How does a corporate finance professional reinvent herself to become a **multi-state Realtor®** closing over **$7 million in sales** across **Illinois, Indiana, and Georgia**?

Meet **Yolanda Jeffries**, a 2025 **RISMedia Rookie of the Year finalist** whose leap from corporate life to real estate success proves it’s never too late to chase your purpose — and win big doing it.

In this episode of *Unlocking Real Estate: My First Commission*, host Tina Lapp sits down with Yolanda to discuss her powerful career pivot, how she built a thriving business in multiple states, and the mindset shifts that helped her go from employee to entrepreneur.

You’ll hear:
💡 How Yolanda’s corporate finance background gave her an edge with clients
🏘️ The strategic steps she took to get licensed in three states
📈 What it took to reach $7M in sales in her first full year
🤝 How she builds long-term trust through financial education and authenticity
💬 The client success story that reminded her *why* she started
🔥 Her advice for anyone considering a career change into real estate

Yolanda’s story is proof that discipline, faith, and a business mindset can turn bold career transitions into lasting success.

00:00 Welcome to *Unlocking Real Estate*
01:00 Meet Yolanda Jeffries — from finance to real estate
02:00 Life before real estate: 20 years in corporate finance
04:30 What inspired her to pivot into real estate
06:00 Getting licensed in Illinois, Indiana & Georgia
08:30 Finding her first client and closing her first deal
10:00 Using her financial background to guide first-time buyers
12:00 The systems and habits that helped her scale fast
14:30 How she hit $7M in volume in her first full year
17:00 Balancing multiple markets and maintaining client relationships
19:00 Building a referral-based business
21:30 Mentorship, mindset, and staying consistent
23:30 The importance of serving with integrity
25:30 Advice for corporate professionals looking to make the leap
27:00 Lightning round: books, mentors, and business tips
30:00 Where to connect with Yolanda

Connect with Yolanda Jeffries:

LinkedIn: https://www.linkedin.com/in/yolandajeffries/
📸 Instagram: https://www.instagram.com/theyolandajeffriesteam/?hl=en
📘 Facebook: https://www.facebook.com/yolanda.m.jeffries

Want to be featured on *My First Commission*?

We’re always looking for inspiring rookie agents!
📧 Email us at **[UnlockingRealEstate@ColibriRealEstate.com](mailto:UnlockingRealEstate@ColibriRealEstate.com)** or fill out this form (https://share.hsforms.com/1o4DbEqKvQwSzoMTSnrznZQ8ish) to apply.

Lindsay Smith went from new agent to leading a 500‑agent Keller Williams market center doing $1.45B in volume—fast. In this episode, she breaks down the exact moves that built her business (and later her leadership style): saying yes to the right coffee, authentic follow-up that isn’t “just checking in,” turning local knowledge into conversion, and building a leadership team that complements your strengths.

What you’ll learn:

The lender partnership that became a top referral engine
Follow-up that adds value (equity calls, Homebot, “word swaps”) without the cringe
Converting online leads through hyper-local expertise (schools, city updates, permits)
A simple open-house system: aim for 2 signed clients per event
Why foundations beat “shiny object” tactics (Gary Keller’s triangle: foundation → creativity)
How to lead authentically and build a team around complementary strengths
Finding a niche (VA loans, military families, moms) and letting your lifestyle drive lead gen
2025 market snapshot: inventory, rates, pickier buyers, and where opportunity is shifting
New-agent advice: move from fearful to fearless, move fast, and find mentors

Chapters:

00:00 Meet Lindsay Smith — 500 agents, $1.45B volume
00:51 What a KW Team Leader/CEO actually does
03:03 The coffee that changed everything (lender partnership)
08:33 Authentic follow-up that isn’t “just checking in”
12:19 From brand-new agent to 21 deals in year one
16:13 Converting online leads with local expertise
20:53 Niche: VA loans, military families, and moms
21:48 Call openers that create connection
22:33 From agent to CEO in 6 years
23:19 COVID pivot and moving to KW South Park
25:01 Teaching, masterminds, and saying no to the wrong role
27:41 The offer to lead — imposter syndrome and saying yes
30:43 Day one as Team Leader + learning fast in Austin
31:28 Overcoming imposter syndrome (with a surprise call)
36:26 Building the right leadership team (snuggler vs implementer)
37:40 Leading authentically (the 2024 shift)
40:06 Models vs culture — serving what agents actually need
43:02 Why new agents win here: foundational > “try” mindset
46:16 Open-house strategy: 2 signed clients per event
47:56 Goals, the $100K myth, and time freedom vs flexibility
49:27 Make your lifestyle your lead gen
50:06 Words that work: simple swaps that open doors
51:54 2025 trends: inventory, buyers, rates
56:00 New-agent advice: be fearless, move fast, find mentors
59:36 Final takeaways: savings, live budget, find your “home” office
1:00:00 Close

