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Lisa Archer has more than doubled production at Live Love Homes in under two years. A meaningful part of that growth runs through open houses. Not weekend opens hosted reluctantly, but a deliberate seven-day strategy that last year produced 32 sales where the buyer only came through an open house. She's on pace to at least double that number this year.

You'll learn how that strategy works - the seven-day cadence, why Monday through Friday beats the weekend for relocating buyers in high-growth markets, and how virtual opens cover the gaps. You'll learn how she captures contact information without printing a single piece of paper, why she pre-knocks the neighborhood before every open, and how one listing done right generates four or five clients on the same street. 

Lisa also explains why most agents say open houses don't work, why she disagrees, how she uses them to close price conversations with sellers, and what she says at expired listing appointments when the answer to "how many open houses did you have?" is zero.

Lisa founded Live Love Homes in Charlotte, North Carolina, where she runs a local team of 10 agents, plus agents in expansion markets in Wilmington, Myrtle Beach, Charleston, Columbia, and Greenville - as well as in southern Mississippi. She's been building real estate teams and expansion markets since before most people knew what either one was, and she still teaches and trains on all kinds of topics.

Watch or listen for Lisa's insights into:

0:00 Intro and welcome 

1:49 Grit as the must-have characteristic, and why the agents most likely to make it are the ones who've had to persevere through something before real estate 

2:55 How to spot the new agent who's going to make it: coachability, what they've had to push through, and what it looks like when the path has always been straight up 

7:10 How Live Love Homes started: banking career, her dad's KW office, the Red Book model, and the buyer's agent who has been with her for 18 years 

14:36 What more than doubling production in under two years actually looks like: the Place partnership and P&L accountability that changed the business 

18:15 Why the team model keeps winning: agents who ask "why would I want to do it on my own?" and the failure rate teams solve for 

22:10 What 15 years of market expansion teaches you: lead with revenue, lead with someone willing to do the work, and why sphere-first is the only safe starting point 

24:57 The real job of an open house: the most intimate lead gen available, a mobile office, and a tool for neighborhood domination that most teams are leaving on the table 

27:46 How to capture contact info without printing anything: survey, floor plan, and disclosure as three separate reasons to get a number 

31:08 Why agents say open houses don't work, and what's actually going on when they say it 

33:51 The seven-day open house strategy: why Mon-Fri works in high-growth relocation markets, what partners of job candidates are doing while the interview happens, and how virtual opens cover the rest 

38:17 The neighborhood domination play that created several new clients from a single street 

39:45 How open houses make price conversations easier: sellers see the work being done and come to you on price instead of the other way around 

43:36 At the end, Lisa shares several baseball teams and dogs named after players, reveals her Tesla is both her most frivolous purchase and her best cheapskate habit, and shares the recovery protocol she's built since a serious car accident three and a half years ago: PT, sauna, red light, power plate, and a growing obsession with peptides and hormones that she admits she could geek out about for hours.

Mentioned in this episode

→ Power Plate http://powerplate.com

→ Hormone Havoc by Dr. Amy Shah https://amymdwellness.com/book/hormone-havoc/

Connect with Lisa Archer

→ (704) 755-3433

→ lisaarcher at kw dot com

→ https://www.instagram.com/lisaarcher/

→ https://www.facebook.com/lisaludlowarcher/

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Many real estate teams try to build an appointment-fed model with ISAs serving agents ready-to-go opportunities. This can work - it can create efficient production.

But when Ryan Crighton and Danny Rinaldi tried it, they discovered it wasn’t building agents who were as strong and well-rounded as they wanted.

Learn how the shift from appointment-fed to well-rounded happened, including what prompted it, what it took, and what it produced for their 23-agent team serving clients in Las Vegas, Henderson, and Boulder City.

Learn the accountability structure that’s enforced more by the environment than by team leaders and the vibe-first recruiting approach that attracts new agents who exceed performance standards before anyone asks them to.

And learn how Danny evolved from ISA to coach to sales manager, what that role looks like day to day, and how he and Ryan complement each other in a partnership that lets each of them operate in their strongest area.

Watch or listen for Danny's and Ryan's insights into:

0:00 Intro and welcome

1:22 Being in the weeds as the must-have characteristic — and why agents watch what you do more than they ask what to do

2:08 The difference between vibe and culture — and why vibe is what actually drives performance and retention

4:11 How Ryan built from REO listings in the 2008 downturn to a 23-agent brokerage team, and how Danny went from Brooklyn phone sales to Las Vegas sales manager

10:00 Why new agents book appointments before they know anything about real estate — and why knowledge without attitude slows them down

16:17 Why Danny leads recruiting conversations with vibe, not accountability — and how accountability reveals itself before the agent ever joins

17:34 How the Creighton Rinaldi accountability system enforces itself. No manager required.

19:06 How the peer accountability pod model (inspired by Brett Jennings, Ep 98) turned Danny into a facilitator — with agents coaching each other for most of the hour

26:59 Why Danny makes phone calls side-by-side with every new agent within 24 hours of joining — and what that did to prospecting adoption

29:32 How Nevada's two-month gap between passing the real estate exam and receiving a license became a training opportunity

32:37 Why handing agents ready-made appointments produced weaker agents — and what happened when they stopped

37:25 Why too much focus on market stats gives agents an excuse not to prospect — especially in one of the most volatile real estate markets in the U.S.

40:23 Why the team model is the only structure built to meet what today's real estate clients actually expect

41:51 At the end, Danny gives an impossible-to-follow team story and a sought-after spreadsheet and Ryan reveals a frivolous ride and a timely sports team.

Related episodes

→ Peer Accountability Pods with Brett Jennings

→ Leadership Structure with Ryan Rodenbeck and Johnny McCarthy

Book mentioned in this episode

→ The War of Art by Steven Pressfield

Connect with The Crighton Rinaldi Team

→ Ryan at CRHomeTeam dot com / 702 217-1048

→ Danny at CRHomeTeam dot com / 347 598-0913

→ https://www.instagram.com/dannyrinaldi/

→ https://www.instagram.com/crightonrinalditeam/

→ https://www.crightonrinalditeam.com/team-page

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Most real estate teams are built around their leader. And at some level, most team leaders know it. Nathan Clark identified that problem early, named it clearly, and spent 20 years solving it. 

The result is a 600-plus transaction, 24-agent, 5-ISA, and 7-staff real estate team in Rhode Island that generates 30 to 35% net profit annually and genuinely runs without him: 15 to 20 hours of work per week, five race cars, and a full year away from the business when his family needed him. The team kept running.

You'll learn how Nathan structures the financial model that makes that possible, starting with the COGS ceiling most teams quietly violate and the full P&L benchmark he reviews weekly.

You'll learn why he charges sellers $2,000 and buyers $1,000 before showing a single home, how that generates $40,000 to $50,000 per month in working capital, and how that revenue funds better advertising and a better agent income on a lower split.

You'll also learn when to step out of production, the ideal ISA:agent ratio, what team size has been most profitable for them, how to grow revenue per client instead of chasing transaction count, and what Nathan believes the team model will look like when AI is fully in the picture.

Watch or listen for Nathan’s insights into:

• 0:00 Intro and welcome 
• 1:43 Why speed, going all in, and staying focused would make more leaders successful 
• 6:57 What "runs without you" actually looks like 
• 10:36 Specific lessons learned between 200 and 600 transactions, including the right ISA:agent ratio 
• 17:34 Starting with the end in mind and making your team or brokerage more valuable 
• 21:49 Why your cost of sale should be 40%, what that means for your splits, and how your agents can still get ahead 
• 27:20 Raising your commission when everyone else is cutting it 
• 29:06 Getting paid three times on each transaction, including upfront (and what he's doing with the $40-50k/month in working capital that generates) 
• 36:36 Why they were most profitable at 20-25 agents and when you should be able to leave sales production 
• 39:34 Why growing GCI by 50% doesn't require 50% more agents and 50% more closings 
• 43:35 The weekly or monthly meeting you must have, even if it's just with yourself 
• 44:36 The P&L benchmarks: 40% COGS max, 15% advertising, 14-15% payroll (including yourself), 1-3% rent, 25% base profit, up to 35% with add-ons 
• 48:24 Why teams modeled after enterprises will continue to take market share and how AI can empower a 600-transaction team to scale to 2-3k 

51:37 At the end, learn about the underdog and the goat, an addiction that runs fast and costs a fortune, and a personal crisis that proved his business was worth every hour he put into it over the years.

Mentioned in this episode:

→ Mike Schumm “The Hidden Curve That Kills Real Estate Team Profit”
→ Andy Mulholland “Mastering Real Estate Business Financials”

→ Anthwon Thomas “Preserving Your Profit Margins”

Connect with Nathan Clark:

→ Nathan at NathanClarkTeam dot com

Learn about the systems Nathan runs on:

→ https://hs.yhsgr.com/maib

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Most real estate team leaders assume more is better. More agents, more channels, more tech, more systems, more growth, more quickly.

Brittany Gibbs built her brokerage on the opposite premise. 

When she opened Move Real Estate the day she got her principal broker's license, she made a deliberate choice to do less and focus more: fewer agents added at a time, simpler systems, one channel done well instead of ten done poorly. That philosophy has protected something most fast-growing teams eventually lose - the culture that made the business worth building.

Brittany Gibbs founded Move Real Estate in Portland, Oregon, growing it over 12 years to 60 agents serving Portland Metro. She recently expanded to Seattle, adding 15 agents, and runs both markets with 6 total staff. She still sells real estate herself, closing 60 homes in what she calls a bad year.

In this conversation, you’ll learn how Brittany thinks about growth and why she limits herself to roughly one new agent a quarter after 12 years of building, as well as what happened to her culture during a period of mass hiring, why she'll never do it again, and how slowing down in hiring, in systems, and in what she asks agents to focus on has produced better agents and a more sustainable business. 

Watch or listen for her mentor-based integration model, the production-tiered coaching structure that serves four different agent groups with four different conversations, and the simplicity philosophy that cuts through the noise of everything real estate teams are told they need to do.

Watch or listen for Brittany's insights into:

0:00 Intro and welcome 

2:25 Why making changes too slowly or too late early in her career was her most expensive way to learn it 

4:06 Starting a team in year one and a brokerage at year three 

7:29 What the broker-owner role actually costs in time, compliance, and liability that nobody warns you about 

8:14 Why she didn't name the brokerage after herself and how her reputation in Portland preceded her all the way into Seattle 

17:36 The mass hiring lesson: 10-15 agents added to meet demand, immediate culture shift, never again. She now adds one agent a quarter. 

20:13 How to protect culture during growth: clear vision, intentional hiring, and a mentor paired to each new agent by personality fit 

23:04 The simplicity philosophy: CRM mastery and talking to people outperform social media, AI tools, and other distractions 

27:58 60 solo deals in her worst year, not working weekends, done at 4:30 or 5pm every day — and trying to figure out how to leave production completely 33:22 The value prop and what leverage is provided to agents 

36:25 The Thursday all-hands mastermind where new agents and veterans solve problems together 

38:20 Who gets hired and who doesn't: personality and mindset over experience, and why "I got into real estate for my schedule" is an automatic no 

40:06 The 4-group Tuesday coaching model segmented by production level (baseline, brokerage leads, transitioning, and heavy hitters)

43:19 Where the team model is heading and what it will take to succeed 

44:23 At the end, Brittany reveals she's a fully invested sports mom, holds more cheapskate habits than she needs to, and recharges by finding passion in whatever she's doing — from a 100-acre farm where no neighbors are visible.

Connect with Brittany Gibbs:

→ https://moverealestate.org

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Most real estate teams hit a wall they can't see clearly.

As production grows, sales leadership becomes the bottleneck. Not because your leaders aren't talented, but because accountability and inspection work alone requires roughly 80 hours a month before recruiting, onboarding, or training even starts.

AI is now changing that math.

Learn how that bottleneck forms, what it costs teams at every stage of growth, and how Christopher Watters is rebuilding the leadership layer with AI tools and a vision of an emerging, AI-powered Enterprise Model of real estate team.

The author of The Million Dollar Real Estate Team, Chris also shares a lead quality strategy that reaches a 1.6 to 1 lead-to-appointment ratio and drives per-agent productivity of 60+ homes per year.

