In this episode of the Roots Podcast, Tyler and Max talk with Jason O’Neil — founder of Circle Real Estate and longtime Indy market expert — about how realtors can stand out in a commoditized world. Here are 10 ways: Spoiler: it starts with becoming a better practitioner, not just a better prospector.
1. Clarity, Confidence & Commitment
Jason sums up the true value of a realtor with three powerful words.
Clarity: Make every confusing step feel simple and knowable.
Confidence: Clients may not be confident, but they find confidence in you.
Commitment: You’re not stepping in just for one moment—you’re in it for their life.
This isn’t about telling them what they want to hear—it’s telling them what they need to hear so they can keep moving forward.
2. Facebook Isn’t the Strategy
When someone says, “I know a bunch of people—I could just post on Facebook,” Jason doesn’t just argue—he listens.
He asks: How can I know if I’m the right fit for you?
And he’ll say plainly, “If you’re better off without me, I’ll tell you that too.”
Then he finds that reason behind the reason—why are they really moving? A job transfer? A health need? A lifestyle shift? That's where the real conversation (and value) lives.
3. Geography as a Disarming Tool
He asks simple questions like, "Do you currently live in the area?"
Not a sales tactic—but something that makes clients feel safe.
No jargon, no hype—just straightforward human connection.
4. Be the Practitioner—Not Just the Promoter
“Real estate coaching says be a good prospector,” he says, “but the real edge comes from being a great practitioner.”
Understand contracts. Know market trends. Know the documents intimately.
Tip: Jason once read the purchase agreement aloud every morning—three times—to make it second nature.
5. Be Front Stage and Backstage Simultaneously
Like Post Malone performing on stage while someone else handles logistics backstage—this is how you deliver peak service and presence.
Stay present for clients because your systems are clean behind the scenes.
6. Appreciation Grows What You Water
Ask yourself: how can I appreciate them today?
Even noting five things on paper you genuinely appreciate about your client can create a connection deeper than any sales pitch.
7. “What’s in It for Them?” Always
Front stage: Let your client shine in the conversation—ask thoughtful questions, listen deeply.
Backstage: Fly them through the process with mastery, so you’re not overwhelmed in moments that count.
8. The Three Documents That Govern Real Estate
Explain the differences to clients upfront:
Listing Agreement – governs the seller’s relationship.
Purchase Agreement – governs the transaction itself.
Buyer Agency Agreement – defines the buyer-agent relationship.
When clients understand this, they’re no longer confused—they’re engaged and aligned with you.
9. The Buyer’s Agent Must Earn the Relationship
If someone asks, “Why sign a buyer agreement?” Jason says:
Buyers with commitment surface value.
It’s not that every agent earns the money at the end—it’s what happens before that matters.
A good agent reaches across the market, shares strategy, and consistently delivers—so they earn the right to that trust.
10. Marketing Gets You in the Room; Selling Keeps You There
Marketing: the systems, branding, posts—everything that gets you appointments.
Selling: what happens when you’re face to face—clarity, presence, connection.
Jason uses both intentionally—to win relationships, not just listings.
Final Thought
The best agent isn’t just the busiest or the most present—they’re the most human.
They give clarity, inspire confidence, and promise commitment.
And when it’s grounded in systems, presence, and value—that’s when clients stick.
In this episode of the Roots Podcast, Tyler and Max talk with Jason O’Neil — founder of Circle Real Estate and longtime Indy market expert — about how realtors can stand out in a commoditized world. Here are 10 ways: Spoiler: it starts with becoming a better practitioner, not just a better prospector.
1. Clarity, Confidence & Commitment
Jason sums up the true value of a realtor with three powerful words.
Clarity: Make every confusing step feel simple and knowable.
Confidence: Clients may not be confident, but they find confidence in you.
Commitment: You’re not stepping in just for one moment—you’re in it for their life.
This isn’t about telling them what they want to hear—it’s telling them what they need to hear so they can keep moving forward.
2. Facebook Isn’t the Strategy
When someone says, “I know a bunch of people—I could just post on Facebook,” Jason doesn’t just argue—he listens.
He asks: How can I know if I’m the right fit for you?
And he’ll say plainly, “If you’re better off without me, I’ll tell you that too.”
Then he finds that reason behind the reason—why are they really moving? A job transfer? A health need? A lifestyle shift? That's where the real conversation (and value) lives.
