In this episode of Seat at the Table, hosts Brad Walsh and Betsy Jiranek sit down with Annapolis real estate leader Brad Kappel to discuss what it takes to build a successful real estate business, lead a high-performing team, and serve clients at the highest level.Brad shares his philosophy of acting as a trusted advisor rather than a salesperson, the lessons he learned transitioning from solo agent to team leader, and why deep local market knowledge is essential—especially in unique waterfront communities like Annapolis and Eastport. From navigating complex title issues before they become problems to understanding the details that matter most to luxury homebuyers, this conversation offers valuable insights for real estate professionals at every stage of their careers.You'll also hear about Brad's journey from restaurant management and radio advertising into real estate, the grit and authenticity that shaped his success, and why he values strong partnerships with trusted industry professionals.Topics include:• Building and scaling a real estate team• Luxury and waterfront real estate expertise• Setting client expectations and professional boundaries• Proactive transaction management• The importance of local market knowledge• Leadership, trust, and delegation• Real estate success through grit and consistencyWhether you're a real estate agent, broker, lender, title professional, or simply interested in what it takes to succeed in a competitive market, this episode is packed with practical advice and real-world experience.Subscribe for more conversations with industry leaders from across the real estate community.