Icons of Real Estate Podcast

Hosted by Tomás Fonseca

Business

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Episodes

662

Latest episode

Aug 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

August 27, 202627 min

Beating AI with Human Connection and Storytelling

Why trying to appeal to everyone on social media is exactly what's making your real estate business invisible. Kyle Scott reveals why storytelling is biologically hardwired to build trust and how agents can use it to outcompete artificial intelligence. From his roots at NBC News to his current role at Luxury Presence, Kyle shares actionable strategies for creating a personal brand that captures qualified leads—even if you never want to show your face online. We also dive into how mining your existing database for life events can unlock hidden listing opportunities. 🎧 Hosted by: Tomas Fonseca 🎤 Featuring: Kyle Scott Kyle Scott went from producing at NBC News to building a real estate education and media brand with Ryan Serhant. He currently leads partnerships and brand strategy at the proptech platform Luxury Presence, focusing on empowering agents to connect with audiences through authentic storytelling. 💡 What You’ll Learn in This Episode: ✔ Leveraging the biological science of storytelling to win trust and connect with clients ✔ Differentiating yourself from AI tools by doubling down on emotional intelligence ✔ Identifying your core audience's pain points to build a targeted personal brand ✔ Generating qualified leads on social media without ever showing your face ✔ Optimizing your online search presence to capture leads from offline networking ✔ Building a defensible business moat by fostering a sense of community and belonging ✔ Mining your existing database for critical life events to uncover hidden listings Connect with Kyle Scott: 🌐 Website → https://kylescott.com/ 💼 LinkedIn → https://www.linkedin.com/in/kylewilliamscott/ 📸 Instagram → https://www.instagram.com/kylescottoriginal 📘 Facebook → https://www.facebook.com/luxurypresence/ ⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/ Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature. #IconsOfRealEstate #RealEstateMarketing #StorytellingInSales #PersonalBranding #PropTech #RealEstateAI #LeadGeneration #LuxuryPresence #RealEstateAgents #RelationshipBuilding #TomasFonseca #KyleScott

August 25, 202633 min

How Top Agents Use AI, Video, & Niche Authority to Dominate Real Estate

What happens if your digital footprint disappears tomorrow? Three top agents reveal how they build unshakable brands and leverage tech to win. In a market flooded with real estate agents, standing out requires more than just a license. Steve Houck shares how maintaining an immaculate online review profile keeps his pipeline full, while Bill Gross breaks down his strategy for dominating the Los Angeles probate market by being the ultimate resource for attorneys. Gary Lanham explores the profound shift toward Answer Engine Optimization, detailing how utilizing AI allows agents to directly answer the hyper-specific questions buyers are asking. Together, these three industry leaders reveal blueprints for building sustainable, referral-based businesses that outlast any market shift. 🎧 Hosted by: Ben 🎤 Featuring: Steve Houck, Bill Gross, Gary Lanham Steve Houck brings 27 years of Mississippi real estate expertise, distinguished by his focus on AI and dedicated client communication. Bill Gross is a Los Angeles probate expert who scaled a 40-person team by prioritizing high-level B2B relationship building. Gary Lanham is a Fort Lauderdale tech pioneer, leveraging video and Answer Engine Optimization to keep sellers ahead of the curve. 💡 What You’ll Learn in This Episode: ✔ Discovering your unique comparative advantage in a crowded real estate market ✔ Leveraging video and digital assets to build trust at scale before you ever meet a client ✔ Transitioning from a high-producing agent to a scalable business owner ✔ Using Answer Engine Optimization to get more eyes on your property listings ✔ Fostering lifelong client relationships that generate a consistent stream of referrals ✔ Becoming the definitive national authority in a specific real estate niche Connect with Steve Houck YouTube: https://www.youtube.com/@TheSteveHouckTeam Facebook: https://www.facebook.com/TheSteveHouckTeam Instagram: https://www.instagram.com/thestevehouckteam LinkedIn: https://www.linkedin.com/in/the-steve-houck-team Connect with Bill Gross YouTube: https://www.youtube.com/@billgrossprobate?sub_confirmation=1 Facebook: https://www.facebook.com/BillGrossProbate Instagram: https://www.instagram.com/BillGrossProbate Linkedin: https://www.linkedin.com/in/BillGrossProbate Website: https://www.thelaprobateexpert.com/ Connect with Gary Lanham Website: https://www.garylanhamgroup.com/ YouTube: https://www.youtube.com/@garylanhamgroupsouthflorid8816 Instagram: https://www.instagram.com/garylanhamgroup Facebook: https://www.facebook.com/GaryLanhamGroup/# ⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/ Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature. #RealEstateSuccess #ProbateRealEstate #AnswerEngineOptimization #RealtorTips #RealEstateAI #DigitalMarketing #BusinessGrowth #ClientRelationships #Ben #SteveHouck #BillGross #GaryLanham

