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Capture. Convert. Close.

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by Althea Hearst

5.0(5 reviews)

6 episodes

Updated Daily

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Podcast Overview

Capture. Convert. Close. is the podcast for agents, entrepreneurs, and anyone building a business from the ground up. Every week, Althea breaks down the real strategies behind getting clients, building trust, and closing consistently — without the overwhelm, confusion, or guesswork. This show is where mindset meets marketing, where systems meet strategy, and where you learn how to show up like the CEO of your business, not just the worker in it. If you’re ready to capture more attention, convert more conversations, and close more deals by becoming the most aligned, confident, and strategic version of yourself, this is your space. Simple. Actionable. Real. Welcome to Capture. Convert. Close.

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Publishing Since

12/15/2025

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Recent Episodes

February 11, 2026

Stop Waiting to Be Told What to Do: Why Real Estate Agents Must Own Their Operations

<h1 class="text-text-100 mt-3 -mb-1 text-[1.375rem] font-bold">Show Notes: Stop Waiting to Be Told What to Do: Why Real Estate CEOs Must Own Their Operations</h1> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Episode Overview</h2> In this episode, Althea gets real about a frustrating pattern she's been seeing with agents lately—the constant request to just be told what to do instead of learning to identify what their business actually needs. She breaks down the critical difference between employee mindset and CEO mindset, why understanding your own operations isn't optional, and how depending on others to run your business leaves you vulnerable. If you're ready to stop waiting for instructions and start owning your business like the leader you are, this episode is your wake-up call. <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">What You'll Learn</h2> ✅ The dangerous pattern of agents asking "just tell me what to do" instead of engaging with their business operations ✅ Why there's no one-size-fits-all blueprint for real estate success (and why copying someone else's system will fail you) ✅ The fundamental difference between employee mindset and CEO mindset—and which one you're operating in ✅ How not knowing your own systems puts you at risk (lessons from celebrities and entrepreneurs who've been robbed blind) ✅ What it actually means to be helped vs. being told what to do ✅ The critical questions every real estate CEO should be able to answer about their business ✅ A 4-step framework for shifting from employee behavior to CEO ownership ✅ Why understanding your operations is the key to long-term, sustainable success in real estate <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Key Quotes</h2> 💬 "If you need someone to constantly tell you what to do, you're not operating as a CEO. You're operating as an employee." 💬 "Your business is not my business. If I just told you, 'Do exactly what I do,' you'd be trying to fit into a system that wasn't designed for you." 💬 "When you don't know your own systems, your own workflows, your own processes—you can't catch the mistakes. You can't spot the gaps." 💬 "My goal isn't to create dependency. My goal is to build CEOs who can operate their businesses with confidence." 💬 "You didn't get into real estate to be an employee. You got in to build something. So build it with intention." <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Episode Breakdown</h2> Intro - The frustrating pattern Althea keeps seeing on coaching calls Section 1 - The questions agents won't answer and why "just tell me what to do" is a red flag Section 2 - Employee mindset vs. CEO mindset: Which one are you operating in? Section 3 - The danger of not knowing your operations (and what we can learn from celebrities who've been robbed) Section 4 - Being told what to do vs. being helped to identify what needs to be done Section 5 - The questions you must be able to answer about your business Section 6 - How to shift from employee to CEO (4-step framework) Section 7 - Why understanding your operations determines your long-term success Outro - The challenge: Stop waiting and start owning <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Questions Every Real Estate CEO Should Answer</h2> Lead Management: <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">Where do your leads come from?</li> <li class="whitespace-normal break-words pl-2">What happens the moment a lead comes in?</li> <li class="whitespace-normal break-words pl-2">How long does it take you to respond?</li> <li class="whitespace-normal break-words pl-2">What's your follow-up process for non-responsive leads?</li> <li class="whitespace-normal break-words pl-2">How do you categorize your leads?</li> </ul> Systems & Workflow: <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">What CRM are you using and do you know how to use it?</li> <li class="whitespace-normal break-words pl-2">What automations do you have set up?</li> <li class="whitespace-normal break-words pl-2">How do you track pipeline stages?</li> <li class="whitespace-normal break-words pl-2">What's your re-engagement strategy?</li> </ul> Communication: <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">How often do you reach out to past clients?</li> <li class="whitespace-normal break-words pl-2">Do you have a complete database?</li> <li class="whitespace-normal break-words pl-2">What's your top-of-mind strategy?</li> </ul> Business Operations: <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">What's your lead-to-close conversion rate?</li> <li class="whitespace-normal break-words pl-2">What's your average commission per transaction?</li> <li class="whitespace-normal break-words pl-2">What's your cost per lead?</li> <li class="whitespace-normal break-words pl-2">Do you have a business plan or are you winging it?</li> </ul> 🔗 Follow Althea on Instagram: <a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://instagram.com/iamtherealtorcoach">@IAmTheRealtorCoach</a> <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Action Steps</h2> 1️⃣ Audit your business - Go through the questions listed in this episode and honestly answer where you stand 2️⃣ Get involved in your systems - If you're working with a coach or systems builder, start asking questions and understanding the "why" behind the setup 3️⃣ Stop saying "I don't know" - Start saying "I don't know yet, but let me find out" 4️⃣ Schedule a strategy session - If you need help identifying what needs to be done in your business (not just being told what to do), book a call with Althea <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Connect with Althea</h2> 📱 Instagram: <a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="https://instagram.com/iamtherealtorcoach">@IAmTheRealtorCoach</a> 📧 Email: Ahearst@hearsthometeam.com 🌐 Website: www.Altheahearst.info 📝 Substack Newsletter: Capture. Convert. Close. @IAmTheRealtorCoach 🎙️ Subscribe to the Podcast:  <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Join the Conversation</h2> What's one system in your business you don't fully understand yet? Drop a comment or DM Althea on Instagram and let's start the conversation about how you can take full ownership of your operations. <h2 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Share This Episode</h2> Know an agent who's stuck in employee mindset? Share this episode and help them step into CEO leadership. #RealEstateCEO #RealtorCoach #RealEstateCoaching #AgentMindset #RealEstateSystems #EntrepreneurMindset #RealEstateLeadership #IAmTheRealtorCoach

