Business

Team Lead Talks

Real estate entrepreneur Andrew Becker and his guests break down the systems, strategies, and real-world lessons shaping today’s real estate industry. The Team Lead Talks Podcast consistently ranks on the Apple Podcasts Top 100 Business Podcasts worldwide and brings real conversations with operators, founders, and industry leaders about scaling businesses, increasing profit, navigating market shifts, and building lasting impact. Straight talk. Actionable strategies. No noise.

Latest Episodes:

Christopher Watters: Why More Leads Won't Fix Your Real Estate Business Oct 23, 2026

Show notes

Generating more leads doesn't automatically translate into more closings. Christopher Watters, founder and CEO of Watters International Realty, joins Andrew Becker to break down how real estate teams can generate higher-quality leads, improve conversion rates, and turn existing opportunities into more revenue without constantly increasing their advertising budgets.

In this episode:

Why targeting high-intent sellers matters more than generating large volumes of leads
How probate, divorce, and pre-foreclosure records can help agents identify motivated sellers
How Christopher uses technology to identify website visitors who never submit a lead form
How AI-powered sales coaching helps agents improve listing appointment conversion rates

#RealEstate #RealEstateLeads #LeadConversion #RealEstateMarketing #RealEstateTechnology #RealEstateAgents #TeamLeadTalks

About Our Guest:

Christopher Watters is the CEO of Watters International Realty and founder of TABLEOS Powered by RealSynch, a platform focused on helping real estate teams improve performance through automation, KPI dashboards, scorecards, and conversational intelligence. Since founding Watters International Realty in 2010, Christopher has built a reputation for creating scalable real estate operations, growing his brokerage to $1 million in net profit within three years and successfully replicating his business model across 19 markets. His achievements include being named Austin’s #1 brokerage by the Austin Business Journal and earning recognition from the Inc. 5000 and The Wall Street Journal.

As the author of The Million Dollar Real Estate Team and founder of RealSynch, Christopher brings over 15 years of experience in real estate leadership, business automation, and team development. Having served more than 3,000 families, he now focuses on helping brokerages build high-performing teams through measurable systems, smarter coaching, improved lead conversion, and more effective recruiting strategies.

Mentioned/associated with this episode:

CHRISTOPHER WATTERS

CEO - Watters International Realty

Founder - TABLEOS powered by RealSynch

Email: chriswatters@wattersinternational.com

Website: https://tableos.ai/

Facebook: https://www.facebook.com/AustinTexasHomes

Instagram: https://www.instagram.com/christopherwatters/

LinkedIn: https://www.linkedin.com/in/chriswatters/

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks

Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

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Garrett Cologne: Why This Arizona Broker Walked Away From the 3% Listing Model Oct 09, 2026

Show notes

Garrett Cologne saw a gap in Arizona’s highly competitive real estate market and built his independent brokerage around a different approach to listing homes. Instead of relying on the traditional percentage-based model, W3ST Realty offers a $7,500 flat-rate listing package with clearly defined services.

In this episode:

• Why Garrett moved away from charging a 3% listing fee

• How the $7,500 flat-rate model works at W3ST Realty

• Why clarifying his deliverables changed the way he operates

• How the new model increased his listing appointment conversion rate

• Why Garrett believes agents need a clear differentiator in competitive markets

About Our Guest:

Garrett Cologne is the Owner and Designated Broker of W3ST Realty, an independent real estate brokerage serving the Phoenix area and clients across Arizona. After previously leading a real estate team at HomeSmart, Garrett launched W3ST Realty on January 1, bringing an entrepreneurial, client-first approach shaped by his experience building and operating service-based businesses.

His work spans residential and commercial real estate, investment opportunities, and land development, giving him a broad perspective on the Arizona real estate market. From helping individuals buy and sell homes to navigating commercial transactions and development projects, Garrett combines hands-on brokerage experience with the mindset of a business owner. His transition from running a team within a larger brokerage to building an independent real estate brokerage offers valuable insight for agents, team leaders, and entrepreneurs looking to grow on their own terms.

