Make Your Own Key Podcast

About Make Your Own Key Podcast

Make Your Own Key is the real estate podcast for agents who refuse to wait for permission — to grow, to pivot brokerages, or to build the career they actually want. Hosted by Seth Lejeune of The SLG Team @ Real Broker (Greater Philadelphia), every episode is an honest, agent-to-agent conversation with the team leaders, broker-owners, and operators actually building real businesses in this industry. No interview formulas. No PR-trained guests. Just two agents at a table, talking through what's actually working, what isn't, and what the next five years of this business look like. What you'll hear: brokerage economics and the math behind switching models. The realities of starting, scaling, or selling a real estate team. Agent career paths beyond the traditional split. What the Real Broker model offers compared to legacy and cloud brokerages. The mindset shifts, systems, and leverage that separate stuck agents from compounding ones. The "I almost left this business" moments, the comebacks, and the decisions that changed everything. What you won't hear: fluff, "crush it" energy, motivational bro-speak, or guests selling you something. We talk real numbers. We talk the messy parts. We talk the conversations agents have at the bar after the conference — only on the record. Who this is for: licensed real estate agents and aspiring agents who care more about building a sustainable business than chasing the next trend. Team leaders thinking about scale. Solo agents wondering if they should join a team. Broker-owners watching the industry shift in real time. Anyone in real estate who's tired of pretending things are simpler than they are. New episodes drop weekly. Subscribe, leave a review, and share with one agent who needs to hear it. Your key. Your move.

Publisher

Seth Lejeune

Category

business · education · education

Language

en

Explicit

No

First episode

28 May 2026

Latest episode

21 Sept 2026

Latest episodes

12 episodes in the feed.

1. 

   21 Sept 2026

   How this Young Agent Started Over in a New Market and is Thriving | Make Your Own Key Ep.12

   Zach Neild got his real estate license in Arizona at 20, joined a 30-agent Keller Williams team, then spent the next five years working his way through four brokerages before finally landing at Real. Now back in Pennsylvania after three years out west, he's running an open-house-heavy, sphere-driven business while building a YouTube channel on the side. In this conversation with Seth, Zach (Real Brokerage, Montgomery County PA) breaks down the KW → Realty Executives → eXp → Real journey, the "LeBron's not buying a house with you" hot take on performative agent social media, why he thinks brick-and-mortar brokerages are done, and what he'd actually do if he had to start over tomorrow in a brand-new city. What You'll Learn The 4-5% conversion math on open houses (and why Zach is still doing 5-6 a week anyway). Why "lunch and learn" training doesn't stick for new agents — and what does. How to spot performative agent social media (and why LeBron is definitely not buying a house from you). Where a young, high-perspective agent thinks the American brokerage is heading in the next 10 years. Episode Breakdown 1:09 — Intro 1:53 — Meet Zach Neild 2:26 — Growing up in Montgomery County → moving to Arizona for his girlfriend's college 3:20 — Getting licensed at 20 and joining a 30-agent KW team in Arizona 4:26 — Going solo, then partnering with Rich to run buy-side at eXp 6:24 — 4 brokerages in 5 years: KW → Realty Executives → eXp → Real 6:40 — Moving back to Pennsylvania in May 2025 after three years out west 8:20 — 135 open-house contacts in 12 months — the conversion math 9:53 — Why open houses are the plan now, and YouTube is the plan next 11:43 — Zach's hot take: "LeBron's not buying a house with you" 14:31 — When bad AI content becomes a real estate agent's tell 16:15 — Advice for new agents: get the license first, find a real mentor second 22:40 — Where the American brokerage is headed in the next 10 years 25:39 — What Seth thinks will happen with Compass + Anywhere 27:31 — Why private exclusives will collide with the Fair Housing Act 30:19 — Why most brokerages and team models don't actually make money 33:39 — If Zach started over in a brand-new city tomorrow, here's what he'd do 35:29 — The 60-year-old agent falling down an embankment — Seth's clarifying moment 37:23 — The two inflection-point decisions that changed Zach's career 42:35 — Wrap-up Why This Episode Matters Zach is the second brand-new-to-real-estate perspective the show has featured. But unlike Wyatt, he has five years of intense reps across four brokerages before hitting 25. That combination — young enough to see the industry with fresh eyes, experienced enough to have opinions with receipts — makes this an unusually honest conversation about what agents in the first five years of their career actually need. Resources Mentioned Real Brokerage — Zach's current home eXp Realty — Zach's third brokerage (a year and a half) Realty Executives — Zach's second brokerage (about a year) Keller Williams / Stratton Group — Zach's first brokerage (Arizona, ~30 agents doing $100M+) Rich — Zach's business partner at eXp, YouTube-driven agent Passive Prospecting / Channel Junkie — YouTube-for-real-estate frameworks referenced Ken Hozek — YouTube real estate creator mentioned as a Real success story Ryan Serhant — quoted on his "only brokerage left in 10 years" prediction Will Holder's J curve — referenced in the brokerage-model math discussion Compass acquiring Anywhere — Century 21, Coldwell Banker, Berkshire Hathaway, Sotheby's 👇 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: https://calendly.com/sethlejeune/makeyourownkey (https://calendly.com/sethlejeune/makeyourownkey) 📲 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.

