Your database is a goldmine.

But most agents are treating it like a graveyard.

In this episode of All or Nothing in Real Estate, I sit down with Spencer Linquist, a real estate tech veteran with 13 years of experience inside some of the largest and most successful databases in the country.

Spencer's framework is simple and it works.

Mindset. Processes and standards. Then tech.

Here's what hit me hardest from this conversation…

Most team leaders are unknowingly killing their database conversion before it ever has a chance to work.

Not because they don't care.

But because they've got the order wrong.

They buy the tech first.

Then wonder why their agents still won't touch old leads.

Spencer breaks it down simply. Mindset first. Processes and standards second. Tech last.

And the tech guy ranking tech last should tell you everything.

We go deep on how to audit what's actually being sent to your database, how to build simple processes your agents will actually follow, and why the most profitable leads in your business are the ones you've already paid for.

This one's practical. Tactical. And it could change your numbers fast.

🎙️ New episode of All or Nothing in Real Estate is live now.

You don't have a lead problem.

You have a leadership problem.

I know that's hard to hear. But Will Tompkins proved it.

In this episode of All or Nothing in Real Estate, I sit down with Will, a 20-year real estate veteran running a 17-agent husband-and-wife team out of Peoria, Illinois.

Will didn't build his team on purpose.

Agents kept asking to join him. So he answered the call.

And what he's built since is exactly what I talk about every single week on this show.

He stopped chasing tools. Stopped hunting for the next system.

And started leading.

He raised the standard. He held the line. He had the hard conversations most leaders avoid.

He built what he calls "seven equals one," repeat the message until it actually lands.

Because your team doesn't hear it the first time. Or the third.

He implemented the one-three-one framework so agents stop bringing problems and start bringing solutions.

And he shifted his entire culture from scarcity to abundance.

The result?

One agent paid off medical debt and put their kids in private school.

That's not a transaction.

That's a life changed.

That's the mission.

If you want more production without spending more on leads… this episode is your blueprint.

🎙️ New episode of All or Nothing in Real Estate is live now. Go listen.

Most team leaders are stepping over $750,000 to pick up $10,000. They are so focused on the next closing that they're missing the thing that matters so much more.

Here's the math nobody's talking about:

One great agent averages 20 closings a year.

At $10,000 per transaction, over 3.5 years with your team?

That's $750,000 in value.

One agent.

So why are you treating recruiting like an afterthought?

We recruited 25 agents in 2024. 33 in 2025.

And we're already at 19 this year.

Those agents from 2024 and 2025 alone?

They've produced 141 transactions in the first 3.5 months of the year

That’s a pace of almost 500 transactions this year just from new agents we brought on the last 2 years

I break these numbers down and more importantly…

I share with you step by step how you can start recruiting so you can achieve results like this in your business

🎙️ New episode of All or Nothing in Real Estate is live now.

112 homes under contract last month.

That's a record for our company

And the Team Leaders blowing up my phone asking how we did it?

They're looking for the new lead source. The new tech. The new system.

But here's the truth nobody wants to hear…

We didn't buy anything new.

We actually cut things.

Because the answer was never outside of us.

It never is.

In this episode of All or Nothing in Real Estate, I'm going rapid fire with the exact four-step framework we've been obsessing over for the last three years

The one that's produced our two best closing months in company history, our best under-contract month ever, and 14 agents with over a million dollars in pending volume right now.

No fluff. No theory.

Just the simple, proven system that works in any market and if you have the discipline to stay, the course.

🎙️ New episode of All or Nothing in Real Estate is live. Go listen now.

I used to think the best leaders saved people.

I was wrong.

And so is David Wenger, or at least, he used to be.

He'll tell you the moment everything shifted was when he stopped trying to rescue struggling agents and started simply offering help.

Big difference.

One drains you. One builds them.

Because here's the truth most leaders avoid:

You can't want success for someone more than they want it for themselves.

You can create the environment.

You can offer the tools.

You can show them the path.

But the choice? That's always theirs.

Once David let go of the savior complex, and let go of control, something unexpected happened.

His capacity as a leader came back.

His team got stronger.

And his numbers? 335 transactions in 2025.

On pace for 575 in 2026 with 80 deals already pending.

