Watkins Roundtable

You got your real estate license. Now what? In this episode, Shannon Watkins sits down with two agents at very different points in the beginning of their real estate careers. Bronlyn Holland is less than a month into the business, while Gabby Harris is just over a year in with 9 closings, her 10th on the way, and more than $2 million in sales volume. They get into what becoming a real estate agent...

The rules of real estate have changed, and buyers, sellers, and agents who are still operating like it’s 2020 are feeling it. In this episode, Shannon Watkins and James Clark break down how homeownership has shifted, from the old 20% down payment rule and quick home appreciation to today’s affordability challenges, higher interest rates, builder incentives, picky buyers, unrealistic sellers, and l...

Building a real estate team isn't about finding anyone willing to join you. It's about finding the RIGHT people, and creating a system that helps them perform. In this episode of The Real Estate Playbook, Shannon and James dive into Chapter 3 of Shannon's book, How to Build a Seven Figure Real Estate Team , covering recruiting and performance. Shannon shares what she learned from building her own...

Why isn't your real estate marketing actually bringing you business? This week, Shannon Watkins is joined by WREA Marketing Manager Madison D'Aquino to talk about what real estate agents are getting right and very wrong with their marketing. They get into the rise of obvious AI-generated content, why consistency matters more than posting constantly, the three content buckets agents should be using...

You made it to the final stretch. Now it's time to finish strong. In this episode of The Real Estate Playbook, Shannon is joined by Christy Barnard to wrap up the final phase of the 100K in 100 Days challenge: Days 68 through 100. They break down the four activities agents should be focused on during the final 30+ days, including reaching back out to your sphere, sending personalized market up...

Behind on your real estate goals for 2026? You still have time to turn the year around, but the next few months need to look different. In this episode of The Real Estate Playbook , Shannon and James break down how real estate agents can reset their business, get focused, and make the most of the final stretch of the year. They cover getting back into your database, identifying your most serious b...

What are top real estate agents doing right now to grow, adapt, and stay ahead? James is back from the 2026 Tom Ferry Success Summit in Anaheim, and he and Shannon are breaking down his biggest takeaways for real estate agents. From AI and YouTube to sales skills, mindset, trust, time management, and good old-fashioned prospecting, this episode is packed with ideas agents can actually put to work....

What can actually put your real estate license at risk? On this episode of The Real Estate Playbook, Shannon and James sit down with Jeff Ledford of Georgia REALTORS® to talk about the rules, changes, and gray areas every real estate agent should understand. They get into real estate license law, competency and ethics, AI and virtually staged listing photos, wholesaling, working outside your area...

Communication can make or break a real estate deal. In this episode of The Real Estate Playbook Podcast , Shannon Watkins and James discuss how understanding DISC personality types can help real estate agents communicate more effectively with buyers, sellers, and other agents. Take the test: https://discpersonalitytesting.com/free-disc-test/ Learn how to identify different personality styles, adju...

Thinking about joining a Zillow team? Wondering if Zillow leads are actually worth it? In this episode of The Real Estate Playbook Podcast , Shannon Watkins, James, and Zillow Team Leader Stephanie Combs break down how Zillow really works, why some agents thrive while others fail, and what it actually takes to turn internet leads into closed transactions. They cover: How Zillow works for real esta...

Starting a real estate team isn't just about hiring agents. It's about building a business that can actually support them. In this episode of The Real Estate Playbook Podcast , Shannon and James dive into Chapter 2 of Shannon's book, How to Build a Seven Figure Real Estate Team , and share the lessons they wish someone had taught them before building a team. In this episode, you'll...

Can you really generate $100,000 in GCI in just 100 days? Shannon and James break down Part 2 of their proven 100K in 100 Days Challenge and share the exact marketing strategies agents can implement immediately to create more conversations, more listing appointments, and more closings. In this episode of The Real Estate Playbook Podcast , you'll learn how to: Use Zillow home value texts to sta...