2. 

   9 Sept 2026

   How a Cold Email Changed This Agent's Brokerage Decision | Make Your Own Key Ep.11

   Wyatt spent 15 years in banking — mortgages, branch management, and running credit union sales teams across Pennsylvania — before finally trading it in for the real estate license he'd wanted for years. He started at Berkshire Hathaway. Six months later, he was at Real. In this conversation with Seth, Wyatt (Real Brokerage, Central PA) breaks down the "1982-style" training that pushed him to teach himself, the commission math that finally opened his eyes, the cold email to a Real agent that changed his mind, and why — as a brand-new agent — he was already convinced Real is where the industry is going. What You'll Learn Why a brand-new agent walked into Berkshire Hathaway and walked out to Real within six months. What "training" actually looks like at a legacy brokerage vs. how a self-taught agent builds their book in 2026. Why Real's core values don't lead with tech (they lead with "work hard, be kind") and what that signals about the culture. The specific commission math that broke it open for Wyatt — broker cut, brokerage franchise fee, and Zillow's 30%. Episode Breakdown 1:10 — Intro 1:53 — Meet Wyatt 2:29 — 15 years in banking → real estate: the pivot 3:25 — The "people helping people" credit union philosophy that carried over 5:52 — Starting at Berkshire Hathaway — and why the family-friend broker made it the easy first choice 6:48 — What "training" actually looked like — and why it wasn't going to work 7:11 — "The training was: this is what a real estate agent in 1982 did" 7:37 — Teaching himself: Tom Ferry, YouTube, killing the TV 8:35 — The Facebook ad that led him to Sharan Sharma and Real 9:53 — The commission math that broke it open: broker + Berkshire cut + Zillow's 30% 10:35 — Cold-emailing random Real agents online — and the one who answered 11:44 — Why Real's core values don't lead with tech (they lead with "work hard, be kind") 15:31 — When Real went from scrappy startup to a legitimate destination 17:04 — A week after Wyatt moved, his buddy emailed: "I'm following you" 17:34 — "It doesn't feel like you're being sold a business" 20:50 — Why Real has more offices than Compass — even as a "cloud brokerage" 24:00 — No franchise boundaries. No turf wars. What actually changes when the model flips. 25:00 — The 60% of revenue Real gives back to agents 25:35 — Wyatt's advice for any agent considering the move 26:09 — Wrap-up Why This Episode Matters Most agents interviewed on this show have 10, 15, 20 years in the business. Wyatt has months. That's the point. This is the conversation for anyone at a legacy brokerage right now wondering if the discomfort they feel is a training gap or a signal, and for anyone considering their first brokerage in 2026 asking, "How do I make this decision without regretting it a year from now?" Wyatt made the call fast — and this episode is exactly why. Resources Mentioned Real Brokerage — Wyatt's home after leaving Berkshire Hathaway Berkshire Hathaway HomeServices — Wyatt's first brokerage Tom Ferry — the coaching brand Wyatt found via self-teaching after realizing his in-house training was thin Sharan Sharma — Real Brokerage co-founder whose content Wyatt stumbled upon via a Facebook ad Tamir (Real leadership) — mentioned on the webinar announcing Real hit 32,000 agents Bree — the Real agent whose one-hour cold-email response changed Wyatt's mind Compass acquiring Anywhere — Century 21, Berkshire Hathaway HomeServices, Coldwell Banker, Sotheby's (industry consolidation) Real's core values: Work Hard, Be Kind + "We more than me" 👇 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 (https://calendly.com/sethlejeune/makeyourownkey) 📲 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.

