New or experienced, top producer or middle-of-the-road agent, it’s been a complex and challenging time to be in real estate.

But in any market, some agents seem to have an unfair advantage. How do they keep growing when everyone else is stagnant or even contracting?

The secret isn’t rocket science. These agents just outwork everyone else - they over-index on the activities that lead to results. Because in any sales business, it’s all about the volume of relationships you have, the sincerity of those relationships, and the intensity of your efforts.

Here’s the truth: when markets are flat or contracting, you have the best growth opportunities. That is, if you focus more on doing the work and less on the scary headlines and negativity.

How do we outwork everyone else? How do you grow in a challenging market?

In this episode of the 13% podcast, we’re joined by Jason Waugh, President of Coldwell Banker Affiliates and a leader who’s been on every side of the real estate business.

Jason shares the mindset, the discipline, and the real-world strategy that help agents thrive when others retreat.

Guest Bio

Jason Waugh serves as president of Coldwell Banker Affiliates for Coldwell Banker Real Estate LLC. In this role, Waugh oversees the brand's marketing, franchise sales and operations teams, who support a network of 100,000 affiliated sales professionals in more than 2,700 offices across 39 countries and territories. Waugh most recently served as CEO and president of Berkshire Hathaway HomeServices Northwest Real Estate (BHHSNWRE) and Berkshire Hathaway HomeServices Real Estate Professionals (BHHSREP), which is ranked among the top 10 in the Berkshire Hathaway HomeServices global network. In this role, he oversaw the day-to-day operations of a multi-billion-dollar sales volume brokerage, strategic growth of the company's mortgage, title, escrow, and insurance business units, management of the enterprise's leadership team, and development of sales professionals, mergers and acquisitions. He grew the company from 600 agents and 15 offices to over 1,000 agents and 32 offices in just 4 years. Prior to his roles at BHHSNWRE and BHHSREP, Waugh was partner at Synergy Sports Management in Greenville, South Carolina. He is an inactive member of the California State Bar and received his BA and Juris Doctorate from Pepperdine University and Pepperdine University School of Law. Connect with Jason on LinkedIn.

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.

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