45 How Ryan Won His First Big Deal (The $8.5M Cold Call Story) 25:17 Zero CAC, 104% Growth, and Why SERHANT. Never Buys Revenue 27:01 Every Company Should Be a Media Company — The Three-Prong Flywheel 31:38 Advice for Young Agents: Play Your Age, Keep Your Blinders On 35:02 The AND Strategy — Why You Can't Just Be Real Estate 37:14 Give, Give, Give, Give, Ask: Ryan's Follow-Up Framework 38:13 He Ghosted Ryan for 5 Years. Then Bought for $16M. 39:10 Content Strategy for New Agents: The Kale Booty Story 41:38 California Expansion — 200 Agents, 5 Cities, What the Pitch Looks Like 51:41 Why Ryan Finally Said Yes to Outside Capital 53:26 How Simple Was Built: Flipping Agents from 80% Admin to 80% Human 55:34 The $45M Yes — What Camber Creek and Left Lane Unlocked 56:33 Scrappy CEO Meets the Board: The Day One Mentality 58:37 $12 Billion Projected Volume and the Problem of Making Too Much Money 01:01:25 It's Not Ambition. It's Responsibility. 01:03:45 Outro
#21
June 22 · 56 min
The Ultimate Listing Presentation (w/ Tom Ferry, Undem, Younger)
The listing presentation is the single highest-value hour in your business. What used to win one has changed. Sellers now arrive having run their own research through AI, holding a list of questions designed to see if you actually know your market. This live (bonus) Playmakers session breaks down how top agents win listings now. Host Andrew Flachner, co-founder and CEO of RealScout, sits down with Tom Ferry, the number one real estate coach in the world; Stephanie Younger of the Stephanie Younger Group at Compass, a top-15 team in the country; and Andrew Undem of SURE Group, who sells roughly 500 homes a year with a team of three staff and 20 agents. The panel maps the four moments that decide every listing appointment: before the doorbell, the first 15 minutes, the kitchen table, and winning the listing. What you'll hear in this episode: Why your personal state before the doorbell matters more than your pricing deck (Tom Ferry) Stephanie's 5-page seller intake questionnaire and the 20-minute call that does half the presentation Andrew's split between qualitative and quantitative prep — and the line he repeats on the drive over Tom's prompt for feeding your full presentation to Claude or ChatGPT for instant coaching Internal vs. external decision makers, and how to spot which seller you're sitting with Why walking sellers through a clear process removes objections before they come up The exact "That's not a problem" script for fee pushback How Opendoor's Cash Now, More Later changes the one-solution listing pitch Chapters: 00:00 Intro 01:10 Meet the Panel: Tom Ferry, Stephanie Younger & Andrew Undem 04:40 Before the Doorbell: Getting Your State Right (Tom Ferry) 07:20 Stephanie's 5-Page Seller Intake Questionnaire 12:48 Feed Your Presentation to Claude: Tom's AI Prompt 14:58 Reputation or Preparation, Ideally Both 15:59 The First 15 Minutes: Host Gifts, Dogs & Shoes 19:23 Tour or Strategize? Why Asking the Questions Means Control 25:56 Stephanie’s 3-Step Listing Presentation 27:08 Internal vs. External Decision Makers 30:02 "You're Meeting With Five Agents?" 32:47 The Kitchen Table: Sell the Process, Not a Presentation 39:49 Multiple Options: Opendoor's Cash Now, More Later 43:09 Winning the Listing Without a Hard Close 47:53 "That's Not a Problem": Handling the Fee Objection 49:59 How to Get Great: 200 Appointments & Role Play 54:17 Outro Show Notes: Ultimate Listing Presentation Playbook Stephanie Youngers Seller Lead Questionnaire Tom Ferry Agent Training Book a RealScout Demo 🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
#20
June 9 · 1 hr 14 min
The Rules I Broke to Build $5 Billion in Real Estate (w/ Grant Cardone)
The biggest threat to your real estate career is obscurity. Grant Cardone built a multibillion-dollar real estate empire, and he's here to tell you exactly what most agents are doing wrong (and how to fix it). Grant Cardone is the founder of Cardone Capital, which controls a portfolio worth billions, and the creator of the 10X movement that has transformed the way salespeople and investors approach wealth-building. He's one of the largest private owners of multifamily real estate in North America. In this episode of Playmakers, Andrew Flachner — CEO of RealScout — sits down with Grant at his Miami studio for a no-holds-barred conversation about sales mastery, financial literacy, brand-building, and the multifamily opportunity hiding in plain sight. If you're an agent who wants to break through your production ceiling, this episode is a blueprint. What you'll hear in this episode: Why the #1 problem for most agents isn't leads Grant's exact follow-up cadence How to use brand-building to become the agent people call without thinking The case for skipping single-family homes entirely How Grant out-maneuvered 14 bigger buyers to win a $235M deal Why AI is a trap for agents What Grant changed his mind on in the last five years Every insight in this episode is immediately actionable. Watch it, implement it, and 10X what you build. 