Longtime real estate leader Craig West traces his journey from a 19-year-old rookie hustling farmland listings to CEO of a Berkshire Hathaway, using four decades of market cycles, personal setbacks, and industry upheaval to argue that real estate success is never about quick wins. He reminds agents that this business is a marathon, not a sprint, built on relationships, consistency, and long-term thinking, whether navigating recessions, adapting to technology and AI, mentoring young agents, or redefining leadership through abundance rather than scarcity. Craig shares hard-earned lessons about resilience, legacy, and the tradeoffs of ambition, offering a grounded blueprint for building a sustainable career—and life—in a constantly changing industry

This week, Frances Williams recounts her 26-year journey through the Indianapolis new-home construction industry, from her early days at Crossmann and CP Morgan to her leadership role at D.R. Horton, sharing candid insight into market shifts, the evolving realtor–builder relationship, and the growing need to return to relational, service-driven selling. She discusses interest-rate volatility, barriers facing today’s buyers, the importance of educating agents, and how technology has changed, and sometimes weakened, human connection in sales.

This week, Zach Purdy shares his evolution to high-performing real estate agent and coach, driven by structure, accountability, and an unshakable work ethic. After starting part-time, he eventually transitioned to full-time, selling 37 homes in 2024 and expects to close over 50 this year. Influenced heavily by legendary coach Mike Ferry, Zach learned to treat real estate like a disciplined career: prospect daily, master scripts, and never be attached to the outcome. He emphasizes consistency over flash: calling, tracking numbers, and thinking big. Now balancing coaching aspirations, a potential move to Arizona, and a busy family life, Zach represents the power of old-school persistence in a new-school market.

This week, Steve Robbins interviews Kyle Ingle, a former military veteran and network marketing entrepreneur who rapidly became one of Indiana’s top real estate agents by closing over $25 million in his first year and is on pace to close about $45M in 2025. Ingle credits his success not just to social media, though it’s his main lead-generation tool, but to a decade of personal growth, grit, and consistency built through entrepreneurship and self-development. He discusses lessons from early failures, like hanging door fliers in freezing weather, and how those “valley moments” trained his discipline and mindset. He shares his transition from selling supplements to real estate, his “home tour” content strategy, leadership philosophies rooted in service and authenticity, and his emphasis on confidence, professionalism, and abundance over competition.

In this episode, host Steve Robbins interviews Jim Litten, the longtime CEO and owner of F.C. Tucker, about his journey from Vietnam veteran and food salesman to one of Indiana’s most respected real estate leaders. Jim recounts how he joined Tucker in 1972, helped lead its strategic expansion, and, alongside partners Fred Tucker III and David Goodrich, purchased the company from its founders in 1985. He reflects on decades of leadership—expanding into mortgage banking, franchising, and eventually forming a partnership with Howard Hanna Real Estate—while emphasizing that the heart of the business has always been people.

Jim shares timeless lessons on success, leadership, and gratitude, stressing the importance of discipline, likability, and emotional intelligence. He believes in evaluating each day by asking, “What did I do to help someone today?” and credits his longevity to curiosity, health, and surrounding himself with younger people. His message is simple but powerful: do what you love, treat people right, and give back—the true foundations of both business and life.

In this episode, Steve Robbins discusses the complexities of success in real estate, personal challenges, and the importance of leadership and succession planning with Mark Music, CEO of Ruoff Mortgage. They explore the balance between control and collaboration in business, the significance of self-awareness, and the journey of building a strong team culture. Mark shares personal anecdotes and insights into navigating change and the evolution of his company, highlighting the resilience required in the face of challenges. This conversation delves into the evolution of the real estate and mortgage markets, highlighting the challenges faced during economic downturns and the strategies employed for growth and expansion. Mark and Steve discuss the importance of company culture, branding, and the impact of interest rates on the market. Mark gives insights into navigating the complexities of the mortgage industry and the significance of building a strong team.

This week, Steve Robbins talks with Kyle Gilette about his journey to becoming a real estate professional, transitioning from the insurance industry to new home construction and eventually to Highgarden Real Estate. Kyle highlights the importance of support, culture, and metrics in achieving success in real estate. He shares insights on building relationships, the significance of education for agents, and the dynamics of builder-agent relationships in the current market. Kyle dives into how he transitioned from new construction to resale, the impact of interest rate buydowns, and the importance of leveraging technology for client engagement. Kyle and Steve also touch on navigating recent changes in the real estate landscape, managing the inspection process, and building relationships with other brokers.

In this conversation, Tiffany Dearman discusses the journey of starting a real estate brokerage, the transition to coaching and training, and the importance of strategic conversations in sales. She shares insights on building a coaching business, preparing new agents for success, and the significance of negotiation skills in real estate. The discussion emphasizes the need for agents to be well-prepared and knowledgeable to effectively serve their clients and navigate the complexities of the real estate market. Steve and Tiffany delve into the intricacies of real estate negotiations, emphasizing the importance of empathy, strategic communication, and the ability to anticipate client needs. They discuss effective listing presentations, the balance between sales and advisory roles, and the significance of delivering tough messages with credibility. They also touch on preparing for future market trends, the challenges of balancing family life with a demanding career, and the role of social media in modern real estate practices.