Icons of Real Estate Podcast

Hosted by Tomás Fonseca

Business

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Episodes

655

Latest episode

Jun 2026

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EN-US

About the show

Scale your real estate business with proven strategies from the world’s top producers. Icons of Real Estate delivers actionable insights for agents, brokers, and investors to grow their authority, expand their sphere of influence, and sell more houses. Stop guessing and start implementing real-world lead generation, marketing, and branding tactics used by the industry's most successful innovators.

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60 recent

June 11, 202636 min

Paralyzed. Built $100M. | AJ Osborne

At 33, AJ Osborne became a quadriplegic overnight. He lost his job, his mobility, and nearly everything — except his self-storage portfolio. That passive income saved his family. From his wheelchair, AJ built companies worth over $100 million in storage assets. Today he operates 3M+ net rentable square feet across 12 states through Cedar Creek Capital and Self Storage Income. In this interview, you'll learn:• How passive income from self storage saved AJ's family during paralysis• Why self storage is a business, not just real estate — and why the system IS the asset• Why the best buying window since 2010 is happening right now• How beginners can start for the cost of a duplex with SBA loans and seller financing• The three things that transform any underperforming facility immediately• How technology and third-party management have removed the operator barrier• How to invest alongside AJ through Cedar Creek Capital "The system is the asset. You don't need huge capex to change the value. Buy an asset with no system, install one, and capture the money being left on the table."Invest with AJ: cedarcreekcapital.comLearn self storage: selfstorageincome.comAJ Osborne on YouTube and social media 🏠 Icons of Real Estate delivers proven strategies from the world's top producers.📩 Want to be a guest? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

June 4, 202634 min

85% Did Zero Deals | Tyler McLay

In the world's most competitive real estate market — 79,000 agents, the largest board on the planet — 85% of agents did zero deals last year. Tyler McLay is a third-generation agent who earned seven figures by his early twenties and now coaches agents through Rex Coaching. His system delivers 2-3 deals from a client's existing database in the first 90 days. In this interview, you'll learn:• Why 85% of agents fail and authority is the root cause• The 1-7 tagging system that turns cold contacts into clients one step at a time• Why Tyler hates scripts and uses real-time client profiling instead• Habit stacking: the Monday morning routine that compounds over time• The "What, So What, Now What" framework for building instant authority• Why campaigns beat events — and how to build systems that maintain momentum• What separates seven-figure agents from the rest: inputs over outputs "A win is having the opportunity to call someone again tomorrow. We're so focused on the outcome, we're not focused on the input." Connect with Tyler McLay: @rexcoaching on Instagram | rexcoaching.com@mcley.re on Instagram for real estate content 🏠 Icons of Real Estate delivers proven strategies from the world's top producers.📩 Want to be a guest? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

May 28, 202630 min

Your Lender Doesn't Know About These Strategies — But Your Competitors Do | Ben Stef, Funding Freedom

Most investors are leaving capital on the table — not because it isn't there, but because their loan officer doesn't know how to get it out.In this episode, we sit down with Ben Stef, founder of Funding Freedom and mortgage loan advisor through Nexa Mortgage. Ben specializes in the creative financing tools most traditional lenders won't touch: DSCR loans, second-position rental equity lines, and programs that let investors keep scaling without refinancing, without waiting, and without giving up the low rates they locked in. He grew from $40K to over $250K a year — largely through YouTube — and built his entire brand around making complicated financing accessible to everyday investors.In this interview, you'll learn:• What a DSCR loan is and why it's the ultimate tool for scaling an investment portfolio• How second-position equity lines close in 1-2 weeks on LLC-held properties (where traditional banks won't go)• The defense-first framework for qualifying: credit, assets, and reserves before you invest• Why Rocket, Guaranteed Rate, and other big lenders don't offer these programs — and what that means for investors• How to vet a loan officer: the one question that reveals if they've actually done the deal• The right-now money vs. next-year money framework for agents and lenders building their brand• How Ben went from $40-50K to $250K+ per year by posting YouTube videos nobody watched for two years"Can you work in the dark without anyone cheering you on? That's the question that determines whether you actually build something."Find Ben Stef: Search "Ben Stef Funding Freedom" on YouTube or visit his Substack for weekly creative financing breakdowns.🏠 Icons of Real Estate delivers proven strategies from the world's top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

May 21, 202634 min

The Recruiting System That Built 17 Offices — And Why You're Doing It Wrong | Jim Remley

