“It’s All Annoying… Until It’s Relevant.”

Staying Top-of-Mind with $200M Producer Bill Moomaw

Ever wonder if you’re annoying people with your marketing?

That was the exact question going into this week’s Outside the Box podcast with Bill Moomaw, a top-producing Realtor with over $200 million in sales. His answer? A powerful shift in mindset:

Why Most Agents Stop Too Soon

Bill sees it all the time—Realtors send a few mailers or post inconsistently and then give up because they don’t see immediate results.

But what if you’re closer than you think?

The truth is, we overestimate how much people notice our marketing, and underestimate what it does when the timing is right. Consistency isn’t just a buzzword—it’s the strategy.

Yes, we’re talking about good old-fashioned mail.

Even if someone tosses it in the trash, they still saw

Should You Buy a Moving Truck for Your Real Estate Business? Insights from Lee Tessier

What if you could stay top of mind with past clients without constantly following up? Some Realtors have found a creative way to do just that—by offering a branded moving truck as a client perk. But is it actually a smart investment?

On Episode #2 of Outside the Box, veteran Realtor Lee Tessier breaks down the real pros and cons of owning a moving truck for your business.

How a Moving Truck Keeps You in Touch After the Sale

A moving truck might seem like just another expense, but it can be a powerful tool for building long-term client relationships and strengthening your repeat and referral business. Here’s why:

How to Host a Housewarming or Relocation Party for Realtors

Most Realtors disappear after closing, but the best ones find ways to stay connected and generate repeat and referral business. One of the best ways to do that? Hosting a relocation or housewarming party for your clients. This great idea comes from Lee Tessier and the insightful conversation we had with him on the Outside the Box podcast, where he shared how this strategy helps agents build their sphere of influence and generate referrals.

Not only does this make your clients feel special, but it also introduces you to their friends, family, and new neighbors—many of whom may need a Realtor soon. And the best part? You can throw an incredible housewarming party for under $1,000 while setting yourself up for future referrals.

1. Cater the Food—Keep It Simple

When it comes to food, simplicity is key. You want something easy for

Lee Tessier’s Top 50 Strategy: The Secret to More Referrals & Repeat Clients

What if your next deal wasn’t coming from a cold lead—but from a trusted connection who already knows, likes, and trusts you?

That’s exactly how Lee Tessier, a real estate pro with over $1 billion in closed sales, built a referral machine. Instead of marketing to an entire city, Lee focuses on his Top 50—the core group of people who consistently send him business.

The Power of the Top 50 Strategy

Most Realtors spend too much time chasing new leads while neglecting the best source of business—their past clients and strongest advocates. Lee’s approach flips the script by prioritizing the people who already trust him.

Lee’s Take:

"Your Top 50 should be the people who already know, like, and trust you—past clients, referral partners, and strong connections. These are the ones who will consistently send you business."

How to Build & Nurture Your Top 50

Your Next Transaction Is Right in Front of You: How to Turn One Client Into a Lifetime of Referrals

Most agents are so focused on their next lead that they overlook the goldmine right in front of them—the client they’re working with today. Every transaction is an opportunity to create a lifelong referral source, but only if you go above and beyond to make the experience unforgettable.

The Biggest Mistake Agents Make: Not Communicating the Process

In the first episode of Outside the Box, top Realtor Rachelle Peters shares a crucial insight: most agents don’t help their clients through the transaction from beginning to end because they assume there’s nothing to report. But here’s the problem—your client doesn’t know what’s going on.

How to Deliver an Unforgettable Client Experience

• Keep Clients in the Loop: Clients don’t know what’s happening unless you

The Law of Value: How Ninja Selling Creates More Business

In real estate, success isn’t just about making transactions—it’s about creating undeniable value for your clients. One of the most powerful principles in Larry Kendall’s book, Ninja Selling is the Law of Value. This concept, inspired by The Go-Giver by Bob Burg and John David Mann, states:

In simple terms: If you charge a $20,000 commission for selling a home, your goal should be to deliver more than $20,000 worth of benefits—whether that’s a higher sale price, a faster sale, or reduced stress for your clients.

