Between Two Doors

In this episode of Between Two Doors, Nate Carver sits down with Justin Nimergood—founder of Nimergood Real Estateand leader inside Epique Realty—to unpack what it takes to build a “brand within a brand,” develop high-performance agents, and deliver a premium client experience that reduces surprises and increases results.

Justin explains the origin story behind the Nimergood name and brand, his entrepreneurial journey from corporate life (including time at Cisco Systems) into real estate, and the three cornerstone values he expects his team to live out: expertise, dedication, and integrity. They also dig into what differentiates a top-performing listing strategy (including proactive steps like upfront appraisal and inspection) and how strong preparation and negotiation can help buyers win in competitive situations.

Finally, Justin shares relocation patterns he’s seeing—especially from California and other major markets—plus common mistakes people make when moving to North Texas, his approach to building a digital footprint through podcasting, and a few personal lightning-round insights that shaped his leadership mindset.

Creators and Guests

Host

Nate Carver

Your favorite mortgage guy

Guest

Justin Nimergood

Justin Nimergood is a seasoned real estate leader based in Southlake, Texas and founder of Nimergood Real Estate. He’s built his business around three core values—expertise, dedication, and integrity—and currently leads a sizable agent organization while launching Top Gun Team, a high-performance group designed to scale rapidly through coaching, systems, and strong client outcomes. Justin brings experience across both the Texas and California markets and emphasizes a premium, proactive process for both sellers and buyers.

Producer

Stan Carver II

Stan Carver II is the producer behind his brother Nate Carver’s Between Two Doors podcast, bringing a blend of marketing savvy, technical craftsmanship, and video-editing polish to help each episode shine. As third-generation real estate investors, Stan and Nate share more than a family bond—they’ve rolled up their sleeves together renovating dilapidated properties, learning firsthand what it takes to turn potential into value. That shared experience fuels their on-air chemistry and off-air collaboration, with a brotherly camaraderie that’s equal parts hard work and genuine fun. For Stan, it’s a joy to support his Favorite Mortgage Guy's vision—translating great conversations into professional, compelling content that helps their audience make smarter moves in real estate and homeownership.

What is Between Two Doors?

Between Two Doors is a unique exploration of the real estate world through the eyes of its most fascinating professionals. Hosted by Nate Carver, a seasoned mortgage expert, and proud veteran, this podcast dives deep into the personal journeys of realtors, offering listeners insider perspectives on the challenges, successes, and the little-known stories behind the sale signs.

From first-time buyers to seasoned investors, Between Two Doors provides valuable insights, tips, and tales that illuminate the real estate industry in a whole new light. Sponsored by Success Mortgage Partners, we're here to inspire, educate, and empower our listeners with stories of perseverance, innovation, and success.

Join Nate as he bridges the gap between real estate professionals and enthusiasts, exploring what it takes to thrive in this dynamic industry. Whether you're seeking advice, inspiration, or just a good story, "Between Two Doors" has a place for you.

If you're in the
DFW market looking to buy or sell a home.

We're talking with Justin Nimergood
of the Nimergood Estate Group.

And this is going to be an exciting
conversation.

Hey, I'm Nate Carver and welcome

to Between Two Doors.

Justin.

Good morning. How are you?

Good morning.

Good afternoon.

Actually,
I think now, but, Yeah, I didn't do well.

Thank you so much for having me answer.

Absolutely.

On this episode of, Between Two Doors,

we have an Arctic freeze outside.

So, nobody knows what to do.

What does that, Yeah.

So stay off the road.

So, hey, let's let's jump
right into Justin.

We've got, we're going to talk about.

So let's talk,
a little bit about your brand.

And yeah,
let's start with your brand, with.

Sure.

So number good real estate,
which, you know, really, it was,

I would say born as a seed of a thought,
over two decades ago.

So even before I got into real estate,
there was only always a belief

that I would get into real estate.

And I knew I would brand it around
the number.

Good.

Name a because it's our family name,
but because no one else on the planet

shares that name. Believe it or not, Nate.

So we're the only, you know, 5 or 6 of us,
number

goods are the only ones out there
that you'll see.

I mean, the short, short story of it

is my ancestors, you know,
which were Germanic, mostly Germanic.

You know, I come from
lots of different walks of life.

But when they came over to America, their
their name originally was Nimrod good,

which is German,
and apparently it's German for never good.

So I guess my ancestors
were really bad people.

I don't know, but they came over here.

And when they came to America,
they changed it to never.

Good. So you're not going to find
any other names.

Gets out there.
You may find some new recruits.

Over in Germany, but that's about it.

So, yeah,
we always knew we were going to brand it.

Never good from,
from again a couple decades ago.

Nice van.

Neat.

How long ago did, I guess?

When did they come over to the US?

Oh, gosh. Over.

Probably over 60, 70 years ago. Now.

I want to say it was in the 40s
right around then, so.

Yeah. Yeah.