August 20, 202633 min

Building Trust and Winning Clients with Gary Sinderbrand

What does a degree in abnormal animal behavior teach you about winning high-net-worth clients? Financial advisors and real estate agents share the same core business model: trust. Today, Gary Sinderbrand shares how he went from zero sales experience to managing a third of a billion dollars in client assets. We break down the psychology of winning high-net-worth clients, why prospects choose the person over the firm, and how to construct a business that will outlast you. 🎤 Featuring: GARY SINDERBRAND Gary Sinderbrand is the founder of Better Path Training and host of the podcast If the Public Only Knew. He started his career at Merrill Lynch with no sales experience, ultimately managing over a third of a billion dollars in client assets. He co-created the Payne Sinderbrand program, shaping the careers of more than 12,000 financial advisors. 💡 What You’ll Learn in This Episode: ✔ Leveraging unconventional backgrounds into massive sales success ✔ Managing high net worth client assets effectively ✔ Developing peer-based training programs for your team ✔ Building trust as the absolute foundation of relationship-driven sales ✔ Winning high net worth clients through personal connection ✔ Creating a resilient business model that outlasts your involvement Connect with GARY SINDERBRAND: 💼 LinkedIn → https://www.linkedin.com/in/gsinderbrand 🌐 Website → https://betterpathtraining.com/ ⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/ Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature. #HighNetWorth #ClientTrust #SalesPsychology #BusinessGrowth #WealthManagement #RealEstateSuccess #RelationshipDriven #GARYSINDERBRAND

August 18, 202629 min

From Top Producer to True Business Owner

What happens when you strip away your social media? Three top-producing agents reveal the unseen systems that actually drive their referral engines. Join top-producing agents Thom Tillier, Dominique Magee, and Jon Schaefer as they reveal the hidden systems behind their massive real estate success. From Thom's Florida relocation YouTube empire and Jon's team-driven, off-social approach, to Dominique's community-focused master plan that overcame industry discrimination, this episode is packed with actionable strategies. Learn how to transition from a burnt-out solo producer to a true business owner by mastering delegation, building financial algorithms, and planting the seeds for long-term passive income. 🎧 Hosted by: Bens 🎤 Featuring: 1. Thom Tillier 2. Dominique Magee 3. Jon Schaefer 💡 What You’ll Learn in This Episode: ✔ Establishing yourself as a category of one in a heavily saturated market ✔ Building an unshakeable reputation that outlasts social media trends ✔ Cultivating fierce loyalty by educating underserved local communities ✔ Transitioning seamlessly from a burnt-out high producer to a scalable business owner ✔ Designing financial algorithms to protect your income during market shifts ✔ Leveraging backend systems and support teams to dramatically improve client experiences ✔ Creating a ten-year master plan for passive income and long-term community influence Connect with Thom Tillier: Website → https://www.tamparelo.com/ YouTube → / @tampafamilyliving Instagram → / thomtillier LinkedIn → / thomtillier Connect with Dominique Magee: Website → https://classicsouthernrealty.com/use Instagram→ / positivelydee Facebook→ / dominique.magee.890258 Connect with Jon Schaefer: YouTube: / @jonthehomeguy Instagram: / jonthehomeguy LinkedIn: / jon-schaefer-465751331 Zillow: https://www.zillow.com/professionals/real-estate-agent-reviews/ Website: https://jon.smartdenverhomesearch.com/ ⭐ Produced by Icons of Real Estate - https://iconsofrealestate.com/ Subscribe, leave a review, and email podcast@iconsofrealestate.com to apply or nominate for a feature. #IconsOfRealEstate #RealEstateInvesting #RealEstateBroker #CommunityDevelopment #RealEstateTeam #PropertyManagement #FloridaRealEstate #RealEstateGrowth #TopProducer #RealEstatePodcast

