Episodios

  • Being Too Salesy Is Costing You Clients, Try This Instead w/ Larry Kendall & Keith Lynam

    Being Too Salesy Is Costing You Clients, Try This Instead w/ Larry Kendall & Keith Lynam
    Jun 4 2025
    Most salespeople think success in real estate means learning how to convince, pressure, and close. The secret to selling more homes isn’t pushing harder, it’s building rapport. Too many agents show up trying to “talk real estate,” when the best agents know that real estate conversations are earned. They don’t lead with listings or beg for referrals. They lead with curiosity. Real estate decisions don’t happen in a vacuum, they happen when life changes. A new job. A baby on the way. A divorce. These life events drive real estate transactions. This is why staying in communication with people, asking about their family, work, hobbies, and goals, isn’t just small talk. It’s how relationships are built and opportunities are uncovered. In this episode, we’re joined by Larry Kendall, the author of Ninja Selling and creator of the Ninja Selling System. With over 50 years in the industry, Larry has trained some of the top-producing agents and teams. How do we use the F.O.R.D method to communicate? What are the 9 habits we have to nurture? Larry breaks down how to stop being salesy, how to create conversations that convert, and the daily and weekly habits that lead to more referrals, trust, and closings. Things You’ll Learn In This Episode -Selling is out and building rapport is in What internal shift do agents need to make to thrive in this market, and why is “stop selling, start solving” more than just a nice idea? -The power of planting seeds You can’t hunt your way through a slow market. How does adopting a farmer’s mindset help build a sustainable business? -The ninja nine that drive revenue What are the 9 daily and weekly habits top-producing agents swear by? -How neuroscience powers relationships How does understanding human psychology and asking the right questions make clients feel seen, heard, and ready to act? Guest Bio Larry Kendall is the author of Ninja Selling. He holds a master’s degree in Business Administration from Kansas State University and has practiced real estate for 48 years. He is one of the founding partners and Chairman Emeritus of The Group, Inc., a Colorado real estate company with 200 sales partners in 6 offices in Northern Colorado. Ninja Selling is a sales training system with over 80,000 graduates in the US, Canada, New Zealand, and Spain. He has taught for 10 years in the real estate program at the Colorado State University College of Business and is 2006 Colorado Realtor of the Year. His book, Ninja Selling, was released in 2017 and became both an Amazon best seller and the #1 New Release in its first week. It received the Axiom Business Book Awards Gold Medal as the best new sales book for 2018. In 2020, Ninja Selling was voted by Inman News readers as the best sales book for the real estate industry. That same year Larry was inducted into the Colorado Business Hall of Fame. Larry’s mission is to help people bring out the best in themselves and their organizations. To learn more, visit https://ninjaselling.com/. Keith Lynam is Vice President of Industry Disruption with the Signature Real Estate Group. Keith is a Past President of the Nevada REALTORS® (NVR), the largest trade organization in Nevada as well as a Past President of Las Vegas REALTORS®. Keith was named Nevada REALTOR® of the year for 2019 and LVR REALTOR® of the year in 2012. Lynam is the only REALTOR® to have served as NVR Legislative Chairman for three sessions, 2009, 2013 and 2023. He also served as NVR REALTOR® Political Action Committee Chairman in 2014 and 2015. Before becoming a REALTOR® in 2004, Lynam owned one of Nevada’s largest independent public affairs firms, running over 80 political campaigns and directing the communications and legislative affairs efforts of some of the largest corporations in the West. Through his custom designed coaching program #BOOMPRODUCERJOURNEY, he has assisted hundreds of top-producing RE agents achieve their ultimate balance in their lives. Connect with Keith on LinkedIn. About Your Hosts Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Uta,h and beyond. Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as...
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    1 h y 1 m
  • Real Estate Branding Secrets from Signature Sasquatch w/ Andrew Lunsford

