The Profitable Broker
The Profitable Broker is a podcast for real estate broker owners who feel stuck in day-to-day operations and want to build a stronger, more profitable brokerage. Hosted by Wayne Einhorn, the show offers honest, experience-driven conversations about leadership, growth, and the decisions broker owners must make to regain clarity, reduce overwhelm, and build a business that supports sustainable growth and the lifestyle they've always envisioned.
Episodes
How to Increase Real Estate Brokerage Profit
Brokerages that follow best practices can earn more today than ever before, so why are so many brokers still leaving money on the table?In this episode of The Profitable Broker, Wayne shares how to increase your real estate brokerage’s profit. He breaks down the two things every broker needs to focus on: your market-adjusted margin target and the five economic drivers that control your revenue, ex
How to Create a Real Estate Brokerage Business Plan for 2027
What if the most important 10 to 15 hours you spend in your brokerage this year have nothing to do with recruiting, listings, or closings?In this episode of The Profitable Broker, Wayne Einhorn explains why the next decade could be the best ever for real estate brokerages, and how to create your brokerage business plan and budget for 2027 starting now. He walks through where to start, the five num
How a Top RE/MAX Brokerage Is Recruiting Agents Now
What if the brokers winning recruiting right now aren't the ones cold calling the hardest, but the ones who never have to?In this episode of The Profitable Broker, Wayne Einhorn sits down with Edona Brahimi, Northeast Vice President and NY Broker of Record for RE/MAX Select Group, to break down how she helped grow the brokerage from two states to 69 offices across 11 states in just four years.Edon
Want a Six-Figure Brokerage? Start With These 5 Numbers
Episode Summary: There are only five levers that determine whether your brokerage is profitable and most brokers are only watching one or two of them. In this episode, Wayne Einhorn breaks down ICBC's five economic drivers and shows you exactly where the money is hiding in your business.What You'll LearnWhy average contribution per person comes down to just two things, what you charge and how prod
Grow, Sell or Get Left Behind: What Every Broker Needs to Know About Today's M&A Market
If you're a broker/owner trying to make sense of the biggest wave of consolidation the industry has seen in years, you're hearing straight from two people who negotiate these deals every day. Scott Wright, partner at Real Trends Consulting, and Norma Rawlings, president of BrokerVMA, bring decades of combined experience in real estate valuations, mergers, and acquisitions across the US and Canada.
Fix Your Brokerage's Change Management in 5 Steps
In this episode of The Profitable Broker, Wayne tackles one of the toughest tests of leadership: managing change when it hits your brokerage without warning. Drawing on decades of real-world coaching experience, Wayne walks through eight common triggers of change. From market slowdowns to competitor pressure to staff departures and lays out his five-step formula for leading your team through it wi
The Value Proposition Every Broker Gets Wrong
If you're a broker/owner trying to cut through industry noise and figure out what actually matters right now, this episode gives you a practical lens for doing it.Ben Fairfield, VP of Customer Growth at Inside Real Estate and a John Maxwell-certified leadership coach, built the #1 Century 21 office in the world and a multi-state Keller Williams team before stepping into his current role helping br
Why You Keep Losing Agents to Competitors
In this episode, Wayne makes the case for why every brokerage needs a clearly defined "unicorn" - a set of differentiators that set it apart in a crowded market.Rather than competing on price, Wayne argues brokers should focus on communicating what makes them different, because that's what allows a brokerage to command premium pricing, attract unhappy agents from competitors, and keep their own ag
AI Is Rewriting the Rules for Real Estate Brokerages
In this episode of The Profitable Broker, Wayne sits down with Arshad Rashed, broker owner of Century 21 Bravo Realty in Calgary, one of the largest and fastest-growing brokerages in the country with roughly 260 agents. Arshad shares his path from a shaky start in real estate to building a one-stop-shop brokerage model with in-house mortgage and property management services, and opens up on leade
Royal LePage CEO Reveals His Biggest Leadership Mistake
