Welcome back to Life at Ten Tenths, where Garrett and Matt tackle the major real estate myth, "Everyone knows ten realtors," diving deep into how this misconception affects competition in the real estate market. Through relatable examples and expert advice, our hosts show that success isn’t about being one of many agents—it's about becoming the go-to professional clients trust. Along the way, they emphasize the importance of consistent outreach, building long-term relationships, and delivering real value to stand out in a crowded market.

Garrett and Matt go on to break down why most clients don’t interview multiple agents and how realtors can position themselves as the first choice. They also explore how leveraging social proof, maintaining strong client connections, and utilizing referral dynamics are key to growing a referral-based business. Ultimately, they highlight that staying present and adding value is the foundation for long-term success in real estate.

Be sure to focus on their insights into maintaining consistency and fostering client loyalty, as our hosts reveal how to keep your name top of mind and why clients might refer you even if they haven’t worked with you directly. In essence, this episode offers actionable strategies for building a relationship-driven business that thrives in any market, rendering it essential listening for any real estate agent looking to rise above the competition.

If you want to work directly with Garrett and Matt to take your business to the next level, explore Life at Ten Tenth’s exclusive "11 Circle." This coaching community offers live weekly sessions, Success Lab Workshops, networking, and more. It's the perfect place for agents looking to grow and live life at 100%. Let's go!

Episode Highlights:

00:00 How to Outshine the Competition in Real Estate

01:14 Common Misconceptions About Knowing Real Estate Agents

02:28 The True Number of Agents People Know Personally

05:01 Understanding the Opportunity for Realtors

06:05 Personal Connection vs Professional Relationships in Real Estate

09:00 Why Most People Don’t Interview Multiple Realtors

10:47 Building Relationships for Long Term Success in Real Estate

12:17 Consistency is the Key to Being the Realtor of Choice

15:24 The Power of Referrals Even from Clients Who Don’t Use You

20:00 Real Estate Client Loyalty and Why People Don’t Call the Realtors They Know

25:47 How to Stand Out in a Saturated Real Estate Market

31:05 The Importance of Relationship Marketing Over Transactional Approaches

35:36 Staying Power in Real Estate and Why Longevity Leads to Success

37:14 How Consistency Builds a Referral Based Business Over Time

Key Takeaways:

"Step above the bar and you can raise it as high as you want."

"When it comes down to it, how many people do people really consider when it comes time to buy or sell?"

"There's an incredible opportunity out here now."

"I did ask the question: Who, if you had to call one person or if you had to call a realtor right now, who would you call? It opened up a whole can of worms."

"If you can step up, bring your process, bring your expertise, bring your personality, your energy to the game, you can outshine the rest of the realtors out there very easily."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

Matt and Garrett welcome Adam Roach, a successful real estate entrepreneur and founder of I Love Coaching Co., to the podcast today. Adam shares his journey from professional tennis to building multimillion-dollar real estate franchises, highlighting the central role of coaching throughout his life. Together with the hosts, Adam dives into how coaching shapes both personal and professional development, offering valuable insights on growth, resilience, and leadership.

Our guest also reflects on the transformative “beach chair moment” after his father's passing, which became the inspiration behind his coaching company. He discusses the importance of building effective systems for business success and emphasizes the need to surround yourself with the right people to reach your full potential. Adam goes on to explore how shedding ego and embracing authenticity unlock new levels of personal growth and leadership. By integrating these principles, Adam has helped countless entrepreneurs and coaches scale their businesses and improve their lives, and he shares much of that hard-earned wisdom with listeners today.

Don’t forget, if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 The REAL Coaching Model Explained

00:17 Introduction to Adam Roach

01:42 Adam’s Lifelong Journey with Coaching

02:31 Transitioning from Tennis to Real Estate

03:02 Accidental Entry into Real Estate

04:25 Building a Real Estate Team and Flipping Homes

05:06 Learning Real Estate from the Ground Up

06:59 Embracing Coaching and the Impact of Mentorship

07:35 Overcoming Ego to Pursue Growth

08:14 Scaling Success in Real Estate Through a Team Approach

09:07 Building a Business Through Coaching and Systems

11:31 The Value of Knowledge and Education in Real Estate

12:44 The Power of Systems in Real Estate Success

16:25 Implementing Standards to Drive Performance

18:43 How Ego Limits Growth and Success

21:21 Raising the Bar by Recruiting Top Performers

22:09 Creating a Culture of Growth

23:33 The ‘Beach Chair Moment’

