Ep. #26 | Kim Boerman

Ep. #26 | Kim Boerman

Send us Fan Mail [https://www.buzzsprout.com/2545999/fan_mail/new] Kim Boerman (@ebelingboerman [https://www.instagram.com/ebelingboerman/]) is a top 20 real estate agent out of roughly 8,000 in the Charleston market, working with Agent Owned Realty and running The Boerman Group. Nearly 30 years into her career, she's built her business almost entirely on past-client referrals, monthly mail-outs, and a level of consistency most agents never stick with long enough to see pay off. In this conversation, Kim reveals: * Why she walked away from the standard 50/50 team split and rebuilt her model from scratch — twice * How a client she hadn't spoken to in 21 years called her out of the blue, and what it revealed about staying top of mind * The exact mail-out and monthly newsletter system she's run for decades, and why it still outperforms digital noise * Why she raised $106,000 in 10 weeks for the Leukemia & Lymphoma Society, and how she treats fundraising like a business with its own goals and systems * What changed for her team when Zillow reshaped how it distributes and pays for online leads * How her 12-week year planning system keeps her business on pace toward annual production goals * The one belief about "marrying the sale" that she had to unlearn to actually build trust with clients * What she'd tell the version of herself starting out nearly 30 years ago This is a masterclass in longevity — how one of Charleston's most consistent producers built a business that doesn't depend on chasing the next lead source, and why she believes presence with people will always beat presence on a platform. Follow Jake: @jakecummings_homeloans [https://www.instagram.com/jakecummings_homeloans/] About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

Ep. #25 | Courtney Davis

Send us Fan Mail [https://www.buzzsprout.com/2545999/fan_mail/new] Courtney Davis — (@charlestonhomesbycourtney [https://www.instagram.com/charlestonhomesbycourtney/]) Carolina One agent, Summers Corner specialist, and one of the most referred agents in the greater Charleston area — didn't launch her real estate career with a built-out database or a marketing playbook. She launched it from her kitchen island at 10pm, two kids at home, husband on the road, and decided to go all in. What she built from that moment is a referral-driven business that runs on rhythm, intentionality, and an unapologetic commitment to being real with her clients. In this conversation, Courtney reveals: * Why she does a 90-minute buyer interview before anything else — and what questions tell her whether a client is the right fit * How she manages relocation buyers by breaking an overwhelming move into small steps they can actually celebrate * The weekly and monthly check-in system she borrowed from Ninja Selling that keeps her focused when the market gets noisy * What it actually looks like to "fight" for a client — and why it means staying calm when a builder gets annoyed * How she learned to tell clients "we're not a good fit" — and why it's protected her business and her sanity * The way she communicates boundaries around family time without losing client trust * Why agents who obsess over what everyone else is doing are losing the one thing that makes them valuable: themselves This one isn't a highlight reel conversation. It's a real look at how a working mom with two young kids, no paid leads, and a whole lot of intention built a business where clients fight to work with her — not the other way around. Follow Jake: @jakecummings_homeloans [https://www.instagram.com/jakecummings_homeloans/] About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

Ep. #24 | Chris Dion

Send us Fan Mail [https://www.buzzsprout.com/2545999/fan_mail/new] Chris Dion (@chris_dion_selling_kiawah [https://www.instagram.com/chris_dion_selling_kiawah/]) and wife Lauren (@laurendionrealestate [https://www.instagram.com/laurendionrealestate/]) make up the Selling Kiawah Team at Akers Ellis, specializing exclusively in Kiawah Island — one of the most prestigious coastal markets on the East Coast. Before moving into residential real estate, Chris spent nearly a decade in commercial real estate, a background that fundamentally shaped how he thinks about pricing, client conversations, and the power of a focused niche. In this conversation, Chris reveals: * Why walking away from a broader market and doubling down on one island was the best business decision he ever made * How his commercial real estate background lets him have deeper, higher-trust conversations with buyers and sellers that most residential agents can't touch * The postcard strategy that keeps the Selling Kiawah Team top of mind with every property owner on the island — and where old-school marketing still outperforms digital in luxury markets * Why being radically honest about pricing — even when it costs him the listing — has built a reputation that brings business back around * How a 304-day listing with a competitor turned into a same-day sale at 98% of list price the moment Chris took over * The spreadsheet system Chris built to pull hyper-specific neighborhood comparables on Kiawah — and why using island-wide data is the fastest way to lose a seller's trust * What working alongside your spouse actually looks like day-to-day when both people know their lane This one's a masterclass in niche clarity, pricing integrity, and what it looks like to build a business around depth rather than volume. Follow Jake: @jakecummings_homeloans [https://www.instagram.com/jakecummings_homeloans/] About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