So World war was going on
and they came over and.

Yeah.

When did you.

So when did you step into the real estate
space?

Yeah, sure.

So, you know, for me, quick
backstory is I, you know,

I grew up, in Michigan,
or was born in Michigan, grew up in Texas.

I say because I moved to Texas,
to the Southlake,

kind of Dallas suburb area
when I was seven years old.

Went to high school there, went to
college at University of Texas in Austin.

And following college was kind of bouncing
around different spots

for a couple of years there.

I was working in corporate at the time,
helping with the basically

partnership sales for a high tech company
called Cisco Systems.

You may have heard of them.

They're definitely a fortune 100 company.

And I hit my glass ceiling, you know,
within a couple of years of being there.

Candidly,
I was very successful, but definitely hit

the glass ceiling pretty early on and knew
I needed to make a change.

And that change just came to me like,

you know, like a, like a flash of light.

You know, one evening,
as I was kind of looking out at the sunset

and I knew anything and everything
I wanted to do, you know, in the future,

in order to have the freedom

that I desired would have to be
entrepreneurial, in spirit.

So I thought about, you know,
what was it that really made me take?

And I really loved real estate,
you know, the concept of it alone.

Just really got me jived.

So, you know, back then, it was
it was just a thought,

like I said, fast forward
a couple more years.

I actually had started the company,
you know, never good real estate.

And we kind of took on things from there.

I actually started, if you can believe it
or not, though, on the finance side,

you know, with Morgan Stanley,

I was actually underwriting
commercial sized, jumbo loans.

I started on the commercial side
in finance.

Really quickly realized that I'm sure

had to sit behind
a desk in a cubicle all day.

So I made a switch to the sales side.

And then eventually, got in or later on,
I should say

residential real estate as well.

So, you know, I've been in the space
for over 20 years now.

It's been an amazing ride.

But yeah, that's
that's how I got in there.

There's just kind of sheer luck and fate

and just honestly desire to be in a space
that really got me excited.

Yeah, I could tell.

And you've got so your team is
being brokered through Epic Realty.

Correct.

And in that time you've built

your own team of realtors,

and, that gives you an opportunity
to really dive deep

into that entrepreneurial spirit
in, in what you're doing in DFW.

Can you tell me a little bit about, I
guess, the team that you built around you?

Yeah.

I mean, early on,
it was obviously just me Inc..

And never good real estate was,
you know, just me.

But I quickly built the team.

And, you know, I did it.

By the way, just to clarify,
for our listeners out there, I did

broker up with, Berkshire
Hathaway, pretty early on.

So they were the first brokerage
I really fully joined.

You know, loved it there.

Great. Obviously.

Very stable name, very stable business.

You know, Warren
Buffett backed and all that.

So we were building there

for a while, built
a decently sized team there, but really,

they were kind of an old school brokerage
and still kind of arm many.

And how they approached the business
and how they approached team

and team formation and whatnot,

as I, advanced my career.

And again, you know, this is many,
many years ago when I was in California,

right, I started my real estate career
in California.

I quickly realized that

I had a lot of ambitions, in leadership.

And then I didn't want any of those

to be, really compressed
in any way, shape or form.

So eventually, by again,
we'll call it a fate fateful event.

I decided with my wife,
we decided that we wanted

to move back to the, Dallas
Fort Worth area to be closer to family.

You know, my family still lived
in the South Lake in Greater South Lake.

Dallas, Fort Worth area.

Her family, you know, she's Vietnamese.

So her family's all over in Vietnam.

So she doesn't
really have any family over here.

So it just made sense as we were looking
to build a family of our own

to move back to the Texas area.

And that was a couple of years ago.

I came out here, I switched brokerages

from, Berkshire
Hathaway to England brokers,

which is a very well known and established
international luxury brokerage.

If you haven't heard of them,
look them up.

That, I mean, they specialize in luxury.

And luxury was really what I wanted
to focus on.

And did
that and was with them for about a year.

But again, kind of back to my early
on career decision to leave Cisco.

You know, where I felt like
I had hit a glass ceiling?

I kind of hit
the same glass ceiling there.

You know,

my mentor and good friend, candidly,

was just in a place where didn't leave me
much opportunity for growth.

So, after about a year of being there
and having tons of success, candidly,

I decided

I needed to move on to another brokerage
that had some more opportunities.

You know, for me in the future.

And so I obviously at that point
made the decision to move to epic.

I've been there
for about a year and a half now,

and it honestly was the best decision
I've ever made.

It's been everything I had hoped for
and more in terms of a,

a brokerage
that's really cultivating leaders

and cultivating leaders
in a way that allows us to grow and build

not only our brands, but build their brand
in a very synergistic way.

I now have a team of over 50 agents,

that I'm responsible for geographically
in the North Dallas area.

And I've also recently started,

and grown a high performance team

that I started about a month ago
called Topgun team.

And that's my my newest baby, so to speak.

