In this heartfelt episode of The Not So Black and White Real Estate Podcast, we sit down with East Coast powerhouse Mike Espiritu—Realtor, coach, and conduit of transformation—to unpack how empathy, storytelling, and language can redefine the client experience. From growing up with housing insecurity to becoming a top-producing agent and certified trainer under Phil M. Jones, Mike shares how he uses emotional intelligence, powerful questions, and authentic connections to not just sell homes—but to deeply impact lives.

Whether you’re a seasoned agent feeling the industry shift or someone striving to lead with heart, this conversation will remind you what truly matters in real estate—and in life.

🧲 “Make it their idea.” The most powerful sales move isn’t persuasion—it’s helping people discover their own clarity.
🧠 Empathy isn’t optional. In a world of automation, what wins is connection.
📦 Listing packages don’t win clients—your listening does.
🏡 Real estate isn’t about properties—it’s about permanence and peace of mind.
🗣️ The right words build trust, and trust converts.
🧩 Every story matters. Your past isn’t a weakness—it’s your superpower.
💬 “What happened?” “What’s wrong?” The questions you ask can transform relationships.
📚 From cereal-box mazes to fridge magnets, Mike’s journey reminds us why we started.

Sound Bites:
🎙️ “Empathy can’t be faked.”
🎙️ “Don’t flex your stats—flex your care.”
🎙️ “You can’t automate trust.”

Connect with Mike Espiritu
1-506-232-7653
mikeespiritu@kw.com

https://theconduitculture.com

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Podcast Produced and Distributed by AgentInnovationStudios.com

In this episode of The Not So Black and White Real Estate Podcast, we sit down with sales legend Phil M. Jones to explore how the right words, asked the right way, can completely change your real estate conversations. From guiding hesitant buyers through tough decisions to helping agents build trust and clarity, Phil drops powerful, real-world scripts and mindset shifts. Whether you’re a Realtor, leader, or someone who just wants to communicate better—this one’s packed with gold.

1. 🧠 Clarity sells — People don’t buy when they’re confused; great questions create clarity.
2. 💬 “The way I see it…” is a magic phrase to guide tough decisions without pressure.
3. 🏡 Buying a home isn’t just financial—it’s about the future you’ll be grateful for.
4. 🚫 Avoid “hustle language”; instead, make it easy for clients to say yes.
5. 🎯 The best salespeople aren’t pushy—they’re helpful and intentional.
6. ❓ “What happens if you do nothing?” — a game-changing way to spark urgency.
7. 🔄 Repeat objections in your own words to show you’re listening, not just selling.
8. 💡 Scripted doesn’t mean robotic—it means being ready for real moments.
9. 🧩 Every “no” might just be missing information—ask again, differently.
10. 🤝 Trust is built when people feel understood, not just talked at.

Sound Bites:

1. “Clarity is what converts.”
2. “The words you choose, matter most.”
3. “Don’t sell—guide the decision.”

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Podcast Produced and Distributed by AgentInnovationStudios.com

✨ Episode Description:

In this special episode of The Not So Black and White Real Estate Podcast, we take you inside the electric atmosphere of the KW Canada Gala 2024! 🏆🇨🇦

We sat down with award-winning Keller Williams agents from across the country to uncover the stories behind their success. From game-changing strategies to personal breakthroughs, this episode is packed with raw insight, inspiration, and real estate wisdom you won’t hear anywhere else.

🎧 In this episode, you’ll hear:

• What it takes to thrive in today’s real estate market
• How top agents stay motivated and focused
• Powerful advice for new and seasoned professionals alike
• Unfiltered moments and behind-the-scenes reflections from the Gala

Whether you’re an agent looking to level up or a fan of great success stories, this episode will leave you fired up and ready to grow 💥

🛎️ Don’t forget to subscribe, share, and leave a review — it helps us reach more amazing listeners like you!

#KWCanada #RealEstatePodcast #KWGala2024 #RealtorLife #NotSoBlackAndWhitePodcast #TopAgents

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Podcast Produced and Distributed by AgentInnovationStudios.com