We’re sitting down with Susan Lombardo, the “mayor” of her Atlanta neighborhood and a master of geographic farming. Starting with postcards, consistency, and an obsession with service, Susan built a $40 million solo business and then turned it into a $65 million team. Susan shares how she transitioned from a 20-year insurance career to earning Rookie of the Year in real estate by quickly building a hyper-local brand and trusted vendor network, becoming the go-to resource for homeowners in her community.

We break down her farming playbook: sending big, bold, neighborhood-specific mailers every month (without fail), always leading with value, and following up for years to come. Susan explains why patience and persistence—not quick wins—turn farming into a repeatable, “W-2 style” income, and why she’s passionate about mentoring the next wave of agents to build businesses rooted in systems, service, and heart. If you’re ready to play the long game, Susan’s story is the blueprint.

Resources:

• Learn more at lombardohomegroup.com
• Connect with Susan on LinkedIn
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA

This podcast is for general informational purposes only. The views, thoughts, and opinions of the guest represent those of the guest and not Keller Williams Realty, LLC and its affiliates, and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Josh Anderson is proof that simple systems done consistently will build massive results.

In this episode, Josh breaks down the three lead gen models powering his $100M Nashville team: golden letters, agent-to-agent referrals, and a LinkedIn strategy you’re probably not using (but should be).

He shares how his handwritten-style golden letters generate a 3% callback rate, how his agent newsletter brings in $1M GCI annually, and why LinkedIn is the untapped source for reaching high-earning professionals in your market.

Josh doesn’t overcomplicate things. He builds clear systems, works them every day, and shows up with consistency—what he calls “today’s currency in business.”

This one’s all signal, no noise. Let’s dive in.

Resources:

• Connect with Josh on LinkedIn
• Watch: Create Superfans With Brittany Hodak | The MREA Podcast (EP.54)
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA

This podcast is for general informational purposes only. The views, thoughts, and opinions of the guest represent those of the guest and not Keller Williams Realty, LLC and its affiliates, and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

Any text or materials generated by artificial intelligence (AI) should be reviewed for accuracy and reliability as there may be errors, omissions, or inaccuracies. The use of generative AI is subject to limitations, including the availability and quality of the training data used to train the AI model used. Users should exercise caution and independently verify any information or output generated by the AI system utilized and should apply their own judgment and critical thinking when interpreting and utilizing the outputs of generative AI.

Michael Hern built a real estate empire one dog walk, one ferry terminal coffee, and one hyper-local story at a time.

Today, he runs a team on New Jersey’s Gold Coast doing $135–$150 million in annual volume. And after all that? He still drives an hour to his farm to work cattle.

This episode isn’t just about hustle; it’s about how to build a business that works without burning out.

Michael breaks down the two-tiered SCALE model he uses to train his team and run his life. First comes the foundation:

Seen, Communicate, Add to the database, Leave a lasting impression, and Education.

Once that’s in place, he walks us through how to evolve it:

Systems & Simplify, Challenge & Curiosity, Amplify & Automate, Leverage & Leadership, Execute & Expand.

These aren’t just tactics—they’re values. Michael also shares how unplugging for 12 days off-grid, journaling in solitude, and reconnecting with what matters has helped him grow as a business owner, a husband, and father.

This episode will give you a playbook for visibility, trust, and leadership. And maybe (just maybe!) inspire you to schedule some thinking time of your own.

Resources:

• Read Extreme Ownership by Jocko Willink
• Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

• Linkedin

Produced by NOVA

This podcast is for general informational purposes only. The views, thoughts, and opinions of the guest represent those of the guest and not Keller Williams Realty, LLC and its affiliates, and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.

WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.