Lessons from Michael Valdes of LPT International: Agent Growth, AI, and Why Your Circle Matters

Most agents are not missing information. They’re missing clarity, focus, and sometimes the right people around them for the level they say they want to reach.

Recently, I spoke with Michael Valdes of LPT International on Real Estate Success DFW to bring a rare perspective on that very subject. What I appreciated most was that Michael did not speak in vague motivational language but tackled what agents can actually do: serve the consumer, build real expertise, use AI strategically, and choose the people and platforms that help them grow.

Here’s a preview of that episode:

Why I Wanted to Have This Conversation

Michael’s career gives agents a wider lens. He started in investment banking, moved into real estate after 9/11, built a strong personal production career, helped lead global operations for Sotheby’s, contributed to major expansion at eXp Realty, and now serves as CEO of LPT International. That matters because most agents only see the business from where they currently stand. Michael has seen it from the agent, team, corporate, and international levels.

My goal was not to simply ask about company growth. I wanted to understand what agents should be paying attention to right now. Markets are changing. Consumers are changing. Technology is changing. The agents who keep winning will be the ones who know how to filter noise and focus on what actually moves the business.

Watch the full episode here:

The First Lesson: Stop Letting Industry Noise Run Your Business

Michael and I talked about the noise agents hear every day: lawsuits, NAR debates, consolidation, brokerage drama, technology headlines, etc. Everyone has an opinion, and every headline can feel urgent.

But Michael’s point was simple: agents still have to go serve the consumer.

That landed with me because I see too many agents get distracted by things they cannot control. Yes, industry changes matter. But they should not replace the core work of helping buyers and sellers make confident decisions.

The real opportunity is to become more valuable at the local level. Information is everywhere now, but interpretation is not. A buyer can find listings online, but they may not understand neighborhood lifestyle, pricing psychology, local demand, school patterns, or the difference between two communities that look similar on paper. That’s where the agent still matters! 

Agent Choice Is More Than a Brokerage Talking Point

Michael explained the idea behind LPT Realty agent choice, and I kept coming back to it because it speaks to a bigger issue in our industry.

Not every agent is in the same season. A new agent may need training, structure, and support. A producing agent may need better economics. A team leader may need flexibility, operational efficiency, and fewer restrictions. A luxury agent may need brand positioning and a different level of service.

“Listen, I think it’s the ethos of what we have. Our definition is that we are here to serve the agent’s individual definition of success. We call it our IDOS. We’re here to serve the agent.”

For me, agents should evaluate their brokerage relationship more seriously. Do the economics match your goals? Does the culture help you grow? Does the model support your brand? Does the training help you become better, or are you just paying for a logo?

That’s also why I believe being part of a strong community that helps agents succeed matters. Growth is rarely just about a split or a cap. It’s about the environment around you.

AI Is Not Replacing Agents Who Know How to Use It

Michael’s view on AI was clear: agents should not treat AI as the competitor. They should treat it as a tool.

Here is the example that stuck with me:

If a consumer asks ChatGPT who the top agents are in a specific market and your name does not show up, do not complain about it. Reverse engineer it. Ask AI what you would need to do to become more visible for that search.

That’s a simple but powerful real estate AI strategy. Agents need to use AI the way consumers use it. Search your market. Search your niche. Search your specialty. See who appears, what sources are being pulled, and what authority signals are missing from your online presence.

This is where specialization matters again. If you are trying to be everything to everyone, AI has no clear reason to associate you with a specific problem, market, or consumer need. But if you consistently create authority around a niche, you give search engines and AI tools more reasons to recognize you.

“Fire Your Friends” Is Really About Growth

Michael’s Fire Your Friends book has a provocative title, but the message is not about being cold or transactional. It’s about understanding that different levels of growth require different people around you.

Michael used the image of climbing Mount Kilimanjaro. The five people who helped you reach base camp may not be the same five who can help you reach the next plateau. As you climb higher, the air gets thinner, the group gets smaller, and the guidance required becomes more specific.

“Those 5 people that took you to base camp are not the same 5 that are taking you up to the next plateau, because they don’t have the roadmap. It’s a different Sherpa that’s taking you up.”

That made me think about how many agents unintentionally put ceilings on themselves. Sometimes, the ceiling is not skill. Sometimes, it’s familiarity. Sometimes, it’s comfort. Sometimes, it’s being surrounded by people who knew you at one level and struggle to support you at the next.

For agents, this is a serious mindset issue. Your circle influences your standards, your ambition, your discipline, and your willingness to keep climbing.

Culture Is the Glue Behind Sustainable Growth

We also talked about real estate brokerage growth, and what stood out to me was how often Michael connected growth back to culture.

He mentioned consistent leadership communication, events, travel, training, and the importance of not creating silos inside the organization. That resonated with me because fast growth can become empty if people do not feel connected to the mission.

Technology helps. Economics matter. Models matter. But culture is what keeps people engaged when things get hard.

That’s a major lesson for brokerages, team leaders, and individual agents. If you’re building a team, your systems matter, but your culture will determine whether people stay. If you’re choosing a brokerage, the compensation plan matters, but so does the way people show up for one another.

This is also where the real estate agent mindset becomes practical. If you believe your environment matters, you’ll be more intentional about the rooms you enter, the leaders you follow, and the peers you allow to influence your next season.

What Changed for Me After This Conversation

The biggest perspective shift for me came when Michael talked about scaling as impact. He’s not just thinking about growth as more agents, more markets, or more recognition. He’s thinking about how his experience can help more people reach levels they may not reach alone.

“Scaling, for me now just means impact for others. I have been very, very fortunate in my career. I started as an investment banker, I’ve had great success in real estate, and I’m in a position where I don’t need to work if I don’t want to.”

That changed how I thought about the entire conversation. AI, brokerage models, culture, mindset, and mentorship all connect back to the same question: Who are you becoming, and who are you helping along the way?”

I left this interview thinking agents need to become more intentional about their niche, tools, brokerage, and circle.

Michael reminded me that success is not just about working harder. It’s about choosing better inputs, environments, and guides for the mountain you’re trying to climb.

Want to hear my full conversation with Michael on agent growth, AI, and why your circle matters?

Frequently Asked Questions

Who is Michael Valdes of LPT International?

Michael Valdes is the CEO of LPT International. He has experience in investment banking, luxury real estate, global brokerage operations, international expansion, and agent-focused real estate growth.

How should agents use AI?

Agents should use AI the way consumers use it. Search your market, see whether you appear, and then reverse engineer the content, authority, and visibility needed to become part of the answer.

What does Fire Your Friends mean?

It means being honest about who belongs closest to you at each stage of growth. It doesn’t mean abandoning people. It means giving more access to those who can help you reach the next level.

Apply as a Guest Speaker on Real Estate Success DFW

Real estate is evolving. Technology is changing how clients search, markets are tightening, and agents need sharper insight than ever. My conversation with Michael Valdes of LPT International reminded me that the best guests do not just share success stories. They share lessons other agents can apply.

If you’re actively working in real estate and solving real problems in brokerage, investing, lending, development, construction, leadership, or agent growth, I would love to hear your perspective!

Real Estate Success DFW is produced by Icons of Real Estate, the #1 Real Estate Podcast Network. If you are a real estate professional, apply to be a guest speaker across the network!