KW MAPS Podcast Growth Edition

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Aubrey Hutchison: Leverage: Building for the Future and Improving Yourself Every Day

A lot of people are afraid to get into real estate because they think they’ll have to be 24-hour agents. How does leverage give you both time and financial freedom? How do you assemble your dream team, and prevent yourself from feeling overwhelmed or desperate? How can you grow and get better everyday? On this episode, Aubrey Hutchison shares how Leverage and Career Visioning helped her grow and become #1 in her MLS.

You can be a real estate agent without working 24-hour days. - Aubrey Hutchison 


Three Things We Learned From This Episode

  • Have a goal for contacts

    It’s important to have some sort of appointment goal for you and your agents. It doesn’t have to be a high number, and the appointment can be as simple as a coffee meeting. This way, people are always out there and making some sort of contact.

  • Hire with the future in mind, not just for immediate needs

    When you’re overwhelmed, you may be tempted to hire out of desperation. To solve this you might have to scale down before you scale up. Give yourself the time to invest in career visioning and to hire the right person.

  • Learn from your mistakes

    When you make mistakes or stumble, look at what you learned and how you can use it to get better. Don’t let it knock you down-- let it inspire you to improve.


Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


There’s a huge difference between running a real estate business and just selling real estate. Put time into implementing systems and leverage, rather than trying to run your business on the fly. If you want to get better, you have to invest in learning. Be willing to improve and have leverage in your business and your life.


Len Stone: 36-Touch: Achieving Growth Through the Right Coaching and Systems

 Sometimes we find ourselves slowing down in our business when we’re not sure about where we’re going. Why are systems and models a key part of solving this problem and getting you back into action? How do you avoid hitting a ceiling in your progress? What do you do everyday to improve yourself? On this episode, Len Stone shares his amazing transformation during three years in real estate.

Whether it’s your team, your family, or your friends, the people you surround yourself with have to be positive influences on you to help you move forward. -Len Stone  


Three Things We Learned From This Episode

  • Your company matters.

    Surround yourself with successful people and success-minded people. They will motivate you, set great examples, and you’re likely to learn from them.


  • There is nothing wrong with changing coaches to find one who can help with your specific need.

    When you grow, you change. This may mean that you need to find a new mentor or coach who is better equipped to help you continue to grow.


  • Be intentional about your coaching calls

    When it comes to coaching calls, take 15 minutes before the call to prepare yourself. After the call, take another 15 minutes to go over what was discussed, and make sure there’s nothing you missed. This will really help you to retain the new information.

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


Models give you the confidence to help you move forward in your business, and the more you pour into them, the more you get out of them. Ultimately, you are in charge of your own development and if you leverage the right tools, you will succeed.


Jeff Ristine: 36-Touch: Doubling Your Volume Through Tracking and a Clear Purpose

A lot of agents lack a clear vision of where they are going and who they need to be. Why is it so important to work on facilitating the goal beyond just creating it? What does it take to go from being stressed out to actually enjoying your business? On this episode, Jeff Ristine talks about how BOLD, 36-touch and MREA helped him transform himself and his business.


Follow the plan, and stay focused on it. Review your goals and your big “WHY” that gives you the motivation to conquer any challenges that come your way. -Jeff Ristine

Three Things We Learned From This Episode

  • Be, Do, Have

    Many of us spend our careers chasing the “have by doing” and never really focusing on the “being”. The first step is determining who you need to become to be successful, and the actions and results can follow.

  • Tracking is Necessary for Your Growth

    Along with having a clear goal, it’s important to track your actions and progress toward that goal. Without a defined path, it’s difficult to see what you’re doing right or wrong.

  • Have a Really Big WHY

    Have a really strong goal, motivation, and a BIG WHY. When you review them every single day, it will push you through the difficult times. This should always be your first step in everything you do, and it will be your driver.

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


If you realize you’re in a hole, stop digging. When in crisis, you need to go back to the drawing board and try to understand who you need to become. This is how you can facilitate the changes that must be made. Determine who you need to be to have that life you want to have.  


Erik Taniguchi: Lead Generation Model: Increasing GCI Through Dedicated Systems

Most solo agents have no business stability because they have no predictable systems. On top of this, they often have to start and stop their operations when life gets in the way. How can you go about liberating yourself from this trap? How do you shift from hearing only your own ideas to actually listening to those of other people? What does it take to start thinking bigger? On this episode Erik Taniguchi shares the systems and models that helped him scale his business and increase his GCI year after year.


Choose the things you want to focus on, and stick with them. -Erik Taniguchi

Three Things We Learned From This Episode

  • Practice a script until it comes naturally to you

    Most people are uncomfortable with scripts because they don’t want to sound “canned” or like they’re reading something. If you keep using and repeating the scripts, it will sound natural and sound like you.

  • If it’s not on your schedule, it doesn’t exist.

    Your schedule should guide you in everything you do, and you must be intentional about it. This will bring structure to your day and order to your business. It will also make your personal life less stressful.

