Most agents work their adorable little guts out… then get crushed by taxes and surprise IRS bills. This week on Real Estate Elevated, Cheryl sits down with Dan Mullen, CPA & mortgage pro, who has literally built his career saving realtors from tax disasters.   In this episode, Cheryl Knowlton and Dan Mullen discuss: Planning ahead to avoid self‑employment tax "surprises." Using S‑corp elections to reduce self‑employment taxes Properly documenting travel, meals, and vehicle deductions Regular, proactive check‑ins with your accountant Investing in your own product: real estate for long‑term wealth   Key Takeaways: Proactive tax planning is non‑negotiable for agents who don't want to be blindsided at tax time.  The S‑corp election can dramatically cut self‑employment taxes when structured correctly, and setting a reasonable salary and letting the rest flow as distributions is where much of the savings happens. Travel, meals, and vehicle deductions are powerful but highly audited, so documentation is everything; but clear board minutes, mileage logs, and receipts turn "red flag" categories into audit‑proof benefits. Treat quarterly taxes like a standing business appointment rather than an optional chore, with calendar reminders and regular check‑ins with your accountant keeping you out of panic mode and in control of cash flow. Truly wealthy agents don't just sell real estate—they own it.    "Real estate builds so much wealth. It does for even people living in their own homes. It certainly does for investors." - Dan Mullen   About the guest, Dan Mullen: Dan Mullen is a mortgage advisor and a partner at a tax firm, a combination that gives him a unique advantage in helping self-employed clients qualify for mortgages. Because these borrowers are underwritten using tax returns rather than W-2s and pay stubs, Dan's deep understanding of tax documentation allows him to navigate the process more effectively. Having seen firsthand the pain and frustration caused by mortgage letter requests, he is on a personal crusade to help tax preparers avoid them and to bridge the gap between mortgage underwriters and tax professionals.   Connect with Dan Mullen: Website: https://www.futureandmain.com/  LinkedIn: https://www.linkedin.com/in/danielbmullen/      CONNECT WITH CHERYL: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Burnout doesn't have to be the price of real estate success. In this episode, second-generation broker and top producer Mark Peebles shares how a hard truth from his wife, a faith reset, and a new time management model helped him build a $20M+ business that still puts family, clients, and sanity first.   In this episode, Cheryl Knowlton and Mark Peebles discuss: Second-generation real estate journey and building NavX Realty Breaking the "work harder, longer hours" success myth Faith, counseling, and confronting workaholism Time management framework: four work modes and "best life" appointments Client care, Chick-fil-A-level service, and relationship-based lead generation   Key Takeaways: Working more hours doesn't guarantee better results. Treat family and personal time as non-negotiable appointments, because protecting your relationships is just as important as growing your business. Delegating to assistants, transaction coordinators, and trusted partners doesn't mean sacrificing quality; it often improves the client experience while giving you the freedom to focus on your highest-value work. People remember how you made them feel long after they forget the details of the transaction. Using a structured framework for connective, performance, deep, and essential work can help you earn more, avoid burnout, and build a business that supports the life you actually want to live.   "If we connect with people every single day. It will lead to performance work." - Mark Peebles   About the guest, Mark Peebles: Mark Peebles is passionate about helping people build lives and businesses that last. A seasoned real estate leader, entrepreneur, keynote speaker, and coach, Mark guides agents, business owners, and teams toward greater clarity, purpose, and lasting success. Mark's passion is making an impact and inspiring people to be World Changers. His mission is to help people live their best life and achieve ultimate success. Mark has been recognized as a Dayton Area Board of Realtors Pinnacle of Performance Award Winner, performing at the highest level among his peers.   Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call.    Connect with Mark Peebles: Website: https://itsmarkpeebles.com/  Facebook: https://www.facebook.com/itsmarkpeebles  Monday Mindset Podcast: https://podcasts.apple.com/nz/podcast/monday-mindsets-with-mark-peebles/id1652699436  The Ultimate Success Podcast: https://podcasts.apple.com/us/podcast/the-ultimate-success-podcast-with-mark-peebles/id1663931943      Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

