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How They Won: Secrets of Winning Real Estate Pros

Business & Economics Podcasts

The best of the best in the real estate industry share the secrets to their success.

The best of the best in the real estate industry share the secrets to their success.


United States


The best of the best in the real estate industry share the secrets to their success.








Real Estate World Podcast and COVID-19 with Scot Pekarek

This week, we’re doing something a little different. Last week, I was invited to appear on the Real Estate World podcast with Scot Pekarek. Scot is an old friend and we had a great conversation. If you want to learn more about Scot and listen to the Real Estate World podcast, head over to


COVID-19 Economics with Meghan O'Brien

With the current COVID-19 Pandemic, I wanted to have a conversation about the baseline economic factors that are at play. I am lucky to have a friend who is both an economist and real estate professional, so I invited her on the show. Meghan O’Brien is a top-producing real estate salesperson with RE/Max Concepts in Des Moines, Iowa and Professor of Economics with Des Moines Area Community College. During our conversation, Meghan and I discussed: Remember to take care of yourself so you...


COVID-19 and Changing Brokerage Companies with Andrea Geller

Today’s interview is a first for How They Won. I am interviewing a guest for a second time. In mid-February of 2020, I posted an interview with my friend Andrea Geller from Chicago. Andrea shared 20+ years of knowledge and insights aimed primarily at real estate industry veterans. It was a pretty wide-ranging conversation with lots of great take-aways. Shortly after that interview, Andrea made a big change in her business and ended up affiliating with a different brokerage. There’s not a...


Learn It, List It, Sell It with Craig O'Rourke

My guest today is doing the same thing with the real estate business. He has found a way to combine the world of real estate investments and residential owner-occupied real estate into a new approach to the business that allows residential real estate agents to offer something new to their clients. I am proud to be working with this individual to help bring his idea to the broader real estate industry. Craig O’Rourke has been in the real estate business for 25 years. He has worked as a...


Running an Effective Team with Heather and Steve Ostrom

I think you’re really going to enjoy this conversation! I am speaking with Heather and Steve Ostrom with Coldwell Banker Realty in Roseville and Rocklin, California. Heather and Steve run one of the most efficient and effective husband and wife teams I’ve come across in the real estate business. Each of them has a well-defined job that they do for the team and each of them are best-in-class at what they do. During our conversation, Heather and Steve discussed the evolution of their team,...


Develop Your Skills and Achieve Your Potential with Jeremy Bowers

This week, I had the opportunity to interview one of the best salespeople I know – Jeremy Bowers, CEO and Team Leader for Keller Williams Philly. Jeremy and I had a wide-ranging discussion about several important topics in the real estate business and frankly, business in general. We talked about influence and persuasion as both a talent and skill, his method of “working backwards” like a golfer to develop his skillset in business, how having the right intent for sales outcomes clarifies...


Building Relationships, Solving Problems, & Having Fun with Sean Carpenter

This week’s episode is FULL of really simple but super effective tips that will help you grow your business. An old friend, successful real estate agent, and national speaker, Sean Carpenter of Coldwell Banker in Columbus and Cincinnati, Ohio came on the show. Sean and I talk about: I know that you’re going to get a ton of great information listening to this conversation. Be sure to subscribe to How They Won in your favorite podcast program to catch all the great interviews we release...


Advice for Real Estate Industry Veterans with Andrea Geller

On this week’s episode, I’m speaking with Andrea Geller, Broker Associate at Hot Property® The Chaz Walters Group and Coldwell Banker Residential Real Estate of Chicago. Andrea is a friend and someone I always turn to for her thoughts on the real estate business and our industry. During our conversation, we discussed: I hope you enjoy this conversation as much as I did! Remember – if you are finding value in How They Won, please subscribe, review, and share the podcast. I sincerely...


Finding Your Niche, Systems, and More With Ahmed Helmi

This week, I am speaking with Ahmed Helmi, VP and Division Manager for Johnston & Daniel, a Division of Royal LePage Real Estate in Toronto, Ontario. Ahmed has nearly done it all over his 17 years in the real estate business and has been successful at every turn. I really enjoyed talking to Ahmed about: I think you’re going to find a TON of value in this conversation!


