In this episode, we sit down with Josh Tessier of the Lee Tessier Team, one of the largest and most respected real estate teams in Maryland, for a deep, no-fluff conversation about what it really takes to succeed in real estate—especially in today’s shifting market.

Josh shares his journey into real estate, starting in 2011 during a buyer’s market, coming off the 2008 housing crash, and how he grew from a reluctant new agent into a sales leader helping close hundreds of homes per year. We dive into the evolution of the Maryland real estate market, from short sales and foreclosures to today’s mixed buyer-seller landscape, rising price points, and changing consumer behavior.

• How top real estate teams scale and sustain long-term success
• Why relationships, repeat business, and referrals still outperform flashy tactics
• The importance of role-play, training, and mastering real conversations
• What’s actually working in real estate marketing today (and what’s not)
• Hyper-local content, community involvement, and SEO strategies that convert
• Negotiation strategies that protect clients and prevent deals from falling apart
• Why many agents aren’t selling homes—and how to avoid becoming one of them
• How AI, social media, and consumer expectations are reshaping the industry

Josh also breaks down how his team uses community events, giveaways, marketing systems, and operational discipline to stand out—without chasing trends that don’t convert. Whether you’re a real estate agent, loan officer, team leader, or someone interested in buying or selling a home in Maryland, this conversation is packed with real-world insight you can actually use.

If you care about real estate growth, leadership, marketing, negotiation, and building a business that lasts, this episode is a must-listen.

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