What You'll Learn

How Will grew a team to 34 agents with 94% retention while still producing personally. The "J curve" between 4 and 20 agents that quietly kills most real estate teams — and how his team clawed out of it. The two team models that actually work in this business (and why everything in the middle collapses). What "I'm not selling my team" means as a philosophy, and why so many broker-owners regret building to exit.

Episode Breakdown

0:59 — Intro

1:42 — Meet Will Holder — 7 months at Real, entire brokerage moved by January 2026

2:48 — From Trinidad to Delaware County: the immigrant origin story

4:40 — Going full-time in real estate in 2015 with a wedding six months away

5:27 — The rough first six months (and the wife who vetoed the second job)

6:40 — Year one: 36 sales at a $147K average price point

8:30 — Hiring the first assistant and jumping from 45 to 70 sales

9:43 — When a past client asked to join a team he didn't have yet

10:56 — The brutal math: 70% of agents didn't sell a home last year

11:36 — "You'll make better money at Walmart than in real estate under $3M"

13:07 — 34 agents, 13 backend staff, still in production

13:28 — Leaving RE/MAX: the multi-state licensing trap that made the model impossible

15:42 — Where the American brokerage is headed: industry compression + AI disruption

19:24 — The anti-off-market rant: why private listings quietly hurt sellers

28:33 — The two real estate team models — and why the middle dies

30:46 — The J curve: why teams between 4 and 20 agents lose money

32:34 — The $2.5M-to-$11M-in-April tire-slashing coaching story

39:37 — "I'm not selling my team" — the anti-exit philosophy

44:00 — Breaking news mid-episode: Real Broker acquiring RE/MAX

46:34 — Wrap-up (with a Part 2 promise)

Why This Episode Matters

Whether you're a solo agent thinking about scale, a team leader stuck between 4 and 20 agents wondering why the math keeps not working, or a broker-owner starting to feel the weight of your own model — Will's story is one of the most honest team-building conversations you'll hear this year. Two team leaders. 94% retention on one side, a former RE/MAX franchise on the other. And a shared thesis about where every agent, team, and brokerage is heading.

Resources Mentioned

Real Brokerage — Will's home since August 2025 (team) / January 2026 (brokerage)

Real acquiring RE/MAX — announced live during the recording

Rich Dad Poor Dad by Robert Kiyosaki — the book that first cracked Will's W-2 mindset at 25

The Millionaire Real Estate Agent (MREA) by Gary Keller — discussed as the team-building playbook that helped some agents and hurt others

Arnold Schwarzenegger's autobiography — Will references how Arnold sought out a coach as a teenager in 1960s Austria

The J curve — the business framework Will uses to describe team-building unprofitability between 4 and 20 agents

NAR settlement (2024) — discussed re: independent broker-owner liability

👇 Are you an agent who wants to actually talk shop?

Seth takes a few open conversations a month with agents thinking about their next move — whether that's joining a team, switching brokerages, exploring Real Broker, or stress-testing the math on their current setup. No pitch. No pressure. Just an honest 30 minutes, agent to agent.

📅 Book a chat: Make Your Own Key Podcast – Guest Interview - Seth Lejeune

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Your key. Your move.

What You'll Learn

How Becky built a $42M, $700K GCI team and what changed when she stopped renting space from a brand and started owning her business. Why "no one hires a logo" and what that means for your value proposition. The KW profit share vs Real revenue share math over a decade (you'll want to be sitting down). What broker support actually looks like when a deal goes sideways — and what it looks like when you have to email someone and wait three business days.

Episode Breakdown

1:01 — Intro

1:44 — Meet Becky Bostic

2:55 — From Aldi district manager at 23 to "I hated my W-2 life"

4:47 — Getting licensed in Ohio in 2012 with no network and no map

5:10 — Rookie of the Year on 24 homes — all built through open houses

7:56 — Building the team: $42M in volume, $700K personal GCI

8:50 — The Real introduction (while six months pregnant) and the 13-year KW reckoning

11:30 — "You're not growing if you're not uncomfortable"

12:34 — How Real changed her view of revenue: stock, revenue share, attraction

13:00 — The random agent who named her as his sponsor — without ever meeting her

17:30 — "Too good to be true" — even her skeptical team came around

19:00 — Onboarding at Real in one hour vs days at KW

20:48 — The 3-acre vs 5.1-acre disaster and what real broker support looks like

24:20 — Who belongs at Real (and who absolutely doesn't)

28:46 — The future of the American brokerage: the KW consolidation prediction

33:30 — KW profit share vs Real revenue share: a decade of math

36:44 — Compass + Anywhere: the harbinger of what's coming

40:36 — "No one hires a logo"

41:50 — Why you shouldn't stay at any brokerage more than 9 years

43:35 — Same-day commission payouts vs the KW office check pickup

46:39 — Wrap-up

Why This Episode Matters

Whether you've been at the same brokerage for two years or fifteen, this conversation forces a question most agents avoid: is your current brokerage the best place for your license — or just the most familiar? Becky and Seth talk through the cost of staying loyal to a brand instead of staying loyal to your business, the realities of switching with a team in tow, and what actually changes when you stop paying for offices nobody uses.

