May 20, 2026Suneet Agarwal sits down with Michelle Terry, a 28-year real estate veteran, broker, and owner of the Michelle Terry Team spanning Massachusetts and Connecticut. Michelle shares her origin story of building a house at 19 and falling in love with the process, how she pivoted to dominate the short sale market during the 2008 crash — closing over 100 short sales in a single year — and why the agents who refuse to pivot are the ones who leave the industry. She breaks down her journey from being coached by Buffini & Company to becoming a DISC Profile certified trainer, explaining how understanding personality wiring systems transformed the way she leads her team and connects with clients. Michelle and Suneet also dive into the power of handwritten notes as a relationship-building tool, how she uses AI to analyze home inspections and save tens of thousands on flip projects, and why coaching and mentorship are non-negotiable at every stage of your career.
Chapters:
- (00:00:00) – If You Don’t Have a Mentor, You Need a Coach
- (00:00:42) – Michelle Terry’s Origin Story: Building a House at 19
- (00:02:14) – Pivoting to Short Sales During the 2008 Crash
- (00:04:00) – Why Agents Who Don’t Pivot Leave the Business
- (00:06:12) – From Being Coached to Becoming the Coach
- (00:09:02) – The Power of Handwritten Notes in a Digital World
- (00:13:15) – Becoming a DISC Profile Certified Trainer
- (00:18:10) – Using DISC to Read Clients in Real Time
- (00:20:30) – DISC for Team Leadership and Avoiding Conflict
- (00:27:00) – How AI Saved $67K on a Flip and Revolutionized Her Business
- (00:31:45) – Advice for Agents and Team Leaders in Today’s Market
Links and Resources:
- Website
- Michelle Terry on LinkedIn
- Team Leader Secrets by Suneet Agarwal
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