How this broker went from homeless to 100 deals a year

After sleeping in his office, losing his car, walking miles to showings and nearly quitting the business, Shawn Carroll doubled down on something simple but powerful: connection. Today, 90 percent of the 32-year industry veteran’s business comes from repeat and referral clients built through long-term real estate relationships, and he averages 100 homes a year in a town of just 20,000 people.

In this episode of Real Estate Insiders Unfiltered, the Montrose, Colorado-based broker gets raw and surprisingly vulnerable.

Most agents think they need better leads. Carroll proves that what they really need are better real estate relationships. No gimmicks. No scripts. No hacks. Just consistency, competitiveness and caring deeply, even if you’re not “Mr. Huggable.”

Highlights

This isn’t a “systems and funnels” conversation — it’s about relationships.

You’ll learn:

Why he doesn’t “prospect” and hasn’t for years
How he uses social media as a listening tool, not a megaphone
Why relationships outperform online lead generation and consistency beats tactics
The empathy shift that changed his business forever
Why ego will cost you more than a wrapped car ever will
The one mindset that separates agents who survive from those who quit

If you’re tired of chasing shiny objects and want to build a real estate relationships strategy that actually lasts, this episode will challenge how you think about prospecting, marketing and connection.

This isn’t about hacks. It’s about humans.

Connect with Shawn Carroll on LinkedIn. Learn more about NextHome Virtual on Facebook and nexthomevirtual.com.

Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.

James Dwiggins is the Co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.

Keith Robinson is the Co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.

Follow Real Estate Insiders Unfiltered Podcast on Instagram, YouTube, Facebook or TikTok, and subscribe to their YouTube Channel.

Topics: lead generation | leadership | new agent | referrals | social media Show Comments Hide Comments Sign up for Inman’s Morning Headlines What you need to know to start your day with all the latest industry developments Sign me up By submitting your email address, you agree to receive marketing emails from Inman. Success! Thank you for subscribing to Morning Headlines. Read Next