3. 

   28 Aug 2026

   From Party Buses to Real Estate: Quin Shalaway's Story | Make Your Own Key Ep.10

   Quin Shalaway started his career selling 40-foot party buses in Philadelphia before losing his backup job three weeks before his wedding — and turning to real estate as a last resort. Eight years and one long-running podcast later, he's built a sphere-driven, sarcasm-forward solo business at a Boyertown boutique brokerage and just launched The Shalloe Way Group. In this conversation with Seth, Quin (Legacy Real Estate, Boyertown PA) opens up about the 20% down myth killing home buyers, the desert-crossing metaphor he gives every new agent, why he refuses to build a team ("I'm in it for the red meat"), and the two things about people every agent has to accept to survive in this business. What You'll Learn Why sphere-of-influence still beats every paid lead source for consultative agents. Quin's contrarian take on the "you don't need 20% down" messaging that's flooded the industry — and why he thinks it's a disservice to an entire generation of buyers. The group model that lets him step away for family without ever running a "team." The question every agent should ask themselves before scaling: how much money do you actually need to make? Episode Breakdown 1:06 — Intro 1:52 — Meet Quin Shalaway 2:26 — The Quintessential Real Estate Podcast — 7 years running, started 1 year into his career 4:51 — From selling 40-foot party buses in Philadelphia to real estate 5:13 — The two-weeks-in job that vanished — three weeks before his wedding 6:43 — The conversation with his fiancée that put him in real estate 8:33 — The family-friend broker who made him tour 30 houses in 5 days 12:30 — Handing $15K to a brokerage in one month — and what that money could actually do 16:03 — The 20% down myth that's still killing home buyers 17:05 — Quin's hot take: "It's a disservice to tell a generation they don't need to save" 23:24 — Advice for new agents: "Look at it like a desert you're trying to cross" 28:22 — Why RE/MAX isn't designed for the brand-new agent 30:51 — Starting The Shalloe Way Group after 8 years solo 35:02 — The question every agent should ask: how much do I actually need to make? 37:15 — The 33-year-old making $725K — and why Seth asked him "why?" 44:41 — "I'm in real estate for the red meat" — why Quin refuses to build a team 49:21 — When his broker pitches hourly compensation for agents 1:00:40 — The two things about people you have to accept to survive this business 1:02:57 — Wrap-up Why This Episode Matters Quin represents an under-covered kind of successful real estate agent — the solo, sphere-based operator who chooses freedom and family over volume. Whether you're just getting into real estate, wondering if you have to build a team to be considered successful, or trying to figure out how to design a business that actually fits your life, Quin's approach is one of the most honest agent philosophies you'll hear this year. Resources Mentioned Legacy Real Estate — Quin's Boyertown, PA boutique brokerage The Quintessential Real Estate (QRE) Podcast — Quin's client-facing podcast, 7 years and running Moving Sucks Podcast — Seth's consumer-facing show, referenced in the conversation RE/MAX Achievers (Collegeville) — Quin's first brokerage Zillow, realtor.com (http://realtor.com/), ISAs — lead sources Quin tested and mostly moved away from The Shalloe Way Group — Quin's new group at Legacy (one agent partner + admin, brother coming on next) Redfin's W-2 agent model — discussed as a cautionary case study 👇 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 (https://calendly.com/sethlejeune/makeyourownkey) 📲 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.

