In this powerful episode of The Not So Black and White Real Estate Podcast, Sir Colin Campbell and Gary A. McGowan sit down with one of Canada’s top agents, Michael McDougall. They unpack what truly sets elite Realtors apart — and it’s not what you might think. From navigating tough markets to mastering your mindset, Michael shares raw insights, real-world stories, and the psychology behind consistent high performance. Whether you’re new to real estate or a seasoned pro, this conversation is packed with the kind of perspective that moves the needle.

What You’ll Learn:

• How to thrive when others pull back
• Why mindset outweighs market mechanics
• The habits and thinking that fuel long-term success
• Michael’s honest take on leadership, legacy, and showing up daily

Tune in and get ready to shift how you think — and how you succeed.

----
Podcast Produced and Distributed by AgentInnovationStudios.com

In this heartfelt episode of The Not So Black and White Real Estate Podcast, we sit down with East Coast powerhouse Mike Espiritu—Realtor, coach, and conduit of transformation—to unpack how empathy, storytelling, and language can redefine the client experience. From growing up with housing insecurity to becoming a top-producing agent and certified trainer under Phil M. Jones, Mike shares how he uses emotional intelligence, powerful questions, and authentic connections to not just sell homes—but to deeply impact lives.

Whether you’re a seasoned agent feeling the industry shift or someone striving to lead with heart, this conversation will remind you what truly matters in real estate—and in life.

🧲 “Make it their idea.” The most powerful sales move isn’t persuasion—it’s helping people discover their own clarity.
🧠 Empathy isn’t optional. In a world of automation, what wins is connection.
📦 Listing packages don’t win clients—your listening does.
🏡 Real estate isn’t about properties—it’s about permanence and peace of mind.
🗣️ The right words build trust, and trust converts.
🧩 Every story matters. Your past isn’t a weakness—it’s your superpower.
💬 “What happened?” “What’s wrong?” The questions you ask can transform relationships.
📚 From cereal-box mazes to fridge magnets, Mike’s journey reminds us why we started.

Sound Bites:
🎙️ “Empathy can’t be faked.”
🎙️ “Don’t flex your stats—flex your care.”
🎙️ “You can’t automate trust.”

Connect with Mike Espiritu
1-506-232-7653
mikeespiritu@kw.com

https://theconduitculture.com

----
Podcast Produced and Distributed by AgentInnovationStudios.com

In this episode of The Not So Black and White Real Estate Podcast, we sit down with sales legend Phil M. Jones to explore how the right words, asked the right way, can completely change your real estate conversations. From guiding hesitant buyers through tough decisions to helping agents build trust and clarity, Phil drops powerful, real-world scripts and mindset shifts. Whether you’re a Realtor, leader, or someone who just wants to communicate better—this one’s packed with gold.

1. 🧠 Clarity sells — People don’t buy when they’re confused; great questions create clarity.
2. 💬 “The way I see it…” is a magic phrase to guide tough decisions without pressure.
3. 🏡 Buying a home isn’t just financial—it’s about the future you’ll be grateful for.
4. 🚫 Avoid “hustle language”; instead, make it easy for clients to say yes.
5. 🎯 The best salespeople aren’t pushy—they’re helpful and intentional.
6. ❓ “What happens if you do nothing?” — a game-changing way to spark urgency.
7. 🔄 Repeat objections in your own words to show you’re listening, not just selling.
8. 💡 Scripted doesn’t mean robotic—it means being ready for real moments.
9. 🧩 Every “no” might just be missing information—ask again, differently.
10. 🤝 Trust is built when people feel understood, not just talked at.

Sound Bites:

1. “Clarity is what converts.”
2. “The words you choose, matter most.”
3. “Don’t sell—guide the decision.”

----
Podcast Produced and Distributed by AgentInnovationStudios.com