The Brutal Truth About Succeeding in Real Estate | Joe Killinger

Summary In this episode, commercial real estate veteran Joe Killinger gets brutally honest about what it actually takes to win - mindset, grit, and relentless execution. Joe and Anthony dig into why so many new agents flame out, how to build discipline when motivation fades, and the real difference between outbound hunting and building inbound proof. Joe shares war stories from launching an auction startup pre-internet (cold calls, fax machines, and all) to scaling multiple multimillion-dollar companies, plus a timely playbook for today: content that “proof stacks,” focused prospecting, and a daily routine that keeps you sharp. They also unpack the traps of discounting, the lie baked into some bidding processes, and how to build trust with clients by solving pain - not selling promises. If you’re aiming to break into real estate (or level up in any sales-driven field), this conversation is a masterclass in mindset, structure, and doing the work. Special Guest Joe Killinger is an entrepreneur, broker, and educator who has built and led multiple companies across commercial brokerage, auctions, and finance. A hands-on operator and mentor, Joe teaches practical sales systems—prospecting frameworks, content strategies, and daily habits—that help new and seasoned agents create predictable deal flow. He’s known for straight talk, high standards, and free training that shortens the learning curve for anyone serious about a career in commercial real estate. Chapters: 00:00 - Introduction and Mindset in Real Estate 00:52 - Learning from Experience and Finding Mentors 03:10 - Grit, Tenacity, and Early Career Challenges 06:14 - Mindset, Listening, and Lessons from Mistakes 08:43 - Starting the Auction Company and Cold Calling 11:50 - First Big Auction Win and Scaling the Business 14:59 - Outbound vs Inbound Sales in Real Estate 18:31 - Building Trust and the Challenge of Competitive Bidding 22:27 - Change Orders, Broken Trust, and Fee Discounts 25:13 - Realities of Work Ethic and Candid Mentorship 28:15 - Finding Opportunity and Maintaining Structure 34:49 - Daily Routines, Success Habits, and Health 39:52 - Collaboration and Entrepreneurship Across Teams 40:01 - Creative Marketing and Most Memorable Deals 44:15 - Lessons from Mentors and Marketing Impact 45:25 - Resources, Coaching, and Final Thoughts 46:55 - Outro and Audience Call-to-Action JOE’S INFO: Website: https://www.cbicommercial.com/ Learning Resources: https://www.joekillinger.co/learn YouTube: https://www.youtube.com/c/JoeKillinger LinkedIn: https://www.linkedin.com/in/joe-killingerrealestate/ PODCAST INFO: Website: https://FutureFactory.live Spotify: https://open.spotify.com/show/0SsZRdrvWTUs1QY6Zu1sU6 Apple Podcasts: https://podcasts.apple.com/us/podcast/future-factory/id1659895549 Amazon Music: https://music.amazon.com/podcasts/207e04aa-11a1-4b28-964a-148608422a49/future-factory   FUTURE FACTORY SOCIAL: Instagram: https://www.instagram.com/futurefactorypodcast/ Twitter: https://twitter.com/FutureFactoryFF Facebook: https://www.facebook.com/futurefactorypodcast LinkedIn: https://www.linkedin.com/showcase/futurefactorypodcast TikTok: https://www.tiktok.com/@futurefactorypodcast?_t=8ZIxAf4Orra&_r=1 ANTHONY'S SOCIAL: Instagram:  https://www.instagram.com/anthonyamunategui/ Facebook: https://www.facebook.com/anthony.amunategui.3 Find great guests at PodMatch https://www.joinpodmatch.com/futurefactorypodcast