Build your business
Set a profitable activity plan, improve discovery conversations, strengthen referrals and follow through consistently.
NEXT GEN AGENT ACADEMY · WITH BOBBY MARTINS
Your next level
starts with a plan.
Build a stronger business, master the clients you want to serve, and help homeowners compare their next-move options. Explore the complete curriculum below, then create your free learning profile.
Register & start learning →Already registered? Agent login →Free 30-minute coaching call with Bobby →
21 focused modules42 lessons & field labs10 homeowner solutions12 week suggested pathway
A COMPLETE PATH FROM KNOWING TO DOING
Here’s what you’ll learn.
Every module combines practical instruction, a fictional client case, a field assignment and a knowledge check. Study at your own pace and return to your personal progress whenever you sign in.
Master your niche
Serve move-up sellers, downsizers, estates, divorce clients, healthcare professionals, VA buyers and more.
Put it into practice
Compare homeowner solutions, practice real conversations and build a 90-day execution plan.
01
Business · WEEK 1
Build a profitable 90-day business
Work backward from the life and income you want. Separate gross commission revenue from brokerage splits, referral fees, marketing, payroll, reserves and taxes. Set an operating profit target before choosing an activity target. Use your own trailing results rather than another agent’s production claims.
- Understand: Build a profitable 90-day business · 12 min
- Practice: Build a profitable 90-day business · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
02
Business · WEEK 1
Consultations that create clarity
Begin with permission and curiosity. Learn the client’s desired outcome, timing, decision makers, current obstacles and consequences of waiting. Reflect back what you heard before presenting options. A useful consultation ends with an informed choice, including the choice to wait.
- Understand: Consultations that create clarity · 12 min
- Practice: Consultations that create clarity · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
03
Business · WEEK 2
Representation, compensation and client choice
Explain whom you represent, which services you provide, how compensation is negotiated and what the agreement requires. Compensation is negotiable. Distinguish state law, MLS participation requirements and brokerage policy rather than describing them as one national rule.
- Understand: Representation, compensation and client choice · 12 min
- Practice: Representation, compensation and client choice · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
04
Growth · WEEK 2
Referrals and a database people welcome
A strong database is a record of relationships, permission and useful context. Organize people by relationship and actual needs rather than treating everyone as a lead to chase. Keep personal details limited to what is necessary for service. Respect opt-outs and channel preferences.
- Understand: Referrals and a database people welcome · 12 min
- Practice: Referrals and a database people welcome · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
05
Growth · WEEK 3
Professional partners and daily execution
Financial planners, estate attorneys and other professionals protect their client relationships. Earn trust by showing a clear process, knowing your limits and communicating reliably. Ask how real estate problems affect their clients before asking for introductions.
- Understand: Professional partners and daily execution · 12 min
- Practice: Professional partners and daily execution · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
06
Niches · WEEK 3
Move-up sellers: coordinate two transactions
The central problem is coordination: available equity, qualifying capacity, carrying costs and the risk of losing the replacement home. Build a calendar that connects listing preparation, financing approval, offer terms, contingencies, possession and moving dates. A high offer is only useful if its terms fit the whole move.
- Understand: Move-up sellers: coordinate two transactions · 12 min
- Practice: Move-up sellers: coordinate two transactions · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
07
Niches · WEEK 4
Downsizing and senior transitions
A smaller property is not automatically a simpler life. Ask about accessibility, maintenance, transportation, proximity to chosen support, pets, possessions and future care needs. Let the homeowner set the pace. Age alone does not tell you a person’s capacity, preferences or readiness.
- Understand: Downsizing and senior transitions · 12 min
- Practice: Downsizing and senior transitions · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
08
Niches · WEEK 4
Executor Concierge and estate property
An executor, trustee, beneficiary and attorney can have different roles. Before listing, establish title, the identity of the authorized decision maker and the attorney’s instructions about the scope of authority. Probate and trust sales are not interchangeable. Court supervision and sale procedures depend on the matter and jurisdiction.
- Understand: Executor Concierge and estate property · 12 min
- Practice: Executor Concierge and estate property · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
09
Niches · WEEK 5
Divorce Concierge and sensitive transitions
Use a calm, neutral process. Determine representation, ownership, authorized instructions and any counsel-provided limits before discussing a sale. Each spouse may have different financial needs and safety concerns. Never position yourself as a mediator, therapist or legal adviser unless separately qualified and retained for that role.
- Understand: Divorce Concierge and sensitive transitions · 12 min
- Practice: Divorce Concierge and sensitive transitions · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
10
Niches · WEEK 5
Luxury positioning and seller experience
Luxury service begins with understanding the buyer pool and the property’s differentiators. Compare relevant competing inventory, recent sales, condition, privacy, architecture and unique features. A beautiful marketing package cannot replace a defensible pricing argument.