And I'm so proud of them
and what they're doing.

And we chat for so far,
but we have some serious ambitions now.

We're, we're looking to be
about $1 billion organization

in the next five years.

So we have serious
ambitions on Titan team.

Wow. That's that's amazing.

So from Cisco to leading teams

and some very ambitious, goals
that y'all are

hitting benchmarks towards,

was there a moment that you saw

something in you
that your wife already saw or knew,

that you latched on to or she reinforced?

Because you got success
and I know you didn't do that alone.

I'm curious if she might have
seen something in you that,

you know, makes you drive more.

Well, yeah, I mean, I would say it,
but beside every, you know, every king

and every, you know, successful
entrepreneurs, it's usually you'll find a,

a wife or a partner
or spouse of some sort.

She certainly did.

And, you know, listen,
it's it's not been an easy ride.

It's not been an easy road
in any way, shape or form.

You know,
my current wife is not my first wife.

I actually was previously married.

So, you know, there was that that period
of my life when I would say, you know,

that ultimately really pushed me forward,
though.

Nate was just the belief, right.

I think you'll find consistently with
every successful entrepreneur out there,

they have a belief so strong that no one
can really rip that away from them.

And I can remember being young, being ten,

11 years old
and starting my first business.

This is when eBay was just coming online,

and I can remember
going through my parents attic,

which just had all kinds of I wouldn't
call it junk, but all kinds of stuff in it

and taking it to them, you know,
little things here and there, odds

and ends,
taking it to them and saying, hey,

if I sell this for you,
can I keep 50% of the profit from it?

Right.

And and doing that at a very young age.

And then, you know,
I had a series of, of jobs

through high school
and whatnot thereafter. But again,

very early on I was entrepreneurial spirit
and I had a belief in myself.

I knew even when I was at Cisco,
all saying

that I was destined for bigger
and better things, you know?

And so that belief is always carried
with me through my entire,

my entire, work career,
if you will, my entire work history.

So even beyond my wife
and I loved to give her a lot of credit,

she is certainly the reason I'm

having the success that I have
for the last couple of years, anyway.

But if you go back 20 years again,
starting out in real estate, that was me.

That was a belief that was, almost a,

an undying belief that I could

and would do amazing things in this
space and out in the world.

And that's

that is foundational to,
I guess, the triad of,

what your brokerage

champions is in it.

Yeah, it really is.

I mean, we have three cornerstones,
for number good real estate

and really
as part of Top Gun team as well,

because top Gun Team is obviously emulated
from a lot of the the foundations

of never good real estate,
but its unrivaled expertise,

its unmatched dedication
and its unwavering integrity.

I mean, listen,
the name good is in my last name,

so I better be good right?

That's where the integrity piece comes in.

But dedication and expertise, right?

If you're going to do anything in life,
do it.

Do it full out.

Do it full stop, full send 100%, 150%.

Really all the time, all day, every day.

And I'm a big believer in that.

So you're not going to find me
doing anything half assed.

That's not me.

You know, if I'm going to do something,
I'm going to do it right.

And so that's the brand
that we really represent.

And right now, I mean, that's
why we're growing at the rate

that we're growing
and why we have the ambitions that we do,

because we know we have the right people
that share that common vision

as well with us.

Right.

You know, a good name is better
than all the riches in the world.

And and, you have definitely built

your business brand around that and that,
and it shows.

And, I've looked at the numbers.

It's, what you do.

The path to success. Thank you.

I appreciate that.

I want to see
y'all have more in more success. So

so what are some of the non-negotiables,
of how y'all treat clients?

Yeah, I mean, it's it's

it comes back to those three
cornerstone values, but I would say

the biggest ones are around
ethics and morals.

And, you know, my dad used to say,
I'll just share this quick example,

you know, of always having a North Star,

always having a very strong moral compass.

And so that's the biggest thing
I think that we're delivering on.

It's a space, I have to be honest. Right.

I've worked with some great agents and
I've worked with some not so great agents.

And what's the difference is usually
that it's usually their integrity,

their ethics, their morals, their values
are very strong with the great agents.

And they're not as much
with some of the other agents.

It also has to do with work ethic.

Listen,
I mind going back to my grandfather, who

unfortunately
I never had the pleasure of meeting.

He died when I said he died
when my dad was 16 years old.

But this man was a very successful
entrepreneur.

He had a very successful construction
business up in Bay city, Michigan,

and I can remember my dad
telling me stories about him growing up

and how he was the type of man
that everyone loved doing business with.

Everyone, you know,
he had all kinds of handshake agreements,

but everyone trusted him
because he always delivered on what

he said he was going to do and that, you
know, that's what my dad really told me.

That's what being an immigrant is.

So, I wanted to uphold
all of those values.

Obviously,
I have promoted those across the team

so that people know when you're dealing
with the top ten team, you're flying.

You're literally flying
with the best of the best, right?