    Real Estate Branding Secrets from Signature Sasquatch w/ Andrew Lunsford
    May 28 2025
    Real estate agents are a dime a dozen in this country, even in this city. Most are afraid to lean into what makes them different, so they play it safe and blend in. Everyone tells us niching down is the way to stand out, but the agents people remember don’t just have a niche, they have a hook. Andrew Sasquatch Lunsford didn’t just pick a persona, he became it. He legally changed his name, put on a full costume, and built a brand that clients love, remember, and refer. With the market cooling and competition heating up, blending in is the fastest way to get forgotten. If you want people to remember you when they’re ready to buy or sell, you have to give them something worth remembering. How do we build a successful brand and a hook that really gets attention? What mistakes are agents making in this market? In this episode, Andrew Sasquatch Lunsford, or “Signature Sasquatch,” shares how he became a local fan favorite and how his off-the-wall idea turned into a lead-generating, community-building, referral-driving machine. Things You’ll Learn In This Episode -How to turn heads and win hearts with fearless branding How did Andrew end up legally changing his name to stand out in a crowded market? -The hidden ROI of standing out Changing your name and putting on a costume sounds wild, but Andrew made it strategic and profitable. How did he turn a crazy idea into real ROI? -Build up your buyer business Interest rates are up, transactions are down. Is this the perfect time to refocus on buyers? -From introvert to influencer You don’t have to be the loudest voice in the room, you just have to be the one people remember. How did Andrew embrace his personality and find the courage to stand out? Guest Bio Andrew Sasquatch Lunsford is a broker and sales manager at Signature Real Estate Group. The Former Managing Broker of Signature Real Estate Group, Northwest, has been buying and selling Real Estate in Las Vegas since 2004 and has consistently been recognized as one of the top-producing agents in Signature Real Estate Group. Shortly after opening the business with his wife, Rhonda, he aggressively dominated the Real Estate market in Las Vegas and Clark County, selling hundreds of homes while recruiting and growing his team of dedicated REALTORS ®. After many successful years, Andrew and Rhonda decided to sell that business and began building a new team in Southern Nevada, geared toward a more personalized VIP Full-Service Real-Estate experience. Their main focus is Personalized and Exceptional Service that covers every possible aspect of the Real Estate transaction, as this is most clients largest financial purchase of a lifetime. Connect with Andrew on LinkedIn. About Your Hosts Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it has grown and expanded from Las Vegas into multiple offices in Nevada, Utah, and beyond. Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    1 h y 2 m
  • Becoming the Neighborhood Economist: How to Farm With Authority

    Becoming the Neighborhood Economist: How to Farm With Authority
    May 21 2025

    Most agents dream of dominating a neighborhood, but few actually do, and it’s not because they’re incapable.

    They pick the wrong area, send postcards sporadically, hold one open house, and then disappear.

    Farming isn’t a one-time marketing tactic, it’s a long-term commitment to becoming the trusted name in a community.

    The person they think of when they wonder what their home is worth. The agent they reach out to if they want to know what’s going on in the market.

    To get this kind of influence in an area, we have to show up consistently, month after month, mailer after mailer, open house after open house.

    When done right, farming transforms you from just another agent into the neighborhood economist of choice, the person who knows the numbers, knows the neighbors, and knows how to get results.

    How do we pick a farming area? How can we leverage social media in our farming?

    In this episode, we break down what it really means to farm a neighborhood and the biggest farming mistakes agents make.

    Things You’ll Learn In This Episode

    -Finding the right frequency for your farming

    Mailing your farm sporadically won’t be enough to get a foothold in that area. How can you be consistent enough that they pay attention to you, and then remember you when they want to list?

    -How to dominate without door knocking

    What does it really take to build a presence in your neighborhood, and can you do it without going door to door?

    -Picking the right farm

    Not all neighborhoods are created equal. What numbers should you look at before investing time or money in an area?

    -The farm you might be overlooking

    Most agents don’t include tenants in their farming efforts. Could you be losing out on future buyers and sellers?

    About Your Hosts

    Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah, and beyond.

    Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry.

    Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    1 h
  • How to Build a Social Media Presence That Brings in Real Estate Leads w/ Kaylynn Kelley

    How to Build a Social Media Presence That Brings in Real Estate Leads w/ Kaylynn Kelley
    May 14 2025
    Real estate agents are finally waking up to the power of having an online presence and how it can be a steady source of leads and clients. But now that everyone’s posting, there’s a new challenge: blending in. When we all use the same templates and trends, we become part of the noise. Home tours and market updates are everywhere, so how do we create content that actually makes people stop scrolling? Social media is important, but only if we’re using it the right way. It should boost our real estate business, not overshadow it. There’s a huge difference between being a real estate agent who uses social media and a real estate influencer. Many agents get that confused and end up losing deals while chasing likes. So, how do you create content that’s both authentic and authoritative? And why is it a mistake to pour all your effort into social media? In this episode, we’re joined by real estate agent, marketing expert, and Chris Bishop’s cousin, Kaylynn Kelley. She shares how she built her online presence, the kind of content she creates, and how it directly fuels her real estate business. Three Things You’ll Learn In This Episode -Don’t lose sight of the basics Social media is a great source of business, but solely relying on it is dangerous - we don’t own these platforms. Why do we still need to do the fundamentals, like reaching out to people? -How to be authentic, authoritative, and genuine It’s easy to make the same content as everyone else. How do we differentiate ourselves and create content people actually want to see? -Real-time CRM vs. actual CRM How do we turn the people who follow and watch our content on social media into actual contacts? Guest Bio Kaylynn Kelley is a real estate agent and marketing expert. Before real estate, she spent 15 years in the tech and digital marketing industry. From brokering high-stakes deals to nurturing invaluable client connections and spearheading global marketing campaigns, Kaylynn mastered the art of strategy, negotiation, and leadership. Now, she channels that same level of expertise and professionalism into serving my real estate clients. As one of only 7% of agents in the United States certified as a Negotiation Expert (CNE), Kaylynn is not just your average Realtor®. She is deeply committed to positively impacting the communities she lives and works in, and contributes a portion of each transaction to her cherished charities and local organizations. Follow @kaylynnkelley on Instagram or email kaylynn@kaylynnkelley.com. About Your Hosts Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah, and beyond. Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    1 h
  • New Brokerage, Same Results? Here’s Why You’re Still Stuck w/ Keith Lynam

    New Brokerage, Same Results? Here’s Why You’re Still Stuck w/ Keith Lynam
    May 7 2025
    It’s easy for a struggling agent to fall into the trap of believing the next brokerage will be the one that finally changes everything. A better split. More leads. A flashier brand. A fresh CRM or marketing package. With every new offer comes the promise of growth, but for many agents, the results never actually change. Why? Because no amount of tools, mentorship, or systems can rescue a shaky business. The truth is: a better split plan or a service benefit has never fixed a business. It can only be fixed when the agent is ready to address their mindset and activities (or lack thereof). Whether you’ve been in real estate for 20 years or 20 days, what drives success is the same - focusing on relationships. No matter how high you climb, you’ll never be above connecting with people. That’s the fastest path to a transaction in this industry. How should agents approach choosing a brokerage? Why do so many brokerages crash and burn when the market shifts? In this episode, VP of Industry Disruption at Signature Real Estate Group, Keith Lynam, returns. This time, he’s putting Chris Bishop in the hot seat! Chris will reveal his journey in real estate, getting involved in leadership, and what brokerages should be doing to stay relevant. Things You’ll Learn In This Episode -What hurts most agents Many agents are constantly seeking greener pastures. What are they actually chasing when they jump ship, and why does it never deliver what they hoped? -The future of brokerages Over the last decade, we’ve seen many brokerages come and go. Why do so many of them crash and burn when markets shift? -The shortest path to a deal In real estate, you can never be too busy (or successful) to connect with people. Why will this always be a relationship business? Guest Bio Keith Lynam is Vice President of Industry Disruption with the Signature Real Estate Group. Keith is a Past President of the Nevada REALTORS® (NVR), the largest trade organization in Nevada as well as a Past President of Las Vegas REALTORS®. Keith was named Nevada REALTOR® of the year for 2019 and LVR REALTOR® of the year in 2012. Lynam is the only REALTOR® to have served as NVR Legislative Chairman for three sessions, 2009, 2013 and 2023. He also served as NVR REALTOR® Political Action Committee Chairman in 2014 and 2015. Before becoming a REALTOR® in 2004, Lynam owned one of Nevada’s largest independent public affairs firms, running over 80 political campaigns and directing the communications and legislative affairs efforts of some of the largest corporations in the West. Through his custom designed coaching program #BOOMPRODUCERJOURNEY, he has assisted hundreds of top-producing RE agents achieve their ultimate balance in their lives. Connect with Keith on LinkedIn. About Your Hosts Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Uta,h and beyond. Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS® in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR® of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    59 m
  • The Biggest Mistakes Agents Make When the Market Slows Down