If you've been waiting to "feel confident" before you launch, speak up, or go bigger in your business, this episode will flip that script. Discover how unapologetic belief, tiny daily moves, and fierce boundaries can shatter self-doubt and change the way you show up in life and real estate.   In this episode, Cheryl Knowlton and Cassy Williamson discuss: Belief vs. confidence: decision before proof The Unapologetic Belief Framework Self-doubt, overthinking, and the hamster-wheel loop Boundaries, time, and "best yes" priorities Real estate as a life improvement and service   Key Takeaways: Confidence is not the entry ticket; it's the result of action and evidence, and that cycle can only start when you choose belief first. Even the tiniest daily move can interrupt the loop of self-doubt. Saying yes only to your "best yes" protects your most valuable asset—time—and keeps you building the life and business you actually want. Authenticity means refusing to tone down the parts of you that are good and powerful just to make other people more comfortable. The most effective professionals in real estate focus on relationships and serving as "life improvers," not just on transactions or price points.   "I think belief is the decision before proof." - Cassy Williamson   About the guest, Cassy Williamson: Cassy Williamson is a leadership coach passionate about helping individuals and teams unlock their full potential through heart-centered leadership, innovation, and confidence. With a background in the music industry, healthcare, sales, and marketing, she brings a unique perspective on how strong leadership and positive company culture can transform organizations. Cassy has coached professionals at all levels, empowering them to create lasting personal and professional growth through trust, collaboration, and actionable strategies that inspire meaningful change.  Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call. Connect with Cassy Williamson: Website: https://www.cassywilliamson.com  LinkedIn: https://www.linkedin.com/in/cassywilliamson  Instagram: https://www.instagram.com/cassy__williamson      Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

Working 60–80 hours a week and still feeling stuck? In this episode, you'll learn how to stop being "omnipresent," let go of fear, and design a real estate business that can double or triple your income while giving you more time and freedom.   In this episode, Cheryl Knowlton and Jason Rosado discuss: The biggest lies high-performing real estate agents believe Boundaries, systems, team policies, leverage, delegation Fear, control, and the emotional side of letting go Vision casting: designing your ideal business one year out High-ROI time management and networking that actually converts   Key Takeaways: The belief that you must be available to everyone all the time and do everything yourself is a major driver of burnout and stagnation. A clear, written one-year vision for your business becomes the foundation for decisions about systems, team, and how you spend your time. Fear is the core emotional blocker behind resistance to delegation. Time spent on activities that don't produce a real return (like unfocused networking) effectively turns your business into a nonprofit. Acting within a fraction of a second on important tasks short-circuits procrastination and leverages momentum before fear can talk you out of it.   "There's no one right way to run your business. The only thing you really have to do in your business is pay taxes." - Jason Rosado   Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call.   About the guest, Jason Rosado: Jason Rosado is a business and executive coach, entrepreneur, and founder of Distinctive Coaching for Business Success, where he helps service-based business owners achieve sustainable growth, stronger leadership, and greater work-life balance. With more than 20 years of coaching experience, Jason specializes in helping entrepreneurs increase profitability, improve team performance, and build businesses that support both professional success and personal fulfillment. Drawing from decades of leadership experience in small businesses and corporate organizations—including roles at Microsoft and Deutsche Bank—he combines practical business strategy, executive coaching, and emotional intelligence to help clients create measurable, long-term transformation. Since founding Distinctive Coaching for Business Success in 2006 after completing his training through Coach U, Jason has helped hundreds of entrepreneurs increase revenue, strengthen teams, reduce stress, and create more meaningful personal and professional lives through a coaching approach that aligns leadership, systems, and mindset for lasting success.   Connect with Jason Rosado: Website: https://distinctivecoaching.com/  LinkedIn: https://www.linkedin.com/in/bizcoachjason/      Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

You need more than charm to get the deal done. You need understanding and maybe some helpful psychological tactics. In this bonus episode, you'll learn how to use payment-based negotiation and real market data to shift emotions, handle tough pricing conversations, and move languishing listings.   In this episode, Cheryl Knowlton and Dan Mullen discuss: Payment-based negotiation vs. price-focused negotiation Impact of interest rates on buyer affordability and comps Psychology vs. math in financial and real estate decisions Money beliefs and early money stories that shape behavior Using visual data tools to influence sellers and reduce objections   Key Takeaways: Buyers think in monthly payments, so negotiations are far more effective when framed around what the buyer can actually pay each month. Shifts in interest rates can dramatically change a buyer's purchasing power. Even the cleanest numbers on paper won't close a deal if the emotions aren't aligned; logic supports decisions, but psychology ultimately drives them. Deeply rooted money beliefs quietly shape financial behavior and can hold people back from building wealth. Education only matters when it's implemented; tools, training, and market insight create value only when agents actually use them in real conversations with clients.   "Whenever you're selling something, you have to have a buyer, and the more you understand that buyer, the more successful you're going to be." - Dan Mullen   Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call. About the guest, Dan Mullen: Dan Mullen is a mortgage advisor and a partner at a tax firm, a combination that gives him a unique advantage in helping self-employed clients qualify for mortgages. Because these borrowers are underwritten using tax returns rather than W-2s and paystubs, Dan's deep understanding of tax documentation allows him to navigate the process more effectively. Having seen firsthand the pain and frustration caused by mortgage letter requests, he is on a personal crusade to help tax preparers avoid them and to bridge the gap between mortgage underwriters and tax professionals.   Connect with Dan Mullen: Website: www.gtgtax.com LinkedIn: https://www.linkedin.com/in/danielbmullen/      Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