Data centers are expanding across Georgia and the country, but what does that mean for homeowners, buyers, sellers, and real estate agents? In this episode of The Real Estate Playbook Podcast , Shannon Watkins and James Clark discuss the growing number of data center projects, how they may impact property values, what agents should know about local development, and why understanding your community...

Thinking about starting a real estate team? This episode of The Real Estate Playbook Podcast gives you the honest version that most people never share. Shannon Watkins, James Clark, and special guest Courtney Maddox discuss what it really takes to build and lead a successful real estate team. From hiring agents and creating systems to balancing family life and avoiding burnout, this conversation i...

In this episode of The Real Estate Playbook Podcast , Shannon Watkins and James Clark dive into Chapter 1 of Shannon's book, How to Build a Seven-Figure Real Estate Team . Shannon shares the costly mistakes she made while growing her business, from poorly structured team contracts and hiring challenges to money management and learning how to run a profitable business. If you're a solo agen...

Can a new agent really succeed in real estate at 18 years old? In this episode of the Real Estate Playbook Podcast , Shannon and James sit down with David Langford , who earned his license at 18 and has spent the last seven years building his business through cold calling, expired listings, systems, and consistency. David shares the lessons he learned from starting young, the mistakes that shaped...

In this episode of the Real Estate Playbook Podcast , Shannon and James break down the 100K in 100 Days challenge and the exact strategies agents can use to create momentum, build consistency, and finish the year strong. Inspired by coaching from Tom Ferry , this episode covers practical steps every Realtor can implement immediately to generate more opportunities and build a stronger business. You...

Are open houses actually worth it for real estate agents in today’s market? 🏡 In this episode of Shannon Sells Team’s podcast, Shannon and James break down the real purpose of open houses, how agents can use them to generate leads, and why most Realtors are doing them wrong. They discuss: • Buyer open houses vs broker open houses • How open houses help agents get new clients • Why consistency mat...

In this episode of the Real Estate Playbook Podcast , Shannon and James sit down for an honest conversation about loyalty in real estate and why it feels harder than ever to find in today’s industry. They discuss: • Loyalty between agents and brokerages • Why agents constantly chase “better splits” • Team culture vs transactional relationships • Customer loyalty in real estate • Why repeat busines...

In this episode of The Real Estate Playbook , Shannon and James sit down with in-house lender Noah Herbet from LoanSky Mortgage to break down some of the biggest mortgage questions buyers and agents are asking right now. They discuss: what 40-year and 50-year mortgages really look like why longer mortgage terms usually mean higher interest rates whether 50-year mortgages are actually becoming comm...

In this episode of The Real Estate Playbook , Shannon and James dive into one of the biggest changes happening in real estate right now… AI and ChatGPT. From buyers using ChatGPT to decide what to offer on homes to sellers checking values online before calling an agent, artificial intelligence is quickly changing the way people buy and sell real estate. Shannon and James break down: how buyers are...

Are you treating your real estate career like a job, or a high-value business? In this episode, we break down the high-payback activities that actually move the needle for modern agents. Join us as we discuss: Direct Contact Calling vs. Cold Calling: How to offer value first instead of just taking. The Weekly 100-Point Accountability System: A gamified strategy to track your daily progress. Delega...

Thinking about getting into real estate or just got your license? This episode breaks down what it’s really like in your first year… not what you see on social media. In this episode of The Real Estate Playbook , Shannon and James sit down with Rob, an agent just 15 months into the business, to talk about the real expectations vs reality of being a Realtor. They cover: what real estate is actually...

Real estate agents don’t just make money from buying and selling homes… and if that’s all you’re doing, you’re leaving money on the table. In this episode of The Real Estate Playbook , Shannon and James break down how agents can build additional income streams through ancillary businesses and why thinking like a business owner is the key to long-term success. They cover: what “ancillary income” ac...

Thinking about getting your real estate license? It’s not as easy as people think. In this episode of The Real Estate Playbook , Shannon and James break down what it actually takes to become a real estate agent and what most people don’t prepare for before jumping in. They cover: how much money you really need to get started why you should have 3–6 months of savings before getting licensed the rea...