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The HyperFast Agent Growth Show
The HyperFast Agent Growth Show gives you the exact strategies top real estate agents and industry leaders use to scale their sales, teams, and income. Hosted by billion-dollar agents Dan Lesniak and Keri Shull, each episode delivers tactical, AI-powered systems you can implement immediately. Dan and Keri have hosted over 600 episodes of the HyperFast Agent Show before relaunching this podcast to deliver world class training to agents on what is working right now in the real estate market. They have sold over 5,000 homes, coached thousands of realtors and helped real estate agents profitably scale businesses across the world.
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The HyperFast Agent Growth Show
HyperFast Summit 2026: Agent Growth Lessons From The Main Stage
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Dan Lesniak brings listeners back to the HyperFast Summit for another featured panel with Karen Hall, Magalie Patterson, James Buckley, Nick Bush, and Nicole Saeed.
Interviewed by one of the top title representatives in the industry, this panel shares practical insights from agents and leaders who are actively building successful businesses in today’s real estate market.
If you missed the HyperFast Summit in person, this episode gives you access to real world lessons, growth strategies, and takeaways from the summit stage.
Alright, welcome back to the Hyper Fast Agent Growth Show. For today's episode, we're taking you back to the Hyper Fast Summit, which was just held a few months ago. So if you missed out on seeing that amazing event in person, well, here's a chance to get some of the lessons that you would have learned if you were there. So we've got another panel up. If you guys listened to the last episode, you saw an amazing panel. This one's just as amazing, right? We've got Karen Hall, Magalie Patterson, James Buckley, Nick Bush, and Nicole Saeed being interviewed by one of the top title reps in the entire industry. So sit back, relax, get your pens out, take notes. You're gonna learn a lot and have fun. See you guys.
SPEAKER_04Welcome to the Hyper Fasting Productions, we'll go through differently.
SPEAKER_03He goes, What are you gonna do, man? I said, Whatever I want. Alright, so we just heard from a top producer. Now we're gonna hear from six more. What do you think about that? You're right here. All at the same time. Let's give the crew a round of applause here for putting this thing on. This thing is unbelievable. So this next panel brings together agents who are winning in different markets with different models, and they're gonna share what's actually working right now. Okay? So moderating the conversation is Kat Hoke, and joining her on stage is Karen Hall, Magley Patterson, Nick Bush, James Buckley, and Nicole Saeed. Give them a round of applause, everybody! There they are, all right. Come on up.
SPEAKER_08Thank you so much. Hi, I'm Cat Hoke. I'm with Allied Title, and I am so thrilled to be here with each of you. So if you're ready, let's just get right into it. Um we have a very diverse group of top agents here. I'm thrilled to be moderating, and you're all with different teams, different brokerages. So I want to just dive in for a question for each of you, all panelists. What is currently driving your business? Fear, social media, teams, paid leads, what right now is actually producing results? I'll start with you and hand it down.
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SPEAKER_07Hi everyone, my name is Maggie. What's really driving our business right now is actually having conversations that drive relationships. Most importantly, about how a little bit half of more of our business are referrals past clients, and the other ones are going to be PPC and Reddit.
SPEAKER_05Hi, I'm Nicole Saeed. Um I think what's driving my business right now is thinking outside the box, um, solving problems instead of just being a real estate agent.
SPEAKER_02What's driving my business is here, it's hands down the biggest growth that I've had over the last 12 months. Uh and it's touching people in all of the platforms and all of the ways uh and reaching out to them.
SPEAKER_06Hi, I'm Karen Hall. I am a broker team leader, but also I do about 30 million consistently in my own personal production. That is 98% referral, and 2% is from one postcard campaign that we run.
SPEAKER_00Hi, my name's Nick Bush. Um what's really driving my business is uh social media, I'm sorry, is sphere of influence. So I do a lot of repeat business with my clients, so just staying in touch um organically. Also, we leverage our tech uh our tech stack to see who's engaging and opening and looking at home values, and we go talk to those people. So, really just using the tech stack intelligently um to figure out how to continue to build a relationship with our past clients.
unknownSorry?
