Real Estate Success: The Whissel Way

Appointment Setting Secrets: Stop Waiting, Start Winning

This episode of Real Estate Success: The Whissel Way takes you inside one of our most powerful weekly team meetings at Whissel Realty Group. Introduced by Bryan Koci and led by our Director of Sales, Rachel Choo, this deep-dive session was pulled directly from this week’s live training and is packed with actionable strategies to help agents set more appointments. Rachel breaks down why agents hesitate to ask for the appointment, the three core confidence gaps holding most people back, and how to script your way into more “yeses”—whether at an open house, on a call, or during a buyer consult. This is equal parts mindset shift, tactical scripting, and real-world advice that will immediately help you set more appointments and close more deals.

 

💡 3 Key Takeaways

1. Confidence Is a Skill, Not a Trait
   Confidence comes from preparation, clarity in your value, and the willingness to get uncomfortable. Practicing rejection and affirming your strengths daily helps you show up with energy that attracts clients.

2. Avoid Vague Scripts—Target Pain Points
   Buyers don’t want a game plan or a “learn about real estate” session. They want solutions to problems. Lead with hooks like saving money, finding off-market homes, or winning offers.

3. Repetition Creates Results
   Whether it's asking every open house visitor to tour more homes or tallying your rejections like a game, consistency in the ask is what builds pipeline—and ultimately closes deals.

Buy, Depreciate, Borrow, Die: The Ultimate Real Estate Wealth Strategy

In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci unpack the wealth-building real estate strategy known as “Buy, Depreciate, Borrow, Die,” tied to the proposed “One Big Beautiful Bill.” Kyle breaks down how agents and investors can use bonus depreciation, cost segregation, and strategic borrowing to massively reduce their tax burden, reinvest tax-free dollars, and pass properties to their heirs with a stepped-up basis. Whether you're new to investing or a seasoned agent looking to keep more of your income, this episode delivers actionable steps to make real estate work harder—and smarter—for you.

💡 3 Key Takeaways

1️⃣ Use Cost Seg + Bonus Depreciation: Agents can leverage cost segregation and 100% bonus depreciation (if the bill passes) to generate massive write-offs—freeing up cash for reinvestment and reducing taxable income immediately.

2️⃣ Refinance or Borrow Smart: Instead of selling, agents can borrow against appreciated properties tax-free and use the proceeds to acquire more investments—amplifying their portfolio and wealth.

3️⃣ Leave a Tax-Free Legacy: By holding assets until death, agents can pass properties to heirs at a stepped-up basis, avoiding capital gains and ensuring generational wealth with minimal estate tax implications.

5 Mistakes Real Estate Agents Must Avoid

In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci break down the five most common (and costly) mistakes real estate agents make—and how to avoid them. From the importance of respecting your calendar and prospecting daily, to showing up for roleplay and focusing on real in-person experiences, Kyle shares raw and actionable advice drawn from over 20 years and 6,000+ transactions. They also tackle the trap of shiny object syndrome, urging agents to master the fundamentals—lead conversion, sphere, open houses, and true social engagement—before chasing the next big thing. If you're serious about building a lasting, profitable business, this episode is a must-listen.

 

Chapters:
00:00 – Intro: Why Agents Aren’t Taught Business
00:33 – Top 5 Agent Mistakes Breakdown
01:39 – Mistake #1: Not Using or Respecting Your Calendar
03:31 – Mistake #2: Skipping Daily Prospecting
04:44 – Mistake #3: Coasting Through Roleplay
07:09 – Mistake #4: Thinking Online > In-Person
09:00 – Mistake #5: Chasing Shiny Objects
10:11 – Focus on the Core 4: Leads, Sphere, Open Houses, Social
11:13 – Be Social, Not Just Media
12:22 – Rapid Fire: Do You Step In or Let Clients Decide?
13:29 – When to Let Clients Learn vs. When to Advise

 

Key Takeaways: 

1. Respect Your Calendar – Show up for your commitments like a professional and structure your week for success.

2. Prospect Daily – Consistency in lead generation is non-negotiable if you want to avoid income rollercoasters.

3. Master the Core 4 – Focus on leads, sphere, open houses, and real social engagement before chasing new tools or trends.

Realtor Tax Gamechanger: The One Big Beautiful Bill Explained

In this episode of The Whissel Way Podcast, recorded during our weekly Tuesday team meeting, Kyle Whissel unpacks the key components of the One Big Beautiful Bill—a sweeping 1,100+ page tax reform proposal. Designed for real estate professionals, this session walks through critical wealth-building strategies like bonus depreciation, cost segregation, opportunity zones, 1031 exchanges, and the powerful “Buy, Depreciate, Borrow, Die” approach. You’ll learn how to help your clients save tens of thousands on taxes, optimize your own portfolio, and set up long-term financial freedom. Whether you're working with investors, higher-net-worth clients, or building your own real estate empire—this is a masterclass you don’t want to miss.

