The Profitable Broker

What if your brokerage is losing six figures a year, and you'd never know it? In this episode of The Profitable Broker, Wayne Einhorn breaks down the one hidden number almost no broker tracks: the cap gap. It's the money your active but under-capped agents haven't yet contributed, and it's quietly draining profit from brokerages across North America. Wayne explains why the cap gap is the most over...

What if the fastest way to grow in a slow market isn’t getting more listings, but getting more out of the ones you already have? In this episode of The Profitable Broker, Wayne Einhorn sits down with Dean Jackson, host of More Cheese, Less Whiskers , co-host of I Love Marketing , to break down how brokers can turn every listing into several transactions. Dean talks about going from soul-crushing c...

Brokerages that follow best practices can earn more today than ever before, so why are so many brokers still leaving money on the table? In this episode of The Profitable Broker, Wayne shares how to increase your real estate brokerage’s profit. He breaks down the two things every broker needs to focus on: your market-adjusted margin target and the five economic drivers that control your revenue, e...

What if the most important 10 to 15 hours you spend in your brokerage this year have nothing to do with recruiting, listings, or closings? In this episode of The Profitable Broker, Wayne Einhorn explains why the next decade could be the best ever for real estate brokerages, and how to create your brokerage business plan and budget for 2027 starting now. He walks through where to start, the five nu...

What if the brokers winning recruiting right now aren't the ones cold calling the hardest, but the ones who never have to? In this episode of The Profitable Broker, Wayne Einhorn sits down with Edona Brahimi, Northeast Vice President and NY Broker of Record for RE/MAX Select Group, to break down how she helped grow the brokerage from two states to 69 offices across 11 states in just four years. Ed...

Episode Summary: There are only five levers that determine whether your brokerage is profitable and most brokers are only watching one or two of them. In this episode, Wayne Einhorn breaks down ICBC's five economic drivers and shows you exactly where the money is hiding in your business. What You'll Learn Why average contribution per person comes down to just two things, what you charge and how pr...

If you're a broker/owner trying to make sense of the biggest wave of consolidation the industry has seen in years, you're hearing straight from two people who negotiate these deals every day. Scott Wright, partner at Real Trends Consulting, and Norma Rawlings, president of BrokerVMA, bring decades of combined experience in real estate valuations, mergers, and acquisitions across the US and Canada....

In this episode of The Profitable Broker, Wayne tackles one of the toughest tests of leadership: managing change when it hits your brokerage without warning. Drawing on decades of real-world coaching experience, Wayne walks through eight common triggers of change. From market slowdowns to competitor pressure to staff departures and lays out his five-step formula for leading your team through it wi...

If you're a broker/owner trying to cut through industry noise and figure out what actually matters right now, this episode gives you a practical lens for doing it. Ben Fairfield, VP of Customer Growth at Inside Real Estate and a John Maxwell-certified leadership coach, built the #1 Century 21 office in the world and a multi-state Keller Williams team before stepping into his current role helping b...

In this episode, Wayne makes the case for why every brokerage needs a clearly defined "unicorn" - a set of differentiators that set it apart in a crowded market. Rather than competing on price, Wayne argues brokers should focus on communicating what makes them different, because that's what allows a brokerage to command premium pricing, attract unhappy agents from competitors, and keep their own a...

In this episode of The Profitable Broker , Wayne sits down with Arshad Rashed, broker owner of Century 21 Bravo Realty in Calgary, one of the largest and fastest-growing brokerages in the country with roughly 260 agents. Arshad shares his path from a shaky start in real estate to building a one-stop-shop brokerage model with in-house mortgage and property management services, and opens up on leade...

Phil Soper has led Royal LePage for over 25 years but one leadership mistake nearly cost him his best employee's trust. In this episode, Wayne Einhorn sits down with Phil to unpack what that mistake taught him about leadership, and why retention matters more than recruiting if you want a brokerage that lasts. Inside This Episode: · Why culture is the real "operational glue" in a people-first busin...

Most broker‑owners were never taught how to build a brokerage that serves their agents, funds their lifestyle, and creates real, sellable equity so they end up stuck in chaos, constantly putting out fires. In this episode, Wayne Einhorn reveals The Profitable Broker way of thinking: seven core competencies and systems thinking that transform your brokerage from a stressful job into a structured as...