SPEAKER_08Hello? A lot of great answers there, thank you. Um, this next question is for Karen. I did a little research. You have positioned yourself, it's really impressive, around military recall uh recollection. How much of your business comes from that niche? And was that intentional, or is that something that's developed over time?
SPEAKER_06Um so kind of both intentional and developed. Um I got my license in 2004. It'll be just PCS tier. I didn't know anybody in Virginia, and I didn't know anything about real estate, but I knew that the needs of the military community was different and that I got it. I went out, bought an H2 Hummer, it was bright yellow, put military specialist and my name all over it. Um and that has just tightened. My my biggest gratitude that I have is that from day one I had the confidence to go all in and just become the subject matter expert on one thing. And that's still 98% of my business today. So that is the best decision. And now we've evolved all the way to the name of our company and team is Foxtrot Company to just be loud and proud and draw in anybody that's in the military community. So yeah.
SPEAKER_08Thanks, Karen. This next question is for Nick and James. If you had to start over tomorrow with zero pipeline, all over, nothing in the pipeline, what would you do first? And how quickly do you think that would realistically convert? So, two questions there for you.
SPEAKER_00When people ask me this question, I think about it like if I had to move to an entirely different market, how would I um build my business? And I think the easiest, best, and uh most cost-effective thing is to do open houses. Um and the way I would do it, at least in this market, is I would do an open house on Saturday, 11 to 1, and I would do another one at 2 to 4, and I would do the same thing on Sunday. And then a lot of times you can get Thursday open houses as well because that's when houses are going on the market. Um and I would meet probably 20 to 40 people um every week, and then I would create a system to uh to you know reach out to those people, follow up, and I think that that would probably turn into business. I mean, in the next 90 days, and after six to nine months, I'd have a super full pipeline and probably be outpacing all of the agents in the market.
SPEAKER_08James, same question.
SPEAKER_02I'm gonna get real creative here and I'm gonna say the open house. Um, but I'd use the open house as the hub and then build everything around that. So circle prospect over the phone and door knock uh and and everything else around it. Uh, you know, page social media uh through Vortex, geo leads, and just build everything around that. Invite my sphere uh and have a sphere party um at the open house uh and uh neighbors only, but just have everything centered on the open house.
SPEAKER_08Open house, write that down. Um this next question is a kind of a tricky one. Where do you think, and this is for everyone, where do you think agents are wasting the most time right now? And what is something that you're seeing agents do that feels productive but isn't?
SPEAKER_07All right, I think um what agents are wasting the most time on right now is just ping-ponging around. So you heard like three agents already say on the stage, really picking that one thing and going all in. So the ones that hear, like, hey, so and so is like phenomenal expires, and so-and-so is amazing at open house. So let me learn expires, let me learn open houses, and you never go deep on one thing, and then you feel frustrated that it's just not going anywhere.
SPEAKER_05I think uh busy work that doesn't convert your business. So whether it be social media, social media is so important, but if it's not converting business and it's not starting conversations with people, it's just taking up your time. And I think that that goes along with anything that you do. Sending emails, um, if they're not converting, then you need to change things up.
SPEAKER_02So uh social media and branding and rebranding and rebranding, anything just to echo, uh, you know, if social media is not converting, then either figure it out or do something else. I see a lot of people see other people successful in social media, but they're not doing it in a way that's converting.
SPEAKER_06Um also related to social media, I think agents, tons of us are wasting time on inconsistently using social media, number one. But number two, a lot of people are focusing on telling people what you are. I am a realtor with just listed and just sold and coming soon. Instead of sharing with people authentically who you are. That's what they connect to. And tons of people are wasting time on that. Um slightly controversial on what looks like busy work is touring homes with people. 80% of those houses are not gonna meet mission anyway. So dig into your skill level in pre-screening these homes for people, whether it's the online or getting really good at a way we do videos, we train on that. But stop driving all over the place touring houses with a bunch of people instead of touring it for them.