  • Systems give you freedom and breathing room

    Once you have systems in place, your lead generation and marketing can run like a machine. When you put the effort into doing this, your business will become predictable and you’ll know how much work you have to do to reach a specific result.

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


For most solo agents, their business can become stressful enough to impact their personal lives. The way to solve this is through systems and models that allow your business to run even when you’re not there. These structures work together to help you achieve your business goals, and make your life easier by allowing you to work smarter, not harder. This is how you create predictable income which can grow steadily and sustainably.


Anthony Manzon: 30-60-90: Scaling Up Systematically & Tripling in Volume

A lot of agents make the mistake of instantly hiring a new team member without thinking about the system they will work in. Why does this put you at risk of bad hires? How can you bring systems into your recruiting strategy? How do you make sure partnering up is a win-win for both sides? On this episode, Anthony Manzon shares his amazing transformation and how he leveled up from salesperson to business owner by investing in what works.



Coaching is 10-20% of your success, you have to be the other 90% to be the one to implement it. -Anthony Manzon

Three Things We Learned From This Episode

  • Hustle won’t take you very far. Systems will.
    Hustle isn’t scalable, unless you bring on another person who hustles as hard as you do. Hustle is also only good for “now business”. When you want to build for the future, you need systems that will run like a machine and be consistent.

  • Self-improvement has a trickle-down effect
    Anything you do for self-improvement doesn’t just benefit you. It will impact the team, your clients and your family. When you do something great, you’re actually doing it for everyone because of the ripple effect it has.

  • Hire strategically-- not to fill a role immediately
    It’s important that you hire someone who will work in your best interest while you work in theirs. Without this, it’s impossible to be in alignment, and it will only lead to conflict. The relationship won’t go far and this can affect your whole team.


Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


Hiring and maintaining talent while preserving the culture of the team can be difficult. That’s why you need to hire with a system right from the very start. All the tools out there assist you in getting to the next level, but the greatest differentiator is you, your effort, your mindset and all the work you do to make your goals happen. Bet on yourself and be growth-minded in everything you do.


Lance Loken: GPS Model: Changing Your Skill Set & Mindset to Build a Culture of Success

Real estate agents can be prone to “shiny object syndrome”, and they often give up after facing a crisis. Why is it so important to focus on what matters? What are the key things that make success inevitable? Why should people come first? On this episode, Lance Loken talks about how his team got through a hurricane and continued building on their successes while putting the people first.



By collaborating with each other and getting buy in from everybody, we accomplish our goals as a team or as an organization, instead of me telling people what to do. -Lance Loken

Three Things We Learned From This Episode

  • Don’t dictate. Collaborate.

    When a team leader chooses to collaborate and gets buy-in from the whole team, people won’t feel like they are simply being given commands. They will naturally want to work towards the common goal of the team.


  • It’s all about people.

    People are the be-all and end-all of real estate. Your clients and team members matter, and your success is impossible without them. Learn to focus on working with people, understanding what they need, and providing a better service as an agent and leader.


  • Wisdom and good leadership always trickles down.

    There’s a trickle-down effect of wisdom that happens in a strong organization. When the message is consistent, people start teaching what they learn from the masters to the people they lead.


    Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


A lot of us concentrate on numbers and how much we’re closing, but that shouldn’t be the first thing we care about. Learn to focus on doing the fundamental, necessary activities at a high level. When you do that, the results will follow.


Alan Cottrell: Career Visioning - Building a Purpose-Driven Career Through Systems and Hired Talent

For a lot of people, the idea of starting in real estate after a long previous career seems daunting. How can you help yourself start off strong? What does it take to level up, become a business owner, and stop living from closing to closing? How should you go about hiring your talent? On this episode, Alan Cottrell talks about joining real estate at age 50 and finding massive success, thanks to models like Career Visioning, and living a purpose-fueled life.



It’s not about the transaction or the sign in the yard. It’s about living with purpose and positivity. When you do that, the business comes to you. -Alan Cottrell


Three Things We Learned From This Episode

  • Scripts give you the opportunity to be an expert
    Scripts can become part of your DNA. Even if they are old, your brain can adjust them to your verbiage, your personality, and the person you’re talking to. They ensure that you’re not caught off-guard, you speak with confidence, and you’re ready for questions and objections. You get to use the expertise of other people to your advantage.

  • Hire the right kind of talent
    Hire capacity talent. You want people who will grow to the level of the opportunity and expand as your team expands. This kind of talent will also raise your standards as a leader, so it will benefit you too. It’s important to hire talent and leverage it correctly so you have more opportunities.

  • Lean into the systems
    Don’t focus on how you can reinvent the wheel. Focus on the opportunities and the systems.
    The models are already in place, and they are proven. If you follow them, they will work for you.