Watch or listen for Chris's insights into:

0:00 Intro and welcome 
1:40 What stays stable over time for a real estate team and what changes every 3-6 months 
5:06 The two switches that unlock agent productivity: high-intent leads and the enforcement loop 
10:49 What happens at approximately 150 deals per year that bottlenecks too many real estate teams 
18:30 The time constraints for sales leaders and how AI unlocks them 
20:43 What Chris built, burned, and rebuilt into a model where agents close 60-100 homes per year regardless of experience level 
26:40 What should be centralized and what should be local for expansion teams (based on a lot of trial and error) 
29:34 The 5-phase, 90-day onboarding process that both weeds out agents and produces high retention 
33:12 How to identify high-intent leads producing a 1.6-to-1 lead-to-appointment ratio 
41:46 How the emerging Enterprise Model changes the roles of real estate leaders and real estate agents and the processes of booking appointments and managing transactions

Books mentioned in this episode:

→ The Million Dollar Real Estate Team

→ Rare Find

Series Mentioned in this episode:

→ Techtember 

Check out Christopher’s AI solution

→ https://tableos.ai/

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Some of your best agents will eventually start wondering what it takes to build a team. Instead of letting that curiosity play out on its own, which might mean losing them, Keegan Siegfried gets ahead of it.

He brings high-potential agents behind the curtain: P&Ls, budgets, accountability meetings, the real cost of hiring and firing, all of it. Many realize they don't actually want to build a team. Some have become expansion market leaders — empowered, retained, and even financially backed by Keegan himself. 

What started as a fix for an agent retention problem became the engine behind his growth from 15 agents in Tampa to 175 agents across five markets in about three years.

You'll learn exactly how that program works — and what it produces. You'll also learn how to use your onboarding process as an agent selection tool, what the financial J-curve of scaling actually looks like from the inside, how the "Race to 200 transactions" drives agent success, and what he’s learned adding ancillary businesses to the real estate operation.

Keegan Siegfried leads Paramount Home Group, one of the first teams ever to join LPT Realty, now spanning Tampa, Stuart, West Palm Beach, Orlando, Miami, and Chicago.

Watch or listen for Keegan's insights into:

0:00 Intro and welcome
1:55 Why coachability and work ethic beat interview performance
5:24 How Keegan's team started almost accidentally and why he had to leave the brokerage it started in
10:01 Why LPT Realty and mentor Robert Palmer were the ideal fit for his growth path
11:31 From 15 agents in Tampa to 175 agents across 5 markets in 3 years by focusing on agent outcomes and bottom line
13:29 How each of 5 markets came to be, who leads them, where those leaders came from, and the centralized-ops-plus-local-RVP model that holds it all together
21:42 The leadership training program that started as a retention fix and ended up supporting expansion
27:21 The J-Curve of scaling and what cash reserves, churn math, and financial sacrifice look like in practice
31:47 The "Race to 200" value proposition for agent success and "PALS" program for agent voice
36:17 When and why he added mortgage, insurance, and title businesses
44:08 Where the real estate team model is heading and which teams will succeed

48:23 At the end, learn about purple and gold Ravens fans, Michelin star restaurants and the team leader dinners worth traveling for, and an eight-week-old and almost-four-year-old who completely reorganized what recharging looks like.

Mentioned in this episode:

→ Mike Schumm “The Hidden Curve That Kills Real Estate Team Profit”
→ Grant Johnson “How Commercial Agents Boost Team Revenue and Referrals”

→ Jon Cheplak “Why Most Real Estate Team Leaders Shouldn’t Be Team Leaders”

Connect with Keegan Siegfried:

→ https://www.facebook.com/keegan.siegfried

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

What would a commercial division add to your residential real estate team? And what does it look like when one generates roughly $100M in active listings — and a $25M portfolio sale — in its first year?

You're about to find out. But this episode is about a lot more than a shower-thought-turned-11-agent commercial division.

Grant Johnson's Twin Cities team went from selling 100-150 homes per year for nearly a decade to 270, then 539, then 830+ — while adding only 2 staff members along the way. Learn how his 120-agent organization can run with just 5 staff, why they brand around the agent rather than the team, and what he’s learned about how (and how not) to expand into new markets.

Grant is candid about mistakes and backwards moves to avoid and cautions for aspiring team leaders - all based on his extensive experience.

Watch or listen for Grant's insights into:

0:00 Intro and welcome
1:35 Why 75% of agents should never start a team and what puts someone in the 25% who should
12:31 How to run 120 agents on 5 staff, including the specific roles that held them together as production grew from 150 to 830+ homes per year in 3 years
19:03 Why group coaching sessions segmented by production level beat 1-on-1s at scale — and how a culture of peer accountability fills in the rest
21:53 How a shower thought became a commercial division in one week that now includes 11 agents, ~$100M in listings, and a $25M portfolio sale in year one
23:28 Why applying residential marketing (like high-end video walkthroughs) to commercial listings is attracting commercial agents
27:31 The referral flywheel between residential and commercial agents (a $5M sale, a 25% referral fee, and zero deal work for the residential side)
31:59 Why cold calling agents is the wrong first move in market expansion (and what he's doing differently for the next expansion)
37:00 Why you don't need to incessantly brand your real estate team (even if someone tells you to)
39:29 The weekly meetings and monthly financial reviews that keep the team connected in a high-growth environment

47:07 At the end, learn about rooting for your competitors, a $60-a-day coffee habit, what happens when two universities politely ask you not to come back, and learning from people rather than pages.

Mentioned in this Episode:
→ Scaling a Real Estate Team to $6 Billion in Production with Jason Mitchell
→ Building a Real Estate Company That Works Without Your Production with Jason Mitchell
→ Why Most Real Estate Team Leaders Shouldn’t Be Team Leaders with Jon Cheplak

Connect with Grant Johnson:
→ https://www.instagram.com/thereal.grantjohnson/

→ grant at grantjohnson dot com

→ 651 324 3787

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

A full-time chef.
A margarita machine.
Live bands.
Charcuterie boxes.
Golf trips.
A consignment shop.
An animal welfare nonprofit.

Are any of these on your list of real estate team lead generation tactics? Probably not.

Who are they a fit for? Someone who’s delivering “what’s needed in our area.” Someone who’s in production because “leadership without proximity loses power.” Someone who’s invested in growing community.

Yes, Cindi Featherston-Shields explains how she runs a daily accountability call with her team, who fits her agent avatar, which staff positions provide agent leverage, and why she’s positioned for 2.5x growth of her 41-agent team.

But throughout this conversation, she also exemplifies community as strategy and heart as differentiator.

Watch or listen for Cindi’s insights into:
0:00 Intro and welcome
2:53 The outcomes of a daily accountability call with your whole team
4:19 Buying a brokerage as a 20-something who was just 2 years into the business (and growing it to 5 offices and 120+ agents even though half the agents walked out on day one)
8:10 The liability in a brokerage model versus a team model
12:50 Why they hired a full-time chef (as a key to their lead generation strategy)
14:17 Throwing events for prospects, clients, and agents without going into your own pocket
19:57 Leadership without proximity loses power (or: why to stay in sales production!)
21:22 Building a niche in golf course communities and bringing other agents into it
25:07 Leaders creating leaders
26:45 The power and role of the Top 50 list
29:51 The 8 staff positions that support the 41-agent team
31:36 Why she can grow by 2.5x from here
37:55 How an animal welfare nonprofit, an upscale consignment shop, a warehouse, a moving truck, and a line of jams and jellies ties into her real estate business 

43:49 At the end, learn about cheering at the US Senior Open, accepting frivolous items as a frugal person, and learning about AI while traveling the world.

Related episodes you’ll enjoy:

→ Mike Schumm on profitability https://www.realestateteamos.com/episode/real-estate-team-profit-business-turnaround-mike-schumm

→ Amy Stockberger on clients for life https://www.realestateteamos.com/episode/real-estate-clients-for-life-amy-stockberger

→ Carol Foderick on working by referral https://www.realestateteamos.com/episode/hidden-math-referral-only-real-estate-team-growth-carol-foderick

Connect with Cindi Featherston-Shields:

→ https://www.facebook.com/cindi.featherston

→ https://www.instagram.com/cindifeatherstonshields/

→ https://www.tiktok.com/@cindifeatherston.shields

Connect with Real Estate Team OS:

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Why make 300 cold calls per day if you don’t have to?

That’s how Ryan Fitzgerald started his real estate career - cold calling like crazy. But it didn't last long. Because there was a better way.

Instead of chasing and selling to people, Ryan learned to attract them instead. How? With a strong, local website that brought him inbound leads and agent recruits alike.

Today, Raleigh Realty is an independent brokerage of 40 agents selling about a house a day. And that website helped him launch it.

Learn why he built a brokerage instead of a team, a key role in his growth and success, how discipline around profitability makes tough decisions easier, and what makes websites work for you in 2026.

Watch or listen for Ryan’s insights into:
0:00 Intro and welcome
1:26 The role of trust within a team
3:00 Too many inbound leads as the start of a team
5:53 The staff and culture of a 40-agent brokerage selling about a house a day
9:43 Why his Director of Growth and Strategy is "one of the best hires I've ever made" (and how it happened)
16:16 Considering indie brokerage vs real estate team
17:59 The role of brand in attracting and retaining high-performing agents
24:19 Turning down teams that want to join your team or brokerage
28:53 How they create agent-facing video content
31:52 The basics of a great website that produces leads and phone numbers every day
37:07 The "crazy and even chaotic" situation with SEO right now
41:52 The basic, boring truth about tomorrow's successful teams and brokerages

43:03 At the end, learn about a great coaching experience, physical books, and walking with your own thoughts.

Mentioned in this episode:
→ Eric Bramlett on profitably supporting teams https://www.realestateteamos.com/episode/how-to-profitably-support-teams-in-your-real-estate-business-eric-bramlett-partners

Connect with Ryan Fitzgerald:
→ https://www.facebook.com/fitzy1577
→ https://www.instagram.com/ryanfitzgerald__/
→ https://agentloft.com/
→ https://raleighrealty.com/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Wondering how to sell more new construction?
Curious about how to partner effectively with a home builder?

You’re about to learn the details of a partnership that’s grown from selling 10 new homes in one market in 2017 to 550 new homes per year in multiple markets today!

Learn how the #1 Century 21 real estate team in the world has integrated deeply and grown concurrently with one builder.

Kate Robinson was one of the first three agents with Melnychuk Real Estate Group before transitioning to transaction coordinator, then operations manager. She shares with you tips for that agent-to-staff opportunity, details of the role, and metrics to pay attention to.

Kate also highlights what top-performing agents do differently and the history, development, and foundation of their relationship with Akash Homes, a home builder and residential developer, to scale new construction sales across multiple markets.

Watch or listen for Kate’s insights into:

• Transitions from real estate agent to transaction coordinator to operations manager
• Which agents are good fits for staff roles
• Expansion from 3 agents to 17 agents, 4 staff, and 3 markets
• Details of an all-encompassing operations manager role
• Details of their tech stack and what they pay most attention to
• What top-performing agents do differently
• How to earn a spot on the new build team
• When and why they committed to one builder (after working with several)
• How to integrate deeply with a builder partner
• Top projects for the year ahead

At the end, learn about William and Madison Stephens, indoor, outdoor, and on-sleeve plants, a 30-acre lot, and places to learn.

More conversations on working with builders:

→ Treasure Davis https://www.realestateteamos.com/episode/real-estate-team-colorado-springs-treasure-davis

→ Jonathan Campbell https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

→ Mike Hines https://www.realestateteamos.com/episode/form-real-estate-partnership-oyler-hines

Connect with Melnychuk Real Estate Group:

→ https://www.instagram.com/melnychukrealestategroup/

→ https://www.melnychukgroup.com/

Mentioned in this episode:

→ https://www.instagram.com/thecindergroup/

→ https://thecindergroup.com/team

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

After closing more than $160 million himself in 2018, Jason Mitchell walked away from personal production.

Why? To build a company.

Today, JMG is America’s #1 real estate team, closing more than $6 billion in sales and 12,000 units.

Here in this conversation, learn how he made the transition from top producer to operator, the challenge of selling your vision and value prop, common and costly mistakes of team leaders and expansion teams, keys to agent retention, and more!

Note: This is the second part of our two-part conversation. Go back one episode in your feed for part one and sign up free to get instant access to subscriber-only conversation with Jason on agent branding, client engagement, CRM, and more: https://realestateteamos.com/subscribe

Watch or listen for Jason’s insights into:

• How and why he left sales production (after closing $160M in personal production in his final year)
• How your role changes and what it takes to be successful in the transition from salesperson to operator and leader
• The challenge of selling his vision of the B2B referral model
• A common and costly mistake many team leaders make
• A common and costly mistake many expansion teams make
• Keys to retaining top-producing agents
• Why to remove personal production from your team’s numbers
• Why his largest referral partner is only 8.5% of his business
• What teams need to do to stay relevant

At the end, learn about Michigan sports, family time and dad guilt, price gouging, work ethic, and treating people well.

