The Aaron Novello Podcast

Hosted by Aaron Novello

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Episodes

591

Latest episode

Jul 2026

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EN-US

About the show

Welcome to the Aaron Novello Podcast!Are you looking to master the art of real estate sales?Do you want to level up your business and lifestyle?You are in the right place!Aaron and his guests share winning real estate sales strategies and techniques and show you how to win the inner game that leads to financial freedom.Get ready.Here is your host, top producing real estate agent and coach to some of the top agents in the U.S. and internationally, Aaron Novello.

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60 recent

July 6, 202630 min

Use a Virtual Assistant for Real Estate Prospecting (Here's How)

You're grinding harder than ever and your production is still going down. If you're using a virtual assistant for real estate prospecting and still doing half the work yourself, you're solving the wrong problem.High-level agents solve the biggest problem in the equation and delegate everything else. Most agents are stuck doing courthouse runs, organizing spreadsheets, manually pulling probate leads, and presenting offers the second they hit their inbox, all while their prospecting block gets eaten alive. That's not a work ethic problem. That's a systems problem.In this office hours session we break down exactly what needs to change:✅ Why real estate prospecting systems built around expired listings are giving you diminishing returns and what to switch to instead✅ The $2 per file courthouse model that handled probate prospecting at scale without the agent touching a single spreadsheet✅ How to use a virtual assistant for real estate prospecting the right way, what to outsource to Upwork, what to hand to a managed ISA company, and why doing it in-house usually costs you more than it saves✅ The real reason expired listings vs probate is not a close comparison anymore and what the data from the last 24 months actually shows✅ How real estate time blocking protects your prospecting hours when everything else is screaming for your attention✅ How to handle the commission objection without internally wincing and what the right mindset shift actually looks like✅ Delegating real estate tasks to the right people so your margin goes up while your hours go down✅ How to structure motivated seller leads conversations so you know whether you are looking at a retail deal or a creative deal before you ever pitchYou solve bigger problems, you get bigger checks. Stop carrying what someone else can handle for $2 a file.

July 5, 202610 min

Why Sellers Ignore Your Comps (And How to Fix It)

Your sellers aren't being stubborn. They're running seller psychology real estate agents almost never learn to recognize, and it's costing you listings.The endowment effect and motivated reasoning are happening in every pricing conversation you have. Your seller isn't ignoring your data because they're difficult. They're ignoring it because their brain is wired to protect what they own and seek out only the evidence that confirms what they already need to believe. When you understand that, everything changes.This session breaks down exactly what's happening psychologically when a seller won't move on price, and gives you a precise system to work with it instead of against it.✅ Why how to present comps to sellers is less about the data and more about the sequence you use to deliver it✅ The endowment effect in real estate explained, and how naming it gives you the exact counter-move✅ How motivated reasoning makes sellers selectively blind to your best evidence and what to do when you see it happening in real time✅ The listing presentation psychology shift that moves you from authority figure to collaborative partner, and why that change gets you better pricing faster✅ Why the overpriced listing conversation never works when you lead with your strongest comp first✅ How consultative selling in real estate replaces friction with self-discovery so sellers arrive at the right price on their own✅ The comp ordering strategy that neutralizes the toughest pricing conversation with sellers before the objection even surfaces✅ What agents get wrong about seller psychology real estate training, and the one mindset shift that makes the rest of this clickIf you want to master sales and persuasion at the listing table, you have to know the psychology operating in that room. The obstacle is the way.

July 4, 20269 min

I Did 100 Deals a Year. Then the Market Changed.

Your listing appointment tips are only as good as the strategy behind them. If your results have dropped and you're still running the same playbook you used two years ago, the market didn't fail you. Your strategy did.I learned this the hard way. I was 26, making $150K, doing 100 transactions a year. I thought I had it figured out. Then the market shifted and everything I had built stopped working overnight. What I did next changed the trajectory of my entire career and it will change yours too if you're willing to be honest about where you actually are right now.Here's what this session covers:✅ The truth about why your real estate listing presentation tips are not converting the way they used to and what to fix first✅ How to build a real estate competitive advantage so strong that other agents psych themselves out before they even walk into a listing appointment against you✅ The specific real estate niche strategy I used to go from zero probate knowledge to 4 listings a month in under 90 days✅ Why getting listings in a tough market comes down to one decision most agents refuse to make✅ How a cash offer program works as a motivated seller filter so you stop chasing cold leads and start closing people who actually need to sell✅ The expired listings opportunity that explodes every time inventory climbs and how to position yourself to capture it before anyone else does✅ What it actually takes to dominate your real estate market when everyone around you is waiting for things to go back to normalThe agents winning right now are not working harder. They changed what they do. This is how

