What does it take to build a real estate business by doing things differently? On this episode of the RealTrending podcast, Kenny Pleasant of Seattle-based NextHome Prolific shares how he went from laid-off iron worker to real estate entrepreneur and why he built a boutique brokerage focused on personal development, collaboration, and meaningful training.Kenny discusses why he favors training over higher splits, how finding an off-market land niche helped him stand out, and why agents should get serious about negotiation and investing. He also shares practical advice for choosing a focused lead source, adapting to a changing industry, and turning commission income into long-term wealth.From learning through books, courses, and mentorship to helping agents build confidence through one-on-one coaching, Kenny’s story is a reminder that growth often starts with the skills and strengths you already have. He shares why more conversations, a trusted mentor, and a clear niche can matter more than a big brand or the latest tools.Here’s a glimpse of what you’ll learn: Why Kenny believes the revenue-share model may attract agents with different priorities than his brokerage does. How Next Home Prolific was built to support agents who may be starting without an established network. Why Kenny spent five years developing the brokerage’s systems and training before focusing on growth. How personal development, consistency, and grit fit into his approach to agent coaching. How specializing in off-market land helped Kenny create a path into higher-end home listings. Why choosing a focused niche can help agents stand out instead of trying to serve every market. How buydowns, incentives, and down-payment assistance can help buyers navigate higher interest rates. Why Kenny sees direct access to brokerage leadership as an advantage for agents and clients. What agents can do to improve their negotiation skills—and why splitting the difference can be a costly mistake. How agents can think beyond commissions by directing a portion of their income toward real estate investments.Related to this episode: Tracey Velt’s LinkedIn Kenny Pleasant's LinkedIn NextHome ProlificWant more from Tracey? Don’t forget to subscribe to Real Estate Daily.The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.