The New Luxury Buyer: Identity, Wealth & the Future of Real Estate | Gavin Swartzman

Are You Building a Brokerage You Can Actually Leave Behind? | Lisa Piccardo & Debbie Lariviere

What happens to your brokerage or team if you step away? In this episode of Real Estate Leadership Unlocked, Debbie Lariviere is joined by Lisa Piccardo, Senior Vice President of Brokerage and Team Consulting at T3 Sixty, to discuss why succession planning is no longer optional for brokerage owners and team leaders. They cover leadership succession, organizational structure, business valuation, profitability, recruiting future leaders, and the systems that create a business with lasting enterprise value. Whether you're planning to sell, transition leadership, or simply want more freedom, this conversation will help you build a business that can thrive beyond you. Subscribe for more conversations on leadership, brokerage growth, and building a scalable real estate business. Connect with Lisa: Insta: https://www.instagram.com/banditsview/ [https://www.instagram.com/banditsview/] LinkedIn: https://www.linkedin.com/in/lisapiccardo/ [https://www.linkedin.com/in/lisapiccardo/] #RealEstateLeadershipUnlocked #BrokerageLeadership #SuccessionPlanning #MonterCoaching #RealEstateBusiness

How Coaching, Culture, and Accountability Drive Brokerage Growth | Malinda Howell

What does it take to build a brokerage where agents thrive for decades? In this episode of Real Estate Leadership Unlocked, Debbie Lariviere sits down with Malinda Howell, Senior Vice President of Ebby Halliday Companies, to discuss the leadership, coaching, and culture behind one of the most respected real estate companies in the industry. Malinda shares her journey from Realtor to executive leader overseeing nearly 1,700 agents across 30 offices. Together, they explore how coaching improves agent productivity, why top performers continue to invest in their development, and what brokerage leaders can do to build stronger teams and businesses. In this episode: • How coaching transformed agent productivity • Why culture matters more than ever • Leadership lessons from managing 30 offices • Creating accountability without losing connection • Helping agents think like business owners • How top brokerages attract and retain talent • Why great leaders never stop learning Whether you're a brokerage owner, team leader, or agent looking to grow, this conversation is packed with practical insights you can apply immediately. ⏱️ Timestamps 00:00 Introduction 02:20 Malinda's Career Journey 05:30 Where Ebby Halliday Is Seeing Growth 07:00 Why Coaching Works 09:00 Developing Top Producers 14:10 Building a Strong Culture 16:30 The $70,000 Pickleball Fundraiser 22:10 Leadership and Accountability 25:10 Understanding the Numbers 33:15 Competing in Today's Brokerage Environment 36:50 Leadership Advice for Tough Days 38:20 Closing Thoughts Connect with Malinda Instagram: https://www.instagram.com/malindabh/ [https://www.instagram.com/malindabh/] Website: https://www.ebby.com/bio/malindahowell [https://www.ebby.com/bio/malindahowell] #RealEstateLeadershipUnlocked #BrokerageLeadership #RealEstateCoaching #BusinessGrowth #MonterCoaching

Why Top Producers Become Bad Leaders (And Don't Know It) | Dave Urso

Dave Urso spent 23 years leading teams in higher education before writing Everyday Heroes Guide to Leadership. In this conversation, he gets into the stuff most brokerage leaders don't want to admit: that the traits that made you a top producer often make you a lousy boss. We talk about the gap between knowing your vision and actually getting it out of your head and into your team. Where empowerment ends and micromanagement starts. How to run KPIs without turning into the person everyone hides Slack messages from. Why the hard conversation you keep putting off is usually the one that would fix everything. Dave also gets specific on accountability systems, what to do with a team member who's poisoning the room, and how to stay consistent as a leader on the days when nothing feels consistent. 05:45 The blind spot every leader has but won't admit 09:06 Why your team thinks you're a micromanager 12:28 The accountability shift nobody teaches you 14:52 Two words your team is quietly begging you to be 18:39 Toxic or just hard? How to actually tell the difference 25:18 He's fired people who thanked him for it 34:14 Why the top feels so lonely. And the fix nobody talks about 39:14 The shipbuilder mistake that's killing your team's motivation 43:06 Read this if you're running on fumes 45:19 Rapid fire round 🔗 Connect with Us: Monter Coaching: https://montercoaching.com/ [https://montercoaching.com/] Follow Debbie: https://www.instagram.com/montercoaching/ [https://www.instagram.com/montercoaching/] Website: https://daveurso.com/ [https://daveurso.com/] Instagram: https://www.instagram.com/ursodj/ [https://www.instagram.com/ursodj/] Want to scale your business? https://montercoaching.com/contact/ [https://montercoaching.com/contact/] Want more insights like this? Don't miss an episode. https://montercoaching.com/real-estate-leadership-podcast/ [https://montercoaching.com/real-estate-leadership-podcast/]