When the market feels uncertain, and your emotions are running the show, you don't need more toxic positivity—you need a better way to see. In this episode, Sam Osborne breaks down how to "own the trigger" using the Demartini Method so you can turn conflict, loss, and burnout into fuel for authentic leadership and real estate success.   In this episode, Cheryl Knowlton and Sam Osborne discuss: Emotional triggers and the amygdala hijack Reframing uncertainty and market anxiety as feedback The Demartini Method for balancing perception Conflict as a competitive advantage in negotiation Burnout, values alignment, and real authenticity   Key Takeaways: Emotional triggers aren't random; they're charged reactions that reveal where perception is distorted and self-governance has slipped. Uncertainty in the market can either drain you or inform you. Systematically balancing perceived drawbacks with genuine benefits dissolves emotional charge and restores a more objective, empowered state of mind. Conflict in deals, commissions, and client relationships is often "money left on the table" when it isn't examined for the insight and leverage it contains. Burnout signals misalignment with your highest values and invites realignment.   "There is a hidden order in the apparent chaos of your life." - Sam Osborne   Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call.   About the guest, Sam Osborne: Sam Osborne has spent 25 years studying why capable people lose the room. He found the answer. Now he teaches it. A piece of metal once tore through his left eye and lodged in his retina. His eyesight recovered. His relationship with perception did not; it transformed permanently. His audiences leave seeing things they can't unsee. And they thank him for it. Sam works with attorneys, executives, and association professionals who operate in high-conflict environments, people who are occasionally one comment away from saying something they can't take back. He helps them stop letting people get to them and end up grateful for the ones who do.   Connect with Sam Osborne: Website: https://samosborne.net/  LinkedIn: https://www.linkedin.com/in/sam-osborne-usa/  Email: [email protected]      Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

After closing 4,000 home sales, Marguerite Crespillo breaks down how she sold 18 houses in her first six months and why the future of real estate belongs to those who master relationships, not algorithms. This conversation dives into marriage, mindset, and the relationship revolution reshaping the industry.   In this episode, Cheryl Knowlton and Marguerite Crespillo discuss: Early days in real estate and the first 18 transactions Building and dismantling a 120-agent brokerage Creative lead generation and HUD home strategies Surviving grief, marriage struggles, and writing "100 Things I Love About You" Relationship Revolution Academy and the future of human connection in real estate   Key Takeaways: Rapid success in real estate is possible when ambition is matched with relentless action, creativity, and a willingness to do the unglamorous work others avoid. It's the agent's job to educate, demystify, and show the path to ownership. Technology and AI can support the process, but trust, guidance, and human connection remain irreplaceable in a complex, high-stakes transaction. Long-term relationships, whether in marriage or business, are sustained by deliberately focusing on what is good, not obsessing over what is broken. When life and business feel overwhelming, the most powerful move is often to pause, work on yourself, and intentionally invest in the relationships that matter most.   "I do not believe that AI can replace that light in your eyes. I don't believe they can." - Marguerite Crespillo   Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call. About the guest, Marguerite Crespillo: Marguerite Crespillo has been a trusted real estate professional since 1993, building a successful career spanning more than three decades and helping over 4,000 families achieve their real estate goals. Her commitment to exceptional service and long-term relationships has allowed her to serve multiple generations of clients, from parents to their children and grandchildren. Passionate about helping others build wealth through real estate, Marguerite shares her extensive industry knowledge through her podcast, Real Estate Real World, and her online training programs, where she mentors professionals seeking growth in both business and life.  Born and raised in Northern California, Marguerite's journey reflects the power of hard work, perseverance, and service. She is also the author of the bestselling book 100 Things I Love About You, inspired by her marriage to her husband Joe and the values that have sustained their family for more than 30 years. Together, they have raised six children and are proud grandparents to eight grandchildren. Grateful for the opportunities real estate has provided, Marguerite remains dedicated to empowering families and professionals through her experience, leadership, and passion for lifelong learning.   Connect with Marguerite Crespillo: Website: https://margueritecrespillo.com/  LinkedIn: https://www.linkedin.com/in/mcrespillo/  Contact number: +1 (916) 996-3777 Email: [email protected]    Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

