June 17, 2026Most agents do not lose their business because the market went quiet. They lose it because the pipeline went quiet first, and nobody wants to say that out loud. Lauren sits down with Karlton Utter, Head of Training and Agent Development at Reside, to talk about the trap that swallows so many good agents.
You grind through the spring market, everything closes over the summer, and then you coast into the holidays telling yourself you will start fresh in January. Karlton breaks down why that gap quietly costs you a full quarter of income, and why the agents who never go cold simply keep filling the top of the funnel no matter the season.
You will hear the real math behind production, the one hundred conversations that turn into a single closing, how to sort your database into hot, warm, and cold, and the everyday activities that still beat every shortcut. If your business feels like feast or famine, this one hands you a plan to even it out and run on purpose instead of hope.
Chapters:
- (00:00:00) An empty pipeline is a choice
- (00:02:18) Why the ber months quietly kill your income
- (00:04:42) Diagnose before you prescribe and know your numbers
- (00:08:05) You cannot run a business on hope
- (00:11:20) The math behind one closing
- (00:15:30) How many deals before you earn real time off
- (00:18:10) Sorting your database into hot, warm, and cold
- (00:21:00) The activities that actually fill your pipeline
- (00:26:40) Getting back to the basics that built your business
- (00:31:15) Stay internally driven and get face to face
Links and Resources:
- Karlton Utter on LinkedIn
- Team Leader Secrets by Suneet Agarwal
- Reside Platform
- More Reside Platform Podcasts
Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!