July 2, 202618 min

Why Agents Lose Listings Before the Appointment Ends

Most agents walk out of a listing appointment thinking they did well. Then the seller ghosts them. These are not bad markets, these are real estate listing appointment tips most agents never learned because nobody told them the game is won or lost before you ever ask for the signature.The blocking and tackling of real estate has not changed. You still have to prospect, show up, and close. But the agents who are winning right now are not better talkers. They are better pattern readers. They walk into every appointment and immediately identify every open door, every objection exit the seller could use, and they close those doors before the seller ever thinks to use them.Here is exactly what this covers:✅ Why your real estate lead generation strategy has to shift right now and which lead sources are producing in a compressed market✅ How past clients and their sphere are your highest probability pipeline if you bought between 2022 and 2024✅ Why probate leads and motivated seller pools are where qualified, ready-to-move sellers are hiding right now✅ The specific framework for real estate objection handling before objections are ever voiced, property managers, competing agents, commission, all of it✅ A complete breakdown of how to get more listings in a slow market by targeting the people inflation is already squeezing toward a decision✅ How to close a listing appointment by systematically eliminating every exit until signing is the only logical next step✅ Why real estate agent prospecting tips that worked in 2020 are actively working against you today and what to replace them withThe market is not your problem. Your pipeline and your process are. This fixes both.

June 29, 202611 min

CMA Roleplay: Get Sellers to Price It Right

Most agents know their comps are right. The problem is they don't know how to say it. This comparative market analysis roleplay shows you the exact framework that gets sellers to stop arguing and start agreeing, word for word, live, with real-time coaching feedback.Here's what you're going to walk away with:✅ The complete listing appointment CMA script, not a template, an actual conversation you can use tomorrow✅ How to present comps to sellers in a way that makes them feel like they discovered the right price themselves instead of being told what it is✅ The "neighbors did us a favor" reframe that turns overpriced active listings into your most powerful pricing tool✅ The two-part real estate CMA walkthrough structure that frames data as a story, not a spreadsheet✅ How to use the "if you were a buyer" question to shift the seller's perspective without creating any confrontation✅ When to show active listings and when to skip them, and exactly what to say in both situations✅ The Frame, Message, Influence Objective structure that controls every seller pricing conversation from start to finish✅ How to handle soft language and wishy-washy answers in real time so you never lose the room againThis is a real estate coaching roleplay, not a lecture. You'll watch the conversation play out, hear the coaching corrections happen live, and understand not just what to say but why it works. That's the difference between memorizing a script and actually owning the skill.If you've ever walked out of a listing presentation unsure whether the seller really bought in on price, this is the video that changes that.

June 28, 202615 min

Stop Losing Listings to "I Need to Talk to My Wife"

You're losing listing appointment objections before you ever walk through the door. Not because your presentation is weak. Because you never curated the room.Most agents spend weeks perfecting their CMA, their pre-listing packet, their delivery. Then they show up and hear "I need to talk to my wife" and the whole thing falls apart. That's not a closing problem. That's a pre qualification for sellers problem. And it starts on the phone, days before the appointment.Here's what this covers:✅ The exact pre qualification questions for sellers that confirm every decision maker will be in the room before you ever show up✅ Why skipping this step is the number one listing presentation mistake agents make, and how to stop making it quietly cost you listings✅ Word-for-word scripts to use when a surprise third party surfaces at the appointment so you can handle seller objections on the fly without losing momentum✅ How to close a listing appointment on the spot by building the right conditions before you arrive, not after the objection hits✅ The question to ask when someone says "I make all the decisions" so you never get blindsided by a missing spouse, partner, or family member again✅ A real-world breakdown of what happens when decision makers are missing from the listing appointment and how one agent lost the deal because of itIf you've been going on appointments, presenting well, and still leaving without the signature, your process drifted. This is how you fix it.The close starts in prequal. Build the room before you walk into it.

June 27, 20269 min

He Took 15 Listings in 6 Months While Working Full Time

Most people think part time real estate agent success requires quitting their day job first. Heath proved that wrong.He spent 19 years in law enforcement, still active on SWAT, and took 15 listings in 6 months while working full time. Not by grinding harder. By getting into proximity with the right people and the right system.Here is what this conversation covers:✅ Why part time real estate agents can outperform full time agents in their first year when they have the right structure around them✅ The honest reason most new agents in their first year of real estate stall out at 2 to 3 deals and stay stuck there in perpetuity✅ What the real estate team vs solo agent debate actually comes down to when you strip away the ego and look at the numbers✅ How to get listings fast as a new agent even when your time is limited and your experience is zero✅ Why joining a coached team is not giving up your independence, it is the same logic a SWAT operator uses to get results that a solo cop never could✅ The mindset shift around detaching from the outcome that keeps new agents from falling apart when the market shiftsHeath came in as a new real estate agent with a full time job and no background in sales. What changed everything was not more hustle. It was proximity to someone who had already taken 2,000+ listings and built the system around him.The real estate coaching results speak for themselves. 15 listings. 6 months. Full time job. No excuses left.If you are serious about listing agent coaching and want to know what it actually looks like when the system works, this is the conversation to listen.