#RealEstate #RealEstateBroker #RealEstateBusiness #RealEstateAgents #RealEstateLeadership #ArizonaRealEstate

Mentioned/associated with this episode:

GARRETT COLOGNE

Owner and Designated Broker - W3ST Realty

Email: garrett@w3strealty.com

Website: https://www.w3strealty.com/

Facebook: https://www.facebook.com/W3STRealty/

Instagram: https://www.instagram.com/w3strealty/

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks

Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

BILLIONS: https://joinbillions.com/

Derek Carlson: The Mindset Shift That Changed a $2 Billion Real Estate CEO Oct 02, 2026

Show notes

Derek Carlson built a real estate organization doing more than $2 billion in annual sales volume, but business success alone did not create fulfillment. In this episode, Derek returns to Team Lead Talks to discuss his new book, Unlock Your MVP, and the personal experiences that led him to develop a framework built around mindset, vision, and purpose.

In this episode:

• Why Derek wrote Unlock Your MVP after rebuilding his life from the inside out

• How three heart attacks and major business challenges changed his definition of success

• Why mindset, vision, and purpose became the foundation of his MVP framework

• How entrepreneurs can separate their identity and purpose from their business

About Our Guest:

Derek Carlson is the CEO and Broker of Realty ONE Group MVP and a nationally recognized leader in the real estate industry. Over the past decade, he has helped build and scale multiple real estate companies supporting more than 1,300 Realtors and facilitating over 50,000 closed properties totaling more than $16 billion in sales volume. Under his leadership, Realty ONE Group MVP earned a national ranking of #86 out of more than 106,000 real estate offices, further establishing Derek as a respected voice in real estate leadership, business growth, and agent development.

Beyond production and performance, Derek is deeply focused on mindset, vision, and purpose. He is the author of Unlock Your MVP, a memoir and personal development framework built from his experiences navigating business adversity, serious health challenges, and personal reinvention. The book explores Derek’s framework for mastering your mindset, expanding your vision, and living your purpose while helping entrepreneurs look beyond business success to build greater alignment and fulfillment in their lives.

A Lifetime Achievement Recipient and RISMedia ICON Award winner, Derek continues to use his experience in business and life to help entrepreneurs and real estate professionals rethink success, strengthen their personal standards, and build with greater purpose.

Kyle Willis: How Fractional Hiring Helps Real Estate Teams Scale Faster Aug 14, 2026

Show notes

Fractional hiring gives real estate leaders a way to scale without committing to a full-time hire. In this episode, Kyle Willis, VP of Growth at BELAY, explains how fractional executive assistants and marketing assistants help business owners delegate administrative work, reclaim valuable time, and focus on growing their business.

In this episode:

How fractional hiring helps real estate professionals scale efficiently
Which tasks you should delegate first to an executive assistant
Why buying back your time leads to better business growth
How BELAY matches and supports remote assistants for long-term success

About Our Guest:

Kyle Willis is the Vice President of Growth at BELAY, where he helps business leaders scale with confidence by building high-performing teams and leveraging strategic support. A graduate of Ole Miss, Kyle has developed a strong track record in sales leadership and business growth across the healthcare and business education industries. Prior to BELAY, he served as President of StoryBrand and Business Made Simple, where he helped drive significant company growth while empowering entrepreneurs and organizations to communicate more effectively and grow with intention.

Passionate about helping busy leaders accomplish more, Kyle focuses on solving real business challenges through smart delegation, leadership development, and operational support. His experience in scaling organizations and guiding growth strategies gives him a practical perspective on what it takes to build sustainable businesses without sacrificing what matters most. Outside of work, Kyle enjoys spending time outdoors with his wife and their three boys and values meaningful connections with the people around him.