24:43 Building Recruiting Systems to Drive Business Growth

30:54 The Birth of I Love Coaching and Its Mission

32:30 The Importance of Being Present with Loved Ones

34:38 Lessons in Authenticity from a Father’s Passing

39:46 The REAL Coach Method for Empowering Leaders

43:51 The Role of Ego in Limiting Authenticity

48:33 The Importance of Asking for Help

49:46 Hiring Coaches to Improve All Aspects of Life

Key Takeaways:

"If you're not asking for help, you're being selfish. Your community wants to help you."

"Your future self needs to protect your present self from your yesterday self."

"You have to kill something from yesterday to move forward into a new role."

"Who you surround yourself with matters at the highest level."

"Authenticity isn't learned; it's created by removing your ego and imposter syndrome."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Gretchen Adams, Founder, Speaker, Coach, and Instructor at Taking the Lead Today, joins Matt and Garrett to explore the intricacies of real estate business transitions. As an expert in succession planning, Gretchen shares invaluable insights gained from her extensive experience guiding agents through the process of exiting their businesses. In this episode, she covers everything from smoothly passing on client relationships and the importance of early planning to mental preparation and creating systems that ensure continuity while maintaining a high-quality referral experience.

This episode is for everyone—because you never know when life might take you in a new direction. Having a succession plan will allow you to capitalize on the hard work you've put into building your business.

Pay special attention to Gretchen's insights on the four pillars of business transition. She explains how assessing your mindset, documenting standard practices, and delegating effectively are essential steps to a successful transition. Gretchen also clarifies how to build trust between retiring and acquiring agents, rank client relationships for personalized handoffs, and create a clear strategy that aligns both parties' business practices. Ultimately, this episode offers practical advice on building a business that operates independently of its founder and highlights the importance of proactive planning—not last-minute decisions—to ensure a seamless transition that benefits everyone involved.

If you're looking to work with Matt and Garrett directly and take your business and life to 11, check out *Life at Ten Tenths’* exclusive online "11 Circle." It offers live coaching, monthly Success Lab Workshops, accountability, co-working sessions, challenges, a resource library, powerful networking—including referrals—and so much more! It’s a community of people with amazing energy who want to earn more, do more, and live more. Let’s go!

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 Focus on Creating a Memorable Referral Experience

00:21 Learn How to Transition Your Real Estate Business

01:34 Start Planning Your Business Exit Early

02:17 Understand There Is No Magic in Real Estate Transitions

03:09 Build Entrepreneurial Skills for Long-Term Success

06:53 Implement the Four Pillars of Business Transition

07:29 Assess Your Readiness and Mindset for Transition

09:33 Avoid the "Toe Dipper" Mentality in Your Exit Strategy

11:22 Set Up Your Business to Run Without You

13:46 Delegate Effectively for a Smoother Transition

15:33 Rank Client Relationships for Personalized Handoffs

16:32 Use a Personal Touch When Handing Off Clients

17:27 Write a Letter to Reflect on Your Real Estate Journey

18:50 Evaluate Your Business for a Successful Succession

19:52 Document Standard Practices to Ensure Continuity

21:05 Select and Qualify Your Business Successor Carefully

23:35 Build Trust Between Parties During the Transition

24:53 Prioritize the Referral Experience Over Personality

27:17 Develop a Clear Strategy for Business Transition

29:46 Manage Transition as a Psychological Process

31:08 Access Free Resources for Better Transition Planning

Key Takeaways:

"Prepare today for the day you decide to leave the business."

"Transferring trust is key. The more prepared you are, the easier it is."

"Identify readiness. Work on the mindset. Write a letter to real estate."

"Don't let dollar signs get in the way. Trust must be there."

"Start early. Don't wait for the heavy lift when you need it."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

Taking the Lead Today:...