And that's why
I don't take on every agent.

I only take on the right agents.
To be honest.

We're not looking for every agent.

We're only looking for the right agents
and what we're building here.

From your experience at Brookshire
Hathaway and Eagle

Volkers, what might have
what are some in those seasons or lives?

What were some key takeaways
that you think have really

impacted you in your business?

Well,

I learned how to I learned
how to, be good being in line for things,

you know, at both of those brokerages,
they're both huge, you know, brokerages

larger than epic,
technically is currently right now,

although I think at epic,

we have aspirations to be larger
than both of them, probably even combined.

But right now we're not.

And so I learned how to navigate
very large, complex organizations.

Right.

Not much different than what I did
when I was at Cisco.

And I think that was very important.

And how to get things done.

I learned how to build a brand
within a brand that's also very important.

Berkshire Hathaway, everyone's
heard of them.

Not many people have heard of
good real estate.

Not yet.

Not at least globally.

But you still had to build your own brand.

And if you look at all the great

agents out there in the marketplace,
they've all built some sort of brand

that is

maybe connected to their brokerage,
but separate from the brokerage as well.

So I learned how to do that.

And then the third thing I learned
how to do is I just learned how to learn,

learn
how to take everything in around you.

Right.

I had some amazing mentors

at both of those companies,
Berkshire and England brokers.

And it's funny
because the blueprint for success

that I now teach my team, my
especially my Top Gun team, is a blueprint

that's been a compilation of things
that I've learned through my career

from the mentors that I've had. Right.

One one example of that is I didn't,
you know, until up until a couple of years

ago, I, you know, I didn't know what
a Zillow Premier lead was.

Right.

And here I was working with
a, you know, a gentleman

that was doing 30 or 40 or $50 million
a year personally

in production, a year as an agent himself,
not including his team.

And I wanted to understand
how he was doing that.

So I dug into him.

I really asked all the tough questions,
all the questions

that really round things out
so you can know things intimately.

And one of the key things to his success
story

was how he was heavily
invested into Zillow Premier leads.

And while I know that root
market is not for everyone,

it was something that I learned enough
about

that I was willing to give it a shot,

and I remember I tried it
when I initially several years ago,

I tried it with $500 and month one

$500, which isn't really shit, by the way,

when you're spending with Zillow,
that's not much of anything,

but I try with $500
and it was in some really tough zip codes.

I'll be honest,

these zip codes are not the kind of zip
code you want to go to at night.

Okay?

And I got kind of lucky,

and I made a couple of sales,
you know, within about, 30 to 60 days.

And I got that first sale.

And what did I do?

I didn't just say who and good with it

and keep going at the same clip,
I reinvest it back into my business.

I took those things and I reinvested it

back into my business,
largely back into the Zillow spend.

And I just kept moving up the ladder
from there.

And now, you know, I spend a good amount
every month, you know,

somewhere between 20 and 20
5KA month in Zillow ads.

That's only one component
of my advertising strategy, by the way.

But that's obviously yielding
some significant results

because I wouldn't keep spending
if I was making it back.

So, I'd say that was really important
to me.

I'd say the other piece is building
your brand

authority, as an expert authority.

Really? In the marketplace.

And so that's when I went back to some of
my humble roots of, you know, podcasting.

Right.
And we're obviously having a podcast here.

I have my own podcast two called
the Real Estate Rockstars Podcast.

Right.

And I think starting that
and getting that going

has also been,
transformational for my business.

As we look for my people,
all they got to do is Google your name

and they're going to find all kinds
of stuff,

the digital footprint that they, you know,
everyone talks about, it's real.

It's out there.

So now when people Google Justin Goode's
name, they're going to steal,

you know, recorded over $1 billion
in sales.

Podcast host you know
they're going to see lots of good things.

I think that people make people

feel comfortable and working with me,
maybe even beyond comfortable to excited.

And that's where you want to be.

So it's kind of a combination of all
those things need to be honest.

Absolutely.

Yeah. You're putting out a lot of content.

And, you know, our industry, real estate,

you know, on the lending side, on the on
the real estate, real estate side,

certainly, you know, it's relational

and but if you know somebody
and I don't know, California

is looking to move to North Texas,
they don't have any relationships.

And, you know, we're just not it's likely
they're not gonna have a relationship

with the real estate agent in North Texas.

And so so they're going to
they're going to go to Google.

They're going to ask their chat
bot and say, hey, who, who,

who can you recommend or introduce me to?

And you've got a footprint out there
that they can find you

and, and start learning you
and warming up to you.

And it's you know, those aren't
by the time they, they make a call to you

or you reach out to them,
there's it's not a cold experience.

It's not a cold call.

It's, it's a, it's a personal call in.

You're doing

your your you your team your doing
the right things to get out in front of,

future homeowners or,
or current homeowners for that matter.

Well, I, I appreciate it,
and we certainly hope so.

Right. We're out there doing something.

