The Aaron Novello Podcast

When a seller says they want to interview other agents, most agents say "no problem" and drive away knowing they just lost the listing. That is not an objection. That is an emotion. And there is a word-for-word way to handle it before you ever leave the room. Most agents lose listings not during the pitch but at the close. The seller liked you. The appointment went well. And then they sa...

With inventory rising in real estate across the country and rates sitting above 6% for three years straight, most agents still can't explain why to their sellers. And that silence is costing you listings. The Fed has cut rates 4 or 5 times. Mortgage rates haven't moved. If you've been sitting across from a seller who says "I'll wait until rates come down" and you didn...

He was driving to a motivated seller appointment he knew nothing about, and the deal was already done before he walked in the door. That's the thing nobody talks about. Sometimes the hardest part of closing isn't the negotiation. It's knowing when to stop talking and just let it happen. Here's what went down: ✅ A seller called out of the blue, found me through my Google review...

You didn't lose that listing because the other agent was better than you. Your listing appointment preparation got lazy, and a less skilled agent beat you because they showed up ready and you didn't. That's the brutal truth Jose Luis Morales had to sit with after walking away from an appointment without pushing for the contract. The call came while he was with his kids. The seller s...

Most agents calling expired listing sellers think they're doing it right. They're not. The conversation sounds fine on the surface but the appointments aren't coming, and they have no idea which moment in the call is costing them. This is a full expired listing role play with live coaching feedback after every rep. Not a polished script demo. Not theory. A real practice session wher...

Most agents think multiple offer situations come down to great marketing. They don't. It comes down to price, and what you do in the first 60 seconds after those offers hit your inbox. I've personally managed situations with 25 offers on a single listing. There is a right way to run this and a wrong way. The wrong way gets complaints filed against you. The right way gets your seller to l...

Most agents have no idea how to take control of a listing appointment, and they're losing listings because of it. You walk in, you're polite, you sit where they tell you to sit, you drink the tea, you talk about the dog, and two hours later you leave without a signature. Sound familiar? The problem isn't your pricing strategy. It isn't your marketing deck. It's that you&ap...

If expired listings not working is something you're feeling right now, the problem is not your script. It is your strategy. I did 100 deals a year calling expireds. Then the market shifted and that number got cut in half. I threw a temper tantrum, kept grinding the same lead source, and kept going backwards. Then I made a decision to stop calling expired listings and do something almost nobod...

Your seller can't afford the mortgage, won't leave, and is heading toward foreclosure. Most agents walk away. A seller leaseback listing strategy changes everything. I had a seller on a 9-acre ranch. Negative $300 in his bank account. Couldn't make the payment. Didn't want to leave for at least two more years. Every conventional option was off the table. So we built a different...

If you are managing probate listings and spending full days clearing out houses, driving cars to CarMax, and coordinating junk removal, you are doing the wrong job. That is not a judgment. That is just the truth. Most agents who get into probate genuinely want to help their clients. And that instinct is good. The problem is that instinct can quietly destroy your income if nobody tells you where th...

Most couples who work together in real estate don't fail because they lack talent. They fail because nobody told them how to define real estate team roles before the resentment sets in. Carla and I built a top-producing team together and it was not smooth from day one. We stepped on each other's territory. She felt pulled in every direction. I almost put her in the wrong role permanently...

Your overpriced listing strategy starts and ends with one thing you keep putting off, the price conversation. Most agents already know the listing is overpriced. The problem is not knowledge. The problem is the call you have been avoiding for two weeks because you are scared the seller is going to fire you. Here is the truth: you cannot lose what you do not have. And if that listing does not sell,...

You already know your seller needs to sell. The difficult seller conversation you keep avoiding is not protecting the relationship. It is costing them equity every single day. Most agents stay quiet because they don't want to look like they're only after the commission. That discomfort you feel before picking up the phone is real. But here's the truth: withholding an honest assessme...

Probate vs expired listings, most agents never stop to ask which one actually gives them a real shot. If you are racing to the phone every morning on expireds and still losing listings to faster dialers, you are fishing in the most crowded water there is. Probate is different. The sellers are motivated, most of the properties are free and clear, and the level of competition is nowhere near what yo...

proximity real estate success is not about being in the right ZIP code. It's about being in the right room with the right people at the right time. Most agents never figure that out. You're calling seven days a week. You're spending on Zillow. Your coach says hit more contacts. And somehow you're still beating your head against the wall wondering if this career was a mistake. I...

This is real listing presentation training, not theory, not fluff, not motivation without a method. I went from making $13,000 my first year in real estate to closing 100 deals a year for 10 years in a row. 80% of that came from listings. And I can tell you with certainty: none of it happened because I was charming. It happened because I stopped winging it and learned exactly what to say. In this...

Creative financing real estate agent skills are why I walked out of that appointment with a $2.8M listing that three other agents couldn't get. Most agents show up to a listing appointment with the same presentation, the same comps, and the same pitch. The seller who wants owner financing, subject-to, or a creative structure hears all of that and gives the listing to the agent who actually sp...

Hiring an executive assistant in real estate changed everything about how I run my business. Out of 100 emails, I only see 5. Most agents who are scaling past 50 deals a year make the same mistake: they hire someone and then hand her the wrong things. They turn a high-level executive assistant into a glorified errand runner and then wonder why they are still doing everything that matters. This con...

Stop chasing sellers in real estate and listen what happens to your income. One agent did 15 creative deals and made $814,000. Here's how. Most agents are stuck in the same loop: 80 contacts a day, five hours of outbound, grinding FSBOs and expireds until they burn out. That's not a business. That's a trap. And the worst part? You can make decent money doing it, which is exactly why...

If you've been sitting on probate real estate scripts that aren't converting, this is the episode you needed six months ago. This is Part 1 of a real conversation with agents who were exactly where you are right now. Not coaches. Not gurus. Real producers sitting on a panel sharing the exact moments things started to click with probate leads real estate agents fight over because nobody t...

Most agents blow the real estate listing appointment before they ever walk in the door. Here is exactly why, and how to fix it. When a client wants to both buy and sell, the first question you ask determines everything. Most agents go straight to the listing conversation. That is the wrong move. If your client is buy-motivated, and you spend the whole appointment pitching the sale, you are going t...

If you have a real estate agent bandwidth problem, buying more leads will make it worse, not better. That is the reframe most agents never get. You're not behind because you need more leads. You're behind because your time and systems can't support what you already have. This is an office hours session where we get into exactly how to think about this when cash starts building up in...

Most real estate investors think the real estate team vs solo investor debate is about commission splits and freedom. It is not. It is about ego. Ryan Tseko owned 21 doors at 100%. He was getting midnight phone calls, fixing toilets, collecting rent checks, and grinding alone. Then he made a trade that most investors are too proud to even consider. He gave up full ownership, joined a real estate t...

Your real estate database management system is either the ceiling on your growth or the foundation for everything AI is about to make possible. There is no in between. If you are running your pipeline from sticky notes, a whiteboard, or just your memory, you are on the transaction roller coaster. You close a deal, you service it with everything you have, and by the time it closes you have done not...

If your real estate discovery questions aren't digging into sibling motivation, you are going into that probate appointment completely blind. Most agents get a vague answer and move on. That is the mistake. You got a "yeah" and you accepted it. You changed the subject. Now you are walking into an inherited property listing appointment with no idea what you are actually dealing with,...