Integrity, Branding, & Consistency with Shelley Scotto

This week, I am speaking with Shelley Scotto, of Coldwell Banker on Long Island & Queens, New York. Shelley is an incredible real estate agent that has been successful in every type of market since 1988. We had a wide-ranging conversation about: You know, I’m so grateful to know people like Shelley, because they have so much to teach us. I hope you enjoy this conversation with this incredible real estate professional!


Risk Taking and REALTOR Referrals with Rob Mehta

In this week’s episode, I got to interview serial real estate entrepreneur, Rob Mehta. In addition to being affiliated with Coldwell Banker Realty in Minnesota and Wisconsin, Rob is also licensed with Coldwell Banker Residential Real Estate in Florida. As if that wasn’t enough, Rob is also the principal of Rob Mehta and Partners, a training and consulting firm. I spoke with Rob from his second home in Thailand about: I think you’re going to learn a lot from our conversation, because I...


The R & R Show with Roxanne Escobedo and Rudy Vincent

Roxanne Escobedo and Rudy Vincent of Coldwell Banker United in Austin, Texas discuss their weekly Facebook real estate talk show. Listen in and learn about R&R's brilliant content creation strategy that keeps them engaged with their audience.


Preparation, Intention, & Mastery

On this week’s show, I’m speaking with Bob van Allen, President of Coldwell Banker Tomlinson in Washington State and Idaho. Bob is not your typical real estate professional. He’s got a very unique outlook and approach to succeeding in the business and I think you’ll appreciate what he has to share. During our conversation, Bob and I discussed


Demographic Trends & Opportunities with Jorge DeLeon

I had the opportunity to interview a brilliant real estate professional from Southern California, Jorge DeLeon of Coldwell Banker Residential Brokerage. Jorge currently manages Coldwell Banker’s offices within the Ventura and Oxnard, California markets as well as serving as NRT’s Regional Diversity Chairman for Southern California and Arizona. I first met Jorge through our work together with the National Association of Hispanic Real Estate Professionals and I’ve come to really respect him...


Technology, Disruptors, & Relationships with Paul Springer

I had the pleasure and honor of sitting down with one of my oldest friends and colleagues in the business, Paul Springer with Coldwell Banker Burnet in Minneapolis, St. Paul, and Western Wisconsin. Paul and I talked about the role of technology in the real estate industry and the importance of staying focused on the relationships we have with our sphere of influence no matter what.


Reinvention, Persistence, & Recruiting with Lance Berwald

This week, I interviewed Lance Berwald, manager of the Berkshire Hathaway Home Services North Properties Office in Edina, Minnesota. Lance is a professional basketball player, turned Real Estate agent, turned manager. During our conversation, Lance and I discussed: I thought this conversation was especially fun. If you enjoy it as much as I did, please take a moment to post a review and share. Thanks for listening and enjoy!


Service First and a Strong Start with Dondi Fielder

In this episode, I sat down with Dondi Fielder from Coldwell Banker Gosslee Real Estate in Shreveport, Louisiana. Dondi has been in the real estate business for just over two years. Her first year, her production was way above average, and in her second year, she more than doubled her production. Dondi is super relatable and I think her perspective on succeeding in real estate is very interesting. Dondi and I discussed her unique ability to make her clients feel like they are the center of...


The Board, Balance, & "Boring" Business with Todd Urbanski

Todd Urbanski is a successful real estate agent, director of agent development for his company, he's super involved with the board of Realtors and a former president of the board, a ski patroller, a firefighter...the list goes on and on. Todd and I discussed the importance of coaching in life and business, how and why to get more involved with your local board of REALTORS®, being part of the solution rather than part of the problem, how to "make it" in the real estate business, balancing...


Resilience, Growth, & The Luxury Market with Shannon Byerly

In this episode, I interviewed Shannon Byerly with Coldwell Banker Residential Brokerage in Denver, Colorado. Shannon has been in the business for five years, but you would think it has been longer based on her sales production. She was rookie of the year her first year in the business and has been crushing it every year since. In our conversation, Shannon and I discussed: The advice that Shannon shares will absolutely have a positive impact on your business.


BIG Ideas, Partnerships, and Lifesizing with Martha Webb

On this week’s show, I sat down with Martha Webb from Edina Realty in Minnesota. Martha is basically single-handedly responsible for introducing the real estate business to the concept of home staging through her course and book, Dress Your House for Success. After watching her course on VHS at the beginning of my career, it was such a thrill to get to speak with Martha in person. During our conversation, we of course discussed Dress Your House for Success, but we also talked about how to...