The conversation explores Lauren Henss’s journey from leading marketing for global brands to helping shape the future of real estate marketing. Lauren and Michele Harrington discuss why authenticity matters more than ever, how AI is transforming marketing and search, why agents must build recognizable personal brands, and the strategies that will help real estate professionals stay relevant in an increasingly technology-driven industry.

• Building an authentic personal brand
• Consumer-first marketing strategies
• Using AI to enhance, not replace, your business
• Creating content that builds authority and trust
• Future-proofing your real estate business
• The importance of consistency over perfection

00:00 Introduction and Lauren’s Background
01:20 From Global Brands to Real Estate
04:20 Understanding the Modern Real Estate Agent
10:40 AI, Marketing, and the Future of the Industry
15:00 How Agents Can Stand Out in AI Search
21:30 Innovation at FirstTeam® and Strategic Partnerships
25:20 Marketing Strategies That Actually Work
28:00 Authenticity, Branding, and Future-Proofing Your Business

Aaron Shriner joins Michele Harrington to share the lessons he’s learned from more than 25 years in real estate, spanning three generations of family leadership, brokerage ownership, coaching, and sales. From leading through the 2008 financial crisis to building a modern brokerage with FirstTeam®, Aaron discusses what it takes to create a business built to last.

The conversation explores why leadership is about helping others succeed, how relationship-based selling continues to outperform shortcuts, the realities of brokerage ownership, succession planning, and why staying active in sales makes better leaders. Aaron also shares the deeply personal story of his family’s adoption journey and reflects on the future of the industry as technology and AI continue to reshape real estate.

• Building a lasting real estate legacy across generations
• Why great leaders stay connected to the sales business
• Relationship-based selling vs. chasing social media trends
• The principles behind Ninja Selling and coaching
• Lessons learned from owning multiple brokerages
• Building a brokerage without unnecessary overhead
• Leadership through market shifts and the Great Recession
• Succession planning for teams and real estate businesses
• Family, adoption, and balancing life with leadership
• How AI and technology will reshape, but not replace, real estate professionals

00:00 Introduction & Aaron’s Real Estate Legacy

02:15 Growing Up in a Three-Generation Real Estate Family

05:30 Leading Through the 2008 Housing Crisis

09:00 Why Leadership Became the Calling

13:15 Ninja Selling & Relationship-Based Business

18:20 Building a Brokerage the Right Way

24:15 Family, Adoption & Finding Purpose Beyond Business

33:45 Advice for Future Team and Brokerage Owners

39:00 The Future of Real Estate, AI & Technology

44:30 Final Thoughts & What’s Next for the Shriner Group

In this episode of Behind the Agent™, Michele Harrington sits down with Jeremiah Secrest to explore his journey from successful real estate agent to one of FirstTeam®’s most respected leaders. Jeremiah shares the mindset shift required to move from personal production to leading others, the lessons he’s learned while growing the Huntington Beach offices, and why creating a greater “ripple effect” became his motivation for stepping into leadership.

The conversation dives into agent development, coaching, recruiting, building a high-performance culture, and helping agents scale their businesses. Jeremiah also shares his perspective on technology and AI, explaining why the future belongs to agents who embrace innovation rather than fear it. Together, Michele and Jeremiah discuss leadership philosophy, burnout, productivity, accountability, and the sacrifices required to build something bigger than yourself.

Whether you’re an agent looking to grow, a team leader building an organization, or someone considering a leadership role, this episode offers practical insights on creating impact through service, culture, and continuous growth.

Key Takeaways

• Leadership is about multiplying your impact through others.
• The transition from agent to leader requires a shift from personal success to service and development.
• Understanding an agent’s motivations is critical to helping them achieve their goals.
• Coaching, accountability, and culture often have a greater impact on agent success than technology alone.
• AI is not replacing real estate agents, but agents who embrace AI will have a competitive advantage.
• Technology should improve productivity, efficiency, conversions, and the client experience.
• Building a successful office starts with a clear vision and purpose, not simply a desire to make more money.
• Strong leadership requires humility, consistency, and a willingness to put others first.
• Burnout can be managed through intentional habits, reflection, exercise, and creating space to recharge.
• Creating a lasting ripple effect in your community can be one of the most rewarding aspects of leadership.

Chapters

00:00 Introduction and Jeremiah’s Leadership Journey
01:28 Why Leadership Became the Next Chapter
05:26 Growing Agents and Building Success Stories
10:35 Coaching, Accountability, and Business Growth
14:39 AI, Technology, and the Future of Real Estate
18:19 Leadership Philosophy and Building Culture
21:08 Burnout, Balance, and Staying Energized
24:29 Using Technology to Scale Training and Support
26:23 Starting a Team, Building an Office, and Creating a Vision
27:47 The Ripple Effect of Leadership
29:22 Favorite Books, Podcasts, and Final Thoughts

Featured Books

• Unreasonable Hospitality by Will Guidara
• How to Win Friends and Influence People by Dale Carnegie
• The Splendid and the Vile by Erik Larson (recommended by Michele Harrington)

The conversation covers Christian Stubbs' journey from transitioning to real estate from sales, his motivation and success, the impact on business and team growth, entrepreneurial spirit, starting and growing a team, transitioning out of production, concerns about brand and control, and profitability and transitioning out of sales. The conversation covers the transition out of sales, business growth, lead generation, agent productivity, and team accountability. It explores the challenges of balancing sales and training, the decision to transition out of sales, and the production partner model. Additionally, it delves into the importance of leads, productivity, setting minimum standards for agent productivity, and enforcing team standards with a one-strike rule. The conversation also highlights the significance of team accountability, compliance, and the impact of experience on compliance and productivity. The conversation delves into the strategic and operational aspects of team building in real estate, emphasizing the importance of leveraging CRM, analytical approach to team building, visionary leadership, defining success for agents, learning business skills, balancing personal time and work, productivity, financial models, long-term goals, and seeking guidance for long-term success.

Takeaways

• Transitioning from sales to real estate
• Building a real business Balancing sales and training is a challenge
• The production partner model is profitable
• Leads are important, but not the only factor for success
• Setting and enforcing team standards is crucial for productivity and compliance
• Experience impacts compliance and productivity Strategic vision is crucial for long-term success in real estate team building.
• Balancing personal time and work is essential for productivity and effective work habits.

Chapters

• 00:00 Introduction to Christian Stubbs
• 05:08 Impact on Business and Team Growth
• 10:19 Replicating Success for Agents
• 15:24 Transitioning Out of Sales
• 22:09 Lead Generation and Productivity
• 29:06 Team Accountability and Compliance
• 34:19 Learning Business Skills as a Real Estate Agent
• 39:32 Strategic Vision for Long-Term Success

The conversation covers the journey of building a successful real estate business, emphasizing the importance of systems, scalability, and community involvement. It also delves into the role of problem-solving, the use of technology and social media, and the process of building and scaling a real estate team. The development of systems for business scalability is also highlighted. The conversation covers the importance of maintaining standards of excellence in real estate operations and the significance of building strong relationships with clients and the community. It emphasizes the need for high standards, accountability, and the ability to have difficult conversations with clients and team members. Additionally, it highlights the value of creating repeatable and impactful events to connect with the community and foster relationships.

Takeaways

• Building a successful real estate business
• The importance of systems and scalability Standards of Excellence
• Building Relationships

Chapters

• 00:00 Starting a Real Estate Business During COVID
• 09:49 Utilizing Technology and Social Media in Real Estate
• 17:36 Developing Systems for Business Scalability
• 29:00 Building Relationships