4. 

   17 Aug 2026

   eXp vs Real Brokerage: The Math Anthony Keane Ran | Make Your Own Key Ep.9

   Anthony Keane got into real estate because a Rita's Water Ice franchise fell through. Twenty-plus years, a full-time bank job, a 70-agent boutique brokerage he helped build, and three brokerage moves later, he's still selling — and he thinks the industry should triple its licensing fees. In this conversation with Seth, Anthony (Real Brokerage, Harleysville PA) breaks down the eXp-to-Real math nobody talks about, what actually killed brick-and-mortar brokerage relevance, why Zillow Flex earns its 40% cut, and what advice he'd give a brand-new agent trying to figure out where to hang their license in 2026. What You'll Learn The specific eXp-vs-Real math that drove Anthony's June 2024 move — caps, rev share, and the 2.3x agent-attraction difference nobody's calculated for you. Why 95% of home sales now start online and what that means for how you actually build a business. Anthony's contrarian take on licensing fees — and why raising them would help the consumer, not hurt them. The Pomodoro workday framework that lets him out-produce agents who work twice as long. Episode Breakdown 1:21 — Intro 2:04 — Meet Anthony Keane (and the 18-offer deal he and Seth did back in 2019) 4:23 — 2004: how a shut-down Rita's Water Ice franchise became a real estate career 4:43 — Buying his first flip three months into marriage, doing 85% of the work himself 5:08 — The full-time Bank of NY Mellon job that ran alongside all of it 5:38 — Coldwell Banker to Entourage: building a 70-agent, 3-office boutique brokerage 6:28 — When COVID cost him his VP role at Entourage 7:16 — The math that drove the eXp-to-Real move: caps, rev share, and 2.3x agents 8:42 — The Pomodoro Technique that runs Anthony's whole workday 11:39 — Why Philly Real still has 9 offices even though we're "cloud-based" 15:48 — Why eXp's tech felt scattered vs. Real's all-in-one platform 18:50 — What actually changed after the NAR lawsuit (spoiler: nothing) 19:30 — "20% of agents do 80% of the work" — the part-time agent problem 20:37 — Anthony's hot take: triple or quadruple the licensing fees 23:45 — Why Zillow Flex's 40% cut is actually justified 26:32 — "The consumer is buying you, not the sign on the door" 31:37 — Anthony's advice for brand-new agents trying to pick a brokerage in 2026 33:19 — Do boutique real estate brokerages still have a role? 36:08 — Wrap-up Why This Episode Matters Very few agents have owned both sides of the brokerage table. Anthony was VP of Operations at Entourage — a 70-agent boutique brokerage — before he became a top producer inside a cloud-based model. That range shows up in every part of this conversation. Whether you're weighing eXp vs. Real, wondering if a boutique brokerage still makes sense, or trying to figure out how a small-town flipper turns into a 20-year career operator, this one has the receipts. Resources Mentioned Real Brokerage — Anthony's home since June 2024 eXp Realty — Anthony's brokerage from 2020 until June 2024 Entourage Elite Real Estate — the 70-agent, 3-office boutique where Anthony was VP of Operations Coldwell Banker — Anthony's first brokerage after getting licensed in 2012 Bank of New York Mellon — where Anthony was Senior Manager running a 120-agent financial services call center The Pomodoro Technique — Anthony's workday operating system (four 25-minute hyperfocus blocks per day) Regus / Office Evolution — flex office spaces Anthony and Seth use for client meetings Zillow Flex — discussed as a fair-cost lead source RE/MAX "Bouge" CRM — cited as a case study in brokerage tech failure 👇 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 (https://calendly.com/sethlejeune/makeyourownkey) 📲 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.

5. 