SPEAKER_00Yeah, I think I'm just gonna, a mix of all the answers that you heard before, I think I like to look at this in the in the sense of um, you know, kind of like basketball, right? Like Steph Curry is the greatest shooter of all time. Like he should never be working on dunks, right? And so a lot of agents come to an event like this, and you get a bunch of ideas, and you're like, okay, I'm gonna go do those six things. And it's like, well, you haven't even extracted, you know, what you do really well, um, like from the one, the one lead gen source, right? So I used to do that when I was a new agent, I'd come to an event, I'd be like, okay, like there's nine things I need to do. And then I learned, like, okay, I get all my business from the sphere, so let me just do that more, right? And uh I also agree that um there's a lot of branding happening and not a lot of conversations happening. So it's cool to tour homes and get listening videos and make your social media something fun to look at, but if you're not having conversations with um people who are looking to buy and sell, that's not gonna convert into business.
SPEAKER_08So I think everyone up here agrees that being busy doesn't always translate into business. So shifting gears a little, this next question is from Magalie and Nicole. What is the biggest mistake you see agents making when trying to get into production? And what should they be doing instead?
SPEAKER_07All right. I would say the biggest, biggest mistake really starting out on getting into production is just not getting the reps in. Um I have a story, a parable that I share with all my new agents starting out. So it's just think of a pottery class. You split the class into two, and the professor tells one class in a hundred days, I want you to work every single day to make the very best pot. And at the hundredth day, I want to see what that pot looks like. And then the next class, hey, it doesn't have to be perfect, but what I want you to do is I want you to make one pot every single day for the next 100 days. Can you all guess which class end up with the best pots across the board? One or two? Two, right? So it's all about the reps. Reps are really, really big, so we get agents on the phone right away. And it's not just about making phone calls because that's wasted time, right? It's actually having conversations. And what's helped us a lot is using Shiloh. Who's heard of Shiloh? It's like a coaching assistant, yes. Um, so that's been huge because then the agents don't necessarily feel that pressure on themselves. They can go into Shiloh, they can get that feedback, um, and asking for the appointment is what we've really, really have been pushing them that specifically pretty hard lately.
SPEAKER_05Um so a little background about me. I've actually only had my license for 54 days. Um I have eight uh clients active right now, and I've ratified three contracts, um, I've had one closing. Um and so I think the biggest thing that I can say about my first 54 days is say yes. Say yes to the follow-up phone calls, say yes to the open houses, say yes to those appointments that make you uncomfortable, say yes to sitting up here with a with a lot of people who have a lot more experience than I do, um, and just get comfortable with being uncomfortable. I think so many new agents, uh, they think that they have to be ready. And production starts with action. So just be consistent and intense.
SPEAKER_08Thank you. That was great. Say yes. Say yes to moderating a panel if anyone ever asks you. Um so next question, this is for all of you or whoever wants to answer it. What's something about your brokerage model that actually matters and something that doesn't?
unknownAnyone?
SPEAKER_07Um I would say top leadership is huge. So at our brokerage at EXP, we're super, super fortunate to have Leo at the helm. And then also who you partner with, right? The collaboration. So having access to not only top producers, mega producers who just you all heard earlier with Casey, right, she was getting shout-outs, how it's just a great environment. Uh, I think picking a brokerage that's really the people are core, the a little bit least important, like you know, the branding, office space, and that's not as important, right? The people and who you're associate with is really important when picking a brokerage.
SPEAKER_02Yeah, I would say that proprietary tech is the least important thing at a brokerage. Technology is changing so fast, and all the millions and billions of dollars that a brokerage spends on its own proprietary tech has just, you know, that that advantage has been washed away with lovable and all the rest of the tech platforms because it's changing so fast.
SPEAKER_08Anyone else want to take a stab at this one? Okay. This next question is for Nick. So in an industry where we are looking to scale, there are systems to help you do that. How does personality still play a role?
SPEAKER_00Um, I think that um, you know, you have the the people that you're working with have to um trust you and like you and believe that you're gonna be the person to kind of get them to that finish line. And I think that for me, I'm lucky because you know, I grew up in Northern Virginia and Anadale around a bunch of different types of people, so I'm able to connect quickly with folks, but I I think that you just need to leverage you know what you know um about the industry and and how you can help people and just like meet people where they're at uh to drive the relationship and build it, and by staying in touch after the fact, that's how you continue to build and leverage. Yep.
SPEAKER_08Sounds right. Uh next question is for James. So, what is something that agents tend to overcomplicate? Something they overcomplicate that actually should be pretty simple.