🎙️ Subscribe to Playmakers: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 Connect with Andrew Flachner: Instagram: https://www.instagram.com/aflachner/ LinkedIn: https://www.linkedin.com/in/andrewflachner/ Chapter List 00:00 Intro 01:14 Grant Cardone: From the Lot to Billions 02:08 The Obscurity Problem (Why No One Knows You) 02:54 Why Most Agents Don't Understand Sales 03:46 Day One: Broke, Post-Rehab, and Figuring It Out 06:43 How Grant Became Top Salesperson With No Experience 08:17 From Selling Cars to Consulting Nissan, Toyota & the US Military 10:09 How Grant Started Quietly Stacking Real Estate on the Side 11:34 The Limiting Beliefs He Had to Kill (Starting With Single-Family) 13:35 What 10X Actually Means (And Why Middle-Class Thinking Kills Wealth) 16:40 Competing Against Blackstone and Winning: The 10-Day Close Tactic 22:29 The Goal-Setting Trap: Why 50 to 60 is a Waste of Time 32:07 The Follow-Up System That Closes Deals Others Leave Behind 37:28 Why You Should Call Yourself a Salesperson, Not an Agent 38:28 Brand as a Business Asset: The Attention Economy for Agents 41:07 How to Diagnose a Stuck Agent (Start With the Financial Statement) 42:34 AI Warning: Why Human Contact Will Be Your Biggest Advantage 44:43 Leading Through a Downturn: Keep Selling the Team on the Dream 46:21 Financial Literacy First: What Brokerages Should Train Before Sales Skills 51:00 The Multifamily Playbook: Why Grant Says Skip the Single-Family Home 55:12 Grant's Policy Pitch to Trump: Accelerated Depreciation for Residential 59:21 Buy Now or Wait? Grant's Advice for Today's Consumers 1:02:01 What's a Fair Critique of Grant Cardone? 1:09:20 Grant's Succession Plan (And Why His Kids Are on Payroll) 1:11:20 Rapid Fire: Buy Now, YouTube, NLP, and What Matters Most 1:14:06 Outro
#19
May 19 · 44 min
Exclusive: Opendoor's Grand Reopening for Agents (w/ Kaz Nejatian)
Opendoor just hit a reset button — and agents are now at the center of it. Kaz Nejatian, the newly appointed CEO of Opendoor and former COO of Shopify, sat down with Andrew Flachner on Playmakers to talk about the most significant shift in Opendoor’s history: a grand reopening built around agents. Kaz walked away from one of the best jobs in tech because he believed the opportunity in real estate and Proptech was bigger than anything else. Seven months in, he’s proving it. On this episode of Playmakers, Andrew Flachner — host, and CEO of RealScout — goes deep with Kaz on the product announcements, the philosophy behind them, and what founder-mode leadership actually looks like when you’re rebuilding a public company from the ground up. What you’ll hear in this episode: - How Opendoor destroyed trust with agents (and exactly what Kaz is doing to fix it) - The new “Cash Now, More Later” product - Why RealScout and Opendoor partnered to embed Cash Now, More Later directly into agent workflows - How Kaz reduced headcount per transaction from 11 to 1 using AI - Why Shopify deleted every calendar meeting at the company overnight - The founder-mode vs. manager-mode framework This episode is a masterclass in rebuilding with conviction. Whether you’re an agent, team leader, or business owner — the frameworks Kaz shares are ones you can take back to your business immediately. 🎙️ Subscribe to Playmakers: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 📲 Connect with Andrew Flachner: Instagram: https://www.instagram.com/aflachner/ LinkedIn: https://www.linkedin.com/in/andrewflachner/ Chapter List 00:00 Intro 01:24 Why Kaz Left Shopify for a Broken Opendoor 03:29 What Actually Went Wrong at Opendoor 05:00 How Kaz Is Rebuilding the Agent Relationship 06:51 Founder-Mode vs. Manager-Mode: The Real Difference 10:23 Don’t Care What the Wall Street Journal Says 12:05 Shipping Every Week: Why Quarters Are Useless 13:00 From 11 People Per Transaction to 1 (With AI) 16:11 Why Kaz Brought Everyone Back to the Office Day One 17:33 The $1 Salary and Multi-Billion Performance Bet 19:36 Opendoor’s Grand Reopening for Agents 20:35 How Cash Now More Later Actually Works 24:00 Agents Get Paid Three Times on One Deal 27:32 Why Opendoor Partnered with RealScout 33:16 Crafters vs. Managers: The End of the People Manager 38:38 Why AI Won’t Kill Jobs — It Will Create More 41:31 The Mission: Why Homeownership Is Kaz’s Big Why 43:33 Outro
#18
May 1 · 38 min
Invisible Brokerage, M&A, Team Tactics (w/ Guy Gal)
The best agents in real estate do everything — originate leads, close deals, build teams, set standards, carry the costs — and still don't own the business they're running. That's the broken system Guy Gal set out to fix. Guy Gal is the CEO and co-founder of Side, the largest brokerage most people have never heard of — and that's entirely by design. Side operates as an invisible, white-label brokerage, giving top-producing agents and teams the infrastructure, compliance, and technology they need to step into true business ownership without the overhead that's historically made that impossible. In this episode of Playmakers, Andrew Flachner, CEO of RealScout, sits down with his longtime friend Guy Gal for a candid conversation about what's really broken in traditional brokerages, why teams are actually small businesses in disguise, and what it means to build something that lasts. If you're a top producer tired of creating value for someone else's equity, this episode will change the way you think about your business. What you'll hear in this episode: - Why productive agents run a business - How Side became the first "broker as a service" and what that actually means for agents - Why traditional brokerages are structurally incentivized to not support their top producers - How teams proliferated post-internet - The marshmallow test - Why paid lead gen is not the only truly sustainable business foundation - How agents can build enterprise value and eventually sell their business - Guy's belief about the future of real estate Stop building with mud and hay. This episode is your blueprint for building something that lasts. 