- Understand: Luxury positioning and seller experience · 12 min
- Practice: Luxury positioning and seller experience · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
11
Niches · WEEK 6
Physician and healthcare professional buyers
Physician mortgage products are lender-specific. Eligible professions, employment contracts, student debt treatment, reserves, down payments and mortgage insurance terms vary. A nurse should not be assumed eligible for a physician product; compare programs appropriate to the person’s occupation and finances.
- Understand: Physician and healthcare professional buyers · 12 min
- Practice: Physician and healthcare professional buyers · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
12
Niches · WEEK 6
VA buyers and military moves
VA eligibility and lender approval are separate steps. A Certificate of Eligibility supports the benefit eligibility review; the lender still evaluates the application and property. Ask about PCS timing, occupancy plans, available reserves and any existing VA-backed loan.
- Understand: VA buyers and military moves · 12 min
- Practice: VA buyers and military moves · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
13
Niches · WEEK 7
First-time buyers and affordability
A payment the lender approves may be higher than the payment the buyer wants. Ask about comfort, reserves, repairs, job stability and other life goals. Include principal, interest, taxes, insurance, HOA dues and maintenance. Discuss potential insurance availability and costs early.
- Understand: First-time buyers and affordability · 12 min
- Practice: First-time buyers and affordability · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
14
Niches · WEEK 7
Two-to-four-unit analysis
Separate owner-occupied house hacking from investment underwriting. Verify lawful unit count, permits, actual leases, deposits and operating statements. Projected rent is an assumption, not income already earned. Local rental rules and tenant rights require transaction-specific professional review.
- Understand: Two-to-four-unit analysis · 12 min
- Practice: Two-to-four-unit analysis · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
15
Niches · WEEK 8
Cash offers and transparent choices
A fast cash sale can solve a timing or condition problem, but speed has a price. Compare expected net proceeds and contractual certainty rather than comparing gross offer numbers alone. Identify whether the buyer is purchasing directly, assigning a contract or using another structure.
- Understand: Cash offers and transparent choices · 12 min
- Practice: Cash offers and transparent choices · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
16
Niches · WEEK 8
Tax-sensitive sales and adviser handoffs
Begin with the client’s goals and existing advisers. An agent can organize a sale and identify questions, but should not recommend a complex tax structure as suitable or promise a deferral. A 1031 exchange and a marketed deferred sales trust arrangement are different concepts with different requirements and risks.
- Understand: Tax-sensitive sales and adviser handoffs · 12 min
- Practice: Tax-sensitive sales and adviser handoffs · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
17
Execution · WEEK 9
Pricing and listing consultations
Price is a decision under uncertainty. Build a range using comparable closed sales, pending competition where verified, active inventory, condition and location. Explain why each comparable belongs. A seller’s desired proceeds matter to planning but do not determine market value.
- Understand: Pricing and listing consultations · 12 min
- Practice: Pricing and listing consultations · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
18
Execution · WEEK 9
Negotiation and transaction leadership
Negotiate the whole package: price, financing, inspection, appraisal, repairs, timing and possession. Understand the client’s ranking before recommending a counteroffer. Protect confidential information and avoid inventing competing offers or deadlines.
- Understand: Negotiation and transaction leadership · 12 min
- Practice: Negotiation and transaction leadership · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
19
Growth · WEEK 10
Local authority: search, video and helpful content
Choose a real audience and a real question. A focused page or video should answer the question directly, explain the tradeoffs and offer a useful next step. Support local statements with dated evidence. Avoid thin duplicate city pages, fabricated testimonials and unsupported rankings.
- Understand: Local authority: search, video and helpful content · 12 min
- Practice: Local authority: search, video and helpful content · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
20
Execution · WEEK 10
AI, privacy and quality control
Use AI to draft, summarize and organize work while keeping judgment with the responsible professional. Do not paste confidential client records, medical details, financial documents or private legal facts into unapproved tools. Use fictional or de-identified examples in training.
- Understand: AI, privacy and quality control · 12 min
- Practice: AI, privacy and quality control · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
21
Execution · WEEK 11
Raving-fan service and a national team
Great service is a repeatable promise: clear expectations, reliable updates, visible ownership and early escalation. Map the client journey from consultation to post-close care. Define who owns each handoff and how the next person confirms receipt.
- Understand: Raving-fan service and a national team · 12 min
- Practice: Raving-fan service and a national team · 25 min
You’ll practice: Your completed worksheet or practice summary, the remaining verification questions and your 0–10 self-review score.
YOUR PROFILE. YOUR WORK. YOUR PROGRESS.
Ready for your first module?
- Sign in with your own ChatGPT account. Each agent has a separate identity.
- Complete your agent registration. Share your contact details, market and learning goal.
- Enter your classroom. Access all modules and save your completed work across devices.
Returning agents: sign in to your classroom. Lessons require registration. Written self-paced training; no continuing-education credit or formal certification is implied.