In this episode, Andrea Gordon shares her insights on how to maintain individualized attention while being a top-producing real estate agent.

In this episode, we sit down with Boise real estate powerhouse Christina Ward to unpack how she built a thriving business with an astonishing 86% referral rate. Christina shares the systems, mindset, and generosity-driven strategies behind her “ultimate referral system,” including her 52-touch plan, community events, home makeovers, and the art of teaching clients how to truly refer.

In this episode, I sit down with Manhattan broker and bestselling author Scott Harris to explore why emotional intelligence—not market knowledge—is the real superpower in modern real estate.

In this episode we break down what top agents are doing right now to set up a powerful 2026. From strategic holiday touchpoints and early pipeline building to Stephanie's “Costco strategy” and a 12-week planning rhythm, we share the relationship-driven actions that create real momentum long before January.

Take Better Care of Your Clients. Kim Gellatly, who closed over 180 transactions in just 2 years has redefined what it means to take care of your clients. Some may think that if I’m going to do a lot of volume, then I couldn’t possibly take care of people at a high level. It’s got to be quality or quantity. Kim proves the fact that you can do both.

In this interview we discuss three categories of care:

1. Taking care of your clients during the transaction- Kim has the practice of reaching out to all of her active buyers and sellers 6 days a week. Although to some it may seem like overkill, she’s realized that it really is her job to tell her clients what is going to happen next, not for the next week, but in the next day. Her clients have concerns and questions and curiosities now and by her having such open and regular dialog, it empowers them to ask the questions as opposed to thinking that they are too small of a concern.

I learned this firsthand as a high-end homebuilder. If I wasn’t in contact with my clients, then, they were in contact with me and by that point they were assuming that they needed to do my job because without the communication, they assumed that I wasn’t doing my job. By me being in regular contact with my clients, it freed them up to know that they didn’t need to manage the project. I was already doing it.

1. Taking care of your clients outside of the transaction- A key to Kim’s success is the fact that she recognizes that she doesn’t have past clients. Instead, she just has clients. Some need her now and others will need her later. By looking at it this way she can really pour into her clients and solve problems that they have related to real estate and problems they have that are not related to real estate.

Kim shared that one of her favorite resources is Keeping Matters Current, which has recently given some insight as to the fact that not all recessions result in a housing crisis. This is one example of her taking on the role of advisor and leader as opposed to just someone in sales.

1. Taking care of your clients during a global pandemic- Of course extra care is being taken now to keep people physically safe from the effects of COVID-19, she is also having free dinner for pickup to her friends and clients to get some relief of cooking at home. She also just set up a Zoom call with each of her sellers so that she could have a more face-to-face that would allow them to get their questions answered.

Ken Pozek is the founder/CEO of The Pozek Group, a real estate firm based in Orlando, Florida. An industry veteran with more than 15 years of experience, Ken and his team help Orlando natives and out-of-towners alike settle on their dream home. Due to Ken’s leadership and expertise, The Pozek Group is on track to generate $300 million in sales in 2022. A Disney enthusiast, Ken believes Orlando is the real estate hot spot that everyone is missing. In order to keep clients up to date on recent news happening throughout the area, Ken created The Orlando Real, a newsletter that provides insights into all things theme parks, real estate, and daily life in Orlando. Since launching in November 2021, The Orlando Real has grown to more than 14,000 subscribers (organically). Ken also has more than 23,000 followers on YouTube, where he shares tips and tricks regarding the current real estate trends, developments in Orlando, and more.

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In 2019, not including some builder business with which she has some additional help, Marie sold 51 homes in 2019 and has a lot of business in the pipeline and still moving forward.

Now, enter COVID-19 and in addition to her already heavy demands she is also a homeschool teacher of three young boys.

The big question I posed to Marie is, “How are you managing?”

Schedule- I used to be up at 4:30 to be at Orange Theory Fitness by 5 am. Now I’m up to get in 2-3 hours of work before everyone wakes up. Then I have breakfast with the family. My workout has shifted to the evening hours.

Mindset- I find myself at times feeling guilty about all of the things I’d like to be improving upon during this special time and I’m not finding that I actually have extra time. From this, I have to find mentors that help me to fix my mindset and stay positive. For Marie, this is Rachael and Dave Hollis.

Health- I go crazy if I don’t workout and so again, I’ve shifted my workouts to the evening.

Homeschool teacher- My oldest two have curriculum from school but I’m finding my oldest gets his done earlier. Both he and I need him to be busy for longer than a couple of hours and so I’ve asked his teacher for more work for him. My second oldest has to be supervised more because he loses focus quickly. My three year-old, on the other hand, is very active and I’ve got to keep my eme on him.

Business- Things have slowed a little bit, but not enough to really feel it. I’m taking additional precautions for my clients and have found that my sphere really appreciates pop-bys in the form of things for their kids during this time.

Marriage and relationships- I don’t see my husband a lot right now because it’s tax season. Now that this has been extended, it’s as if more miles were just added to the end of our marathon. I’m having to be intentional to spend time with him. Additionally, I’m having to be intentional with my kids that I’m not just their teacher but that I also have good experiences with them.

From all of these categories we recognize the need for intentionality, the need for self-awareness when we really are doing all that we can do and to not let guilt step in and rob us of our limited resource of time and energy.

Instagram Reels for Real Estate Agents. That was the topic that I asked Steve Penate, a social media darling who sells over 50 homes a year through simple Instagram marketing, to talk about. What I learned a few minutes into the show blew me away! What he’s overcome to be who he is today will not only inspire you, but it will make you want to throw out every one of your excuses. It is seriously, so inspiring!

The topics that we discussed included:

• How Steve has overcome, and continues every day to work to overcome, a severe stuttering problem as he has put himself not only in a public facing profession, but also by putting himself all over the Internet.
• The power of facing our fears and overcoming our excuses
• Why Reels is such an important, and timely, opportunity NOW
• The three E’s of social media success, which include:
  • Educate
  • Entertain
  • Execute

Steve went on to share what he does to continue to be a Big Thinker and expand his possibilities. You’re going to love this episode and you’re going to love Steve even more.

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