3. Geography as a Disarming Tool
He asks simple questions like, "Do you currently live in the area?"
Not a sales tactic—but something that makes clients feel safe.
No jargon, no hype—just straightforward human connection.
4. Be the Practitioner—Not Just the Promoter
“Real estate coaching says be a good prospector,” he says, “but the real edge comes from being a great practitioner.”
Understand contracts. Know market trends. Know the documents intimately.
Tip: Jason once read the purchase agreement aloud every morning—three times—to make it second nature.
5. Be Front Stage and Backstage Simultaneously
Like Post Malone performing on stage while someone else handles logistics backstage—this is how you deliver peak service and presence.
Stay present for clients because your systems are clean behind the scenes.
6. Appreciation Grows What You Water
Ask yourself: how can I appreciate them today?
Even noting five things on paper you genuinely appreciate about your client can create a connection deeper than any sales pitch.
7. “What’s in It for Them?” Always
Front stage: Let your client shine in the conversation—ask thoughtful questions, listen deeply.
Backstage: Fly them through the process with mastery, so you’re not overwhelmed in moments that count.
8. The Three Documents That Govern Real Estate
Explain the differences to clients upfront:
Listing Agreement – governs the seller’s relationship.
Purchase Agreement – governs the transaction itself.
Buyer Agency Agreement – defines the buyer-agent relationship.
When clients understand this, they’re no longer confused—they’re engaged and aligned with you.
9. The Buyer’s Agent Must Earn the Relationship
If someone asks, “Why sign a buyer agreement?” Jason says:
Buyers with commitment surface value.
It’s not that every agent earns the money at the end—it’s what happens before that matters.
A good agent reaches across the market, shares strategy, and consistently delivers—so they earn the right to that trust.
10. Marketing Gets You in the Room; Selling Keeps You There
Marketing: the systems, branding, posts—everything that gets you appointments.
Selling: what happens when you’re face to face—clarity, presence, connection.
Jason uses both intentionally—to win relationships, not just listings.
Final Thought
The best agent isn’t just the busiest or the most present—they’re the most human.
They give clarity, inspire confidence, and promise commitment.
And when it’s grounded in systems, presence, and value—that’s when clients stick.
In this episode of the Roots Podcast, Tyler and Max talk with Jason O’Neil — founder of Circle Real Estate and longtime Indy market expert — about how realtors can stand out in a commoditized world. Here are 10 ways: Spoiler: it starts with becoming a better practitioner, not just a better prospector.
1. Clarity, Confidence & Commitment
Jason sums up the true value of a realtor with three powerful words.
Clarity: Make every confusing step feel simple and knowable.
Confidence: Clients may not be confident, but they find confidence in you.
Commitment: You’re not stepping in just for one moment—you’re in it for their life.
This isn’t about telling them what they want to hear—it’s telling them what they need to hear so they can keep moving forward.
2. Facebook Isn’t the Strategy
When someone says, “I know a bunch of people—I could just post on Facebook,” Jason doesn’t just argue—he listens.
He asks: How can I know if I’m the right fit for you?
And he’ll say plainly, “If you’re better off without me, I’ll tell you that too.”
Then he finds that reason behind the reason—why are they really moving? A job transfer? A health need? A lifestyle shift? That's where the real conversation (and value) lives.
3. Geography as a Disarming Tool
He asks simple questions like, "Do you currently live in the area?"
Not a sales tactic—but something that makes clients feel safe.
No jargon, no hype—just straightforward human connection.
4. Be the Practitioner—Not Just the Promoter
“Real estate coaching says be a good prospector,” he says, “but the real edge comes from being a great practitioner.”
Understand contracts. Know market trends. Know the documents intimately.
Tip: Jason once read the purchase agreement aloud every morning—three times—to make it second nature.
5. Be Front Stage and Backstage Simultaneously
Like Post Malone performing on stage while someone else handles logistics backstage—this is how you deliver peak service and presence.
Stay present for clients because your systems are clean behind the scenes.
6. Appreciation Grows What You Water
Ask yourself: how can I appreciate them today?
Even noting five things on paper you genuinely appreciate about your client can create a connection deeper than any sales pitch.
7. “What’s in It for Them?” Always
Front stage: Let your client shine in the conversation—ask thoughtful questions, listen deeply.
Backstage: Fly them through the process with mastery, so you’re not overwhelmed in moments that count.
