The REDX Podcast

Many real estate agents enter the business expecting flexibility and the freedom to be their own boss, but building a successful business takes more than just having a license. In this episode of the REDX Podcast, host Tyler sits down with Kent Brown, a Utah County real estate agent who has been in the business since 2018 and consistently closes 40–50 transactions a year. Before becoming a full-time agent, Kent worked in sales at REDX, where he developed the prospecting habits, consistency, and work ethic that helped shape his real estate career. Kent shares how his experience making 100 dials a day prepared him for real estate and why he eventually decided to put those same skills to work for himself.Kent explains how a simple 30-minute morning prospecting routine helped him outperform other sales representatives, with roughly 60% of his sales coming from that focused time block. He also discusses the transition from working in sales to becoming a full-time real estate agent, the importance of treating real estate like a job, and why consistency matters in a business where today's activities can affect income three to six months down the road. From overcoming call reluctance and avoiding bad habits to creating a consistent schedule and building repeat and referral business, Kent shares practical lessons from his journey. This episode is especially valuable for new and experienced agents looking to build better prospecting habits, stay accountable, and create a sustainable real estate business.Here’s What You’ll Discover in This Episode...• How Kent went from working in sales at REDX to building a successful real estate business.• Why making 100 dials a day helped develop the prospecting skills he uses today.• How a focused 30-minute morning routine contributed to roughly 60% of his sales at REDX.• Why understanding your numbers and paying attention to business metrics can improve performance.• How to overcome call reluctance by developing consistency and practicing your scripts.• Why real estate is a momentum business and how today's activities affect future income.• How inconsistent schedules and small daily habits can impact your production.• Why agents should create a consistent schedule and protect their prospecting hours until noon.• How treating real estate like a job can help agents build a more sustainable business.• Why five years of consistent prospecting can help create a foundation for repeat and referral business.JUMP TO THESE TOPICS00:00 – 🎙️ Introducing Kent Brown02:00 – 🏡 Kent's Real Estate Journey and Production04:00 – 🚀 How Kent Got Started in Real Estate07:00 – 📞 Lessons From Working in REDX Sales10:00 – 📊 Understanding the Numbers Behind Sales Performance12:00 – ⏰ The 30-Minute Morning Prospecting Strategy15:00 – 🔄 Making the Transition From REDX to Real Estate17:00 – 👨‍👩‍👧‍👦 Building a Business Around Family20:00 – 💼 What to Expect When Going Full-Time in Real Estate21:00 – 📈 Why Real Estate Is a Momentum Business24:00 – ⚠️ Recognizing Bad Habits and the Cost of Inconsistency25:00 – 🎯 Creating a Consistent Schedule Until Noon26:00 – 🤝 How Long It Takes to Build Repeat and Referral Business28:00 – 💡 The Importance of Consistency, Hard Work, and Realistic ExpectationsREACH KENT:⚡️ Website: https://listingacademy.com/RESOURCES:⚡️ REDX Prospecting Platform: https://www.redx.com/⚡️ REDX Services: https://www.redx.com/products

Many real estate agents get into the business for freedom, only to find their business slowly taking over their marriage, health, faith, and time with family. In this episode of the REDX Podcast, host Curtis Fenn, President and COO of REDX, sits down with Lars Hedenborg, a real estate entrepreneur who completed 44 transactions in his first full year, scaled his business through systems, and went on to coach roughly 3,000 real estate agents. Lars shares why he’s now focused on The Ascent, a brotherhood for business owners who work too hard and worry too much, and what he would tell his younger self about building a business without collateral damage.Lars explains why agents should measure success across more than one dimension, walking through seven areas of life: faith, family, fitness, finances, focus, future, and fulfillment. He shares how a 50-hour workweek with at least 20 hours dedicated to new business development, intentional time blocking, and clear agreements with your spouse can protect what matters most. He also discusses how agents can push through a tough market by staying consistent with lead generation, how AI tools can build plans, dashboards, and accountability systems in minutes, and why “anti-goals” can create motivation when it doesn’t come naturally. This episode is especially valuable for real estate agents looking to stay productive in a challenging market, set healthy boundaries, and build a business that supports the life they want.Here’s What You’ll Discover in This Episode...• Why over-functioning in business can quietly damage marriages, health, and relationships.• How agents can stay productive and build a pipeline in a prolonged tough market.• What the seven areas of life are and why business is only one part of the scorecard.• How a defined workweek and dedicated lead generation time blocks can create consistency.• Why growing a database of people who know you can be a reliable source of business.• How agents can use AI to identify lead generation strategies and build accountability systems.• What “anti-goals” are and how gamifying your goals can drive daily action.• Why AI can become a distraction if it isn’t built around clear focus and priorities.• How thinking about the long game can help agents be present with their families.JUMP TO THESE TOPICS02:00 – 🏡 Lars’s Journey in Real Estate04:00 – ⚠️ The Hidden Cost of Over-Functioning in Business08:00 – 📉 Staying Consistent in a Tough Market12:00 – 🐸 Recognizing When Business Takes Over14:00 – 🧭 The Seven Areas of a Balanced Life18:00 – ⏰ Setting a Realistic Workweek19:00 – 🤖 Using AI to Choose Your Lead Generation Strategy22:00 – 📇 Building a Database That Generates Business23:30 – 🎯 Why Focus Matters More Than Balance27:00 – 📅 Time Blocking With Your Spouse32:00 – 🔥 Creating Urgency When It Doesn’t Come Naturally33:00 – 📊 Building AI Dashboards for Accountability37:00 – 🎲 Gamifying Goals With Anti-Goals43:00 – 🚧 Avoiding the AI Distraction Trap46:00 – 🎣 The Fisherman Story and Defining Enough48:00 – 💡 Where Agents Should Start51:00 – ❤️ Protecting Your Marriage and Family for the Long Game53:00 – 📚 Lessons From First Things FirstREACH LARS:⚡️ YouTube: https://www.youtube.com/@FreedomDrivenAgent⚡️ Website: https://a12.lifeRESOURCES:⚡️ REDX Prospecting Platform: https://www.redx.com/⚡️ REDX Services: https://www.redx.com/products/

