The Framework Inside RISE That 6X’d a Business

What happens when already producing agents step into the right structure, support, and accountability? In this episode, host Mie Yamashita sits down with three standout performers from the Reside Platform’s RISE (Reside Intensive Sales Experience) program—Aaron Alan, Jessica Noe, and Shaqueal Frazier—to explore the internal and external shifts that helped them elevate their businesses. These agents weren’t starting from scratch—they were already in motion—but they sensed something could be better. Inside RISE, they found the tools, language, and mindset to start converting more consistently, leading client conversations with clarity and confidence, and operating with greater intention and impact. Aaron shares how his production 6Xed after joining the program, Jessica reflects on stepping off the “real estate rollercoaster” into a more predictable and fulfilling business, and Shaqueal discusses how RISE brought structure to his day and power to his voice. Whether you’re a team leader looking for a proven productivity framework or an agent ready to unlock your next level, this episode offers real insights into how RISE delivers practical skills, renewed motivation, and measurable results.

Chapters:

• 00:00:00 – Welcome to the Conversation That Changes Everything
• 00:01:24 – From Guessing to Growth: Meet Aaron
• 00:02:53 – Off the Rollercoaster: Meet Jessica
• 00:05:26 – Finding His Voice: Meet Shaqueal
• 00:08:13 – When “Good Enough” Isn’t Enough
• 00:12:07 – What RISE Really Taught Us
• 00:16:31 – Leading Without the Guesswork
• 00:18:01 – Questions That Actually Convert
• 00:19:24 – Systems That Fuel Real Production
• 00:20:24 – Follow-Up Isn’t a Task—It’s a Skill
• 00:22:42 – Building Confidence You Can Hear
• 00:27:58 – Talk Like a Top Producer
• 00:29:40 – Why RISE Works (And Who It’s For)

Links and Resources:

• Reside Platform
• Reside Platform Website
• Mie Yamashita on LinkedIn
• Jessica Noe on LinkedIn
• Shaqueal Frazier Facebook
• Aaron Alan on LinkedIn

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!

Episode breakdown: what RISE changed for two producing agents

Mie Yamashita, who runs Reside’s six-week RISE training, sat down with agents who were already producing before they enrolled. Aaron Alan sells in Seattle on the Chris Gurnee Team, and Shaqueal Frazier is an agent in Florida who started as a strict buyer’s agent in 2021. Neither came in at rock bottom. Both say the training changed how they run their day and how they talk to clients.

Swap feel-good tasks for the metrics that move business

Aaron has been an agent for 10 years, five of them in Manhattan. He was producing about $10 million a year on average before RISE, and he says he has 6X’d his business since. What changed was habit, not talent. Many agents fill their day with work that feels productive, like a polished Canva graphic or a new mailing list, and those projects rarely create business.

I think a lot of agents are really, really good at finding things that make them feel good and doing those things.

Aaron Alan

RISE pushed him to make the key metrics a daily habit. During the six-week class he signed 12 agreements. Mie says the goal for the training is three. Aaron’s point is that the behaviors create the chances. If he does the activities that matter, he gets in front of more people, and his conversion in front of people was already good.

Practice scripts until they sound like you

Shaqueal’s hardest problem was confidence. He knew the scripts and objection handlers but couldn’t deliver them without sounding like he was reading from paper. He fixed it by doing it. He practiced in the mirror, listened back to his own phone calls, and ran the scripts on friends outside real estate who would tease him until the awkwardness wore off.

The payoff showed up in his numbers and his role. He says his conversion rate is noticeably higher and he has more two-minute conversations. He went from sitting quietly in meetings to mentoring newer agents. The agent who once worried about how he’d handle listings now has eight active listings and two under contract.

Even when people tell me I’m not interested, it’s like, oh, okay, we know how to get past that now. I still get at least a conversation out of it.

Shaqueal Frazier

Use RAM before you handle the objection

The concept both agents named first was RAM: repeat, affirm, move on. When a client raises an objection, the agent doesn’t fight it on first hearing. They repeat it, affirm it and ask the next best question. Mie describes it as labeling, validating and moving the conversation forward.

Aaron says it has helped outside sales too. When an agent on his team wanted to protect a buyer from a house, he reminded them that the client gets to choose. The agent’s job is to give advice and then help the client do what they decide.

Mie adds that RISE gives agents fewer scripts than some people expect. The focus is what she calls conversion competency. Agents who learn to be conversational convert better than agents who memorize a single script.

Tell agents what the work will feel like

Shaqueal credits a session on the emotional life cycle of a goal. Knowing the stages ahead of time made the slow early stretch easier to push through. Mie turned that into advice for team leaders. Managing expectations means more than stating the standard. It also means telling agents what the work may feel like, the doubts that may show up, and that those doubts are normal.

And when you can anticipate the friction, it’s a little bit easier to brace for impact and to sustain through the process.

Mie Yamashita

Inspect the database and coach with curiosity

Shaqueal’s other gap was follow-up on long-term nurture leads. He didn’t know what to say three months into a lead that said it was a year out. Mie’s advice to team owners is to keep looking at what agents are doing, including top performers. If the database shows leads going unchecked, that’s the coaching opening. She suggests asking whether the agent knows what to say before assuming they don’t care.

Aaron says Chris Gurnee’s team makes RISE a pillar of its training during a growth period. With the exception of one person brought on in the last six months, everybody is still there. He ties that to new agents learning conversion skills right away instead of being handed the keys with no direction.

Key takeaways for team leaders

• Point agents at a short list of key daily metrics and keep them off busywork that only feels productive.
• Expect script confidence to come from reps: recorded calls, mirror practice and friendly role-play.
• Teach RAM so agents repeat, affirm and ask the next question before arguing with an objection.
• Tell new agents what the hard stretch will feel like, not only what you expect them to do.
• Inspect the database regularly and open coaching with a question, not an accusation.
• Fast, structured training for new agents can help keep them on the team.