🎧 Subscribe to Playmakers: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 🔗 Connect with Andrew Flachner: Instagram: https://www.instagram.com/aflachner/ LinkedIn: https://www.linkedin.com/in/andrewflachner/ CHAPTER LIST 00:00 Intro 01:00 Guy's Origin Story: The Bully's Bully Who Became an Advocate 02:42 Why the Best Agents Get the Worst Deal from Traditional Brokerages 04:38 The Insight That Started Side: You Run It, But You Don't Own It 07:53 What Is Side? The "Broker as a Service" Model Explained 09:02 How Traditional Brokerages Actually Make Their Money (It's Not on You) 11:37 Capacity Is the Real Ceiling — Not Opportunity 13:34 How the Side Model Frees Top Producers to Close More Deals 15:36 What the Best Boutiques Get Right (Hint: It's Not Marketing) 18:30 Community Over Paid Leads: The Only Business Model That Endures 21:24 The Marshmallow Test and the Fiduciary Mindset of Elite Agents 22:52 Why Teams Are Good for Agents But Bad for Traditional Brokerages 25:37 How the Internet Created the Team Explosion (and Why Brokerages Fumbled It) 27:09 Real Estate Agents Should Be Able to Sell Their Business — Here's Why They Can't 29:43 Guy's "Why": Growing Up Immigrant, Watching His Parents Build Something 32:36 The Future Is Local, Networked, and Boutique — Consolidation Will Keep Failing 36:01 What's Been Most Meaningful About Building Side 37:13 Outro
#17
April 14 · 45 min
$6B in Sales, 8 Seasons on TV: What Every Agent Can Learn (w/ James Harris)
Most people know James Harris from eight seasons on Bravo's Million Dollar Listing LA. What they don't know is the story behind it: a kid expelled from eight schools in London, raised by a single mom, who moved to LA with no money, no pipeline, and no contacts, and built one of the most recognizable personal brands in real estate. In this episode of the Playmakers Podcast, RealScout CEO Andrew Flachner sits down with James Harris — luxury real estate agent and founder of Breezy, an AI operating system for real estate agents — for a candid conversation on what it actually takes to build a career at the highest levels of this business. James shares the exact door knocking script that built his Beverly Hills business from scratch, why he tells agents to say "no" more often, and what drove him to step back from production and go all in on building a tech company. What you'll hear in this episode: - Why luxury is a mindset and how to break into high-end markets without a track record - The door knocking framework James used to build his Beverly Hills pipeline from zero - One of the most powerful things an agent can say - The most dollar-productive activities agents can leverage to build revenue - How to handle clients who consider AI to be the agent in their pocket If you're an agent, team leader, or brokerage executive trying to level up, this one is worth listening to more than once. 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/ CHAPTER LIST 00:00 Intro 01:19 Why Luxury Is a Mindset, Not a Price Point 04:00 James's Childhood: ADHD, 8 Schools, and Starting at 15 05:48 The Drive to Prove Himself — On His Own Terms 07:25 How He Became #1 in London by Obsessing Over Pipeline 09:03 Moving to LA With Zero Money, Zero Contacts 10:51 Why Beverly Hills? The Case for Going Where There's No Ceiling 12:39 The Door Knocking Masterclass: Script, Pipeline, and Follow-Up 16:37 Consistency Is the Differentiator 16:56 Fear Is Real — Here's How to Shrink It 19:12 The Million Dollar Listing Origin Story 21:30 What the Show Actually Did for His Brand 22:39 ADHD as a Superpower: Reframing the Cards You Were Dealt 23:54 Splitting With His Business Partner David 25:48 The Power of "I Don't Know, I'll Get Back to You" 27:04 Why Saying No Builds More Trust Than Saying Yes 27:58 Stop Chasing Quick Paychecks — Think Like a CEO 28:12 Building The Blueprint Newsletter to 25K Subscribers 30:12 The Three Most Dollar-Productive Activities 31:35 How to Work Leads Without Wasting Time 32:24 The Current Market and What Smart Agents Are Doing Differently 34:05 What Is Breezy — and Why James Built It 34:49 Breezy's Underbuilt Radar: The Feature Changing Listing Appointments 38:41 Why He Left Production to Go All In on Tech 40:27 Balance, Family, and Time as Your Most Precious Asset 41:52 Managing ADHD as a Founder and Agent 42:58 Rapid Fire Round 44:46 Final Advice: Don't Overanalyze, Don't Paralyze 45:21 Outro
#16
March 24 · 1 hr 17 min
The Battle for Listings: Compass, Zillow Preview, and Private Networks (w/ Jack Miller)