#realestate #realestateteams #leadership #delegation #virtualassistant #businessgrowth #teamleadtalks

Mentioned/associated with this episode:

KYLE WILLIS

VP of Growth - BELAY

Email: kyle.willis@belaysolutions.com

Website: belaysolutions.com

Facebook: https://www.facebook.com/belaysolutions/

Instagram: https://www.instagram.com/belay_solutions/

LinkedIn: https://www.linkedin.com/company/belay-solutions

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks

Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

BILLIONS: https://joinbillions.com/

Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/

Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?

Become an integral part of an exceptional network of esteemed real estate experts.

Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.

Jayce Walzer: The College Founder Rebuilding Real Estate With AI Aug 13, 2026

Show notes

Artificial intelligence is changing every industry, and real estate is no exception. Georgia Tech computer science student Jayce Walzer discusses why he created SilverKey, an AI-powered platform focused on helping buyers research properties, compare homes, and navigate one of life's biggest financial decisions more efficiently.

In this episode:

• Jayce's journey from AI research to building a real estate startup

• How SilverKey uses AI to simplify property search and evaluation

• Why consumer-focused real estate technology is evolving

• How AI could improve efficiency for both buyers and real estate agents

About Our Guest:

Jayce Walzer is the founder of SilverKey, a free AI-powered real estate platform designed to simplify how people search, negotiate, and purchase homes. After beginning his career in AI research at Georgia Tech, where he focused on artificial intelligence, explainability, and machine learning, Jayce recognized how much friction existed in the home-buying process and set out to build a better experience. He has since assembled a team to develop SilverKey into an end-to-end platform that helps buyers research neighborhoods, discover homes tailored to their priorities, analyze offers, and navigate the transaction with greater confidence.

Before SilverKey, Jayce worked on multiple AI and real estate technology startups, experiences that shaped his vision for modernizing the consumer side of real estate. His mission is to use artificial intelligence to automate repetitive tasks, reduce complexity, and make buying a home more transparent and accessible. In this episode, he shares his perspective on AI in real estate, entrepreneurship, and the future of the home-buying experience.

#realestate #artificialintelligence #realestatetech #homebuying #startup #innovation #teamleadtalks

Mentioned/associated with this episode:

JAYCE WALZER

Founder & CEO - SilverKey

Email: walzerjayce@gmail.com

Website: https://usesilverkey.com/

Instagram: https://www.instagram.com/usesilverkey

LinkedIn: https://www.linkedin.com/in/jayce-walzer/

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

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Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

BILLIONS: https://joinbillions.com/

Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/

Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?

Become an integral part of an exceptional network of esteemed real estate experts.

Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.

Gustavo Munoz-Castro: How the Right ISA Can Double Your Real Estate Lead Generation Aug 12, 2026

Show notes

Many real estate businesses know they need more conversations with qualified prospects, but hiring an Inside Sales Agent (ISA) isn't enough on its own. Gustavo Munoz-Castro explains why the right systems, training, accountability, and hiring process are what truly drive consistent lead generation and help real estate teams scale.

In this episode:

• Why an ISA should strengthen an existing lead generation system, not replace it

• How to hire and train ISAs who thrive in high-performance real estate teams

• The onboarding, accountability, and coaching process that produces better results

• Why tracking data and performance metrics is essential for long-term growth

About Our Guest:

Gustavo Muñoz-Castro is the founder of PowerISA, a leading real estate ISA company that helps agents, teams, and brokerages convert more leads through professional inside sales support and Speed to Lead services. After beginning his career as a software engineer at Microsoft, Gustavo transitioned into real estate, where he built a successful team and discovered the power of specialized Inside Sales Agents (ISAs) to drive scalable growth. That experience ultimately led him to launch PowerISA in 2015, combining his systems-thinking mindset with a passion for teaching and sales leadership. fileciteturn0file0

Today, PowerISA serves more than 600 active clients across the United States and Canada, supporting over 350 live campaigns and managing thousands of Facebook leads every month. Gustavo and his team specialize in real estate lead conversion, appointment setting, outbound prospecting, and Speed to Lead, helping agents maximize their existing lead generation systems instead of letting opportunities slip through the cracks. Known for his practical approach to ISA recruiting, training, and accountability, Gustavo is a trusted resource for real estate professionals looking to build predictable, scalable growth through inside sales.