Resources Mentioned

Real Brokerage — Becky's home for four months and counting

Real Luxury Division — the credentialing program that triggered her first unsolicited sponsor request

Lofty CRM — included at a Real-discounted rate

Real Mail — direct-mail postcards, same backend Command used

Follow Up Boss — Becky's longtime CRM of choice

Resend — Real's transaction + compliance platform

Compass + Anywhere Real Estate acquisition — discussed as a market signal

Rise — Real's annual conference

👇 Are you an agent who wants to actually talk shop?

Seth takes a few open conversations a month with agents thinking about their next move — whether that's joining a team, switching brokerages, exploring Real Broker, or stress-testing the math on their current setup. No pitch. No pressure. Just an honest 30 minutes, agent to agent.

📅 Book a chat: Make Your Own Key Podcast – Guest Interview - Seth Lejeune

📲 Follow Make Your Own Key

YouTube: Hit subscribe and turn on notifications

Instagram: @‌makeyourownkey

Spotify / Apple Podcasts: Search "Make Your Own Key"

Your key. Your move.

What You'll Learn

What it actually takes to run a 47-agent independent brokerage — and why even doing it well isn't worth it anymore. Why "the brokerage is now a support system, not an overarching company" — and how the power dynamic between agents and brokerages permanently flipped. What Tim tells anyone considering starting their own shop today (it's almost always "don't"). Where 5-7 mega-brands will land in the next 10 years, and why your specific logo doesn't matter.

Episode Breakdown

1:05 — Intro

1:47 — Meet Tim Garrity

2:32 — From his dad's mortgage office at 23 to losing his Pulte job in 2009

3:39 — Getting licensed + Brown McKinney: learning the investor game, not scripts

4:56 — Starting Copper Hill Real Estate at the end of 2014 — three founders, one row home

5:25 — Scaling to 47 agents and $100M volume by 2022

6:22 — When the partnership unwound: choosing to sunset the brand rather than rebuild

6:59 — Stumbling onto Real at 46: "an entrepreneur skeleton" for a seasoned operator

9:31 — From broker owner to salesperson: the mindset shift nobody talks about

13:35 — "The brokerage is now a support system, not an overarching company"

19:24 — The power flip: "Are you the right brokerage for me?"

23:51 — What Tim tells anyone thinking about starting their own brokerage today

25:50 — The broker owner who white-labeled under Real and finally felt light

26:37 — How the NAR settlement made independent brokers' lives even harder

28:19 — The hidden killer of independent brokerages: the back office

30:49 — The future of the American brokerage: 5-7 mega-brands in 10 years

31:36 — "All those Compass and Anywhere brands are gone" — what's actually happening

33:48 — Dave Liniger and the RE/MAX cap-model blackballing of the '80s

35:29 — The mall analogy: how brokerage consolidation will actually play out

36:54 — Wrap-up

Why This Episode Matters

Few agents have actually been on every side of this business — mortgage origination, broker of record at a 47-agent independent, and back to representing clients directly. Tim has. This is the conversation for any agent who's ever romanticized starting their own brokerage, any team lead questioning whether their next move actually frees them up or just hands them new problems, and any operator trying to understand which brokerage brands will still be standing in five years.

Resources Mentioned

- Real Brokerage — Tim's home after sunsetting Copper Hill

- Copper Hill Real Estate — the independent Tim co-founded in 2014, sunset in 2023

- Brown McKinney — the small Brewerytown independent where Tim cut his teeth (shout-out to Rudy Brown)

- Pulte Homes — where Tim was production manager for the mortgage department for six years

- LaSalle University MBA — finished while building his first year in real estate

- Rise — Real's annual conference; Tim's first time attending in 2026

- RE/MAX R4 — the 2020 conference Tim attended in Las Vegas right before the COVID shutdown

- Compass + Anywhere Real Estate acquisition — discussed as the harbinger of consolidation

- Tim's podcast with Mooney — 2.5+ years running, built as a personal-brand exercise

👇 Are you an agent who wants to actually talk shop?

Seth takes a few open conversations a month with agents thinking about their next move — whether that's joining a team, switching brokerages, exploring Real Broker, or stress-testing the math on their current setup. No pitch. No pressure. Just an honest 30 minutes, agent to agent.

📅 Book a chat: Make Your Own Key Podcast – Guest Interview - Seth Lejeune

📲 Follow Make Your Own Key

YouTube: Hit subscribe and turn on notifications

Instagram: @‌makeyourownkey

Spotify / Apple Podcasts: Search "Make Your Own Key"

Your key. Your move.