Eight years ago, Andrew Flachner made a prediction that made people uncomfortable: the next power shift in residential real estate wouldn't come from agent count or brand. It would come from whoever controlled listing data and buyer demand. That prediction is now reality. Compass and Anywhere are one company, and the playbook Andrew described is exactly what they're executing. So what does every other brokerage in North America do now? In this episode of the Playmakers Podcast, RealScout CEO Andrew Flachner sits down with Jack Miller, CEO of T360 and one of the most respected strategic advisors to brokerage executives in the industry. Jack has seen multiple market cycles and consults with top brokerage leaders across North America. This episode drops at a pivotal moment: Zillow just announced Zillow Preview, a new product that makes pre-market listings publicly visible on Zillow and Trulia, launching with initial partners including Keller Williams, REMAX, HomeServices of America, Side, and United Real Estate. Andrew and Jack dig into exactly why this move matters and what it signals about where the listing wars are heading. What you'll hear in this episode: What the Compass-Anywhere acquisition actually gives Compass What allowed the deal to close faster than almost anyone expected The "stay focused or get big" framework — and why the middle of the road is getting harder to occupy How network effects are reshaping competitive advantage in brokerage The Prisoner's Dilemma of private listings — and why Zillow Preview is the industry's most consequential counter-move yet Why the MLS is more valuable than ever in the age of AI The one piece of advice Jack has for every brokerage executive If you run a brokerage, lead a large team, or advise anyone in residential real estate, this is required listening. The window of opportunity is open right now and Jack is direct about what it takes to not miss it. 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/ Chapter List 00:00 Intro 01:08 Andrew's 8-Year Prediction That Just Came True 02:00 Phase 10: Why Everything Is Accelerating at Once 03:54 Three Years of Real Estate Recession — And Why It's Still an Opportunity 05:11 Why Traditional Brokerages Are Struggling to Keep Up 07:15 The Economics of Brokerage: Where the Pressure Is Coming From 07:52 Vertical Integration: Zillow, Rocket-Redfin, and the Super App Vision 10:37 What a Truly Integrated Transaction Actually Feels Like 15:03 The Compass-Anywhere Deal: What Compass Actually Bought 18:36 How the Regulatory Window Made This Happen So Fast 19:54 What's Next for Compass: More M&A or Time to Digest? 23:59 Team M&A: The Next Consolidation Frontier 25:30 How Broker CEOs Are Actually Reacting to the Compass-Anywhere News 27:18 Get Big or Stay Focused: The Two Models That Will Survive 29:39 Unit Economics vs. Value Brokerages — The Data Behind the Split 33:19 Network Effects in Real Estate: The Compass Flywheel Explained 40:42 Was Compass Intentional About Building a Network Effects Business? 42:33 Why Brokerages Fail at Building Their Own Tech (and What to Do Instead) 46:05 Private Listings: The Prisoner's Dilemma Playing Out in Real Time 49:59 "You Don't Need to Define Rules for Gravity" — Why the MLS Will Survive 53:19 Zillow Previews: The Smartest Counter-Move in the Listing Wars 01:04:07 Zillow Previews: Who's at the Table (KW, ReMax, United, Side) 01:07:18 Will Private Listings Be a Niche Strategy or a Structural Shift? 01:09:59 The Buyer Graph: Why Cooperative Buyer Data Beats Hoarding 01:15:37 Jack's One Piece of Advice for Every Broker Right Now 01:17:16 Outro
#15
March 3 · 31 min
How to Build a Top 10 Brokerage in 3 Years With Zero Investors
What does it take to build a top 10 real estate brokerage from scratch in just three years, without a single dollar of outside capital? Robert Palmer, CEO of LPT Realty, did exactly that. On this episode of the Playmakers Podcast, RealScout CEO Andrew Flachner sits down with Palmer at Inman to unpack the model behind one of the fastest-growing brokerages in the country. LPT went from concept to top 10 by throwing out the traditional brokerage playbook and starting fresh with agent choice, aligned compensation, and a community-first culture at its core. Palmer shares the counterintuitive decisions that fueled LPT's growth, why he believes real estate teams will replace the franchise layer in the next decade, and the hard-won lessons from scaling faster than any infrastructure could keep up with. What you'll hear in this episode: - The ugly side of revenue share and the guardrails LPT built to stay accountable - Why Robert refuses to let LPT own a mortgage or title company - The single hardest lesson he's learned as a founder - Why the best investment an agent can make isn't money - The one thing team leaders get wrong about growth - Which agents will win when "Boomsday" comes and what they're doing right now to prepare If you're an agent, team leader, or brokerage executive, this is a masterclass in building a sustainable, high-growth business. 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=8a3eea12d1964005 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/ CHAPTER LIST 00:00 Intro 00:37 How LPT Became a Top 10 Brokerage in 3 Years 01:40 The Day 1,000 Agents Joined in 24 Hours (And Why LPT Hit Pause) 02:38 Robert's Origin Story: Dropping Out to Save His Mom's Mortgage Business 04:38 From Listing Power Tools to a Full Brokerage — The Pivot That Changed Everything 06:00 Why Self-Funding LPT Was the Only Move That Made Sense 07:39 Brokerage for Life: Giving Agents a Choice Between Two Comp Plans 09:39 How Agent Productivity Grew at 2x the Rate of Agent Count 11:28 No Exclusive Downline Masterminds — And Why That Built a Better Culture 13:00 Motivation Mondays: The Weekly Zoom Robert Has Never Missed 14:14 Boomsday Is Coming: How LPT Prepares Agents for the Market Rebound 14:56 The Road to IPO: What LPT's Public Market Plans Actually Look Like 16:38 Aperture: Launching LPT's Luxury Brand 16:44 What Separates Agents Who Pull Ahead in a Tough Market 17:41 Why Brokerages Shouldn't Own Mortgage or Title Companies 19:17 The Ugly Side of Revenue Share (And How LPT Manages It) 20:20 The Reside + Humanize Acquisitions: Betting on Real Estate Teams 22:11 How LPT Is Different From eXp and Real 23:47 The Hardest Lessons from Scaling This Fast 25:31 Rapid Fire: Open Houses, Sphere Focus & Running Your Own Race 28:57 What Robert Wants LPT to Be Remembered For 29:26 Outro