SPEAKER_02A lot of people take a ton of time preparing for a phone call, preparing for a situation, and really that's gonna keep you from the conversations that will lead to business. And so if you just get on the phone or knock on the door uh or quickly put together a happy hour event or whatever it is, uh don't up don't overcomplicate that. You want to just be in front of people so the conversations can flow because everything else is just friction to the conversation. Yep.
SPEAKER_08Instead of over-preparing, just do it. Okay, well, James, hold on to the microphone. The next question I'll start with you and then Nick and Magley. What breaks first when you start scaling? And how do you address it? How did you address it?
SPEAKER_02Uh time with my family uh was is what broke first. Uh so uh getting a transaction coordinator uh and admin staff to help. Uh and then um then crowdsourcing help with with showings. Um obviously you still want to keep the relationship, um but you don't have to open all of the doors. Uh and mixing those two and having that be a feature instead of having to apologize for it and making sure that the client can see that home uh you know on their schedule. You know, I I I have someone that's gonna see a home at 855 tonight. I'm not gonna be there, I'm gonna be with my family.
SPEAKER_00I think for me it was um like having to be accountable to other people. So when you start to get VAs and admins and agents on your team, you have to take everything that you've been doing in your head so efficiently and effectively, um, and you have to be able to communicate that to the team so they can also win. And winning for an agent can mean you know, getting leads, um, helping them find open houses that they can do, and ultimately closing deals. And then for your admin, you have to set them up so they can help you. So you have to help people help you. And I think that if you're just kind of you know, solo agent moving around and in and uh closing transactions, is it's hard to pause for a second and get everything in order so that you can continue to scale up.
SPEAKER_07All right, so I would say from a team perspective, what really breaks first for us, at least as we started scaling our standards, because as a team leader, operations and whatnot, you start feeling yourself like spread thin teaching and training. So for us to overcome that was really starting to build and put in systems, including onboarding, training, something that's more in a group setting, cohort style, so that you can do it all together and it just it's smooth, right? But it's just getting there. It's a little bit challenging, but once you have the systems in place, and if you have a great mentor, brokerage, and whatnot, you do not have to build the systems from scratch, ground up, hardcore. You could just build in and pop right in with what they already have in place.
SPEAKER_08Thank you. Nick, if you wouldn't mind passing the microphone over uh to your left. This next question is for Karen. Do you approach scaling differently because of your niche, or is your focus elsewhere?
SPEAKER_06It's funny because I think we all get in this box where we think the way we do things is how everyone else does them. So I had to have someone point out to me often that's not the way everyone does things. Um for me, I I think it indirectly does because it allowed me to shift my mindset. We, by serving the military, we have a mission and a target, and we even have our own give back program. So we give back money to heroes on closing day. And I was kind of stuck at like a seven to nine million dollar production agent in part because my mindset was one of scarcity. These people would come and I'm like, oh, did they hear about the rebate? Do I should I offer it? Do I not? But that's a lot of money. Um we've given back over one and a half million at this point, if that gives you an idea. Um, the day I was like, you know what, this is ridiculous. Let me just flip to an abundance mindset, and I'm like, let me try to give away as much money as I can. That's when I jumped up to 30 million and I've just stuck it there. No matter what all my other demands are, I'm sitting at that. So it wasn't like an intentional thing, but I think that service mindset, flipping it to gratitude and abundance, it just changes the whole trajectory. Yeah.
SPEAKER_08Is there one thing that you do that you think other agents should not try to copy?
SPEAKER_06Me? Be me. I don't have work-life balance. I work 16-hour days, so don't try to keep up with me on it on social media. But somebody else might have a better answer to that.
SPEAKER_08Would anyone else like to answer that one? Anything you're doing that you're like, don't try this at home? Well, I have one last question I'll open up to the whole panel. If you had, and this is important because I've met some people this morning who just started. So if you had to give a brand new agent a 90-day plan, what would you tell them to focus on?
