In Search of Excellence, Island Style

Erica Lehmkuhl and Sarah "Eli" David: From Military Leadership to Real Estate Success In this episode of In Search of Excellence: Island Style, Larry sits down with Erica Lehmkuhl, Owner of Seaside Realty, and Sarah "Eli" David, Mortgage Loan Officer at The Broker, for a powerful conversation about leadership, resilience, and transitioning from military service into real estate and lending.   Erica and Eli share their journeys from the military into the civilian world, offering a real look at what it means to lead in high-pressure environments, earn respect in male-dominated spaces, and carry those lessons into business. From paratrooper deployments to leading teams of over 200 personnel, they break down how discipline, accountability, and service shape long-term success.   Larry, Erica, and Eli also dive into the realities of Hawaii real estate today, including affordability challenges, market mindset, and why buyers need to focus on long-term strategy instead of trying to time the market. The conversation highlights how transparency, communication, and leadership directly impact both client outcomes and business growth.   The episode also explores entrepreneurship, scaling a business, and the importance of building trust-based relationships, not just transactions. Through real stories and experiences, they emphasize why taking care of people always comes first, whether in the military or in real estate.   Guest List Erica Lehmkuhl Owner, Seaside Realty LLC Real Estate Broker and Property Management Leader IG: @ericainhawaii   Sarah "Eli" David Mortgage Loan Officer, The Broker Former U.S. Air Force Officer IG: @elidavid_2074   Timestamp Highlights 00:00 – Military banter and setting the tone 01:10 – Introducing Erica Lehmkuhl and Eli David 03:00 – Women in the military and leadership realities 07:20 – Double standards and earning respect 12:00 – Transitioning from military service to real estate 18:30 – Erica's journey into real estate 25:00 – Building a business from zero 32:40 – Leadership lessons that translate to business 38:20 – Transparency and communication in transactions 44:00 – Navigating Hawaii's real estate market 50:30 – Mindset, discipline, and long-term success 57:00 – Life lessons from military experience   🌺 Enjoyed this episode?   Make sure to subscribe, leave a review, and share this episode with someone transitioning careers, building a business, or navigating the Hawaii real estate market.   🤙 Follow Larry Gonzales and In Search of Excellence: Island Style for more conversations with Hawaii leaders, entrepreneurs, and industry experts.

How Kalama Kim Built One of Hawaii's Most Respected Real Estate Companies In this episode of In Search of Excellence: Island Style, Larry sits down with Kalama Kim, President of Hawaii Modern Realty, to talk about leadership, local values, and the evolving future of Hawaii real estate.   Kalama shares his journey from growing up on the Windward side and attending Kamehameha Schools, to playing collegiate tennis at USF, working in banking, and eventually becoming one of Hawaii's most respected real estate leaders. The conversation dives deep into the lessons sports, discipline, and mentorship taught him about leadership and personal growth.   Larry and Kalama also discuss Hawaii's housing affordability crisis, inventory shortages, interest rates, and why long-term thinking matters for local families trying to buy a home. They explore how mindset, sacrifice, and consistency can help buyers build generational wealth, even in a challenging market.   The episode also covers the changing landscape of real estate, including AI, social media, leadership culture, and why authentic relationships still matter more than ever in business today.   Guest List Kalama Kim President, Hawaii Modern Realty Former leadership roles with Hawaii real estate organizations IG: @kalama.kim.realtor IG: @kalama_kim Timestamp Highlights 00:00 – Introducing Kalama Kim and his real estate leadership journey 01:20 – Tennis, discipline, and attempting the professional tour 03:20 – How leadership started through sports and mentorship 04:20 – Transitioning from banking into real estate in 2004 05:40 – What the 2005 Hawaii real estate boom was really like 08:00 – Comparing the 2005 market vs. the post-COVID market 10:40 – What separates successful agents from struggling agents 13:00 – Ronnie Lott, resilience, and leadership lessons from sports 15:00 – Why fundamentals still matter in today's market 17:00 – AI, technology, and the future of real estate 18:40 – Building Ohana and authentic company culture 20:00 – Coaching agents beyond business performance 21:00 – Fixing company culture and leadership mistakes 23:00 – Why leading by example matters in real estate 24:00 – Old-school networking and "drive-by door knocking" 27:00 – Morning routines, discipline, and personal growth 28:20 – Fasting, mental clarity, and health transformation 31:00 – Why Hawaii Modern Realty chose to stay local 33:00 – Supporting agents based on their strengths 35:00 – Simplifying CRMs and building consistency 36:40 – Hawaii housing affordability and keeping locals in Hawaii 38:00 – Why waiting for rates may cost buyers more long term 39:20 – Building wealth through ownership and sacrifice 42:20 – Bringing aloha into leadership and business 43:40 – Final thoughts on excellence, culture, and legacy 🌺 Enjoyed this episode? Make sure to subscribe, leave a review, and share this episode with someone who's passionate about leadership, real estate, and building a better future in Hawaii.   🤙 Follow Larry Gonzales and In Search of Excellence: Island Style for more conversations with Hawaii leaders, entrepreneurs, and industry experts.

