Keeping It Real Podcast • Secrets Of Top 1% REALTORS ® • Interviews With Real Estate Brokers & Agents

In this announcement episode D.J. Paris talks about his live event called “You Don’t Need More Leads – You Need AI” on Tuesday, May 19 at 7:00 PM CST. You know at least 200 people. Most of them already know you. Most of them have completely forgotten you sell real estate. Your next client is probably in that list. They just need a reason to think of you again. This live masterclass shows you 5 AI strategies to turn the relationships you already have into real conversations, real referrals, and real transactions. No prospecting. No new lead source. Nothing you can’t start using tonight. Enroll to “You Don’t Need More Leads – You Need AI” for free using the promo code REAL here.

Danny Brown shares how playing the long game, giving honest advice, and protecting your reputation can build a top‑tier business. He explains why relationships with other agents are as critical as client relationships, especially in ultra‑competitive, high‑net‑worth markets. Danny also breaks down his lean, “anti‑team” model, the costly mistakes he’s learned from, and how documentation and buyer agreements protect agents. Last, Danny offers practical strategies for moving upmarket and adopting a sports‑style mindset of focusing on controllables and leaning into the hard work that compounds over time. If you’d prefer to watch this interview, click here to view on YouTube! Danny Brown can be reached at (310) 901-7405 and dbrown@compass.com. This episode is brought to you by Real Geeks and Courted.io.

We are thrilled to announce our newest monthly segment “Breakthrough with Michael” with Michael Opyd. Mike Opyd brings hard-earned experience to the table, having started in 2009 during the Great Recession with just $2,000 and no safety net, eventually building a $200M brokerage and becoming a top producer in Chicago. Now a full-time coach, he specializes in helping agents at every level break through plateaus with real-world strategies rooted in his own journey. In this segment, one agent gets coached live on the podcast, no scripts, no filters, walking in with a challenge and leaving with a clear, actionable plan. It’s a raw, honest look at the conversations agents need but rarely get to have, with thousands of listeners learning alongside them. Ready to break through what’s holding you back? Apply now for your chance to be coached live on the show. Spots are limited to just one agent per month, so don’t wait – apply today. This episode is brought to you by Real Geeks and Courted.io.

In our April episode, Carrie McCormick shares how a celebrity client found her through ChatGPT and how simply answering her phone turned into a $9.5M listing opportunity. She then walks listeners through a high-stakes $6M deal where a buyer got cold feet, revealing the strategy, empathy, and communication she used to save the transaction. This episode gives practical lessons on managing client psychology, balancing multiple buyers, and treating every deal like it’s the most important one of your career. Please follow Carrie on Instagram. If you’d prefer to watch this interview, click here to view on YouTube! Carrie can be reached at carrie@atproperties.com or by phone at 312.961.4612. This episode is brought to you by Real Geeks and Courted.io.

Welcome to our series Better Your Business With Ben. In this episode Ben Lalez break down what’s really driving his team’s impressive Q1 production and growth. Ben dives into the power of consistency and the idea of getting just 1% better every day in core real estate skills. Ben also shares hard-won lessons from creating thousands of social media videos, including how to hook viewers in the first three seconds and keep them watching on Instagram and TikTok. Last, Ben explores the long-term, evergreen value of YouTube content, and wrap with mindset advice on pushing through discomfort, experimenting with content, and letting the data tell you when your content needs to improve. Please follow Ben on Instagram and TikTok. If you’d prefer to watch this interview, click here to view on YouTube! Ben Lalez can be reached at 312.789.4054 and ben.lalez@compass.com. This episode is brought to you by Real Geeks and Courted.io.

Welcome to another episode of YouTube Lab with Sarah Maslowski. In this episode, Sarah pulls back the curtain on what the first 12 months of YouTube really look like for real estate agents. Sarah shares her own early numbers, the emotional roller coaster of low views, and the pivotal moment when a single relocation buyer call changed everything. Next, Sarah shares why views and subscribers are “vanity metrics,” what to actually measure instead, and how to think about YouTube as a long-term lead generation system rather than a quick win. Last, Sarah breaks down the most common channel-killing mistakes agents make and how to fix them so you can start attracting serious relocation clients. If you’d prefer to watch this interview, click here to view on YouTube! Sarah Maslowski can be reached at hello@keypointhomesgroup.com and +1(470) 577-6472. This episode is brought to you by Real Geeks and Courted.io.

Welcome to our monthly feature Learn With A Lender with Austin Clarence. In this episode, Austin and D.J. discuss the new Fannie Mae and Freddie Mac rules that will push condo HOAs to increase reserve funds from 10% to 15% and what that means. Next, they discuss how real estate agents can turn these changes into opportunities by educating condo owners and HOA boards, positioning themselves as trusted experts. Austin also explains how bridge loans and HELOCs let homeowners tap into their equity to buy before they sell, and how to navigate today’s higher-rate environment shaped by global conflicts, inflation, and oil prices. Subscribe to Austin’s newsletter by sending an email to aclarence@nexalending.com. If you’d prefer to watch this interview, click here to view on YouTube! Austin Clarence can be reached at +1 650-906-2376 and aclarence@nexalending.com. This episode is brought to you by Real Geeks and Courted.io.

