More Than More: Recent Episodes
CENTURY 21 Signature Real Estate
Welcome to More Than More Podcast by CENTURY 21 Signature Real Estate. We discuss building meaningful and impactful businesses, careers, and lives through real estate. Join us each week for special guest speakers, marketing updates, and information to help you build a better business.
BUILD A BETTER BUSINESS | Profit is a means, not an end. Learn how redefining the purpose of profit can bring clarity to your financial goals and help you build a business that supports the life you're truly trying to create.
To access the resources, click here.
In this episode:
00:24 Introducing the Four Ps
01:31 Why Vision and Profit Matter
03:23 Midwest Money Mindset
04:53 Origin of the Framework
08:48 Profit as Fuel
11:18 Worksheet Walkthrough
12:02 Pleasure Goals
14:18 Passion and Growth
15:39 Purpose and Impact
17:39 Clarity and Permission
18:54 Putting It Into Practice
21:51 Final Takeaways
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PATH TO SIGNIFICANCE | Join Working by Referral instructors Angela, Dylan, and Thomas as they recap the series and share the key takeaways that help agents earn advocates.
Access the Working by Referral course here.
In this episode:
00:18 Miniseries Launch Recap
01:17 What We Taught Together
01:47 Origins and Misconceptions
03:32 Database Grading on the Curve
05:29 Scripts Without the Sleaze
08:10 The Advocate Framework
12:46 Micro Tweaks
15:20 Picking a Favorite Section
15:38 Systems Over Creativity
17:04 Boring Base Wins
19:19 Book Club Strategy
21:28 Grade Your Database
21:54 Many Paths To Referrals
26:00 Teach The Referral Ask
30:26 Build Better Businesses
31:19 Organization Referral Revelation
33:05 Clarity And Closing
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BUILD A BETTER BUSINESS | Building wealth through real estate requires more than finding the right deal—it requires a shift in thinking. Understand the principles and KPIs behind great investments and learn to recognize value beyond today's numbers.
Download the resource and access the tool here.
In this episode:
00:32 Why Agents Invest
01:16 Four Freedoms Framework
03:19 Long Term Mindset Shift
04:26 Analyzer Tool Purpose
04:57 Seven Wealth Builders
07:23 Tax Magic Depreciation
10:10 1031 And Equity Access
14:04 Realtor Bonus Levers
16:07 Five KPIs Cashflow
19:00 Cash on Cash Benchmarks
20:43 Leverage Over Cashflow
22:04 Loan to Value Strategy
24:34 Cap Rate and 1% Rule
26:47 Three Hats Spreadsheet
27:47 Tax Losses and Cash Reality
31:27 Resetting Levers Over Time
33:01 How to Get Started
35:54 Play the Long Game
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THE BACKSTAGE | Dylan, Vic, Anna and Abbie revisit the staff's quarterly finance conversation and unpack the 3-step formula for winning: 1) No one is coming to save you, 2) You're responsible for your position - whether or not it's your fault, and 3) You have to sacrifice who you are today for who you want to become. They walk through the exercises used with staff, including mapping out a financial "end game" and running the math on what it actually takes to get there.
They also share personal stories of debt, delayed belief, and the shame of assuming everyone else has it figured out, tracing how small actions build belief over time. They connect the framework beyond finances to parenting, health, and everyday work, landing on the same truth: agency changes everything and there are 3 steps to making it happen.
You can access the 'What Does Retirement Look Like?' resource here.
You can access the 'Retirement Worksheet' resource here.
In this episode:
00:26 Backstage Banter
01:20 Why Talk Money Again
03:42 Visualizing Retirement
05:35 Future Life Categories
08:06 Survival to Significance
10:29 What Would It Take Math
18:26 Ramsey Tools Next Steps
22:30 Three Step Success Formula
25:01 Tradeoffs And Sacrifice
25:24 Three Step Formula
25:53 No Ones Coming
30:10 Debt Shame Cycle
32:38 Victim Mindset Vs Ownership
37:30 Belief Through Action
41:03 Beyond Money Life Lessons
45:01 Teaching Kids Agency
47:56 Closing Take Action
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PATH TO SIGNIFICANCE | Stop measuring success by today's closings. Learn how a visible sales funnel, lead incubation, and closing for the next benchmark help you forecast where your business is headed.
Access the Business Forecasting resources.
In this episode:
00:35 Why Funnels Get Misread
01:28 Snapshot Not Automation
03:57 Funnel Shape and Forecast
05:41 Now Leads vs Later
08:17 How It Got Lost
10:00 Origins and Activity Points
11:08 Pens vs Jet Engines
15:16 Close for Benchmarks
16:11 Defining Leads
16:30 Leads First Always
16:57 Prospects Need Clarity
18:02 Value Based Follow Up
19:28 Appointment Benchmark
21:25 Micro Sales Mindset
22:21 Generate vs Administer
23:31 Incubation Daily Habit
24:36 Probability Scoring Basics
29:50 Forecasting Psychology
32:20 Closing Day Funnel Math
33:08 Getting Started Resources
34:22 Wrap Up and Next Steps
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CLUES TO SUCCESS | An unexpected journey through Mary Kay and roofing sales led Michelle Erickson to real estate. She shares how those experiences built her confidence and why serving people has been the foundation of her success.
In this episode:
00:45 Meet Michelle
01:15 Family Life Update
03:02 Kids Growing Up Fast
05:32 Confidence Breakthrough
07:47 Mary Kay Lessons
09:53 From Mary Kay to Roofing
13:17 Joining Real Estate
16:06 People First Selling
18:06 Early Success Metrics
20:08 Lead Gen and Referrals
22:32 Team Culture and Events
23:36 Team Vibe Support
25:12 Simple Client Care
26:22 People First Philosophy
28:37 Trust Over Sales
31:01 Referral Flywheel
31:22 Rental Investing Sprint
32:49 Managing Short Rentals
36:01 Mentoring Young Entrepreneurs
37:09 Freedom Through Teamwork
40:16 Raising Entrepreneur Kids
42:56 Parting Wisdom
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BUILD A BETTER BUSINESS | You don't see the world as it is. You see it through the filters of your brain. Every conversation, decision, and client interaction is shaped by hidden cognitive biases—the mental shortcuts that influence how you think and respond. Learn to recognize them so you can communicate more effectively and make better decisions.
Access the Cognitive Biases resource.
In this episode:
00:00 ChatGPT Hallucinations
00:49 Humans Are Biased Too
03:03 Biases as Brain Shortcuts
03:36 System One vs Two
05:56 What Is Cognitive Bias
07:33 Biases Used Against You
08:27 Anchoring Explained
10:12 Availability Heuristic
13:05 Loss Aversion
15:34 Framing and Contrast
18:40 Fundamental Attribution Error
20:34 Graceful Disposition
21:19 In-Group Bias Blindspots
23:23 Halo and Horn Effects
24:18 Bandwagon Social Proof
25:04 Peak-End Rule Memories
26:37 Negativity Bias Rewiring
28:22 Hindsight Bias Decisions
30:59 Confirmation Bias Bubbles
33:43 Survivorship Bias Story
36:16 Humility and Next Steps
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PATH TO SIGNIFICANCE | The best business owners don't just ask what needs to get done. They ask, "What could run better?" Learn how thinking like a COO can improve the systems behind your leads, transactions, and marketing to build a business that scales.
Access the COO resource.
In this episode:
00:17 CEO vs COO Hats
01:44 Defining the COO Role
02:51 Three Pillars Framework
05:27 Monthly COO Rhythm
06:22 SOPs and Role Clarity
08:38 Audit Client Experience
10:35 Strategic Questions to Ask
12:10 Fixing Repeat Problems
16:45 Make Time for Thinking
18:52 Tools to Get Started
20:56 Books and Final Advice
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PATH TO SIGNIFICANCE | The difference between surviving and thriving in real estate often comes down to intentional time blocking. Learn how to structure your priorities around the activities that drive consistency, momentum, and long-term success.
Access the time blocking framework on the Coaching page under Resources > Business > Time Blocking Essentials.
In this episode:
00:13 Why Choose Real Estate
01:19 My Own Boss Myth
02:45 Results Economy Reality
04:52 Time Blocking Basics
06:14 Daily Lead Generation
08:24 Start With Personal
09:54 Weekly Planning Strategy
11:47 Lead Gen and Incubation
13:39 Client Care and Follow Up
17:17 Work On Your Business
19:24 Mature Business Priorities
22:17 Keep Learning and Grow
22:51 Wrap Up and Next Steps
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BUILD A BETTER BUSINESS | In real estate, it's easy to get pulled into battles over who's right, what's fair, or what someone deserves. But the agents who consistently win learn to prioritize outcomes over validation. Learn how ego quietly hijacks your focus and how to recognize when being right is costing you what you really want.
Use the reflection guide to help you put these ideas to practice.
In this episode:
00:53 Naming the OPE
01:46 But They're Wrong
04:59 Why Should They
06:03 Win Or Be Right
08:17 Two Levels Winning
10:25 Justice Ego Trap
11:41 Being Liked Avoiding Discomfort
14:48 Just Be Wrong
16:03 Stress Drama Tradeoffs
16:43 Ego Triggers List
17:07 Pride Strength Bullying
17:39 Being Liked Kind Candor
18:08 Consistency Control High Ground
20:53 Why We Struggle
22:05 Immaturity Low EQ
23:11 Bad Advice Validation
25:07 Pause Ask Better Questions
25:50 Four Questions Tattoo
27:54 Road Rage Outcome Focus
29:23 Choose Win
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PATH TO SIGNIFICANCE | Steady leads and closings are coming in, but so are burnout, missed opportunities, and the feeling that there’s never enough time. Discover how delegation, outsourcing, and strategic hiring can help you reclaim your time and build a business that thrives through others.
Use the Team Journey Map to see where you are and next steps.
In this episode:
00:32 Hitting the Ceiling of Complexity
01:21 Why Solo Stops Working
02:30 Delegation Is the Bottleneck
04:11 Leverage Your In-House Team
06:43 Build Coverage and Time Off
07:25 Outsource the Obvious Tasks
10:05 First Hires VA or Agent Help
13:34 Creative Help Before Committing
15:07 Hiring as Investment
15:36 The 10K Comparison
17:15 Returns and Delegation
18:33 From Solo to Owner
19:43 What to Delegate
20:31 Marketing Bucket
21:31 Transaction Operations
23:11 Lead Gen Support
24:50 Audit and ABC Model
26:56 Commitment and Resources
27:38 Building a Great Team
28:14 Reach Out for Help
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PATH TO SIGNIFICANCE | Many real estate agents are taught how to generate income, but few are taught how to manage it. In this episode, Dylan and Angela share a simple cash flow system to help you organize your finances, separate business and personal expenses, save for taxes, build reserves, and create a solid foundation for long-term success.
To access the Cash Flow Roadmap and other money resources, click here.
In this episode:
00:29 Why Cashflow Matters
01:03 W2 Habits vs 1099
03:33 Stop Commingling Funds
05:54 Set Up Separation
08:01 Home Budget Basics
08:33 Save for Taxes
11:16 Stability to Success
11:56 Opportunity Reinvestment Fund
13:08 Build Business Reserves
14:58 Home Reserves and Investing
19:22 Reaching Significance
21:18 Profit Pleasure Purpose
22:35 Systems Beat Willpower
23:04 Final Takeaways
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INDUSTRY UPDATE | Dylan and Travis return to cut through the real estate industry's latest noise and focus on what agents and clients actually need to know. They unpack the interconnected debates surrounding Clear Cooperation, private listings, seller choice, the Zillow vs. Compass dispute, and the growing portal wars reshaping the industry.
They also break down the origins of Clear Cooperation, the rise of private listings and office exclusives, and the competing interests driving today's industry debates and what agents should focus on while the dust settles: clear communication, client education, and avoiding distractions from industry noise.In this episode:
00:00 Podcast Catch Up 00:33 Noise Versus Signal 01:01 Trusted News Sources 05:23 Three Battles Framework 07:43 Clear Cooperation Origins 13:06 Defining PLNs 19:36 Seller Choice Tradeoffs 26:47 Zillow Compass Lawsuits 33:07 MRED And Data Sharing 36:41 Zillow Listing Access Rules 37:32 Illinois Feed Cut Injunction 39:16 Steelman Zillow vs MRED 46:39 Portal Coalition War 51:02 FTC Referral Fee Probe 59:23 Antitrust Heat on Compass 01:02:09 Industry Standards Accountability 01:05:09 Dual Agency Data Fight 01:07:49 Agent Guidance and Wrap UpSubscribe to the More Than More Podcast for new weekly episodes as we discuss building meaningful and impactful businesses, careers, and lives through real estate.
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BUILD A BETTER BUSINESS | Most people assume better arguments lead to better outcomes, but facts alone rarely change minds. This episode explores why beliefs become tied to identity and why meaningful dialogue starts with lowering the emotional stakes. The goal isn't proving someone wrong; it's creating an environment where they feel safe enough to think again.
Access the resource to 15 strategies for navigating difficult conversations here.
In this episode:
02:21 The Misconception About Arguments
03:11 Identity and Consistency
04:43 Lowering Defenses and Stakes
06:11 Strategy One - Facts as Weapons
06:52 Strategy Two - Never Correct First
09:37 Strategy Three - That's Interesting
10:36 Strategy Four - Mirror and Pause
11:57 Strategy Five - Lower Your Voice
13:13 Strategy Six - Label Their Emotion
15:15 Strategy Seven - Repeat Their Point Better Than They Can
17:23 Strategy Eight - The Power of Pausing
18:27 Strategy Nine - Asking Questions You Know
19:53 Strategy Ten - Reframing as Self Protection
21:31 Strategy Eleven - Never Defend Under Pressure
23:21 Strategy Twelve - Context Before Content
23:47 Strategy Thirteen - Clarification at Peak Emotion
25:15 Strategy Fourteen - Label Fear Not Flaws
27:34 Strategy Fifteen - End With a Question
28:26 Final Thoughts on Being Wrong
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PATH TO SIGNIFICANCE | Most agents think they need to become someone else to grow their business. But what if your biggest opportunity is understanding how you’re already wired? In this episode, we explore the four Agent Archetypes and how leveraging your unique strengths can help you generate more opportunities and build stronger relationships.
Want to dive deeper? Download the Agent Archetypes guide here.
In this episode:
01:35 How Archetypes Changed Coaching
02:45 The Four Archetypes Framework
03:37 Networker: People Powered Leads
04:38 Prospector: The Hunter Mindset
05:36 Converter: Turning Hands Raisers
06:39 Marketer: Staying Top of Mind
07:39 Years Later Key Lessons
11:00 Relational vs. Transactional
12:54 No Easy Archetype
15:44 New Agent Next Steps
18:33 Build Your Five Spokes
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MARKET UPDATE | Join Dylan De Bruin, Chris Chiaramonte, Ethan Hokel, and Jason Mickelson as they discuss a housing market that remains “stuck” as rising inventory, affordability challenges, and persistent mortgage rates continue to shape today’s real estate landscape.
In this episode:
01:52 AI Slop Debate
03:18 ChatGPT Gets Tricked
07:36 June Market Update Begins
07:50 Transaction Volume Stuck
12:45 Home Prices Hold Up
17:31 Mortgage Rates Lock In
21:29 Fed Talk and Inflation
24:14 Berkshire Bets on Housing
27:15 Affordability Still Tough
28:13 Affordability Reality Check
29:22 Buy Now Or Wait
30:03 Inflation And Free Money
33:03 Standoff And Slow Reset
34:35 Inventory Finally Rising
36:16 Multiple Offers Myth
39:19 Builders Carrying Market
42:25 Bull Base Bear Outlook
45:11 Economy Sentiment Debate
47:21 Foreclosures And Debt Fears
50:19 Clients Using ChatGPT
53:00 Mindset And Second Half
57:52 Closing Thoughts
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BUILD A BETTER BUSINESS | Most real estate agents focus on just earning more, not thinking of the bigger picture. Dylan and Angela explore the shift from active earning to long-term wealth building. From the difference between being rich and being wealthy to a practical six-step framework for turning income into assets, they share a simple approach to creating financial freedom beyond commissions and transactions.
Access the resource here.
In this episode:
00:00 — From Modest Beginnings
00:54 — A New World of Opportunity
02:02 — Beyond Selling Real Estate
03:56 — Rich vs. Wealthy
06:18 — Why People Resent Wealth
08:44 — The Default Money Script
09:58 — Beliefs for Long-Term Wealth
12:19 — Six-Step Overview
12:30 — Step 1: Get Your House in Order
14:47 — Step 2: Build the Goose
17:04 — Don't Eat the Goose
18:26 — Step 3: Invest Free Cash
20:03 — Asset Options Explained
21:32 — Take Money Off the Table
23:42 — Step 4: Protect & Optimize
26:09 — Passive Income & Timing
28:10 — Leverage & Tax Strategy
30:24 — Find Your Advisors
33:13 — Freedom & Purpose
35:11 — Closing Gratitude
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PATH TO SIGNIFICANCE | Most agents spend their careers wearing every hat in the business. From building the right team to creating alignment around mission and growth, Angela and Dylan unpack what it means to lead like a CEO while balancing operations, vision, and finances.
For more insight on the CEO role and leading with clarity, click here.
In this episode:
00:18 Which Hat Comes Naturally
02:12 Why Agents Wear All Hats
03:24 Defining the CEO Role
03:56 Direction and People Gap
05:27 LRC Leading the Team
06:31 Point A Before Point B
09:53 Vision in Bite Sizes
14:14 Monthly CEO Time System
16:35 Books and Mentors to Grow
20:22 Grace and Final Takeaways
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CLUES TO SUCCESS | From COVID-era van life to short-term rentals and commercial real estate, Tim Lalk shares how a pursuit of freedom reshaped his business and life. He talks about investing out of state, building systems instead of becoming overly hands-on, and the relationships and discipline fueling his long-term growth.
In this episode:
00:00 Meet Tim the Quiet Achiever
01:27 Camper Van COVID Escape
05:03 From Cattle Farm to Investing
06:51 Talked Out of Real Estate
08:43 Coddiwomple Strategy Systems
12:01 Waverly Remodels and Short Term Demand
13:35 Gulf Shores, Charleston, and Direct Booking
15:15 Vision Growth Next Steps
17:25 Raising Kids in the Mix
18:37 Outdoor Adventures Mentorship
19:54 Homeschool Goals and Independence
20:39 Getting Licensed Again
22:21 Work Ethic and Lead Sources
23:54 Commercial Focus
25:45 Relationships Over Numbers
27:14 Asking for Help and Finding Who
29:22 Building a Commercial Team Vision
33:00 Four Freedoms and Four Ps
36:44 Final Advice: Never Quit
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PATH TO SIGNIFICANCE | Success through others is harder than doing everything yourself, but ultimately creates more freedom for entrepreneurs. Angela and Dylan discuss effective delegation, common agent pitfalls, “open file syndrome,” and share four delegation levels agents can use to set expectations and close loops with team members.
To access the delegation resources, click here.
In this episode:
00:00 Survival To Significance
00:23 Delegation Mindset
02:41 Trust And Letting Go
03:43 Common Agent Pitfalls
06:17 Clarity Before Delegating
07:58 Define Impact And Winning
10:05 Systems And Success Criteria
12:12 Open File Syndrome
16:17 Four Delegation Levels
19:28 Tools And Wrap Up
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BUILD A BETTER BUSINESS | Most agents get into real estate chasing freedom—of time, money, relationships, and purpose—but end up trapped building a business that owns them. Dylan and Angela unpack the hidden difference between working in the business versus on it, sharing the framework high-performing agents use to break through ceilings of complexity and reclaim control of their lives. From “freedom from” motivators to “freedom to” vision, they challenge agents to redefine what success actually looks like and build a business that supports it.
In this episode:
00:00 Interviewing New Agents
00:42 Why People Choose Real Estate
02:25 HGTV Versus Reality
02:35 The Freedom Thread
04:05 Freedom From to Freedom To
05:01 Stuck in the Business
06:18 Ceilings of Complexity
08:24 Introducing Four Freedoms
09:41 Freedom of Time
11:16 Buying Back Your Time
12:29 Freedom of Money
13:16 Money Mistakes to Freedom
14:04 Scarcity vs Abundance
14:47 Debt and Wealth Definitions
15:23 Freedom of Relationships
16:35 Choosing Clients and Time
18:12 Freedom of Purpose
19:57 Feeling Stuck and Unstuck
20:34 Dreaming Beyond Survival
22:53 Freedom From vs Freedom To
26:23 Exercise and Final Takeaways
Resources can be found at C21Forge.com/Coaching
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THE PATH TO SIGNIFICANCE | Many agents don't realize that every sustainable business depends on systems. Angela and Dylan outline the 6 foundational business systems every agent needs: database, Five Spokes, presentations, listing marketing plan, buyer/seller service plans and transaction management. Just start simple, stay consistent, and improve what you can measure.