What Great Service, Strong Teams, and Smart Solar Planning Really Look Like with Sarah "Eli" David, Michael Melso, and Matt Householder   In this episode of In Search of Excellence Island Style, Larry Gonzales and the team unpack what excellence really looks like behind the scenes. The conversation centers on the daily disciplines that drive long-term success, from family routines and personal habits to controlling your mornings, managing your pipeline, and staying consistent even when plans change. They explore how family serves as the foundational team, and how habits like workouts, journaling, prayer, time-blocking, and continuous learning help create stability in both life and business.   The episode also dives into the realities of growing a business through relationships, not just transactions. Larry shares insights on follow-up, sphere of influence, system-building, and why professionals should never be a "secret loan officer." The discussion covers scaling through delegation, strategic hiring, and the importance of building a team with clear responsibilities, integrity, and alignment.   Later in the episode, the focus shifts to serving clients through education rather than sales pressure. The team talks about helping military homeowners think long-term through a PCS exit strategy workshop and using VA benefits wisely. In the final segment, guest Matt Householder breaks down the risks and realities of solar in Hawaii, including expensive loan structures, tax credit changes, prepaid leases, transferability, maintenance, and when solar actually makes financial sense.   Guest List  Larry Gonzales – Host Sarah "Eli" David – Guest Michael Melso – Guest Matt Householder – Guest, EcoSolar   Timestamp Highlights 00:00 Excellence Is Daily Discipline 01:28 Family First Team Mindset 04:00 Morning Routines And Atomic Habits 06:18 When To Have Kids 10:03 Top Producer Systems And Control 13:36 Time Blocking And Skill Building 17:59 Sphere Of Influence Outreach 20:53 Habit Discipline After The Break 21:58 Client Win VA Budget Breakthrough 23:59 Scaling With Delegation And Hiring 28:58 Building The Right Team 32:11 Shift From Transactional To Relational 32:39 Stop Selling Low Rates 33:49 Sales as Service 35:26 Educate Not Pitch 36:12 PCS Exit Strategy Workshop 38:50 Solar Segment Setup 40:13 Solar Loan Horror Story 44:23 Tax Credits Changed 46:10 Prepaid Lease Explained 50:28 When Solar Makes Sense 52:54 Maintenance and Inspections 01:02:00 Final Takeaways and Challenge   Don't forget to subscribe to In Search of Excellence Island Style for more episodes on leadership, homeownership, and personal growth. Let us know what you think of this episode in the comments below. Share this episode with a friend who is interested in real estate, mortgages, or leadership!

How Jessel Riccardini Built a Referral Based Real Estate Business Through Discipline and Authenticity   In this episode of In Search of Excellence – Island Style, Larry sits down with Jessel Riccardini, a Hawaii REALTOR®, to talk about the mindset, discipline, and consistency that have shaped both her real estate career and her personal growth. From her roots in the Philippines to building a life in Hawaii, Jessel shares how her journey has been defined by resilience, hard work, and a deep commitment to serving others.   The conversation explores how Jessel transitioned from working in finance to building a referral-based real estate business centered on relationships, responsiveness, and trust. She explains why staying connected to clients long after the transaction matters, and how authenticity has played a key role in her success, especially in a competitive market.   Jessel also opens up about her bodybuilding journey, the routines and structure that keep her grounded, and how fitness strengthens her mental clarity, confidence, and discipline in business. She shares practical advice for new agents, reflects on the importance of being visible and genuine, and closes the episode with a fun pushup challenge in the studio. Guest list Jessel Riccardini, REALTOR® Real Estate IG/FB: @jesselriccardini License #: RS-80315   Timestamp Highlights 00:00 Podcast Welcome 01:20 Meet Jessel Riccardini 03:05 Bodybuilding Origin Story 04:12 National Competition Journey 05:05 Nutrition & Discipline 06:42 Daily Routine Breakdown 11:22 Referral-Based Business Model 14:05 Humble Beginnings Story 18:25 Winning in a Tough Market 22:05 Market Preparation Strategy 27:25 Authentic Social Media Strategy 34:42 Let Them Theory Mindset 37:45 Advice for New Agents 40:42 Pushup Challenge Finale Don't forget to subscribe to In Search of Excellence Island Style for more episodes on leadership, homeownership, and personal growth. Let us know what you think of this episode in the comments below. Share this episode with a friend who is interested in real estate, mortgages, or leadership!