If you own a brokerage and you're struggling to recruit or retain agents, there's a good chance you're making the same mistake 99% of broker-owners make: you're pitching people instead of building relationships.In this episode, we sit down with Jim Remley — founder of eRealEstateCoach.com and former owner of the largest independent real estate company in Oregon. Jim started in real estate at 19, listed over 150 homes in a single year by 20, and went on to build a brokerage empire spanning 17 offices before building another company from 38 agents to three offices and $1.4 billion in sales.He now coaches broker-owners across the country on the only two things that actually drive brokerage growth: recruiting and retention.In this interview, you'll learn:• Why the classic recruiting call gets you ghosted — and what to say instead• What "no recruiting recruiting" looks like in practice (and why it works)• Why push-button recruiting only attracts the agents you don't want• How to re-recruit your existing team before someone else steals them• The 2P Principle — how to set standards from day one and actually enforce them• Why competing on commission splits is a death sentence for broker-owners• The five daily non-negotiables that separate leaders who scale from those who stall• When to fire an agent — and why it actually builds your culture"When you decided to own a brokerage, you said to yourself — whether you realize it or not — my number one job is now a recruiter. That's your number one job."Connect with Jim Remley: https://erealestatecoach.comFree discovery call, webinars, and podcast available on site. 🏠 Icons of Real Estate delivers proven strategies from the world's top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

May 14, 202635 min

This AI Handles the Part of the Deal Nobody Wants to Touch | Karan Khanna, ListedKit

Everyone in real estate tech is building CRMs, lead gen tools, and marketing platforms. But who’s solving the actual chaos that happens after the offer is signed?In this episode, we sit down with Karan Khanna, product manager and co-founder of ListedKit AI, the venture studio-backed platform behind Ava—an AI transaction coordinator that has already powered over 2,000 transactions across all 50 states. Karan is 25 years old, and this is his first major venture. But the results speak for themselves: TCs going from 30 to 50 deals a month, solo agents managing their own deals without a TC, and teams collaborating with Ava like she’s another member of the roster.In this interview, you’ll learn:• Why nobody in PropTech was solving transaction coordination—and how ListedKit found the gap• How Ava reads your contract, calculates state-specific timelines, and maps compliance in minutes• Why starting with the hardest users first (independent TCs in California & Hawaii) was the smartest move• The biggest lesson: let AI augment your process, not reinvent it• The pay-as-you-go pricing model ($10/deal, no monthly fees, credits never expire)• Where AI still can’t replace humans: legal review, compliance sign-off, and data-sensitive communications• The roadmap: inbox integration, texting Ava, and autonomous proactive deal managementAI is not going to take your job. An agent using AI is going to take your job.Try ListedKit AI: https://listedkit.com (L-I-S-T-E-D-K-I-T.com)Book a demo with Karan directly on the site🏠 Icons of Real Estate delivers proven strategies from the world’s top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

May 7, 202629 min

From the Federal Reserve to a $150M Self-Storage Empire | Corinn Altamare

What happens when someone walks away from the Federal Reserve, performs opera for over a decade, and then builds a $150 million real estate empire from scratch? Most people would call that impossible. Corinn Altamare calls it Tuesday.In this episode, we sit down with Corinn, co-founder and Chief Relationship Officer of Hearthfire Holdings—a firm that manages 22 locations, over a million square feet, and approximately $150 million in assets. All built around one of the most misunderstood asset classes in real estate: self storage.In this interview, you’ll learn:What opera teaches you about business that an MBA never couldWhy self-storage outperforms during recessions and market correctionsThe reality of building a company with your spouse—lanes, boundaries, and loveHow to think about exit plans for your buyer’s buyerWhy lasting wealth is about impact, not just incomeDon’t just chase the hottest deal in the room. Ask a bigger question.Connect with Hearthfire Holdings: https://hfireholdings.com🏠 Icons of Real Estate delivers proven strategies from the world’s top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

April 30, 202624 min

From Broke on a Couch to the #1 Real Estate Team in Texas | Chris Waters

What if I told you someone went from sleeping on a couch in 2010—zero dollars, no team, no safety net—to building the number one real estate team in Texas, closing thousands of transactions a year?In this episode, we sit down with Chris Waters, CEO and founder of Waters International Realty, published author of "Million Dollar Real Estate Team," and creator of the RealSynch app. Chris didn’t have a plan B. He had a red Ikea couch, a broken laptop, and the kind of desperation that turns ordinary people into forces of nature.In this interview, you’ll learn:How Chris pulled courthouse records to find sellers who needed to move immediatelyThe lead sources that cost almost nothing and convert 1 in 30Why 267 listing appointments in 6 months was the breaking point that built his teamWhy 2026 is one of the best times to start or restart in real estateWhy inbound marketing is replacing cold calling in the age of Apple call screeningHow the RealSynch app grades your calls and listing appointments with AIStop being the bottleneck. Start building the machine.Connect with Chris Waters: Instagram @christopherwatersDownload RealSynch: Available on Apple App Store & Google Play (R-E-A-L-S-Y-N-C-H)🏠 Icons of Real Estate delivers proven strategies from the world’s top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