In this episode:
00:00 Survival To Significance 00:19 Why Systems Matter 01:48 Systems Not Software 03:37 Proactive Repeatable Workflows 04:59 Six Foundational Systems 05:24 Why These Six Essentials 08:34 Two Lists Mindset 11:20 Five Spokes Lead Plan 14:21 Simple Presentation Systems 17:49 Systems Create Freedom 20:21 Final TakeawaysResources and the module can be found at C21Forge.com/Systems.
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THE PATH TO SIGNIFICANCE | Learn how to take the surplus in your business to build wealth and create freedom for yourself. Listen in as Angela and Dylan define significance as using that business as a vehicle to create freedom through assets, while addressing negative “wealth” beliefs and encouraging vulnerability in money conversations. They outline six key steps: pay yourself salary and dividends, grow business reserves to protect and seize opportunities, invest in real estate for compounding benefits beyond cash flow, build a diversified retirement portfolio as self-employed owners, insure/protect assets via liability coverage and estate planning, and make an impact through purpose, passion, and legacy.
In this episode:
00:00 Survival to Significance Path
00:20 Golden Circle Lab Takeaways
01:24 Money Talk and Honest Audits
04:00 Six Steps Overview
04:27 Defining Freedom and Wealth
07:02 Goose and Golden Eggs Framework
09:54 Pay Yourself Salary and Dividends
13:14 Reserves and Investing Basics
14:41 Reserves and Runway
15:19 Real Estate Investing Mindset
16:50 Retirement for Agents
18:35 Diversify Beyond Property
19:07 Smarter With Advisors
20:48 Protecting Your Assets
22:33 Wills and Succession
23:20 Pleasure, Passion, Purpose
28:07 Closing Resources and Next Steps
Resources and the module can be found at C21Forge.com/Money.
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THE BACKSTAGE | Dive into Patrick Lencioni’s The Six Types of Working Genius, nicknamed “WIDGET,” explaining how work moves through ideation (Wonder, Invention), activation (Discernment, Galvanizing), and implementation (Enablement, Tenacity). Dylan, Vic, Anna and Abbie discuss how Working Genius clarifies which people need to be in which meetings, why meetings get frustrating, and how teams can identify missing “gifts.” They share their own pairings, competencies, and frustrations, connect the model to the other personality profiles used at C21SRE, and emphasize using the framework to collaborate better, reduce anxiety, and intentionally pull in complementary teammates.
You can access the resource here.
In this episode: 00:00 Behind the Curtain Intro 01:07 Why Working Genius Matters 04:35 Tools and Unique Ability 06:25 Three Phases of Work 08:44 Wonder and Invention 10:46 Discernment and Galvanizing 13:16 Enablement and Tenacity 20:13 Team Results and Frustrations 24:45 Missing Genius Frustrations 26:26 Discernment Isn’t Intelligence 28:34 Filling Gaps on Teams 29:03 Vic Questions Her Type 32:18 Unique Ability Shortcut 35:20 Comparing Everyone’s Statements 39:39 Team Takeaways and Next Steps 41:06 Using Widgets in Meetings 47:14 Building the Self Awareness Framework 48:54 Quarterly Check-ins Ahead 49:14 Onward and Upward WrapSubscribe to the More Than More Podcast for new weekly episodes as we discuss building meaningful and impactful businesses, careers, and lives through real estate.
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CLUES TO SUCCESS | From discarded junk to community-wide impact, Overflow Thrift Store has grown to become so much more than what Tami Hicks originally envisioned. The 2025 More Than More winner recounts Overflow’s origins, its expansion to multiple 14,000-square-foot locations, and its support for 25+ non-profits and organizations. She also shares what's next for Overflow and their plan to give about $575,000 in 2026.
To learn more about Overflow Thrift Store, go to www.overflowthriftstore.org.
In this episode:
00:00 Podcast Welcome and Reunion
01:20 Award Night Surprise
02:41 Why Recognition Matters
03:51 Overflow Origin Story
05:04 Leftovers to Overflow
09:13 First Ames Store Leap
10:02 Expansion and New Facility
13:20 How Donations Become Impact
14:06 Sorting and Wholesale Process
15:56 Pricing Science and Online Sales
17:02 Third Store Expansion
18:04 Can Ames Support More
19:33 How Donations Become Grants
21:28 Choosing Nonprofit Partners
24:42 Real Estate as a Vehicle
27:24 Why Overflow Started
28:29 Who Shops the Stores
30:34 What's Next for Overflow
32:52 How to Help and Start Small
34:55 Final Wrap and Thanks
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CLUES TO SUCCESS | Some people say awards don’t matter… Thomas Payne would politely disagree. The 2025 Signature Award winner sits down (minus the sash) to share why this award meant so much and how 12 years in C21's culture have shaped him and his business. He also discusses his role as a Foundations Success Coach for new agents, his path to real estate and early years, recent business milestones and his goals looking ahead.
In this episode:
00:00 Podcast Welcome
00:12 Vegas Sash Story
02:07 Winning the Award
03:56 What the Award Means
06:00 Chasing Accolades
07:29 Healthy Recognition Mindset
09:42 Why He Won
11:17 Coaching New Agents
12:20 Using the Coach Edge
12:52 Why He Won
13:34 Tortoise to Centurion
15:15 Career Crossroads
16:57 Banking Burnout Story
18:54 Real Estate Leap
20:29 Early Hustle Years
21:34 Next Goals and Endgame
24:15 Karaoke and Gratitude
25:36 Podcast Wrap Up
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CLUES TO SUCCESS | 2025 was a winning year for the Mickelson family, with Eily winning 2025 Rookie of the Year and Jason’s team earning top honors. They discuss Jason’s shift from discouraging Eily from getting into real estate to supporting her, and the influence of a growth mindset, reading, and a “goldfish mentality.” Eily also shares her experience working with her parents, seeking coaching, and focusing on adaptable, client-centered service. And of course, they discuss their ambitious goals for the next year.
In this episode:
00:00 Podcast Welcome and Awards00:47 Vegas Conference Takeaways01:46 Rookie of the Year Pride02:39 Joining Dad in Real Estate05:43 Professionalism and Sales Training06:45 Parenting Lessons and Mindset10:16 Awards Night Emotions11:42 Working With Dad and Mom13:47 Work Life Boundaries14:44 Always On Real Estate15:33 Calling Dad For Coaching16:47 Direct Feedback Dynamics18:05 Goldfish Mentality Reset20:11 Driven Like Your Parents22:01 Rookie Success Formula23:08 Say Yes Early Career24:38 Next Goals And Wrap Subscribe to the More Than More Podcast for new weekly episodes as we discuss building meaningful and impactful businesses, careers, and lives through real estate.
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Join Dylan de Bruin, Chris Chiaramonte, Ethan Hokel and Jason Mickelson as they debate the challenges that buyers, sellers and agents are facing in this market. The group discusses a bifurcated market, the impact of current events, politics, and broader economic anxiety, and the idea that this is "nobody's market."
In this episode:
00:44 March Market Setup 01:24 Spring Market Feel 03:06 Emotions Inspections Fallout 05:46 Nobody’s Market Idea 07:34 Open Houses Multiple Offers 08:42 Ames College Town Anomaly 09:54 Rates War Gas Psychology 13:04 Optimism For The Year 17:06 Buyer Challenges Inventory 19:51 Buyer Strategy Rate Reality 22:30 Seller Challenges Pricing 25:55 How To Price To Win 26:48 Spring Starts in January 27:16 Price Aggressively to Sell 28:43 Proving Value to Sellers 30:10 Agent Challenge Follow Up 31:49 Stretch the Box for Buyers 34:59 Systems and Juggling Leads 38:18 Take Back Buyer Control 41:45 Mindset Be a Goldfish 44:34 Year Outlook Tattoo Bet 46:50 Rates and Price Predictions 48:42 Closing Wisdom and WrapSubscribe to the More Than More Podcast for new weekly episodes as we discuss building meaningful and impactful businesses, careers, and lives through real estate.
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CLUES TO SUCCESS | From hot pink branding to a fully referral-based business, Jamie and Justin share what has helped them grow in real estate while raising a young family. They talk about client care, community involvement, working as a husband-wife team, and the systems they are building to support the next stage of growth.
In this episode:
00:29 Hot Pink Branding
02:29 Real Estate Origins
03:08 Justin Joins the Team
03:59 Working as a Couple
05:57 Whats Up Waukee
07:57 Early REMAX Years
11:00 Surviving the Crash
16:55 Old School Mentors
20:15 Brokerage Moves and Culture
24:57 Family and Career Pivots
28:31 How They Split Roles
29:55 Earning Trust on Showings
30:44 Personality Split and Roles
33:47 Marriage Team Tradeoffs
35:29 Life Seasons and Kids
36:57 Client Care as a System
39:06 Hiring Fears and Capacity
42:53 Referral Engine and Trust
46:39 Community Content Strategy
51:11 Systems Over Perfection
56:05 Three Year Vision and Rentals
59:28 Wrap Up and Year Ahead
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CLUES TO SUCCESS | Focusing on “her people” filled both Janae Ohrt’s cup and her funnel, fueling her growth from a part-time agent running an in-home daycare to becoming a CENTURION® producer. In this episode, Dylan sits down with Janae to talk about how she maintains personal relationships with her database, cares for clients like family, and stays top of mind through consistent follow-up and intentional outreach. Janae shares how clear goals, strong habits, and authentic connection have shaped her success and continue to fuel her growth.
In this episode:
00:00 Podcast Welcome
00:24 Meet Janae
01:12 Daycare To Centurion
02:31 Why Daycare Worked
06:03 Golden Circle
07:48 Quitting Daycare Leap
12:31 Full Time Growth
15:39 Intentional Relationships
17:14 Mama Bear Client Care
20:05 Lead Gen Buyer Hook
20:36 Buyer Letter Roleplay
21:21 Sphere Mailer Strategy
22:32 Segmentation and Matchmaking
24:19 Follow Up Superpower
27:17 Sharing Templates and Systems
29:17 Daily Stories Top of Mind
30:31 Sales Contest Competition
35:30 Massive Action Explained
36:32 Intentional Growth and Goals
40:28 Wedding Plans and Family
40:57 Relationship First Wrap Up
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CLUES TO SUCCESS | Consistent client communication, strong systems, and finding the people and niche that bring energy to your business can create lasting success. In this episode, Dylan sits down with Kaitlyn Harvey to share how those principles helped her achieve CENTURION® status. She talks about building stability in her business while growing her family, creating processes that support sustainable growth, and why long-term success comes from doing the fundamentals well and showing up consistently for the people you serve.
In this episode:
00:21 Name Identity Crisis
02:24 Centurion Consistency
04:05 Early Career Origins
07:07 Finding The Right Office
09:24 Urbandale Culture Shift
11:37 COVID Burnout Reset
16:35 Systems And Authentic Networking
18:51 Moving To Indianola
22:17 New Construction Partnership
25:04 New Construction Mix
26:30 Marketing Builder Expertise
27:42 State of New Builds
29:30 Barndominium Reality Check
31:43 Family and Career Balance
34:37 Systems and Personality
40:39 Zambia Orphanage Mission
45:46 What’s Next Ahead
48:29 Authenticity and Closing
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THE BACKSTAGE | Goal setting sounds simple… until you actually try to define your goals. Dylan, Vic, Anna, and Abbie dig into why traditional milestone based goals have felt unmotivating or unclear and what changed when they started with purpose instead. They talk through setting lifetime goals connected to who they want to become, then working backward to create benchmarks that actually move the needle.
In this episode:
00:52 Why Goal Setting Now
02:39 Our Goal Setting Histories
06:05 Why Goals Feel Hard
08:41 Staff Meeting Exercise
09:31 Drawing the End Picture
10:55 Benchmarks and Backward Planning
14:33 Categories and Big Thinking
16:24 Limiting Beliefs Unpacked
22:14 Choosing Your Own Path
26:35 Why Drawing Works
27:26 Reframing Goals to Why
28:28 Fuel From Your Why
28:52 Working Backwards Goals
30:35 Tangible Versus Intangible
33:48 Reset After Survival
35:39 Dream Bigger Faster
38:04 Safe Goals Fear
39:16 Finding Your Van
47:10 Selfishness And Identity
50:33 Next Steps Commitments
54:57 Team Journey Wrap
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Listings aren’t won by accident. They’re created through consistent, intentional conversations. In this special Go Get Listings episode, Angela and Dylan break down the strategy behind the Get Listings Contest and share practical ways to create inventory through expired outreach, value-driven database dialogues, and confident conversations with “rate-locked” homeowners. From the ‘Who Do You Know Who…?’ approach to simple, repeatable actions that build momentum, this episode focuses on proactive activity that turns conversations into listings.
Access the contest page here.
00:25 Kicking Off the Sales Contest
01:24 The Importance of Listings in 2026
02:00 Market Trends and Opportunities
02:44 Strategies for Leveraging Listings
07:06 The Expired Listings Opportunity
08:49 Relational vs. Transactional Approaches
12:24 Database Conversations for Listings
14:32 Effective Client Outreach Strategies
14:54 Crafting the Perfect Business Call
15:11 Leveraging Your Network for Opportunities
16:06 The Power of Specific Requests
17:22 Reframing Your Approach to Client Engagement
18:02 Balancing Professionalism and Relationships
18:47 The Importance of Direct Communication
22:50 Advanced Pricing Strategy Conversations
26:17 Long-Term Client Relationship Building
27:26 Conclusion and Next Steps
Success in real estate isn’t built on shortcuts or trends. It’s built on clear principles and intentional action over time. In this episode, Dylan de Bruin shares 26 guiding principles that have shaped his leadership, his team, and his career over the past 20 years. The conversation centers on putting people before transactions, creating real value, consulting instead of selling, and building the habits and mindset required for long-term success.
00:00 Introduction to the More Than More Podcast
00:24 Reflecting on Strategic Planning and Success
01:15 Principles for Success in 2026
01:22 Putting People Before Transactions
01:59 Creating Value Before Expecting Returns
02:47 Focusing on Positivity and Control
06:46 Defining Success and Prioritizing
07:56 Winning the Day and Long-Term Thinking
11:19 Gratitude and Positive Surroundings
14:36 Essentialism and Business Pathways
16:09 Delivering Leadership, Relationship, and Creativity
16:42 Final Thoughts and Encouragement
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Join Dylan De Bruin alongside Chris Chiaramonte, Ethan Hokel, and Jason Mickelson as they explore where the real estate market has been, where it appears to be heading, and what a more “normalized” market could look like in the year ahead. The group debates projections for existing and new home sales, discusses the role of interest rates and potential government intervention, and breaks down how shifting market conditions are impacting buyer and seller behavior.
In this episode:
00:00 Introduction and Welcome
00:28 Catching Up: Recent Events and Milestones
01:53 Market Sentiments and Buyer Activity
04:11 Debate: Should Interest Rates Come Down?
06:02 Impact of Interest Rates on Affordability
13:44 News and Legislative Updates
17:58 Inventory and New Construction Trends
26:21 Analyzing Recent Home Price Trends
27:06 Projections for Home Price Appreciation
28:03 Debating the Impact of Interest Rates on Home Prices
29:13 Affordability and Wage Growth
30:53 Challenges for First-Time Home Buyers
31:27 Future Home Sales Projections
39:04 Reflecting on Market Conditions and Strategies
49:14 The Importance of Agent Skills in a Changing Market
50:51 Closing Thoughts and Future Predictions
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Growth isn’t about doing more. It’s about doing the right things consistently. This episode focuses on planning with the end in mind, why activities matter more than outcomes, and how the actions you take early in the year create momentum that compounds over time. The conversation also introduces the January Activities Challenge as a simple way to stay focused on the inputs that drive sustainable growth.
In this episode:
00:00 Introduction to the Build a Better Business Series
00:23 Kicking Off the New Year: Planning and Activities
01:58 The Importance of Early Year Activities
04:14 Naming the Business Planner
05:44 Goal Setting Principles and Strategies
09:06 The Role of Business in Achieving Personal Goals
10:27 Activities Challenge Overview
11:00 The Rivalry and the Contest
11:41 The Power of Activities Over Results
13:10 Implementing High Impact Prospecting
14:38 Understanding the Client’s Journey
16:30 The Activities Challenge Scorecard
19:30 Starting the Year Right
21:05 Conclusion and Upcoming Events
CLUES TO SUCCESS | Building a successful realtor is not about chasing every new idea. Thomas Payne shares how consistency, intentional client experiences, and strong systems helped him achieve Centurion status. This episode dives into repeat and referral growth, meaningful client events, and why doing the basics well can create both impact and longevity.
In this episode:
00:00 Introduction to the Podcast
00:13 Achieving Centurion Status
01:12 Reflecting on Career Milestones
02:19 Strategies for Success in Real Estate
05:44 The Importance of Referrals
09:39 Client Events and Personal Touches
15:10 Consistent Communication and Client Care
17:46 Adapting the System to Fit Your Style
18:10 Referral Business and Team Structure
18:54 Handling Growth and Burnout
19:27 Planning for the Future
23:48 Value Creation and Client Experience
24:41 Investment Property Milestone
26:34 Building a Sustainable Business
32:58 Coaching New Agents
38:11 Final Thoughts and Reflections
CLUES TO SUCCESS | What does it take to build a real estate business that actually supports your life? Amy Lucht and Lacey Cornwell of Team Lucht share how clarity, intentional systems, and a relational approach to business have shaped the way they lead, serve clients, and grow. From implementing EOS in both business and family life to defining visionary and integrator roles, this conversation explores how structure creates freedom and sets the foundation for sustainable success.
In this episode:
00:00 Introduction and Guest Welcome
02:12 Personal Introductions and Backgrounds
03:42 Amy's Real Estate Journey
05:13 Lacey's Real Estate Journey
09:22 Team Dynamics and Evolution
23:35 Implementing EOS in Real Estate
34:08 Visionary vs. Integrator Roles
34:25 Building the Team: Challenges and Successes
35:35 Personal and Professional Growth
38:59 The Relational Approach to Real Estate
41:33 Implementing EOS in Business and Family
01:05:26 Future Goals and Vision
01:10:42 Conclusion and Final Thoughts
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COACHING | Growth doesn’t fail because of strategy. It fails because of mindset. This episode takes a closer look at fixed versus growth mindsets and how the way you think impacts your life. The conversation explores self-talk, awareness, and how internal narratives influence learning, confidence, and progress.
EPISODE TOPICS:* Fixed vs. growth mindset * Intentional consumption * Self-talk and awareness * The Two Foundations of Growth * The four stages of learning
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The real estate industry is shifting faster than ever and the ripple effects are impossible to ignore. This episode unpacks the biggest headlines and emerging trends influencing how agents work today, including high-profile lawsuits, listing policy changes, and growing conversations around transparency and compliance.
EPISODE TOPICS:* Compass vs. Zillow lawsuit * Zillow Home Loans lawsuit * Referral fee disclosure conversations * New CE requirements for agents and brokers * NAR membership updates
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COACHING | Mindset is in the invisible lens through which we experience everything & what determines how we grow or remain stuck. Dylan, Angela, and Abbie discuss the 8 mindsets that shape our reality: Fixed vs Growth, Scarcity vs Abundance, Entitlement vs Ownership, Self vs Others, Victim vs Agency, Short-term vs Long-Term, Fragility vs Anti-Fragility and Finite vs Infinite. They dig into each mindset spectrum, the challenges and opportunities within each and the outcome of choosing to grow and become.
Access the resource at: https://c21forge.com/episode/8-mindsets-to-shape-your-reality/
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RE-THINK REAL ESTATE | The Commoditization Trap is the invisible force turning real estate agents into interchangeable service providers racing to the bottom by competing on price.
