More Than More

How to Ask for Referrals

BUILD A BETTER BUSINESS | As real estate agents, we work largely by referral but so many of us are afraid to directly ask for referrals! Most people are happy to refer but haven't been taught how or aren't thinking about it. Angela talks to two top agents who have built referral-based businesses using the Buffini & Co. system of methodically asking for referrals: Brandi Nelson and Jessica Gilligan. They discuss how they've internalized various referral dialogues and made them their own, how to become more comfortable with the direct ask, how to include the ask indirectly in marketing messages, and the importance of building organic relationships to make the ask less sales-y and more relational. 
Speakers:
Angela Fisher, Director of Agent Development
Brandi Nelson, top agent in Ames, IA
Jessica Gilligan, top agent in Ankeny, IA
Brandi Nelson has been a licensed real estate agent since 2004 and is a top agent who works primarily in the Ames, IA area. She is a former winner of the Signature Award.
Jessica Gilligan has been a licensed real estate agent since 2016 and leads the Jessica Gilligan Real Estate Team. She is a top producer primarily serving the Ankeny area and is the 2023 Signature Award winner. 
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Confident Conversations as a New Real Estate Agent

RELENTLESS ON THE RISE | When you're a brand-new real estate agent, it's hard to confidently discuss the market and act as the expert advisor. You're still learning! Teske talks to Trent Schwab, a newer real estate agent, about building the confidence to act like the expert until you can become the expert. Trent emphasizes the importance of practice, being a "sponge" open to learning, and maintaining authentic client relationships. He offers advice for new agents about the importance of perseverance and the understanding that success doesn't come easy but requires consistency and the ability to be uncomfortable.
 
Speakers:
Teske Vance, New Agent Success Manager
Trent Schwab, agent in Des Moines, IA
Trent Schwab has been a licensed real estate agent since 2023 and serves clients in the Des Moines, Iowa, area. You can find him on Facebook here.
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Claiming Your Community: Kristin & Kurt Polley

MORE THAN MORE | Meet the dynamic husband-wife duo of Kurt and Kristin Polley, top agents and advocates for their community in Marshalltown. Kristin recounts her journey from teaching and retail to real estate agent, starting first as a buyer's agent working on the team of a top agent all the way to becoming a top agent herself.
Travis, Kristin and Kurt also discuss the Polleys' resilience during the 2008 housing crisis, their ventures in new construction and community development and their deep commitment to their community, highlighted by initiatives like 'Ruckus in the Roundhouse' and post-tornado revitalization efforts. They delve into their decision to join CENTURY 21 to enhance their business infrastructure and capability, and Kristen's evolving role in state-level real estate leadership, culminating in her being named the IAR Realtor of the Year. They also reflect on the challenge of balancing their professional and family lives through meticulous planning and a shared passion for travel and community engagement.
Speakers:
Travis Bushaw, Director of Sales
Kristin Polley, top agent and broker in Marshalltown, IA
Kurt Polley, agent in Marshalltown, IA
Kristin Polley has been a licensed real estate agent since 2000 and serves the Marshalltown area. She is a top agent in the state and leads the Polley Real Estate Team. Kristin is also the transaction broker for the C21SRE office in Marshalltown. She holds a leadership role with the Iowa Association of REALTORS® and was the IAR 2024 REALTOR® of the Year.
Kurt Polley has been a licensed real estate agent since 2013. He is also a member of the Polley Real Estate team and serves buyers and sellers throughout Marshalltown and surrounding communities.
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The Decision to Go "All In"

RELENTLESS ON THE RISE | What does it take to decide to go "all in"? The leap from a stable 9-5 to the unpredictable world of entrepreneurship can be scary. Teske talks to two newer agents, Jordyn Edwards and Cindy Garrison, about committing to owning your own business. Jordyn shares her journey from a government job and motherhood to a real estate team member while Cindy shares her background in real estate administration. They both discuss lead generation, adapting schedules, overcoming financial uncertainty and offer advice to new agents about the value of mentorship and in-person connections.
Speakers:
Teske Vance, New Agent Success Manager
Jordyn Edwards, agent in Cedar Rapids, IA
Cindy Garrison, agent in Pella, IA
Jordyn Edwards has been a licensed real estate agent since 2023 and is a member of the McAbee Real Estate Team. She serves the Cedar Rapids, IA, area and was the 2023 Rookie of the Year. 
Cindy Garrison has been a licensed real estate agent since 2023 and serves the Pella, IA, area. 
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Focus on Creating Value