Matt and Garrett are back today with a quick conversation shedding some light on the complex dynamics of real estate markets, focusing on the shifting balance between buyer and seller markets. Identifying how factors like inventory levels, economic fluctuations, and psychological influences shape market behavior, their discussion addresses whether a shift to a buyer's market is possible under current conditions and emphasizes the strategies real estate professionals can use to successfully navigate these unpredictable waters.

Our hosts further underscore the hyper-local nature of real estate trends, highlighting the fact that inventory is just one piece of the puzzle, and that changes in buyer demand, economic shifts, and global events can rapidly transform market conditions. They go on to stress the importance of staying informed and adapting to local market trends, while also acknowledging the significant role psychology plays in real estate decisions. Noting that real estate professionals must be agile and proactive, Matt and Garrett offer listeners here today the opportunity to gain a thorough understanding of how the market's volatility requires constant vigilance and strategic adjustment to achieve success.

Don’t forget, if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 Impact of Supply on Real Estate Markets

02:18 Local Real Estate Market Differences

04:39 Balancing Inventory and Buyer Demand

06:29 Market Mindset and Consumer Behavior

09:30 Predicting Real Estate Success in Any Market

13:39 The Psychology of Home Buying and Selling

16:51 Unpredictable Market Trends in Real Estate

24:02 Transitioning from Seller’s to Buyer’s Market

25:24 Navigating High Trading Real Estate Markets

Key Takeaways:

“The market can flip from a seller's to a buyer's market at any time. All it takes is enough sellers deciding to sell."

"Inventory levels alone don't determine a buyer's or seller's market. Demand can change the game."

"In a strong buyer's market, you must be aggressive. Get to the front of the line."

"Patience is key. You can't always predict market performance based on past data."

"There's always a market for real estate. It's about educating your clients properly."

"Mindset and beliefs about the economy can significantly impact buying and selling decisions."

"High trading markets mean buyers and sellers are actively swapping properties. That's what you want."

"Don't hold on to absolutes. The market can change quickly, often under your nose."

"Educate your buyers and sellers about the current market conditions to help them make informed decisions."

"Always talk to other strong listing agents to understand the current buyer pool and market activity."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

Inspired by some moments of self-reflection, Matt and Garrett return today to tackle the common struggles of perfectionism and procrastination, offering up their own experiences as examples. Together, they emphasize how perfectionism often becomes a form of procrastination, paralyzing entrepreneurs and business owners from taking action. Through real-life stories from their work in real estate and entrepreneurship, they highlight the importance of overcoming overthinking and embracing imperfect action.

With their trademark mix of humor and practical insights, our hosts explore how new technologies, decision fatigue, and the fear of imperfection can all hinder progress, making accountability a crucial tool in breaking the cycle of inaction. Encouraging listeners to focus on progress over perfection, they stress the power of taking immediate action, no matter how imperfect it may seem, and explain how even small steps forward can lead to meaningful growth, whether in creating content, launching new projects, or delivering services. Authenticity, feedback, and iteration become key themes as Matt and Garrett demonstrate here today that taking action and learning from results is the only way to move forward and achieve success, rendering progress the ultimate driver of growth.

Don’t forget, if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 Overcome Perfectionism with Action

00:23 Why We Procrastinate as Entrepreneurs

01:06 Double Down on Creating Valuable Content

02:27 The Perfectionism-Procrastination Connection

02:53 Dan Martell's Quote

03:14 Excuses We Use to Avoid Taking Action

05:19 Stop Overcomplicating

07:05 The Power of Imperfect Action in Marketing

08:59 Embracing Imperfection in Real Estate Marketing

10:22 Fear of Feedback Stalls Progress

11:34 Perfection Does Not Equal Results

12:08 Importance of Analyzing and Iterating Content

13:14 Overcoming Perfection Paralysis in Social Media

14:04 Get Your Voice Out - Action Trumps Perfection

15:42 Eliminate Hurdles by Tackling Small Steps

16:22 Coaching and Accountability to Fight Procrastination

18:22 Experience Results by Taking Action

20:31 Why Perfection is an Illusion in Real Estate

23:27 Trust in Your Authenticity

26:28 Join the Eleven Circle for Real Estate Coaching

Key Takeaways:

"Your perfection is actually procrastination. It's an excuse to delay action."