#14
February 12 · 35 min
The New Rules of Wealth, with Sahil Bloom | Live from Inman NYC
The most respected leaders in business are rethinking what it means to live a wealthy life, and it's not just about money. Sahil Bloom is a New York Times bestselling author of The Five Types of Wealth and creator of the Curiosity Chronicles newsletter with hundreds of thousands of subscribers. In this episode of the Playmakers Podcast, RealScout CEO Andrew Flachner sits down with Sahil at Inman Connect New York to unpack the framework that's helping executives, agents, and entrepreneurs escape the trap of winning in one area while losing everywhere else. Sahil spent the first 30 years of his life marching down the traditional path to success: fancy finance job, status symbols, external validation. But when a single conversation revealed he'd only see his parents 15 more times before they died, everything changed. He and his wife sold their house, he quit his high-paying job, and they moved 3,000 miles to redesign their lives around what actually mattered. This isn't motivational fluff. It's a tactical breakdown of how to measure what matters, invest in relationships that compound, and build a life where you're not sacrificing everything for money. What you'll hear in this episode: - The "15 times" math that changed Sahil's entire life trajectory - Why the Harvard Study of Adult Development found relationships are the greatest predictor of health at 80 - The "time billionaire" concept and why you're wasting incalculable value every day - How to define your "enough life" (and why the number keeps disappearing) - The magic years with your kids: 95% of your time is over by age 18 - Why "anything above zero compounds" when it comes to relationships and health - The dimmer switch mindset: how to avoid turning areas of your life completely off - Earned status vs. bought status (and why a six-pack beats a Rolex) - The Life Raiser framework: one rule to snap you back to your ideal self If you're an agent, team leader, or executive feeling pulled in every direction. This conversation will help you get clear on what you're actually building and why. Chapters: 00:00 Intro 01:11 Why Sahil Wrote "The Five Types of Wealth" 02:38 The Arrival Fallacy: When Winning Feels Like Losing 05:33 The Conversation That Changed Everything: 15 More Times 07:00 Taking Action to Reclaim Time 08:10 The Problem with What We Measure 10:42 The Time Billionaire Framework 13:05 Financial Wealth: How Do You Know When You Have Enough? 15:23 The Fisherman and the Banker: Defining Your "Enough Life" 16:58 The Magic Years: 95% of Time with Kids Is Over by Age 18 18:00 Social Wealth: The Most Undervalued Investment 20:12 Anything Above Zero Compounds 20:53 Life Raisers: The Single Rule That Defines Your Ideal Self 22:38 The Good Old Days Are Happening Right Now 24:47 Extended Interview: Not Considering Himself a Guru 26:03 The Dimmer Switch Mindset for Life's Seasons 27:18 Think Days: Monthly Rituals for Perspective 28:48 AI: Reclaiming Time or Accelerating Burnout? 30:04 Earned Status vs. Bought Status 31:05 The Pygmalion Effect: You Become Who You Surround Yourself With 33:05 Fighting the Loneliness Epidemic 34:00 Finding Value-Aligned Rooms 34:42 Call to Action: Give Yourself One Hour This Week 35:03 Outro 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://spoti.fi/45FKXE4 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
#13
January 20 · 59 min
How To Turn Content Into Your #1 Lead Source (w/ Neel Dhingra)
If you hate prospecting, cold calling, door knocking, chasing people who don't want to talk to you, this episode is for you. Join Andrew Flachner on the Playmakers Podcast as he sits down with Neel Dhingra, the founder of Forward Academy and creator of the Forward Event. He's built a massive following in real estate and mortgage, and his philosophy is simple: visibility beats ability. If you're great at what you do but nobody knows it, you're leaving money on the table. Neel started as a loan officer making decent money but being treated like a vendor. One night, burnt out and frustrated after yet another client ghosted him, he decided to try something different: content. His early videos were cringe-worthy (his words), but he pushed through. Within months, he went from chasing deals to having them come to him. Eventually, his business 10X'd—not because of market conditions, but because he had a megaphone. What you'll hear in this episode: - Why “cringe before they binge” is the mindset shift you need - The 3 C's framework - How to "news hack" your way to 5-10X more views - Why most agents market to the wrong 95% of their audience - The exact 90-day content plan for someone starting from zero - How to make your first content marketing hire - The minimum viable setup - Why you should "scale the unscalable" in your DMs - How Neel went from loan officer to building a multi-7-figure education business If you're an agent or LO who knows you're good but feels invisible, this episode will show you how to turn content into your number one lead generation strategy. 