What Great Service Really Looks Like with Erin Evans In this second episode of In Search of Excellence Island Style, Larry Gonzales sits down with Erin Evans, Broker/Owner of Century 21 Island Homes, for a conversation about real estate, leadership, service, and what it takes to build a business rooted in people. The episode begins with Erin sharing how she got into real estate and how she and her husband Ron built their business together. From there, the conversation moves into military life, moving to Hawaiʻi, building a strong team, and why training and mentorship matter so much in this industry.   Erin also shares practical insight on serving military families, helping clients understand when buying makes sense, and why systems, relationships, and local knowledge matter in real estate. It's a grounded conversation about leadership, flexibility, and building a career with long-term vision.   Whether you're a first-time buyer, a military family relocating to Hawaiʻi, a Realtor, or someone who enjoys conversations about service and growth, this episode offers a strong look at what excellence can look like in real estate.   Guest List  Erin Evans, Broker/Owner, Century 21 Island Homes   Timestamp Highlights 00:01:00 Larry welcomes Erin Evans 00:01:40 How Erin got into real estate 00:03:00 Meeting Ron and building the business together 00:04:00 Military life and the move to Hawaiʻi 00:08:51 Why training and mentorship matter 00:20:00 Building a strong team and avoiding burnout 00:21:40 How Realtors can create time off and protect their energy 00:23:40 Freedom, flexibility, and working from anywhere 00:24:40 Advice for military families moving to Hawaiʻi 00:25:40 How to know whether buying makes sense 00:43:00 Knowing neighborhoods, homes, and local market differences 00:43:40 Why CRM, systems, and relationships matter 00:45:00 Treating real estate like a career, not a hobby Don't forget to subscribe to In Search of Excellence Island Style for more episodes on leadership, homeownership, and personal growth. Let us know what you think of this episode in the comments below. Share this episode with a friend who is interested in real estate, mortgages, or leadership!

Veterans in Lending, Real Estate Wealth, and the Eight Tenets of Excellence In the launch episode of In Search of Excellence Island Style, Larry Gonzales introduces the Broker Mortgage Experts team and gives listeners a behind-the-scenes look at the people helping make homeownership possible. The episode features mortgage brokers Sarah "Eli" David, Micheal Melso, and Daniel Sepulveda, and is positioned for first-time homebuyers, Realtors, investors, the local Hawaii community, and military/VA buyers. The conversation opens by tackling one of the most common mortgage myths, that buyers need 20% down to purchase a home. From there, the team shares personal stories about service, leadership, homeownership, and how real estate can become a long-term wealth-building tool. Dan talks about the moment he realized saving alone would not create wealth, while Eli shares how her family used VA benefits to buy homes at nearly every duty station. Mike explains how lower-down-payment programs can make homeownership more realistic for buyers. The episode also introduces the show's "eight tenets" of excellence, including moving with mana, serving with aloha, building ohana, standing for something, staying lean, staying in your zone, freedom with accountability, and rising through adversity. It closes with practical reflections on resilience, routines, discipline, leadership books, and the advice that shaped each guest most. Guests Sarah "Eli" David — Mortgage Broker, IG: @elidavid_2074 Micheal Melso — Mortgage Broker, IG/FB: @mikethebrokerusmc Daniel Sepulveda — Mortgage Broker, IG: @_dansepulveda Timestamp Highlights 00:00 Down Payment Myth 00:47 Podcast Welcome 01:33 Excellence Origins 02:46 Meet Mike Melso 04:48 Mortgage Misconceptions 05:46 Meet Dan Sepulveda 06:41 Wealth Through Equity 09:50 Meet Eli David 12:25 Sponsor Break 13:11 Why Loan Officers 13:58 Move With Mana 16:14 Serve With Aloha 20:02 Build Ohana 22:40 Stand For Something 26:38 Keep It Lean 31:04 Stay In Your Zone 34:47 Freedom Accountability 35:11 Freedom With Structure 36:33 Discipline Equals Freedom 37:19 Rise Through Adversity 40:44 Forged By Hard Times 42:55 Teaching Kids Resilience 43:46 Five Minute Rule 46:08 Which Tenet Matters Most 49:58 Sponsor Break 50:30 Guess Our Ages Game 52:54 Morning Routine Habits 57:55 Early Wakeup Discipline 01:00:11 Favorite Leadership Books 01:03:57 Best Advice Received   Don't forget to subscribe to In Search of Excellence Island Style for more episodes on leadership, homeownership, and personal growth. Let us know what you think of this episode in the comments below. Share this episode with a friend who is interested in real estate, mortgages, or leadership!