"Taking action, even imperfectly, will make you feel accomplished and benefit your business."

"Skip the perfection, get it out there, and then learn from the feedback."

"Find your own pattern and way. Perfection will come with time."

"Eliminate the hurdles to action. Take the minimum step forward and build from there."

"If your service or product is good, you can't break it through marketing."

“If your intention is good, have fun with it. Take action and learn.”

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Matt and Garrett begin by talking about gratitude and sleep here today, and then quickly dive into exploring the transformative power of a learning mindset and how continuous learning is essential not only for personal development but also for driving success in business. Through engaging stories, such as Garrett's son Otto's pursuit of knowledge, the hosts demonstrate how integrating learning into daily routines can help overcome obstacles and achieve lasting growth. By adopting a mindset of perpetual learning, you can elevate both your professional and personal life, breaking free from stagnation and unlocking new opportunities.

The episode highlights various strategies for acquiring knowledge, from reading books and listening to podcasts to participating in meaningful conversations and attending conferences. Our hosts stress the importance of teaching others as a way to reinforce your own learning and share valuable insights with your community. They emphasize that staying curious and continuously expanding your understanding is crucial for staying ahead in business, especially in rapidly changing industries like real estate. As our hosts clearly demonstrate here today, embracing a lifelong learning approach empowers you to adapt to new challenges and thrive in an ever-evolving world.

If you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 Positivity and Gratitude's Role in High Energy

02:09 Importance of Continuous Learning for Success

02:48 Reading and Engaging for Growth

04:16 Using a Learning Mindset to Overcome Plateaus

07:01 Gaining Wisdom for Meaningful Conversations

07:57 Avoiding Reactionary Thinking by Diving Deeper into Topics

10:00 Learning from Books to Reinforce Success Principles

12:13 Staying Relevant by Constant Learning in a Changing World

14:06 Value of Conferences as Learning Opportunities

17:29 Applying What You Learn to Grow in Business

19:15 Books as a Gateway to Learning and Personal Growth

21:37 Audible and Podcasts as Learning Tools

23:57 Interviewing and Asking Questions for Deeper Learning

25:52 Sharing Knowledge to Build Authority and Trust

29:05 Challenge to Focus on New Learning Areas in Real Estate Every Month

Key Takeaways:

"Readers are leaders and learners are earners. If you want to be a great leader and earn a lot, read and be a learner."

"Being in a learning mindset helps you avoid plateaus in your business. Always ask: What are you reading currently?"

"Always be learning. It allows you to adapt to the fast-changing world and stay ahead in your business."

"Dive into topics like interest rates, investments, and commercial real estate. One focused month can transform your knowledge."

"Learning is great, but applying what you learn is crucial. Teach what you learn to reinforce your understanding."

"Ask questions to learn from those around you. There's always something valuable to gain from others' experiences."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Matt and Garrett dive deep into the changing dynamics of the real estate industry today, exploring how agents can transition from viewing their roles as mere jobs to building lasting careers or businesses. They discuss the critical importance of understanding client motivations and the need to develop trust through a well-maintained client database. As industry changes continue to create new challenges, our hosts emphasize the value of having structured processes for both buyer and seller engagements. Agents who adopt a professional approach and embrace these processes will be better equipped to manage these shifts confidently and reduce stress while building stronger client relationships.

The conversation also covers the importance of focusing on client goals rather than personal needs. Matt and Garrett share insights on how asking the right questions, communicating effectively, and creating personalized marketing strategies can enhance client value and minimize transaction friction. They underscore the necessity of a process-driven approach to simplify complex procedures and provide a smoother experience for clients. The episode concludes with powerful advice: those who move from simply completing tasks to building meaningful client connections will secure long-term success in their real estate careers.

