What does it really take to build something sustainable in real estate—and how do you lead through the chaos?
In this powerful episode of Real Estate Real World, host Marguerite Crespillo sits down with John Kitchens, one of the industry’s most respected voices in real estate coaching and leadership. While most spotlight the front-facing agents and big-name rainmakers, John is the kind of leader who thrives behind the scenes. Known as an “Integrator,” he’s the structure behind the vision, the systems behind the scaling, and the strategy behind the growth of some of the most successful real estate organizations in the country.
With over 10,000 hours of one-on-one coaching, John has guided top-producing teams through pivots, plateaus, and reinventions. But his story doesn’t just start with coaching. From his early days helping build a Coldwell Banker team to navigating the transition into EXP Realty, John shares the lessons and leadership frameworks that helped him grow an organization from a handful of partners to over 13,000+ agents nationwide.
In this episode, John and Marguerite explore the power of leading from truth—especially when the pressure is on. John talks about what it really costs to run a brokerage (spoiler: $100K+ a month), why transparency built team loyalty during the toughest seasons, and how being an integrator—someone who thrives in operations and accountability—is often the missing link for real estate teams. Whether you’re a visionary, a team leader, or a solo agent trying to scale, this episode delivers practical insight on how to build trust, maintain sustainability, and lead with clarity.
One of the most powerful themes in the conversation is the idea of proximity—who you surround yourself with matters. John shares his approach to building his inner circle using equity buckets (inspired by Patrick Bet-David), and why most people never reach their potential because they’re trapped in a cage—not a circle. Marguerite adds her own experiences with mentorship and how powerful it’s been to be surrounded by people who are willing to tell her what she needs to hear—not just what she wants to hear.
You’ll also hear candid behind-the-scenes stories of how John, along with Jay Kinder and Michael Reese, evaluated the cost of running their own brokerage and made the bold move to align with EXP. What started as a vision to grow 2,000 partners in 10 years was accomplished in less than 12 months. That growth, as John shares, only happened because they were willing to let go of ego and focus on the outcome. “You don’t ride the Titanic to the bottom when Elon’s rocket is ready to take off,” he says. That mindset shift, combined with their relentless commitment to adding value, has created a ripple effect in the industry.
As the episode closes, Marguerite reflects on how coaching and integrators like John have shaped her career over three decades in real estate. From tactical tips to deeper leadership insights, this episode is filled with the kind of wisdom that helps you pause, reflect, and re-approach your business with purpose.
If you’ve ever felt like your business is running you—or you’re stuck wearing too many hats—this episode is your reset. It’s about learning how to lead, who to trust, and how to create a vision that others want to follow.
You can catch the full episode now on YouTube, and it’s also available on Spotify, and Apple Podcasts—just search for Real Estate Real World.