In this episode, Dylan and Angela discuss why the race to the bottom is a losing game for everyone, how to shift from a commoditized service to value-driven expertise, and the 7 new forces of commoditization impacting agents throughout the industry.
Access the resource and the rest of this series in the Forge at c21forge.com/rethink-real-estate.
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COACHING | Stop trying to do everything. Dan Sullivan's ABC Model reveals why success isn't about efficiency—it's about elimination, delegation, and expansion.
Dylan, Angela and Abbie discuss the ABC Model and what they've discovered about where their time is spent, the insights & challenges that eliminating and delegating activities can bring, and how intentional use of the ABC Model can lead to working more in your Unique Ability®.
Access the ABC Model handout, Delegation Filter, and Unique Ability® workbook at C21Forge.com/coaching.
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RE-THINK REAL ESTATE | Success brings its own challenges. Many real estate agents ("Rugged Individuals") hit an invisible ceiling that creates pressure and can lead to burnout and a loss of passion.
In this episode, Dylan and Angela discuss the Ceiling of Complexity and why the very personality traits that make real estate agents successful are also what can hold them back. They also dig into how rethinking time, money, relationships and purpose can help agents break through the ceiling and rediscover their love of real estate.
Access the resource and the rest of this series in the Forge at c21forge.com/rethink-real-estate-revisited.
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MARKET UPDATE | Join Dylan De Bruin along with Chris Chiaramonte, Ethan Hokel, and Jason Mickelson as they unpack the current real estate market and changing client behavior. They debate the impact of interest rates, inventory levels, and the economy on the real estate sector. Plus, they’ll share their strategies for how agents can adapt and prepare for the 2026 market.
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THE BACKSTAGE | Once you're empowered to own the outcome, what's next? Dylan, Vic, Anna and Abbie discuss how to take empowerment and turn it into action to achieve results and level up beyond task-orientation.
They dig into the 5 steps to turn empowerment into action, how our C21 staff are "owning the outcome" and the differences between empowerment and initiative.
Missed the first episode or want to revisit the 7 ingredients to empowerment? Check out Results Over Checklists: How to Own the Outcome on Apple Podcasts, Spotify and YouTube.
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LISTING MANAGEMENT | The market’s not what it used to be, and neither is listing management. In this final episode of the Listing Management series, Dylan sits down with Roger Wheeler, Megan Mitchum, and Jared Van Cleave to reflect on where the market is now, how it’s changed over the years, and what agents need to think about as we head into the fall.
They discuss how pricing has become more nuanced, how to manage longer timelines without losing trust, and how to keep sellers grounded when the offers aren’t rolling in.
Access the concept resource in the Forge here: c21forge.com/courses/listing-management/
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LISTING MANAGEMENT | Effective pricing isn’t about guessing the right number…it’s about staying flexible, reading the market, and being a reliable guide for your sellers.
In this episode, Dylan and Angela dig into 10 different principles to help agents price homes effectively. They unpack why pricing is more of an art than a science, how to build strong communication and connection with sellers, and how to use market data and empathy to navigate tough pricing conversations.
Access the concept resource in the Forge here: c21forge.com/courses/listing-management/
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LISTING MANAGEMENT | The 3 P's of Marketing (Product, Price, and Promotion) might sound like basic marketing but when it comes to getting a listing sold (and generating new leads in the process), how you approach the 3 P’s will shape not just the sale, but the opportunities that come after.
In this episode, Dylan and Angela break down the three core elements of listing marketing and talk through how to position your listings to win by focusing on what you can control.They’ll cover why pricing is one of the most powerful marketing tools you have, and how to use your promotional strategy to not only sell the home, but attract your next client, too.
Access the concept resource in the Forge here: c21forge.com/courses/listing-management/
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Getting the home sold is one thing, but managing a seller’s emotions, expectations, and communication along the way? That’s where great agents stand out. In this episode, Dylan and Angela unpack how to stay connected with your sellers throughout the listing journey using a simple, repeatable communication plan. They’ll dive into the three modes of persuasion, share practical communication tips and scripts, and walk through a step-by-step weekly update system that helps your sellers feel cared for every step of the way.
Access the concept resource in the Forge here: c21forge.com/courses/listing-management/
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LISTING MANAGEMENT | The goal with every client is to maintain a positive relationship and create advocates, which can feel impossible when the selling process becomes prolonged and stressful. Dylan and Angela discuss the importance of understanding and managing the psychology of sellers during the challenging process of listing and selling a home. They dig how to use empathy, theory of mind and effective communication to pre-empt and address sellers’ negative emotions.
Access the concept resource in the Forge here: c21forge.com/courses/listing-management/
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LISTING MANAGEMENT | How can agents shift from predictive to consultative pricing? In this episode, Dylan and Angela dig into the 3 steps to strategic pricing, how storytelling can shape stronger pricing conversations, and tips for consultatively guiding clients to a price.
Access the concept resource in the Forge here: c21forge.com/courses/listing-management/
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THE BACKSTAGE | What does it actually mean to own the outcome? Dylan, Vic, Anna and Abbie discuss how to shift from just executing checklists to being obsessed with results - no matter what your job is.
They dig into the 7 essential steps of owning the outcome, how to lose the fear of putting yourself out there, and the impact that this empowerment can have on your mindset and engagement at work.
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LISTING MANAGEMENT | In this episode, Dylan and Angela talk about what it takes to properly set expectations with sellers in today’s shifted market. They break down the importance of understanding expectation debt, anchoring expectations around timelines, showings, and pricing, and why your own mindset is just as important as your clients.
Access the concept resource and reflection questions in the Forge here: c21forge.com/listing-management-series
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LISTING MANAGEMENT | The listing market is shifting, and with it comes the need to reset seller expectations, listing strategies, and listing management skill sets. In this episode, Dylan and Angela explore how today’s real estate environment is evolving as buyers become more analytical and days on market increase. They break down the habits that no longer serve us, the skills agents need to learn or relearn, and the mindset required to lead clients with confidence in a smarter, more strategic market.
Access the concept resource and reflection questions in the Forge here: c21forge.com/listing-management-series
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SUCCESS PRINCIPLES | In a world that constantly pulls our attention in a thousand directions, the most powerful move you can make is to focus on what’s yours to control. In this episode, we explore how great ideas shape your reality and why reclaiming your focus is the starting point for long-term success. We break down timeless Stoic principles, practical mindset shifts, and simple strategies to help you stop spinning and start gaining traction.
Learn more about this idea & access the concept resource and reflection questions in the Forge here:c21forge.com/success-principles
Join us every two weeks as Dylan & Angela discuss the success principles – ideas and concepts to help entrepreneurs build better businesses and live meaningful lives.
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CLUES TO SUCCESS | What does it really take to build a thriving, long-term real estate business in today’s market? In this episode, Dylan sits down with Megan Mitchum, the 2024 Top Producer for CENTURY 21 Signature Real Estate. Megan has been in real estate for 20 years and has been with CENTURY 21 Signature Real Estate since the very beginning.
She shares how she built a business powered almost entirely by referrals, how she made her way into the luxury market, and why her success comes from steady, intentional growth. No gimmicks. No shortcuts. Just fundamentals, focus, drive, and a commitment to always getting better.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Megan Mitchum, top agent in Urbandale
Megan Mitchum has been a licensed real estate agent since 2005 and is a top producer in the Urbandale area. She leads the Megan Mitchum + Co real estate team.
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BUILD A BETTER BUSINESS | Too many agents confuse their database with their pipeline - and it’s killing their growth. Angela and Dylan break down the fundamental difference between your sales funnel and your database—two essential but very different lists that every successful real estate business must master.
Learn why your database is not the top of your funnel, how to think differently about nurturing relationships vs. working leads, the specific work to be done in each list (hint: different hats, different outcomes), the LRC framework and why getting this distinction right is the foundation of a scalable, referral-based business.
Whether you're brand new or a seasoned pro, this mindset shift is crucial if you want a business that’s not only productive but also sustainable and enjoyable.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Angela Fisher, Agent Development Director
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SUCCESS PRINCIPLES | The path to growth, freedom, and fulfillment is paved by the value you create for others. In a world where outcomes — not effort — determine reward, your ability to generate meaningful value is the key that unlocks all opportunity.
Learn more about this idea & access the concept resource and reflection questions in the Forge here: c21forge.com/success-principles
Join us every two weeks as Dylan & Angela discuss the success principles – ideas and concepts to help entrepreneurs build better businesses and live meaningful lives.
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MORE THAN MORE | What happens when a former pharmacist trades scrubs for sold signs? You get Erica Bushaw, our 2024 Rookie of the Year. After 15 years as a pharmacist, she leaped into real estate and never looked back.
In this episode, she shares how the structure of Buffini’s 100 Days to Greatness helped her build a strong business foundation. From handwritten notes to pop-bys, Erica dives into the simple habits that fueled her success. Her advice for new agents is practical and clear: stay focused, take the classes, and keep learning from the people around you.
Speakers:
- Angela Fisher, Agent Development Director
- Erica Bushaw, Top Agent in Oelwein, IA
Erica Bushaw has been a licensed real estate agent since 2023 and works primarily in the Oelwein area. She leads the Elevate Real Estate Team and was the 2024 Rookie of the Year.
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BUILD A BETTER BUSINESS | Systems are not just helpful; they are essential. In this episode, Dylan and Angela break down how strong systems can move your operations from survival to stability. They unpack common misconceptions about systems, the role of SOPs, and why documenting your processes matters at every stage of business growth.
Access Transition #1: Survival to Stability (Business Foundations) resources here.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Angela Fisher, Agent Development Director
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MORE THAN MORE | Join us for a conversation between Dylan and Vic Stefansen, the 2024 Staff Signature Award winner. This award is given to a staff member who embodies our extraordinary signature culture every day.
Dylan and Vic explore her journey from professional golfer to HR leader.. They dive into the challenges and rewards of leading with empathy, the importance of building trust and open communication, and the impact of creating a workplace centered around care and connection. Vic also shares how personal growth, self-awareness, and embracing her Unique Ability™ have shaped her leadership style and her ongoing pursuit of becoming the best version of herself.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Vic Stefansen, Director of HR, Care & Connection
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SUCCESS PRINCIPLES | The secret is... there is no secret. Success doesn’t come from shortcuts, hacks, or overnight wins. It comes from showing up daily, doing the work, and staying consistent even when it’s not exciting. Real growth happens when you stop looking for easy answers and start committing to the simple, proven actions that actually make a difference.
Learn more about this idea & access the concept resource and reflection questions in the Forge here: c21forge.com/success-principles
Join us every two weeks as Dylan & Angela discuss the success principles – ideas and concepts to help entrepreneurs build better businesses and live meaningful lives.
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MORE THAN MORE | Join us for a conversation between Dylan and Tyra McAbee as we celebrate her accomplishment as the 2024 Signature Award winner. The Signature Award is our most prestigious honor, recognizing a relentless agent who prioritizes the client experience and lives out our core values every day.
Dylan and Tyra explore the impact of winning this award, the importance of creating a strong office culture, and how Tyra’s background in Mary Kay shaped her people-first mindset. They also dive into her approach to balancing production with relationships, using CRM tools effectively, and leading with both motivation and heart.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Tyra McAbee, top agent and broker in Cedar Rapids, IA
Tyra McAbee has been a licensed real estate agent since 2011 and is a top producer in the Cedar Rapids and Vinton, IA areas. She leads the McAbee Real Estate Team and is the Transaction Broker of the C21SRE Cedar Rapids office. You can find her on Facebook atMcAbee Real Estate Team.
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MARKETING PLAYBOOK | Many agents living in survival in their systems are reactive with their marketing - unprepared for listing presentations, not sure how to communicate a marketing plan to clients and just generally living in chaos. The C21SRE marketing team digs in to the basic marketing plans that can help you create stability. Staci, Abbie and Ellie break down the core elements of a simple listing marketing plan, how to support your Five Spokes lead generation activities with marketing, and the basics of seller and buyer presentations.
To access the resources discussed, go to c21forge.com/systems-transition-1.
Speakers:
- Abbie Dorwart, Director of Marketing
- Staci Stillmunkes, Agent Marketing Services Coordinator
- Ellie Dove, Marketing Coordinator
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BUILD A BETTER BUSINESS | In this episode, Dylan and Angela explore the financial shift from stability to success. They break down what it means to run a real estate business like a business, covering budgeting, incorporation, and paying a salary. It’s a practical look at how structure and strategy drive profitability and long-term growth.
Access Transition #2: Stability to Success (Grow the Bottom Line) resources here.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Angela Fisher, Agent Development Director
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SUCCESS PRINCIPLES | We need to stop justifying the things we want and start embracing them as the fuel that drives innovation and creation. When we generate value for the world around us, it gladly rewards us, making our wants possible. It’s okay to want what you want. You just need to create value in the world to get it.
Learn more about this idea & access the concept resource and reflection questions in the Forge here: c21forge.com/success-principles
Join us every two weeks as Dylan & Angela discuss the success principles - ideas and concepts to help entrepreneurs build better businesses and live meaningful lives.
MORE THAN MORE | Dylan sits down with our 2024 More Than More Award winner, Nichole Johnson, Director of Client Experience for Megan Mitchum + Co. Nichole joined forces with Megan in 2015, bringing a background in family services and a passion for helping others. She’s known for meeting clients where they’re at and taking the time to truly understand their stories. She shares how that same heart for service fuels both her work in real estate and her volunteer efforts with Big Brothers Big Sisters of Central Iowa.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Nichole Johnson, Director of Client Experience for Megan Mitchum + Co.
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BUILD A BETTER BUSINESS | What if the key to real growth isn’t just more transactions but taking time to pause and reflect? In this episode, Angela and Dylan dive into the power of quarterly reviews, looking back at what’s working, what’s not, and how to align your actions with your bigger business vision. From transaction goals to system check-ins, they break down how stepping back and working on your business rather than just in it can help you move forward with more clarity, intention, and momentum.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Angela Fisher, Agent Development Director
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CLUES TO SUCCESS | Angela sits down with Renee Dunkel to unpack the secrets behind her record-breaking start to 2025. From casual conversations that turn into million-dollar deals to hosting unforgettable client events, Renee shares how she’s built a referral-based business that keeps growing. They dive into what’s working, the lessons she’s learned, and why relationships—not cold calls—are the key to long-term success.
Speakers:
- Renee Dunkel, top agent in Urbandale, IA
- Angela Fisher, Agent Development Director
Renee Dunkel has been a REALTOR® since 2016 and a top producer at CENTURY 21 in Urbandale, IA. She thrives on building relationships, providing exceptional service, and making real estate a fun and rewarding experience for her clients.
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BUILD A BETTER BUSINESS | Running a business without systems is a recipe for chaos. Laura Major shares how documenting Standard Operating Procedures (SOPs) has helped her streamline transactions, improve client relationships, and gain peace of mind. She talks about the key areas she has systemized, including lead conversion, buyer transactions, and listing marketing
Speakers:
- Angela Fisher, Agent Development Director
- Laura Major, Agent in Des Moines, IA
Laura Major has been a licensed real estate agent since 2021. She primarily serves the Des Moines, IA area and is the 2022 Rookie of the Year Award winner.
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THE BACKSTAGE | Buying a home is one of the biggest financial decisions you'll ever make, but with so much information to sort through and obstacles to navigate, where do you start? In this episode, Dylan, Vic, Anna, and Abbie share their personal homeownership journeys, the steps they took, the mistakes they wish they had avoided, and their long-term real estate goals. They discuss the benefits of homeownership, the value of seeking expert advice, and programs available for first-time buyers.
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THE BACKSTAGE | What if the key to a thriving team isn’t just hard work, but truly understanding what makes each person exceptional? In this episode, Vic, Anna, Abbie, and Dylan dive into the power of recognizing and utilizing Unique Abilities®. They share their own journeys of self-discovery, how other tools like the Enneagram and StrengthsFinder impacted discovering their Unique Abilities®, and unpack how embracing individual strengths leads to better teamwork, personal growth, and organizational success.
Access Unique Ability® resources here.
Speakers:
- Dylan de Bruin, Broker/Owner
- Vic Stefansen, Director of HR, Care & Connection
- Anna Culbertson, Director of Operations
- Abbie Dorwart, Director of Marketing
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Join Dylan and Travis as they break down the latest real estate market trends and what’s ahead for 2025. They’ll dive into inventory projections, interest rates, and buyer demand while sharing strategies for staying consultative and transparent with clients. Plus, they’ll discuss the challenges of market oversaturation and navigating a negative news cycle.
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MARKETING PLAYBOOK | Discover how being genuine, connecting with local audiences, and infusing personality into marketing can attract great clients and build a standout brand. Emily Miller shares her insights, challenges, and the tools that helped her social media thrive.
Speakers:
- Emily Miller, Agent in Des Moines, IA
- Staci Stillmunkes, Agent Marketing Services Coordinator
Emily Miller has been a licensed real estate agent since 2021 and primarily serves the Des Moines, IA area. She is on the Hokel Team in our Ankeny office.
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RELENTLESS ON THE RISE | Real estate can be overwhelming with so much information to navigate, but courses like 100 Days to Greatness® help new agents cut through the noise with proven systems they can rely on for long-term success. Amy Simpson and Deb Bartholomew share how Buffini & Company’s 100 Days to Greatness course helped launch their careers. They discuss how the course equipped them with tools, scripts, conversation starters, and other valuable resources to generate leads, build trust, and handle clients and transactions with confidence
Speakers:
- Amy Simpson, agent in Ankeny, IA
- Deb Bartholomew, real estate agent in Urbandale, IA
- Teske Vance, New Agent Success Manager
Amy Simpson has been a licensed real estate agent since 2024. She is on the Rob Wheeler Team in our Ankeny office.
Deb Bartholomew has been a licensed real estate agent since 2024.
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MORE THAN MORE: IDEAS | Most real estate agents start out overwhelmed and without a clear plan. Learn how to go from survival to significance by building a self-managing business based on systems.
Angela joins Dylan to break down essential systems for leads, transactions, and marketing—key pillars of a well-run business. They also cover executive systems (CEO, COO, CFO roles), strategic business planning, and how to structure your business to run without you.
Access our roadmap to building a self-managing business here.
Speakers:
- Dylan de Bruin, Broker/Owner
- Angela Fisher, Agent Development Director
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BUILD A BETTER BUSINESS | Angela sits down with Tyra to spill the secrets behind her sales contest success. From fun pop-bys with clients to landing surprise referrals, Tyra shares how personal connections turned into big wins. They dive into the power of teamwork, asking for referrals, and why face-to-face connections are worth the effort.
Speakers:
- Tyra McAbee, top agent and broker in Cedar Rapids, IA
- Angela Fisher, Agent Development Director
Tyra McAbee has been a licensed real estate agent since 2011 and is a top producer in the Cedar Rapids and Vinton, IA areas. She leads the McAbee Real Estate Team and is the Transaction Broker of the C21SRE Cedar Rapids office. You can find her on Facebook at McAbee Real Estate Team.
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BUILD A BETTER BUSINESS | Helping sellers understand the market goes beyond just statistics; it’s about telling a story that guides them toward the right decisions. Angela and Dylan walk through how to conduct, interpret, and communicate a market absorption analysis to set clear expectations, offer valuable insights, and help clients make informed choices and set a competitive pricing strategy.
Access our market absorption analysis resources here.
Speakers:
- Dylan de Bruin, Broker/Owner
- Angela Fisher, Agent Development Director
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THE BACKSTAGE | Two things are true: human beings need meaningful work to feel fulfilled and everyone hates their jobs. Right? In reality, many people are dissatisfied and disengaged with their jobs for three reasons: anonymity (they feel unseen), irrelevance (they're not sure how they matter) and immeasurability (they don't know how to measure success).
Dylan, Vic, Anna and Abbie discuss the three "miseries" of work and how our team is working to counteract them, the impact to our team members and how reversing these miseries can make people actually enjoy coming to work every day.
Speakers:
- Dylan de Bruin, Broker/Owner
- Vic Stefansen, Director of HR, Care & Connection
- Anna Culbertson, Director of Operations
- Abbie Dorwart, Director of Marketing
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MORE THAN MORE | For more than 15 years, Orphans of Teso has endeavored to create a sustainable model of change and empowerment for orphaned and vulnerable children and communities in Uganda. Dylan and Jen de Bruin join us to share an update on their recent trip to the three CarePoints and the progress and results of the past decade of sustainable development.