What You'll Learn

How Justin's eight-year career across three brokerages — KW, Compass, and now three years at Real — shaped his view of agent compensation and where the industry is heading. Why Seth thinks the second iteration of any business model is the one that wins (and what that means for cloud-based brokerages). The two pet peeves every agent commits that drive Justin crazy. The hot take on open houses no listing agent will say out loud.

Episode Breakdown

1:30 — Intro

2:13 — Meet Justin Heath

2:54 — Justin's background: corporate pharma to real estate at 36

5:21 — What he loves about real estate (and the subscription-platform fatigue)

8:28 — Market update: rates spike 5.5 → 6.5, Iran impact, and buyer/seller psychology

14:26 — "Marry the House, Date the Rate" — useful tool or mortgage-officer marketing slogan?

18:47 — Why realtors have a bad reputation: value-prop failure, HGTV, and the post-COVID hangover

26:52 — The future of the American brokerage: consolidation, cloud-based winners, and the pretenders

28:46 — Lessons from Andy Grove & Peter Thiel: why the second iteration of any model is the one that takes off

34:30 — Agent compensation & why brand doesn't matter anymore — "the consumer doesn't give a shit whether you're with Compass, KW, or Berkshire"

37:29 — Pet peeves: unanswered phones, the feedback-form trap, and sloppy offer packets

40:49 — Sunday night offer deadlines rant: who actually benefits (spoiler: no one)

46:60 — The open house debate: what they're really for, and who they actually serve

50:01 — Wrap-up

Why This Episode Matters

Whether you're a solo agent grinding through Sunday-night offer deadlines, a team lead questioning your brokerage's split structure, or a top producer watching the industry consolidate in real time — this conversation names the parts of the business most agents are too polite to say out loud. Two agents, eight years in each, three brokerages between them, just being honest about what's broken and what's worth your license.

Resources Mentioned

Only the Paranoid Survive by Andy Grove — the framework Seth uses to explain why legacy brokerages either rebuild or get bought

Zero to One by Peter Thiel — the "second iteration wins" theory: EXP broke the mold from KW, Real refined it

Real Brokerage, eXp Realty, Keller Williams, Compass, RE/MAX, Berkshire Hathaway — all dissected in the brokerage-consolidation conversation

👇 Are you an agent who wants to actually talk shop?

Seth takes a few open conversations a month with agents thinking about their next move — whether that's joining a team, switching brokerages, exploring Real Broker, or stress-testing the math on their current setup. No pitch. No pressure. Just an honest 30 minutes, agent to agent.

📅 Book a chat: Make Your Own Key Podcast – Guest Interview - Seth Lejeune

📲 Follow Make Your Own Key

YouTube: Hit subscribe and turn on notifications

Instagram: @‌makeyourownkey

Spotify / Apple Podcasts: Search "Make Your Own Key"

Your key. Your move.

This conversation is for any agent who's ever wondered whether bigger is actually better — or whether building smaller and tighter might be the smarter long game.

What You'll Learn How Heather built a team people actually want to stay on, why she capped her growth on purpose, what she looks for when interviewing new agents, and how she's thinking about scaling across multiple states without losing the culture that got her here.

Episode Breakdown

03:00 — Growing Up Inside the Family Construction Business Sunrise Homes, The Real Estate Shop, and the early years that shaped Heather's view of the industry.

04:00 — Cleaning Up After the Contractors With Her Sisters The unglamorous origin story behind a now-thriving real estate career.

04:30 — Dentistry By Day, Real Estate License in Escrow The double-life chapter — and why she finally pulled the trigger.

05:00 — The Team She Ran From (And Why She'll Never Build Like That) The lessons that became her non-negotiables when building her own team.

07:30 — Why She's Capping Her Team at 15 Agents "Any more than that, you're a babysitter." Heather's hiring philosophy and the rockstar-only rule.

09:00 — How She Runs Team Meetings (Less Is More) Why a monthly meeting beats a weekly Zoom — and what she communicates in between.

11:30 — The "Growth For Growth's Sake" Disease Seth and Heather get real about the quiet pressure in this industry to keep adding bodies — and what they're doing instead.

17:00 — The Brokerage Decision Her Whole Team Made Together How Heather made the move — and why every single agent on her team came with her.

20:30 — The One Thing Every Brokerage Should Get Right (But Most Don't) A conversation every team leader and broker needs to hear.

25:30 — The Real Wallet Trick She's Using To Save For Taxes A simple money habit that's already paying off three weeks in.

44:00 — Heather's "This Or That" Round Coffee vs. tea, beach vs. mountains, $1M listing vs. five at $200K — Heather's answers might surprise you. Why This Episode Matters Heather's story is a masterclass in intentional team building.