We're we're doing activities
that I like to say

are cGAS,
which is commission generating activities.

And that's that's really
what we're trying to focus on.

I mean, at the core of it,
we're here to help people.

And if you help enough people

and it's like Jim
Rohn says, you'll have all the riches,

everything that you ever wanted, right,
by having any people.

So that's really what
we're in the business of doing now.

Nice.

With your with your Top Gun team,

you're coaching them personally?

Yes. And

helping them grow their vocal business,
if you will.

And tell me, I guess tell me a little bit
about what's what's attracting

realtors to your Top Gun team.

Desire to be a top performer.

I mean, put simply,
so I've coached several different teams

in my career before, and,
you know, as I mentioned,

I do have what's called an area
team at epic that I'm responsible for.

But this is a mixture of agents
that some that are part time, some

that are full time,

you know, some that want to do a bunch of,
you know, deals a year.

Some of that really are okay
with doing 1 or 2.

And I noticed the gap, deficiency
not only in the market but at epic,

I will say with, high performance,
teams.

Right.

Having a high like a truly high
performance, high octane team

that's out there doing serious volume,
sale in your sales volume every year.

And I knew I had to fill that gap.

So really, the first year

that I was at epic,
I was really just evaluating and

assessing the different programs,
the different benefits that epic has.

And we have a ton of them, by the way.

We have over a hundred benefits,
if you can believe it at epic.

But even with over 100 benefits,
we still have some

some things that are missing
that are lacking from a

high performance team that

in my opinion,
a high performance team would have.

And so what I did is I took that year,
I really studied the market,

I really studied epic.

I understood where the deficiencies were.

And then what I did was
I started getting to work on, I'm

going to put the best benefits
package together for this high performance

team on the market,
not only at epic, but on the market.

And now, Nate, I kid you not, you know,
I would put our benefit package on

top down team up against anyone's benefit
package out there in the market today.

We have not only, you know, everything
from a licensed TSC and consistent

lead flow, you know, coming in with high,
high quality, high intent leads.

But we also partnered with a, I company

that helps us do some of the land

and expand outbound calling into our leads
so that my agents aren't,

you know, wasting,
I hate, say, by wasting a bunch of time

calling through leads of cold,
you know, cold calls.

Very cold. Cold.

This leads,

they're actually focused on the leads
that are actually going to generate,

you know, revenue, generate income
for them on a daily and weekly basis.

As an example.

And that's just some of the many things.

Podcasting, by the way, podcasting
is a benefit for everyone on top one team.

We have a media production company
that we have partner with

that helps produce
these high quality podcasts that we do.

And every team member has access to that

as part of their benefits.

So again, I'm confident I'll put
our benefit package up against anyone's.

We have an extremely, well-rounded and,
fantastic benefit package.

And what that does is it attracts
the right people,

the people that are serious,
that want to do serious business.

Right.

They're not looking to do
a couple deals in a year.

They want to do ten, $20 million a year,
like a true top performer willing.

And so that's
what I think is really unique about us.

I talk to my team right now.

What a

what is a top performer?

How does that translate
to a homeowner, Scott, to sell their house

and or someone
that is looking to buy their home?

So on this on the sell side,

I will tell you most average agents,
they will charge 6%, right?

They'll charge 6%.

They will put your home on the market.

They'll do kind of the based minimum
things.

They'll have a sign in.

They are
my dad is going to be that nice of a sign.

You know,

they might do a little bit of social media
marketing for it, but that's about it.

Basically what they're doing

is you're paying them to list your home
on the MLS and across all the, the,

the websites
that, get castigated by the MLS,

our team and the way we approach
the market for sales is we're going

to do all the other little things
that most agents won't.

We're going to charge more for it
because of it, because we're worth it,

and we're going to do things
smart in a smart way.

For example, we will require that all

our seller clients get a upfront appraisal

and get an upfront inspection
on their home before we go on the market,

we want to know exactly what
what's going on with their home.

So there's no surprises.

I can't tell you how many deals
I've seen fall apart, Nate, because the

the sales agent didn't do those things
and they get to the juncture

in the deal where they have to get
it appraised and it doesn't appraise.

And guess what?

The whole deal falls apart.

Or the inspection
from the back. Atrocious.

And it's too costly for them
to fix in a short period of time.

So the deal falls apart.

We do both of those things.

The other thing that we do is
we we really aggressively sell and promote

this listing out in the marketplace,
and the way we do that is by getting it

in the hands of all the people
that have the both at Mars, those brokers

and those agents that are the top agents
or brokers in that area.

Those are the ones that we get it
on their radar,

and we usually do that
with some sort of broker agent,

preview event before we even go on market,
before we go live.

And that's an opportunity

not only to mix and mingle
with the best top agents in that area,

but it's a great opportunity
for that last bit of feedback

that you need about that property,
something that the market is seeing

that maybe you didn't see.
That's a blind spot.

You take good note of it
and then you apply it.