They also discuss what's next as the CarePoints prepare to "graduate" in the next few years, how essential it is to grow and develop mindsets just as much as financial literacy and job skills, and what the future might look like as the first generation of kids grow up and return to the CarePoints to re-invest in their communities.
To learn more about Orphans of Teso, go to orphansofteso.com. You can also follow along on Facebook and Instagram - @OrphansofTeso.
To learn more about Orphans of Teso, go to orphansofteso.com. You can also follow along on Facebook and Instagram – @OrphansofTeso.
Kids that need a sponsor:
https://www.hopechest.org/carepoints/ogoloi/
https://www.hopechest.org/carepoints/ongongoja/
Education fund:
https://www.hopechest.org/fundraise/ongongoja-education-2024/
Speakers:
- Dylan de Bruin
- Jen de Bruin
- Abbie Dorwart
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RELENTLESS ON THE RISE | Learn the fundamentals of kickstarting your career in real estate. Teske talks to Jennifer Harman, a New Agent Success Coach for C21SRE agent in Ankeny, about the basics of building a successful real estate business. Jen discusses overcoming initial barriers, building confidence, leveraging resources, and the importance of mental health. She also shares practical steps to take in your first few years, the significance of having a structured plan, and how to turn your contacts into clients.
Speakers:
- Teske Vance, New Agent Success Manager
- Jennifer Harman, agent in Ankeny, IA
Jennifer Harman has been a licensed real estate agent since 2019 and serves the Des Moines, Iowa area. She is a New Agent Success Coach for new C21SRE agents in the Ankeny office.
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THE MARKETING PLAYBOOK | Looking for new ways to leverage your social media to have conversations with your people and provide value? Abbie and Staci share three ways to use the newest market data social templates to "bait" your audience into engaging with your content, asking questions, and raising their hands to have conversations with you. It's the halfway point of the 2025 Sales Contest - go out there and finish strong!
Speakers:
- Abbie Dorwart, Director of Marketing
- Staci Stillmunkes, Agent Marketing Services Coordinator
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MORE THAN MORE: IDEAS | There are two fundamental shifts in mindset that every real estate agent needs to make to fully flourish in a referral-based business. The first is to transition from a Transactional to a Relational approach to real estate sales. The second is to reorient the goal from winning clients for life to building active advocates of your business. Dylan provides insights and practical questions to guide agents into making these shifts while leveraging the power of leadership, relationship and creativity to build relationships.
Access our resource here to learn more about a relational approach to real estate.
Speaker:
- Dylan de Bruin, Broker/Owner
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Age is no barrier when it comes to success in real estate! Olivia Hopkins is only 21 but has been a licensed agent since the age of 18 and is now a top producer with C21SRE. Travis talks to Olivia about getting her license while dual-enrolling in high school and college and then becoming a licensed real estate agent after graduation. Olivia shares her inspiring story of resilience and growth and talks about her family history of commercial real estate development, the challenges she faced, and how she built her confidence as a new agent.
Speakers:
- Travis Bushaw, Director of Sales
- Olivia Hopkins, Top Agent in Pella, IA
Olivia Hopkins has been a licensed real estate agent since 2023 and works primarily in the Pella area in both residential and commercial real estate. She is also a New Agent Success Coach for new C21SRE agents in the Pella office.
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RELENTLESS ON THE RISE | Every agent has to start somewhere when it comes to building a business by referral - even top agents. Teske talks to Katie Riedeman, a top agent in Ames, IA, who has systematically and consistently built her business over the past decade. Katie offers 5 strategic ways to build a referral-based business:
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Build trust with clients and colleagues
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Focus on quality over quantity
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Build a referral network
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Incentivize referrals with tokens of appreciation
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Teach clients how to refer others
Speakers:
- Teske Vance, New Agent Success Manager
- Katie Riedeman, top agent in Ames, IA
Katie Riedeman has been a licensed real estate agent since 2015. She is one half of the Van Cleave Real Estate Team and serves the Ames area. She is a top producer with C21SRE, a New Agent Success Coach for C21SRE agents in the Ames office, and the 2023 winner of the Signature Award.
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BUILD A BETTER BUSINESS | As real estate agents, we work largely by referral but so many of us are afraid to directly ask for referrals! Most people are happy to refer but haven't been taught how or aren't thinking about it. Angela talks to two top agents who have built referral-based businesses using the Buffini & Co. system of methodically asking for referrals: Brandi Nelson and Jessica Gilligan. They discuss how they've internalized various referral dialogues and made them their own, how to become more comfortable with the direct ask, how to include the ask indirectly in marketing messages, and the importance of building organic relationships to make the ask less sales-y and more relational.
Speakers:
- Angela Fisher, Director of Agent Development
- Brandi Nelson, top agent in Ames, IA
- Jessica Gilligan, top agent in Ankeny, IA
Brandi Nelson has been a licensed real estate agent since 2004 and is a top agent who works primarily in the Ames, IA area. She is a former winner of the Signature Award.
Jessica Gilligan has been a licensed real estate agent since 2016 and leads the Jessica Gilligan Real Estate Team. She is a top producer primarily serving the Ankeny area and is the 2023 Signature Award winner.
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RELENTLESS ON THE RISE | When you're a brand-new real estate agent, it's hard to confidently discuss the market and act as the expert advisor. You're still learning! Teske talks to Trent Schwab, a newer real estate agent, about building the confidence to act like the expert until you can become the expert. Trent emphasizes the importance of practice, being a "sponge" open to learning, and maintaining authentic client relationships. He offers advice for new agents about the importance of perseverance and the understanding that success doesn't come easy but requires consistency and the ability to be uncomfortable.
Speakers:
- Teske Vance, New Agent Success Manager
- Trent Schwab, agent in Des Moines, IA
Trent Schwab has been a licensed real estate agent since 2023 and serves clients in the Des Moines, Iowa, area. You can find him on Facebook here.
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MORE THAN MORE | Meet the dynamic husband-wife duo of Kurt and Kristin Polley, top agents and advocates for their community in Marshalltown. Kristin recounts her journey from teaching and retail to real estate agent, starting first as a buyer's agent working on the team of a top agent all the way to becoming a top agent herself.
Travis, Kristin and Kurt also discuss the Polleys' resilience during the 2008 housing crisis, their ventures in new construction and community development and their deep commitment to their community, highlighted by initiatives like 'Ruckus in the Roundhouse' and post-tornado revitalization efforts. They delve into their decision to join CENTURY 21 to enhance their business infrastructure and capability, and Kristen's evolving role in state-level real estate leadership, culminating in her being named the IAR Realtor of the Year. They also reflect on the challenge of balancing their professional and family lives through meticulous planning and a shared passion for travel and community engagement.
Speakers:
- Travis Bushaw, Director of Sales
- Kristin Polley, top agent and broker in Marshalltown, IA
- Kurt Polley, agent in Marshalltown, IA
Kristin Polley has been a licensed real estate agent since 2000 and serves the Marshalltown area. She is a top agent in the state and leads the Polley Real Estate Team. Kristin is also the transaction broker for the C21SRE office in Marshalltown. She holds a leadership role with the Iowa Association of REALTORS® and was the IAR 2024 REALTOR® of the Year.
Kurt Polley has been a licensed real estate agent since 2013. He is also a member of the Polley Real Estate team and serves buyers and sellers throughout Marshalltown and surrounding communities.
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RELENTLESS ON THE RISE | What does it take to decide to go "all in"? The leap from a stable 9-5 to the unpredictable world of entrepreneurship can be scary. Teske talks to two newer agents, Jordyn Edwards and Cindy Garrison, about committing to owning your own business. Jordyn shares her journey from a government job and motherhood to a real estate team member while Cindy shares her background in real estate administration. They both discuss lead generation, adapting schedules, overcoming financial uncertainty and offer advice to new agents about the value of mentorship and in-person connections.
Speakers:
- Teske Vance, New Agent Success Manager
- Jordyn Edwards, agent in Cedar Rapids, IA
- Cindy Garrison, agent in Pella, IA
Jordyn Edwards has been a licensed real estate agent since 2023 and is a member of the McAbee Real Estate Team. She serves the Cedar Rapids, IA, area and was the 2023 Rookie of the Year.
Cindy Garrison has been a licensed real estate agent since 2023 and serves the Pella, IA, area.
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BUILD A BETTER BUSINESS | After the last few years of unique market conditions and industry changes, many people have questions about real estate. Lead with insight and provide value through in-person conversations.
Angela and Travis launch the 2025 Sales Contest and discuss why connection and conversations with people are so important. They dig into the four main conversations we're focused on: updating people on the market, helping buyers and sellers think through timing the market, using 'who do you know who...?' dialogue and asking for referrals. Human connection is more important than ever so it’s essential to get face-to-face and voice-to-voice with your people.
You can find all sales contest resources in the Forge: c21forge.com/sales-contest-2025
Speakers:
- Angela Fisher, Director of Agent Development
- Travis Bushaw, Director of Sales
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BUILD A BETTER BUSINESS | Real estate agents are in the people business. But more importantly, we're in the value creation business. To grow our business and build exciting futures for our families, we must provide value in the lives of others. We can do this by intentionally providing LRC - leadership, relationship and creativity. Angela discusses this concept with Dylan de Bruin. They dig into the results of LRC (direction, confidence and capability) and how entrepreneurs can use it to forge meaningful connections, inspire others and drive innovation.
To learn more about LRC, access the resource in the Forge here.
Speakers:
- Angela Fisher, Director of Agent Development
- Dylan de Bruin, CoBroker/CoOwner of CENTURY 21 Signature Real Estate
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THE BACKSTAGE | Our real estate agents live in the Results Economy where all opportunity lives on the other side of value creation and success is realized through self-reliance. But our staff members technically live in the Time/Effort Economy - they have stable jobs with set working hours and guaranteed paychecks. What happens when the two meet? Dylan, Vic, Anna and Abbie discuss the unique working environment at C21SRE where agents and staff work together despite the differences between their two worlds. They also dig into where conflicts occur between the two economies, the secret to winning in this unique environment, and what it means to have a "results economy mindset" regardless of the job or environment that you're in.
You can listen to the 2 Economies & 2 Success Decisions here.
Access our resource here to learn more about the 2 Economies & 2 Success Decisions.
Speakers:
- Dylan de Bruin, Co-Owner/Co-Broker
- Vic Stefansen, Director of Care, Connection & Culture
- Anna Culbertson, Director of Operations
- Abbie Dorwart, Director of Marketing
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How do you build a successful team? Travis chats with Tyra McAbee about the power of team and collective goal setting. She recounts her journey from leading a team of 150 sales consultants at Mary Kay to building the McAbee Real Estate Team. She discusses her team-building strategies and how to find the right team members to fit a high-energy, supportive culture. Tyra also shares how goal setting drives her and how team leads can support, encourage and drive their team members toward achievement.
Speakers:
- Travis Bushaw, Director of Sales
- Tyra McAbee, top agent and broker in Cedar Rapids, IA
Tyra McAbee has been a licensed real estate agent since 2011 and is a top producer in the Cedar Rapids and Vinton, IA areas. She leads the McAbee Real Estate Team and is the Transaction Broker of the C21SRE Cedar Rapids office. You can find her on Facebook at McAbee Real Estate Team.
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THE MARKETING PLAYBOOK | What story is your brand telling? Your brand is more than just a logo or social profile. As you build your business plan, conduct a brand audit to ensure you're telling the right story to the right people.
Abbie and Staci discuss the 3 essential parts of a brand audit: your basics, print assets, and digital footprint. They share practical tips for auditing your brand with resources like the brand audit checklist and discuss how to maintain consistency across all platforms. Whether you're a solo agent or a team lead, this episode is packed with valuable insights to help you build brand recognition, trust and visibility.
For the brand audit checklist (individual and team lead), head to the Business Planning Hub in the Forge at c21forge.com/business-planning.
Speakers:
- Abbie Dorwart, Director of Marketing
- Staci Stillmunkes, Agent Marketing Services Coordinator
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BUILD A BETTER BUSINESS | Business planning doesn't have to be complicated. Angela discusses the non-negotiables of business planning with Brian Geist and Isaiah Thomas. They dig into the importance of simplifying goal setting, the importance of systems, using available resources to make the process easier, and how to set realistic, but ambitious, goals for your business.
You can find all business planning resources, tools and more in the Forge at c21forge.com/business-planning.
Speakers:
- Angela Fisher, Director of Agent Development
- Brian Geist, broker and agent in Des Moines, IA
- Isaiah Thomas, agent in Des Moines, IA
Brian Geist has been a licensed real estate agent since 2017, primarily serving the Des Moines, IA area. He is also the Transaction Broker of the C21SRE Ankeny office.
Isaiah Thomas has been a licensed real estate agent since 2021. He is a member of the Gina Swanson Real Estate Team and primarily serves the Des Moines, IA area.
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RELENTLESS ON THE RISE | One of the best ways new real estate agents can learn the business is through hands-on, practical experience with an established agent. Teske talks to Jessica Gilligan and Thomas Payne, two agents who were mentors at the beginning of her career. They discuss how new agents can make themselves available, the importance of being present in the office, how mentorship evolves over time, and share practical advice for new agents looking for mentorship.
Speakers:
- Teske Vance, New Agent Success Manager
- Jessica Gilligan, Top Agent in Ankeny, IA
- Thomas Payne, Top Agent in Des Moines, IA
Jessica Gilligan has been a licensed real estate agent since 2016 and leads the Jessica Gilligan Real Estate Team. She is a top producer primarily serving the Ankeny area and is the 2023 Signature Award winner.
Thomas Payne has been a licensed real estate agent since 2013 and is a top producer in the Des Moines area. He is also a New Agent Success Coach for new C21SRE agents in our Urbandale office.
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The National Association of REALTORS®' proposed settlement was finalized on November 26th to resolve the antitrust case brought by the Department of Justice. Dylan and Travis discuss where the real estate industry is today and what's changed. They cover the impact of the case and settlement on real estate business, the market, commission, cooperation and the results for clients. They also discuss what's next for the industry, including dual agency, ministerial acts, buyer's agency exemptions, and clear cooperation.
Speakers:
- Dylan de Bruin, Co-Broker/Co-Owner
- Travis Bushaw, Director of Sales
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MORE THAN MORE: IDEAS | Stability or limitless potential? Choosing between the Time & Effort Economy and the Results Economy changes your career path. Dylan breaks down the differences between the two economies and how entrepreneurs can shift their mindsets to one of value creation rooted in "no entitlement" thinking. Success in real estate (or any business) hinges on the two decisions to be self-reliant and lead with value.
Access our resource here to learn more about the 2 Economies & 2 Success Decisions.
Speaker:
- Dylan de Bruin, Broker/Owner
Subscribe to the More Than More Podcast for new weekly episodes as we discuss building meaningful and impactful businesses, careers, and lives through real estate.
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How do you decide to change career paths? The leap to real estate can be both terrifying and exciting. Travis chats with Emma Jordison, a top producer in Ankeny, IA, about her journey from elementary school teacher to successful real estate agent. She shares her experience as a new agent with CENTURY 21, how she built her personal brand on social media, her authentic approach to marketing and content creation, and the importance of creating genuine connections with clients.
Speakers:
- Travis Bushaw, Director of Sales
- Emma Jordison, top agent in Ankeny, IA
Emma Jordison has been a licensed real estate agent since 2021 and works primarily in the Ankeny and Des Moines areas. You can find her on Instagram at @emma.buyiowa or buyiowa.com.
RELENTLESS ON THE RISE | Business planning can be tough - especially for new agents who don't know where to start. Teske digs into business planning for new agents with Laura Major and Emily Miller. They talk about goal-setting in the first two years, how business planning helped them grow their businesses, and advice they would share with new agents - namely not being afraid to try and fail and how to build a business that works for you.
You can find all business planning resources, tools and more in the Forge at c21forge.com/business-planning.
Speakers:
- Teske Vance, Agent Success Manager
- Laura Major, Agent in Des Moines, IA
- Emily Miller, Agent in Des Moines, IA
Laura Major has been a licensed real estate agent since 2021. She primarily serves the Des Moines, IA area and is the 2022 Rookie of the Year Award winner.
Emily Miller has been a licensed real estate agent since 2021 and primarily serves the Des Moines, IA area.
THE MARKETING PLAYBOOK | Pop-bys are a great way for real estate agents to show appreciation to their clients. Our marketing team recently held a pop-by contest for C21 agents who could earn points by delivering gifts. Staci sat down with the contest winners: Brandi Nelson, Taylor Hird, Erica Bushaw, and Janae Ohrt. They discuss how pop-bys can help agents deepen client relationships, how they come up with creative ideas for gifts and practical advice for planning and budgeting for pop-bys.
Speakers:
- Staci Stillmunkes, Agent Marketing Services Coordinator
- Brandi Nelson, Agent in Ames, IA
- Taylor Hird, Agent in Urbandale, IA
- Erica Bushaw, Agent in Oelwein, IA
- Janae Ohrt, Agent in Cedar Falls, IA
Brandi Nelson has been a licensed real estate agent since 2004 and is a top agent who works primarily in the Ames, IA area. She is a former winner of the Signature Award.
Taylor Hird has been a licensed real estate agent since 2020 and is a member of the Gina Swanson Real Estate Team. She primarily serves the Des Moines area and is a former Rookie of the Year winner.
Erica Bushaw has been a licensed real estate agent since 2023 and is a top producer who works primarily in the Oelwein area.
Janae Ohrt has been a licensed real estate agent since 2017 and is a top producer in the Cedar Falls/Waverly areas.
BUILD A BETTER BUSINESS | Business planning can be a challenge for agents - especially if you're unsure how to connect your business's growth and development to long-term life goals. Angela discusses business planning with Dylan and how to work backward from big lifetime, 10-year, and 3-year goals. They also dig into practical planning strategies for the 4 main areas of a real estate business: leads, systems, team, and money.
Resources Discussed: Business Planning for Long-Term Goals and Business Planning Worksheet. To access these resources, go to c21forge.com/business-planning.
Stay tuned for more episodes and resources to help you build a better business plan.
The ancient Greeks believed one of life's most important rules was to "know thyself." Dylan talks to Tami Hicks and Teske Vance about self-awareness and how their journeys of growth have impacted their lives, businesses, and relationships. They dig into the effectiveness of personality assessments, self-acceptance, and how "knowing thyself" can help driven entrepreneurs find peace.
Speakers:
- Dylan de Bruin, Broker/Co-Owner
- Tami Hicks, Top Agent & Broker in Ames, IA
- Teske Vance, Top Agent in Ankeny, IA
Welcome to the Shine Series. Join us biweekly for a new discussion about the discoveries and disciplines in Gino Wickman's book Shine and how entrepreneurs can apply these learnings to their lives and businesses.
Tami Hicks has been a licensed real estate agent since 1998. She was a charter member of C21 Signature Real Estate and is the broker of the Ames office. She is a top producer who works primarily in the Ames market and is a former winner of the Signature Award.
Teske Vance has been a licensed real estate agent since 2020 and is a top producer in the Des Moines and Ankeny areas. She is also the New Agent Success Manager for C21 Signature Real Estate and a winner of the Improve & Innovate Staff Award.
What does it take to go "all in"? Travis sits down with Taylor Swaney, a top producer in Oelwein, IA, to chat about her journey from mortgage lender to new agent to top producer with CENTURY 21 in just under three years. Learn about the mindset and systems she's developed as a business owner and entrepreneur.
Speakers:
- Travis Bushaw, Director of Sales
- Taylor Swaney, top agent in Oelwein, IA
Taylor Swaney has been a licensed real estate agent since 2021 and works primarily in the Oelwein, IA area. She is also a New Agent Success Coach for new C21SRE agents in the Oelwein office.
BUILD A BETTER BUSINESS | Money is one of the most important parts of your business but it’s also what most people understand the least. Most agents spend their entire careers in ‘Survival’ because they lack the understanding, systems and plan to build a profitable business.
After teaching the first round of our new money education series, Angela spoke to three agents who attended. Listen in as Angela, Teske Vance, Michelle Erickson and Amy Simpson discuss taking control of lead generation, separating personal and business finances, managing home finances, how to save for taxes, and finding insurance as a self-employed contractor.
You can find the Survival to Stability: Money workbook and the additional resources at c21forge.com/money.