The New Luxury Buyer: Identity, Wealth & the Future of Real Estate | Gavin Swartzman

Gavin Swartzman, President of Christie's International Real Estate, joins us to break down what's actually driving the luxury market right now—and why most agents are still thinking too small. This conversation goes beyond transactions. Today's high-net-worth buyers aren't just purchasing property—they're making decisions rooted in identity, lifestyle, and long-term alignment. Gavin shares how this shift is reshaping advisory at the highest level, and what it really takes to serve clients in this space. We unpack Christie's Prime Sentiment Index, the rise of multi-generational compound living, and how top advisors position themselves to capture lifetime client value—not just single deals. If you're a brokerage leader or agent looking to elevate your thinking, your positioning, and your enterprise value, this is a conversation worth studying. In this episode: 00:00 Intro — Gavin's background & Christie's International Real Estate 03:09 Why Christie's builds around the consumer, not the brand 05:12 The Prime Sentiment Index — what it tracks & why it matters 07:54 Buyers pulling back from urgency, becoming more strategic 10:40 Lifetime value — one client, multiple transactions over decades 14:07 The lifestyle knowledge gap most agents overlook 18:06 Identity & belonging as core buying drivers 21:34 The rise of compound living vs. second homes 25:12 Where global luxury capital is moving 27:29 How top advisors market at the highest price points 31:36 Christie's Master Circle & Council programs 39:39 Affiliate expansion strategy 42:04 What actually drives brokerage valuation 47:59 Staying competitive in the future of luxury real estate Global Luxury Perspective Report: https://cireluxuryperspectives.com/ [https://cireluxuryperspectives.com/] Connect with Monter Coaching: Website: https://montercoaching.com/ [https://montercoaching.com/] Instagram: https://www.instagram.com/montercoaching/ [https://www.instagram.com/montercoaching/] Connect with Gavin Swartzman: LinkedIn: https://www.linkedin.com/in/gavin-swartzman/ [https://www.linkedin.com/in/gavin-swartzman/] Want to scale your business with more structure, clarity, and consistency? Book a strategy call: https://montercoaching.com/contact/ [https://montercoaching.com/contact/] Catch every episode of Real Estate Leadership Unlocked: https://montercoaching.com/real-estate-leadership-podcast/

Why Most Luxury Agents Are Thinking Too Small (And Don't Know It) | Laura Monroe

Laura Monroe is Chief Strategy & Brand Officer at Realm Global, a network of top 1% luxury real estate producers working at $20M+ price points. In this conversation she talks about what "wealth fluency" actually means, why most luxury agents still think like local marketers, and how Realm's Intelligence platform matches 220+ high net worth client profiles based on lifestyle and philanthropic interests not just zip codes. Perfect for brokerage leaders, luxury agents, and real estate professionals ready to elevate their service level beyond traditional luxury marketing to true wealth advisory positioning. 0:00 Introduction to Realm Global's luxury advisor ecosystem 3:27 Why "community is currency" in luxury real estate networks 8:39 Breaking down territorial mindset among luxury agents 12:43 Evolution from network to movement in luxury space 17:45 Global expansion strategies for luxury real estate advisors 22:26 Wealth fluency vs traditional luxury marketing approaches 26:41 Multi-generational wealth impact on first-time homebuyers 30:15 Residential wellness industry trends ($45B market opportunity) 34:26 Future of luxury real estate: AI, lifestyle, and intelligence 41:25 Breaking into luxury markets regardless of price point 🔗 Connect with Us: Monter Coaching: https://montercoaching.com/ [https://montercoaching.com/] Follow Debbie: https://www.instagram.com/montercoaching/ [https://www.instagram.com/montercoaching/] Website: https://www.realm-global.com/ [https://www.realm-global.com/] Instagram: https://www.instagram.com/realmglobal/ [https://www.instagram.com/realmglobal/] Want to scale your business? https://montercoaching.com/contact/ [https://montercoaching.com/contact/] Want more insights like this? Don't miss an episode. https://montercoaching.com/real-estate-leadership-podcast/