In this episode of All or Nothing in Real Estate, we go deep on the leadership lessons most people learn too late:

✅ The savior complex, and how it quietly destroys teams

✅ Why delegation isn't losing control, it's getting it back

✅ Goals vs. mission, and why only one of them lasts

✅ How to address underperformers fast and protect your culture

If you're carrying your team instead of leading it, this one's for you.

🎙️ New episode of All or Nothing in Real Estate is live now.

Most agents think confidence comes BEFORE action

I’ve learned the opposite is true

Confidence is the REWARD for the action you take

On my flight back from Cabo, a team leader I coach asked me to jump on Zoom with his agents

He told me they were struggling with confidence in this market — they weren’t making calls, asking for the business, or showing up as their best selves

So I shared a message with them that I want to also share with you

The truth is, confidence isn’t personality

Confidence is a skill

And after years of coaching agents and leaders, I’ve realized confidence grows when you do three things consistently:

#1 Keep the promises you make to yourself

Confidence is really just trust in yourself

Every time you say you’re going to do something and follow through, that trust grows

Small promises kept consistently build real confidence

#2 Stack wins

Your brain builds confidence through evidence

Every call you make, every appointment you set, every conversation you have is proof that you can do hard things

Focus on stacking those small wins

#3 Expand your identity

You will never outperform the identity you hold about yourself

When you start seeing yourself as a professional who solves problems and serves people, everything changes

Here’s the key: you don’t get confident and then take action

You take action… and confidence FOLLOWS

🎙️ I break all this down in the latest episode of All or Nothing in Real Estate

This week’s podcast episode is about something special and personal to me…

I grew up in a town with no stoplights. 30 kids in my graduating class.

While my friends were out having fun, I was stacking slabs at my grandma's sawmill for $20 a day.

That's where my work ethic was born.

But somewhere in all that hard work, I felt it, this burning feeling that I was meant for more.

So I did the only thing I know how to do.

I got to work.

Here's what nobody tells you about success… it can DESTROY YOU just as fast as it builds you.

I started reading my own press clippings.

Lost good people. Burned bridges.

Created toxicity in an environment I was supposed to be building.

My biggest failure. And also my greatest lesson…

Because the transition from top producer to leader isn't a promotion. It's starting over.

This is where I struggled and I see so many others struggle as well.

It requires you to remove your ego, humble yourself, and go back to zero!

This is such a challenge because of all the work you have gone through to become a successful agent.

But becoming a successful leader requires you to start all over again.

Most people can't make that shift.

I also used the wrong motivation.

Proving people wrong will get you somewhere, but it won't build something sustainable.

The day everything changed was when I stopped asking how do I prove them wrong and started asking who can I lift up with me?

Now my daughters don't even know I have a job.

They just know dad goes out to help people.

That's the whole mission.

I'm not living for my resume anymore.

I'm living for my eulogy.

In this week’s episode of All or Nothing in Real Estate, I sit down with Duane Murphy and Shane Kilby to share the story of how my past built me for more, and the lessons every leader needs to hear.

🎙️ New episode is live now

32 out of 42 agents on my team have at least one closed or pending transaction right now.

The 10 agents that don’t are all in their first 90 days or less with the team

Most teams celebrate activity. We celebrate those too but we also celebrate standards and results

We ranked #3 Mega Team at eXp in January.

But here's what the leaderboard doesn't show you… how did we actually do this?

We set CRYSTAL CLEAR expectations before day one and repeated them over and over and over again

During the interview. At boot camp. Through onboarding. In every meeting. Every week.

Because you don't rise to your potential. You fall to your standards.

In this episode, I'm pulling back the curtain on exactly how we're doing it.

The Five E Framework: Effort, Enthusiasm, Endurance, Energy, Environment.

It’s the engine (another E ;) behind our production.

We go deep on something most leaders run from, the hard conversation.

We don't avoid conflict.

We frame it as the path to resolution.

Because leaders who avoid difficult moments don't build great teams.

They build comfortable ones and… nothing ever grows in your comfort zone

You want a team that performs?

Stop making it complicated.

Build the environment.

Hold the standard.

Lead by example.

We break all this down and more in the latest episode of our podcast

🎙️ Listen now to All or Nothing in Real Estate.