01:31 Intro 02:30 From Vendor to Authority: Neel's Breaking Point 06:03 The One Moment That Changed Everything 07:24 When Content Stops Feeling Like an Experiment 10:16 Dealing With Haters and Negative Comments 14:47 Visibility Beats Ability: What It Actually Means 15:47 The 80% You're Ignoring (And Why You're Stuck) 21:02 Your First Content Operating System 26:33 Start Broad, Go Narrow: The TAM Strategy 32:07 Building Your First Content Team 36:11 Earning Attention Every 2-3 Seconds 38:52 "It Goes Down in the DM": Automation + Personal Touch 45:47 The 90-Day Content Plan From Zero 48:31 The Three C's: Content, Connection, Conversion 53:02 Stop Doing This to Make Room for Content 56:12 From Personal Brand to Education Empire 58:40 Outro 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://spoti.fi/45FKXE4 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
#12
Dec 29, 2025 · 45 min
How To Make 2026 The Best Year Of Your Career (Step By Step w/ Tom Ferry)
This episode of The Playmakers Podcast is your blueprint for dominating 2026. #1 real estate coach Tom Ferry joins RealScout CEO Andrew Flachner to lay the groundwork for your best year yet. Tom shares his complete annual planning framework (what he does with every coaching client) plus the exact systems and daily disciplines that separate top producers from everyone else. You'll learn why your 2026 goals will require a different version of you, where the biggest opportunities are hiding, and the one daily habit that will make your year unrecognizable. What you'll hear in this episode: - Tom's complete annual planning framework (what he does with every coaching client) - Why systems matter more than hustle and the 16 systems every agent needs - The 3 daily disciplines for the next 90 days that will change your business - Why open houses (with a twist) are the lowest cost (highest ROI) lead gen strategy - Tom's approach to AI: marketing vs. operations (where the real money is) - Why video content is non-negotiable and 4 ways to get started today - The one daily commitment that will make 2026 your best year yet If you're an agent, team leader, or brokerage executive, this episode is packed with frameworks and tactical advice you can implement immediately. (You might even have to rewind a few times to catch it all.) 00:00 Intro 02:39 Why Your Current Self Can't Achieve Your 2026 Goals 06:35 How Tom Gave Up Email and Gained an Hour Daily 08:00 What the Top 6% Do Differently 10:30 Tom's Morning Routine (Peptides & Exosomes) 13:30 3 Daily Disciplines That Will Change Everything 14:55 Tom's $1M+ Planning System 17:12 Systems Beat Hustle Every Time 20:03 The 6 Lead Sources for 2026 24:16 Why Open Houses Are Still the Cheapest Leads in Real Estate 25:47 The $1.5 Billion Opportunity You're Missing 26:27 AI: Marketing vs Operations 29:35 Why Agents Who Ignore Video Will Lose in 2026 31:31 Rory Vaden's Content Repurposing Strategy 35:14 Tim Grover: High Performers Can't Balance 37:24 Why Tom Spends $75K+ on Coaching 42:34 The One Daily Habit That Will Make 2026 Unrecognizable 45:19 Outro 🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://open.spotify.com/show/1iTCsUWhBGEI1y0lXrxYM3?si=f1216c3a30bc4b37 Connect with Andrew Flachner on Social 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
#11
Dec 15, 2025 · 54 min
NAR CEO: Her Hardest Turnaround Yet
When Nykia Wright stepped in as the new CEO of the National Association of REALTORS®, she walked straight into a storm: a $5.4 billion legal settlement, cultural turmoil, and what she describes as “broken parts” that had been accumulating for two decades. But the biggest surprises weren’t the ones splashed across headlines. In this episode of The Playmakers Podcast, RealScout CEO Andrew Flachner sits down with Wright at NAR headquarters in Chicago to unpack what she found, how she’s rebuilding one of the country’s largest trade associations, and what it all means for its members. Wright describes how she’s cleaning house: bringing in a new CFO, Special Advisor, and a slate of executives from Google, HBO, and the Food Network—leaders chosen for their mix of industry depth and “beginner’s minds.” Her reasoning is direct: she didn’t want “relics from the past,” and needed a team fully aligned with her vision to prevent what she calls potential “sabotage.” She also details the sweeping structural changes underway: top antitrust attorneys reviewing every rule and policy, zero-based budgeting to eliminate financial waste, and a commitment to quarterly transparency reports—shifting NAR to operate more like a public company. This is NAR’s reset moment—one that stands to shape the future of real estate for years to come. 00:00 Intro 02:05 What Led Her to Take the NAR CEO Role 06:43 State of NAR When She Arrived 09:58 Addressing Culture and Financial Challenges 11:52 “This is the Hardest Turnaround I’ve Ever Faced” 13:22 Leadership Team Surprises in First 90 Days 21:00 What Your $201 Really Buys You 26:30 The New Strategic Plan: Core Pillars 31:25 Bringing in Google & HBO Execs With "Beginner's Minds" 36:00 Operating Like a Public Company (Transparency) 39:44 Who NAR Is For in This Next Chapter 41:25 Professional Standards vs. Number of Realtors 45:00 Clear Cooperation and Listing Fragmentation Concerns 51:15 Personal Side: This Season of Her Life 52:00 The Public Nature of the Role 52:49 What Success Looks Like 12-24 Months from Now 54:00 Outro 🔥 Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://spoti.fi/45FKXE4 Connect with Andrew Flachner on Social: 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 LinkedIn: https://www.linkedin.com/in/andrewflachner/