 

Chapters:

00:00 – Intro: Why This Meeting Matters
01:30 – Are These Events Worth Inviting People To?
03:00 – What the One Big Beautiful Bill Is
05:00 – The 199A QBI Deduction Explained
07:15 – SALT Tax Cap Changes (And Why Californians Should Care)
12:20 – Opportunity Zones vs. 1031 Exchanges
19:00 – Bonus Depreciation: How to Write Off 5-15 Year Assets
25:00 – The Buy, Depreciate, Borrow, Die Strategy
33:00 – Step-Up Basis and Estate Tax Changes
45:00 – How to Start These Conversations with Clients

From Cold Call to Close: Mastering Circle Dialing

In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci break down the underrated art of circle prospecting—a tactic many agents write off as outdated or ineffective. Kyle shares the systems, tools, and scripts his team uses to consistently convert cold calls into conversations and conversations into closings. Whether you're a new agent struggling to find people to call or a seasoned pro looking to increase your ROI, this episode dives into overcoming call reluctance, how to leverage Cole Realty Resource, and why layering touchpoints like door-knocking and follow-up calls makes all the difference. It’s a masterclass in taking action and staying consistent.

From the Court to Closings: Jason Matthews’ Real Estate Journey

In this powerful episode, Kyle Whissel sits down with Jason Matthews, a former NCAA basketball star turned real estate investor, to share his journey from humble beginnings in South Central LA to launching a multimillion-dollar luxury short-term rental business in Florida. Jason’s story spans personal transformation, lessons from NBA legends, Wall Street internships, and how showing up led to life-changing opportunities. The episode wraps with practical advice on building wealth through real estate, including his niche strategy of developing FEMA-compliant beach homes. A must-listen for agents looking to scale, pivot, or break into investment real estate.

Chapters:

1. 00:00 – Intro: From Boardroom to Podcast
2. 00:55 – Jason’s Humble Beginnings in LA
3. 02:08 – Late Start, Big Results: Making the League
4. 04:24 – Thoughts on NIL and Player Empowerment
5. 07:46 – The Power of Alumni & Brand Exposure
6. 11:55 – From College Hoops to NBA Tryouts
7. 17:50 – Jerry West, Magic Johnson, and Life Lessons
8. 24:12 – Leaving the League for Wall Street
9. 31:25 – Luxury Short-Term Rentals in Florida
10. 38:20 – Investing Passively: How Agents Can Get Involved

The Real Estate Team Model That Actually Works

In this special episode of Real Estate Success: The Whissel Way, we pulled this segment from Real Estate Team OS where host Ethan Beute sits down with Chris VanderValk, COO of Whissel Realty Group, to uncover the key strategies behind building and running a high-performing real estate team.

Chris shares how Whissel Realty has evolved by prioritizing critical thinking, leadership alignment, agent support, and value-driven models to ensure long-term agent retention and profitability. He breaks down the Agent Concierge Experience (ACE), lead generation strategies, commission structures, and the importance of leveraging technology and systems to create a scalable, profitable business that benefits both agents and clients.

Whether you're a solo agent looking to scale or a team leader refining your model, this episode provides actionable insights to help you optimize operations and maximize success.

Chapters:

1. 00:00 - Introduction to Chris VanderValk & Whissel Realty
2. 02:00 - The Must-Have Trait of a High-Performing Team
3. 06:30 - The Role of a CEO in a Real Estate Team
4. 12:00 - How Whissel Realty Uses EOS for Business Success
5. 18:30 - The Agent Advisory Board: What It Is & Why It Matters
6. 25:00 - Building a Profitable Commission Structure
7. 32:00 - The Best Lead Generation Strategies for Teams
8. 38:00 - How the Agent Concierge Experience (ACE) Helps Agents
9. 45:00 - The Future of Real Estate Teams & Industry Changes
10. 50:00 - Closing Thoughts & Advice for Agents

The Pricing Formula That Sells Homes Faster

In this episode of Real Estate Success: The Whissel Way, hosts Karlee VanDyke and Bryan Koci sit down with top-producing agent Karlee Van Dyke to uncover the secrets behind accurate home pricing and effective CMAs. Karlee Van Dyke shares real-world insights on avoiding common pricing mistakes, understanding market trends, and using data-driven strategies to price homes correctly. She also breaks down how to communicate pricing with sellers, handle objections, and use marketing price strategies to generate multiple offers. Whether you're a new or experienced agent, this episode will give you the tools to price homes effectively, reduce expired listings, and maximize your clients' profits.