Ep. #23 | Featuring Chandler Townsend

Send us Fan Mail [https://www.buzzsprout.com/2545999/fan_mail/new] Chandler Townsend (@ctownsells [https://www.instagram.com/ctownsells/]) is the founder and team leader of CTown Sells under LPT Realty — one of the most recognizable real estate brands in the Lowcountry. Chandler also hosts LowCountry LowDown, his own podcast built on the same philosophy he sells with: be real, be yourself, and let the results speak. He runs his team alongside his wife Mariah (@mmmariah.townsendd [https://www.instagram.com/mmmariah.townsenddd/]), stays in personal production, and has built a culture most team leaders talk about but never actually create. In this conversation, Chandler reveals: * Why authenticity isn't a personality trait — it's a business strategy, and the industry's lack of it is costing agents referrals they'll never even know they lost * How he scheduled family time like a $100 million client — and why that decision made him a better producer, not a worse one * The real reason he stayed in personal production after launching his team (and why every team leader should be closing at least a couple deals a year) * The biggest mistake agents make as they get more experienced — and why it's costing them the client relationships that drive long-term business * What agents get wrong about Summerville: the "new vs. old" identity split most people don't see coming * His honest take on building a team — the financial reality, the leadership responsibility, and why some agents should stay solo * Why the 2020-2021 market was a curse disguised as a blessing — and what getting your ass kicked actually teaches you This one goes deeper than tactics. Chandler is the real thing — a guy who built something he'd genuinely want to be a part of, and figured out how to stay human while doing it. Follow Jake: @jakecummings_homeloans [https://www.instagram.com/jakecummings_homeloans/]  About Charleston's Leading Producers: Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.

Ep. #22 | At Home with Courtney and Alicia

Send us Fan Mail [https://www.buzzsprout.com/2545999/fan_mail/new] Courtney & Alicia @athomewithcourtneyandalicia [https://www.instagram.com/athomewithcourtneyandalicia/] are the best-friend duo behind The At Home Team, known for their candid, family-forward content and a partnership built on total transparency. Returning to Charleston's Leading Producers, they open up about what it actually takes to build a business — and a content presence — that feels real. In this conversation, Courtney & Alicia reveal: * Why bringing their kids into their marketing made their business more relatable — and more referable * How a "best friends first, business partners second" partnership avoids the resentment most team splits run into * The income-split system that removes every closing-day surprise before the transaction even starts * Why "done is better than perfect" is the mindset shift that gets agents off the sidelines and onto camera * The hard pricing and condition conversations agents are having with sellers in today's stalled market * How new construction incentives are reshaping the way resale listings have to compete and get marketed * Why a phone-recorded blooper outperforms a professionally produced reel — and what that means for your content strategy * What it really takes to build the kind of trust that lets two agents combine finances and never look back This is a real-talk conversation about partnership, authenticity, and showing up — even when it's not polished — for agents who are tired of waiting until everything feels ready. Follow CLP: @charlestonsleadingproducers Follow Courtney & Alicia: @athomewithcourtneyandalicia [https://www.instagram.com/athomewithcourtneyandalicia/] | YouTube: At Home with Courtney and Alicia [https://www.youtube.com/channel/UCcDfi4ZgFeZTTOQNU7A0SyQ] About Charleston's Leading Producers Weekly conversations with the highest-producing real estate agents in Charleston. No fluff. No theory. Just proven strategies from agents doing the work and getting the results.