Right.

I'll give you a quick example.

I have a listing that's actually
going on in the market this Wednesday.

And when we had our broker
agent preview event a couple of weeks ago,

one of the pieces of feedback we got was,
hey, the landscaping is a little rough.

It could use a little touch up.

One of the agents had just throw a little
mulch in there, live in it right up.

So we did. We threw some mulch in there.

We've had some private showings since then
and those private showings

have gone outstanding.

The you know, they've just gone
top notch, right?

In fact, we're probably going to get
at least a pre listing offer by tomorrow

because of that.

Would have never known that if we didn't
we didn't take those steps.

So we're doing all that
on the listing side.

On the buy side
we do thorough market analysis.

We do thorough you know comp analysis.

You know that's 5060 page reports.

And I'm not saying that, you know,
the buyers actually might read it all.

But we do offer them.

We're going to make sure we're prepared
and they're prepared.

We're going to make sure that we negotiate
every last little thing,

you know, every, bidding war situation.

We're more equipped to win. Right.

I just help some of my new
first time home buyers.

Just last week,

buy and win their first home
in a completely competitive situation.

But because they follow the blueprint
that we have, right.

You know, we were able to eliminate

all the obstacles from the way
our offer was perceived.

And as a result, our offer
was the best offer and we won the deal.

So those are things you're going to get
on both sides of the house with this,

that you're
just not going to get everywhere else.

And that's

what working with a top realtor,
a top agent, a top performer, if you will.

That's what that looks like.

It means winning more deals,
getting better deals on the buy side,

right on the sale side,
getting top dollar.

But when you get top dollar,
it's not a straight line.

There's a lot of little things
that you got to do in between there.

Wow. Yeah.

As a as a lender I'm always
I mean the hat I wear is the lending hat.

And so I always talk to clients

about getting them qualified up
front in terms of lending.

I'm thinking in terms
of saving tens of thousands of dollars.

And how you do that.

Put together
a good loan up front with qualifiers,

identifying, you know,
any potential red flags or what have you.

So there's that side of the equation.

But on the on the realtor side,
the value that you bring to someone

looking to sell a home or buy
a home is extensive.

In, you know, North Texas, you know,

average price for a home is,
you know, a third of $1 million and up,

you know,

you know, generally, you know,
I'm doing a half million dollar loans

and I'm like, you know,
have million dollars on the line here.

Let's let's really make sure
we're not throwing money away

and, and resources and you're doing.

Yeah.

You bring
and you're bringing the value to the,

to those, those homeowners and those
people that are looking to, to buy a home.

But far and above

the one off real estate agent
that closes one a year in or,

you know, the, the single digits, it's
just there's a, there's a it's dramatic.

What y'all are able to do,
We're proud of it.

And we want to
we want to be a value additive. Right.

If we're not value additive,
it doesn't make sense for clients

to work with us,
especially the rates we charge.

You know, their top tier rates,
but they're worth it.

Yeah.

So the market,
the market you work in in Texas.

California.

Or what patterns are you seeing from the

the Californians
that are about to become Texans?

I think one interesting one
that I've really seen,

evolve over the last year
or so is the emergence of master

plan communities
really across the DFW metroplex.

So I can remember 20 plus years ago,

I mean, there was nothing like a master
planned community out here.

You know, you have what you have.

You have a lot of local

mom and pop stores,
and you still have some of that out here.

We haven't totally lost that.

But I think you're seeing this evolution
of master plan community

has become really come,
come to the forefront.

Communities like Frisco in particular
and some other cities,

they really are leaning into this
master plan community concept.

And I you know, I'll admit it's it's
largely borne from newer areas like, you

know, the West Coast obviously was settled
kind of last as you look at America.

Right?

Everyone kind of kept going west
and it was settled last.

So it's the newest, newest, right.

So it has some of the newest trends to it.

That's number one.

I think number two you're seeing
is the true

emergence
and stability of luxury developments.

To again, you look at just
we'll say Orange County where

I really focus my efforts in in California
and where I lived for so many years.

That's a luxury community down there.

You know, you're you're a lot of times,
either oceanfront or ocean view,

you know, you're selling
you're selling a lifestyle.

And I think now what I'm seeing in Dallas

Fort Worth is you're still selling
your lifestyle out here.

It used to be a just a home.

But you're selling a lifestyle now, right?

You look at it especially.

You go closer to downtown.

Now, some of those districts,
some of those neighborhoods,

you know, there's micro nuances,
but you're selling that particular

lifestyle right uptown versus,

Bishop Arts District and whatnot.

Some interesting stuff going on out there,
you know?

Same with Frisco.

And again, many communities
in North Dallas as well, right?

Yeah, just right down the street from me.

They're building a lake and it's.

There you go, man.

Manmade Lake is built around
a manmade light pool.

I mean, it's it's gorgeous, you know, like

it's resort living.

It really is.

