Everyone talks about scale like it’s just a matter of adding agents or buying more leads. But the truth is, most leaders never really scale. They just build a bigger version of their own job.
They’re still carrying all the weight, doing all the production, and wondering why their team is failing to thrive.
The deeper problem is that it’s tempting to confuse activity with growth. Chase five strategies at once, dabble in new lead sources, hire quickly without clarity.
The result is a revolving door of agents, wasted money, and no leverage.
True scale doesn’t come from more, it comes from clarity, courage, and consistency.
Most agents and brokers never get past that breaking point. They burn out, retreat, or settle for mediocrity.
How do we shift our mind about scaling?
In this episode, we’re joined by real estate leader and coach, Alan Kushmakov. We dig into the real levers of growth in real estate. We also talk about why most agents are wasting their time chasing “one deal to cover the cost,” how courage and resilience separate the 13% who thrive from the 87% who disappear.
Guest Bio
Alan Kushmakov is a real estate leader, coach, and the CEO and Broker-Owner of Best Homes Real Estate. With over a decade in the industry, Alan has grown from solo agent to team leader to brokerage owner, building one of the fastest-growing independent brokerages in Arizona. His path wasn’t a straight line, after losing everything in the 2008 crash, he rebuilt in real estate, made every mistake possible in team building, and ultimately cracked the code on recruiting, retention, and scale. Today, Alan is known for helping agents and team leaders push past the breaking point that stops most people in real estate. He teaches leaders how to scale with clarity, courage, and systems that don’t collapse under pressure, drawing on his own lessons in resilience and growth. Connect with Alan on LinkedIn.
About Your Hosts
Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.
Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.
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