Guest:

Lindsay Smith — Team Leader/CEO, Keller Williams South Park (Charlotte). Known for building authentic partnerships, VA loan expertise, and growing agents through foundational coaching and culture.

Key takeaways:

Track your referrals and double down on what works
Swap “just checking in” for valuable touchpoints (equity updates, local intel)
Build a complementary team: implementer + nurturer = consistent execution and trust
Foundations first. Creativity second. That’s how you scale sustainably

Want to be featured on My First Commission?

We’re always looking for inspiring rookie agents!
📧 Email us at UnlockingRealEstate@ColibriRealEstate.com or click this form (https://share.hsforms.com/1o4DbEqKvQwSzoMTSnrznZQ8ish) to apply.

How does a master’s-prepared nurse become one of Arizona’s top-producing agents in just three years — while raising two young kids and balancing a firefighter husband’s 24-hour shifts?

Meet Crystal Novak, a 2025 RISMedia Rookie of the Year finalist with 22 transactions and $22 million in volume under her belt — all while proving that you can build a thriving real estate business and stay present as a mom.

In this inspiring episode of Unlocking Real Estate: My First Commission, host Tina Lapp sits down with Crystal to unpack how she:
✨ Transitioned from nursing and entrepreneurship to full-time real estate
🏘️ Built her business from scratch through relationships and authenticity
💬 Used voice messages, social media, and education-first marketing to stand out
👩‍👧‍👦 Balanced motherhood, marriage, and 3-4 deals a month
🔥 Created a referral-based business by simply being herself

Crystal’s story is proof that you don’t need to follow a cookie-cutter path — just passion, persistence, and purpose.

⏱️ Chapters:

00:55 Meet Crystal Novak — nurse, mom, and Arizona Realtor
02:00 Life before real estate: 13 years in nursing & launching a boutique
04:00 Discovering entrepreneurship and real estate investing
05:00 Overcoming fear of leaving a “secure” career
08:00 COVID pivot: taking the leap into real estate
09:30 Balancing kids, studies, and business during licensing
11:00 Getting her first deal — her own home!
12:30 How teaching prepared her for educating clients
13:30 Building credibility and finding her first clients
14:00 The “list of 50” strategy that launched her business
16:00 Authentic marketing: voice messages & social media
17:30 How Crystal used new-build promotions to help buyers
18:00 Finding mentorship & the power of a great team
19:45 Balancing motherhood and business growth
20:40 Hiring a coach and finding work-life harmony
22:50 22 transactions & $11M in volume — how she did it
24:15 Setting boundaries and protecting family time
27:00 Evolving from buyers to listings & investing in video
29:00 The power of personal touches: handwritten cards & small gifts
31:00 How her boutique background built her social media brand
33:30 Why authenticity drives referrals
35:00 Helping clients build wealth through real estate
36:30 Partnering with her husband to grow their business
37:25 Crystal’s tips for new agents: be authentic & add value
39:05 Lightning Round: book recs, lessons learned, and more
44:54 Where to connect with Crystal

🔗 Connect with Crystal Novak:

📸 Instagram: @CrystalNovak_PhoenixRealtor
📘 Facebook: Crystal Novak Realtor
🏡 Brokerage: Real Broker AZ

✨ Want to be featured on My First Commission?

We’re always looking for inspiring rookie agents!
📧 Email us at UnlockingRealEstate@ColibriRealEstate.com or fill out this form (https://share.hsforms.com/1o4DbEqKvQwSzoMTSnrznZQ8ish) to apply.