February 2, 2026

Systems Every Realtor Needs and What Each One Is Actually For

<h1 class="text-text-100 mt-3 -mb-1 text-[1.375rem] font-bold">Systems Every Realtor Needs and What Each One Is Actually For</h1> Episode Overview: Stop collecting tools you don't use. In this episode, I'm breaking down the 5 core systems every realtor actually needs to scale their business without losing their mind. No fluff, just the real infrastructure that separates agents who are hustling from agents who are building. What You'll Learn: <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">The 5 non-negotiable systems that work together to run your business</li> <li class="whitespace-normal break-words pl-2">What each system is ACTUALLY for (hint: it's not what most agents think)</li> <li class="whitespace-normal break-words pl-2">Specific platform recommendations for each system</li> <li class="whitespace-normal break-words pl-2">Why having 10 disconnected tools is killing your productivity</li> <li class="whitespace-normal break-words pl-2">How these systems helped me generate 600+ leads in less than a month</li> <li class="whitespace-normal break-words pl-2">The biggest mistake agents make when building their tech stack</li> </ul> Key Takeaways: System 1: Lead Capture Your 24/7 salesperson that collects contact info while you sleep. If you're creating content but not capturing leads, you're working for free. System 2: Lead Management (CRM) Your memory when you're juggling 50+ conversations. This is the difference between "I'll follow up" and actually doing it consistently. System 3: Transaction Management Your safety net that keeps deals from falling apart between contract and closing. Compliance, deadlines, and peace of mind in one place. System 4: Marketing & Content How you stay in front of your database without reinventing the wheel every week. This is how I manage 70K followers while still taking appointments. System 5: Financial Tracking Know your numbers so you can make real business decisions. Not just for tax time, this is your roadmap for growth. Platforms Mentioned: <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">Lead Capture: Leadpages, Typeform, Linktree, Stan Store, ManyChat</li> <li class="whitespace-normal break-words pl-2">CRM: Follow Up Boss, Lofty, KvCORE, LionDesk, Chime</li> <li class="whitespace-normal break-words pl-2">Transaction Management: Dotloop, Skyslope, Transaction Desk, Brokermint</li> <li class="whitespace-normal break-words pl-2">Marketing: Flodesk, Canva, Later, Planoly, CapCut</li> <li class="whitespace-normal break-words pl-2">Financial: QuickBooks Self-Employed, FreshBooks, HoneyBook</li> </ul> Quote to Remember: "Systems aren't about being corporate or losing your personal touch. They're about creating space to actually BUILD relationships instead of scrambling to remember details. Infrastructure beats hustle when you're trying to scale." Action Steps: <ol class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-decimal flex flex-col gap-1 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">Audit your current tools - do you have all 5 systems covered?</li> <li class="whitespace-normal break-words pl-2">Identify gaps in your tech stack</li> <li class="whitespace-normal break-words pl-2">Choose ONE system to implement or optimize this month</li> <li class="whitespace-normal break-words pl-2">Make sure your systems talk to each other (lead capture → CRM → transaction management)</li> </ol> Connect with Me: If you're ready to build custom systems that actually match YOUR business model, let's talk. I work with top-producing agents to create "done for you" CRM solutions that convert. Want to learn how to generate leads on Instagram starting from zero followers? Check out my 0 to 60 masterclass. Remember: Your systems should work for your business model, not someone else's. Start with these 5, master them, then add more if needed.