I mean, I would put once it's finished,
I would put that up against any resort

in, there are phenomenal.

You know, they're they are, they are

there's and that's just one of them.

There's, there's a bunch of them.

Tell me, what what are some of the,
some of the

maybe 1 or 3 mistakes
you're seeing people making

if they're relocating. To,

I think they're underestimating how,

expensive
it could be to relocate out here.

You know, I have a lot of people
from California, obviously,

and I get a lot of people from New York
and Chicago as well, for whatever reason,

that are looking to relocate out here.

And I think they think Texas
is this cheap place.

But they have to realize

we've seen this emergence,
a surge of growth in the recent years.

And so we're kind of at parity
with a lot of the more

expensive cost centers across the US.

You know, the New Yorks,
the Chicagos, the Bostons, the Miamis

of course, Southern California
and Northern California.

So I think that's number one.

Number two, I think you're seeing people,

who really not were not prepared.

Like I had a, a buyer, couple family,

for the difference in lifestyle out here.

We have to drive by here
in the Dallas-Fort worth.

There's not really a transit system.

So again, perfect example.

I had this lovely couple from Chicago.

They came out here for a housewarming,
you know, tour, right?

Weekend, if you will.

And they weren't able

to settle on anything
because the the delta the difference from,

you know, public transit versus,
you know, having to drive everywhere.

And some of those little nuances
was too great for them.

So I'd say that's number two.

And I'd say number three is,

just how expansive our metroplex is.

You know, if you look at Dallas-Fort
worth from and, and we're basically as big

as LA or any of these other large
metro areas, believe it or not. No.

Now, I think we're considered the third
or fourth largest metro

in the whole country.

If I'm not mistaken.

So again, I think they underestimate
how large our metro is and how vast it is.

Right? It's a large, big metro area.

It is a lot of opportunity.

I want to
I want to shift gears a little bit.

You've got you mentioned it.

You've got a podcast, and,

you're the,
the first guest I have that has podcast.

So I'm super excited about that. And,

What how do you
when did you start your podcast

and tell me,
who who's your target audience?

I started well, okay.

So I started this podcast
at the beginning of 2025.

So, we've been running for over a year.

We've got 2025 started to be 26
this this week.

Episodes in the books.

We're focused on just the whole industry,
real estate industry.

You know, I'm looking
I have folks like yourself lenders on.

I have, land men on.

I have, you know, you name it,
I've had them on.

Heck, I had a hypnotist on actually,
one of those sessions who specializes

in working with real estate,
people as part of that industry.

So, we started at the beginning of 25,
20, 25

with the intention of, you know, doing it
weekly or mostly weekly.

I'll say it.

And we pretty much achieve that in 2025.

This year is all
about how we scale it, though.

Now
it's starting to catch on a little bit.

Now we're looking to scale
a little bit more.

It's not my first go round at a podcast,

though, you know,
I hope will help build one in LA.

When I was out there
called the Concierge Coaches

Show on LA Talk Radio, which is actually
the oldest podcast station in the country,

if you can believe it.

So this isn't my first go around.

It's just it's come out
my, most important go around the club.

But yeah, we've been doing
it for about a year now.

Good for you.

The the the app I'm always
oh everybody's got a podcast.

Well they don't
and everybody doesn't have a podcast.

And the number it is
that it's surprisingly low.

Like less than 10% of podcasters

that do more, more than ten survive.

Oh yeah.

I, you know, it's it's

that space takes some commitment
and, and,

you know,
let's take those take time to build in,

it's it's exciting. It's fun.

You get to meet a lot of neat people,
a lot of neat people through it.

And so, so good for y'all
or for you to keep going at it.

And, it's good to grow.

Well,
it has to grow, and it will, because, like

I said, it's one of the benefits
we offer on Top Gun teams.

So it's funny,
my team just actually finished

their onboarding on Friday, both for epic
and for top ten team when I required.

So this week they're all going through
onboarding for their podcast.

So you're going to see at least

another four individuals
going on online with their podcast

this week that are, that are tied
in, tied into the same network.

If you all.

That's that is awesome.

It's only going
to help them. Oh, it's only

is there

a podcast that you've done that
that you would point people to that

like this was the one that was,
I don't know, maybe life changing,

but certainly, thought provoking
or maybe the hypnotist

hypnotist one, but
it's the one that you really would like.

Here. Watch this one.

I mean, it's there.

This is why I have such a varied podcast
and various podcast guests on,

because I do want to serve a probably
a wider base than most people do.

Right? I'm not just having only agents on.

I have added some agents on,
but we're basically covering

the entire segment of real estate.

So, you know, I would just say there's
something for everyone.

You go to my podcast,
you go to my list of episodes,

there's something for everyone in there.

You'll find an episode in there
that you're attracted to,

and you'll guarantee
you'll find that episode like, okay,

I learned something there
that I didn't know before.

Yeah, that's absolutely right.

I've got one on my radar.

