Intro

What if the secret to 100 transactions a year wasn't online leads… but real relationships?

In this raw and surprisingly vulnerable episode, James and Keith sit down with Montrose, Colorado broker Shawn Carroll, a 32-year industry veteran who averages 100 homes a year in a town of just 20,000 people.

But this isn't a "systems and funnels" conversation.

Shawn shares how he went from sleeping in his office, walking miles to show homes because he had no car, and being told he was "too unapproachable" for the business… to becoming one of the most dominant relationship-driven agents in his market.

You'll hear:

• Why he doesn't "prospect" and hasn't for years

• How he uses social media as a listening tool, not a megaphone

• The empathy shift that changed his business forever

• Why ego will cost you more than a wrapped car ever will

• The one mindset that separates agents who survive from those who quit

No gimmicks. No scripts. No hacks.

Just consistency, competitiveness, and caring deeply, even if you're not "Mr. Huggable."

Connect with Shawn on LinkedIn. Learn more about NextHome Virtual on Facebook and nexthomevirtual.com.

Is your real estate business building equity or just paying the bills?

At FirstTeam® Real Estate, Behind the Agent™ means putting real ownership in your hands. This isn't about stacking commissions, it's about building something that lasts.

You stay the face of your brand. We bring the strategy, marketing, leadership, and infrastructure to scale it.

No franchise caps. No growth ceilings. Just the freedom to run your business like a business.

We're not building a roster. We're building real careers.

Break the glass ceiling. Own your future.

Explore agent ownership opportunities at: https://firstteam.com/inman

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