The hard truth about real estate is that getting your license doesn’t prepare you to sell homes. It only makes you legally allowed to try.

Pre-licensing only teaches us consumer protection. We learn nothing about lead generation, building a brand, running a database, using a CRM, or building a real business with staying power.

Real estate success doesn’t come from passing a test or “figuring it out as you go”; it comes from systems, support, and real education. The kind you get from strong instructors, the right broker environment, and intentionally building skills you weren’t taught in the classroom.

And if you think you can wing it because you’re smart, you’re in for a reality check. 

There’s a big difference between being licensed and being prepared, and the agents who stop confusing a license with readiness are the ones who don’t flame out in the first few years. 

And the kind of support you get matters; it has to set you up for success in today’s industry, where AI and technology are no longer optional, but expected. 

What do agents need to learn to succeed? What does being prepared actually look like in 2026? 

In this episode, I’m joined by Craig Grant, one of the most respected voices in real estate tech and education, as we talk CRM, AI, relationships, and why the right rooms and the right training change everything.

Learn from someone who knows the business. This industry has so many different angles and curveballs, you can’t wing it. You really are on your own unless you’ve got the right support system. -Craig Grant

Things You’ll Learn In This Episode 

The license is not the skillset
Pre-licensing teaches protection, not production. Why are so many agents still shocked when they get licensed and realize they have no business model in place?

Your database is your pipeline (if you run it like one)
A CRM isn’t optional if you want longevity. What’s the cost of managing your business with sticky notes and “I’ll remember”?

Relationships beat automation every time
Automated follow-up is the minimum; friendship is the differentiator. How do you stop treating clients like transactions and start building a real connection from day one?

About the Guest 

Craig Grant is a real estate instructor, course creator, coach, and technologist. Craig Grant is considered one of the most sought-after technology, marketing & cybersecurity speakers around. Whether it be at an industry event, in the classroom, or online, one thing that fuels Craig is to help today’s real estate professionals embrace and get over their fear of technology so that it can work for them and not against them. Connect with Craig on LinkedIn, and find out more about the BEATS Conference at beatsconference.com. 

About Your Host

Marki Lemons Ryhal is a ​​Licensed Managing Broker, REALTOR®, and avid volunteer. 

She is a dynamic keynote speaker and workshop facilitator, both on-site and virtual; she's the go-to expert for artificial Intelligence, entrepreneurship, and social media in real estate. Marki Lemons Ryhal is dedicated to all things real estate, and with 25+ years of marketing experience, Marki has taught over 250,000 REALTORS® how to earn up to a 2682% return on their marketing dollars. Marki’s expertise has been featured in Forbes, the Washington Post, Homes.com, and REALTOR® Magazine.

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