A Ninja Master’s Approach: Wholesale vs. Retail

Larry Kendall shares a brilliant real-life example of this principle in action through a Ninja Master Realtor named Nate.

Nate was helping a seller in a market flooded with foreclosures and short sales. He presented two options:

• Sell at “wholesale” price for $150,000—a quick

Make Pop-Bys Easier: 3 Simple Tips for Realtors

These pop-by tips come straight from Rachelle Peters, a top real estate agent who has mastered the art of staying connected with past clients. In Episode #1 of Outside the Box, Rachelle shares her best strategies for making pop-bys more natural, efficient, and effective.

One of the things that makes Rachelle so successful is that she finds creative and timely reasons to do pop-bys. Instead of just dropping by randomly, she ties them into fun, relevant moments that give her a natural reason to visit. the ideas are endless but here are a few themes:

• National Teacher’s Day – Delivering small gifts to clients who are teachers or have school-age kids.
• Big Game for Sports Team  – Bringing by game-day snacks or Team-themed gifts to sports fans.
• First Day of Summer – Handing out ice cream gift cards to celebrate the season.
• Halloween Treat Drop – Delivering festive candy bags for families with kids.
• New Year’s Motivation – Gifting small planners

The Fastest Way to Kill Your Referral Business

Justin said it best—agents love to soft flex about how busy they are. But what if that humblebrag is actually costing you referrals?

Picture this: A client asks how things are going, and you casually drop, “Oh man, I’m swamped right now—so many deals in the pipeline!” Seems harmless, right? Maybe even a little impressive?

Not to your client.

To them, it sounds like: “I don’t have time for you.” Even worse? It might make them hesitate before sending you a referral. After all, why would they introduce their friend to someone who already seems overloaded?

The #1 Reason Clients Don’t Refer Their Agent

It’s not just about what you say—it’s about how you make people feel.

If a client ever feels like they’re adding to your stress or that they’re competing for your attention, they won’t be excited to refer their friends. But when they feel valued, prioritized, and genuinely cared for, they’ll go out of their way to send business your way.

Stop Selling – Start Solving: A Key Principle from Ninja Selling

What if the secret to real estate success wasn’t about closing more deals—but about solving more problems?

Ninja Selling by Larry Kendall has taken the real estate world by storm, and for good reason. It’s a game-changer for Realtors who want to build trust, attract clients, and create a business that thrives on relationships instead of high-pressure sales tactics.

Why ‘Stop Selling – Start Solving’ Works

People love to buy, but they hate being sold to. Traditional sales techniques often create resistance, but Ninja Selling flips the script by focusing on service, value, and problem-solving.

Larry Kendall explains that the best Realtors don’t sell; they serve. They help clients identify their needs—sometimes even ones they didn’t realize they had—and provide solutions that make the process smoother and stress-free.

The Difference Between Selling and Solving

• High-Pressure

Quit Hiding Behind Your Screen—Go Build Relationships

One of the best pieces of advice Justin ever received in his real estate career came from a seasoned agent during his conversation with Rachelle Peters on the Outside the Box podcast. This Realtor, who had been in the business for years, told him that the biggest mistake agents make is thinking their next deal is sitting in their inbox. The truth? Business doesn’t happen behind a screen—it happens in the real world, through conversations and relationships.

You’re not going to grow your business sitting behind a computer all day. The best real estate opportunities don’t come from emails, spreadsheets, or social media—they come from face-to-face conversations with real people. If you’re feeling stuck or like business has slowed down, the answer isn’t another CRM update or social media post. The answer is getting out and being social.

Real Estate Happens in the Real World

When was the last time you worked from a coffee shop instead of your