Podcast Summary: Massive Agent Podcast — "5 Ways to Make More Money in Less Time as a Realtor"

Host: Dustin Brohm
Date: October 2, 2025
Episode: 406

Episode Overview

In this tactical, high-energy episode, Dustin Brohm breaks down his top five levers for increasing earnings as a realtor while working the same hours—or less. Speaking directly to ambitious agents and team leaders, he challenges common mindsets around hard work and income, and gives actionable strategies to generate more revenue per hour. The episode is a clear, occasionally blunt call to stop grinding mindlessly and start building smarter, scalable businesses that actually support your desired lifestyle.

Key Discussion Points & Insights

1. Mindset Shift: More Hours ≠ More Income

• Timestamp: 04:15

• Dustin opens by urging agents to move beyond the ingrained belief that more money requires more hours.

• Quote:

  "You have to stop thinking that in order to make more money, you need to work more. That’s not necessarily true. And it’s a horrible mindset to have." — Dustin Brohm (04:22)

• Calculating your “earnings per hour” is essential, even if you’re not paid hourly—it helps identify inefficiencies and wasteful tasks.

2. Five Tactical Ways to Boost Earnings

1. Charge More for Your Services

• Timestamp: 08:12
• Raise your commission percentage (“You could charge 2.5%, 3%, even 4% for buyers or listings!”).
• Add admin/marketing fees or offer premium service packages.
• The work is the same, so increasing your price directly boosts per-hour earnings.

• "Let's say you sell 30 homes this year, and you're earning an extra half a percent commission on those. You're going to make a lot more money…but you're doing the same amount of work." (08:45)

2. Sell More Expensive Homes

• Timestamp: 11:05

• Work in neighborhoods or markets with higher average sale prices.

• Same effort per transaction, but the paycheck is bigger.

• Confront limiting beliefs: Many agents mistakenly think they can't "move up" in price points.

• Quote:

  “Why don't you just...start to advertise in the neighborhood half a mile away where homes are $600k? Just sell more expensive homes.” — Dustin Brohm (12:10)

3. Work Fewer Hours by Being Intentional

• Timestamp: 15:11

• Stop wasting hours on non-essential tasks (scrolling, busywork, unnecessary admin).

• Delegate administrative work early—especially to transaction coordinators.

• Laser-focus your schedule on money-making activities: lead gen, offers, marketing, appointments.

• Quote:

  “Five to ten wasted hours every week is scrolling the MLS, scrolling social media, busy work, paperwork...Get all the administrative stuff over to a transaction coordinator or an administrative assistant. Do that as quickly as you possibly can.” (16:05)

4. Hire Out $20-an-Hour Tasks

• Timestamp: 18:23

• Avoid doing tasks below your “hourly worth” (Canva graphics, sign installations, paperwork).

• Use services like Fiverr, hire local assistants, or work with transaction coordinators (who often get paid after closing).

• This frees time for business building, lead generation, or getting more listings.

• Quote:

  “If you know that you’re worth $60 an hour or $75 an hour...why are you spending an hour doing a Canva graphic? It doesn’t make sense.” (19:25)

• Outsourcing also helps the local economy and is a win-win—a memorable moment where Dustin encourages seeing the bigger picture.

5. Add Additional Income Streams

• Timestamp: 22:05

• Most agents rely solely on commission—adding referral fees from vendors, affiliate marketing, or revenue share (if your brokerage offers it) provides a financial safety net.

• Set up referral agreements: Pass business to roofers, contractors, etc., and get a cut.

• If your brokerage has a revenue share program (like Real, eXp, LPT), take advantage of it. Dustin shares heartfelt stories of agents rescued by recurring revenue share in tough times.

• Quote:

  "Every business who's looking for new clients will pay a referral fee. You just have to ask them." — Dustin Brohm (24:09)

• Additional ideas: Sell ad space on websites/newsletters, do more referral deals with agents in other markets.

Notable Quotes & Moments

• “We as agents so often overthink the sh*t out of things and when you do that, you overlook some of the easiest, most simple solutions that you could quickly start doing today.” (13:35)
• “If you’re driving across town to pick up a key box…stop it. Just pay someone $15 or $20 to do it…and you’re saving that time to actually work on something that moves the needle.” (21:10)
• “Sometimes you’re going to have to make moves, sometimes you’re going to have to change. You can’t just sit there and expect the world changes around you. You’ve got to make some freaking changes for yourself.” (30:15)

Action Steps for Listeners

• Reflect on your current hourly rate, and identify low-value activities to cut or delegate.
• Evaluate commission structure and consider fee increases or premium service upsells.
• Target higher price-point markets or listings.
• Outsource administrative, creative, and logistical tasks.
• Develop new revenue streams—either through referrals, networking, or partnerships.

Episode Flow & Key Timestamps

• Start & Mindset Foundation: 00:00–07:30
• Step 1: Charge More: 08:12–10:50
• Step 2: Sell Pricier Homes: 11:05–14:55
• Step 3: Work Fewer Hours: 15:11–17:55
• Step 4: Hire Out Low-value Tasks: 18:23–21:45
• Step 5: Add Income Streams: 22:05–29:30
• Final Motivation & Wrap: 29:30–End

Tone & Style

• Motivational, direct, occasionally blunt.
• Action-oriented, practical, with a touch of tough love and humor.
• Purpose: Get agents to take real action—stop whining, start leveraging.

Summary

Dustin Brohm’s episode is an urgent, highly tactical guide for realtors looking to escape the grind and start earning more without sacrificing their lives. The five methods—charge more, move upmarket, cut wasted time, outsource low-value work, and diversify your revenue—are actionable today. Throughout, Brohm challenges agents to challenge their own assumptions, get clear on their worth, and build a business that delivers both financial returns and freedom.

Essential Listening for:

• Agents feeling burnt out or stuck at a financial plateau
• Solo agents and team leaders wanting to scale intelligently
• Real estate pros hungry for leverage, higher income, and freedom