In this episode of the Collective Genius Live Podcast, I sit down with South Jersey investor Santini Lancioni during our Q3 CEO and Premier event in Dallas. Santini opens up about the evolution of his business, his leadership growth, and the bold decision to embrace collaboration—even with direct competitors in his local market.

We discuss how Santini and his team leaned into relationship-based lead generation, despite initial resistance, and ended up closing over 180 deals this year from partnerships with agents and wholesalers. He also reflects on the importance of building a strong internal team, developing leaders like his CEO Jesse, and creating a market culture centered around support instead of secrecy. This episode is packed with insights on scaling sustainably, building trust, and the mindset shifts required to win big in today's market.

Timeline Summary

[0:00] - Introduction

[1:13] - Santini passes the spotlight to his CEO Jesse, who delivers a presentation on relationship-based leads.

[3:52] - Navigating internal disagreement: how Santini pushed through resistance to pursue agent and wholesaler collaboration—and it paid off big.

[5:43] - The evolution of South Jersey real estate collaboration—and how CG members became more successful by sharing openly.

[8:12] - Why letting in more "competition" actually forced Santini's team to level up, double revenue, and sharpen operations.

[10:53] - The power of being confident, not cocky: how releasing fear around competition unlocks growth and peace of mind.

[12:45] - What it takes to win with relationship leads: strong capital, dialed-in construction, and delivering a product agents trust.

[15:14] - Making it fun: how Santini's local meetups and community building efforts create real estate relationships that last.

[16:24] - Key takeaways from Damon West and Anthony Tolliver's talks on redemption, time value, and embracing your role on the team.

Key Takeaways

1. Collaboration > Competition

Embracing local "competitors" as collaborators created a rising tide in South Jersey—and doubled business in one year.

2. Strong People Build Strong Companies

Investing in the development of team leaders like Jesse multiplies results and creates long-term sustainability.

3. Leads Follow Trust

To consistently source relationship-based deals, you must deliver speed, quality, and reliability—especially when agents are betting on getting the listing back.

Links & Resources

• ExploreCG.com

Closing Remark

If this episode inspired you to reframe your mindset around collaboration, leadership, or scaling, be sure to rate, follow, and review the Collective Genius Podcast. Share it with someone who needs a reminder that building others up is the real shortcut to success. Want to connect with investors like Santini? Apply to join us at explorecg.com.