SPEAKER_06Um, I can answer them past the mic. Um, a thousand percent. This is something that people don't know about yet. It's called agentinsights.co. It's an agent, specific real estate agent assessment that you can take. Um, agents insights is plural. My agents are obsessed with this. It's a new like assessment tool. It gives you a whole operator manual, you can get a companion guide, and it's based on your wiring. So, ideal lead gen, ideal clients, ways to avoid burnout. And my agents are obsessed with this. They've uploaded it into AI. We've talked a lot about that. We've used it in order to help communicate with leads to increase conversion. We've used it to create social media, we've used it to they talk about it with their spouses and whatnot. Um, but that assessment gives you more than a 90-day plan, and it's just tailored to your wiring. Um they print it out, they upload it, they use it for everything. So I think it's still not enough people know about it, so it's still dirt cheap, I think. Um, but it's just agent insightsplural.co a thousand percent.
SPEAKER_00I think if people are being honest with themselves, they know what they're good at, right? You know if you're a personable person, you know if you're data-oriented, you know if you don't mind cold calling. So I would just figure out like what am I actually good out, good at, and what will I do consistently and do that. With that being said, I would choose open houses, um, and I would do them the James Buckley way, because his crush mine. Um, and the other thing that um I would do is just remember what the job is, right? Like doing social media videos is cool, and like branding is cool, but the the job is to talk to people, right, and find buyers and sellers. So I would focus on having real estate conversations, um, following up on those conversations, managing the uh pipeline, and going on appointments. Um and that's where that's how you win.
SPEAKER_02Yeah, I'm gonna stick with the open house, and not everyone is good at the same thing, right? But what I love about the open house is it's not just the open house in person, right? It's also phone calls, it's also digital marketing, it it's everything. And when you're starting, you can do that everything, and when you have one thing that's really hitting, pour more into that and scale back on the other things. But it's all centered around the open house.
SPEAKER_07Alright, so the first ninety days, if I was a brand new agent, the very first thing would be, in my opinion, joining a team will definitely bring a big leg up. And then really setting the job as the your career is more of a job. So every single morning you book that morning slot for yourself as an appointment to prospect. Prospect is huge. And in the afternoon, we recommend always going out in the field, shadowing other agents. If there's no field work in the afternoon, then you prospect some more. One thing that's super helpful too for anyone that's with EXP, there is a training called FastCap that's live on Zoom three times a week for 12 weeks, exactly those 90 days. Lots of great learning as well if you are more of a solo versus a team.
SPEAKER_05So I'm still in my first 90 days. I would say the most important thing is also open houses. I think that taught me so much. Also taking advantage, I'm on a team and taking advantage of every single training. Even if you've already been through that training, do it again. Because you never know when you pick up another thing or something else somebody says that might hit home and make your business better.
SPEAKER_08Thank you. And congratulations on all of your early success. That's uh that's amazing. Thank you so much to our panel. I think we heard a lot of great ideas. I think a common theme is find out what you do best and do more of that. And there are systems and tools and ways to scale your business, and we'll hear all more about that today. So thanks again.
SPEAKER_01All right, guys, hope you enjoyed that panel. If you did, please leave us a comment, tap the five stars, make sure you subscribe, turn on notifications, share it with other people, all of that good stuff. And by the way, if you're a real estate agent out there looking to um, you know, get more information or just see what it would be like to partner with us, to partner with, you know, myself, Carrie Shaw, Tim and Julie Harris, um at EXP Realty, right? We give you so much when you do that, right? You're not just joining EXP Realty and getting the low cap, the low fees, the stock awards, and the Rev share. I mean, you're getting all that, of course, but but you're getting it with tons of support, mentoring, free coaching that Carrie, Tim, Julie, and I all provide, uh, probably forty to fifty thousand dollars of additional coaching material and support per year that you get in a value add. And you know, most importantly, like we are there as your partners, we are there supporting you, whether that be, you know, how do you sell your next home or how do you start recruiting and building revenue shares so that you can really experience true freedom. Uh, if if you're you know at all curious, I would be honored to have that conversation with you. Just pick up your cell phone, text me at 703-638-4393. Again, that's 703-638-4393, and I'd love to have the conversation with you. Thanks for tuning in. I'll see you guys next time.
SPEAKER_04You've been listening to the hyper bestation growth show with Harry Stroll and Dan Lesnik. Real strategies, real results, real estate done differently. If you love this episode, subscribe and share it with another engine who's ready to grow.