Aug. 2, 2025

Kevin Waugaman: Build a Business, Not Just a Book of Business

In Episode 213 of the Real Estate Excellence Podcast, host Tracy Hayes welcomes Kevin Waugaman—founder and CEO of Momentors—for a powerful conversation around leadership, growth, and the mindset shift agents need to thrive in today’s market.

With nearly two decades in real estate and a background in leadership at Berkshire Hathaway HomeServices Florida Network Realty, Kevin brings clarity to what agents and brokerages alike are missing: mentorship, mindset, and momentum.

Coaching the Whole Agent

Kevin Waugaman didn’t just step into real estate—he built leaders within it. As a certified John Maxwell Team speaker, Kevin understands that transformation in business starts with personal growth. His company, Momentors, is redefining how agents learn by blending personalized coaching with practical strategies to win in today’s competitive marketplace.

“So many agents build a book of business. What they really need is to build a business.”

Whether you’re a solo agent or team leader, Kevin emphasizes the importance of self-leadership. His coaching goes beyond scripts and sales into belief systems, discipline, and long-term success.

Listing Skills and Seller Psychology

In a time when buyer agents face compensation challenges, Kevin is laser-focused on strengthening an agent's listing skills. He believes agents should own their value proposition and be equipped to walk sellers through emotional, high-stakes decisions.

“It’s not about having all the answers. It’s about asking better questions.”

By mastering seller psychology and understanding what really motivates a client to act, agents can stand out and convert at a higher level.

The Power of Mentorship and Systems

Kevin shares why every real estate professional needs a mentor—and why many brokerages fall short when it comes to agent development. His mission with Momentors is to close that gap with high-impact coaching, workshops, and systems that support scalable success.

From defining a client onboarding process to crafting an agent’s daily success rhythm, Kevin shows how systems can empower agents to stop guessing and start growing.