Speakers:
- Angela Fisher, Director of Development
- Teske Vance, New Agent Success Manager
- Michelle Erickson, Agent in Cedar Rapids, IA
- Amy Simpson, Agent in Ankeny, IA
Michelle Erickson has been a licensed real estate agent since 2022. She is a member of the McAbee Real Estate Team and primarily serves the Cedar Rapids area.
Amy Simpson has been a licensed real estate agent since 2023. She is a member of the Rob Wheeler Real Estate Team and primarily serves the Ankeny area.
RELENTLESS ON THE RISE | The first two years of real estate are "make it or break it" for new agents. Only a small percentage of people rise to the challenge and even fewer become top producers in such a short time. Listen in as Teske talks to Nicole Leusink, Erica Bushaw and Olivia Hopkins about how they became top agents at C21SRE in their first two years. They discuss the habits and mindsets they developed to achieve it and the advice they'd share with other new agents.
Speakers:
- Teske Vance, New Agent Success Manager
- Nicole Leusink, Top Agent in Ames, IA
- Erica Bushaw, Top Agent in Oelwein, IA
- Olivia Hopkins, Top Agent in Pella, IA
Nicole Leusink has been a licensed real estate agent since 2022 and works primarily in the Ames area. She is a Jason Mickelson Real Estate Team member and the 2023 recipient of the Rookie of the Year Award.
Erica Bushaw has been a licensed real estate agent since 2023 and works primarily in the Oelwein area.
Olivia Hopkins has been a licensed real estate agent since 2023 and works primarily in the Pella area in both residential and commercial real estate. She is also a New Agent Success Coach for new C21SRE agents in the Pella office.
THE BACKSTAGE | An ideal team player is someone humble (low ego), hungry (hard-working), and smart (people skills). These traits create collaborative, high-performing people who are productive and more enjoyable to work with. Dylan, Anna and Vic discuss the traits of an ideal team player, how each of these traits might be developed, how we look for and hire people with these traits, and how to measure these traits in ourselves.
The resources, interview questions, and self-assessments are available at c21forge.com/team-toolbox.
Speakers:
- Dylan de Bruin, Broker/Co-Owner
- Anna Culbertson, Director of Operations
- Vic Stefansen, Director of Culture, Care, and Connection
The holiday season can be a difficult time of year for families experiencing financial hardship. Chris and Sarah Chiaramonte created Give Joy, a nonprofit holiday gift shop, to empower parents to own their gift-giving while being able to purchase gifts at a significant discount. Chris shares the history of their shop and how to get involved.
Give Joy is a Des Moines-based holiday gift shop for parents to choose, purchase & wrap gifts for their children. All toys will be sold at 90% off retail price to families who need financial help. The store empowers parents to own their own gift-giving experience for their family. All proceeds from the shop go toward neighborhood fridges in Des Moines.
If you'd like to help impact local families, check out the links below.
Donate via Venmo: @givejoy-desmoines
Shop Amazon wishlist: https://amzn.to/3Z4czz3
Shop Target wishlist: https://bit.ly/4err6cA
Questions? Email Sarah Chiaramonte at sarah.chiaramonte@gmail.com.
Take time off - easier said than done, especially for driven entrepreneurs. Join Dylan, Jared and Jessica as they discuss the reality of trying to schedule time off in the fast-paced world of real estate. They dig into how they've made time for their families, what time off means for them and how it's looked different throughout their careers, how they've handled burnout, and what it means to actually rest.
Speakers:
- Dylan de Bruin, Broker/Co-Owner
- Jared Van Cleave, Top Agent in Ames, IA
- Jessica Gilligan, Top Agent in Ankeny, IA
Welcome to the Shine Series. Join us each week for a new discussion about the discoveries and disciplines in Gino Wickman's book Shine and how entrepreneurs can apply these learnings to their lives and businesses.
Jared Van Cleave has been a licensed agent since 2009 and works primarily in the Ames area. He leads the Van Cleave Real Estate Team, is a top producer in Iowa, and is a former recipient of the Signature Award.
Jessica Gilligan has been a licensed agent since 2016 and works primarily in the Ankeny and Des Moines areas. She is a top producer in Iowa and is a former recipient of the Signature Award.
How do we shift our thinking from the short-term to the long-term? Join Dylan, Ethan and Gina as they discuss their journeys and personal experiences with short-term thinking and their progress in developing 10-year-thinking patterns. They dig into the impact on mindset, how it shows up in their personal lives with family and loved ones, and how to balance short-term planning with long-term thinking.
Speakers:
- Dylan de Bruin, Broker/Co-Owner
- Ethan Hokel, Top Agent in Ankeny, IA
- Gina Swanson, Top Agent in Urbandale, IA
Welcome to the Shine Series. Join us each week for a new discussion about the discoveries and disciplines in Gino Wickman's book Shine and how entrepreneurs can apply these learnings to their lives and businesses.
Ethan Hokel has been a licensed agent since 2015 and works primarily in Des Moines and Huxley. He leads the Hokel Real Estate Team, is a nationally-ranked producer, and is a former recipient of both the Rookie of the Year Award and the Signature Award.
Gina Swanson has been a licensed agent since 2014 and works primarily in the Des Moines area. She leads the Gina Swanson Real Estate Team, is a nationally-ranked producer, and is a former recipient of the Rookie of the Year Award.
We all deserve a safe and encouraging place to work - to earn a living, to support our families, and to grow. To ensure our workplace is this, we have a few "non-negotiables" that are essential expectations of each team member. Join Dylan and Vic as they discuss our non-negotiables:
- Show up on time
- Finish what you start
- Do what you say
- Say 'please' and 'thank you'
- Relationships come first
- Handle all conflict with the goal of restoration
- The cohesion of the team is our priority
- Tell the truth in all things
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us as we dig into each of our core values with different staff members.
Is it possible to be driven and have inner peace? Many entrepreneurs devote all their time, energy and efforts to ambition and success and then struggle to find personal satisfaction. Join Dylan and Travis as they dig into Gino Wickman's book Shine. They discuss the three discoveries: people are driven, decisions are made out of love or fear, and it is possible to be driven and have peace.
Speakers:
- Dylan de Bruin, Broker/Co-Owner
- Travis Bushaw, Director of Sales (and resident reader)
Welcome to the Shine Series. Join us each week for a new discussion about the discoveries and disciplines in Gino Wickman's book Shine and how entrepreneurs can apply these learnings to their lives and businesses.
What does it mean to have fun at work? For some organizations, it means happy hours and social events. We believe in creating an environment where the work itself is enjoyable and naturally creates a culture of fun. Join Dylan, Vic Stenfansen (Director of HR), Abbie Dorwart (Director of Marketing) and Angela Fisher (Agent Development Director) as they discuss why working in your Unique Ability™ naturally makes work fun, how a supportive work environment allows people to be themselves and connect with others, and how everyone can contribute to and create a culture of fun.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us as we dig into each of our core values with different staff members.
Humans are naturally wired with a negativity bias - we pay the most attention to the negative because it's how we've survived throughout history. It's easy for many of us to hold onto a scarcity mindset. However, we can intentionally choose to focus on what we enjoy and what we do have. Join Dylan and Staci Stillmunkes, Agent Marketing Services Coordinator, as they discuss the relational power of gratitude, how to develop an intentional mindset of gratitude, and how a shift in perspective changes our life experiences.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us as we dig into each of our core values with different staff members.
How do appraisals impact buyers and sellers in this shifting marketing? Angela sits down with two experts to find out: Mike Swaim, appraiser and co-owner of Swaim Appraisals, and Jenn Oliver, Senior Loan Consultant with New American Funding. They discuss how appraisals are going as the market shifts toward a balance between buyers and sellers and how buyer agent compensation changes impact appraisals and pricing.
Speakers:
- Angela Fisher (Agent Development Director)
- Mike Swaim (Appraiser)
- Jenn Oliver (Senior Loan Consultant)
About 1 in 3 real estate deals are falling through due to inspections as buyers have more bargaining power than in recent years. Angela and Teske discuss what's changed recently to make inspections more volatile than usual, how buyers and sellers can prepare for inspection requests, and how agents can best guide their clients through the process.
Speakers:
- Angela Fisher (Agent Development Director)
- Teske Vance (New Agent Success Manager)
The Buffini & Co. method of building a real estate business by referral is one of the biggest driving philosophies of C21SRE. Dylan, Angela, and Teske look back at Buffini's history in our walls, the impact it's had on our agents' businesses, who the coaching and training programs are for, and why it's made such a difference in how we help agents build better businesses.
Speakers:
- Dylan de Bruin (Broker/Owner)
- Angela Fisher (Agent Development Director)
- Teske Vance (New Agent Success Manager)
Learn the practical words to say so you can confidently address buyer and seller questions and concerns. Objections are a normal part of the real estate process, especially right now in times of industry change. Angela and Dylan dig into how to shift your mindset and understand the psychology of objections and the foolproof process for being prepared to answer them. We also share 8 scripts for handling seller objections and 8 for handling buyer objections.
Access the accompanying resource here. For more episodes and resources, go to c21forge.com.
Speakers:
- Dylan de Bruin (Broker/Co-Owner)
- Angela Fisher (Agent Development Director)
We're entering a new era in real estate as the industry changes to buyer's agency rollout nationwide. Join Dylan and Angela as they discuss the secret weapon that will help agents put people before sales and serve their buyer clients in light of the new legal requirements. Real estate agents need to remember these changes ultimately affect buyers the most and they need agents who are calm, confident and empathetic.
Speakers:
- Dylan de Bruin, Broker/Owner
- Angela Fisher, Director of Development
For more episodes, resources and show notes, head to c21forge.com.
Are we in a housing affordability crisis? Join us for a conversation about the current state of affordability, its impact on millennials & Gen Z, and the path forward for a generation of would-be home buyers. Dylan, Travis, Angela and Abbie discuss what makes this a crisis, why millennials don't believe in the dream of homeownership, how to understand and be empathetic toward them, and how to help to shift that thinking.
We also discuss the practical steps would-be buyers can take to become homeowners and how real estate agents can understand this and communicate to an entire generation who shouldn't miss out on the wealth-building and opportunity that real estate creates.
To access the affordability resources and social graphics, head to the Forge at c21forge.com.
Speakers:
- Dylan de Bruin (Broker/Owner/Gen X)
- Travis Bushaw (Director of Sales/elder Millennial)
- Angela Fisher (Director of Development/Gen X)
- Abbie Dorwart (Director of Marketing/Millennial)
Integrity is the integration between what you say you do and what you actually do. This is what 'walk the talk' is about. We strive to follow through on everything we say we'll do - and hold ourselves accountable when we don't. Join Dylan and Teske Vance, New Agent Success Manager, as they discuss walking the talk, where it shows up in the Front Stage and Back Stage, and holding ourselves and each other accountable to doing what we say.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us as we dig into each of our core values with different staff members.
Join us for the conversation between Angela, Jason Mickelson and Thomas Payne about the changes they're making to their buyer process in light of new, incoming buyer's agency regulations. They discuss specific strategies and dialogues they use to communicate their value to buyers and why and how buyer's agency works.
Thomas Payne has been a licensed agent since 2013 and is a top producer in the Des Moines area. He leads the Thomas Payne Real Estate Team and is a New Agent Success Coach with C21SRE.
Jason Mickelson started selling real estate in 2017 and is now a top producer in the Des Moines and Ames areas. He leads the Jason Mickelson team and is our resident master of conversion. A former winner of the Rookie of the Year award, Jason is all about setting (and achieving) big goals and rethinking what's possible.
This months market update (with Dylan, Travis, Chris, and Jason) discusses the current state of the market including inventory, prices, interest rates, and supply/demand dynamics. The discussion also includes a variety of predictions for the remainder of the year related to appreciation expectations, potential future interest rate drops, and the impact of both on affordability and sales.
Join us for the conversation between Dylan and Katie Riedeman to celebrate her accomplishment as the 2023 Signature Award winner. The Signature Award is our most prestigious award given to a relentless agent who is obsessed with the client experience and embodies our core values.
Dylan and Katie discuss the significance of winning the Signature Award, several components of an effective and balanced business strategy, and building a profitable long-term financial strategy through rental income.
Katie Riedeman has been a licensed real estate agent since 2015. She is one half of the Van Cleave Real Estate Team and serves the Ames area. She is a top producer with C21SRE and the 2023 winner of the Signature Award.
Join us for the conversation between Dylan and Nicole to celebrate her win as the Rookie of the Year for 2023. Dylan and Nicole discuss her transition into real estate from collegiate sports, her journey as a new agent, and success principles for converter agents. Also discussed in this episode: misconceptions about converting leads, being held accountable on a team, tips for new agents in their first year, and the mindset needed to help clients overcome obstacles to close the sale.
Nicole Leusink has been a licensed real estate agent since 2022. She is on the Jason Mickelson Team and works in the Ames area. She is a top producer with C21SRE and the 2023 winner of the Rookie of the Year.
Join us for the conversation between Dylan and Jason to celebrate his accomplishment as the #1 producer and top team at C21SRE for 2023. Dylan and Jason discuss his aspirations in the last year, effectively building and scaling teams, and the challenging art form of building a profitable, converter-based business. Also discussed in this episode: the impact of mentorship, Jason’s advice for new agents, and setting big goals.
Jason Mickelson started selling real estate in 2017 and is now a top producer in the Des Moines and Ames areas. He leads the Jason Mickelson team and is our resident master of conversion. A former winner of the Rookie of the Year award, Jason is all about setting (and achieving) big goals and rethinking what's possible.
Join us in welcoming Deb Bartholomew to CENTURY 21 Signature Real Estate! Deb will be joining the Jenn Clark Real Estate Team! Get to know Deb Bartholomew in detail through our podcast series, 'Meet the Relentless'.
Join us in welcoming Louisa Irankunda to CENTURY 21 Signature Real Estate! Louisa will be joining the Chris Chiaramonte Real Estate Team! Get to know Louisa Irankunda in detail through our podcast series, 'Meet the Relentless'.
We have a different idea about real estate. Great agents get to serve clients in meaningful transactions while realizing incredible earning potential and long-term wealth. However, too many agents use short-term practices to earn business without building anything meaningful.
Join Dylan, Travis and Angela as they discuss the five characteristics of a better real estate business and the shift in philosophy that led to our two foundational beliefs: have an obsession with the client and their outcomes, and agents need to build better businesses.
Join us as we rethink real estate. Our groundbreaking 12-part series dives deep into the art of building successful, sustainable and liberating real estate businesses. Featuring insightful discussions with industry leaders and innovators, Rethink Real Estate will set you up for unparalleled success in business.
At C21SRE, we respect everybody, especially other people's goals and decisions. Not everyone shares our philosophy and approach to business and life. So when an agent or team member leaves the organization, we support their new direction and express our appreciation for what they contributed while they were with us. Join Dylan and Angela Fisher, Agent Development Director, as they discuss mutual respect and why it's so critical to our culture.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us as we dig into each of our core values with different staff members.
Join us in welcoming Sam Dalgliesh to CENTURY 21 Signature Real Estate! Get to know Sam Dalgliesh in detail through our podcast series, 'Meet the Relentless'.
Join us in welcoming Kelsey Barnhart to CENTURY 21 Signature Real Estate! Kelsey will be joining the Jason Mickelson Real Estate Team! Get to know Kelsey Barnhart in detail through our podcast series, 'Meet the Relentless'.
Join us in welcoming Autumn Conrad to CENTURY 21 Signature Real Estate! Autumn will be joining the McAbee Real Estate Team! Get to know Autumn Conrad in detail through our podcast series, 'Meet the Relentless.
Join us in welcoming Ro Smith, Realtor with Century 21 Signature Real Estate to Century 21 Signature Real Estate! Ro will be joining the Ethan Hokel- Century 21 Signature Real Estate Team! Get to know Ro Smith in detail through our brand new podcast series, 'Meet the Relentless'.
Ready to win big in the 2024 Sales Contest? Join Angela, Teske and Abbie as they answer FAQs, share ideas for maximizing your activities and talk winning strategies that will help you stack points, have conversations and ultimately grow your business in 2024. Tune in to get your winning plan for this year’s sales contest!
C21SRE agents can find all Sales Contest 2024 resources here on the Forge.
Join Dylan, Travis, and Angela as they discuss the NAR lawsuit and the Anywhere settlement. They'll bring you up to speed on the details of each and delve into the possible impacts on NAR, local associations, and Realtors. Stay tuned as they also share our plan for staying ahead of any potential mandated changes, including future adjustments to forms and, of course, offering valuable training!
Not sure where to start with business planning? Tune in as Angela hones in on the four most important parts with Teske Vance (New Agent Success Manager), Brian Geist (Ankeny agent) and Laura Major (2022 Rookie of the Year). They share guidance and advice for: setting goals, working on a plan for your database and lead generation, and managing your funnel. Get ready to jumpstart your business planning to make this your best year yet!
C21SRE agents can find all business planning resources here on the Forge.
Come along with Angela as she talks business planning with three of our top agents – Ethan Hokel, Megan Mitchum, and Gina Swanson. In this episode, they discuss opportunities in 2024, the evolution of their approach to business planning, their strategies for team-based planning, and the fundamental components that shape their planning processes.
In uncertain times, people become frightened about the viability of their “commodities” — the things they sell and the jobs they hold. A more strategic response here is to disregard your own commodity and focus on deepening the power and possibility of all your relationships — with family, friends, team members, suppliers, clients, customers, and prospects. Every time you strengthen a relationship, the viability of your commodity will increase. Join Dylan, Angela, and Teske as they do a deep dive into this concept.
In times of uncertainty and anxiety, it’s important to remember what you’re in control of and how to take care of yourself, your business and your mindset. The Positive+ Mindset series is designed to offer you 10 tangible ways you can maintain a positive outlook, express gratitude, lead with compassion and empathy, and turn negative thoughts into positive ones that will improve your thinking, actions and outcomes.
Learn more here.
Join Travis Bushaw, Dylan de Bruin, Gina Swanson, and Justin Ver Steeg as they discuss changes in housing affordability, the recent promotion of rate buy-downs, how to talk to clients about a challenging market and how agents can prepare themselves for the market ahead.
Take full ownership of your life's results. Embrace the idea that you're the captain of your own ship, determining its course. E+R=O means "Events + Response = Outcomes". This concept asserts that every outcome, be it success or failure, wealth or poverty, health or illness, connection or isolation, happiness or frustration, is a product of your responses to past events. To shape your future results, start changing your responses today. Join Dylan, Angela, and Teske for a conversation on how they apply this principle in their daily lives.
In times of uncertainty and anxiety, it’s important to remember what you’re in control of and how to take care of yourself, your business and your mindset. The Positive+ Mindset series is designed to offer you 10 tangible ways you can maintain a positive outlook, express gratitude, lead with compassion and empathy, and turn negative thoughts into positive ones that will improve your thinking, actions and outcomes. Learn more here.
Join Dylan as he interviews Jes (with one 's') Kettleson, a top real estate agent based in our Waverly office. Balancing numerous responsibilities, Jess shares her journey of transitioning away from the yoga industry to concentrate more on her role within RealClear Settlement and her real estate team.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Curious about the state of the market? Dive into as Dylan de Bruin, Travis Bushaw, Katie Reideman, and Jason Mickelson dissect the latest trends and developments, offering valuable insights. Stay informed and join the conversation about the dynamic world of real estate.
Join Dylan for an engaging conversation with Gina McAndrews, a highly accomplished real estate agent based in our Ames office. In this episode, Gina opens up about her latest experiences and delves into her personal philosophy, which centers around three fundamental principles: embracing life, fostering love, and nurturing a lifelong commitment to learning.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Each day, both as individuals and as a group, we encounter challenging choices and crossroads. Opting for the higher road is rarely the simplest route, yet in the grand scheme of things, it consistently stands as the correct choice.
Join Dylan and Anna as they engage in a conversation about the notion of "Take the High Road" and expand on its relevance to our work here at C21SRE.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Join Dylan as he engages in a compelling conversation with Natalie St. John, a distinguished real estate professional based in our Ankeny office. Tune in as Natalie candidly discusses her remarkable journey in the real estate industry, highlighting her unwavering commitment to achieving a harmonious work-life balance.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Rob Wheeler and Sarah McElvaney are a father-daughter team in Ankeny, Iowa with a story to tell. A story about relationships and the messiness of life, but also a story of leveraging real estate as a means to a meaningful and purposeful life. Also discussed in this episode: Team structures, buying leads vs. working by referral, SimplySarahMac.com, mission work in Ghana and Zambia, the pros and cons of family teams, the "end-of-history fallacy", and leveraging real estate as a vehicle to make an impact.