#realestate #insidesales #leadgeneration #realestateteams #businesssystems #salesleadership #teamleadtalks

Mentioned/associated with this episode:

GUSTAVO MUNOZ-CASTRO

Founder and CEO - PowerISA

Email: goosetavo@hotmail.com

Website: https://powerisa.com/

Facebook: https://www.facebook.com/gustavo.munoz.castro

Instagram: https://www.instagram.com/powerisa.us/

LinkedIn: https://www.linkedin.com/in/gustavomc/

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks

Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

BILLIONS: https://joinbillions.com/

Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/

Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?

Become an integral part of an exceptional network of esteemed real estate experts.

Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.

Glen Petersen: Why Most Real Estate Investors Waste Money on Google Ads Aug 07, 2026

Show notes

Many real estate investors invest heavily in Google Ads but never see consistent results. Glen Petersen explains why successful PPC campaigns depend on more than just ad spend. From targeting motivated sellers to tracking every stage of the sales process, he shares how data-driven marketing helps investors generate better leads and improve return on investment.

In this episode:

• Why many PPC campaigns fail before a lead is ever contacted

• How Google Ads can identify motivated sellers searching for off-market solutions

• Why speed to lead and CRM processes have a major impact on results

• How tracking leads through contracts helps improve future campaign performance

About Our Guest:

Glen Petersen is the Head of Partnerships at Bateman Collective, bringing more than 15 years of marketing experience, including over a decade specializing in Google Ads, PPC advertising, and SEO. Before joining Bateman Collective, he served as Director of Search Marketing at Disruptive Advertising, where he led a team of 22 PPC specialists, managed more than $280 million in advertising spend throughout his career, and built data-driven systems that helped businesses scale with predictable, measurable results.

Today, Glen works closely with real estate investors to develop marketing strategies that generate consistent lead flow, protect profit margins, and support long-term business growth. His expertise spans paid search, performance marketing, reporting, and strategic partnerships, with a strong focus on turning marketing into a reliable growth engine. Backed by a 98% 12-month client retention rate and experience leading exclusive client events at Google headquarters, Glen brings a practical, results-driven perspective on scaling businesses through smarter digital marketing.

#realestate #realestateinvesting #googleads #ppc #digitalmarketing #leadgeneration #offmarket #teamleadtalks

Mentioned/associated with this episode:

GLEN PETERSEN

Head of Partnerships - Bateman Collective

Email: gpetersen@batemancollective.com

Website: get.batemancollective.com/relp/?utm_source=partners

Facebook: https://www.facebook.com/Syko90

Instagram: https://www.instagram.com/nobleschlen/

LinkedIn: https://www.linkedin.com/in/glen-petersen-56499b90/

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks

Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

BILLIONS: https://joinbillions.com/

Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/

Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?

Become an integral part of an exceptional network of esteemed real estate experts.

Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.

Chris Bounds: How AI Stops Real Estate Leads From Slipping Through the Cracks Aug 06, 2026

Show notes

AI isn't replacing real estate investors. It’s eliminating the operational bottlenecks that keep deals from reaching the closing table. Chris Bounds shares how he built an AI-powered system from his own investing business to capture more opportunities, improve follow-up, and simplify operations with fewer tools.

In this episode:

• The biggest lead management mistakes real estate investors make

• Why consistent follow-up generates a large share of closed deals

• How consolidating multiple software tools improves efficiency

• Where AI delivers the highest return in today's real estate business

About Our Guest:

Chris Bounds is a real estate investor, fund manager, and the founder of Pathwaize, an AI-powered lead management platform built specifically for residential real estate investors. He began investing at just 22 years old and, alongside his wife Jamie, has raised more than $19 million to acquire over 900 single-family and multifamily units, completed more than 200 fix-and-flip projects, and facilitated more than $90 million in real estate transactions while earning recognition as a top growth leader at eXp Realty.

