80 Years Worth of Stellar Advice for Today's Agent

Oct 23, 2025

Industry veterans Larry Kendall and Paul Silverman bring nearly 80 years of real estate expertise to the conversation. They discuss how to navigate market uncertainty with a 'player' mindset—turning challenges into opportunities. Focus on what you can control and cultivate long-term relationships instead of hunting for quick sales. They emphasize the importance of genuine connections, even in a tech-driven world, and stress the need for agents to create tangible value for their clients. Tune in for timeless wisdom and strategic insights!

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INSIGHT

Focus On What You Can Control

Focus your energy on the circle of control: actions, skills, and mindset rather than broad worries.
Influence your clients and coworkers and follow a repeatable system to navigate uncertainty.

INSIGHT

Tech Simplifies Tasks; Relationships Win

Transaction mechanics are far simpler today thanks to digital tools and e-signatures.
That reduced friction raises the premium on relationship and negotiation skills.

ADVICE

Create Value Beyond The Fee

Create measurable value that exceeds your fee by pricing and negotiating to reach the top of the market range.
Tell sellers you can increase their net proceeds and quantify the cost of leaving money on the table.

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Host Rob Nelson welcomes industry titans Larry Kendall and Paul Silverman for an insightful and instructive discussion on navigating market uncertainty. With 80 years of combined real estate experience, they explore whether we're in the 'best of times' or 'worst of times', reveal how perspective and mindset can transform challenges into opportunities, and offer timeless wisdom for building a resilient business in any economic climate.

Drawing upon decades of experience with market cycles, the guests stress the importance of adopting a 'player' versus 'victim' mindset, and explain how to focus on what you can control to drive positive outcomes, regardless of external conditions. While technology has streamlined transactions, they argue that genuine relationships are now more vital than ever, providing the strategic principles needed to thrive, not just survive. Tune in now and immerse yourself in 8 decades worth of invaluable real estate wisdom that you simply cannot afford to miss.

Episode Highlights:

Adopt a "player" not a "victim" mindset to turn challenges into opportunities.
Focus on your circle of control: your actions, skills, and mindset.
Understand that real estate is cyclical to remain strategic in any market.
Be a "farmer," not a "hunter," by cultivating long-term client relationships.
Clearly articulate your value through skilled negotiation and pricing.
In leadership, build team resilience through connection and encouragement.
Use technology like AI to increase efficiency and focus on relationships.
Bring back personal touches like handwritten notes to stand out.

Key Takeaways:

"With the uncertainty, it's easy to get sucked into the outer circle, the circle of concern…Focus on what you can actually control."

"The people that don't plan or that haven't seen a down cycle, if you will, are the ones that have the hardest time with change."

"Your biggest expense is the money you don't make in this market. It's not the fee."

"It's a system that is designed to work regardless of your personality or regardless of the market that you're in."

"In order to articulate your value, you must first create value."

"Don't do it for the dollar. Do it for the service, and the dollar will follow."

"Whatever they're doing today, they may not see a harvest for another 30 to 60 days, but they've got to plant the seeds right now."

"I am tired of being a victim. It's time to be a player."

Links:

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Upcoming Public Ninja Installations: https://NinjaSelling.com/events/list/?tribe_eventcategory%5B0%5D=183&tribe__ecp_custom_2%5B0%5D=Public
Ninja Coaching: http://www.NinjaSelling.com/course/ninja-coaching/
Larry Kendall: https://www.linkedin.com/in/larry-kendall-1078b61/
Paul Silverman: https://www.linkedin.com/in/psilverman/