Podcast
The Neighborhood Real Estate Agent
Hosted by Matt Muscat · EN
This is a podcast for real estate industry professionals who are doers. Each episode will feature an interview with a top producer or someone who is doing things differently in an exciting way. Our guarantee to you is that each episode will give you at least one tangible idea that you can execute on today. Your host is Matt Muscat, Marketing Director at Treadstone Funding in Grand Rapids, MI, and author of the Amazon Best Seller the "TAG Tangible Action Guide for Real Estate Marketing". Guests and gurus featured on this podcast are a mix of top Real Estate Agents, Mortgage Lenders, and other industry professionals who are operating at the highest levels. This podcast is sponsored by Treadstone Funding & Neighborhood Loans.
15episodes
Episodes
Newest firstAll episodes
The Counterintuitive Timing Strategy That Most Sellers Miss — Ryan Bruen, NJ
2w ago00:29:12Tap to summarizeWhat if the worst time to sell your home is actually when everyone tells you to list it? In this episode I sit down with Ryan Bruen, a third-generation agent with Coldwell Banker in New Jersey whose data-driven approach to real estate has helped him close over 31 transactions in 2025 at price points ranging from $600K to $2M – all in his local market. Ryan breaks down why most sellers are asking the wrong questions, how to read market data that is always 30 to 90 days behind reality, and why the in-person connection still drives more business than every digital lead source combined.Inside this episode: Why listing in spring when buyers are plentiful can actually hurt your saleHow to spot the real question hiding behind what your client is actually askingWhy most publicly available market data is already outdated by the time you see itThe two-column spreadsheet Ryan uses to trace every deal back to its true originHow shadowing experienced agents turned transaction exposure into a 31-deal business Want to connect with Ryan? Follow Ryan on Instagram: @bruenrealestate Visit Ryan's website: bruenrealestate.com Whether you are a new agent trying to learn fast or a seasoned pro looking to sharpen your client consultations, this episode will change the way you think about timing, data, and where your next deal is really coming from. Subscribe, share, and follow for more interviews like this. The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.🔑 Treadstone Funding: https://www.treadstonemortgage.com/🔑 Neighborhood Loans:https://neighborhoodloans.com🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org
Transcribe →Closing Deals But No $$ in The Bank - Josh Ries, SD
Apr 2800:30:30Tap to summarizeThey were closing deals, winning brokerage awards, and looked like top producers on paper. But the morning after the award ceremony, Josh Ries looked at his bank account and realized the numbers told a completely different story. After expenses, lead generation bills, and a stack of software subscriptions he wasn't even using, there was almost nothing left. Within about two years of rebuilding their system from the ground up, Josh and his wife cut their cost per acquisition by nearly 80% and finally built a business that actually paid them.Josh Ries is a managing broker in South Dakota, a lead generation consultant, and a weekly contributor to Inman Magazine. With a background in digital marketing and law enforcement, Josh brings a data-driven, no-nonsense lens to the real estate business that most agents never get exposed to.In this episode we get into the math that most brokerages never teach, how Josh rebuilt his entire lead generation system after firing every third-party lead vendor, and why the busiest agents in your office might also be the most broke.Inside this episode:The award ceremony wake-up call: closing deals, getting recognized, and barely covering next month's lead gen billsWhy there is no such thing as a free lead, and how to calculate what you are actually payingHow Josh cut his cost per acquisition by nearly 80% using his own Google and Meta systemsThe relevance and continuity framework that increased his conversion rate without spending moreWhat a pipe bomb, a traumatic brain injury, and a near-death experience taught him about building an efficient, profitable businessWant to connect with Josh? Follow Josh on Instagram: @realestatebrokerjosh Read his weekly column on Inman: www.inman.com Visit his website: www.myrealestateco.comIf you are grinding through closings and wondering where the money went, this episode will change the way you look at your business. Subscribe, share, and follow for more interviews like this.
Transcribe →How Killing The ‘Dream Home’ Can Double Your Business & Your Clients’ Wealth – Karina Chavez, NM
Apr 2400:22:49Tap to summarizeWhat if the biggest lie in real estate is the one your clients walk in believing? In this episode I sit down with Karina Chavez, an immigrant who moved to Albuquerque, New Mexico at 12 years old speaking no English, and went on to close 97 homes in 2025 serving the community that once welcomed her family with open arms.Karina breaks down why chasing the dream home is the fastest way to kill a client's financial future, and how redirecting that conversation toward smart, affordable first purchases has built her a nearly 100-transaction-a-year business fueled almost entirely by her community.Inside this episode:Why Karina FaceTimes every client before they sign a single document, and why you should tooHow she turns a $250,000 starter home into a multi-property portfolio before the couple even gets marriedThe community event strategy that brought over 100 people to her office and converted four of them on the spotHow she compared apartment rent to mortgage payments and made the decision a no-brainerWhy she buys her kids a flip house every summer to pay their private school tuitionHow she is converting abandoned Route 66 motels into affordable housing and a full community food hall Want to send Karina a referral or connect? Instagram: @chavezteamrealtors Phone: 505-220-7781Whether you are a new agent trying to find your niche or a seasoned producer looking to deepen your community roots, Karina's story will change the way you think about who you serve and how you serve them. Subscribe, share, and follow for more interviews like this.