It's a realtor, but he is

a he is an avid, Harley Davidson.

That's kind of his brand in his real
estate market in, Darren, his branding.

Right.

And so, what I really want to do
is do some, get him on,

and then what I want to do,
I want to have, like,

I'm just a franchise
owner of a Harley Davidson shop.

Why? I've never had that conversation.

That that'd be amazing.

But I think marketing wise,

the cross pollination into a,
a space where

you've got,
you know, Harley Davidson owners,

they love their bikes in that capacity.

It's a it's a community.

And so connecting them with somebody
in the real estate space

is a win for everybody.

And you are you're 100% right on that too.

So, let's see.

Well lightning round we've been
we've been at it for a minute.

And it's been great.
Why do you want to quest for it?

Is there a book that you've read
that sharpens you in the last year.

I've gone back to some of the oldies
but goodies.

I mean, you can't go wrong with Rich dad.
Poor dad.

You can't go wrong with,
you know, some of some of these books.

I went back to a couple different
Tony Robbins books.

Money master, the game comes to mind.

That was his longest. His thickest book.

I can remember reading it. I'm like,
this is like a Bible.

It's so efficient,
but it's got all the good stuff in there.

So, I haven't read too much new stuff
recently.

But I have gone back to
some of the oldies that have always,

you know, been tried and true for me.

Yeah, absolutely.

Sometimes things go sideways.

It's real estate,
sometimes it goes sideways.

What is your what's,
what's your reset ritual?

Deep breaths.

You know, obviously deep breaths.

And just calming yourself down,
trying to go to a quiet space.

I'll tell you what my real reset is.

I just don't really want to hear it.

We have a Jacuzzi in our
in our backyard.

That was one of my requirements for buying
this current home that we're in.

And when I am out of sorts,

I go in the Jacuzzi at night,
and it's nostalgic for me.

And because it's something that I grew up

with,
I can remember being ten, 11 years old.

I'd go out there with my father.

My father would give me my, my whipping.

Now. He'd give me my,
my mentorship for the day.

We'd have discussions
about business, about life, you name it.

He would teach me so much.

And so it's just a good vibe place for me
that I go to and now,

even though I'm not speaking with him
directly there with him,

you know,
it's like he's there with me in spirit,

and I can go to that place
and I can just kind of calm my mind

and my, my spirit down and I can pretty
much get through anything.

So as long as I have some Jacuzzi time,
I'm good to go.

That's that's really the trick for me.

I get it, I totally get it.

I got a garden. I use my garden for that.

I go out there and walk in and reset
and big vegetable garden.

Well, right now it's under ice, but,

do you, sign up?

Do you, do you have kids?

Not yet,
but my wife and I are certainly trying.

We'll see what God has in store for us.

There have been.

I hope there's an opportunity
to impart on your kids some wisdom, To.

Yeah. Yeah.

Fantastic.

The let's see signature moment.

The hardest season in your career.

What would you say?

So I think I share the story a little bit,

you know, with you as well.

When I was

let's go back

to 2014,
I was going through to actually even 2013.

So and in 2013,
I was going through a lot personally,

I was really digging
into personal development.

I can remember going to my,
my first Tony Robbins event.

You know, I was introduced to him
just a couple of years prior.

I kind of follow him quietly,
but never had been to one of his actual,

hands on, you know, in-person events.

I went to the great,
David Destiny event. Yes.

Which is the 60 hardest intensive,
you know, workshop, if you will.

An event.

And I can remember it
absolutely changed my life.

And I came back from that, and I'm like,

I need to do something really crazy,

just really outlandish to sort of push
the reset button on my life.

And one thing that I had always felt
was I had this attachment with money that

was maybe

not the healthiest
and was probably not going to serve me

if I really wanted to have,
you know, crazy success in the future.

You have to have,
and no attach with money.

You have to be able to just approach it
from a contribution, like,

you know, contribution place, if you will.

So I can remember at the end of that year,

I had decided I was going to

basically donate all of my money

savings, liquid checking, you name it.

I was going to donate all my money
because I wanted to wake up

on January 1st of 2014
with $0 in my account

and basically walk
as faithfully as I possibly could.

I mean, there's not much more faithful
the thing that you can do.

And I did it, and it made me

a stronger individual
and made me a better entrepreneur.

Because you want to talk about
being a good entrepreneur,

you got to work your ass that fast
and you got no money.

You got to figure out,

you got to figure out how you're going
to go find it. Right?

And fast.

So I did that made me into the man,
into the entrepreneur

that I am today, and I'm really grateful
for it, to be honest.

Wow. Awesome.

Justin.

Hey, tell me, what markets, do you serve?

And, oh, and your team.

So right now, Thailand

Top Gun team and my geographic team
are both in the Dallas Fort Worth area.

So anything in Dallas Fort Worth we serve?

I mean, I do some do some deals

in Austin, Houston and some of the other
surrounding markets as well.

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