April 23, 202622 min

The Hidden Math of NYC Luxury Condos: What Most Agents Miss

70% of homes in New York City are rentals. Out of the 30% you can buy, condos are just a sliver—and that’s exactly what makes them one of the most valuable and misunderstood assets in the market.In this episode, we sit down with Mickey (Mukul Achaldani), founder and CEO of Undivided Real Estate, a luxury advisory firm with over $200 million in lifetime closed sales across Manhattan, Brooklyn, and Long Island City. Mickey doesn’t sell the dream. He runs the numbers.His team has saved clients more than $5.7 million through pricing strategy, negotiation, sponsor incentives, and tax-aware decision making—and now they’re building an AI-powered scoring system to help investors evaluate buildings before emotions take over.In this interview, you’ll learn:Why beauty without strategy is a very expensive mistake in NYCThe advisory-first content approach that attracts high-intent buyersHow to understand the NYC condo market: new development vs. resaleThe AI-powered building scoring system changing investment decisionsWhy New York City is always a wealth preservation playBefore you fall in love with the finishes, run the numbers.Connect with Undivided Real Estate: https://undividedre.comYouTube: @undividedaccess🏠 Icons of Real Estate delivers proven strategies from the world’s top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate

April 16, 202631 min

The "Spiritual Realtor" Who Sells $50M LA Listings | Adam Brawer

What does a Hollywood film producer know about selling $50M luxury homes in Los Angeles? As it turns out — everything.Adam Brawer spent years producing films alongside Oscar-winning talent before transitioning into luxury real estate. Today, he operates across Pacific Palisades, Malibu, and Brentwood — marketing properties like short films, building a brand people can't ignore, and saging every listing before the open house.In this episode, you'll learn:• How to build a reputation that wins listings you never had to pitch• The "Malibu Sun" fake magazine cover strategy that made Adam a known commodity before he had a single sale in the zip code• Why storytelling works for every price point — from a $200K home in Oklahoma to a $50M estate in Malibu• The "From Staged to Saged" philosophy — and how a personal ritual became a trademarked brand• What to do when a luxury listing stalls: geofencing, international networks, and firing every arrow• Tony Robbins' "State Before Strategy" principle — and why Adam relies on breathwork and gratitude to generate his best ideas👉 Connect with Adam Brawer:Instagram: @adambrawerYouTube: Adam Brawer Estates LAWebsite: adambrawerestates.comPhone: 310-279-8259🎧 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/Instagram: https://www.instagram.com/iconsofrealestate/Facebook: https://www.facebook.com/IconsOfRealEstate⭐ Produced by Icons of Real Estate → https://iconsofrealestate.com

April 9, 202629 min

The AI Discovery Engine: How to Rank in ChatGPT & Perplexity

Is your real estate marketing ready for the AI shift?In this episode, we sit down with Steve Marcinuk, co-founder of KeyCrew Media, who has spent over 15 years analyzing hundreds of millions of articles to understand how information travels online. The old question was, "How do I rank on Google?". The new question that is quietly reshaping the industry is: "How do I get discovered by AI?".Steve explains that AI platforms like ChatGPT and Perplexity are becoming "discovery engines". If you aren't positioning your expertise as a discoverable asset, you risk becoming obsolete in this "SaaS apocalypse".In this interview, you’ll learn:The "Capture, Create, Syndicate" Framework: How to turn one conversation into a month of content.The Passive vs. Active Ingredient: Why your original voice is the only thing AI can't replace.AI Search Optimization: Why third-party media and directories are the new "trust signals" for AI engines.The Future of "Agentic" AI: How AI assistants will soon manage your calendar, email, and lead follow-up.Stop being a content hamster and start building digital authority that AI can't ignore.Connect with KeyCrew Media: https://keycrew.co/🏠 Icons of Real Estate delivers proven strategies from the world's top producers to help agents, brokers, and investors grow their authority and close more deals.📩 Want to be a guest or sponsor the show? Reach out at https://iconsofrealestate.com/ 📱 Follow Icons of Real Estate:LinkedIn: https://www.linkedin.com/company/iconsofrealestate/ Instagram: https://www.instagram.com/iconsofrealestate/ Facebook: https://www.facebook.com/IconsOfRealEstate