Welcome to our newest series “Coffee Talks with Tim and D.J.” In the first episode of Coffee Talks, explores the striking disconnect between what real estate clients say and what they actually do, while 88% say they would reuse their agent, only around 12–15% end up doing so. Tim and D.J. unpack why this happens, focusing on the brutal reality that 91% of agents go dark after closing and rely on randomness instead of a real follow-up system. They break down the simple but powerful “4-4 System” to stay top of mind with past clients through quarterly, human, and value-driven touches offering practical scripts and a clear structure to turn past clients into repeat and referral business, instead of watching them drift to the next agent they find online. If you’d prefer to watch this interview, click here to view on YouTube!

Debbie De Grote shares how she went from closing her first deal at 18 to coaching top agents across North America. Debbie and DJ dig into why custom coaching beats cookie‑cutter programs, how to view coaching as a business investment (even if you can’t afford it yet). They also break down how the NAR settlement changed buyer conversations around commissions and why prepared agents are actually winning more now. Last, Debbie shares a simple self‑diagnostic exercise to help you identify where you’re stuck and what to do next. Debbie offers her Negotiations Course for free for Keeping It Real Podcast listeners here. If you’d prefer to watch this interview, click here to view on YouTube! Debbie De Grote can be reached here. This episode is brought to you by Real Geeks and Courted.io.

In this episode Real Estate Video Coach Kim Rittberg talks about how not to be “cringey” on camera. Kim explains that the better we are on camera the more people will build that connection/trust with us through social media. Next Kim discusses how to own who you are in a more comfortable way? Last, Kim walks you though her PATCH method and explains it. If you’d prefer to watch this interview, click here to view on YouTube! Get on camera with Kim’s Real Estate Video Kickstart – training program and on-camera challenge. Sign up for Kim’s “5 Videos Every Real Estate Agent Must Make to Sell More Homes“. Follow Kim on Instagram. Subscribe to Kim on YouTube. This episode is brought to you by Real Geeks and Courted.io.

In this announcement episode D.J. Paris talks about his live event called “You’re Doing A.I. 100% Wrong” on Tuesday, April 7th at 12:00PM CST. In this webinar D.J. will show you how to compete with veterans using new tools available now. These methods will be handing back to you 19 hours per week all the while helping you maintain relationships. D.J. will also share 5 strategies on leveraging A.I. tools to bring your business to the next level. Enroll to “You’re Doing AI 100% Wrong” for free using the promo code REAL here. This episode is brought to you by Real Geeks and Courted.io.

Welcome to The Inner Game of Real Estate Success with high-performance hypnotherapist and mindset coach Paul Salter. In this episode, Paul breaks down the hidden cost of a lack of structure – and how letting emotions drive your day quietly drains energy, fragments focus, and holds real estate professionals back from consistent execution, confident decisions, and peak performance. You’ll learn why inconsistency isn’t a discipline problem, but a structural one rooted in emotional decision-making. Paul also explains how anxiety, fear, and overwhelm hijack your attention, increase cognitive load, and pull you toward short-term relief – creating a dangerous gap between the results you want and the actions you actually take. If you’d prefer to watch this interview, click here to view on YouTube! Schedule a high-performance hypnotherapy and mindset coaching session with Paul here. Learn more about mindset and performance coaching for real estate agents here. This episode is brought to you by Real Geeks and Courted.io.

Welcome to another episode of YouTube Lab with Sarah Maslowski. In this episode, Sarah breaks down a real YouTube lead that turned into a closed deal. You’ll hear exactly which video the client watched, how they reached out, and what the first conversation looked like. Sarah also walks you through how the lead was handled step-by-step, from initial contact to closing, and highlight the key moments that made the difference. Additionally, Sarah covers the common mistakes agents make with YouTube leads and how to avoid losing opportunities that are already in your inbox. If you’d prefer to watch this interview, click here to view on YouTube! Sarah Maslowski can be reached at hello@keypointhomesgroup.com and +1(470) 577-6472. This episode is brought to you by Real Geeks and Courted.io.

Mark Gordon shares how he entered the business at the worst possible time, in 2008, after serving on the Vail Town Council and even negotiating a $300M development while working a $15/hour ski job. Mark explains why he left Sotheby’s to run a focused boutique brokerage, and how deep community involvement fuels his business in a small resort market. The conversation also dives into how Mark uses AI as a tool, not a threat, to create better CMAs and searches, and why his work with NAR, CAR, and local associations is critical to protecting homeowners, property rights, and the future of the industry. If you’d prefer to watch this interview, click here to view on YouTube! Mark Gordon can be reached at (970) 331-5821 and markgordonvail@gmail.com. This episode is brought to you by Real Geeks and Courted.io.