Connect with Jason Mitchell:
→ https://www.instagram.com/jasonmitchell_jmg/
→ https://www.linkedin.com/in/jason-mitchell-5a885a8/

Connect with JMG:
→ https://joinjmg.com/
→ https://thejasonmitchellgroup.com/become-a-partner/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

What if the fastest way to grow a real estate team wasn’t generating more leads—but servicing someone else’s clients at scale?

Jason Mitchell built America’s #1 real estate team by evolving past traditional agent thinking and creating a unique model based on trust, accountability, leadership development, centralized operations, and B2B partnerships.

He welcomed us into JMG headquarters, gave us more than an hour of his time, and broke down how his team grew from hundreds of millions to more than $6 billion in annual sales production, 12,000 transactions, and more than 1,200 agents operating in 43 of the United States.

Note: This is the first part of our two-part conversation. Sign up free to get alerted to part two and to get instant access to subscriber-only conversation with Jason on agent branding, client engagement, CRM, and more: https://realestateteamos.com/subscribe

Watch or listen for Jason’s insights into:

• How trust is built and its role in business growth
• The benefit of tenure within the team
• How clarity about the future of the industry led him to start a team
• Details and structure of JMG’s pioneering B2B business model
• Why uniformity and centralization are keys to success with referral partners at scale
• Balancing deal flow and agent count in new and existing markets
• Finding the right team leaders and brokerage owners to open new markets
• Training and onboarding programs for agents and team leaders

In the next episode, learn about when, why, and how he left sales production, how your role changes as a leader and operator, common mistakes team leaders and expansion teams make, keys to agent retention, and more!

Connect with Jason Mitchell:
→ https://www.instagram.com/jasonmitchell_jmg/
→ https://www.linkedin.com/in/jason-mitchell-5a885a8/

Connect with JMG:
→ https://joinjmg.com/
→ https://thejasonmitchellgroup.com/become-a-partner/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

From a moped-riding, script-reading agent working expired listings to the owner of the fastest-growing brokerage in Hawaii.
 
From a prospecting-first team on the phones together four hours a day to a media-driven brokerage creating 200+ pieces of content a month.

Talk Realty CEO Devin Tryan shares lessons learned through big transitions over the past dozen years or so, including the five-step, three-bucket system for content creation, tips for hiring staff members, and key concepts behind the design of his agent-first, independent brokerage.

Watch or listen for Devin’s insights into:

0:00 Intro and welcome
1:16 The willingness to improve and places for new agents to improve
6:35 How an early-stage team structure can be confusing to your clients
10:39 The growth from an 18-agent real estate team to a 50-person teamerage
15:40 One big question, two big ideas, and two hard rules that drove his business model
22:21 The benefits of cross-training as a business owner
25:53 Tips for interviewing and hiring staff (including taking two years for one role)
34:55 Why your idea is the most important part of content creation (download the Creator’s Compass below)
37:06 The five-step process driving 200+ pieces of content per month
39:12 How to balance entertainment, education, and sales content

45:03 At the end, learn about a turbo-charged two-seater with nowhere to run, a part-time professor, and the relaxing power of rock climbing, diving, and chess.

Download the Creator’s Compass:
→ https://vid.us/v9vi8h

Connect with Devin Tryan:
→ https://www.instagram.com/devintryan
→ https://www.youtube.com/@DevinTryanHi
→ https://www.zillow.com/profile/DevinTryan
→ https://www.talkrealty.co/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Like many successful, high-growth, The Perna Team had systems and playbooks to support agents with nearly every lead source.

But what about the best source of all … an agent’s sphere? Their SOI?

Sadie Callegari, Director of Coaching and Training of this 120-agent team, gives you all the details of the start, iteration, re-launch, and evolution of their sphere marketing program. It’s her system to keep agents top of mind with their family and friends with done-for-you videos, photos, social posts, emails, calls, and texts.

What they’re writing.
What they’re recording.
Where they’re shooting.
How they’re editing.
When and where they’re posting and sending.
What agents need to do and commit to in order to participate.
All the other details that make agent adoption easy!

Sadie also describes her role, when and why the team needed her role, how she transitioned into it from being a high-performing agent, the structure and duration of the main coaching and training programs she’s developed, and more.

Watch or listen for Sadie’s insights into:

0:00 Intro and welcome
1:40 Staying adaptable (even as a detailed person who loves systems, boundaries, and rules)
4:25 The shift from real estate agent to Director of Coaching and Training
9:10 Top tips after interviewing nearly every team in her market
15:30 Why the Director of Coaching and Training role was needed, how it’s evolved, and pieces you can replicate
19:00 The structure, duration, and details of three of their main programs
22:20 How to keep existing materials updated while still creating and launching new materials
25:42 How they got performant out of the gate as a Zillow Preferred partner
29:47 The problem and opportunity that led to the Sphere Program
33:00 The three main elements of the Sphere Program and how she launched it
37:40 One requirement to participate in the Sphere Program
38:33 The exact structure of their content day, what they shoot, and how they deliver it back to agents for posting
48:29 Why joining teams will increasingly make sense for most agents

51:14 At the end, learn about the Montana State Bobcats, necessary flights, a good fiction:non-fiction ratio, and escaping the echo chamber.

Connect with Sadie Callegari:
→ https://www.instagram.com/sadie.callegari/
→ https://www.facebook.com/sltynes

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

The Falcon system to deliver guidance and success.
The tech hub to unify multiple lines of business.
The merged calls to save deals.

A mortgage expert who’s since grown a 100-person organization delivering integrated real estate services, Jordan Vreeland’s constantly building the playbook.

Go inside his athletics-informed philosophy and approach to developing people, unifying teams, leveraging tech, and improving client experience.

Watch or listen for Jordan’s insights into:

0:00 Intro and welcome
1:32 Two reminders and resets when you step onto the court
4:18 Building winners, not just winning games
6:49 When and why a mortgage expert started a now-70-agents real estate brokerage
9:33 Getting turned onto tech, marketing, and lead generation
12:47 Choosing to start independent rather than with another brand or brokerage
14:34 The concepts behind their integrated tech stack
16:03 Jordan’s role in the organization
17:40 Example of solving a problem by creating a role that elevates team members
21:07 What more real estate professionals should know about mortgage and how to get there
27:59 How he built a team of overseas ISAs that’s become the defense system and the “lifeblood of the business,” and part of the family - with tips for you to do the same
33:56 Enhanced client visibility and better client conversations with Zillow Pro
43:56 Getting what you give and not falling prey to the sickness of chasing numbers

45:57 At the end, learn about three winning basketball teams, lawless psychopaths, friends he’s never met, and family getaways.

Connect with Vreeland Real Estate:

→ https://www.instagram.com/vreelandrealestate/

→ https://www.facebook.com/vreelandrealestate/

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

More than 500 transactions last year - 100% by referral.
Nearly $1B in sales over the past five years - working by referral only.

Carol Foderick has built a 20-agent, 15-staff team that exclusively works by referral. Each agent owns their database and relies on the camaraderie of the team and the leverage of the staff. Go inside the structure of her team and get the numbers behind working by referral.

How many marketing activities does it take to produce a referral? How many referrals does it take to produce a closed transaction? What is each outbound call or text worth? Carol can tell you - and she does in this episode!

Watch or listen to Carol’s insights into:

0:00 Intro and welcome
1:42 The fuel for your real estate team (spoiler: it's lead gen)
3:01 What lead generation looks like on her team
5:02 How she became a team leader before she started her own team
9:24 Who shouldn’t start a real estate team
11:38 The structure and key roles in her company to support high per-agent productivity
16:10 Why her agents’ databases have no value to her
20:14 How to retain top producers on your team
28:15 A systematic and measured process for working by referral (last year 226 actions drove two referrals and one closed transaction)
32:47 A specific example that points to $300 or so as the value of each call
34:15 Three main activities and five love languages for working by referral
40:56 How to find agents who can work by referral
43:06 Where we are in the "teamification" or "teamization" of the real estate industry

49:12 At the end, learn about truth telling by the home team, expensive rocking chairs and cheap airplane seats, and the challenges of being perpetual.

Connect with Carol Foderick:

→ Carol at CarolFoderick dot com

→ https://www.instagram.com/carolfoderick

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Do you need an ISA? When? How do you comp them? What if they want to be agents? What if they’re overseas?

Should your team follow scripts? How closely? Where are the non-negotiables and where do you find room to stay human?

How do we uncover motivation and handle objections in a helpful way that improves client experience?

Nikki Pais is here to address all that and more. She brings years of experience as an EA, ISA, and Director of Inside Sales, as well as years of experience coaching ISAs, agents, and team leaders across North America on better conversations, effective nurturing, and more closings.

Watch or listen for Nikki’s insights into:

0:00 Intro and welcome
1:33 Why to apply what you learn without waiting, without tweaks, and without doubts
8:35 The most common problem among the teams she’s coaching: exceptions (plus when to turn an exception into a tier)
10:56 The difference between coaching and training - and how to figure out what you need
15:19 Top signs that you’d benefit from an ISA
17:28 Who makes a great ISA (domestic vs international, aspiring real estate agents, current agents)
20:31 How to comp ISAs
22:50 Managing handoffs and the division of labor between agents and ISAs
27:39 Why to treat every new lead as a buyer (yes, even sellers)
30:45 How to uncover motivation in a meaningful way
33:53 The right way to use scripts
35:34 The difference between objections and conditions - and how best to handle objections
39:18 Taking notes vs relying on AI summaries
41:33 Facing the challenge of sales skepticism
43:47 Leveraging AI calls and texts for the right reasons

45:03 At the end, learn about an inherited team, soaps you don’t like, well-traveled boxes, and 50 audiobooks for 50 ideas to apply immediately.

Other episodes you’ll enjoy:

→ More Deals from Your Database With (or Without) an ISA with Travis Halverson https://www.realestateteamos.com/episode/travis-halverson-deals-database-isa-inside-sales

→ From ISA to Director of Opportunities with Lisa Ryan https://www.realestateteamos.com/episode/inside-sales-manager-isa-real-estate-opportunities-lisa-ryan

→ How to Drive Per-Agent Productivity with Jonathan Campbell https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

Connect with Nikki Pais:

→ https://www.facebook.com/nikki.shanelle.pais

→https://www.ezdials.com/shut-up-and-dial

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Brett Jennings is making a big bet on peer accountability pods. A billion-dollar bet.

The Owner and Founder of Real Estate Experts, Brett shares the details behind the nearly 10x growth of his hybrid teamerage (from $165M to $1.2B in sales) and the strategy to growth through acquisitions to $4B.

Learn how purpose has made team agents, solo agents, and staff more productive (creating more than a dozen first-time $1M GCI producers in one year) and how purpose serves as a filter to find right-fit companies to acquire.

Get proven strategies and simple tactics to grow revenue by growing your people (and why they might call themselves a Good Vibe Tribe).

Watch or listen for Brett’s insights into:

0:00 Intro and welcome
1:50 Clarity within leadership and resilience within team members
4:41 Two ways to test for agent grit and growth (including 1,000 calls in 10 days)
7:14 What team agents and solo agents get in Brett’s hybrid brokerage model
9:44 How working with Tony Robbins and Deepak Chopra helped Brett unlock agent and team growth
12:24 Where to go next after nearly 10x sales in three years
15:06 The motivation and plan to grow through acquisitions to $4B and 600 agents
19:34 How peer accountability helped create more than a dozen $1M GCI producers
21:52 Two characteristics of a well-aligned acquisition target
28:06 Why agents and staff need a bigger “why” than money alone - and how to deliver
31:38 How to create your own peer accountability pods and why Brett’s betting big on them
35:16 How to increase participation in the optional pod program
38:33 Why self-discipline and self-actualization are the next iteration of conscious business
42:13 The next steps for the Good Vibe Tribe movement

44:56 At the end, learn about expert advisors, luxury watches and refillable bottles, and two practices to revitalize your operating system.

Free resources from Brett Jennings:
→ https://goodvibetribeworldwide.com
→ https://bearealexpert.com

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

No matter what stage of business maturity your real estate team or brokerage has achieved, you face growth constraints. Many are structural to your organization and to the industry - like affordability challenges, disconnected tools, siloed data, and even lead abundance.

Learn to circle back to harden your foundation, identify and relieve stress points, and prepare for tomorrow’s market with Works Real Estate CEO Winston Murray and long-time collaborator Jon Boller, who are leading a 250-agent, 10-market operation into an AI-driven, Uberized future that requires more operational efficiency than ever.

Get Winston’s vision for supply-side solutions to the affordability crisis - and steps you can take yourself.

Learn how a 150-page manual about serving buyers and sellers connected them, supported team growth, got leveraged further with a new learning management system, and united the front and back of house within their independent brokerage.

Discover an X-ray approach to agent success through data transparency.

And see a consumer-focused vision of the future created through death of ego and setting swords down across the industry.