    The Biggest Mistakes Agents Make When the Market Slows Down
    Apr 30 2025

    Real estate isn't a game of luck, it's a game of systems, persistence, and professional boundaries.

    And that becomes especially clear when the market gets tough.

    When homes no longer fly off the market in under 30 days, that’s when the cracks in your foundation begin to show.

    It's in these slower, more demanding markets that agents get tempted to cut corners.

    Taking on property management "as a favor," agreeing to post notices for tenants, or handling rent-backed deals without the right documentation.

    But here’s the truth: these aren’t just harmless shortcuts. They’re signs that the business isn’t built on systems, it’s built on survival mode. And survival mode won’t carry you through a shifting market.

    These everyday decisions reveal everything. How you handle a tenant-occupied listing. Whether you have a backup agent when you travel. How you structure your buyer agreements.

    They might seem small in the moment, but together, they show whether you’re running a business that can adapt and scale, or one that could unravel under pressure.

    In this episode, we zoom in on timely broker-level issues, from expired agreements to the rise of tenant-occupied sales, unpacking what agents need to know now.

    Three Things You’ll Learn In This Episode

    -Running a business vs. just doing favors

    Listing a rental for free might feel like good service, but it’s a fast track to legal headaches. Why should agents stop treating property management as a “courtesy”?

    -When your buyer agreement expires mid-deal

    How do you protect yourself (and your paycheck) when timelines shift? Why does a paper trail beat a verbal promise?

    -How to keep your business steady when you go on vacation

    Every real estate agent deserves a break. How do we create a backup plan so that our time off doesn’t cost us clients, deals, and future income?

    -Why homes aren’t selling like they used to

    The market is shifting, and homes aren’t selling fast anymore. How do we educate sellers, protect our listings, and use the extra time to double our leads?

    About Your Hosts

    Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah and beyond.

    Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry.

    Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    1 h y 4 m
  • Familiarity: The Hidden Key to Winning Clients in Real Estate w/ Tom Blanchard