We're all about people and value. Our growth and the exciting futures we create for ourselves and our families depend on how much value we bring to others' lives. It begins with recognizing our "Unique Abilities" and deliberately applying LRC (Leadership, Relationship, and Creativity). Join Dylan, Angela, and Teske as they explore integrating leadership, relationships, and creativity into our mindset.
In times of uncertainty and anxiety, it’s important to remember what you’re in control of and how to take care of yourself, your business and your mindset. The Positive+ Mindset series is designed to offer you 10 tangible ways you can maintain a positive outlook, express gratitude, lead with compassion and empathy, and turn negative thoughts into positive ones that will improve your thinking, actions and outcomes.
What's happening in the market? Join Dylan de Bruin, Tami Hicks, Megan Mitchum, and Ethan Hokel as they discuss where the real estate market is at as we reach the end of summer.
Login to the C21Forge to see our detailed August 2023 Market Update handout.
Join Dylan as he converses with Megan Mitchum, a prominent real estate agent from our Urbandale office. Megan shares insights into her method of listing luxury properties and discusses how her recent collaboration with a local builder has marked the beginning of an exciting new chapter in her real estate career.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Just as we hold the organization responsible for enhancing and innovating, we hold the view that each of us as individuals should be motivated to advance along the journey of personal growth and advancement. Our culture is intentionally structured to bolster the lifelong personal development of our team members, making us confident that this environment fosters substantial opportunities for growth, inside and outside of our walls.
Join Dylan as he speaks with Robin Clabaugh, Transaction Coordinator (Ames), about how she was able to push herself to grow inside her role at CENTURY 21 Signature Real Estate and within her personal life.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Come along with Dylan as he engages in a conversation with Abbey Robertson, a leading real estate agent from our Urbandale, IA office. Abbey delves into the transformation her workflow has undergone since enlisting the support of her licensed assistant. She also reveals a selection of her most valued resources and delves into the profound influence of strategic real estate coaching on the evolution of her business.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Join Dylan as he engages in a conversation with Melanie Mapes, an up-and-coming real estate agent from our Pella, IA office. Melanie speaks about how she got her start in real estate, where she chooses to allocates her time/resources, and what new strategies she has put into her business to propel herself up over 50% this year.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
What kind of person do you aspire to be? Listen in as Dylan, Angela and Teske discuss the concept of creating a future based self in order to avoid the repetition and stagnation of only living based on your past self.
In times of uncertainty and anxiety, it’s important to remember what you’re in control of and how to take care of yourself, your business and your mindset. The Positive+ Mindset series is designed to offer you 10 tangible ways you can maintain a positive outlook, express gratitude, lead with compassion and empathy, and turn negative thoughts into positive ones that will improve your thinking, actions and outcomes.
Join Dylan as he engages in a compelling conversation with Emma Jordison, a top real estate agent from our Ankeny, IA office. Emma's journey from being a dedicated educator to becoming a highly accomplished agent is nothing short of inspiring. In our interview, she candidly shares her experiences, shedding light on the secrets behind her remarkable success on social media and how she has gracefully balanced her thriving business with the growth of her family.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
What's happening in the market? Join Dylan, Tami, and Roger as they discuss where the real estate market is as we reach the midpoint of 2023.
Agent Archetypes has helped our agents focus their business lead generation plans on the parts of the business that align with their unique sales and communication styles. But knowing your Archetype is just the first step.
Join Angela and Dylan as they explore the key practices, skills, and unique needs that each Archetype requires, and gain a deeper understanding of how to deepen your capabilities within your unique area of expertise as your business grows.
Within our organization, we are more interested in what's working than what's not working! It is crucial to look back to measure our progress and achievements so that we acknowledge and appreciate our successes. As we focus on something that represents progress, our collective confidence strengthens.
Join Dylan as he speaks with Angela Fisher, Agent Development Director + Broker (Ankeny), about how she was able work through burnout by looking at the back of the boat to view her past achievements.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Mastering delegation is essential to running a successful real estate business of any size. No agent can manage all the moving parts of an excellent real estate transaction or business without the help of a great team of people, from photographers to admins to agent team members. Join Dylan, Anna and Gina as they explore the essential elements to effective delegation, discuss "The Four Bad Delegators", and overview several tools available to build a better communication and delegation system including: The Delegation Filter, The Open File Syndrome, the 4 Levels of Delegation, and the Communication Builder.
Unlock the power of gratitude and create a path to happiness and success. Listen in as Dylan, Angela and Teske discuss how gratitude begets happiness and success, retraining your brain to see through negativity bias and the physiological and psychological impacts a habit of gratitude can have on your life.
In times of uncertainty and anxiety, it’s important to remember what you’re in control of and how to take care of yourself, your business and your mindset. The Positive+ Mindset series is designed to offer you 10 tangible ways you can maintain a positive outlook, express gratitude, lead with compassion and empathy, and turn negative thoughts into positive ones that will improve your thinking, actions and outcomes.
Adapted from Dan Sullivan’s “The ‘Scary Times’ Success Manual.”
Beth and Kelly join C21 as founding members of our new Dubuque office, with a wealth of experience and a passion for the core ideals that embody our team's unique approach to the real estate business. . These ladies are committed to people before sales, and building a business on sincerity, care, and referrals! Join Dylan, Beth and Kelly to learn more about our new Dubuque office, and our shared commitment to a relational approach to real estate. Also in this episode: The origins of the Dubuque office, real estate teams done well and poorly, unique elements of the Dubuque market, operating across multiple state lines, work life balance, commitments to constant learning and growth, walking the talk with core value, and bringing back the gold jacket. Enjoy!
Our industry is plagued by a transactional mindset and approach to real estate sales. Shifting from a transactional to a relational approach is the first step in breaking free from commoditization.
Part 3: Closing the Deal
Learn how to close deals with confidence from Dylan de Bruin, Angela Fisher and Travis Bushaw. Build rapport, tap into others' motivations and create forward momentum. These nine phrases tap into the art of persuasion and negotiation and will equip you with the tools you need to negotiate with skill, address objections, and ultimately achieve successful closings.
Welcome to the Exactly What to Say series. Join our teachers as they break down ‘Exactly What to Say for Real Estate Agents’ by Phil Jones and teach you to use the phrases, words, scripts, and psychology included to deliver compelling messages that resonate with others, build trust, and ultimately succeed in your real estate business and in your life.
Come along with Dylan as he enters into a captivating conversation with Stacey Smith, a distinguished real estate agent from Ankeny, Iowa. Stacey delves into her remarkable expedition in the realm of real estate, gracefully navigating the challenges and hardships while simultaneously building a flourishing family.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Part 2: Common Scenarios
Learn how to handle common scenarios from Dylan de Bruin, Angela Fisher and Travis Bushaw. This includes managing conflict, helping people make decisions, following up with leads, winning in negotiations and handling objections. These 11 phrases will ensure you can communicate with confidence, overcome challenges, and ultimately achieve successful outcomes for your clients.
Stay tuned for part 3 coming soon!
Welcome to the Exactly What to Say series. Join our teachers as they break down ‘Exactly What to Say for Real Estate Agents’ by Phil Jones and teach you to use the phrases, words, scripts, and psychology included to deliver compelling messages that resonate with others, build trust, and ultimately succeed in your real estate business and in your life.
Jason Bergan has built the Midwest’s leading Mobile Home Park marketing and sales machine from the ground up within the walls of Century 21 Signature Real Estate’s traditionally residential brokerage. This interview explores the origin story of Midwest MHC Brokers’ business model and team, and how a little creativity and elbow grease can open doors to new markets and new opportunities.
Part 1: Communication Fundamentals
Learn the fundamentals of confident communication as you listen to Dylan de Bruin, Angela Fisher and Travis Bushaw teach 'Exactly What to Say for Real Estate Agents.' They'll dive deep into 11 essential words/phrases and provide practical examples and scripts so that you can build strong relationships and communicate clearly with clients and other agents.
Stay tuned for parts 2 and 3 coming soon!
Welcome to the Exactly What to Say series. Join our teachers as they break down ‘Exactly What to Say for Real Estate Agents’ by Phil Jones and teach you to use the phrases, words, scripts, and psychology included to deliver compelling messages that resonate with others, build trust, and ultimately succeed in your real estate business and in your life.
Join Dylan as he engages in a conversation with Thomas Payne, a highly regarded real estate agent based in Urbandale, Iowa. Thomas delves into the impact of video and social media, the strategic implementation of a marketing coordinator, and the transformative path towards complete dedication to the realm of real estate.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Jill and Halea Hartke joined the C21SRE team and family early in 2023 as a "mother-daughter" team in our Cedar Rapids office. Their business model and approach to real estate are a perfect match for our team, and they have been an exciting addition to our growing Cedar Rapids office. In this episode we discuss the dynamics of a mother-daughter team, the experience of joining the C21® team in one of our newest markets, agent archetypes, what it means to be "us", involvement in local/state/national REALTOR® associations, and the secret sauce of caring more about your clients as people than sales.
Join Dylan as he engages in a conversation with Baba Agbaje, a top real estate agent in Ames, IA. In this enlightening discussion, Baba shares valuable insights into his professional approach, characterized by meticulous attention to detail, an upfront value add, and unwavering honesty when working with his clientele.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Join Dylan for an exclusive conversation with Roger Wheeler, the distinguished recipient of our Signature Award for 2023. Roger will provide valuable insights drawn from his remarkable journey, from his early days as a broker owner to his rise as a top real estate agent, as well as his subsequent founding of a highly successful real estate team. In addition, Roger will discuss the importance of fostering enduring connections with fellow agents within the industry.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Within our organization, we want all of your skill, energy, attention, and effort going into ever-greater creativity, cooperation, and contribution. We do not want any of your energy being spent on defending yourself. We want you to have no defense budget. Join Dylan as he speaks with Victoria Stefansen, Director of HR, Care and Connection, about how she was able to drop her defense budget and how we turn mistakes into learning opportunities at C21SRE.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Join Angela as she chats with top agents, Katie Reideman & Jessica Gilligan, about their buyer consultations. They dive into some specifics on their processes as well as giving insight on the whole idea behind why the consultation is such an essential part of their real estate process.
Come along with Dylan as he converses with Tyler Weyers, the inaugural recipient of our More Than More Award. Tyler shares his insights into his role across various charitable organizations in the Pella community, his adventures in the real estate industry during his first year, and his thoughts on the true significance of the More Than More Award.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Join Dylan as he speaks with Noah Casterton, one of our esteemed Rookie Award recipients for 2022 and 1/3 of Midwest MHC Brokers aka The Trailer Park Boys. Noah speaks on how he transitioned from property management to commercial real estate, how his team works across state lines, and his approach to buying/selling within small town, rural communities.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Come along with Dylan as he interviews Justin Ver Steeg, one of our esteemed Rookie Award recipients for 2022, and gain insights into how Justin successfully transitioned from working in Pizza Ranch to achieving pending sales in real estate. During the conversation, Justin recounts his first year in the industry, highlighting how he implemented business systems, leveraged his marketing expertise, and even started building a team.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Join Hunter as he speaks with our 'Vertical to Viral' Video Challenge contest winners, Amanda Van Zante and Justin Ver Steeg as they go over their approach to video and how they found success online this past month.
Experience an insightful conversation with Laura Major, one of our 2022 Rookie Award Winners, as she joins Dylan in this episode. Gain valuable insights into the keys to Laura's success that led her to win the prestigious Rookie of the Year award.
Laura shares how her family's support motivated her to strive for excellence, her expertise in the conversion space, and her dedication to creating memorable client events that leave a lasting impression. Don't miss out on this opportunity to learn from a rising star in the real estate industry.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss spring cleaning tips, service providers in your area, and three things to know before buying a home. Listen in as we share the tips and tricks you need to know to effectively and creatively shoot your videos.
We can't wait to see what you create!
Click here for April Content Calendar and Video Ideas!
We want our team members to protect the boundaries between their work day and downtime which we all need to be productive and happy. Join Dylan as he talks with Kiera Good, our Urbandale Agent Services Coordinator, about how she managers her work/life balance, what it truly means to be fulfilled in your work role, and how our organization encourages a healthy separation of work and life.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Join Dylan as he engages in a conversation with Stephen Kerr, a top real estate agent based in Urbandale, IA. In this episode, Stephen shares the fascinating story of his journey towards attaining success in the real estate industry.
Stephen will delve into his tried-and-tested techniques for staying top-of-mind with his clients, which have helped him to deliver exceptional service and forge lasting relationships. Moreover, he will provide valuable insights into what to consider before hiring support staff, as well as, the remarkable support system at Century 21 Signature Real Estate.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Join Dylan as he talks with Katie Riedeman, a top agent in Ames, IA, as they discuss her business goal-setting approach, her success in turning her passion into a profitable investment venture, and how motherhood has impacted her real estate career. This episode features Katie's 2023 goal-setting tactics, her comprehensive analysis of her investment properties, her integration of systems into her business, and how her life has changed since becoming a mother in the real estate industry.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Listen in as Dylan talks with Nick Polum, a Cedar Rapids-based agent, about his transition to CENTURY 21 Signature Real Estate and his involvement with the Iowa Association of REALTORS®. In this episode, they discuss Nick's start in real estate, managing client relations, and the benefits of being involved in local real estate groups.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Create value for your people and build top-of-mind-awareness with these 4 vertical videos. Join Hunter and Abbie as they discuss B2B collaborations, client testimonials, things to know before moving to your area and houses you have sold this past year. Listen in as we share the tips and tricks you need to know to effectively and creatively shoot your videos.
We can't wait to see what you create!
Click here for March Marketing Madness - Vertical to Viral Video Challenge!
Listen in as Dylan talks with Eileen Van Kooten-Schmitt about her approach to relationships in real estate and mentoring her real estate team. In this episode, they discuss working by referral, mentorship of new real estate agents, and how to build relationships in the real estate industry.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Amp up your marketing this month by joining in on the fun of March Marketing Madness. Join Bonnie, Abbie, and Hunter as they discuss all that is to come this month such as our Vertical to Viral Video Challenge, the ultimate brand audit, and the future of marketing through AI.
We can't wait to see what you create this month and the remainder of the year!
Listen in as Dylan talks with Tyra McAbee about mentoring new agents and building a real estate team from the ground up. In this episode, they discuss the power of a real estate team, mentorship of new real estate agents, and the shift from real estate agent to broker in the newest Cedar Rapids office.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
In this special episode, Dylan is joined by Jen de Bruin, the Orphans of Teso Partnership Leader for our three community centers in Eastern Uganda that care for more than 700 orphaned and vulnerable children. In this episode, they share updates from their recent trip to Uganda, the sponsorship program and the impact of sponsoring a child, the importance of the education and training programs, what's working and not working at each CarePoint (Ongongoja, Bukedea, and Ogoloi), and more.
Resources from the Episode:
You can learn more about Orphans of Teso at orphansofteso.com.
To learn more about becoming a sponsor, click here.
To donate to the education fund, click here.
Listen in as Dylan talks with Ethan Hokel, the #1 C21® agent in Iowa, about the power of branding and top-of-mind awareness. In this episode, they discuss personal branding, the power of video, and the value of building meaningful relationships.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss things real estate agents say, market updates and what to know before buying a home. Listen in as we the tips and tricks you need to know to effectively and creatively shoot your videos.
We can't wait to see what you create!
Join the discussion as Dylan talks to Chris Chiaramonte, a top Des Moines real estate agent, about how he's built his business in the last decade. Listen as they also discuss creating videos to become the local thought leader, the shift from a transactional to a relational business, Zillow as a source of lead generation, his renewed focus on client care, and more.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
In all areas of life, progress beings with honesty. Doubts and worries are natural human emotions, but when we develop a willingness to overcome them and be truthful about what needs to be improved, everyone on the team and in the organization grows. Join Dylan as he talks to Abbie Dorwart, our Marketing Coach, about what 'all progress starts with honesty' means, what a team member needs from leadership and coworkers to be truthful about what's working and not working, and why our organization is so different in this regard.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
The first two years are critical for new agents which is why our new agents are all members of C21 Connect. This is our weekly space for agents in their first two years to gather, ask questions, share stories and receive guidance and mentorship.
Join Dylan as he talks to three recent graduates of our Connect space: Andrea Stone, Tom Stender-Custer and Isaiah Thomas. In this episode, we discuss the first two years of building a real estate business, the impact of an apprenticeship space and the power of developing relationships with both clients and other agents.
Listen in as Dylan talks to Jennifer Steere, a top real estate agent in Waverly, about her 17 years in real estate and where her business is at today. Join the discussion as they discuss growing her team, managing relationships and the people in her database, the power of building a tribe, and how she connects with her people.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
Sometimes there is no way out but through. Some challenges are worth avoiding and knowing when to walk away is a great recipe for success. But other struggles - the ones that can't be avoided - can only be confronted head-on. Sometimes through is the only option. Most times, through is the best option because it's better to conquer fear or grief or hardship than to deceive it.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and life. Tune in every Monday for a new idea to help you get your week off to a great start.
What's happening in the market? Join Dylan, Tami, Roger and Angela as they discuss where the real estate market is as we come into 2023, the impact of interest rates on home affordability, what the Fed is doing to moderate the market and rates,
In this episode, Dylan talks to Gina Swanson, a top-rated real estate agent in Des Moines, about what's happening in her real estate business. Listen in as they discuss how buyers and sellers are feeling in this market, the importance of the client experience and how Gina is building out her team to provide top-notch service to her buyers and sellers.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
We believe in exponential, not monumental, growth. This means we are always reviewing our processes and strategies to see "what's working" and "what's not." Every year, our team, systems and organization are better and enhanced versions of the year before. Join Dylan as he talks to Bonnie Le Page, our Marketing Director, about how we are committed to improving and innovating and what it means to never settle for "good enough."
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Success leaves clues, so join us as we follow along with successful real estate agents as they share insight into how they run their businesses.
In this episode, Dylan talks to Jason Mickelson, a top-rated agent who has successfully built a strong conversion-oriented business in Ames and Des Moines. Listen as they discuss how to navigate the current market, how important mindset and consumption are, how to show your value and build trust with buyers and sellers and more.
Always measure backward. You have to learn to look off the back of the boat. There will always be a new set of challenges and opportunities ahead of you - but no one ever reaches the horizon. It's in looking backward that we realize and acknowledge our accomplishments, we see our wins and we gain the courage to keep moving forward.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and life. Tune in every Monday for a new idea to help you get your week off to a great start.
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss creating a timely New Year's resolutions video, switching up the "get ready with me" style video, and educating your audience with "the truth about FSBOs" videos.
We also talk about 3 TikTok trends you can jump on now (examples in the monthly pack) and share tips and tricks for shooting each video and discuss the value they add to your marketing and how you can share these in multiple marketing channels.
We can't wait to see what you create!
Are you ready to build a better business in 2023? Join Angela and Dylan as we launch our call to 'Get in the Path of Business!' In this episode, we discuss the philosophy behind the mantra 'get in the path of business', how to tap into the driving motivators for buyers and sellers, and how agents can position themselves for success this year by building relationships and creating value. We're also excited to officially launch our 2023 sales contest for our C21SRE agents to jumpstart the new year!
Our agents can find more information about the 2023 sales contest here.
Welcome to the 100th episode of the More Than More podcast! Join Dylan, Bonnie, Angela and Abbie as they look back on the last year of podcasts, guests and memorable moments. In this episode, we discuss how and why the More Than More podcast was started, all of the series we've created, the lessons learned along the way and we reveal the top 10 episodes of the last year. To wrap up, we share what's next for the podcast!
Value time, more than money and possessions. You can get more money, land, possessions and opportunities. But you can't get this moment back. The time that passes belongs to death, every moment spent is being purchased with your life. Spend it well and spend it intentionally so that one day you can reflect on your investment with a smile rather than regret.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and life. Tune in every Monday for a new idea to help you get your week off to a great start.