#9
Nov 12, 2025 · 34 min
Zillow x ChatGPT, FUB Terms of Service, & Private Listings | Live at Unlock
Zillow’s been making big moves: expanding its suite of agent-facing tools, weaving Follow Up Boss more tightly into its ecosystem, and redefining how it serves agents. To unpack it all, RealScout CEO Andrew Flachner sat down with Errol Samuelson, Zillow’s Chief Industry Development Officer, for a candid conversation about where Zillow and the industry are heading (and why he believes this is a time for optimism in real estate). We cover: - Zillow’s use of AI (ChatGPT integration for consumers, automating communication for agents) - The strategy behind Zillow Pro, its latest product announcement - The thinking behind its updated Terms of Service (Follow Up Boss) - The real risks if private listing networks flourish, and what that could mean for the industry 🎙️Recorded live on stage at Zillow Unlock 2025 🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://spoti.fi/45FKXE4 ** Connect with Andrew Flachner on Social ** 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/
#8
Sep 24, 2025 · 54 min
Top 1% Agents’ Marketing Secrets with Sharran Srivatsaa
In this episode of The Playmakers Podcast, RealScout’s Andrew Flachner talks with Sharran Srivatsaa—President and Managing Partner at Acquisition.com and a seasoned real estate entrepreneur. Sharran shares lessons from scaling and selling Teles Properties to Douglas Elliman and serving as president of the publicly traded brokerage Real before joining AQC. Fresh off the release of his new book Hundred Million Dollar Money Models with AQC co-founders Alex and Leila Hormozi, he delivers a masterclass on winning listings and growing a real estate business. He breaks down proven marketing strategies to generate deals, ways to communicate with clients in the wake of the NAR settlement, and content ideas to help agents go viral. Sharran also shares the exact scripts he uses to help agents scale—available for download here. What you’ll hear in this episode: Scripts for price adjustments, listing appointments, and turning FSBO listings into your listings How Srivatsaa convinced thousands of executives to get up at 5 a.m. every day Straightforward, practical strategies for agents looking to take their content viral How to use Srivatsaa’s Show, Flow, Demo method to secure new clients The do’s and don’ts of communicating with buyers and sellers after the NAR Settlement How to create a client database to transform the buy-curious into deals If you’re a real estate or business leader, this conversation is chock full of insights you won’t want to miss. (You might even have to rewind a few times to catch it all.) 00:00 Intro 2:45 Leveraging Your Process 4:28 How to use Sharran’s ‘Review Preview’ Method 5:44 Putting in His ‘Reps,’ Founding the 5am Club, and Joining ACQ 11:19 New Challenges: NAR Settlement and Communication 13:16 Creating Viral Content 15:25 Money Talks: Addressing Commissions 19:47: Why You Should Stop Saying ‘My Listing’ 22:38: Explaining the ‘Buyer Universe’ to Clients 24:16 Using the 10/10/0 Rule When Reducing Prices 29:13: The ‘Show, Flow, Demo’ Strategy to Win Listings 34:01 Using an Endorsed Introduction to Generate New Leads 38:48 How Wire Your Database to Close Deals 44:57 Rapid Fire Scripts: FSBOs, Pricing, Representation 🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://spoti.fi/45FKXE4 ** Connect with Andrew Flachner on Social ** 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/
#7
Sep 10, 2025 · 53 min
Leo Pareja Burned the Boats... Then Built a Path to eXp CEO
In this episode of The Playmakers Podcast, RealScout’s Andrew Flachner sits down with eXp Realty CEO Leo Pareja. Pareja shares how he went from losing everything in the 2008 recession to becoming a top producer at Keller Williams, and eventually, took the helm of eXp Realty—the fastest-growing brokerage in the world. Along the way, he explains how vibe-coding is going to transform the real estate industry, why he spoke up about NAR’s massive settlement, and how he’s sought out (and even paid) his real estate mentors. What you’ll hear in this episode: How Pareja went from losing 14 properties in 2008 to becoming a leader in the REO biz Why he told eXp Realty Chairman Glenn Sanford he didn’t want the CEO role, and how he landed it anyway Lessons from the mentors Pareja paid to teach him how to go from selling tens of homes, to hundreds Why he decided to speak up about the NAR settlement, and how it’s transforming real estate for new agents Why vibe-coding is letting veteran agents create the tools they’ve wanted their entire careers How he went from winning a Zillow Hackathon to creating a tech company Why he spends most of his time as CEO interfacing with agents, and most of his personal time with his family If you’re in real estate (or want to be) this conversation is chock full of insights you won’t want to miss. 🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://spoti.fi/45FKXE4 ** Connect with Andrew Flachner on Social ** 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/ 00:00 Intro 3:32 Pareja’s Start as a Teen Agent 13:01 From Losing Everything to Becoming a Top Producer 18:18 Finding (and Paying) Your Mentors 22:11 How to Raise Funds and Leverage Talent 24:50 Using a Hackathon to Build a Tech Company 29:21 Becoming the CEO of eXp Realty 37:20 Consequences of the NAR Settlement 42:33 Dealing With Private Listings 45:19 Prioritizing Facetime With Agents 47:45 How Vibe Coding is Letting Agents Innovate 51:47 Making Time for Family