BUILD A BETTER BUSINESS | After the last few years of unique market conditions and industry changes, many people have questions about real estate. Lead with insight and provide value through in-person conversations. 
Angela and Travis launch the 2025 Sales Contest and discuss why connection and conversations with people are so important. They dig into the four main conversations we're focused on: updating people on the market, helping buyers and sellers think through timing the market, using 'who do you know who...?' dialogue and asking for referrals. Human connection is more important than ever so it’s essential to get face-to-face and voice-to-voice with your people. 
You can find all sales contest resources in the Forge: c21forge.com/sales-contest-2025
Speakers:
Angela Fisher, Director of Agent Development
Travis Bushaw, Director of Sales
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Leadership, Relationship & Creativity

BUILD A BETTER BUSINESS | Real estate agents are in the people business. But more importantly, we're in the value creation business. To grow our business and build exciting futures for our families, we must provide value in the lives of others. We can do this by intentionally providing LRC - leadership, relationship and creativity. Angela discusses this concept with Dylan de Bruin. They dig into the results of LRC (direction, confidence and capability) and how entrepreneurs can use it to forge meaningful connections, inspire others and drive innovation. 
To learn more about LRC, access the resource in the Forge here. 
Speakers:
Angela Fisher, Director of Agent Development
Dylan de Bruin, CoBroker/CoOwner of CENTURY 21 Signature Real Estate
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How to Win with a Results Economy Mindset

THE BACKSTAGE | Our real estate agents live in the Results Economy where all opportunity lives on the other side of value creation and success is realized through self-reliance. But our staff members technically live in the Time/Effort Economy - they have stable jobs with set working hours and guaranteed paychecks. What happens when the two meet? Dylan, Vic, Anna and Abbie discuss the unique working environment at C21SRE where agents and staff work together despite the differences between their two worlds. They also dig into where conflicts occur between the two economies, the secret to winning in this unique environment, and what it means to have a "results economy mindset" regardless of the job or environment that you're in. 
You can listen to the 2 Economies & 2 Success Decisions here. 
Access our resource here to learn more about the 2 Economies & 2 Success Decisions. 
Speakers:
Dylan de Bruin, Co-Owner/Co-Broker
Vic Stefansen, Director of Care, Connection & Culture
Anna Culbertson, Director of Operations
Abbie Dorwart, Director of Marketing
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Raising the Bar: Tyra McAbee

How do you build a successful team? Travis chats with Tyra McAbee about the power of team and collective goal setting. She recounts her journey from leading a team of 150 sales consultants at Mary Kay to building the McAbee Real Estate Team. She discusses her team-building strategies and how to find the right team members to fit a high-energy, supportive culture. Tyra also shares how goal setting drives her and how team leads can support, encourage and drive their team members toward achievement.  
Speakers:
Travis Bushaw, Director of Sales
Tyra McAbee, top agent and broker in Cedar Rapids, IA
Tyra McAbee has been a licensed real estate agent since 2011 and is a top producer in the Cedar Rapids and Vinton, IA areas. She leads the McAbee Real Estate Team and is the Transaction Broker of the C21SRE Cedar Rapids office. You can find her on Facebook at McAbee Real Estate Team. 
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The 3 Essential Parts of a Brand Audit

THE MARKETING PLAYBOOK | What story is your brand telling? Your brand is more than just a logo or social profile. As you build your business plan, conduct a brand audit to ensure you're telling the right story to the right people. 
Abbie and Staci discuss the 3 essential parts of a brand audit: your basics, print assets, and digital footprint. They share practical tips for auditing your brand with resources like the brand audit checklist and discuss how to maintain consistency across all platforms. Whether you're a solo agent or a team lead, this episode is packed with valuable insights to help you build brand recognition, trust and visibility. 
For the brand audit checklist (individual and team lead), head to the Business Planning Hub in the Forge at c21forge.com/business-planning. 
Speakers:
Abbie Dorwart, Director of Marketing
Staci Stillmunkes, Agent Marketing Services Coordinator
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The Non-Negotiables of Business Planning

BUILD A BETTER BUSINESS | Business planning doesn't have to be complicated. Angela discusses the non-negotiables of business planning with Brian Geist and Isaiah Thomas. They dig into the importance of simplifying goal setting, the importance of systems, using available resources to make the process easier, and how to set realistic, but ambitious, goals for your business. 
You can find all business planning resources, tools and more in the Forge at c21forge.com/business-planning.
Speakers:
Angela Fisher, Director of Agent Development
Brian Geist, broker and agent in Des Moines, IA
Isaiah Thomas, agent in Des Moines, IA
Brian Geist has been a licensed real estate agent since 2017, primarily serving the Des Moines, IA area. He is also the Transaction Broker of the C21SRE Ankeny office.
Isaiah Thomas has been a licensed real estate agent since 2021. He is a member of the Gina Swanson Real Estate Team and primarily serves the Des Moines, IA area.
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