Every real estate agent knows prospecting matters, yet many still struggle to pick up the phone. Often the real obstacle isn’t a lack of scripts or skills; it’s what’s happening beneath the surface. In this episode of the REDX Podcast, host Hannah Rabe sits down with Wally Bressler, a real estate coach, trainer, and industry leader with 28 years of experience in sales and real estate, 25 years of coaching and training, and the author of Rethink Everything You Know About Prospecting. Wally shares how his own turning point at age 51 shaped the way he helps agents overcome call reluctance, procrastination, perfectionism, and imposter syndrome.Wally explains why call reluctance is often a symptom of unresolved experiences, and why the real mindset shift begins when an agent decides they’re done with the results they have. He walks through how to identify root causes, how triggers lead to avoidance, and how simple practices like square breathing and mindfulness can calm the brain’s protective response. He also challenges the common definition of cold calling, shares why rejection has nothing to do with you, and breaks down the six objection categories with real examples for handling “I want to wait until next year,” interest rate concerns, and sellers who don’t want to give up a low rate. This episode is especially valuable for real estate agents looking to overcome hesitation on the phone, handle objections with confidence, and build a more consistent prospecting habit.Here’s What You’ll Discover in This Episode... • Why unresolved personal experiences are often what keeps agents from the success they want. • How the need to be liked and fear of rejection contribute to call reluctance. • What causes the brain to default to avoidance when facing fears like picking up the phone. • Why the real mindset shift starts with deciding you’re done with your current results. • How square breathing and mindfulness can help calm triggers and reduce procrastination and perfectionism. • What signs may indicate that call reluctance is affecting your business and life. • Why most prospecting calls aren’t actually cold calls. • How to handle the six objection categories by acknowledging feelings and asking better questions. • What agents should do in the next 90 days to become better at prospecting.JUMP TO THESE TOPICS 02:00 – 🎙️ Wally’s Background and Turning Point 05:00 – 💡 Why Agents Get Into Real Estate 07:00 – 📞 Why Agents Struggle to Pick Up the Phone 11:00 – 🧠 How the Brain Learns to Avoid Fear 13:00 – 🔄 The Mindset Shift That Creates Change 16:00 – 🔍 Identifying the Root Cause of Call Reluctance 21:00 – 🌬️ Using Square Breathing to Calm Triggers 25:00 – 🚩 Signs Call Reluctance Is Holding You Back 27:30 – ❄️ What a Cold Call Really Is 30:00 – 🥦 Why Rejection Has Nothing to Do With You 35:00 – 🗣️ The Six Objection Categories 36:00 – 📅 Handling “I Want to Wait Until Next Year” 41:00 – 📈 Overcoming Interest Rate Objections 47:00 – 🚀 Becoming Better at Prospecting in 90 Days 48:00 – 💪 Feeling the Fear and Doing It AnywayREACH WALLY: ⚡️ Facebook, Instagram, X, and LinkedIn: @WallyBressler ⚡️Book: Rethink Everything You Know About Prospecting (available on Amazon)RESOURCES: ⚡️ REDX Prospecting Platform: https://www.redx.com/ ⚡️ REDX Services: https://www.redx.com/products/