Money isn't just about numbers; it's your personality on display. In this kickoff to a powerful mini-series, Cheryl unpacks the nine Enneagram money stories and shows real estate pros why their financial patterns start long before the commission check ever hits the account.   In this episode, Cheryl Knowlton discusses: Enneagram overview and core motivations Nine Enneagram money stories and shadows Money patterns vs. money "problems" Permission as the key to financial breakthrough Upcoming deep dives, assessments, and Enneagram & Money retreat   Key Takeaways: Money behavior is driven by the core motivations and fears behind each Enneagram type. Real estate and mortgage professionals often struggle financially, not from lack of knowledge, but from unexamined money patterns. Each Enneagram type has both gifts and shadows around money, and understanding both is crucial to creating healthier financial decisions. The real breakthrough begins when you give yourself permission to rest, to receive, to spend, to be imperfect, and to take up space in financial conversations. Knowing your true Enneagram type unlocks a powerful self-leadership journey.   "If knowledge were the answer, real estate and mortgage professionals would be the wealthiest, most financially peaceful people on this earth." - Cheryl Knowlton   Discover how you can look 'poor' to the IRS and rich to a lender. Check out my sponsor, GTG Tax Planning, at gtgtax.com to book a short discovery call.   Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

Many agents build successful careers without ever building a financial plan or exit strategy. In this episode, you'll learn how money behaviors, tax strategy, and smart investing can turn your real estate business into a true wealth engine.   In this episode, Cheryl Knowlton and Dan Mullen discuss: Early career path from aspiring pilot to CPA and mortgage professional Friction between tax preparers, lenders, and real estate professionals Real estate agents investing in their own product and building wealth Money stories, childhood conditioning, and financial behavior Exit strategies, succession planning, and retirement for real estate agents   Key Takeaways: Understanding how tax returns are used beyond the IRS, by lenders, insurers, and others, is essential for making smarter financial and business decisions. Real estate professionals can build long-term wealth by investing in their own product, but the strongest strategy also includes thoughtful diversification beyond real estate. Many agents lack any real exit strategy because their entire business and brand are tied to them personally, leaving nothing to sell when they step away. Early money experiences and family messages often create unconscious "money stories" that drive financial behavior until they're examined and rewritten. Talking openly about money, networking with financial professionals, and learning how money truly works can help agents better serve clients and design a life and business they can actually retire from.   "If you are the brand and you leave your business so often, it's worth absolutely nothing." - Dan Mullen About the guest, Dan Mullen: Dan Mullen is a mortgage advisor and a partner at a tax firm, a combination that gives him a unique advantage in helping self-employed clients qualify for mortgages. Because these borrowers are underwritten using tax returns rather than W-2s and paystubs, Dan's deep understanding of tax documentation allows him to navigate the process more effectively. Having seen firsthand the pain and frustration caused by mortgage letter requests, he is on a personal crusade to help tax preparers avoid them and to bridge the gap between mortgage underwriters and tax professionals.   Connect with Dan Mullen: Website: www.gtgtax.com   LinkedIn: https://www.linkedin.com/in/danielbmullen/    Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

After 27 years in real estate and 23 years on stage, Cheryl is making a major pivot grounded in radical self-awareness, the Enneagram, and the courage to stop performing and start leading as her true self. In this deeply vulnerable solo episode, she reveals how understanding your story and motivation becomes your greatest leadership advantage.   In this episode, Cheryl Knowlton discusses: 27-year real estate journey and career milestones Adoption, identity, and lifelong questions of "Who am I?" Discovering and mistyping her Enneagram type (Three vs. Seven) The Authenticity Advantage and self-leadership in real estate New keynote, workshops, and future offerings for leaders and teams   Key Takeaways: Self-awareness is not a luxury for leaders; it is the foundational skill that drives culture, retention, and long-term performance. Many high achievers unknowingly build their careers on someone else's definition of success, performing a version of themselves instead of leading from who they truly are. Personality tools like the Enneagram are powerful not because they label behavior, but because they reveal the deeper motivations and fears driving that behavior. The gap between who you are at work and who you are when no one is watching is often where burnout, disconnection, and people-pleasing take root. Your story unlocks your most authentic, impactful leadership.   "You cannot lead others well until you lead yourself. You cannot lead yourself until you truly, truly know yourself." - Cheryl Knowlton   Connect with Cheryl Knowlton: Website: www.cherylknows.com  YouTube: https://www.youtube.com/channel/UCwvWKXBC6fKn1dLGY11hxIg  Facebook: https://www.facebook.com/theknowltonteam/  LinkedIn: https://www.linkedin.com/in/cherylknowlton/  Instagram: https://www.instagram.com/cherylknows/  Show Notes by Podcastologist: Hanz Jimuel Alvarez Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.