Watch or listen for insights from Winston and Jon on:

0:00 Intro and welcome
1:47 The balance of a clear, big-picture vision and efficient, ground-level operations
4:39 The role of education and simplification in growing from a 3-person team to 250 agents in 10 markets
6:56 What the “Uber-fication” of real estate actually looks like - and what it requires of you
9:10 How Jon partnered with Works Real Estate over the past decade
14:01 The power of a 150-page manual (and the mantra "scale thyself")
16:44 Why agents never graduate off their lead programs
19:50 Three stages of business maturity and what each requires
22:52 A vision for the death of ego and setting swords down across the industry to best serve consumers
26:23 The key to differentiating Works Real Estate 
28:33 Top projects for 2026, including unifying the front and back of house
36:36 The challenge and opportunity of supply-side affordability solutions

49:09 At the end, learn about a startup hockey team, an unexpected underdog, the benefits of style, and a zero-based social feed.

Connect with Works Real Estate:
→ https://worksrealestate.co/
→ https://www.instagram.com/worksrealestateco/

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Brian Buffini started a real estate team before teams were a thing. Back in 1992. Back before brokerages had any idea what to do with a team.

Today, Buffini & Company coaches and trains agents, team leaders, and broker owners around the world.

All along, Brian’s viewed teams as “the future of real estate.” But team leadership isn’t for everyone and  aspirations for a mega team aren’t necessary.

Brian was kind enough to be a guest on our show as I was a guest at his Buffini Coaching live event to share decades of insights, experience, and influence.

With a live audience of hundreds of real estate professionals, Brian sat down with me to share what it took to sell 100 homes in a year in the late 80s, why teams emerged, who should (and shouldn’t) build a team, what the main team models are, where “Death Valley” is for team leaders, what leaders must stay focused on and watch out for ... and much more!

A HUGE thank you to Brian and his entire team for welcoming me into their community in such an open and sincere way!

Watch or listen for Brian Buffini’s insights into:

0:00 Intro and welcome
1:42 Leading and managing yourself (in order to lead and manage others)
4:11 What it took to sell 100 homes/year in the late 1980s with one assistant
7:17 Why and how he started a team in the early 1990s (and why he struggled initially)
14:42 Why he’s long viewed teams as “the future of real estate” and who teams are best for
17:27 Why referring out excess business is a good first step toward a team
20:10 How to find your first assistant
22:49 What other stages of team maturity look like and the key to finding your right size (spoiler: 4-7 is a sweet spot)
24:45 Why 80% of agents should keep selling (perhaps with a team to support them)
30:00 What the hardest thing about real estate is (and what mistakes that leads to)
32:09 How to restore connection with the people and relationships that matter most (your customers and your team)
35:33 A leadership lesson from NFL and NASCAR champion Joe Gibbs

39:05 At the end, learn about A and B teams, hotel soaps and sewing kits, and the power of ohana and the ocean.

Connect with Brian Buffini:
→ https://www.instagram.com/brian_buffini/
→ https://www.instagram.com/buffiniandco
→ https://www.buffini.com/solutions/realstrengths/
→ https://www.buffini.com/solutions/blitz/

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

What happens when you invest so deeply in your people that they could leave today and find success starting their own business?

The most likely outcome: they stay and you continue growing together.
But the more common path: a more transactional approach for fear they’ll leave you.

Jon Cheplak returns to Real Estate Team OS to explain why he thinks 90% of real estate team leaders shouldn’t be team leaders and to share what the 10% have in common.

Jon’s been in the seat himself and he and his partners coach top-performing team leaders and operations leaders (many you’ve met here on the show).

Scaling on principles, rather than on personality.

Pouring into people without fear, limitation, or calculation.

Developing people first and businesses second.

Walking the talk as the key to leadership.

Improving your copywriting and storytelling.

Jon shares all that and more in a great conversation to set you up for a successful year ahead.

Watch or listen for Jon’s insights into:

0:00 Intro and welcome
2:19 Why community is so desirable and powerful right now
4:05 How principles scale and why personality doesn’t
6:04 His four core principles, his eight core values, and the difference between them
8:34 The three ways to get people to take action
14:39 The two ways to give people attention and why fear holds team leaders back from both
21:29 Why 90% of team leaders shouldn’t be team leaders and four criteria to help you know for your yourself
29:41 Two ways to find your operations leader and one way NOT to (spoiler: look inside your team)
37:14 Why you’re already a better copywriter than you think, how and why to get better at it, plus the difference between marketing and sales

46:03 At the end, learn about pitchforking manure and the risk and payoff of committing to a 375-acre ranch.

Four principles Jon lives by:
→ Personal responsibility, accountability, commitment, contribution

Eight values Jon lives by:
→ Fun, love, dignity, respect, humility, vulnerability, transparency, volunteerism

Mentioned in this episode:
→ FUBCON Session with Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages
→ 084 Living in the Leads with Lauren Bowen https://www.realestateteamos.com/episode/real-estate-leads-systems-tools-increase-conversion-lauren-bowen-lpt-realty
→ 037 Prospecting for Listings with Greg Harrelson https://www.realestateteamos.com/episode/real-estate-prospecting-listings-greg-harrelson
→ 082 Making Your First Operations Hire with Camila Rivera https://www.realestateteamos.com/episode/team-leader-guide-making-your-first-operations-hire-camila-rivera
→ Inside Whissel Realty Group https://www.youtube.com/playlist?list=PLCJiXNo93cVqQmwl4tTOQYebBkBoL6ipz

Connect with Jon Cheplak
→ https://www.facebook.com/joncheplak/

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

We’re kicking off the calendar year in a familiar way on Real Estate Team OS - with Lauren Bowen sharing practical tips on lead sources and lead conversion for the third year in a row!

A thoughtful and generous expert on this topic, Lauren now serves as SVP of Lead Generation and Conversion for LPT Realty. In the role, she consults with teams of all sizes. In this episode, she shares what she’s learning and teaching!

For 2026, Lauren delivers for you a simple process to improve lead conversion and ROI, the most common issues she sees in the databases of small, medium, and large sized teams, specific tech recommendations by team size, the what, who, why, and how of “living in the leads,” and other ways to drive big results with incremental improvements.

Watch or listen for the Jon Cheplak-inspired mantra: tiny hinges swing big doors.

Watch or listen for Lauren’s insights into:

0:00 Intro and welcome
2:28 The value of getting clear on your purpose
4:36 How she developed an expertise in lead sources and lead conversion, one small step at a time
6:48 A simple process to improve lead follow up (do this right now)
9:55 Why and how she became SVP of Lead Generation and Conversion with LPT Realty after a decade with Robert Slack Real Estate
20:43 The most common issue when she gets into a team leader’s CRM and database and how to solve it (note: the ROI of PPC)
24:29 Primary issues team leaders and ops leaders face by team size
25:15 Specific tech for retargeting, texting, database, and accountability by team size
32:40 The what, who, how, and why of “living in the leads”
42:55 What’s never changed about lead conversion in the decade she’s been in the business

48:08 At the end, learn about Magic basketball, chicken frivolousness, and physical books.

Mentioned in this episode:
→ Ep 011 Lauren Bowen on 16 Lead Sources for 800 Agents https://www.realestateteamos.com/episode/lauren-bowen-robert-slack-coo-lead-sources-team-leaders
→ Ep 051 Lauren Bowen on Lead Quality vs Lead Quantity https://www.realestateteamos.com/episode/real-estate-lead-source-quality-quantity-lauren-bowen-robert-slack
→ Techtember and Julia O’Buckley: https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX
→ FUBCON Sessions and Jon Cheplak: https://www.youtube.com/playlist?list=PLCJiXNo93cVopyNz34nrcV-kVacpWjvAm

Connect with Lauren Bowen:
→ Email: Lauren.Bowen at LPT dot com
→ Call or text: (352) 843 3434

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside Hiller Group on Florida’s Emerald Coast and Opt Real Estate in Portland, Oregon.

MARK HILLER
Finding and empowering the right person allowed Mark to double production as a solo agent, start a real estate team, and set it up to scale. He shares lessons from that person and process, explains how he preserved profits as his housing market slowed to a halt, and gives you specific tips for working successfully with virtual assistants.

Go inside Hiller Group, a 12-agent, 5-staff, 8-VA team in Niceville, Florida.

Watch or listen for insights from Mark on:

• What allowed him to double his transaction count and start his team
• Specific things his Director of Operations did to set them up to double agent count without adding any additional cost
• How they successfully integrated 8 VAs into their organization and how they’re tasked
• Why quarter-to-quarter planning makes more sense for his team than annual planning
• How he preserved profit while losing 100 transactions as the housing market halted back in 2022
• A top takeaway for you: “You can’t scale chaos. Get your people aligned and watch the business become fun again.”
• His top takeaway from Unlock (standards!)

DREW COLEMAN
Opt Real Estate is a 100-person company on pace to for 1,000 transactions and more than $500M in sales. But for Founder Drew Coleman, that’s not a goal - it’s an outcome of a dedication to “fabled service” for agents and their clients.

Be sure to listen for a great Olympics metaphor that serves as an important reminder and even a caution about recruiting and retention!

Watch or listen for insights from Drew on:

• His goal of becoming “the best brokerage that’s ever existed,” how it’s like a team, and what “best” means
• Who’s successful in the Opt system
• The transformative nature of FUB’s open API and how tools like Sisu, Rokrbox, StackWrap, and HouseWhisper help
• The value of in-house and offshore talent
• What they walk agents through for annual business planning
• An AI solution they’re working on for 2026
• A top takeaway for you: “Success requires two things: a path for agents to grow and a culture that fuels, not drains, their momentum.”
• His top takeaway from Unlock (Zillow Pro!)

Team Bot (free, always on):
→ https://realestateteamos.com/bot

Connect with Mark Hiller:
→ https://www.instagram.com/markhillerfl

Connect with Drew Coleman:
→ https://www.instagram.com/drewcoleman
→ (503) 351 3739

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside The Nickley Group in Florida and the second half takes you inside HomeTeam4U in Wisconsin.

TOM AND ALEXIS NICKLEY
Alexis and Tom Nickley, co-team leaders of The Nickley Group in Orlando, credit team culture with the growth and success of their 65-agent, 20-staff real estate team pacing for 900 transactions and $400M in sales. 

Learn two key roles, four core values, and three things they’re focused on in the year ahead!

Watch or listen for insights from Alexis and Tom on:

• A bold decision to leave sales production
• The division of labor between husband-and-wife, co-team leaders
• Why their recruiter’s job is so challenging
• The purpose and role of the Director of Culture and Engagement (and specific tactics you can take for yourself)
• The purpose and role of their Director of Growth (it’s FAR bigger than recruiting)
• Three things they’re focusing on in 2026
• A key takeaway for you: “Keep the underdog mindset! At the end of the year, challenge your systems and processes to improve your client and agent experience.”
• Their key takeaway from Unlock (uniqueness and diversity!)

JEN STAUTER
Jen Stauter serves as team leader of HomeTeam4U in Sun Prairie, Wisconsin. She walks you through the personality types that work within their 32-agent organization, how she plans to get to 50 agents, two specific ways the Agent Success Coordinator roles has helped her and the team, a unique quality of their mentorship program, and more!

Watch or listen for insights from Jen on:

• Growing a team from 4 family members to 32 agents (and counting)
• The purpose and role of their Agent Success Coordinator, including two specific, high-value projects she took on and where they found her
• How they structure their mentorship program and one of its unique qualities
• Which changes the EOS process (the VTO, specifically) forced them to make
• Keys to successful recruiting en route to 50 agents
• A key takeaway for you: “You don’t need to do more. You just need someone who makes sure it happens.”
• A key takeaway from Unlock (recruiting!)

Connect with The Nickley Group:

→ https://www.instagram.com/thenickleygroup/

Connect with Jen Stauter:

→ https://www.instagram.com/jennifer_stauter_kornstedt/

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

If you’re looking for ways to leverage AI, automations, and technology without losing sight of what matters most - relationships, culture, and client goals, then you’re in the right place!

• Best practices for AI voice and texting, including when and how to hand off to humans.
• Three things to set up for success in Follow Up Boss.
• A few under-used, high-value features of Follow Up Boss.
• Specific automations to increase lead engagement and conversion.
• A framework for better AI prompts and other prompting tips.
• Two Custom GPTs to save massive amounts of time

This is just some of what you’ll get with Matt Croteau, team leader with The Fernandez Group in Orange, California.

Get tech tips that honor the human touch and your client’s goals and that make AI your assistant, not your replacement. Learn Custom GPTs for on-the-fly coaching and real-time scripting. Hear automations that drive lead engagement and save time.