For real estate agents, social media is about more than posting property photos. It’s a chance to show your expertise, build trust, and help potential clients understand what makes an agent different. In this episode of the REDX Podcast, host Hannah Rabé sits down with Rachel Warrell, a Northwest Florida real estate agent serving coastal markets including Panama City Beach, 30A, and Destin. Rachel shares how she uses social media to showcase coastal properties while educating buyers and sellers on what matters when buying real estate in her market.Rachel explains why effective content should reflect an agent’s personality, expertise, and ideal clientele. From highlighting property features and explaining considerations such as HOA requirements and beach access to maintaining a consistent visual identity, she emphasizes the importance of creating content with a clear purpose. She also discusses how understanding a property’s potential buyer helps shape its marketing and why an agent’s online presence should offer genuine insight into both their work and who they are. Rather than simply following trends, agents can use social media to demonstrate their knowledge, communicate their value, and connect with the people they want to serve. This episode is especially valuable for real estate agents looking to develop a recognizable personal brand, market listings more intentionally, and create content that builds meaningful client connections.Here's What You'll Discover in This Episode...• Why social media should communicate more than just the properties an agent has available.• How educating buyers about coastal real estate can provide value beyond listing photos.• What agents should consider when deciding which property features to highlight in their content.• How a clear personal brand can help agents stand out in a competitive market.Why consistent fonts, colors, messaging, and presentation contribute to a recognizable brand.• How showcasing work ethic and consistency can help demonstrate professionalism to potential clients.• Why understanding the intended buyer helps agents create more compelling property marketing.• How sharing authentic aspects of their personality can help agents build connections with their audience.• What agents can learn from refining their brand as their business and clientele evolve.JUMP TO THESE TOPICS06:00 – 📱 Getting Started With Real Estate Social Media06:30 – 🌴 Marketing Coastal Properties With Educational Content08:00 – 🏡 Attracting Buyers and Sellers Through Your Brand09:30 – 🎯 Finding a Social Media Style That Fits You11:00 – 🎨 Developing a Consistent Brand Identity12:00 – 📹 Showing Your Work and Building an Audience14:00 – 🤝 Connecting With People Through Authentic Content16:00 – 📈 Evolving Your Brand as Your Business Grows17:00 – ✨ Creating More Compelling Property Marketing18:00 – 💼 Demonstrating Professionalism Through ConsistencyREACH RACHEL:⚡️ Instagram: https://www.instagram.com/rachelwarrellrealtor/ ⚡️ Facebook: https://www.facebook.com/rachelwarrellrealtor/RESOURCES:⚡️ REDX Prospecting Platform: https://www.redx.com/⚡️ REDX Services: https://www.redx.com/products/

In this episode of the REDX Podcast, host Tyler Fenn sits down with real estate agent and experienced prospector Kent Brown for a myth-or-fact discussion about prospecting in today’s market. Is cold calling dead? Do successful agents really need to make hundreds of calls a day? And do scripts make conversations sound robotic? Drawing on Kent’s real-world experience and commitment to daily prospecting, they challenge common misconceptions and explain why picking up the phone remains a powerful tool for real estate lead generation.Tyler and Kent discuss why cold calling has become more challenging, how to capture a prospect’s attention, and why making the first call is only the beginning. They explore the power of consistent follow-up, the importance of practicing scripts rather than reading them word for word, and how daily role-play can build confidence and improve conversations. They also break down the value of tracking every stage of the sales process, from calls and conversations to leads, appointments, signed contracts, and closings. By measuring these numbers over time, agents can make informed decisions based on actual performance rather than emotion or assumptions.The takeaway is simple: prospecting may not always be easy or enjoyable, but consistency, preparation, and a commitment to the process can lead to meaningful results. This episode is a must-listen for real estate agents looking to strengthen their prospecting habits, overcome call reluctance, and build a more reliable approach to generating business.Here's What You'll Discover in This Episode...• Why cold calling is more challenging today but still has a place in real estate lead generation.• How a friendly tone and using a prospect’s name can help capture attention quickly.• Why hundreds of dials may be necessary to create enough conversations in today’s calling environment.• How consistent follow-up helps agents build trust and understand a prospect’s timeline.• Why scripts are tools for preparation and practice rather than word-for-word reading.• How daily role-play can improve confidence and help agents handle objections more naturally.• What prospecting metrics to track, from calls and conversations to appointments and closings.• Why reviewing performance over time helps agents identify gaps and make better business decisions.• How understanding the return on prospecting can help agents stay consistent even when motivation is low.• Why committing to proven activities can be more effective than constantly searching for a new lead generation strategy.JUMP TO THESE TOPICS00:00 – 🎙️ Introducing the Myth-or-Fact Episode01:00 – 📞 Myth or Fact: Is Cold Calling Dead?04:00 – 🗣️ How to Capture a Prospect’s Attention05:00 – 🔢 Why Call Volume Still Matters09:00 – 🏡 Does the First Agent to Call Win the Listing?13:00 – 📝 Do Scripts Make You Sound Robotic?18:00 – 💪 Call Reluctance, Practice & Confidence19:00 – 📊 Tracking the Numbers That Drive Your Business23:00 – 💰 Understanding the Return on Prospecting26:00 – 🔁 Consistency Over Constantly Reinventing the Wheel29:00 – 🎯 Why Conversations Still Matter Most31:00 – 🚀 The Takeaway: Commit to the ProcessREACH KENT:⚡️ Website: https://listingacademy.com/RESOURCES:⚡️ REDX Prospecting Platform: https://www.redx.com/⚡️ REDX Services: https://www.redx.com/products