    Familiarity: The Hidden Key to Winning Clients in Real Estate w/ Tom Blanchard
    Apr 23 2025
    Real estate might look like it’s about complicated transactions, but underneath it all, it runs on something simpler: trust. In a noisy, oversaturated market, trust is your edge. And sometimes, all it takes to earn it is one small thread of commonality. Maybe you went to the same school. Maybe you share a hobby. That tiny human connection is often the reason someone chooses you over the dozens of other agents they could’ve called. But here’s the thing: you can’t find that thread if you’re hiding. You’ve got to show up. You’ve got to be seen. Not just in just-listed postcards and templated email blasts, but as a real person in your community. So, how do we build more of those moments? In this episode, we’re joined by Tom Blanchard, Managing Broker at Signature Real Estate Group, former President of the Las Vegas REALTORS® Association, and a 40+ year industry veteran. From working as an EMT to becoming a Las Vegas real estate leader, Tom shares how trust, not tactics, is the secret to a sustainable career. Three Things You’ll Learn In This Episode We can’t always save the deal As an EMT, Tom learned that you can’t always get a good outcome. How does this relate to real estate? Become your own billboard Open houses aren’t about getting a specific buyer; they are the best form of advertising a real estate agent has. How do they lead to more business? The best real estate script is life Agents hesitate to reach out to clients because they don’t know what to say. How do we stop procrastinating? Guest Bio Tom Blanchard is a Managing Broker at Signature Realty Group. Thomas served as the President for the Las Vegas REALTORS Association, representing some 15,000 REALTORS in Southern Nevada. He also sits on the Nevada REALTORS Association Executive Board as the 2021 Vice President, as well as the National Association of REALTORS Board as a Director. Tom specializes in the acquisition and disposition of investment-owned and distressed residential real estate, which includes Investment sales, property management, REO, foreclosed, bank-owned, short sale, and other residential real estate since 1995. Tom has spoken nationally as well as on Capitol Hill and has been interviewed by local and national media regarding the national and local housing market. Thomas Blanchard was first elected to the Board of Directors for the Greater Las Vegas Association of Realtors in 2014. Tom is the Las Vegas Chapter Founding-President of VAREP (Veterans Association of Real Estate Professionals). VAREP is a national organization assisting our Veterans in getting the assistance and education needed for responsible homeownership. He also is a member and served on the Board of AREAA (Asian Real Estate Association of America) and is a member of NAHREB (National Association of Hispanic Real Estate Professionals) as well as REOMAC, a national organization dedicated to educating and maintaining higher professional standards for those that work in the housing default industry. Connect with Tom on LinkedIn. About Your Hosts Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah and beyond. Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry. Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    54 m
  • Lessons From a Top Lender: How to Keep Clients for Life w/ Shelly Panzarella

    Lessons From a Top Lender: How to Keep Clients for Life w/ Shelly Panzarella
    Apr 16 2025

    Lenders and real estate agents are in the same business: getting families into homes.

    It’s our job to make the dream of homeownership a reality for our clients - but the work shouldn’t end there.

    The big mistake agents make is thinking the client relationship ends when they hand over the keys. Successful lenders understand the lifetime value of a client. They build a system that wows them at every step, and then they market to them after the transaction.

    When you leave communication gaps between transactions, another agent can swoop in and take your client.

    If we want loyal clients, we have to be loyal professionals first. That way, we’ll always be front-of-mind when a real estate need comes up.

    Lenders like Shelly Panzarella understand this. She’s developed a long-term client appreciation process that spans years - one of the core drivers behind her continued success.

    Also, as a lender, she sees first-hand what real estate agents get wrong and the opportunities they can chase.

    In this episode, the co-founder of Prosperity Lending shares her formula for success and what agents need to do to win in any market.

    Things You’ll Learn In This Episode

    • The one skill every real estate pro needs

      It’s hard to know if your marketing efforts are working if you’re not tracking them. What steps can we take to stay on top of our numbers?

    • Master client appreciation

      Real estate agents miss out on transactions because they underestimate the lifetime value of a client. How do we market to people long after the deal is done?

    • Build a power real estate team

      A successful real estate transaction has many players. How do we assemble a team of exceptional partners?

    • The rise of non-traditional loan programs

      Home affordability continues to be a concern in Nevada. How has this changed how people are buying homes?

    Guest Bio

    Shelly is a lender and co-founder of Prosperity Lending. She has been fortunate to work in the mortgage industry for over 20 years. Starting out as a loan originator and growing her way into managing Operations and Sales, Shelly has been a manager of teams for over the past 18 years and has a proven track record of reaching top rankings for regional, branch, and team production. To learn more, visit https://shellypanzarella.prosperitylending.com/.

    About Your Hosts

    Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah, and beyond.

    Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry.

    Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
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    54 m
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