Transcribe →More At-Bats, More Deals: How a Pro Baseballer Built a Business From Scratch – Evan Crawford, AL
Mar 3100:31:37Tap to summarizeWhat if the skills that made you great in another career were exactly what you needed to dominate in real estate? In this episode I sit down with Evan Crawford, former pro baseball player turned team leader in Auburn, Alabama, whose team is doing $50 million in sales in a market most people have never heard of.Evan breaks down how he started from zero, no local network, no name recognition, and no warm leads, and built one of the top teams in the Auburn-Opelika area through old-school relationship building, market knowledge, and a willingness to look dumb and ask questions anyway.Inside this episode:How Evan used his baseball network to generate his first referrals before he had a single local clientThe A-to-Z phone strategy that helped him rebuild his sphere from scratchWhy knowing your market stats cold is the only credibility tool a new agent needsHow to actually use your chamber membership instead of letting it collect dustThe handwritten card habit that turned strangers into clients and clients into a recruitWhy making people want to buy again is the real job of every real estate agentWant to send Evan a referral or connect? Website: www.crawfordwillisgroup.com Instagram: @CrawfordWillisGroup Phone: 334-558-8700Whether you are brand new to real estate or rebuilding your pipeline in a new market, Evan's story is proof that relationships, repetition, and a willingness to fail forward will always win. Subscribe, share, and follow for more interviews like this.
Transcribe →Faster Follow Ups & Collecting Names - How Sandi Gentry Closed $136m Last Year | MI
Feb 1700:27:26Tap to summarizeSandy Gentry has spent more than 35 years building one of the most recognizable and productive real estate businesses on Michigan’s Lakeshore. In 2025 alone her team closed over 136 million dollars in sales with Sandy personally producing more than 70 million.In this episode we talk about what has actually driven that longevity. Not shortcuts. Not trends. The fundamentals that still work.Sandy breaks down how speed to lead disciplined follow up and personal connection have allowed her to maintain massive market share in Grand Haven and Spring Lake even as the industry has changed. We dig into why phone calls still matter how detailed notes build trust over time and why most agents overcomplicate what is really a relationship business.If you are trying to build a real business that compounds year after year this episode will resonate.Inside this episodeWhy follow up timing creates leverageHow Sandy stays top of mind with hundreds of clientsThe role of phone calls in a modern real estate businessWhy relationships outperform marketing over the long runWhat newer agents misunderstand about consistencyhttps://sandigentry.com/
Transcribe →Bedridden to Brokering – Hacks & Mindsets to Level Up - Michael Coxen, NV
Feb 300:40:53Tap to summarizeWhat if nearly losing everything taught you the secret to building a thriving real estate business without sacrificing your life? In this episode, I sit down with Michael Coxen, a Las Vegas broker who went from being bedridden at 115 pounds to running a 20-agent brokerage while maintaining $20-25 million in personal production.We unpack how Michael built his career by accident through a wedding invitation business, discovered the power of asking questions over selling, and learned why focusing on process beats chasing outcomes every time—lessons that became crystal clear when ulcerative colitis nearly ended his career.Inside this episode:The FORD method that turned wedding vendors into real estate clientsWhy saying yes to every meeting for 10 years changed everythingHow Tai Chi in a pool with seniors led to running a brokerageThe 3-item daily success list that beats comparison trapWhy great agents explain the market while good ones just understand itConnect with Michael: Website: magenta.realestate Join his brokerage: joinmagenta.realestate Coaching: michaelcoxen.com Social: @michaelcoxenWhether you're struggling with work-life balance, rebuilding from setback, or looking to scale without losing yourself, this episode reveals why true success comes from defining it on your own terms. Subscribe, share, and follow for more conversations with agents who've discovered what really matters.The Neighborhood Realtor is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.🔑 Treadstone Funding: https://www.treadstonemortgage.com/🔑 Neighborhood Loans:https://neighborhoodloans.com🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org
Transcribe →Achieving Impossible: 132 Listing Appointments in Nov – Maria Quattrone, PA
Jan 2700:37:17Tap to summarizeWhat if focusing on listings could transform your real estate business from chasing clients to having them chase you? In this episode I sit down with Maria Quattrone, Philadelphia's "expired queen," who's built a machine that consistently delivers over 100 transactions per year.We unpack the exact strategies behind her listing-focused approach, from her three-step expired letter system to the relationship-building tactics that turned cold leads into a thriving referral network. Inside this episode:How Maria transitioned from radio sales to real estate powerhouse in 22 yearsThe expired listing system that made her Philadelphia's go-to agentHer three-step letter strategy that gets sellers calling herWhy perceived value matters more than actual value in today's marketHow to build genuine relationships that lead to repeat business and referrals Want the resources Maria mentioned? Follow Maria on Instagram: @mariaquattrone . https://mqrealestate.com/The Neighborhood Real Estate Agent is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.🔑 Treadstone Funding: https://www.treadstonemortgage.com/🔑 Neighborhood Loans:https://neighborhoodloans.com🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org