January 3, 2026

How to Know When You Are Ready to Go FULL TIME as A Realtor

I left my full-time job with no savings. Zero dollars in the bank. And I don't recommend you do what I did. In this episode, I'm getting real about what it actually takes to go full time in real estate - not the motivational Instagram version, but the truth. Going full time isn't about one big commission check, being tired of your job, or feeling inspired. It's spiritual first - you need instruction from God. But beyond that, it's about stability, systems, and repeatability. I break down the five things you actually need before you quit: <ol class="[li_&]:mb-0 [li_&]:mt-1.5 [li_&]:gap-1.5 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-decimal flex flex-col gap-2 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">An emergency cushion (I didn't have this - learn from my mistake)</li> <li class="whitespace-normal break-words pl-2">Control of your time NOW (if you can't manage it with a job, you won't manage it full time)</li> <li class="whitespace-normal break-words pl-2">At least 3 reliable lead sources that are already working</li> <li class="whitespace-normal break-words pl-2">The ability to understand lead flow without panic</li> <li class="whitespace-normal break-words pl-2">Emotional readiness for everything entrepreneurship requires</li> </ol> I also talk about the identity shift nobody prepares you for - going from W-2 employee to entrepreneur means recreating what you believe about money, business, and what you deserve. This isn't about pushing you to quit. It's about teaching you how to decide. Because courage might get you to quit your job, but structure is what keeps you from failing. Key Takeaways: <ul class="[li_&]:mb-0 [li_&]:mt-1.5 [li_&]:gap-1.5 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-2 pl-8 mb-3"> <li class="whitespace-normal break-words pl-2">Going full time is spiritual - you need instruction from God first</li> <li class="whitespace-normal break-words pl-2">Save 3-6 months of living expenses before you quit (I didn't do this - don't make my mistake)</li> <li class="whitespace-normal break-words pl-2">Master your time management while you still have a job</li> <li class="whitespace-normal break-words pl-2">Build at least 3 reliable lead sources and make sure they're producing results</li> <li class="whitespace-normal break-words pl-2">Prepare emotionally for inconsistent income, delayed gratification, and self-accountability</li> <li class="whitespace-normal break-words pl-2">Understand that you'll have to create an entire new identity to succeed as an entrepreneur</li> <li class="whitespace-normal break-words pl-2">Structure matters more than courage when it comes to building a sustainable business</li> </ul> Connect with Althea: 📧 Email: <a class="underline underline underline-offset-2 decoration-1 decoration-current/40 hover:decoration-current focus:decoration-current" href="mailto:Ahearst@hearsthometeam.com">Ahearst@hearsthometeam.com</a> 📱 Instagram: @IAmTheRealtorCoach | @IAmAltheaHearst 🎥 YouTube: @IAmAltheaHearst Subscribe & Review: If this episode helped you, please subscribe to the podcast and leave a review. It helps other agents find the show. And if you're trying to figure out if you're ready to go full time, share this episode with them.

6 total episodes available

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What is Capture. Convert. Close.?: Capture. Convert. Close. is the podcast for agents, entrepreneurs, and anyone building a business from the ground up. Every week, Althea breaks down the real strategies behind getting clients, building trust, and closing consistently — without the overwhelm, confusion, or guesswork.

This show is where mindset meets marketing, where systems meet strategy, and where you learn how to show up like the CEO of your business, not just the worker in it.

If you’re ready to capture more attention, convert more conversations, and close more deals by becoming the most aligned, confident, and strategic version of yourself, this is your space.

Simple. Actionable. Real. Welcome to Capture. Convert. Close.
How often does this podcast release new episodes?: This podcast updates daily.
Where can I listen to this podcast?: This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Does this podcast accept guests?: No, this podcast does not typically feature guests.

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