July 2, 202625 min

90% Buy a Business They Never Considered | Franchise Secrets

When most people hear “franchise,” they think fast food. Jon Ostenson thinks bigger — and quieter. In this episode, host Jim Remley sits down with the CEO and founder of FranBridge Consulting, who calls himself “a real estate broker, but for franchises,” to unpack the world of non-food franchising and why it’s become a favorite diversification play for real estate investors. Jon breaks down the “boring” businesses quietly throwing off cash — property services, home services, senior mobility, B2B niches — why “non-sexy is the new sexy,” and how the executive (semi-absentee) model lets you own a business without running it day to day. We also cover what it really costs to get in, the misconceptions that trip people up, the red flags to watch for, and the tax advantages that pair so well with real estate. 👉 Free resources & Jon’s book “Nonfood Franchising”: FranBridgeConsulting.com Chapters below 👇 | New episodes of Icons of Real Estate every week — subscribe & turn on notifications.

June 25, 202628 min

The Future of Real Estate Has NO Dashboards (AI Transaction Management)

Most agents didn’t get into real estate to chase signatures and send follow-up emails at midnight — but that’s what the job has become. In this episode, host Robert Kennedy III sits down with Kristen Thompson and Michelle Schubert, co-founders of Subi, the AI-powered transaction platform built on one idea: let the robot do what the robot can do, so the human can be human. They break down how Subi turns ~an hour of post-contract admin into about two minutes — reading the purchase agreement (even California’s 160-page version), loading every contingency and deadline onto your calendar, dropping documents into your TMS, and drafting your escrow and client emails for you to approve. We also get into why the future of software is “no dashboards,” what an agent’s job looks like in three years, and a first look at Cadet — their crowdsourced AI skills engine. 👉 Learn more about Subi: oksubi.com Chapters below 👇 | New episodes of Icons of Real Estate every week — subscribe & turn on notifications

June 18, 202637 min

Stop Driving the Market | Doug Sullinger, Basil AI

Commercial real estate brokers are still driving around neighborhoods looking for properties. In 2026. Doug Sullinger — 30 years at Oracle, IBM, and Dun & Bradstreet — watched it happen and built Basil AI to fix it. Basil is an agentic AI platform that covers every parcel in the United States with 150-200 verified data points. Brokers type in what they're looking for, and the platform returns the best sites with feasibility scores and financial underwriting — in minutes. In this interview, you'll learn: • Why commercial brokers are still "driving the market" — and why that's about to end • How intent data generated 4 offers from 100 contacts in 2 days • How Basil covers every US parcel with 150-200 verified, multi-source data points • Why open AI models pulling from the internet can't compete with proprietary cleansed data • The Georgia Tech partnership training the next generation of CRE brokers • How a broker with 9 months of experience closed a $5M industrial deal using Basil • Where AI in commercial real estate is headed — LOI creators, OM builders, CRM integration "One tank of gas can pay for a month of Basil. There's your ROI — just from not driving around." Try Basil AI: basil.ai Free trial available — use it on your first deal 🏠 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 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.com Learn self storage: selfstorageincome.com AJ 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