   24 Jul 2026

   Inside Pennsylvania's #1 Real Estate Team | Make Your Own Key Ep.8

   Jonathan Campbell got his real estate license in high school. Twenty years later, he leads Pennsylvania's #1 real estate team — $200M+ in annual volume, 15,000+ career transactions, and one of Real Brokerage's most vocal advocates. But when aspiring team leaders come to him for advice, his answer is almost always the same: don't. In this conversation with Seth, Jonathan (Real Brokerage, Lehigh Valley) breaks down the RREK framework that runs his team, why he tells most agents to stay solo, the Sunday phone call with Sharon that pulled him out of eXp in 48 hours, and where he sees the American brokerage headed in the next five years. What You'll Learn How Jonathan built the #1 real estate team in Pennsylvania and hit $200M in annual volume with fewer support staff than most 100-agent shops. The RREK framework — Role, Responsibility, Expectation, Key numbers — that his whole team runs on. Why "most of my conversations with aspiring team leaders is talking them out of it." The tactical mistake that quietly kills team leaders the moment they step out of production. Episode Breakdown 0:45 — Intro 1:28 — Meet Jonathan Campbell 4:33 — Getting his real estate license in high school (senior-year night classes) 4:46 — Flipping his first house at 18, one summer out of high school 5:11 — When the 2008 crash hit: losing houses, moving back in with his parents 5:55 — Turning short-sale expertise into 80-90 transactions a year 6:26 — The transparency lesson: telling clients "I've personally been through this" 8:02 — The KW → DLP Realty → eXp → Real journey 8:45 — 2017: his son is born, and he steps out of production for the first time 10:12 — Don Winter's line: "You'll never grow if that's how you're gonna think" 15:33 — The Sunday call with Sharon that changed everything — 48 hours vs. 9 months 16:59 — Telling his team about the Real move — and their "thank God" reaction 24:36 — The team by the numbers: $200M volume, six listing agents, one TC handling 50-60 deals a month 27:05 — The RREK framework: Role, Responsibility, Expectation, Key numbers 29:47 — "Most of my conversations with aspiring team leaders is talking them out of it" 31:01 — The #1 mistake team leaders make: stopping production too early 33:32 — The 5-year outlook for the American brokerage 39:21 — When Jonathan's lender said "Real is just cool" 42:32 — What he's building next: monthly Bethlehem events + a 10,000-agent goal 43:41 — Wrap-up Why This Episode Matters Twenty years in this business is rare. Twenty years across a market crash, three brokerage moves, a personal short sale, a sales-to-leadership transition, and building the state's #1 team — that's a masterclass. Whether you're new to real estate, running a small team, or watching the industry compress in real time, Jonathan's perspective on team building, brokerage economics, and where all of this is heading is worth the full listen. Resources Mentioned Real Brokerage — Jonathan's home since March 2024 eXp Realty — the stopover between DLP and Real DLP Realty — Jonathan's second brokerage, focused on new construction in FL, GA, and NC Keller Williams — Jonathan's first brokerage (4-5 years, early career) The RREK framework — Role, Responsibility, Expectation, Key numbers (his team operating system) Don Winter — Jonathan's early mentor Timmy Dodge — Jonathan's in-house photographer/videographer Monthly Bethlehem events at Hotel Bethlehem — the next one on February 10 👇 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: https://calendly.com/sethlejeune/makeyourownkey (https://calendly.com/sethlejeune/makeyourownkey) 📲 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.

6. 

   8 Jul 2026

   Why Will Holder Left RE/MAX for Real Brokerage | Make Your Own Key Podcast Ep.7

   Will Holder moved to Delaware County from Trinidad at 15 with no network, worked banking jobs he hated, read Rich Dad Poor Dad, and quit his W-2 for real estate in 2015 with a wedding six months on the calendar. Nine years and 34 agents later, his team has a 94% retention rate — and he still refuses to sell it. In this conversation with Seth, Will (Real Brokerage, Greater Philadelphia) opens up about the J curve that kills most 4-to-20-agent real estate teams, why most of the "American brokerage" is running the wrong game, and — mid-episode — reacts in real time to breaking news: Real just bought RE/MAX. 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 📲 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.

