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Consistency is one of the biggest differentiators between agents who talk about prospecting and agents who actually build a business from it. In this episode of the REDX Podcast, Tyler Fenn sits down with Kent Brown, a licensed real estate agent, REDX team member, and Listing Academy trainer, to break down what it really takes to make prospecting a consistent part of a real estate business. Kent shares lessons from years of prospecting and explains why success isn’t about finding a secret script or waiting for motivation, it’s about making the calls, tracking the numbers, and staying committed to the process.
Kent and Tyler dive deep into Kent’s experience making tens of thousands of prospecting calls, including a 100,000-call challenge that he ultimately stopped after 53 days because the volume of leads and resulting business became difficult to manage alongside the challenge. They discuss how roughly 50,000 calls produced around 4,800 conversations and nearly 200 hot leads, as well as how Kent has generated more than $300,000 in commissions from those calls. The conversation also explores why agents should give prospecting enough time to produce meaningful data, why “data removes emotion,” and how accountability can turn motivation into discipline. Kent explains his approach to expired listings, the importance of tracking activity over several months, and why doing the work long enough is essential before deciding whether a prospecting strategy works.
Here’s What You’ll Discover in This Episode…
- Why consistency matters more than motivation when building a prospecting business
- How Kent’s 50,000-call experience generated thousands of conversations and nearly 200 hot leads
- What Kent learned from attempting a 100,000-call challenge in 100 days
- Why tracking your numbers can remove emotion from the prospecting process
- How accountability helps transform motivation into daily discipline
- Why agents should give a prospecting strategy several months before judging its effectiveness
- What makes expired listings a predictable prospecting opportunity when you understand the homeowner’s mindset
- How consistent calling can create a pipeline that continues producing opportunities over time
- Why doing more and doing it long enough can be more valuable than overanalyzing every strategy
- How Listing Academy teaches Kent’s expired prospecting system from start to finish
JUMP TO THESE TOPICS
00:00 – 🎙️ Meet Tyler Fenn & Kent Brown
01:38 – 🎓 The Story Behind Listing Academy
05:38 – 📞 Kent’s 100,000-Call Challenge
07:23 – 📊 50,000 Calls, 4,800 Conversations & 200 Hot Leads
09:40 – ⏱️ How Much Time Should Agents Spend Prospecting?
14:20 – 🔢 Why Volume & Consistency Matter
16:19 – 🦁 “Not Every Lion That Chased a Deer Caught It”
17:34 – 🪥 Making Prospecting the Standard
21:10 – 💰 Understanding the Value Behind Every Call
23:21 – 🧠 Motivation vs. Discipline vs. Obsession
27:12 – 📈 Why You Should Track Your Numbers for Six Months
30:18 – 🤖 Using Data & Technology to Improve Prospecting
32:53 – 🏡 Kent’s Expired Listing System
33:41 – 🎓 Inside Listing Academy
REACH Tyler Fenn & Kent Brown:
⚡️ Website: https://listingacademy.com/
RESOURCES:
⚡️ REDX Prospecting Platform: https://www.redx.com/
⚡️ REDX Services: https://www.redx.com/products/