Darwin Stephens shares how he transitioned from a secure Fortune 10 leadership role in corporate America into full-time luxury real estate after the COVID-19 pandemic reshaped his original business plans. He discusses building the federally trademarked Selling Dallas brand and establishing authority in the Dallas luxury market through extensive media exposure and a consultative approach tailored to high-net-worth and C-suite clients. Darwin also explains how technology like Metaology’s hyper-real visualization tools is transforming real estate development by allowing investors and developers to experience projects before they’re built. As a triple-licensed professional and CEO/broker of the Raddr Group, he focuses on helping clients maximize their real estate portfolios. He also previews his upcoming podcast exploring the evolving idea of the American Dream and new paths to wealth, retirement, and housing in today’s economy. If you’d prefer to watch this interview, click here to view on YouTube! Darwin Stephens can be reached at (469) 756-3221 and closewithdarwin@gmail.com This episode is brought to you by Real Geeks and Courted.io.

Welcome to our monthly feature Learn With A Lender with Austin Clarence. In this episode, Austin discusses what the recent drop in 30‑year fixed rates below 6% really means for buyers. Austin describes how to use the new FHA loan limit as a pricing strategy, and why non-QM and DSCR loans are game-changers for self‑employed buyers and investors. Last, Austin also shares his concept of “ghost buyers”, people who could qualify but don’t realize it, and gives agents practical ways to turn this hidden group into closed deals. Subscribe to Austin’s newsletter by sending an email to aclarence@nexalending.com. If you’d prefer to watch this interview, click here to view on YouTube! Austin Clarence can be reached at +1 650-906-2376 and aclarence@nexalending.com This episode is brought to you by Real Geeks and Courted.io.

Eirik Gislason dives into why negotiation is the most underdeveloped, yet crucial, skill for real estate agents, and how to move from listing “features” to clearly communicating real value to clients. Eric shares how to tailor your value proposition to different decision-maker types, navigate tough conversations like price reductions, and guide sellers through multiple-offer situations without losing trust. He also explains his coaching philosophy at Archway Partners, focused on building agent confidence, clarity, and long-term, integrity-based success in a rapidly changing, AI-influenced market. If you’d prefer to watch this interview, click here to view on YouTube! Eirik Gislason can be reached at 917-558-3992 and egislason@bhsusa.com. This episode is brought to you by Real Geeks and Courted.io.

Welcome to The Inner Game of Real Estate Success with high-performance hypnotherapist and mindset coach Paul Salter. In this episode of The Inner Game of Real Estate Success, Paul breaks down the hidden cost of indecision – and how hesitation quietly drains confidence, overwhelms the mind, and holds real estate professionals back from making bold moves, closing deals, and operating at their highest level. You’ll learn why indecision isn’t just a lack of clarity, but a psychological pattern rooted in fear, uncertainty, and a breakdown in self-trust. Paul explains how unresolved decisions increase cognitive load, invite doubt, and create a dangerous gap between the results you say you want and the actions you take. If you’d prefer to watch this interview, click here to view on YouTube! Schedule a high-performance hypnotherapy and mindset coaching session with Paul here. Learn more about mindset and performance coaching for real estate agents here. This episode is brought to you by Real Geeks and Courted.io.

Jason Caspert, Director of Sales at Courted, explains the “Moneyball” approach to recruiting and retaining real estate agents. D.J. and Jason break down how Courted’s AI-powered platform mines MLS data to show brokers and team leaders exactly who to call, when to call, and what to say – including predicting which agents are most likely to move. They also share practical, real-world tactics for using data to personalize outreach, celebrate agents’ wins, and strengthen retention, not just chase new recruits. If you’d prefer to watch this interview, click here to view on YouTube! This episode is brought to you by Real Geeks and Courted.io.

In this episode D.J. talks to our in-house mindset coach, the high-performance hypnotherapist Paul Salter to unpack why most agents don’t have a systems problem but they have a mindset problem. Paul describes how fear, anxiety, and old stories stop us from doing simple, high-impact actions like going to the gym, making prospecting calls, or reconnecting with past clients, even when we know exactly what to do. Paul shares practical tools for shifting from unconscious reaction to conscious response using mindfulness, daily rituals, and identity-level work, along with real client examples of agents who rebuilt their relationship with success to earn more while feeling better. If you’d prefer to watch this interview, click here to view on YouTube! Schedule a high-performance hypnotherapy and mindset coaching session with Paul here. Learn more about mindset and performance coaching for real estate agents here. Check out Paul’s “The Scratch Golfer’s Mindset Podcast” here. This episode is brought to you by Real Geeks and Courted.io.