Watch or listen for Matt’s insights into:
- Ways to sustain a healthy culture even when agents aren’t in the office
- The path from loan officer to real estate agent to team leader
- Foundational pieces needed to start a productive partnership
- The importance of staying focused on client goals
- The role of AI and automation vs the role of the real estate agent
- Best practices for AI voice and texting, including seamless handoffs to humans
- Three specific ways to set up for success in Follow Up Boss
- Specific automations to set up to improve lead engagement and lead conversion
- The RELIC framework for better AI prompts and specific prompting tips for better output
- The basics and benefits of Custom GPTs - with two time-saving examples
- One way the Comet browser from Perplexity saves him time
- What’s stayed the same and what’s changed for lead conversion over the past several years
- Who to hire in-house and what to hire out to virtual assistants

At the end, learn about a disappointing baseball season, overpriced robots, open skies, and quieter trails.

Mentioned in this episode:
→ Techtember on Real Estate Team OS https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX
→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunity

Connect with Matt Croteau:
→ Email: Matt at MattSellsOC dot com

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

After earning two degrees in architecture and starting your career with a design firm, you get into real estate operations.

Your first task: turn a real estate team into an independent brokerage. Overnight, if possible.
Your second task: expand and renovate the office to prepare for growth.
Meanwhile: you need to get the systems and processes out of people’s heads, merge them together, get it documented, redesign onboarding, and teach it to agents.

That’s just some of what you’ll get in this conversation with Matteo Zingales, Director of Operations at Team Zingales Realty, a family-owned, independent teamerage.

How to create the role from scratch.
Why to put observation before innovation.
How to set up the tech stack for scale.
Which three questions to ask to get constructive criticism from your business partners.

Four years into his journey, Matteo shares these details and more!

Watch or listen for insights into:

• The balance of clarity, alignment, and accountability
• The path from a degree and career in architecture to a Director of Operations role
• Transitioning from real estate team to independent, family-owned brokerage
• How the Director of Operations role was shaped from scratch and what it brought to the team
• A prioritized list of projects and SOPs to set up the business to scale successfully
• The vital role of constructive criticism and three questions to ask every staff member and agent to help draw it out
• The specific pieces of their tech stack
• How they carved out distinct, aligned roles between Director of Operations, Team Founder and Partner, and Broker Owner and Partner
• Specific recruiting tactics as they look to double agent count in the year ahead
• How to find your own Director of Operations

At the end, learn how Gillette Group, Wemert Group Realty, and SERHANT. Real Estate fuse brand, systems and performance, how luxury items can commemorate milestones, and which books have helped this Director of Operations.

Mentioned in this episode:
→ Camila Rivera https://www.realestateteamos.com/episode/team-leader-guide-making-your-first-operations-hire-camila-rivera
→ Jenny Wemert https://www.realestateteamos.com/episode/jenny-wemert-group-realty-independent
→ Emily Smith https://www.realestateteamos.com/episode/emily-smith-intrapreneur-entrepreneur-teamerage
→ 10X is Easier Than 2X https://10xeasierbook.com/
→ Rocket Fuel https://rocketfueluniversity.com/rocket-fuel-book/

Connect with Matteo Zingales:
→ https://www.instagram.com/matteoonops/
→ https://www.linkedin.com/in/mzingales/
→ https://www.tiktok.com/@team.zingales.realty
→ https://teamzingales.com/team-zingales-difference/meet-our-team/

Connect with Real Estate Team OS:

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

What if your biggest mistakes became the blueprint for your next business?

That’s exactly what Marissa Canario is doing with Apex Realty Group, which she’s building from Milwaukee, Wisconsin. 

After building a 7th-level insurance agency and after opening 168 markets (yes 168!) as a real estate leader on a national expansion team, Marissa’s now taking lessons learned to build again - with deeper obsession and a clearer value prop.

She shares the key to improving both agent experience and client experience. She details her segmented approach to onboarding (and re-onboarding) agents. She explains the pitfalls to avoid in market expansion and when to know if you’re ready. And she shares a vision of teams getting larger and larger in the years ahead through mergers and acquisitions.

Watch or listen for Marissa’s insights into:

• Why obsession with agent experience and client experience drives success
• What was required and what was learned by opening 168 markets in a real estate team expansion
• How to improve communication and get more done by meeting people where they are
• How to turn past mistakes into a tighter, more focused model with a clearer value proposition
• How Marissa’s segmenting and improving “one of the most important factors of your entire foundation and one of the most difficult to get correct” … agent onboarding
• Why to celebrate more (and more specific) agent milestones
• AI and ISAs as new leverage points for real estate teams
• Ways to make technology amplify rather than replace real estate agents (and what that means they should focus on)
• How self-awareness, network strength, and sufficient capital set you up for market expansion success
• Why mergers and acquisitions will drive larger teams and what your participation in that growth might look like

At the end, learn about the value of integrity, the ends of toilet paper rolls, the bottoms of shampoo and ketchup bottles, and fewer business books.

Episodes mentioned:
→ AI Voice and Texting with Kyle Draper and Tiffany Gelzinis
→ Redefining the Role of the Real Estate Team Leader with Keith Anderson
→The Roll-Up Strategy for Business Growth with Sam Khorramian

Connect with Marissa Canario:
→ https://www.instagram.com/marissacanario/

Connect with Real Estate Team OS:

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Which is the better direction for you: real estate team leader or independent brokerage owner? Or even: independent teamerage owner.

Get practical tips and helpful ideas to help you figure out which is right for you from Brad Nix, who helped turn two teams into brokerages. 

Go inside Path & Post, a brokerage that runs as a unified team of 6 staff and about two dozen agents - with a focus on onboarding and training professional Strategic Guides, creating your own systems and processes, and on making decisions based on core values.

Their ultimate metric: 5-star reviews.

Watch or listen to this conversation with Brad for insights into:

• Being open to being wrong
• The path to Path & Post, an independent teamerage of 30 people
• Weighing real estate team vs independent brokerage vs independent teamerage for you and your business
• Makers, doers, followers, and complainers
• Building systems to handle what your brokerage was doing for you
• Three core values: Respect, Unity, and the Golden Rule
• Onboarding and training Strategic Guides rather than real estate agents and the one metric that lets them know it’s working
• The evolution of their onboarding and training from WordPress plug-in to Trainual to Guru
• How to thoughtfully sequence and structure your training materials (in their case: 500 pieces of content over 90 days)
• How AI helps their agents become more effective
• The 6 staff positions on their “lean, mean" teamerage
• How exit strategy and consolidation weigh into the future of your real estate business
• The simple process of surprising and delighting your clients

At the end, learn about season tickets, a bag closet, board games, and a healthy diet for your mind.

Mentioned in this episode:
→ https://realestateteamos.com/bot
→ https://www.getguru.com/
→ https://reformationbrewery.com/

Connect with Brad Nix:
→ https://pathpost.com

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

From fix-and-flip investor to Founder and Owner of the #1 real estate team in California and #3 in the United States, Sam Khorramian has been driven by “pigheaded determination.”

Sam talks through primary drivers of his success, including “wow” experiences, a differentiated business model, and a roll-up strategy for business growth. He explains why it made sense to go from independent brokerage to a team brokered by LPT Realty.

Learn to acquire complementary businesses outside of the three most common ancillaries and RESPA requirements with no money out of your own pocket - with an example of how those deals are structured. And learn how to make your real estate team a more valuable acquisition target. 

Watch or listen for Sam Khorramian’s insights into:

• Why pigheaded determination is a leadership superpower
• Tapping into the unquantifiable power of “wow” experiences (inspired by Ritz Carlton)
• Pioneering a new business model when launching a new brokerage (with a caution from Mike Ferry)
• How a 100% commission, $300/month model worked for agents and for the brokerage
• Growing 2.5-3x by partnering with LPT Realty
• Creative business acquisitions outside of the common ancillaries and RESPA requirements
• Ways to structure a no-money-down acquisition through seller financing, asset-based loans, and other strategies (with a specific example)
• Why real estate teams becoming more valuable than brokerages

At the end, learn about underdogs, expensive passions, and masterminds.

Mentioned in this episode:
→ Big Block and LPT Realty (webinar) https://youtu.be/-kMlDY4KLuk
→ The New Gold Standard (book) https://www.josephmichelli.com/yournewgoldstandard.com/
→ Epic Network https://epicnetwork.com/
→ Mango Automotive https://www.mangoautomotive.com/

Connect with Sam Khorramian:
→ https://www.instagram.com/the9thzero/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

You’re growing your real estate team or real estate brokerage.

Some of your agents are interested in starting a team within your business. Or small teams are approaching you about joining your team or brokerage.

What kinds of rules and standards should you have in place? What are the tough conversations you need to have? How do you open up this opportunity while preserving the integrity and profitability of your business?

For helpful ideas and practical lessons, enjoy this conversation with Eric Bramlett, Broker and Owner of Bramlett Partners, an independent brokerage with 125 agents.

Pay special attention to the three paths an agent can take to get what they want without starting a team!

Watch or listen for Eric’s insights into:

• Focus as your defining trait for growth and impact
• The differences between and value of a North Star and an annual focus
• Making client service and 5-star reviews your sustainable growth engine
• Decisions that allowed Bramlett Partners to shift from a decade of slow growth to 125 agents and 90% retention over the past few years 
• Why “how many agents do you have?” is a terrible question and how median production balances out average production
• Three paths a high-performing agent can take to get what they want without starting a team
• The standards an agent must meet to become team eligible 
• Ways to support teams inside your team or brokerage and differences in value prop for agents vs teams
• Research results: what agents really want from a brokerage (spoiler: a sense of belonging)
• Ways to nurture a valuable culture

At the end, learn about individual performers, the Innovation Hub, delivery vs pickup, and the days-on-mountain metric.

Team Standards at Bramlett Partners:

→ Team eligibility and team building policies: https://support.bramlettpartners.com/article/329-team-eligibility

→ Team and team leader hiring process and standards: https://support.bramlettpartners.com/article/776-team-team-leader-hiring-process-standards

→ Team culture code: https://bramlettpartners.com/join-bramlett#culture

→ Team retention stats: https://bramlettpartners.com/join-bramlett#growth

Mentioned in this episode:

→ Research on what agents want from brokerages: https://www.mikedp.com/articles/2025/8/21/research-study-what-agents-really-want-in-a-brokerage

→ Sean Soderstrom (Courted) and Eric Bramlett discussing the research: https://youtu.be/rECokGVWZkA
→ Brittany Hodak on The Customer Experience Podcast: https://bombbomb.com/podcasts/creating-superfans-brittany-hodak-customer-experience/

→ Brittany Hodak on Bramlett Partners Podcast: https://youtu.be/X-CJs13KNhc

→ Creating Superfans: https://brittanyhodak.com/book#/

→ The Real Estate Innovation Hub: https://www.reinnovationhub.com

→ FUB Co-founder Dan Corkill on Real Estate Team OS: https://www.realestateteamos.com/episode/customer-centricity-follow-up-boss-founder-dan-corkill

Connect with Eric Bramlett:

→ Eric @ Bramlett . me

→ https://bramlettpartners.com/agents/eric-bramlett

→ https://www.instagram.com/bramlettpartners/

Connect with Real Estate Team OS:

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

What does it take to form a real estate partnership that lasts? One that’s built to endure all kinds of markets, to serve all kinds of clients, and to stand the test of time?

Some of the components - like shared values and great people - are intuitive. Others - like valuations, management agreements, and unified brands - are less so.

Mike Hines joins us to share lessons learned in partnering with Scott Oyler to create Oyler Hines, the second-ranked team in Ohio.

Learn how they put it all together culturally, financially, and legally - and get tips on per-agent productivity and new construction sales.

Watch or listen for Mike's insights into:

• Shared vision and values as your foundation
• How EOS help clarify a team’s North Star for better decision making
• The evolution of Oyler Hines from solo agents to co-team leaders
• How complementary strengths and clear standards make a partnership work
• The logistics of merging teams - valuation, structure, and tough conversations
• Setting up fair compensation and a management agreement
• The importance of professional branding (even if it costs 3x more than you thought it would)
• Balancing approachability and luxury with your real estate brand
• Keys to improving per-agent productivity (spoiler: specialization helps)
• The coaching and meeting cadence that supports agent and team success
• Tips to win more new construction opportunities 

At the end, learn about the end of the loaf, workout retreats, and head-clearing, all-day walks.

Mentioned in this episode:
→ Kevin Oakley https://www.doyouconvert.com/team/kevin-oakley/
→ 1000watt https://1000watt.net/
→ Jill Biggs https://www.realestateteamos.com/episode/hardwired-for-hard-work-with-jill-biggs
→ The 12-Hour Walk https://12hourwalk.com/

Connect with Mike Hines:
→ https://www.instagram.com/mphines1/
→ https://oylerhines.com/mike-hines/
→ Mike at OylerHines dot com

Connect with Oyler Hines:
→ https://www.instagram.com/oylerhines/
→ https://oylerhines.com/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Ever wondered when it’s time to hire your first full-time recruiter? Or what it takes to lead the market in agent retention?