The Front Stage/Back Stage model is what we use to ensure that our team is creating value for our agent-clients. Everything that happens on our Front Stage (agent meetings, training, services, and our office environments) must be supported by excellent Back Stage teamwork (planning, organizing, tweaking, and administration). Join Dylan as he talks to Anna Culbertson, Director of Agent Services, about her work as the conduit between the front stage and back stage and why both are so essential to our organization.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
How do you answer the number one question you're asked as a real estate agent? Join Dylan and Angela as they dive into the scripts and questions you can use to answer the question, "How's the market?" Learn how to position yourself as the market expert by being prepared to have knowledgeable conversations about what’s happening in the housing market, confidently answer questions, share good information and dig deeper into people’s fears and concerns.
Download the accompanying resource here.
Our team of agents recently attended a personal keynote with real estate coach, Tom Ferry, who gave our people some great tools and motivation for the 2023 real estate market. Join Angela Fisher, Agent Development Director, and Bonnie Le Page, Marketing Director, as they speak to agents from each office about their biggest takeaways and key goals for next year.
Tune in to hear from Brandi Nelson (Ames), Nick Polum (Cedar Rapids), Brian Geist (Ankeny). Thomas Payne (Urbandale), and Justin Ver Steeg (Pella).
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss creating upcoming events videos to establish yourself as the "digital mayor" of your area, jumping on the gratitude video trend to connect with your people on a personal level, and how to make market absorption analysis videos so you can position yourself as an educator.
We also talk about 3 TikTok trends you can jump on now (examples in the monthly pack) and share tips and tricks for shooting each video and discuss the value they add to your marketing and how you can share these in multiple marketing channels.
Stay tuned for our December video drop!
Our C21SRE agents can find the November social media calendar here or in the Canva library if you are a team member. Looking for the green screen tutorial? Click here.
Define what success means to you. Success can only be achieved when your definition of success is your own, you must be self-determined. Being successful at someone else's vision of your life is a losing proposition. Know what matters to you. Be clear about what you value and hold dear. Determine what your version of a life well-lived looks like and then set out to accomplish it. Measure only against your self-determined reference points. Play your game and don't be distracted by the crowd - most of them have no clue where they're headed.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and life. Tune in every Monday for a new idea to help you get your week off to a great start.
All opportunity lies on the other side of value creation. Our staff operates within the time-and-effort economy, but we ask them to operate with a results-economy mindset. This means we ask our staff members to show up daily looking for ways to provide value for our agents and their colleagues. Join Dylan as he talks to Whitney Funkhouser, Director of Growth and Recruiting, about her value creation mindset and what it means to have a "no entitlement" attitude.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
How do you use a market absorption analysis to educate your clients? Join Angela as she talks to Kyle Clarkson, REALTOR® and Ankeny Broker, about how to use them. In this episode, we discuss why these are important to use in conversations with sellers, how to run one, how to explain it and how using one can help you educate and guide your seller clients.
Our agents can find our market absorption analysis resources here.
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, we discuss business planning and why it matters so much. Also covered in this episode are the eight components of a business plan and the resources you can use to complete each section and how to take action and complete your business planning before next year.
Never be overheard complaining, not even to yourself. Complaints are for losers; complaints solve nothing. Focus on what you're going to do. Focus on the good in a situation or choose to move on. But don't allow yourself to complain.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and life. Tune in every Monday for a new idea to help you get your week off to a great start.
Invest in your relationships, thank your clients and spend time with your top people by hosting extraordinary client events. In this episode, Angela and Abbie Dorwart, C21SRE Marketing Coach, discuss how you can plan, market, execute and evaluate client events. We discuss different ideas for events, how to market into, during and out of your event and how to systematize your events to make it easy to connect with your people.
Our agents can access our event planning and marketing resources in Canva.
For busy agents with dynamic and growing teams, the power of an administrative manager can't be understated. Join Dylan as he talks to three of our top agents' "right hands": Jamie Parish (Director of Operations, Hokel Real Estate Team), Nichole Johnson (Director of Client Experience, 515 Realtor Team), and Niki Johnson (Director of Operations, Gina Swanson Real Estate Team).
In this episode, we discuss their different roles and team structures, the relationship of a dynamic duo with an admin and team lead, why they chose to be backstage as operations and client experience managers, what their day-to-day workloads look like, the power of personality testing (Kolbe, Enneagram, etc.) in finding the right admin manager, and more.
Everyone has a unique ability. This is your "superpower" or something that you are extraordinarily good at doing. When you work within your unique ability, you produce outstanding results, love what you do, get and give energy to yourself and the people around you, and enjoy growing in this skill. Join Dylan as he talks to Victoria Stefansen, Director of HR, Care and Connection, about her journey to discover her unique ability and what growth in your unique ability looks like here at C21SRE.
Welcome to the Core Values Series! Our Signature Culture is the "secret sauce" that makes this organization so unique. We believe that the sky is the limit when we put others first and that work is something we get to do, so we might as well make it fun. Our core values define how we think and act and how our team members thrive. Join us every other week as we discuss a new core value.
Build systems that scale and manage your money to take your business to the next level. Join Angela Fisher as she talks with Yvonne Arnold, Tom Ferry coach and systems specialist, after our Signature Roundtable event. In this episode we discuss building standard operating procedures and why they matter, scaling your business to hire admins and new team members, managing your money right and more.
Wondering how real estate coaching can change your business? Listen as Dylan talks to Janae Ohrt, Kim Bloem and Thomas Payne about the power of a real estate coach. In this episode, we discuss different real estate coaches, how coaching works, how coaching has impacted their careers, the coaching resources already available here at C21SRE, and advice for agents considering a coach.
This week's winning thought is: You "get to." Life is a gift, one that you didn't earn and weren't promised. Treat it accordingly. Consider that life is full of things that we 'get' to do, each one a gift that if taken from us, we would gladly pay for the privilege to retain. So shift your 'have to' to 'get to' and recognize that if you weren't you, you might wish you were.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and life. Tune in every Monday for a new idea to help you get your week off to a great start.
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss creating FAQ videos, "the real me" features, and pro tips series. As a bonus, we also talk about how to create and package video series and how powerful they can be. We share tips and tricks for shooting each video and discuss the value they add to your marketing and how you can share these in multiple marketing channels.
Stay tuned for our November video drop!
Our C21SRE agents can find the October social media calendar here or in the Canva library if you are a team member.
What's happening in the market? Join Dylan, Roger and Tami as they discuss the local and national real estate markets. In this episode, we discuss rising interest rates, home price forecasts for 2023, changes in supply and demand and what we're seeing in our local markets.
To download the market report used in today's episode, click here.
Whether you’re negotiating with another agent, interviewing a potential team member or just having a difficult conversation, it’s important to remember that your words matter. In this episode, Angela talks to Dylan de Bruin about 25 words and phrases that can change your conversations, make you a better listener and help you achieve more. In part two, they discuss phrases to use in difficult, emotionally charged, or contentious conversations to help de-escalate and reach common ground.
Download the Words to Win With, Pt. 2 packet here.
Missed part one? Listen to it here.
This week's winning thought is: Make yourself referable. However good you may be at your trade, your referability is a function of how good you make people feel. Honor relationships above all else. Show up on time. Do what you say. Finish what you start. Say please and thank you. The rest has a funny way of following.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Whether you’re negotiating with another agent, interviewing a potential team member or just having a difficult conversation, it’s important to remember that your words matter. In this episode, Angela talks to Dylan de Bruin about 25 words and phrases that can change your conversations, make you a better listener and help you achieve more. In part one, they discuss general words to use that can turn your interactions into collaborative ones where everyone feels heard and everyone can win.
Download the Words to Win With, Pt.1 packet here. Stay tuned for part two next week!
This week's winning thought is: Try to see the good in people. Find something good in everyone you deal with. There is plenty of bad in the world but seek out the good in every person you meet. Then call it out. Encourage it to grow. In this way, we can bring more good into this world.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Go beyond financial basics with these success tips from our resident financial expert, Brooke Upah. She sits down with Angela to share her insight into creating long-term financial stability. In this episode, you'll learn more about cash flow and savings, quarterly taxes, monthly P&L evaluations, setting up an S-corp, growing a team, saving for retirement and investing in real estate.
If you missed the first episode with Brooke all about financial basics, you can find it here.
Join Dylan as he talks to Roger Wheeler, Kyle Clarkson and Tami Hicks about the concept of Survival/Business/Legacy. Everyone begins in the "Survival" stage when starting their real estate business - just trying to pay the bills and generate leads. Over time, you move to "Business" (building systems, team, sustainability) and then "Legacy" (leveraging your business to help impact others, pass on what we learned and created to others, and the doors a healthy business opens up for life).
Learn from these three top agents as they discuss their journeys through these three stages. There is a lot to learn in this episode about business building and what crafting a legacy looks like for different entrepreneurs.
This week's winning thought is a little different from previous weeks. What are your winning thoughts?
Your journey of growth is entirely yours to own. No one can force growth in you until you decide you want it for yourself. So decide to grow. Decide where and how you want to grow. Determine what you don’t yet know and what you need to know and seek out that knowledge. But more importantly, determine what you already know that you need to practice, live, deepen and actualize and then do it - slowly and one day at a time.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Open houses are back and better than ever! Join Angela Fisher as she talks to Kyle Clarkson, Jennifer Harman and Jacob Simon about hosting killer open houses. In this episode, we discuss the market shift bringing back open houses, the difference between resale and new construction open houses, the purpose of open houses (promoting the listing vs. generating leads), the prep work that goes into hosting a great open house, the marketing before, during and after every open house and "conversations to convert" with potential leads.
Hear from Jared Van Cleave, Kyle Clarkson, and Ethan Hokel on the fundamentals of building a healthy real estate team. In this episode we discuss good and bad reasons to start a team, the benefits and challenges associated with a real estate team, and explore three very different approaches to team building.
This week's winning thought is: You are a product of your habits. We are what we repeatedly do. Excellence then is not an act but a habit. If you want to be beautiful, make beautiful choices. If you want to be excellent, make excellent choices. And make them habitually.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss enhancing your storytelling with the green screen effect - even going beyond market updates. We also discuss how to share an open house via vertical video to market your listings, share your insight and build proof of success. To wrap up, we talk about creating videos to show your client events. This includes a behind-the-scenes look on your Stories and creating a video to post later to build your brand and show your client care.
We share tips and tricks for shooting each video and discuss the value they add to your marketing and how you can share these in multiple marketing channels.
Stay tuned for our October video drop!
Resources Mentioned for Our C21SRE Agents:
- Our agents can find the September social media calendar here or in the Canva library if you are a team member.
- Hunter's Capcut tutorial + vertical video course can be found here (7th video down).
- Green screen effect tutorial can be found here.
If you could pick the brains of the top real estate agents in your market, what would you ask them? Join Dylan de Bruin as he sits down with top agents, Megan Hill Mitchum (17 years experience, ranked #3 in Iowa), Jenn Clark (23 years experience, ranked #15 in Iowa) and Gina Swanson (8 years experience, ranked #8 in Iowa*). In this episode, you'll hear how these three powerhouse agents got their start in real estate and how they built up the business they have today. You're sure to learn a lot, laugh a bit and want a mimosa by episode end (listen for the champagne pop!).
*Rankings are provided by Century 21 Real Estate LLC and rank Individual Producers in the state of Iowa by AGC. These rankings reflect YTD 2022 transactions with a close date of 07/31/2022 and a paid date of 08/02/2022.
What's happening in the real estate market right now? Join Dylan de Bruin, Tami Hicks, Kyle Clarkson and Roger Wheeler as they discuss the national and local real estate markets. In this episode, we discuss rising interest rates and what major groups are predicting for the next year, the normalizing of home price appreciation, the impact on affordability, and predictions for inventory and sales volume. Listen now to stay up-to-date on market activity so you can be the confident expert for your clients and have strategic and informed conversations.
You can download the market data packet here to follow along with the discussion.
This week's winning thought is: Say no. You have to say no a lot. Everything you say yes to is saying no to something else. Whatever you say no to, gives you more time to say yes to what matters.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions, and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
At CENTURY 21 Signature Real Estate, we help agents build better real estate businesses. Join Angela Fisher, Agent Development Director, as she talks to Teske Vance, REALTOR® and New Agent Success Coordinator, and Thomas Payne, REALTOR® and Success Coach, about what it takes to be successful as a new real estate agent.
In this episode, we discuss C21SRE's new agent training program and what it entails, how our Success Coaches work hands-on with agents through their first two years in the business, the fears and questions most new agents have, the importance of in-person learning and community, the rise of young agents coming into the business and what success looks like as a new agent.
Interested in real estate? Click here to learn more about getting licensed in Iowa and building a remarkable real estate business.
What conversations are you having with sellers as the real estate market shifts? Join Angela Fisher, Agent Development Director, as she talks to top agents Gina Swanson and Katie Riedeman about winning with sellers.
In this episode, we discuss pricing conversations and sharing market insight with clients, communicating your value proposition, pre-listing consultations, setting expectations, price adjustments, constant communication with your sellers, buying and selling simultaneously, pulling sellers off the fence, and more.
Are you adjusting to this new market? Check out the latest More Than More episode, 8 Tactics for Winning in a Shifting Market, to learn more about shifting your mindset, connecting with your people, generating leads and building your business.
This week's winning thought is: Focus on the process, not on outcomes. Outcomes are not in our control, processes and efforts are. Ignore the results and focus on what is in front of you. Give your best to what is within your control. Everything after that is just extra - it's not up to you. Success is internal. Did you accomplish what you set out to do? Everything else is irrelevant.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Wondering how to adjust (again) as we navigate a market in flux? Join Dylan & Angela as they discuss the current real estate environment, their predictions for the next 6 months, and these 8 tactics that will help you win:
- Own your mindset.
- Take massive action.
- Back to real estate basics.
- Tighten your belt.
- Find the motivated.
- Play the long game.
- Master the market of the moment.
- Be a trusted advisor.
Follow along as they discuss a plan of action for each tactic and the opportunity ahead for agents who are able and willing to adjust and take action in this market.
This week's winning thought is: Treat every person in every situation as an opportunity for kindness. Everyone is going through something. Never miss an opportunity to be kind, care, listen, be compassionate or appreciate what someone else is going through.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
This week's winning thought is: The obstacles between you and your goal are not in the way - they are the way. The impediment to action advances action. What stands in the way becomes the way. Acknowledge and embrace each obstacle as the raw materials to realize your goals. They are, after all, the work to be done.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
This week's winning thought is: Leverage the power of compounding. Massive results are often the result of small, imperceptible improvements stacked on one another over time. Make the small sustainable changes within your power to make. Be patient and make them consistently. Time will do the rest.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Create value for your people and build top-of-mind-awareness with these 3 vertical videos. Join Hunter and Abbie as they discuss how to make local area highlights, market updates using the green screen effect, and how to jump on the "my first deal" trend. We share tips and tricks for shooting each video and discuss the value they add to your marketing and how you can share these in multiple marketing channels.
Stay tuned for our September video drop!
Our C21SRE agents can find the August social media calendar here or in the Canva library if you are a team member.
This week's winning thought is: Don't compare yourself to others. Only focus on what you do. Comparing yourself to others only inflates your ego or makes you feel like crap. Holding yourself to your own standards and making them higher than other people's is a formula for success. If you succeed, ask yourself how much further you want to go. If you fail, ask yourself if you lived up to your own standards because that's all that matters.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
This week's winning thought is: Put your day up for review. Ask yourself every day: 'What could I have done better?' 'Where did I fall short?' 'Who do I want to be?' 'Was I that person today?' Evaluate yourself. Interrogate yourself. That's how you get better.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
This week's winning thought is: Always grab the smooth handle. Every event has two handles: one by which it can be carried and one by which it can't. If your brother does you wrong, don't grab it by his wrongdoing because this is the handle incapable of listening. Instead, use the other handle - that he's your brother and you were raised together. Then you will have hold of a handle that carries.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
How are you talking to clients about mortgage rates and home loans right now? With the real estate market in a state of flux, home buyers/sellers and real estate agents alike have questions. Brian Swanson, branch manager and mortgage professional of Inlanta Mortgage in West Des Moines, IA, joins Angela to talk about the state of the home loan industry right now.
In this episode, we discuss what's changed this year and how interest rate flux has impacted buyers, the pros and cons of ARMs and other home loan options, advice to sellers regarding refinancing and bridge loans, what to expect with appraisals and timelines, and Brian's predictions for what we can expect for the rest of 2022.
Angela references a home loans, grants, and downpayment assistance resource for our agents. That can be found here.
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, we discuss business forecasting and how essential it is for every agent. Learn more about creating benchmarks, developing a valuation system, using a forecasting funnel to track leads, the importance of lead generation and lead incubation and how to measure success.
This week's winning thought is: You have the power to have no opinion. It's not things that upset us, but our opinions about things. Control your opinions. See things objectively and withdrawing judgment from them will free you to act decisively with clarity on the things in your life that deserve your opinion.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Getting started in real estate is a challenging undertaking and most new agents don't make it. Getting started (and being under 20) adds an entirely new set of challenges. In this episode, Dylan chats with Jay Avant, Cole Burge and Samantha Bernard, three of our up-and-coming new agents, all under the age of 20 and navigating the path to success as young new agents. This lively and rich conversation covers the challenges of getting started, the value of apprenticeship and mentorship, the ingredients for success in this business, strategies for overcoming youth as a new agent, and most importantly, what a successful real estate business really looks like. Also in this episode: The value of teams, developing an intentional lead-gen strategy, the unique benefits and challenges to the real estate industry, overcoming obstacles and life challenges, "faking it till you make it," the importance of follow-up, effort, and a healthy mindset, and the big why of building a better real estate business built on relationships rather than transactions.
Join Dylan, Roger, Tami and Kyle as they discuss what consumers are facing in the real estate market now. In today's episode, we talk about the impact of changes in interest rates and home prices and inflation on buyer demand as the market begins to normalize, the growing number of price reductions, the question of inventory and what might be bringing it back, and more.
All of the data, resources and market reports discussed in today's episode can be found here.
This week's winning thought is: Ask yourself at every turn, with every opportunity and with every commitment, 'Is this essential?' Your highest priority is to protect your ability to prioritize. When you eliminate the inessential you get the double benefit of doing the essential better.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
Finances can be tricky for all of us. We are joined today by Brooke Upah, C21SRE CPA and Finance Extraordinaire, to talk all things money and finances. Angela Fisher and Brooke cover separating funds, entity formation, deductible expenses, budgeting, taxes for the self-employed, and more. Tune in to learn more about how you can set yourself and your business up for success.
This week's winning thought is: control your response. We don't control what happens, but we do control how we respond to what happens. By refraining from regret, complaints or blame, we can take what has happened and decide how to move forward. This is how we make progress.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new idea to help you get your week off to a great start.
This week's winning thought: focus on what you can control. Ask yourself, "Is it up to me or not up to me?" If it is up to you, give it 100%, if not give it zero. Focus on what you can control because that's where your energy, actions and emotions make a difference.
Welcome to the Winning Thoughts series! Each week, join Dylan as we discuss an idea, story or concept to help you improve in thoughts, words, actions and ultimately, in life. Tune in every Monday for a new success principle to help you get your week off to a great start.
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, we discuss how to create remarkable client experiences that defy expectations and leave a lasting impression. Learn about the experience economy and why satisfied clients rarely refer, understand the "front stage/backstage" concept and how to create value that is realized by your client, and learn how to conduct a front-stage audit that allows you to create a remarkable experience that turns clients
Ready to level up your vertical video game? Join Hunter Hoopes, C21SRE Content Creator, as he sits down with a panel of resident video experts: Thomas Payne (@tpaynerealtor), Katie Douglas (@katiedouglas_realtor) and Cole Burge (@coleburge_realtor).
Join the discussion as we learn about different video formats, developing content, TikTok vs. Instagram Reels, how short-form video can impact your business, building brand awareness and generating leads through video, and how to connect with clients via video.
To learn more about video, our agents can:
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Watch the Vertical to Viral course on C21Resource.com/coaching.
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Access video resources on the Drive here.
Join Dylan, Roger, Tami and Kyle as they discuss a real estate market in flux. In today's episode, we debate: the value of ARMs and how to counsel clients interested in using them; pricing strategies that were normal in a traditional market, what's worked in the last two years and what's changing now; escalation clauses and how they affect pricing strategy and negotiations; and the impact of rising prices and rates on the market this summer and buyer activity.
All of the data, resources and market reports discussed in today's episode can be found here. See the links below for the Altos video market report and article about homebuilder sentiment.
Video: "The Housing Market Shift is Here. Now What?" Altos, May 2022.