Whether you're a solo agent thinking about growth, a team leader feeling the squeeze of scaling, or a broker wondering why your top producers feel restless — there's something in here for you.

Follow Make Your Own Key New agent-to-agent conversations drop regularly. Don't miss the next one. Your key. Your move.

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Karen's path into real estate isn't the typical one. Neither is the way she and her husband Joe built (and then evolved) their business through heart attacks, a cancer diagnosis, a 35-agent brokerage, and a major industry shift. If you've ever wondered what it actually looks like to grow a real estate business and a marriage at the same time — this one's for you.

What You'll Learn How a former teacher-turned-jeweler ended up running one of the most respected real estate teams in the region, what nearly two decades alongside a serial entrepreneur taught her about leadership, and the questions every agent should be asking themselves about where they hang their license in 2026 and beyond.

Episode Breakdown

01:30 — Teacher. Jeweler. Real Estate Agent. The career path nobody plans for — and why Joe saw something in Karen she didn't see in herself yet.

02:20 — The Nerf Gun Study Sessions The unconventional way Karen got through real estate school with three little kids at home. (You're going to love this one.)

02:50 — Joe's Heart Attack and the Day Everything Changed The moment Karen went from running the office to selling full-time. Baptism by fire doesn't begin to cover it.

05:50 — Opening Their Own Brokerage in 2010 What it actually takes to launch a business in the worst real estate market in a generation — and the blind faith that made it possible.

07:50 — The Beach Conversation That Started a Pivot July 2024. Joe sits down for the first time in years. What he said next caught Karen completely off guard.

09:00 — How They Interviewed Five Brokerages The process behind a decision that affected 35 agents and 14 years of work.

14:00 — "Do You Feel It?" The moment at a national conference when Joe — a stout, bullheaded Italian who doesn't cry — looked over at Karen with tears in his eyes.

22:00 — The "Calendly Link Avalanche" Seth shares the moment he realized this industry can actually be collaborative — and what happened when he asked one question on a national Zoom.

26:00 — Why The Toscos Have Walked Away From 4 Listing Appointments The non-negotiables they refuse to compromise, even when it costs them deals.

32:00 — Where The Value Actually Lives In A Real Estate Transaction Seth and Karen close with the conversation every team leader, broker, and solo agent needs to hear right now — about what the next five years of this industry will look like, and what agents should be optimizing for.

Why This Episode Matters

This isn't a brokerage commercial. It's a conversation about resilience, partnership, ethics, and what it means to build a real estate career that actually serves your life — not the other way around.

Whether you're at a big box, an indie, a cloud brokerage, or building your own thing, Karen's perspective will hit.

Follow Make Your Own Key New agent-to-agent conversations drop regularly.

Don't miss the next one.

Your key. Your move.

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If you're a real estate agent thinking about team building, brokerage moves, or just trying to figure out what the next chapter of your career looks like — this conversation hits different. What You'll Learn How top-producing agents are quietly rethinking the way they run their businesses, why "the people in the room" is the metric most agents underrate, and what every agent should be optimizing for in the next five years of this industry's evolution.

Episode Breakdown

00:50 — The "Get Licensed, Sell One House, Quit" Story Matt's actual entry into real estate (spoiler: it didn't go to plan).

02:30 — Going All-In: The Move That Changed Everything Why he came back from Florida ready to bet on himself full-time.

03:00 — The Listing Partner Mistake Most New Agents Don't See Coming The pitch that sounds great until you do the math.

05:30 — Saying Yes Before You're Ready How one phone call from a transaction coordinator became the start of a real business.

07:00 — Building a 14-Agent, $70M Team (Without a Clue) The Compass chapter and what scale really looked like behind the scenes.

08:00 — When the Brokerage Math Stops Making Sense The conversation that made Matt and his partner walk away.

11:00 — Why He Stayed Quiet for a Full Year After Switching Brokerages The reputation lesson every team leader should hear before recruiting anyone.

19:30 — The "Ick Factor" of Pay-to-Play Real Estate Culture A pretty honest take on masterminds, gatekeeping, and who actually gets access to the best ideas.

26:00 — Three Days, Zero Recruiting Pitches: The Salt Lake City Story Seth shares the moment he realized this wasn't the same old playbook.

35:30 — The #1 Thing Every Agent Will Need in the Next 5 Years Seth and Matt close with the one non-negotiable — and it's not what most agents are focused on.

Why This Episode Matters Whether you're at KW, Compass, RE/MAX, Berkshire, an indie shop, or anywhere else — the lessons in this conversation are bigger than any one brokerage.

It's about how to think like a real estate entrepreneur, not just an agent. Tune in for the full conversation.

Follow Make Your Own Key New agent-to-agent conversations drop regularly. Subscribe so you don't miss the next one.

Your key. Your move.

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Instagram: @makeyourownkey