Tiffany Williamson, Owner and President of Navigate Realty, shares the hard lessons and successful steps that have driven their growth to hundreds of agents in multiple markets. From hiring a full-time recruiter (on the third try!) to running blind surveys after every onboarding, this conversation is packed with actionable insights to help you recruit and retain agents.

At the center of it all is culture. And at the center of culture are people, stories, and transformations. That’s because people don’t join value props. People join people.

Tiffany shares the strategies and tactics that have the team pacing for $1B in sales this year, including value prop and agent avatars, onboarding your recruiter and building out a department (no real estate experience required!), and lifting agent success and retention.

Watch or listen for Tiffany’s insights into:
- The central role consistency plays in success
- Backing away from buying a company to double down on Navigate
- Why they went the independent brokerage route
- How focusing on what agents need and leading the market in retention are driving a $1B pace
- Lessons learned in hiring a full-time recruiter
- What should be in place before hiring your recruiter and why it’s not as big a risk as you think
- What the first 90 days should look like for your recruiter and why stories of transformation should be their focus
- How they’ve evolved their onboarding program from version 1.0 to version 3.0 and how they run it
- Why the industry is going more toward big teams and brokerages (spoiler: it’s getting more agent-centric)

At the end, learn about a secondhand Chanel bag, 80% capacity for short-term rentals, and the Canyon Ranch experience.

Connect with Tiffany Williamson:
→ https://www.instagram.com/tiffany_williamson_/
→ https://www.navigaterealty.com/agents/tiffany-williamson/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

The Agency Team is the #1 real estate team in Hawaii. They recently achieved their first 100-unit month. They recently expanded beyond the islands to the mainland. They’ve grown to 150 agents.

And they’ve done it all with zero recruiting.

How? Attraction.

On day one, team leader Dylan Nonaka created a “culture code” that focuses on family and relationships and emphasizes the abundance mindset and pay-it-forward practice.

Two channels that help attract agents and clients to them: video and social media.
Two concepts you’ll hear in this episode: “your vibe attracts your tribe” and “who not how.”

Watch or listen to this conversation with Dylan for insights into:

• The main elements of a strong team foundation
• How he developed his culture code and how it’s benefitted the team since day one
• How a few friends came together to create what’s become a 150-agent team
• A key expense that grows as the business grows
• The two cultural characteristics and two sources of agents that prevent him from having to do any outbound recruiting at all
• Why he’ll always do his social media himself
• When, why, and how he committed to consistently creating videos
• Why his videos aren’t about entertainment or even lead generation
• Why he looks at attribution, conversion rate, and ROI in a global way
• How team members get involved in the YouTube channel
• “Who Not How” as the philosophy for market expansion
• How he found the person who started in a role he didn’t know he needed and who’s become COO

At the end, learn about Javelin Squad with 3rd Battalion, 7th Marine Regiment, about never paying for a haircut, about being forced to be fully present, and why “the devil lives in the white space.”

Mentioned in this episode:
→ https://whonothow.com/
→ https://unlockconference.com

Connect with Dylan Nonaka:
→ https://www.instagram.com/konabroker/
→ https://www.youtube.com/channel/UCNtK6ItXmpLIPB7FWUSsyyw

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

A common question among real estate team leaders: How do I find my first operations person?
 
Every visionary needs an integrator. Every people person needs a process person. Every team leader, at some point, needs an assistant or operations manager to continue growing their business efficiently and sustainably.
 
When is that point?

Where do I look?

What should I look for in terms of skills or characteristics?

How should I pay them?

Can’t I just use an overseas VA instead?
 
For answers to these questions and more, we're honored to bring you Camila Rivera, COO of Laurie Finkelstein Reader Real Estate. She has a decade of tenure there and started as a part-time, do-anything assistant. She also coaches operations for teams across North America.

When you find the right person and invest in them properly, they could be the Chief Operating Officer you'll need!

Watch or listen for Camila’s insights into:

• The practical value of positivity and optimism
• How someone studying to become a special education teacher joined the real estate team
• Why stuffing backpacks is the best day of the year for an 80-agent team pacing to close 700 transactions
• The most important factor in finding your first operations person
• Other steps to take to be ready when the right person emerges
• Tips to train up an operations person even though you’re not an operations person (“I can’t teach you what I don’t know”)
• Places to look for your operations person (with this caution: “don’t hire who you can’t fire”)
• Ways to think about fixed and variable compensation for your operations hire
• Hiring an on-site, in-person role vs bringing on a VA
• Why titles like executive assistant, operations manager, and director of operations matter
• Ways to retain that great operations leader you’ve invested in and helped develop

At the end, learn the value of five siblings, five-star hotels, movement as medicine, and mental endurance.

Connect with Camila Rivera:
→ Instagram https://www.instagram.com/camila_rivera/
→ Facebook https://www.facebook.com/camila.rivera.967
→ LinkedIn https://www.linkedin.com/in/camila-rivera-817903113/

Meet us at Unlock:
→ Unlock https://www.unlockconference.com/
→ Use promo code TEAMOS for 20% off the current price

Related episodes:
→ Camila Rivera and Julia O’Buckley https://www.realestateteamos.com/episode/agent-success-tech-crm-camila-rivera-and-julia-obuckley
→ Laurie Finkelstein Reader https://www.realestateteamos.com/episode/laurie-finkelstein-reader-people-over-profits
→ COO Emily Smith https://www.realestateteamos.com/episode/emily-smith-intrapreneur-entrepreneur-teamerage
→ Christy Belt Grossman https://www.realestateteamos.com/episode/operations-leadership-real-estate-assistant-coo-christy-belt-grossman-ops-boss

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Right now, Q4, is the most common time for real estate agents to leave their real estate team or brokerage and join another one.

But why do agents leave? And what are agents looking for?

For answers to those questions and more, watch or listen to this conversation with Chris Giannos. He’s personally recruited hundreds of agents - at time at a pace of 10-15 agents every two weeks. And the company he leads, Humaniz, has a 2024 recruiting data set informed by more than 30,000 agents.

Improve your recruiting process and results based this data and experience. Get insights from whether you’re even ready to recruit through screening and interviewing.

Watch or listen to Episode 081 with Chris Giannos insights into:

• Caring about the person more than the number
• What you need before you start recruiting
• The top 3 reasons agents leave their teams and brokerages (based on data from tens of thousands of agents)
• What to look for before you look for avatar fit (the 3 Cs)
• A great example of why you might prioritize other customer service or sales experience ahead of real estate experience
• Why Q4 is BY FAR the biggest time period for agent movement and a key advantage you can give yourself
• Why two conversations is the max before making an offer
• Details of a successful 15-minute screening call (but don’t call it a screening call)
• The ONE question that tells you most of what you need to know and the two things you’re listening for in their response
• Details of a 45-minute interview call
• How to handle the conversation about splits and accountability
• Standard conversion rates to expect within your recruiting funnel

At the end, learn about winning with Tenacious Z, eating “total trash” with no shame, and using AI “without losing (yourself)”.

Connect with Chris Giannos:
→ https://www.instagram.com/chris.giannos/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

In our fifth and final Techtember episode this year, Real Estate Team OS brings you the co-founders of Lab Coat Agents in conversations at the intersection of AI and relationships.

In just 20 minutes, Tristan Ahumada recommends top tech tools for today’s environment, why agents who use AI won’t replace agents who don’t, the right way to differentiate through tech, and a simple process to keep up with the latest trends.

Then, in under 20 minutes, Nick Baldwin breaks down the marketing challenge of meeting client expectations, how to get better results from ChatGPT, and how he’s blending in-person and tech-enabled experiences as he heads back into production as an agent.

TRISTAN AHUMADA
Before he founded Lab Coat Agents, Tristan Ahumada built a tech-forward reputation in his first real estate office and then in his local real estate market.

Over the past 20 years, he’s remained a “10 out of 10” in his passion for new tools and tech to empower agents, teams, and brokerages. He returns to Real Estate Team OS to talk about AI, attention and relationships and brings both trends and counter-trends to the conversation.

Tristan recommends specific tools and challenges common hype.

Watch or listen for Tristan Ahumada's insights into:

• The first three tools/tech he’d buy if he were a new agent today
• Why agents who don’t use AI or social media won’t get “replaced”
• Why the value of in-person experiences and human-to-human communication will increase in the future
• The right way to differentiate through technology
• A simple process to keep up with tech opportunities and trends

NICK BALDWIN
What happens when a self-described “incurable” shiny object syndrome tech junkie returns to real estate sales production?

Based on his 20 years in the business, Nick Baldwin shares how he went from manually uploading listings before IDX existed to building a tech stack powered by AI, automation, and a healthy dose of human touch.

Along the way, he shares helpful tips to improve your marketing and to get more out of ChatGPT.

Watch or listen for Nick Baldwin's insights into:

• Nick’s “incurable” shiny object syndrome dating back to a time of pre-IDX, manual adding of listings to his team’s website
• A generational gap: why agents struggle with content and what consumers expect now
• Why consumers don’t care about your tech and what they care about instead
• How to talk to ChatGPT for better, more specific results
• The fine line between helpful and “weird” when using tech to remember client details
• Why open houses are still a goldmine—and how to maximize them with digital follow-up
• Nick’s picks for CRM, lead gen, and AI tools as he heads back into production

Mentioned in this episode:
→ First episode with Tristan Ahumada https://www.realestateteamos.com/episode/tristan-ahumada-keys-real-estate-team-success-fubcon
→ Tube Buddy https://www.tubebuddy.com/
→ CapCut https://www.capcut.com/
→ Claude https://claude.ai/
→ ChatGPT https://chatgpt.com/
→ Lab Coat Agents https://www.facebook.com/groups/labcoatagents/
→ Your Daily Real Estate https://www.youtube.com/channel/UCdD80T1OmYdwSLTcH9VNQHw

Connect with Tristan Ahumada:
→ https://www.instagram.com/tristan.ahumada/
→ https://bio.site/tristanahumada

Connect with Nick Baldwin:
→ Facebook: https://www.facebook.com/NickBaldwin79
→ Email: nickbaldwin1979 at gmail dot com
→ Icenhower Coaching and Training: https://therealestatetrainer.com/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

In a very basic and very real way, real estate technology comes down to problems and solutions - an iterative journey toward a better result, a better business, and a better life.

Here in our fourth Techtember conversation, you’ll learn how two leaders clearly identify  problems and built their own tech solutions.

Spend just over 20 minutes with Ryan Young - CEO and Team Leader of the #1 team in Ohio, as well as CEO and Co-Founder of Fello.

Then spend just under 24 minutes with Brian Hurley - a Google engineer who also builds marketing and tech solutions for his wife Tarasa, who’s grown from agent to team leader to brokerage co-owner.

RYAN YOUNG

When you’re building the #1 real estate team in your state, you run into problems. One of the most important: building a moat around your most valuable asset - your database.

Ryan Young, CEO and Team Leader of The Young Team in Northeast Ohio, decided to build a solution. And that solution became Fello, where’s Co-Founder and CEO.

Learn how he evolved from a post-it-note agent to a tech-obsessed, AI-driven leader. Learn how Fello continues to iterate on its solutions as problems, opportunities, and capabilities continue to evolve. And get tips to turn your database from “glorified spreadsheet” to dividend-paying asset.

Watch or listen for insights into:

• Growing from a post-it-note agent to a tech-obsessed, AI-empowered leader of multiple companies
• Clearly identifying the biggest problem for his real estate business and founding Fello as a solution
• Valuing your database as your most valuable asset
• Layering improvement on improvement in Fello to solve problem after problem for The Young Team
• Empowering agents with AI
• Leveling up automations with AI

BRIAN HURLEY

For more than a decade, Brian Hurley’s served as a Google software engineer. But he’s also built the tech behind a real estate business that’s grown from solo agent to team to brokerage.

One big observation: we need to make it about the problem and solution, not about the tech.

Brian shares several great examples, shares his approach to experiments, and explains the role of automation vs the role of the agent.