Article: "There Goes the Housing Market," ZeroHedge, 5/12/22.
Eileen Van Kooten-Schmitt has built a steady and systematized real estate business on referrals from good people looking for someone they can trust. In this episode, we discuss the foundations that built that trust, the power of responsiveness and solid communications, and the recipe for building a systems-based real estate business that produces a steady stream of warm, incoming referrals. Also in this episode: the value of REALTOR® designations and ongoing learning, the difference between marketing and advertising, multi-level marketing businesses and related real estate firms, the challenge and joy of raising kids, building an effective referral base through networking, and some practical examples of great set-and-forget T.O.M.A. (top of mind awareness) marketing campaigns.
Multiple offers are the hot topic of the market right now, but what tactics are actually winning? How do you coach sellers to choose the best offer for them?
Join Angela Fisher, Agent Development Director, as she talks to C21SRE agents, Baba Agbaje, Chris Chiaramonte and Renee Dunkel, about the strategies they're using right now to help their clients win multiple offers. Discussed in this episode: waiving the inspection contingency and the implications for buyers, meeting appraisal gaps, the power of relationships with other agents, pricing conversations with sellers, coaching sellers through offer evaluation and more.
Seth Evans and Nate Schweers with Real Property Management Iowa join us to discuss the ins and outs of an effective real estate investment strategy and the anatomy of a sound real estate investment. In this episode we discuss: the four ways to win with rentals, building wealth through real estate, a consultative approach to working with investors, building an effective and profitable portfolio, the relative value of cash flow vs. other variables, what constitutes a good investment purchase, "making money on the buy", and ways that C21 agents can collaborate with the RPM investment advisory team. You can learn more about RPM Iowa and building wealth through real estate at rpmiowa.com.
Gina McAndrews is our resident world traveler, black belt martial artist, horse enthusiast, real estate investor extraordinaire, and general goofball. Her immensely diverse and colorful background gives her a unique perspective on life and the real estate business. In this episode we discuss: The Tony Robbins Platinum Partnership, building a real estate investment portfolio, the value of world travel, personal growth and development, self-actualization, and the six human needs. This episode is jam-packed with great insights and unique perspectives.
Join this panel of experienced new construction agents to learn more about building in this market. We talk to Kyle Clarkson (C21SRE broker and D.R. Horton rep), Kaity Harvey (C21SRE agent and co-owner of Eighth and Hallow) and Nicole McGlothlin (C21SRE agent and co-owner of Sundance Homes).
Discussed in this episode: the current state of new construction, how to build relationships with builders, holding the line on your commission, how to have consultations with buyers, what to know about new homes and how to advocate for your clients.
Jenn Clark's real estate career spans more than 23 years. Her start in real estate as an administrator and then Relocation Coordinator helped launch her sales career, which today consistently produces more than $13M in sales volume. Serving as the DMAAR President and as an active board member for several years offers Jenn a unique vantage point on the state of the market, industry, and our team. Also discussed in this episode: hiring assistants, breaking through the ceiling of complexity, non-negotiables around exercise and kids' school/sporting events, investing in coaching, the Buffini system, and putting in the hard work.
Join our two Rookie Award winners, Taylor Hird and Katie Douglas, for a conversation about what it takes to crush it in your first year of real estate. In addition to discussing their recipes for success, our conversation also touched on: agent archetypes, taking your emotion out of the sale, C21 Connect, faking it till you make it, earning trust as you build competence and hard work ethic.
Join Dylan de Bruin, Kyle Clarkson, Tami Hicks and Roger Wheeler as they discuss the current state of the Central Iowa real estate market. In this episode, we discuss rising interest rates and home prices and their impacts on housing affordability, inventory levels and what agents and consumers can expect this summer.
Looking for the market stats and show notes? Click here to download the April 2022 market report packet.
Tami Hicks has been a part of the C21® team from the get-go. Having served our team as an ASC, closer, accountant, broker, coach, and agent, Tami has been instrumental in helping our fledgling company grow into what it is today. In this episode, Tami shares her journey of growth over the last 25 years and offers insight into the good life possible through diligence and a smart (flexible) plan. Also in this episode: the founding and growth of Overflow Thrift Store, investing in real estate as a long-term business strategy, rewarding yourself along the way, building an admin team, working the Buffini system, and taking time to enjoy the good, salty life in Puerto Rico.
Jessica Gilligan has built her business to almost $15M in sales volume in just five years on a steady supply of high-quality referrals from her database by focusing on client care and the fundamentals of working by referral. In this episode, Jessica shares her secret sauce, which is really no secret at all: taking care of people, reminding them that you need their referrals, and staying top of mind through social media. We also discuss "systematizing the predictable to humanize the experience," balancing real estate and family, learning to enjoy the slow times, and the value of A+ clients.
Jason Mickelson "got his reps in" as a top producing car salesman and has catapulted his real estate business to almost $20 million in annual sales in just a few years by harnessing the conversion skills learned on the car lot. In this episode, Jason discusses the process of fine-tuning conversion skills and the "magic" of being a true salesman by NOT selling. Also in this Episode: SPIN Selling, the value of C21SRE Connect, similarities and differences between the car and real estate sales environments, Joe Schafbuch as a car sales manager, the power of apprenticeship, Achiever Enneagram types, and the power of simply caring for your clients.
What tactics are you deploying for your sellers in this hot market? Join Angela as she talks listing strategy in the current market with top listing agents, Jenn Clark (Urbandale Broker) and Jared Van Cleave (Ames). In this episode, they discuss current tactics to help your clients win, managing client expectations, pricing struggles and strategy, and helping sellers buy at the same time.
We have multiple resources available for our agents to help their clients win in multiple offer situations and help sellers buy at the same time:
- Multiple Offers Resources for Buyers and Sellers
- How to Buy and Sell at the Same Time
Travis Bushaw is the NE Iowa Regional Director for C21SRE and offers a wealth of knowledge and insight about the real estate industry as part of the Iowa Association of REALTORS' leadership team and the future IAR president (in 2025). In this episode, Travis shares his thoughts on the state of the industry and our local MLS associations and offers thoughts about the likelihood of a statewide MLS and its pros and cons. Also discussed in this episode: the pending NAR lawsuit with the Department of Justice, agent wellness, diversity and inclusion in real estate, the makeup of a successful real estate agent/company, effective leadership, and why the real estate industry is worth investing our collective efforts into.
Follow along by downloading the market report packet used in today's episode.
Join us for our monthly market update conversation with Dylan de Bruin, Kyle Clarkson (Ankeny Broker) and Tami Hicks (Ames Broker). In this episode, we discuss
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Inflation and home value appreciation
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Homeowner equity and leveraging it in today's market
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Mortgage rate projections
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Buyer competition in the market
To download the market report packet used in today's episode, click here.
- To access the monthly market report from Keeping Current Matters, go to mykcm.com.
Abbey Robertson started her real estate career with a wealth of knowledge from her previous marketing gigs at Nike and Red Bull. In this episode, Abbey shares incredible insights about building a real estate brand and growing a real estate business by referral. Also in this episode: a discussion about what motivates various agents, honing in on your ideal target audience, the Buffini approach to sales, the challenge of navigating the first year in real estate, Abbey's incredible adoption journey with her two daughters, and a bucket full of bumper stickers!
Renee Dunkel has produced remarkable results in her business by obsessing about her customers and their outcomes. In this episode, Renee shares insights from her previous sales career and discusses the challenges that accompany a passionate obsession with the client journey.
Also discussed in this episode: Renee's House Hunters episode, agent archetypes, de-personalizing transaction issues, our unique approach to real estate sales, goal setting, finding ideal team members, and building systems to improve to client experience.
Do you know who your top people are? When was the last time you thanked them for supporting your business? Join Angela Fisher, Agent Development Director, as she sits down with top team, Megan Mitchum and Nichole Johnson (515realtor.com), to talk about the value your top 10-20 people bring to your business.
In this episode, we discuss keeping track of your top people, what it means to teach people to refer to you, how to show care and keep them engaged in your business, and how to thank your people in such a way that they feel appreciated and in turn continue to refer clients to you.
Join Angela Fisher, Agent Development Director, as we check in with three C21SRE agents participating in our 2022 Sales Contest. In this episode, we talk to Ethan Hokel (@hokelrealestateteam), Sarah McElvaney (@sarahmcelvaneyc21), and Emma Jordison (@emmajordison.realestate) about their progress and the challenge of setting new business and personal goals every week.
Still want to participate in the sales contest? It's not too late! Download the workbook here.
Join Angela Fisher, Agent Development Director, and Whitney Funkhouser, Director of Growth, as they discuss how to build trust with your people. In this episode, we'll dive into Buffini's 3 C's of trust: care, character and competence. You'll get six practical tactics for positioning yourself as a real estate expert, showing your people how important they are to you and building deeper relationships in order to win advocates.
Our agents can find more coaching resources at c21resource.com/coaching and on the Drive in the Coaching folder.
Gina Swanson has spent the past eight years building a remarkable real estate business. A self-admitted planner, Gina talks to Dylan about setting goals and building systems, the process of building a real estate team, the power of vision boards and the multiple roles a woman plays in business, family and personal life and how to balance all of it.
TikTok isn’t going away any time soon! Become the expert, educate your audience and stand out from the crowd with these practical TikTok tips from our resident content creator, Hunter, and your marketing team.
Looking for more TikTok insight? Our agents can watch the 'How to TikTok' course. Learn from our top TikTok agents (Kyle Clarkson & Chris Chiaramonte) as they discuss coming up with ideas, best practices and how to go viral. Check it out here.
Stay tuned for more TikTok resources to come!
Join us for our monthly market update conversation with Dylan de Bruin, Kyle Clarkson (Ankeny Broker) and Tami Hicks (Ames Broker). In this episode, we discuss the pace of the current market, rising home prices and:
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The state of inventory in local markets and the likelihood of it increasing this year
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The importance of coaching clients through the multiple offer process
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The impact of rising interest rates and home values on buyers and sellers
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The role of new construction as an inventory solution for buyers
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To download the market report packet used in today's episode, click here.
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To access the monthly market report from Keeping Current Matters, go to mykcm.com.
Bonus! Our agents can access multiple offer resources, including guides for clients and strategic tips for you, here.
We're on a mission to make 2022 the year of video for our agents! In this episode, your marketing team discusses the tips shared by Jason Pantana in the latest episode of the Tom Ferry Podcast. We'll cover coming up with content, creating a consistent schedule, "training" the algorithm to recognize your videos and more.
Stay tuned for the next episode where we dig deep into how to succeed on TikTok. Hunter, our newest team member, shares his expertise and advice. Coming on Jan. 27th!
To listen to Jason Pantana's Video Mastermind session with top agents, click here.
Our agents can also find our Video Marketing 101 and How to TikTok marketing courses on C21Resource.com. Click here.
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, we discuss the ultimate goal for every real estate agent: building a referral-based business. We dive into why referrals are so essential, how to teach people to refer business to you, dialogues to help you have these conversations, how to nurture relationships and how to continuously provide value to your people so you are always top-of-mind.
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, we discuss the number one problem every real estate agent faces: generating leads. We dive into why filling the top of your funnel is so important and why it can be so difficult. Then we dive into the two major concepts we use to help agents figure out the best lead generation strategies for them: Agent Archetypes and 5 Spokes.
To learn more about Agent Archetypes, click here: bit.ly/3zMnfnE
To learn more about 5 Spokes, click here: bit.ly/3ngjsKi
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, Angela and Dylan talk about the distinct way our team helps agents build sustainable, successful, and enjoyable referral-based businesses.
Our unique process teaches agents to take control of their lead generation strategies and craft remarkable client experiences, to build tribes of advocates who gladly refer their friends and family.
Welcome to the C21SRE Foundation Series. Join Angela Fisher, Agent Development Director, and Dylan de Bruin, Broker-Owner, as they break down our core philosophy, unique approach to the real estate business, our practical strategies for helping agents build businesses, and more.
In this episode, Angela and Dylan talk about "us-ness." What makes C21SRE different? We discuss our core values, target client audience, core focus, what our big 10-year goal is, our proven process for helping agents, our strategic differentiation from other brokerages and why we believe all of this matters when it comes to raising the bar in real estate for our clients.
Jared Van Cleave has built his brand as a household name in the Ames housing market through diligent execution of the fundamentals. Join Jared and Dylan as they discuss the importance of client care, developing trust, building a unique value proposition, and building a listing business. Also discussed in this episode: Jared's entry into real estate, being a consultant, listing marketing plans, working towards balance with family, leveraging your unique talents in the business, investing in real estate, and the value of execution. Nothing flashy, just care and trust! For more episodes and show notes, go to morethanmore.podbean.com.
We talk to our agents all the time about the fundamentals of building a successful business, but what about the fundamentals of building a marketing strategy? Join Abbie and Bonnie as we discuss Seth Godin's concept of the pyramid of modern marketing.
We talk about setting your intention (who are you trying to reach?), how to retain the people in your database, creating remarkable client experiences, and earning your audience's permission. This episode will help you think through your audience and take control of your strategy for 2022.
To read Seth Godin's article, click here.
To learn more about building your "tribe" and creating a brand that reaches the right people, watch the 'This is Marketing' course on C21Resource. You can find it here (12th video down).
Join Dylan de Bruin and three of our Impact board members, Chris Chiaramonte, Jason Mickelson, and Brystal Hopkins, for a conversation about our C21® Impact fund and our I3 nonprofit. We discuss the original vision and mission for Impact, current and past recipients, how to contribute and nominate, and what kind of individuals and groups are the ideal recipients of the funds. Also discussed in this episode: the challenge of finding ideal candidates, long-term goals for the growth of the Impact fund, the evolving vision for the allocation of these funds, the delicate balance of "marketing" our efforts, and the need for additional nominations and future board members. A huge thank you to all of our team who contribute their time and resources to Impact and for helping us act as "agents of change" in our communities. To learn more, click here. To nominate a recipient (C21 agents only), click here. There are multiple ways for our agents to donate: * Contribute through Amazon Smiles. Go to www.smile.amazon.com and select i3 as your charity of choice. You can also do this through the Amazon app: select the Main Menu, tap on “Amazon Smile”, and select “i3 Inc” as your charity. Follow the on-screen instructions to activate AmazonSmile in the mobile app. Amazon will donate 0.5% of all your eligible purchases to Impact. Be sure to shop through smile.amazon.com if you shop using a browser to ensure your purchases are tracked. * Donate a percentage/dollar amount of each transaction. Agents can choose to donate a set amount for each transaction or on a transaction-by-transaction basis. To learn more, click here.
Join us for our first monthly market update conversation with Dylan de Bruin, Kyle Clarkson (Ankeny Broker) and Tami Hicks (Ames Broker). In this episode, we discuss the importance of knowing the market data and three timely topics:
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Inventory levels returning to "normal" and the likelihood of a strong winter listing market
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Interest rates and the impact of rising rates on sales and price
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Five valuable infographics to share with your database as we come into 2022
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To download the market report packet used in today's episode, click here.
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To access the monthly market report from Keeping Current Matters, go to mykcm.com.
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You can find the Winter 2022 KCM buyer and seller guides here.
Bonus! Brian Buffini's 2022 Bold Predictions for the real estate market is now available. Watch Buffini and Lawrence Yun, Chief Economist for the National Association of REALTORS®, discuss the state of the market and what to look for next year. Watch for free here: www.buffiniandcompany.com/products/bold-predictions/bold-predictions-2022-watch.aspx
In this special episode, Jen de Bruin joins Dylan to discuss the 2021 Change Their Story campaign for our Orphans of Teso CarePoints in Uganda. Jen is the Orphans of Teso Partnership Leader for our three community centers in Eastern Uganda that care for more than 700 orphaned and vulnerable children. We also discuss the history of our three CarePoints, the Survive/Thrive/Succeed model, our existing community development projects, and our long-term sustainability plan for transitioning the CarePoints into the hands of the local community. You can also learn how to partner with us in this year's CTS campaign and how to sponsor one of our children in Uganda. To learn more about the 2021 Change Their Story campaign, go to www.orphansoftesocts.com. To learn more about each CarePoint, go to: Ongongojoa: https://www.hopechest.org/carepoints/ongongoja/ Ogoloi: https://www.hopechest.org/carepoints/ogoloi/ Bukedea: https://www.hopechest.org/carepoints/bukedea To learn more about Orphans of Teso, go to www.orphansofteso.com.
It's that time of year! In this episode, Angela Fisher, Agent Development Director, sits down with Tami Hicks, Managing Broker in Ames, to discuss price reductions on listings. We talk about the strategy behind making reductions, the conversation to have with your sellers and how to set your sellers up for success from the beginning.
Thinking about hiring a freelance marketer to help with your business? In this episode, your marketing team discusses the five mistakes to avoid as you search for the right marketer. We also share the five action steps you can take to avoid these mistakes so you can hire someone to help you grow your brand.
Ethan Hokel has successfully grown a thriving real estate team in just a few years in the real estate business. We sat with him to discuss the dynamics of building a team, shifting from real estate sales to "building a business," and the delicate balance between ambition and contentment. Also covered in this episode is Ethan's previous entrepreneurial endeavors, the Hokel family's efforts to adopt, the complexity of building a healthy team, the struggle of always being "on," the journey of structuring your business around your "unique ability," and a bunch of great insights from the leader of one of our fastest-growing C21® teams.
Have you created your business plan for next year? Angela Fisher, our Agent Development Director, sits down with top agents, Gina Swanson and Ethan Hokel, to discuss creating business plans that work.
We'll cover the evolution of their businesses and plans, how they involve their team members in planning, how they use different methods to create budgets, systems, goals and marketing plans, and the advice they would offer agents who need help.
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Ready to start business planning? Our C21SRE agents can find our business planning resources at https://bit.ly/3Dp0Ayd
Scott and Molly Myers have built a remarkable business together as a husband-and-wife team and have passionately pursued the balance between commitment to excellence and life balance. In this episode, they discuss their journey into real estate, the challenge of being on call 24/7, the perks of running a balanced business, the pros and cons of husband-and-wife teams, working in your "unique ability," and the shifting chapters in their family story.
In this episode, Anglea Fisher (Agent Development Director) and Whitney Funkhouser (Director of Growth and Recruiting) cover what it takes to be truly successful in the first year of real estate. We discuss our unique recruiting process, how our team works to select like-minded candidates to join our team, the personality traits helpful to a career in real estate, a relational approach to real estate sales, abundance mindset, and the habits/attitudes/skills new agents need to embrace to win in their first year in the business.
Ready to learn more about success in the first year of real estate? Enroll in our free, online video course to learn how to get your business off the ground, grow your sales with confidence, and avoid some of the most common first-year pitfalls. Sign up here: https://bit.ly/3CY9hzj
Now is the time to plan your marketing strategy for 2022. In this episode, your marketing team is bringing you five essential activities you can start working on TODAY to strengthen your position as the local expert, build relationships and set your business up for success in the new year.
Megan Mitchum has developed a world-class client experience in her 16 years in real estate and has built a remarkable business on a foundation of client care and referrals. As IAR's 2021 REALTOR® of the Year and DMAAR's 2021 REALTOR® of the Year, and all-around "work by referral" expert, Megan has a wealth of perspective and insight to offer. In this episode, Megan shares her journey into real estate, her personal recipe for success, the value of investing in a real estate coach, plotting benchmark career goals, the challenge of balancing family and business, and the driving forces behind her continued success. For more episodes, resources, and show notes head to morethanmorepodcast.com
We sat with Roger Wheeler, the original founder of CENTURY 21 Signature Real Estate, for a dose of perspective on the business and life. Roger's diverse story, unique perspective, and decades in the business make for an inspiring conversation about the things that matter in life and leveraging real estate as a means to making an impact on the world. We also discuss the origins story of C21SRE, a sales philosophy grounded in generosity, changes to the real estate space in the last 20 years, a unique approach to negotiations, and Roger's work in Zambia and Ghana with his brother Rob. For more episodes, resources, and show notes head to morethanmorepodcast.com
Kicking off our first episode with Kyle Clarkson, REALTOR® and broker to our Ankeny office. Kyle joins us to talk about his real estate journey from being unsure if he would survive to becoming the top C21® agent in Iowa. He also talks about investing in rental properties, incorporating Zillow as a lead source, and growing to a team of ten.
For more episodes, resources, and show notes head to morethanmorepodcast.com