Don’t forget, if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 Understanding Client Motivations in Real Estate

01:16 The Divide Between Job and Career Mindsets

02:09 The Importance of Building Trust and a Client Database

03:57 The Impact of Industry Changes on Real Estate Agents

05:59 Navigating Inconsistent Real Estate Processes Across Regions

07:41 Developing Structured Processes for Buyer and Seller Engagement

11:43 The Consequences of Failing to Establish Early Client Relationships

12:32 The Role of Customized Client Communication in Real Estate Success

14:35 Shifting Focus from Realtor Needs to Client Goals

16:09 Asking the Right Questions to Enhance Client Value

19:14 Transitioning from a Job Mindset to a Career or Business Approach

20:19 Avoiding Roadblocks That Hinder Clients in Real Estate Transactions

21:16 Simplifying the Real Estate Process to Prevent Client Frustration

22:59 Personalizing Real Estate Marketing for Long Term Success

26:43 Adapting Marketing Strategies to Minimize Client Friction

28:58 Applying Listing Agent Strategies to Buyer Relationships

30:51 Building Strong Client Alliances Through Early Engagement

Key Takeaways:

"There's a hierarchy of how you view this profession: job, career, business."

"The minute we are in the way, buyers will replace us and figure out a new way."

"If you don't have a process, you're stuck in a job mindset and will struggle."

"Ask questions. Take interest in the person in front of you to show your value."

"When you move from job to career mindset, you focus on serving your clients at a high level."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube:

Sandy McMaster, a leading realtor in the DC metro area, joins Matt and Garrett today to share her journey of developing a more authentic and client-centered approach to real estate. Along the way, Sandy discusses the value of standing out by being genuine and authentic, rather than blending into the "sea of sameness" that often characterizes the industry. She also explores the distinction between performance coaching and developmental coaching, advocating for a focus on sustainable growth rather than seeking quick fixes.

Sandy goes on to highlight the crucial role of authenticity in building a personal brand that truly connects with clients. She advises against trying to be everything to everyone, stressing the importance of crafting a marketing strategy that reflects who you genuinely are. By focusing on solving clients’ problems instead of merely completing transactions, real estate professionals can build trust, attract the right clients, and achieve long-term success. As today’s very special guest notes, in today’s competitive market, being true to yourself isn’t just beneficial—it’s essential.

Don’t forget, if you’re ready to take your life to 11, join Life at Ten Tenths’ exclusive online ‘11 Circle’ community for live coaching, Success Lab Workshops, accountability, a resource library, powerful networking - including referrals - and so much more! Founding Members get lifetime Legendary Access (including future content) with a one-time payment for a limited time. Unsure? Explore the community for free or try a monthly plan.

Start living your best life now! Visit lifeattentenths.com.

Episode Highlights:

00:00 Importance of Identifying Your Ideal Client

00:23 Introduction to Sandy McMaster’s Real Estate Expertise

03:10 Journey to Identity Based Real Estate

04:22 Overcoming Early Career Challenges in Real Estate

07:21 Avoiding the Sea of Sameness in Real Estate

09:58 Shift from Performance Coaching to Developmental Coaching

12:15 The Role of Personal Branding in Real Estate Success

15:11 Embracing Your Authentic Self to Succeed in Real Estate

18:35 Understanding and Marketing Your Unique Value Proposition

22:16 The Pitfalls of Overemphasizing Accomplishments in Marketing

26:21 Building Trust and Authority in Real Estate

30:12 The Power of Personal Interests in Building Client Relationships

33:04 The Danger of Trying to Be Everything to Everyone

37:35 The Freedom of Choosing the Right Clients

40:26 Developing a Strong Brand to Attract Ideal Clients

44:08 Tailoring Your Marketing Strategy to Fit Your Brand

47:14 Focusing on Problem Solving Over Transactional Business

52:12 The Future of Real Estate Professionalism and Authenticity

Key Takeaways:

"If you are a leader or a broker or a manager, and you're saying to agents, “Articulate your value,” you should be able to answer the question yourself."

"You have to be willing to claim who you are. How we do it is different because of who we are."

"If you want to do the business, you can. There is not one way. And if you are feeling unfulfilled, frustrated, disillusioned even, there's other things you can do."

"If you are willing to put yourself at the center of your business, that was the ‘unlock’ for me."

Links:

Life at Ten Tenths Website: lifeattentenths.com

Life at Ten Tenths on YouTube: https://www.youtube.com/@lifeattentenths

Sandy McMaster’s Substack: https://substack.com/@sandymcmaster

KnowYourValue.RealEstate https://www.knowyourvalue.realestate/