8. The Three Documents That Govern Real Estate
Explain the differences to clients upfront:
Listing Agreement – governs the seller’s relationship.
Purchase Agreement – governs the transaction itself.
Buyer Agency Agreement – defines the buyer-agent relationship.
When clients understand this, they’re no longer confused—they’re engaged and aligned with you.
9. The Buyer’s Agent Must Earn the Relationship
If someone asks, “Why sign a buyer agreement?” Jason says:
Buyers with commitment surface value.
It’s not that every agent earns the money at the end—it’s what happens before that matters.
A good agent reaches across the market, shares strategy, and consistently delivers—so they earn the right to that trust.
10. Marketing Gets You in the Room; Selling Keeps You There
Marketing: the systems, branding, posts—everything that gets you appointments.
Selling: what happens when you’re face to face—clarity, presence, connection.
Jason uses both intentionally—to win relationships, not just listings.
Final Thought
The best agent isn’t just the busiest or the most present—they’re the most human.
They give clarity, inspire confidence, and promise commitment.
And when it’s grounded in systems, presence, and value—that’s when clients stick.
In this episode of the Roots Podcast, Tyler and Max talk with Jason O’Neil — founder of Circle Real Estate and longtime Indy market expert — about how realtors can stand out in a commoditized world. Here are 10 ways: Spoiler: it starts with becoming a better practitioner, not just a better prospector.
1. Clarity, Confidence & Commitment
Jason sums up the true value of a realtor with three powerful words.
Clarity: Make every confusing step feel simple and knowable.
Confidence: Clients may not be confident, but they find confidence in you.
Commitment: You’re not stepping in just for one moment—you’re in it for their life.
This isn’t about telling them what they want to hear—it’s telling them what they need to hear so they can keep moving forward.
2. Facebook Isn’t the Strategy
When someone says, “I know a bunch of people—I could just post on Facebook,” Jason doesn’t just argue—he listens.
He asks: How can I know if I’m the right fit for you?
And he’ll say plainly, “If you’re better off without me, I’ll tell you that too.”
Then he finds that reason behind the reason—why are they really moving? A job transfer? A health need? A lifestyle shift? That's where the real conversation (and value) lives.
3. Geography as a Disarming Tool
He asks simple questions like, "Do you currently live in the area?"
Not a sales tactic—but something that makes clients feel safe.
No jargon, no hype—just straightforward human connection.
4. Be the Practitioner—Not Just the Promoter
“Real estate coaching says be a good prospector,” he says, “but the real edge comes from being a great practitioner.”
Understand contracts. Know market trends. Know the documents intimately.
Tip: Jason once read the purchase agreement aloud every morning—three times—to make it second nature.
5. Be Front Stage and Backstage Simultaneously
Like Post Malone performing on stage while someone else handles logistics backstage—this is how you deliver peak service and presence.
Stay present for clients because your systems are clean behind the scenes.
6. Appreciation Grows What You Water
Ask yourself: how can I appreciate them today?
Even noting five things on paper you genuinely appreciate about your client can create a connection deeper than any sales pitch.
7. “What’s in It for Them?” Always
Front stage: Let your client shine in the conversation—ask thoughtful questions, listen deeply.
Backstage: Fly them through the process with mastery, so you’re not overwhelmed in moments that count.
8. The Three Documents That Govern Real Estate
Explain the differences to clients upfront:
Listing Agreement – governs the seller’s relationship.
Purchase Agreement – governs the transaction itself.
Buyer Agency Agreement – defines the buyer-agent relationship.
When clients understand this, they’re no longer confused—they’re engaged and aligned with you.
9. The Buyer’s Agent Must Earn the Relationship
If someone asks, “Why sign a buyer agreement?” Jason says:
Buyers with commitment surface value.
It’s not that every agent earns the money at the end—it’s what happens before that matters.
A good agent reaches across the market, shares strategy, and consistently delivers—so they earn the right to that trust.
10. Marketing Gets You in the Room; Selling Keeps You There
Marketing: the systems, branding, posts—everything that gets you appointments.
Selling: what happens when you’re face to face—clarity, presence, connection.
Jason uses both intentionally—to win relationships, not just listings.
Final Thought
The best agent isn’t just the busiest or the most present—they’re the most human.
They give clarity, inspire confidence, and promise commitment.
And when it’s grounded in systems, presence, and value—that’s when clients stick.
