Real Estate Insiders Unfiltered

From $61M deals to $0 paydays, NYC real estate is not for the faint of heart. In this episode, James and Keith sit down with Scott Hustis, co-founder of Paradigm Advisory at Compass, to talk about how he built one of New York's top-performing real estate teams; one relationship at a time. Scott shares why he runs his team more like a wealth advisory firm than a brokerage, how he built a repeat-and-referral machine in one of the most cutthroat markets in the world, and why most agents simply aren't consistent enough to succeed. Plus, hear: The 9-year story behind his $61M Central Park sale What the "three-phase" marketing plan really looks like in NYC His thoughts on off-market listings, Zillow, and MLS politics The power of mentors, coaches, and long-term compounding If you're burned out, tempted to shortcut the process, or unsure how to build a sustainable business, this is a masterclass in patience, precision, and real trust-building. Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Connect with Scott on LinkedIn. Learn more about Paradigm on Instagram - LinkedIn and online Paradigm Website, Paradigm Advisory Video. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/

From the U.S. Marine Corps to running one of California's largest brokerages, Michele Harrington's leadership journey is anything but typical. Alongside Lauren Henss, a marketing powerhouse with a Chanel-to-Compass résumé, these two leaders are redefining what it means to build a modern, human-first brokerage. In this episode, James and Keith sit down with Michele (CEO) and Lauren (VP of Marketing & Strategic Initiatives) of FirstTeam Real Estate to unpack: The power of discipline and structure (and how the military shaped Michele's career) The "Behind the Agent" campaign and how it's producing a 90% retention rate What most agents get wrong about branding, TikTok, and storytelling How to build a brokerage with vision, heart, and standards Why women are still underrepresented in the real estate C-suite—and how that's finally changing This episode is packed with truth bombs, real laughs, and sharp takes on private listings, Zillow, MLS reform, recruiting strategies, and what it really takes to scale a business that lasts. Links mentioned in the episode: https://www.youtube.com/watch?v=yWSFJbCBsHM https://www.youtube.com/watch?v=grqWOEYGXSA Connect with Michele on LinkedIn. Connect with Lauren on LinkedIn. Learn more about FirstTeam Real Estate on Facebook - X - LinkedIn - YouTube - Instagram - Pinterest and online at firstteam.com. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/

You can care too much and it can break you. That's one of the many leadership lessons Matt Delhougne shares in this episode. From police officer to running a 70-agent team in St. Louis closing nearly 1,000 deals a year, Matt has seen it all and survived it. James and Keith sit down with the Chief Vision Officer of DRG at eXp to unpack everything from burnout and broker models to MLS politics, Google's property data play, and the two tools that truly matter for agent success. They also dive into his unique zip-code based lead rotation system, team culture, agent recruitment, the illusion of control, and how agents can actually crack the SOI code (hint: it's not what your broker told you). This one's a masterclass in sustainable scale, servant leadership, and leading with heart without losing your mind. Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience—featuring stunning photography, video, virtual staging, and SkyTour—helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Connect with Matt on LinkedIn. Learn more about DRG on Facebook - Instagram - Zillow - Google. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/

What happens when you hand the mic to the audience? You get an hour of raw, unfiltered, sometimes hilarious, sometimes profound truth from James and Keith. In this special "Ask Us Anything" episode, we answer your biggest—and weirdest—questions. From the future of AI and Zillow to team building, associations, pricing strategy, personal regrets, and the emotional toll of leadership, no topic is off-limits. You'll hear: Why they believe boutique brokerages will survive, but only if they adapt What James would do differently if he started over (and what Keith wouldn't change) Their honest take on the Compass/Anywhere acquisition How AI is changing everything and what won't be automated The one move associations should make to survive Plus: vulnerability, friendship, faith in the future, and a ton of laughs. This is the most personal episode yet and it's one every agent, broker, and leader should hear. Links mentioned in the episode: Charlie Wills episode: https://youtu.be/XcO3OnRufpA Anthony Young workshop: https://www.valuedaudit.com/ Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/

Cleve Gaddis didn't just build a real estate business, he built a legacy. From selling vacuums door-to-door to creating a trademarked, systemized team model in Atlanta, Cleve's story is packed with practical wisdom, hard-won lessons, and big laughs (yes, he brings a sword). In this episode, James and Keith sit down with Cleve to unpack how he's structured a sellable, scalable real estate business, why systems beat hustle, and how rejection actually made him stronger. He shares why he trademarked his 71-step buying and selling systems, how he built an SEO machine with blog posts for every local listing, and why agents are doing advertising all wrong. Whether you're brand new or decades in, this is a masterclass in sustainability, service, and strategic branding from a guy who's done it all. Give your clients the competitive edge with Zillow's Showcase. Discover how this exclusive, immersive media experience featuring stunning photography, video, virtual staging, and SkyTour helps agents drive more views, saves, and shares. Agents using Showcase on the majority of their listings on Zillow list 30% more homes than similar non-Showcase agents. Learn how to stand out and become the agent sellers choose. https://www.zillow.com/agents/showcase/ Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/

