Sandra Rathe had a tech hiccup… so Brent and Chase took the mic—and dropped fire.
What started as a pivot episode turned into one of the most tactical REGEN breakdowns yet, covering the real estate agent's three pillars of performance: Mindset, Market, and Skill.

1. Mindset: The Invisible Deal Killer

Agents who are failing in this market aren’t failing because of interest rates or inventory—they’re failing because of belief systems.

“If you argue for your limiting beliefs, you get to keep them.”

Brent and Chase explore how many agents entered real estate with bad assumptions—or were once in high-volume markets and never adapted. Others thrive in today’s climate because they never learned a broken model to begin with.

They introduce the Three Circles framework:

• Control: Your mindset, skill level, and activity.
• Influence: How you educate clients, team, or buyers.
• Concern: Rates, inventory, the NAR lawsuit—things you can’t change.
  
  

Most agents live in “concern.” Top producers operate from control and influence.

2. Market: Understand It or Get Crushed

Markets have shifted, and agents pricing listings based on sold comps from six months ago are losing.

“Your real comp is your competition. That means active listings.”

Chase and Brent emphasize:

• You must track actives vs. pendings to know your absorption rate.
• If 3 of 30 homes go pending weekly, you need to be in the top 10% to sell.
• Pricing wrong = longer days on market = lower offers.
  
  

Sellers aren’t the enemy—they’re misinformed. It’s your job to guide them with logic and strategy, not ego or fear.

3. Skill: The New Differentiator

Pricing is a skill. Handling objections is a skill. Closing is a skill.

Brent shares a killer question:

“What’s your understanding of what happens to a home that’s been on the market too long?”

That one question flips the psychology of the listing appointment, putting you in the driver’s seat.

They also roleplay how to handle sellers who want to “try a high price,” including how to build in a price-drop plan, frame potential loss, and hold your ground with confidence.

4. Listings Are the New Leverage

Buyers are easy. Listings are leverage.

Agents afraid of taking listings are really just afraid of confrontation—or they lack the skill to guide pricing conversations.

And in this market? Expired listings are gold.

• They want to sell.
• They’re already willing to pay commission.
• They’re easier to convert with skill and care.
  
  

Final Thought:
If you want to win in this market, you don’t need more tools—you need better belief systems, a sharper understanding of your market, and a relentless focus on skills. That’s how you scale.