June 26, 202612 min

29 Deals, 1 Niche, Zero Real Estate Experience

Most agents aren't bad at real estate cold calling scripts. They're practicing the wrong thing entirely, on the wrong leads, in the wrong niche.A former firefighter with zero real estate experience closed 29 transactions in his first active year using one system. He didn't have my database. He didn't have my sphere. He had probate, a role play schedule, and someone further down the path willing to show him how the game actually works. He retired from the force. That's not a motivational story. That's a blueprint.Here's what this session covers:✅ Why probate real estate listings consistently outperform every other lead source, and the math behind why sellers in probate have no choice but to transact✅ How to build a real estate prospecting system that puts you in control of your own leads instead of paying platforms that raise prices the moment you depend on them✅ The exact real estate lead sources ranked by probability, and why chasing optional sellers in a tightening market is the fastest way to get exposed✅ What a real real estate agent coaching relationship actually looks like versus buying access to a course and hoping something sticks✅ The role play schedule that separates agents who sound natural on the phone from agents who are still winging it, and why niche lead generation without practiced scripts produces nothing✅ How to position yourself with sellers when the market shifts and most agents around you are confusing luck with skillThe agents who survive what is coming are not the most charming or the most connected. They are the most adaptive. Probate leads give you a niche that forces transactions. Scripts give you a skill the market cannot take away. The combination is how you get real estate listings when everyone else is waiting for the phone to ring.Stop waiting. Start building.

June 22, 20266 min

Why Probate Agents Fail (It's Not Your Scripts)

If you've been asking is probate certification worth it, I'm going to give you the honest answer most people in this space won't say out loud.It's not.Not because the information is bad. Because the letters mean nothing to the family on the other end of the phone. Consumers don't know what those designations are. They don't care. What they care about is whether you sound like you actually know what you're talking about when you're sitting across from them in the hardest moment of their life.That's what this is really about. And if you're grinding probate real estate for agents content looking for the edge that's going to change your numbers, this is it.☑️ Why mastering probate real estate has nothing to do with letters behind your name and everything to do with the legal language you speak on the call☑️ The difference between testate and intestate and why understanding that procedural layer is your actual differentiator as a probate lead source for agents☑️ What probate prospecting strategy actually looks like at a high level versus what most agents are doing wrong right now☑️ Why the agents who learn to dominate probate leads are the ones who went through the hard part of learning the legal process instead of skipping it with a certification shortcut☑️ The real reason most probate scripts for agents stop working before you ever get to the close and what fills that gapMost agents approach probate from a pure sales angle. They learn what to say. They don't learn the game. And the family on the other end of that call knows immediately. You can feel when someone actually knows what they're talking about. That feeling is what builds trust. That trust is what books appointments. No certificate gives you that. Mastery does.This is what separating yourself in probate real estate actually looks like.

June 21, 20267 min

When a Seller Says "We Need to Pray About It"

Every real estate training program covers "I need to think about it" and "I want to interview other agents." None of them teach you what to say when a seller looks you in the eye and says they need to pray about it. That is a faith based seller objection, and most agents either freeze, apologize, or walk out the door without the signature.I've handled thousands of listing appointments. This one caught me off guard the first time too. So I built a framework that actually works, and it respects the seller's faith instead of fighting it.Here's what you'll get in this episode:✅ The exact script I use to handle a faith based seller objection without manipulation or awkwardness✅ The three decisions every seller has already made before you ever bring out the paperwork, this is the core of my real estate objection handling approach and it works on far more than just faith-based hesitation✅ Why the biblical principle "God blesses first, then he gives the assignment" is not just a spiritual idea, it's the logical close that converts a delay into a decision✅ A full live role-play so you can see the listing appointment objections framework in action, word for word, the way I actually run it in the field✅ How to position yourself as a real estate agent handling seller objections with confidence, even when the conversation gets personal or spiritual✅ What to do when a seller says they need to think about it, talk to their spouse, or any other version of "not yet", because the same three-decision structure closes all of themThis is a real estate objection handling script that no major coaching program has ever put on camera. If a seller has ever said anything close to "we need to pray on it" and you had no answer ready, this video is built for that exact moment.The framework is simple. The close is real. Listen the role-play and steal it.