The Rise of the Rookie: Why New Agents Are Outpacing Experienced Agents

The real estate world has shifted, and whether we like it or not, there’s no going back. 

Too many agents are still treating the changes as an extinction event, but here’s the truth: if you adapt, we still have the opportunity we’ve had to grow market share in years.

Since the settlement, more agents have entered the industry. That means more competition, but also more proof that complacency kills careers. 

The new agents are hungry, willing to try what others won’t, and most importantly, they’re not afraid to embrace tools like AI to move faster and smarter.

I’ve been in this business long enough to see that the AI-powered agent is nearly impossible to beat. When you know how to pair technology with your expertise, you become unstoppable. 

It’s not about replacing what makes us human; it’s about amplifying it to generate more leads, close more deals, and serve clients in ways our industry couldn’t imagine a few years ago.

I was a guest on The 13% Podcast with Lance Billingsley and Dave Richards, where we went deep on what it takes to thrive in real estate today. 

In our conversation, I shared how agents can navigate a post-settlement industry and why AI is a game-changer for lead gen and client service. 

 

Things You’ll Learn In This Episode 

• Business as usual is a trap If you keep working the way you always have, you’ll lose market share. What happens to agents who refuse to adapt?
• The AI-powered agent is unstoppable. Blending technology with expertise gives some agents an unfair advantage. How are they closing more deals while working less?
• Complacency is killing seasoned pros. Hungry new agents are outpacing veterans every day. What simple mindset shift can help you stay ahead of the competition?

 

Guest Bio

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry. 

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

 

About Your Host

Marki Lemons Ryhal is a ​​Licensed Managing Broker, REALTOR® and avid volunteer. 

She is a dynamic keynote speaker and workshop facilitator, both on-site and virtual; she's the go-to expert for artificial Intelligence, entrepreneurship, and social media in real estate. Marki Lemons Ryhal is dedicated to all things real estate, and with 25+ years of marketing experience, Marki has taught over 250,000 REALTORS® how to earn up to a 2682% return on their marketing dollars. Marki’s expertise has been featured in Forbes, Washington Post, http://Homes.com , and REALTOR® Magazine.

 

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