7. 

   30 Jun 2026

   From Aldi at 23 to $42M Real Estate Team: Becky Bostic's Story | Make Your Own Key Podcast Ep.6

   Becky Bostic spent 13 years at Keller Williams before she made the jump to Real — and she made it while six months pregnant, with a team to run and a newborn three weeks out. Her only regret? Not moving sooner. In this conversation, Becky (Real Brokerage, Doylestown PA) takes Seth through the Aldi district manager origin story, the 24-home Rookie of the Year run she pulled off in a brand-new market through nothing but open houses, the math that finally made her leave KW after a decade of loyalty, and the random agent who named her as his sponsor at Real without ever having met her. If you're a real estate agent who's been at the same brokerage too long because the loyalty feels safer than the math — this one's for you. 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.

8. 

   25 Jun 2026

   Why Tim Garrity Sunset His $100M Real Estate Brokerage | Make Your Own Key Podcast Ep.5

   Tim Garrity has done it all — started his career at his dad's mortgage office at 23, climbed to production manager at Pulte Homes, lost it in 2009, finished his MBA, got licensed, built a $12M solo book, then co-founded an independent brokerage that grew to 47 agents and nearly $100M in volume in under a decade. Then he sunset it on purpose. In this conversation with Seth, Tim (Real Brokerage, Philadelphia) opens the books on what running an independent brokerage actually costs, why he tells most agents not to start one, the real endgame behind the Compass + Anywhere acquisition, and the mall analogy that explains exactly where the American brokerage industry is headed. 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.

9. 

   25 Jun 2026

   Why Justin Heath Left Pharma Sales at 36 for Real Estate | Make Your Own Key Podcast Ep.4

   Justin Heath walked away from a high-paying corporate pharma career at 36 to follow his family's real estate legacy — eight years in, he's not pulling any punches on what this industry gets wrong. In this conversation with Seth Lejeune, Justin (Real Brokerage, Greater Philadelphia) sits down to talk Sunday-night offer deadline madness, why "marry the house, date the rate" got hijacked by loan officers, why brand doesn't matter anymore, and what the next five years of the American brokerage actually look like. If you're a real estate agent rethinking your brokerage, your model, or your sanity — this one's for you. 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.

10. 

    28 May 2026

    How This Poconos Team Leader Built Differently | Heather Schierloh | Make Your Own Key Podcast Ep.3

    In this episode of Make Your Own Key Podcast, Seth sits down agent-to-agent with Heather Schierloh — a Poconos-based team leader who grew up inside the real estate and construction world before carving out her own lane in it. Heather's path runs through her family's custom home-building business, a stint in dentistry, a team experience that taught her exactly what not to do, and ultimately a leadership style built on equality, culture, and zero ego. 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. YouTube: Hit subscribe and turn on notifications Instagram: @makeyourownkey

11. 

    28 May 2026

    Why The Toscos Walked Away From Their Own Brokerage After 14 Years | Make Your Own Key Podcast Ep. 2

    In this episode of Make Your Own Key Podcast, Seth goes agent-to-agent with Karen Tosco — one half of the powerhouse Tosco team out of Collegeville, PA — for one of the most honest conversations we've had on this show. 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. YouTube: Hit subscribe and turn on notifications Instagram: @makeyourownkey

12. 

    28 May 2026

    Matt Marino on Abundance, Accessibility & Owning Your Career | Make Your Own Key Podcast Ep. 1

    In this episode of Make Your Own Key Podcast, Seth sits down agent-to-agent with Matt Marino to unpack one of the most relatable career arcs in real estate today — from selling one house and quitting, to scaling a team across two brokerages, to figuring out what actually makes a career sustainable in 2026. 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. YouTube: Hit subscribe and turn on notifications Instagram: @makeyourownkey

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