Watch or listen for insights into:

• Why a 10/10 passion for new tech is about solutions, not about tech
• Why every tech investment is a calculated bet
• What the right timeline is for your next experiment - telling you when to double down or pull the plug
• How to use AI as a force multiplier rather than a simple shortcut
• Which mistake Brian made in setting up the marketing and tech
• How Brian simplified their systems to support growth and adapt to complexity
• How to close the authenticity gap as you automate (personal videos and more conversations)
• How he built a custom lead accountability system inspired by a past guest
• How the Team Bot from Real Estate Team OS helped them find the perfect operations manager for their growing business

Mentioned in this episode:
→ Fello https://fello.ai/
→ Tarasa Hurley https://www.realestateteamos.com/episode/real-estate-leads-tarasa-hurley-river-point-realty
→ Chelly Herren https://www.realestateteamos.com/episode/techtember-operations-real-estate-tech-stack-chelly-herren
→ Techtember https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX
→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunity
→ Real Estate Team OS AI Bot https://www.realestateteamos.com/bot

Connect with Ryan Young:
→ Ryan at Fello dot ai

Connect with Brian Hurley:
→ https://www.tarasa.com
→ https://conrya.com

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Marketing is being eaten by AI.

What’s that mean? And, more importantly, what does that mean for you and your real estate business?

For answers, you’ve got two of the top marketing minds in real estate, Jimmy Mackin and Jason Pantana, here in our third Techtember episode.

• Leveraging generative AI and agentic AI.
• Balancing quality and efficiency - balancing new tools and tech with the good old human touch.
• Enhancing efficiency and profit.
• Evolving past basic automations to improve marketing and operations.

You’ve got about 25 minutes Jimmy followed by 24 minutes with Jason - here in our third Techtember episode - on Real Estate Team OS!

JIMMY MACKIN

“AI is massively under-hyped right now.”

“There’s never been a better time to be in real estate."

“We’re living through the most interesting revolution of our time.”

You’ll hear all three of these statements in just the first three minutes of a philosophical, strategic, and tactical conversation with Jimmy Mackin, who’s on a mission to be the most useful person in the real estate industry.

Learn how AI is affecting marketing, customer experience, and automation - and get some tools and next steps to help.

Watch or listen for insights into:

• Why “there’s never been a better time to be in real estate”
• Why he recommends buying research tools and hiring a research assistant
• Why and how marketing is being “eaten by AI”
• How to balance quality vs efficiency
• How agentic AI is transforming the if/then automations we’ve relied on
• Three things a real estate professional should do today in light of this conversation

JASON PANTANA

If you’d benefit from learning processes to audit and automate your operations, segment and personalize your email marketing, leverage AI for content creation, focus on human touch where it matters, and experiment with new AI tools, you’re in the right place.

For nearly a decade, Jason Pantana’s served as a coach, trainer, and speaker for Tom Ferry International, where he’s the resident AI expert and creator of the AI Marketing Academy. 

In this conversation, he shares a simple, powerful “autonomous driving vehicle” metaphor for AI and your email marketing and a simple, powerful vision for an “army of AI agents” powering your business operations.

He also gives you a quick-hit round up of 8 top tech tools and ways to use them, including video and voice cloning.

Watch or listen for insights into:

• Why email marketing is the most underused or misused tech in most real estate businesses and how to improve it
• What agentic AI is and why it’s the “single greatest operational enhancement and advantage ever known to technology and it’s right under your nose right now”
• A 3-step process to intelligently automate more of your operations
• How to decide where to automate and where to maintain the human touch
• A quick-hit round up of 8 top tech tools and ways to use them

AI-related tools mentioned in this episode:
 → AI Marketing Academy (use code AIM50OFF) https://aimarketingacademy.ai/

→ Endel https://endel.io/

→ Perplexity https://www.perplexity.ai/

→ Intercom https://www.intercom.com/

→ Fyxer https://fyxer.ai

→ Zapier Agents https://zapier.com/agents

→ Captions https://www.captions.ai/

→ BigVu https://bigvu.tv/

→ Descript https://www.descript.com/

→ CapCut https://www.capcut.com/

→ ElevenLabs https://elevenlabs.io/

→ HeyGen https://www.heygen.com/

→ Claude https://claude.ai/

→ ChatGPT https://chatgpt.com/

Connect with Jimmy Mackin:
→ https://www.instagram.com/jimmymackin/

Connect with Jason Pantana:
→ https://www.instagram.com/jasonpantana/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

In order to protect, scale, and optimize a real estate business, you need systems. Tech-powered systems. AI-enhanced systems.

In our second Techtember episode, Chief Operating Officer Camila Rivera and Operations Manager Julia O’Buckley give you insights into the evolution of tech stacks that don’t just enhance efficiency - they also drive agent success.

CRM transitions. Open APIs. Enhanced visibility. Efficiency gains for agents and teams alike.

It’s all here in just under 20 minutes with Camila, then just under 20 minutes with Julia.
Enjoy our second Techtember episode … here on Real Estate Team OS!

CAMILA RIVERA

A 10-year team member and COO of the Laurie Finkelstein Reader Real Estate Team in South Florida, Camila Rivera has overseen significant evolutions in their technology, efficiency, and visibility.

Camila breaks down key steps in that evolution, including tips for a successful CRM transition and the one thing that can’t be automated or artificially generated (spoiler: it’s human connection and it shows up in their online reviews).

Watch or listen for insights into:

• Digitizing operations, getting more out of your current tech investments, and improving your sales pipeline
• Specific steps and tips for transitioning from one CRM to another (and bringing 100,000+ contacts with you)
• How open APIs improve data and communication flows, enhance visibility for operations staff and leadership, and deliver efficiency gains to agents
• When human touch matters most and how tech efficiency supports it

JULIA O’BUCKLEY
When she joined The Laughton Team, Julia O’Buckley wasn’t sure what an API was or how it worked. Today, as Operations Manager, she’s a “full-fledged 10” when it comes to tech knowledge and passion.

Julia walks us through the four key elements of a tech stack that supports a +200-agent, 5-office operation and explains how and why she’s re-packaging and re-selling it to agents. She also explains how her efforts add efficiency, improve data integrity, provide transparency, and unlock sales.

Watch or listen for insights into:

• How her familiarity with and passion for tech grew, what tech changes delivered great agent feedback, and a non-real-estate app she opens every day
• How Follow Up Boss, Sisu, Fello, and HouseWhisper help agents and how she would describe that value to agents
• Which tools are the “base” of the operation, the “sexiest” in the stack, and like “Homebot on steroids”
• How the team humanizes their AI assistant “Nora” and how it brings all the other tools and tech together

FOLLOW UP AND LEARN MORE

Mentioned in this episode:
→ First episode with Julia O’Buckley https://www.realestateteamos.com/episode/real-estate-tech-stack-scale-operations-julia-obuckley
→ Inside The Laughton Team series https://www.youtube.com/playlist?list=PLCJiXNo93cVr9Oc0ptse5z6Vaq5l0T1kA
→ George Laughton and Billy Hobbs https://www.realestateteamos.com/episode/profitability-durability-real-estate-team-george-laughton-billy-hobbs
→ Justin McLellan https://www.realestateteamos.com/episode/real-estate-agent-productivity-skill-justin-mclellan
→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunity
→ Follow Up Boss https://www.followupboss.com/
→ Dotloop https://www.dotloop.com/
→ Sisu https://sisu.co/
→ Fello https://fello.ai/
→ HouseWhisper https://www.housewhisper.ai/

Connect with Camila Rivera:
→ https://www.instagram.com/camila_rivera/
→ https://www.instagram.com/lauriefinkelsteinreaderteam/
→ Email: camila at lauriereader dot com

Connect with Julia O’Buckley:
→ https://www.instagram.com/juliaobuckley/
→ https://www.instagram.com/laughtonteam

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

AI voice and texting are changing the way we connect with the people in our database and convert new leads. 

And it’s changing the real estate agent’s role in the process.

Here in our first Techtember conversation, real estate team leaders and returning Team OS guests Kyle Draper and Tiffany Gelzinis share the tools, strategies, and tactics of using AI phone calls, AI text messages, and AI role play to improve agent and team outcomes.

Enjoy our first Techtember conversation - 22 minutes with Kyle followed by 22 minutes with Tiffany - on Real Estate Team OS!

KYLE DRAPER
Kyle Draper returns to the show to share how his real estate team is transforming the client journey from first contact to follow-up using the latest in AI voice, texting, and data enrichment.

The Team Leader, Lead Agent, and Principal of Serene Team brokered by lpt realty in Los Angeles, Kyle gives you specific tools, use cases, and stories of how he and his team are improving client relationships and accelerating agent productivity with tech that would be “mind blowing” just a few years ago.

Watch or listen for Kyle's insights on:

• When and why Kyle became a tech enthusiast (spoiler: it was a differentiator)
• How AI voice assistants work in tandem with AI texting assistants to create live transfers to human real estate agents
• Ways to use AI with every client, no matter their stage or status
• Tips for AI role play with every agent, whether they’re new to the industry or leading the team
• How to police the database and nudge agents with AI to increase productivity and improve ROI
• Specific wins with clients and with a homebuilder thanks to AI

TIFFANY GELZINIS

Today, Tiffany Gelzinis is a tech-loving team leader and Realtor in Residence with Follow Up Boss. But just a few years ago, she was a self-described 4 or 5 out of 10 in terms of passion for new tools and tech.

Learn how she unlocked that passion and how her team is creating more and better conversations with AI texting and AI calling - and get a couple of detailed, step-by-step processes to use yourself.

Watch or listen for Tiffany's insights into:

• Specific ways to find tools and tech that fit you, your goals, your situation, and your personality
• Why ChatGPT isn’t just for writing and where it’s made the biggest difference in her business
• How to use AI to find high-intent people in your database (step by step)
• The big difference between automated texting and AI texting
• Who her team is engaging with AI texting and how the handoff to agents works (in detail)
• Tips to improve the value of AI calling and live transfers to agents

FOLLOW UP AND LEARN MORE

Mentioned in this episode:
→ Learn more about Unlock https://www.unlockconference.com/
→ First episode with Kyle Draper https://www.realestateteamos.com/episode/growing-real-estate-team-agents-kyle-draper
→ First episode with Tiffany Gelzinis https://www.realestateteamos.com/episode/tiffany-gelzinis-on-patience-people-process-profit
→ Ylopo and Follow Up Boss https://www.followupboss.com/integrations/ylopo
→ MaverickRE https://www.maverickre.com/
→ BrokerBlocks https://brokerblocks.com/

Connect with Kyle Draper:
→ https://www.instagram.com/thekyledraper/

Connect with Tiffany Gelzinis:
→ https://www.instagram.com/tiffany_gelzinis/
→ Tiffany at FollowUpBoss dot com

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Get Brian's Playbook on discipline, structure, and healthy competition: https://vid.us/229qta

Talent alone is never enough. The best in the business focus on fundamentals.

It’s as true in real estate as it is in professional football.

Brian Leonhardt shares lessons from his journey from professional football player to real estate agent to co-team leader. And he shares key decisions on the four-year journey of the Leonhardt Team, brokered by Coldwell Banker in the Twin Cities area, from initial partnership to 10 agents, 3 staff, and an $80M pace this year.

Learn the transferrable skills and habits that helped him find real estate success - both in sales and in leadership. And get the vision and values that have been vital to team growth.

Watch or listen to this conversation with Brian for insights into:

• The basics of team success
• The challenges of transitioning from NFL player to real estate agent to co-team leader
• The path from starting at team to 10 agents, 3 staff, and an $80M pace
• The way they found, tasked, and invested in their operations leader
• The value of setting a 3- to 5-year vision
• The evolution of a value prop, starting from “we’ve got leads” to shared belief
• The benefits of having a co-team leader rather than going it alone
• The transferrable skills and habits from NFL player to real estate professional
• The two top tips for an agent thinking about starting a team

At the end, learn about the two NFL teams he roots for (even though he rarely watches), two years of rice and beans, and the need for wilderness.

Get Brian's Playbook:
→ https://vid.us/229qta

Connect with Brian Leonhardt:
→ https://www.instagram.com/brianleonhardt87/
→ https://www.instagram.com/leonhardtteam/
→ https://www.tiktok.com/@leonhardtteam
→ https://www.facebook.com/LeonhardtTeam/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

The mission of SPACE in one line: “the greatest agent experience on Earth.”

Their goal:  “to be the first organized, actual team within a broker entity to navigate all 50 states and all metros in the entire country.”

How did they get here? Co-founder and CEO Keith Anderson joins us to talk through their ambitious goals and unique approach to building their real estate team.

One of the key discoveries that led to their model: the team leader is often what’s wrong with the real estate team.

Learn how they’re solving for this by removing the bounds of team leaders and agents alike to operate more like successful businesses in other industries than like today’s real estate teams.

Watch or listen to this conversation with Keith for insights into:

- The one trait required to build a next-level, generation-affecting team (and two ways to develop that trait)

- Why to ask yourself (and honestly answer) whether you’d work on your own team and pay your own splits

- The mission of delivering “the greatest agent experience on Earth” and the goal of serving clients in all 50 states and every metro in the country

- Removing the bounds of geography for agents and team leaders to deliver the greatest experience, period, not the greatest accessible experience

- Turning local team leaders into national coaches

- The operating system that’s supports the mission and goals

- How to know whether or not you should use Follow Up Boss for recruiting and agent management

- Three pieces of advice for team leaders: 1 Are you sure you want to do this?, 2 Find profitability first, and 3 focus on people, not tech.