Drawing from firsthand experience, Chris created Pathwaize to solve the operational challenges he encountered in his own investing business, including missed calls, inconsistent follow-up, and disconnected technology. Today, he helps wholesalers, fix-and-flip investors, and landlords leverage AI-powered lead management to centralize operations, automate seller follow-up, and ensure every motivated seller inquiry gets a response. Guided by his faith, family, and a disciplined mindset shaped by extreme fitness and aviation, Chris brings a practical, long-term perspective on building scalable real estate businesses through systems and technology.

#realestate #AI #realestateinvesting #automation #CRM #sales #businessgrowth #teamleadtalks

Mentioned/associated with this episode:

CHRIS BOUNDS

Founder - Pathwaize

Email: chris@pathwaize.com

Website: https://pathwaize.com/

Facebook: https://www.facebook.com/ChrisBoundsTX

Instagram: https://www.instagram.com/pathwaize/

LinkedIn: https://www.linkedin.com/in/chrisbounds/

Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks

Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks

Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast

Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc

Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015

Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast

BILLIONS: https://joinbillions.com/

Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/

Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?

Become an integral part of an exceptional network of esteemed real estate experts.

Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.

Megan Walters: How a 6-Person Real Estate Team Outperforms Bigger Competitors Aug 05, 2026

Show notes

A lot of real estate teams believe growth requires more agents, bigger budgets, and paid lead sources. Megan Walters built one of the top-producing teams in mid-Missouri with just six people by focusing on repeatable systems, a well-built CRM, and consistent organic marketing instead of buying leads. In this episode, she shares how a lean operation has helped her scale efficiently while maintaining a high-quality client experience.

In this episode:

• Why building systems before hiring made scaling easier

• How a lean six-person team competes with much larger brokerages

• Why Megan stopped buying leads and focused on organic growth

• The importance of consistent client experiences through standardized processes

About Our Guest:

Megan Walters is a Columbia, Missouri-based Broker, Team Lead, and real estate investor who leads The Walters Team, powered by eXp Realty, alongside her husband Jesse. She built a seven-figure business across Mid-Missouri by ditching the traditional agent playbook in favor of relationships, consistency, and authenticity. With 9 years in the industry and 1,000+ transactions closed, she knows what it actually takes to grow a real estate business that lasts. She also hosts COMO Mastermind and is on a mission to help agents do the same through her Agent One brand and 7 Figure Agent Course.

David Randolph: How Short Sales Help Investors Win While Helping Homeowners Jul 31, 2026

Show notes

The best real estate opportunities often exist where most investors aren't looking. David Randolph explains how mastering short sales helped him build a profitable investing business while serving homeowners facing financial hardship.

In this episode, Andrew Becker sits down with David Randolph to discuss short sale investing, foreclosure prevention, niche marketing, and why becoming an expert in one area of real estate can separate you from the competition.

In this episode:

• What every investor should understand about short sales

• Why helping homeowners and building profits are not mutually exclusive

• The business benefits of becoming a recognized niche expert

• How education and proven systems shorten the learning curve

About Our Guest:

David Randolph is the founder of Short Sale Prophets® and The David Randolph®, where he has built a career helping real estate investors create wealth through strategic short sale investing. For more than 15 years, David has consistently renovated and sold homes listed at $265,000 and below, with every renovated property selling in seven days or less at or above the list price. By negotiating directly with homeowners and lenders, not competing for properties on the MLS, he has generated profits ranging from $50,000 to $150,000 per deal.

David's success in short sales has allowed him to build more than $3 million in retirement accounts, which he now uses to finance real estate investors across the country. In addition to funding acquisitions and renovations, he teaches aspiring investors how to master short sale negotiations, build profitable real estate investing businesses, and create financial freedom beyond the traditional 9-to-5 career.

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