Phil Soper has led Royal LePage for over 25 years but one leadership mistake nearly cost him his best employee's trust.In this episode, Wayne Einhorn sits down with Phil to unpack what that mistake taught him about leadership, and why retention matters more than recruiting if you want a brokerage that lasts.Inside This Episode:· Why culture is the real "operational glue" in a people-first business
Turn Your Brokerage Into A Sellable Asset
Most broker‑owners were never taught how to build a brokerage that serves their agents, funds their lifestyle, and creates real, sellable equity so they end up stuck in chaos, constantly putting out fires. In this episode, Wayne Einhorn reveals The Profitable Broker way of thinking: seven core competencies and systems thinking that transform your brokerage from a stressful job into a structured as
The 5 Step Profit Blueprint
Most broker‑owners are chasing profitability, but almost none were ever taught how to plan for it. In this episode, we break down why true brokerage profitability is so rare and why the opportunity for strong profits is actually better now than ever - for well‑run brokerages with the right structure. You’ll see the exact five‑step framework our Inner Circle Broker Coaching community uses to plan f
The Real Margin Brokers Should Be Hitting
Most brokers think recruiting more agents is the path to profitability — it's not. In this episode, Wayne Einhorn sits down with Larry Schottenstein, President of RE/MAX Realty and Inner Circle Broker Coach, who built his brokerage from 6 agents to nearly 150 by focusing on margin, not just headcount. Larry shares the real profit margin brokers should be aiming for, why "5% is good" is a myth the
Stop leaving money on the table
Most broker/owners are leaving more profit on the table than they realize. In this episode, Wayne Einhorn breaks down a simple, best‑practice profitability framework and the five economic drivers that actually move your bottom line. If you’re tired of plugging cash‑flow gaps with your own savings, you’ll learn how to reclaim your margin, your time, and your future exit options.In This Episode, You
The Real–RE/MAX Acquisition: Your Next Move as a Broker
Real’s acquisition of RE/MAX just changed the rules for every Broker/Owner in the system.In this episode, Wayne Einhorn and former RE/MAX executive Chris Schwartz break down what this deal really means for your margins, your agents, and your exit strategy.If you’re wondering whether to stay, sell, or scale, you’ll get a clear read on your risks, your opportunities, and the concrete moves you shoul
Thinking of buying a brokerage? Listen to this before you sign anything
A competitor just got acquired and overnight they’re bigger, stronger, and more dangerous in your market - that deal could have been yours.In this episode of The Profitable Broker, Wayne Einhorn reveals the five critical milestones every broker must master before buying or selling a brokerage, so you stop watching deals pass you by and start being the one competitors worry about.In This Episode, Y
Former RE/MAX VP Exposes 3 Mistakes Killing Your Brokerage
Wayne sits down with former RE/MAX Vice President and current Inner Circle Broker Coaching COO, Elena Dean, to reveal the three mistakes quietly killing most brokerages.Drawing on years overseeing thousands of agents and hundreds of broker/owners, Elena explains how indecision, ignoring your gut, and failing to run your brokerage like a real business create stress, erode culture, and cap your prof
Don’t Skip This in June
In this episode of The Profitable Broker, Wayne breaks down the mid-year review, a proven process he’s used for over 20 years to help brokers reset, refocus, and outperform their market.Most brokers stay busy. The best brokers stop, evaluate, and adjust. This is the moment that separates the two.If you want a stronger second half, it starts with what you do in June.In This Episode, You’ll Learn:·
The Silent Killer of Brokerages
What if your biggest threat isn’t the market but your cash flow?In this episode of The Profitable Broker, Wayne Einhorn breaks down why cash management and forecasting are non-negotiable for brokerage owners who want to survive and scale in a cyclical real estate market.Even profitable brokerages can run into serious trouble during slow months. The difference between those who struggle and those w
Why Real Estate Brokerages Run Out of Cash