You're not going to lose your job to AI. But is someone using AI better than you? That's a different story. In this episode, James and Keith sit down with Biju Ashokan, CEO of Radius Agent, for one of the most thought-provoking AI conversations we've had yet. Biju brings a deep tech background (Carnegie Mellon grad, by the way) and a bold vision for how artificial intelligence will reshape real estate. From proactive assistants to fully automated client nurture, this isn't science fiction — it's already happening. We dive into what AI will replace, what it won't, and how agents can protect their future by leaning into the tech, not running from it. You'll hear how Biju's team is closing 250 transactions a month with just 11 staff — and why the brokerages that embrace automation will be the ones left standing. Plus: The emotional side of real estate, the future of brokerage profitability, proactive vs. reactive AI, and how to actually get ahead of what's coming. If you care about your career in real estate, this episode is a must-listen. Links mentioned during the show: https://www.youtube.com/watch?v=14NQIq4SrmY https://youtu.be/ixWlqm2x9Ns Connect with Biju on - LinkedIn. Learn more about Radius on Instagram - LinkedIn - YouTube and online at radiusagent.com. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/

In this engaging conversation, Tom Toole, founder of a high-volume Philadelphia real estate team, shares his journey in real estate from getting licensed at 19 to closing over 500 homes a year. He emphasizes the importance of professionalism, accountability, and clear communication in the industry. Tom outlines four daily activities crucial for agents' success and discusses the myth of balance versus the pursuit of harmony between work and family. He also shares his tech stack, the role of AI, and offers practical scaling advice for team leaders.

In this engaging discussion, Andrew Flachner, Co-founder and CEO of RealScout, and Anthony Sosso, VP of Engineering, dive into the revolutionary AI Search transforming real estate. They explain how natural language prompts make searching for homes intuitive, breaking down vague terms into precise filters. The duo highlights the importance of oversight to prevent AI errors, critiques current property search methods, and shares future AI innovations for real estate. Get ready to rethink how you search for your dream home!

In this engaging discussion, Scott Poe shares his incredible journey from repo man to nail tech and finally to a powerhouse real estate team leader, scaling his business to $50 million in under three years. He delves into the crucial role of mentorship and community support, emphasizing the importance of treating agents as clients to reduce churn. Scott highlights how ADHD fuels his hyper-focus and execution, while also revealing his innovative use of AI in team management. His raw insights and leadership philosophy make this a must-listen for anyone in the industry.

When lawsuits and legal risk threaten to derail an entire industry, what happens next? In this episode, James and Keith sit down with Jon Waclawski, General Counsel and SVP of Legal at the National Association of REALTORS®, for an unfiltered, inside look at how NAR is rebuilding from the inside out. You'll learn what "de-risking" really means, how governance may change going forward, what's being done about buyer-side lawsuits, and why communication and transparency matter more than ever. Jon also breaks down what's actually required by the NAR settlement—and why some agents still aren't following the rules. This is the most candid legal conversation you'll hear from inside NAR—and it's one that every real estate professional should listen to. Links mentioned in the episode: https://www.nar.realtor/advocacy/advocacy-scoop-podcast https://www.youtube.com/watch?v=GJiUUoLEiXY https://www.youtube.com/watch?v=q9D7lJEYqow https://youtu.be/R3zOh0fvD30 Connect with Jon on LinkedIn. Subscribe to Real Estate Insiders Unfiltered on YouTube! https://www.youtube.com/@RealEstateInsidersUnfiltered?sub_confirmation=1 To learn more about becoming a sponsor of the show, send us an email: jessica@inman.com You asked for it. We delivered. Check out our new merch! https://merch.realestateinsidersunfiltered.com/ Follow Real Estate Insiders Unfiltered Podcast on Instagram - YouTube, Facebook - TikTok. Visit us online at realestateinsidersunfiltered.com. Link to Facebook Page: https://www.facebook.com/RealEstateInsidersUnfiltered Link to Instagram Page: https://www.instagram.com/realestateinsiderspod/ Link to YouTube Page: https://www.youtube.com/@RealEstateInsidersUnfiltered Link to TikTok Page: https://www.tiktok.com/@realestateinsiderspod Link to website: https://realestateinsidersunfiltered.com This podcast is produced by Two Brothers Creative. https://twobrotherscreative.com/contact/