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


When you switch careers to real estate, it’s natural to worry that you got into it too late. The truth is, if you seek the right guidance you’ll be working with years of expertise behind you. It’s also about having a purpose behind what you do. This will fuel you and allow you to overcome the challenges. When you’re living purposefully, you’re not dependent on the market to be successful. You’ll become an expert and be able to survive and succeed whether the market is up or down.  


Andy Hannigan: Leverage - Growing Your Team and Production, Even Despite a Difficult Setback

A lot of people in real estate work hard for very little money. Why is leverage such an important part of building a solid real estate business? How do real estate fundamentals like lead generation and scripts lead to strong results? How does hiring the right talent allow you to buy back your time? On this episode, Andy Hannigan shares how leverage enabled him to go from a $5 million producer in volume to $25 million, even during a period of major surgery.


Every single year we’re more and more profitable, and every single year my employees are taking more jobs off my plate and buying my time back. -Andy Hannigan

Three Things We Learned from this Episode

  • Always be a team player

    Growing as a leader is difficult without the people to help make that possible. No matter how big you get, keep the appreciation of your team and the greater good. Maintain the team player mindset, because it will help you achieve things you never thought you could.

  • Leverage means your production doesn’t stop-- even when you have to

    Andy has had 12 major surgeries, which took months of recovery time. Because of leverage and putting the right people on the team, he was able to not only sustain, but actually grow his team and production through it all.

  • Work the system

    If you work a system consistently, you will see the results at the end of a 30, 60, or 90 day cycle. If you don’t work the system, you’ll see the penalty of inaction.

Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


When we’re not getting the results we want, it’s so easy to give into the voice in your head that tells us to quit. But true discipline is being able to ignore that voice and say no to the pain, fear and discouragement. We all have obstacles to overcome in order to reach our goals, but these are also opportunities. Consistently put time towards lead generation, conversion, going on appointments, negotiating & role-playing, and practicing the scripts till they come naturally. When you maintain these fundamentals of real estate, you will gain.



Lindsey Bartley: 411 Model - Shifting Your Focus Towards Allocating Time to Scale your Business

A lot of agents make the mistake of hiring people without being strategic about it. Why is it so important to hire with your end goal in mind? How can you increase the success rate of new team members? Why do you sometimes have to take a step back in your business to be propelled forward? On this episode, Lindsey Bartley shares on building the right foundation into her hiring.



The 411 has really been a game changer by helping me focus my time and energy toward my goals. -Lindsey Bartley


Three Things We Learned from this Episode


  • Make the right investment

    We have to be very careful about what, and who, we invest in. Rushing too quickly into a new hire can cost you more money and time in the end. Instead, focus on finding the right system. It can help ensure that you have a reliable, sustainable process in place as your team and business grow.

    Surrender to the System

  • Sometimes we waste too much time overthinking and trying to be creative on the wrong thing. There is no need to reinvent the wheel. If there is a system that works, surrender to it.  Do the work, and watch the results roll in.

    Hire with the end in mind 

  • Don’t just hire people to fill a gap you have in your business right now. You have to hire with the future in mind, and look for people who are at the level you wish to reach.


Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


Dysfunctional businesses share similar traits. If you see them in your business, you have to be willing to go back and restructure the business the right way. Hiring is one of the fundamentals of a strong business, so you can’t just wing it. Avoid hiring to quickly patch holes in your business. Invest in people who will help raise the standards of your business. This is how you’ll start seeing real growth and ROI.


Matt Perry: Career Visioning - Elevating Your Business Through Hired Talent

In real estate, we have systems in our businesses for transactions, but no systems for hiring talent. How does this put us at risk of hiring the wrong people? How did our guest go about building a strong hiring and training system? Why is leverage such a key element of a well-run business? On this episode, Matt Perry talks about implementing the Career Visioning model and elevating his team.


That leverage piece was the biggest catapult for my business and for what I’ve been able to do. - Matt Perry


Three Things We Learned from this Episode


  • The skills of hiring don’t come naturally to a lot of real estate agents

Real estate professionals don’t have HR training, so we tend to see the good in everyone. This gets in the way of who we hire, and can lead to hiring the wrong people or hiring out of necessity.

  • A business won’t grow or succeed without the effort of strong talent

No one succeeds on their own. You have to bring on talent to take tasks off your hands so you can actually grow.

  • Strategic hiring breeds order and structure

When you get to the level of leveraging people and hiring strategically with long term goals in mind, you’ll be able to better define roles and lead people properly. At this point, you’ll be running a high-level business and living by a plan.   


Speak with a Business Growth Advisor about the next step in your business. Click here to schedule your free Business Consultation.


Hiring someone is an important process, and we should avoid rushing into it. It’s critical to be strategic about hiring and bringing leverage into your business because it can greatly affect how & when you reach your goals.


Guest Bio

After graduating Magna Cum Laude from North Carolina State University, Matt taught high school mathematics and then transitioned into the real estate business. After a successful sales career with a local builder, Matt branched out and started his own team at Keller Williams Realty. He truly enjoys enhancing people's lives through assisting them with their real estate needs.