#6
Aug 26, 2025 · 27 min
Brad Inman on NAR’s future, the ‘God-like’ power of AI, and the coming commission crunch
In this episode of The Playmakers Podcast, RealScout’s Andrew Flachner sits down with legendary media entrepreneur Brad Inman live from Inman Connect in San Diego. Brad opens up about his journey—from building Inman News at his kitchen table into the most influential real estate media company, to his latest venture in longevity and health. Along the way, he shares insights on the future of real estate, the ‘God-like’ power of AI, NAR’s decade-long missteps, and why community and credibility remain the foundation of success. What you’ll hear in this episode: How Inman Connect helped launch RealScout and shaped Andrew’s career Brad’s “triple whammy” that could revive the housing market: AI, lower rates, and affordability Why AI is more than a productivity tool—and how it could end discrimination and inefficiency in real estate The convergence of AI, blockchain, and crypto, and what it means for global housing markets Lessons from building Inman News with integrity in an industry defined by pay-to-play media Advice for real estate agents navigating today’s tough market and becoming content creators themselves Brad’s new venture, Live Long Media, and practical, science-backed tips for living a healthier, longer life Rapid-fire predictions on NAR, commission compression, Realtor headcount, and the future of transactions What success means to Brad after decades of building businesses and communities If you’re in real estate, this conversation is full of insights you won’t want to miss. 🔥Subscribe to the podcast: Apple Podcasts: https://apple.co/459lPWc Spotify: https://spoti.fi/45FKXE4 ** Connect with Andrew Flachner on Social ** 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/ 00:00 Intro 1:25 Old Friends at Inman Connect 2:40 Today’s Market & What’s Next 4:22 AI’s Promise and Potential 9:53 The Latte Vision & Broken Processes 13:20 Building Inman News with Integrity 16:55 Advice for Agents in a Tough Market 18:33 Reinvention & Longevity Media 21:42 Rapid Fire: The Future of Real Estate 25:25 Optimistic about 2030
#5
Aug 14, 2025 · 33 min
Redfin CEO on AI, Rocket Acquisition, Vertical Integration, and Housing’s Next Era
For nearly two decades, Glenn Kelman has led Redfin’s push to merge cutting-edge tech with full-service brokerage, reshaping how homes are bought and sold. Now, following its multi-billion-dollar acquisition by Rocket Companies, he’s setting his sights on an AI-powered, vertically integrated future. In this candid conversation with Andrew Flachner, Glenn shares lessons from Redfin’s early missteps, insights on making housing more transparent and liquid, and why he believes housing is “the ultimate good.” 🔥 Subscribe to the podcast: • Apple Podcasts: https://apple.co/459lPWc • Spotify: https://spoti.fi/45FKXE4 We also dig into: – How Redfin’s dual identity as a tech platform and brokerage became its superpower—and challenge – Why AI’s biggest impact won’t be replacing agents, but freeing them to focus on high-value work – The role of transparency in making housing more “liquid” and accessible – How vertical integration can counter margin compression in a changing market – Behind-the-scenes of the Rocket acquisition—and why Kelman believes they’re a perfect match This is an unfiltered look at the moves shaping the future of real estate, straight from one of the industry’s most innovative and outspoken leaders. 00:00 — Intro 02:05 — The origin story: from map-based search to full-service brokerage 04:19 — Lessons from early missteps and finding the tech–service balance 06:33 — Stories from the field that shaped Redfin’s culture 08:18 — The challenge of being both a website and a brokerage 10:00 — Why data is AI’s real differentiator in real estate 11:00 — Current and future applications of AI at Redfin 13:38 — Why AI won’t replace agents in high-stakes transactions 14:24 — Making housing more transparent and liquid 15:57 — Why iBuying economics have changed 17:32— The push for integrated service models 20:50 — Standardization vs. personalization in brokerage 23:06 — Vertical integration as a path to profitability and better service 24:50 — How the Rocket deal came together 27:18 — The vision for Rocket Redfin 28:28 — Putting savings into mortgage rates where consumers feel it most 29:35 — Kelman’s future at Redfin and personal mission 31:38 — The impact Redfin has had on customers and agents ** Connect with Andrew Flachner on Social ** 🔗 Instagram: https://www.instagram.com/aflachner/ 🔗 Linkedin: https://www.linkedin.com/in/andrewflachner/ Produced by NOVA

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