In this episode, Wayne sits down with veteran broker-owner Carlo Racioppo of Royal LePage Realty Plus to unpack why so many brokerages quietly bleed cash and what profitable leaders do differently.Carlo shares how he rebuilt after losing everything in the early 90s, grew a 35-agent office into a 140–150 agent operation, and used retention, financial discipline, and relationship-based recruiting to
The No-BS Guide to Recruiting High-Producing Agents
In this episode, Wayne Einhorn breaks down the four milestones every broker must master to consistently recruit productive, experienced agents. He explains why most recruiting fails before the offer is ever made, how to build real trust with top producers, and what it takes to present a compelling business case that goes far beyond commission splits. You’ll also learn how to guide agents through t
The #1 Mistake Agents Make
Wayne sits down with Jenny Wun, award-winning realtor, brokerage leader, and one of the most influential voices in Canadian new development real estate. From early days working with a developer to building a high-performance team and brokerage, Jenny shares the pivotal moments that shaped her growth including the burnout that forced her to think like a CEO.This episode is packed with practical ins
Why Your Brokerage Isn’t Profitable
Wayne revisits a conversation with Rob Shade that feels especially relevant in today’s market, as broker owners look for practical ways to improve profitability, cash flow, and leadership. In this episode, Rob shares how he grew the business from one office and 15 agents to seven offices and more than 130 agents, and why mastering financial management, reporting, and cash flow became essential to
From Family Business to Real Estate Empire
In this episode, Wayne Einhorn sits down with Carly Fulton of Century 21 Percy Fulton to explore what it takes to grow and lead a third-generation brokerage.Carly shares how she and her sisters-built careers outside real estate before joining the family business, why that experience shaped their leadership, and how the team has grown to 300 agents and a top-10 ranking in Canada.In This Episode, Yo
What it Takes to Lead 300 Top Producers
In this episode, Wayne Einhorn sits down with Gurinder Sandu to break down what it really takes to build a high-performing brokerage. From starting as a door knocker to leading 300+ agents at RE/MAX, Gurinder shares practical lessons on leadership, discipline, and developing top producers.In This Episode, You'll Learn:• Why daily habits drive long-term success• How to recruit and retain high-perfo
How to Attract Top Agents
Episode Summary:In this episode, Wayne Einhorn, President of Inner Circle Broker Coaching, shares how brokers can recruit smarter NOT harder by focusing on experienced, productive agents. As the market normalizes, profitability and growth depend on attracting agents who align with your company’s vision, values, and culture. Wayne outlines seven proven steps that have helped hundreds of brokers rec
How Brokerages Lose Money in Plain Sight
Episode SummarySlower markets don’t expose your agents—they expose your leadership. In this episode of The Profitable Broker, Wayne Einhorn breaks down four practical strategies brokerage leaders can use to keep agents productive, protect company culture, and position the business to come out stronger in 2026.If your brokerage is heading into a low-transaction market, this conversation will help y
Turn Uncertainty Into Opportunity
The market is shifting quickly, and most agents are not equipped to handle it.In this episode, Wayne Einhorn breaks down what’s happening across key markets, why consumer behaviour is changing, and what brokers need to be communicating right now. From rising inventory to declining confidence, this is a leadership moment.If you are leading agents through this market, clarity and communication will
Grow a Real Estate Brokerage in a Slow Market
In this episode, Wayne Einhorn sits down with Vanessa Oak Hogan, Broker/Owner of Century 21 United, to explore what it really takes to grow a real estate brokerage in a slow market. Vanessa shares her journey from growing up in a family-run brokerage to leading a #1 market share business, and breaks down the leadership mindset required to navigate challenging market conditions.From agent experienc
From Bankrupt to Broker Empire: Wayne Einhorn’s 40-Year Story
Wayne Einhorn shares his 40-year journey in the real estate industry. From his early days as a 19-year-old agent to the pivotal moment in 1993 when a banker told him he was bankrupt, Wayne reveals the lessons that changed the trajectory of his career and led to the creation of Inner Circle Broker Coaching.TOPICS FROM THIS EPISODE:Cash flow pressure and agent retention They require structural solut
