Eprofessor of Real Estate

About Eprofessor of Real Estate

This podcast is designed all real estate professionals that are looking grow themselvs to grow their business. This will talk about Mindset, growth, productivity, with a tech slant!

Publisher

Justin Letheby - eprofessor

Category

business · education · technology

Language

en

Explicit

No

First episode

26 Sept 2020

Latest episode

8 Oct 2026

Latest episodes

51 episodes in the feed.

1. 

   8 Oct 2026

   Client Says They'll Think About It: What to Do — Ep. 52

   What do I do when a client says they'll think about it? Treat it as fear of getting the decision wrong, not a no. Name what's behind the stall, narrow the options, and never let silence be the last word.Justin Letheby had a client who kept saying "we're not ready yet." He gave them space, waited, and the next time he reached out they had gone with someone else. This episode is what he learned from that: the stall was never a no, and it was his job to help.The research behind it: Dixon and McKenna analyzed 2.5 million sales conversations for The JOLT Effect and found 40 to 60% of lost deals weren't lost to a competitor but to no decision. In about 56% of those stalled deals, the buyer actually wanted to move forward. Most deals don't die from a no. They die from a maybe that nobody helped with.From there, three moves: figure out what's behind the stall, using DISC (D's stall when the payoff isn't clear, I's when it gets slow or impersonal, S's under pressure, C's when the information is vague) and AI as a clarity check on the client's emails, never as the writer of your reply; give a recommendation and narrow the options, two listings instead of ten; and make it safer by never ending on silence, tying it to a story, and answering every question from a stalled client within a day.The leadership tip: staying quiet when someone is stuck isn't respect, it's absence. Pressure pushes people toward your decision. Leadership helps them reach their own.For Realtors in their first three years.Chapters00:00 "We're not ready yet" and the client who left00:48 Why deals die from a maybe, not a no02:33 What "I'll think about it" really means03:28 The client I waited on too long06:31 Figure out what's behind the stall (DISC)08:43 Using AI to read a stalled client09:34 Give a recommendation and narrow the options10:53 Make it safer and never end on silence12:52 Leadership tip: pressure versus leadership13:56 The AI Starter PackFree AI Starter Pack, with the prompts: https://go.thejblteam.com/starter-pack

2. 

   5 Oct 2026

   AI Search for Realtors Why You're Not Listed Ep 51

   Why isn't AI recommending me when someone asks for a realtor in my area? Because AI recommends the agents it can explain, not the agents who are biggest. Clear, consistent, specific information beats years and volume, which is why a first-year agent can compete here.Justin Letheby asked AI who the top real estate tech trainer in Illinois is. He's the tech guy. He wasn't on the list at all. This episode is what he found when he started asking AI why — including that he was doing good things but not necessarily the right things.The numbers behind it: a Realtor.com representative said this summer that 82% of home shoppers are using AI in their home search, and a study of 334 ChatGPT questions across 197 markets found a median of six agents named per city, with bigger markets getting no longer a list. Six names, and no page two.From there, the five things he's testing: get your information into the two places AI actually looks, your website and your Google Business Profile; say the same thing on every platform, including the listings you didn't create; make reviews descriptive enough to be usable; build an FAQ page and a blog, because answer engine optimization means these tools are hunting for answers; and fix the back end of your site, meaning schema markup, meta tags, page descriptions, and your sitemap. Plus the prompt that tells you where you stand: ask AI why it picked the agents it picked, then ask why it didn't pick you.The leadership tip: when he wasn't on the list, the easy move was to blame the tool. Comparison asks why them and not me. Curiosity asks what they're doing that I'm not.For Realtors in their first three years.Chapters00:00 I'm the tech guy and AI didn't list me00:52 AI is the new search engine for Realtors01:19 Six agents per city: what the study found02:01 AI recommends the agents it can explain03:39 What I found when I asked AI why05:21 SEO isn't enough: AEO and GEO explained05:42 Should you still be on Zillow and Realtor.com?06:08 Where AI actually looks: your site and Google Business07:33 Say the same thing everywhere08:28 Reviews that are specific enough to use09:20 Why you need an FAQ page and a blog10:08 Schema, meta tags, and your sitemap11:25 Ask AI why it picked them, and why not you11:54 Leadership tip: comparison versus curiosity12:41 Your one action this weekLinksFree AI Starter Pack, with the prompts: https://go.thejblteam.com/starter-packSourcesOmni Eclipse, 2026 Real Estate AI Search Report (334 ChatGPT responses across 197 markets, April–May 2026): https://omnieclipse.ai/blog/real-estate-ai-search-report-202682% of home shoppers using AI in their home search: stated by a Realtor.com representative at a July 2026 training session.Justin Letheby, The JBL Team. Leading Forward Together.

3. 

   25 Sept 2026

   Team Buy-In and Two-Way Vision — Ep. 50

   How do I get my team to actually buy into my vision? You let their vision change yours. A vision that only ever runs in one direction, yours to them, never becomes a team. It stays an audience. Justin Letheby starts with the leadership role he was sure his degree had earned him, and didn't get. He was stuck on the first of John Maxwell's five levels, Position, with none of the relationships or results behind it. Years later, chairing a volunteer technology committee, he pitched a run of 30-minute tech videos. The team bought the vision but not the execution, so he listened, and they built one-minute tech tips instead. That worked, and the 30-minute videos followed a couple of years later. From there: why most leaders inherit a vision rather than set one and have to carry it down, what the volunteer president's chair taught him about getting past the congratulations and back to work, how to build the right team at the right time instead of delegating to people who already agree with you, and why you cannot get bigger than yourself alone. Plus an AI tip: hand your vision to AI and ask it to challenge you and be the "no" person before you take it to the room. The leadership tip: believing something isn't a problem, carrying it alone is. For Realtors, broker owners, association leaders, and small business owners. ## Chapters 00:00 I thought the degree earned me the job00:57 The committee, and the 30-minute videos I pitched01:25 They bought the vision, not the execution02:15 One-minute tech tips: what the team built instead03:09 Stuck at level one: the title04:29 Other people were more qualified, and that's fine04:58 Most leaders inherit the vision, not set it06:01 Two lessons: the title, and making it about them06:28 Speaking gets less scary when you care more06:57 What the president's chair taught me07:52 A day to celebrate, then back to work09:36 You cannot get bigger than yourself alone10:32 The right people at the right time11:26 A one-way vision isn't a team, it's an audience11:52 AI tip: make it your critical thinking partner12:48 Leadership tip: carrying it alone is the problem

Who has been a guest on Eprofessor of Real Estate

Names identified in recent episode analyses. Showing up to five guests.

• Jayson Bates
• Sean Morrissey
• Larry Bettag
• Jeremiah J Mannion
• Marquis Lemons Ryhal

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

5.0 / 5

1 ratings

Podcast Authority Score: 3 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

7

Social presence

0

YouTube

0

Engagement

0

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