Transcribe →Low Stress, High Volume: Building a Referral Engine From Paid Leads — Mickey Larson, MI
Jan 700:30:56Tap to summarizeMost agents treat online leads like a necessary evil. Mickey Larson turned them into a $15 million business in just two years.In this episode, I sit down with Mickey, a former attorney and entrepreneur who ditched the courtroom stress for real estate and never looked back. While other agents complain about lead quality, Mickey has built an 85% online lead-based business with almost zero no-shows, consistent referrals, and a simple goal: one deal per week under contract.We break down his counterintuitive approach to working leads, why he spends more time talking clients out of buying than into it, and how treating every lead like a lifelong relationship turned Zillow clicks into a thriving referral machine.Inside this episode:•Why Mickey keeps his first contact minimal and gets to the showing fast • The psychology behind earning trust by saying no • How to turn vacant land leads and long nurture cycles into goldmines • Why he counts contracts, not closings, for instant gratification • His plan to scale by bringing his family into the businessFollow Mickey on Instagram: @larsmd09 Whether you’re buying leads and struggling to convert, or wondering if paid traffic is worth it, this episode will change how you think about online lead generation. Subscribe, share, and follow for more interviews like this.The Neighborhood Real Estate Agent is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.🔑 Treadstone Funding: https://www.treadstonemortgage.com/🔑 Neighborhood Loans:https://neighborhoodloans.com🔑 Real Estate Marketing Guide: https://www.amazon.com/TAG-Tangible-Action-Guide-Marketing/dp/1698339747📲 Learned something new, or have a suggestion? Message Matt Muscat on Instagram!🏛️ Treadstone Funding propelled by Neighborhood Loans NMLS 222982 “Illinois Residential Mortgage Licensee No. MB.6759826. neighborhoodloans.com/licensing For licensing information, go to www.nmlsconsumeraccess.org
Transcribe →Selling Properties That Won't Move — Kevelyn Guzman, NY
Dec 300:30:46Tap to summarizeThe market has shifted. Homes that used to fly off the market in days are now sitting for months. Sellers are frustrated. Agents are stuck. And the old playbook isn't working anymore. In this episode I sit down with Kevelyn Guzman, Regional Vice President at Coldwell Banker Warburg, who's spent 18 years navigating every kind of market in New York City.Kevelyn shares how her team recently sold a penthouse after 14 months on the market, why agents need to think beyond their neighborhood to stay relevant, and how becoming a connector rather than just a closer is the key to long-term success in real estate.Inside this episode:What's really happening with luxury inventory and how long properties are actually sittingThe listing presentation framework that sets expectations and prevents seller meltdownsHow to expand your business geographically without confusing your brandWhy your database shouldn't change just because someone moves out of stateThe psychology behind multiplex connections and why being known for more than real estate mattersHow to find and launch events that build relationships and generate referrals This episode will challenge how you think about positioning, marketing, and building a real estate business that thrives in any market condition. https://www.instagram.com/kevelynguzman/https://cbwarburg.com/
Transcribe →The Secret to Finding Hidden Deals in Your Database — Ryan Young, OH
Nov 400:36:23Tap to summarizeWhat if the biggest opportunity in your real estate business isn't the next lead you buy, but the database you already have sitting in your CRM? In this episode, I sit down with Ryan Young, who scaled his family's real estate team from 30 homes a year to over 500, and then built one of the hottest CRM companies in real estate.Ryan shares the exact mindset shift that took him from grinding through open houses and door knocking in 2009 to building a systematic, data-driven approach that extracts maximum value from every contact in your database. We dive deep into why most agents are terrible at database marketing and how the right technology can find hidden opportunities you never knew existed.Inside this episode:How Ryan muscled through the 2009 recession to build unshakeable lead generation skillsThe psychology difference between working with buyers vs sellers that most agents missWhy "spray and pray" database outreach kills your conversion ratesThe segmentation strategy that turns cold contacts into warm opportunitiesHow AI can identify which contacts in your database are actively shopping with your competitionWhy leading with value beats asking for referrals every single timeThe exact conversation framework Ryan uses to create off-market opportunitiesWant to connect with Ryan? Check out Fello AI: https://fello.ai/Contact The Young Team: theyoungteam.comWhether you're struggling to get past 30 transactions or looking to scale beyond 100, this episode will change how you think about the goldmine sitting in your CRM. Subscribe, share, and follow for more interviews like this.
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