In real estate, we're taught that people need to know, like, and trust us, so we invest in our image and brand.

While there's nothing wrong with this, that focus can drift a little too far away from what the consumer really needs.

Because here's the thing: this job isn't about us.

When we're so focused on ourselves, we miss gaps in the experience, opportunities to create certainty, and solutions that actually add value to the consumer.

And when we focus on that, we get chosen more often and trusted more deeply.

So how do we shift from visibility to value?

In this special episode of The 13%, leaders from brokerage, education, and regulation each share how to turn that shift into more listings, smoother deals, and higher income.

In This Episode;

• Susan Nicolson on what consumers expect from a professional today and where agents fall short.

• Greg Hague on turning your service into a defined, in-demand product

• Jenny Hogan-Lizarraga on the power of picking a lane instead of trying to work with everyone

About Your Hosts

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.

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

For the last few years, this industry has been hoping for things to "go back to normal."

We've been waiting for rates to drop, inventory to come back, and transactions to pick up.

Agents want this business to feel the way it used to.

And now that it's a new year, a lot of that hope has reset again. People believe that this will be the year things finally turn around.

But what if what's happening isn't just a bad stretch? What if uncertainty really is the new normal?

How do we stop asking if the market will get better and start focusing on succeeding if things stay exactly the same?

In this episode of The 13%, three real estate leaders talk about why hoping the market gets better isn't a strategy, and what to do instead.

In This Episode:

• Leigh Brown on accepting reality without becoming cynical or disengaged.

• Kimberly Ryan on how to stop outsourcing your mindset to the market.

• Jason Waugh on staying focused when uncertainty is part of the job.

About Your Hosts

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.

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!

Most of us spent 2025 focused on what got harder in real estate. But while everyone was focused on survival, a massive new opportunity was coming into focus.

Technology has evolved and stacked to remove the limits that agents, teams, and brokerages have faced for decades.

AI and new platforms now allow us to do things that used to be really hard, flat-out impossible, or took years to pull off.

In 2026, new capabilities will reshape market share for agents who are willing to adapt, test, and move early.

Scaling our businesses (even across states) is more affordable. We can use team leverage to double down on our strengths. We can grow visibility and market share faster and more efficiently than ever before.

So how do you take advantage of the age of acceleration? Are new lawsuits the latest threat to our business? What opportunities should agents and brokerages be going after?

In this episode, we're joined by Jack Miller, CEO of real estate consulting firm T3 Sixty.

We talk about the new era of real estate success, where the real opportunity is hiding, and how to capitalize on it before everyone else does.

About our Guest

Jack Miller is the president and CEO of T3 Sixty, a trusted advisor and management consultancy in the residential real estate brokerage industry. Clients include franchisors, brokerages, Realtor associations, MLS organizations, technology companies and brokerage industry investors, and market analysts. Jack brings more than two decades of hands-on real estate experience, blending strategic leadership with deep technology expertise. With a background in electrical and computer engineering, he has leveraged his tech-savvy approach to drive innovation across franchising, brokerage operations, and proptech. At Keller Williams Realty International, Jack led technology development during the company's expansion from 9,000 to nearly 60,000 agents, shaping its technology strategy. A key contributor to the Swanepoel Trends Report and Real Estate Almanac, Jack remains at the forefront of industry trends, making him a sought-after speaker known for delivering actionable insights on the future of real estate. Connect with Jack on LinkedIn.

Get a copy of the 2026 Swanepoel Trends Report at https://www.t3trends.com/.

About Your Hosts

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.

Check out this episode on Apple Podcasts or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm, so our show reaches more people. Thank you!