Most broker‑owners are chasing profitability, but almost none were ever taught how to plan for it. In this episode, we break down why true brokerage profitability is so rare and why the opportunity for strong profits is actually better now than ever - for well‑run brokerages with the right structure. You’ll see the exact five‑step framework our Inner Circle Broker Coaching community uses to plan f...

Most brokers think recruiting more agents is the path to profitability — it's not. In this episode, Wayne Einhorn sits down with Larry Schottenstein, President of RE/MAX Realty and Inner Circle Broker Coach, who built his brokerage from 6 agents to nearly 150 by focusing on margin, not just headcount. Larry shares the real profit margin brokers should be aiming for, why "5% is good" is a myth the...

Most broker/owners are leaving more profit on the table than they realize. In this episode, Wayne Einhorn breaks down a simple, best‑practice profitability framework and the five economic drivers that actually move your bottom line. If you’re tired of plugging cash‑flow gaps with your own savings, you’ll learn how to reclaim your margin, your time, and your future exit options. In This Episode, Yo...

Real’s acquisition of RE/MAX just changed the rules for every Broker/Owner in the system. In this episode, Wayne Einhorn and former RE/MAX executive Chris Schwartz break down what this deal really means for your margins, your agents, and your exit strategy. If you’re wondering whether to stay, sell, or scale, you’ll get a clear read on your risks, your opportunities, and the concrete moves you sho...

A competitor just got acquired and overnight they’re bigger, stronger, and more dangerous in your market - that deal could have been yours. In this episode of The Profitable Broker, Wayne Einhorn reveals the five critical milestones every broker must master before buying or selling a brokerage, so you stop watching deals pass you by and start being the one competitors worry about. In This Episode,...

Wayne sits down with former RE/MAX Vice President and current Inner Circle Broker Coaching COO, Elena Dean, to reveal the three mistakes quietly killing most brokerages. Drawing on years overseeing thousands of agents and hundreds of broker/owners, Elena explains how indecision, ignoring your gut, and failing to run your brokerage like a real business create stress, erode culture, and cap your pro...

In this episode of The Profitable Broker , Wayne breaks down the mid-year review, a proven process he’s used for over 20 years to help brokers reset, refocus, and outperform their market. Most brokers stay busy. The best brokers stop, evaluate, and adjust. This is the moment that separates the two. If you want a stronger second half, it starts with what you do in June. In This Episode, You’ll Lear...

What if your biggest threat isn’t the market but your cash flow? In this episode of The Profitable Broker, Wayne Einhorn breaks down why cash management and forecasting are non-negotiable for brokerage owners who want to survive and scale in a cyclical real estate market. Even profitable brokerages can run into serious trouble during slow months. The difference between those who struggle and those...

In this episode, Wayne sits down with veteran broker-owner Carlo Racioppo of Royal LePage Realty Plus to unpack why so many brokerages quietly bleed cash and what profitable leaders do differently. Carlo shares how he rebuilt after losing everything in the early 90s, grew a 35-agent office into a 140–150 agent operation, and used retention, financial discipline, and relationship-based recruiting t...

In this episode, Wayne Einhorn breaks down the four milestones every broker must master to consistently recruit productive, experienced agents. He explains why most recruiting fails before the offer is ever made, how to build real trust with top producers, and what it takes to present a compelling business case that goes far beyond commission splits. You’ll also learn how to guide agents through t...

Wayne sits down with Jenny Wun, award-winning realtor, brokerage leader, and one of the most influential voices in Canadian new development real estate. From early days working with a developer to building a high-performance team and brokerage, Jenny shares the pivotal moments that shaped her growth including the burnout that forced her to think like a CEO. This episode is packed with practical in...

Wayne revisits a conversation with Rob Shade that feels especially relevant in today’s market, as broker owners look for practical ways to improve profitability, cash flow, and leadership. In this episode, Rob shares how he grew the business from one office and 15 agents to seven offices and more than 130 agents, and why mastering financial management, reporting, and cash flow became essential to...