- How hiring marketing and recruiting leaders unlocked his own potential

- The unique marketing investment made in every single agent (both up front and ongoing) 

- The types of agents they’re targeting and the promises that they’re making

- The hottest topic around real estate teams

At the end, learn about the WORST team experience he’s ever had, expensive mattresses and cheap shoes, the power trio of golf, travel, and audiobooks, and a process to destroy your limiting beliefs.

Mentioned in this episode:
→ Unlock https://unlockconference.com
→ Incredibles https://youtu.be/nyMYCVqT1as

Connect with Keith Anderson:
→ https://www.instagram.com/keithcarlanderson/
→ https://www.instagram.com/spaceteamre/
→ https://spacere.com/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

“I didn’t know those agents were on your team.”

That’s the best compliment Ben Schreiber’s received recently. It came during a conversation with a couple of agents in his team’s market.

Why is it a compliment? The model behind his real estate team is all about the agent, not about him. He wants them running their businesses their way - including logos, marketing, and branding. It’s an example of what it really means to build an agent-centric team—and what it looks like in practice, not just in theory.

In this episode, the team leader of Service Plus RE and a former college tennis player and coach breaks down the philosophy, structure, and leverage behind their 25-agent, $70M-volume organization, a top-ranked team in Kentucky.

Ben shares why he started a team rather than a brokerage, why he didn’t name the team after himself, why he’s obsessed with meeting agents where they are (whether they want to sell 6 homes a year or 40), and the three pillars are of his model (culture, support/implementation, and wealth building).

Watch or listen to this conversation with Ben for insights into:

• How to make “agent-centric” a strategic operating principle, not just a buzzword
• Why coaching agents, like coaching tennis players, must be individualized
• The five staff roles on their 25-agent, $70M team
• Why the team isn’t named after Ben and why he prefers a “Wizard of Oz” role
• How kaizen and EOS help improve your business
• Why he doesn’t refer to splits and what he calls them instead
• The four things he wants agents to be doing and how that guides the leverage he provides
• The level of control agents have over their marketing and branding (spoiler: it’s a lot)
• How the team helps agents with wealth building (including their Agent Success Plan)
• The five core values that power team culture (integrity, service, innovation, collaboration, fun)
• The three readiness factors behind buying a home and joining a team or brokerage

At the end, get drive-by on the Cincinnati Bengals, University of Illinois tennis, 1990s sweatshirts, and … this show!

Mentioned in this episode:
→ Kaizen https://kaizen.com/what-is-kaizen/
→ EOS episode https://www.realestateteamos.com/episode/eos-principles-scale-faster-real-estate-harvey-yergin
→ eXp Team Leader Academy https://life.exprealty.com/exp-realty-team-leader-academy/
→ Andy Mulholland episode www.realestateteamos.com/episode/mastering-real-estate-business-financials-andy-mulholland

Connect with Ben Schreiber:
→ Ben at ServicePlusRE dot com
→ https://www.serviceplusre.com/

Follow Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

What does it take to build a real estate business that you truly love - rather than one you secretly want to burn down?

In this conversation, Lindsay Dreyer, founder of City Chic Real Estate and Happy Agent Co, shares hard-won lessons from 14 years of brokerage ownership, including how she runs her boutique firm remotely, why intentionality trumps “team fever,” and how to design a business that supports—not sabotages—your life.

In a story of clarity, process, and self-awareness, Lindsay breaks down the difference between being a people person and a process person, why most agents shouldn’t start teams, and how to know if you’re better off plugging into someone else’s system or building your own.

You’ll hear how City Chic’s 30-day onboarding challenge weeds out the uncommitted, why their agents are 50/50 new and experienced, and how a focus on admin, marketing, and transaction management enables top solo agents to thrive without needing to build teams of their own.

Lindsay also details the leap to running their business from 500 miles away, the key roles that make remote leadership possible, and the systems that keep everything humming. You’ll get a transparent look at their tech stack (including why she’s a self-described “Zap-aholic”), the real numbers behind their 12-agent, $72M brokerage, and the philosophy that underpins the Happy Agent approach: start with joy, design for your life, and don’t buy into the myth that more is always better.

Watch or listen for insights into:

• What “team fever” is, why it’s rampant, and how to avoid building a business you’ll regret.
• Why intentionality—knowing your “why”—is the must-have characteristic for high-performing leaders and teams.
• How to assess if you’re a people person or a process person, and why it matters for team leadership and the hiring process.
• Why City Chic is a brokerage rather than a team, why agents are a 50/50 mix of new and experienced, and how that shapes culture.
• How to test-drive team leadership before going all-in—without risking your business or sanity.
• What it takes to run a brokerage remotely, including the key roles and systems that make it possible.
• How to design marketing that actually keeps agents in front of their sphere (and why most fail).
• How to ramp up newer agents by connecting them with renters.
• Why simplicity in tech stacks beats complexity, how she became a “Zapaholic,” and how to drive agent adoption.
• How agents can find their right fit team or brokerage by aligning personality, lifestyle, and goals

At the end, learn about a $10,000 fridge and solo, three-day retreats.

Follow Lindsay Dreyer:
→ https://www.instagram.com/lindsay.dreyer/
→ https://citychicrealestate.com
→ https://happyagent.co

Follow Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

What if every online lead that enters your CRM was the start of a lifelong client relationship—and not just a one-off deal?

Here in our third Minisode, we reveal how top teams are converting above 20% by focusing on empathy, systems, and the long game … by starting conversations, assessing needs, and earning trust.

As we’ve heard here on Real Estate Team OS several times before: remember that all leads are created equal. But that doesn't mean we treat them exactly the same. In fact, it's the opposite: each lead is an individual person with unique needs and wants for us to learn, understand, and serve.

In under 10 minutes, four real estate leaders share with you:

• The mindset required to engage online leads in the most effective way
• The value of a “friends and family” approach to people in a vulnerable situation 
• The DIRECT coaching model to drive the right mindset and culture with agents
• Google’s 7-11-4 rule to help people get to know you and what it means for your lead nurturing
• Caring about the person more than the price point, property, or commission

See or hear the full episodes with these guests:

• Koby Sway (The DIRECT Model for Agent Accountability) https://www.realestateteamos.com/episode/direct-model-real-estate-agent-accountability-koby-sway
• Winston Murray (Splits vs Services) https://www.realestateteamos.com/episode/winston-murray-works-real-estate-splits-services
• Preston Guyton (Hands-On Lead Generation and Conversion) https://www.realestateteamos.com/episode/preston-guyton-real-estate-lead-generation-conversion
• Justin McLellan (The Will and Skill Behind Agent Productivity) https://www.realestateteamos.com/episode/real-estate-agent-productivity-skill-justin-mclellan

Access the collective wisdom of our 100+ guests by talking or typing with our Team Bot: https://realestateteamos.com/bot

Get email-exclusive insights, guest previews, and subscriber-only episodes: https://realestateteamos.com/subscribe

We’re just a few weeks removed from our first-ever Summit Series on Real Estate Team OS. 
 
In that series, we met and learned from 10 different real estate professionals from four teams in the same market. These team leaders, operations leaders, and real estate agents talked through a variety of helpful topics in mastermind-style conversations.

Each sitting was three hours long. So I broke it up with some fun Speed Rounds.
 
And that’s what this episode is comprised of! Three Speed Rounds!
 
We don’t always adhere to the format, but you’ll definitely find yourself entertained, provoked, and informed. And what are your answers to some of these? Leave a comment or reach out!

Team Leaders:
- ISAs, no ISAs, and why

- VAs, no VAs, and why

- A TV or movie character you’d immediately welcome onto the team as an agent

- A powerful negotiation tip

- One of the best or worst closing gifts you’ve ever given

- One word to describe the team-building journey

Operations Leaders:
- ISAs, no ISAs, and why

- VAs, no VAs, and why

- A TV or movie character you’d immediately welcome onto the team as an agent

- Something agents often ask for that you know they’ll never use

- An empty promise you wish you’d stop hearing from vendors

- Something you’re personally fascinated by

Agents:

- One feature you wish you saw in more homes

- One word you’d love never to see again in a listing description

- A powerful question to ask in client discovery

- One of the best or worst closing gifts you’ve ever given

- What you’d do first if you only had 24 hours to sell a house

- Something you’re personally fascinated by

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

In case you missed any of the series:

→ Preview Episode: The Role of AI vs The Role of Agents

→ Team Leaders: When, How, and Why We Started Our Teams

→ Team Leaders: How Our Teams Create Growth Opportunities with Agents

→ Ops Leaders: How Our Teams Keep Agents Productive at Scale
→ Ops Leaders: How Our Teams Recruit, Train, and Retain Agents

→ Agents: Successful Team Agent vs Successful Solo Agent 

→ Agents: Seller Communication and Social Media Strategies for Today’s Market

Sign up for subscriber-only episodes and email-exclusive insights: https://realestateteamos.com/subscribe

Follow our Summit Series guests:
 → Jenny Wemert https://www.instagram.com/jennywemert/

→ Renee Funk https://www.instagram.com/renee_funk/

→ Ben Laube https://www.instagram.com/benlaube/

→ Ken Pozek https://www.instagram.com/kenpozek/

→ Emily Smith https://www.instagram.com/emily_t_smith/

→ Gio Sanginesi https://www.instagram.com/gio407realtor/

→ Tony Galarza https://www.instagram.com/tonygalarza_realtor/

→ Matt Anderson https://www.instagram.com/matthewandersonproperties/

→ Nick Nelson https://www.instagram.com/nicknelsonhome/

→ Bree Tucker https://www.instagram.com/breeinorlando/

Follow Real Estate Team OS:

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

Before Mike Schumm coached, consulted, and partnered with many of the top teams in the real estate industry, he built 10 small businesses - from meat packing to property management to national cleaning franchise.

He brought that experience to real estate concurrent with the release of The Millionaire Real Estate Agent, got blocked while building his team, started coaching top teams within the Tom Ferry organization, and started his own business that allows him to serve team leaders more like a fractional CEO than a coach.

The main theme of his work historically: turning your real estate job into a real business.
The main theme of his work lately: turning around your unprofitable business.

He’s helped people who are selling their investment properties or even their primary residences to keep their real estate business alive. And he shares cautions, tips, and step-by-step advice to help you stay ahead of that pain.

Watch or listen to this conversation with Mike for insights into:
- Two types of leaders - process-focused and outcome-focused
- How the library served Mike years ago as YouTube serves entrepreneurs today
- The transition from trying to grow a team in an environment that wasn’t team-friendly to coaching, consulting, and serving team leaders in a high-growth era
- Specific tips for any team leader, coach, or mentor to master personality styles and meet people where they are
- Four real estate team models with tips and cautions for each
- The first place a team leader should look for missing profits
- The basic steps of a business turnaround and the two factors that prevent it or slow it down
- The difference between hiring a leader and hiring a manager (besides the 2x cost of a leader)
- How to determine when you need a sales manager - and when you can afford one (with actual numbers)
- Why and how to set standards that eliminate low-producing agents who are costing you money (with actual numbers and examples)
- A specific caution to protect team culture and maintain productivity

At the end, learn about loyal fandom, a critical coach, a Miami Blue Porsche, and an actor’s or athlete’s cycles.

Resources mentioned in this conversation:
- DISC+ https://www.innermetrixnorthamerica.com/disc.aspx
- Social Styles Handbook  https://global.wilsonlearning.com/resources/the-social-styles-handbook/
- Versatile Selling https://global.wilsonlearning.com/resources/versatile-selling/

Episodes related to this conversation:
- FUBCON Sessions https://www.youtube.com/playlist?list=PLCJiXNo93cVopyNz34nrcV-kVacpWjvAm
- Tom Ferry https://www.realestateteamos.com/episode/tom-ferry-differentiation-accountability
- Chris VanderValk https://www.realestateteamos.com/episode/inside-whissel-realty-group-agent-leverage-coo-chris-vandervalk
- Mark Adams from RealTrends Verified https://www.realestateteamos.com/episode/real-trends-ranking-top-real-estate-teams-mark-adams
- Andy Mulholland from Simple Numbers https://www.realestateteamos.com/episode/mastering-real-estate-business-financials-andy-mulholland

Connect with Mike Schumm:
- https://www.instagram.com/mikeschumm_/
- https://profytz.com

Follow Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/

Andy Mulholland spent a decade building and running a successful real estate team. He and his wife, Ellyn, now run the books for many top real estate teams.

He joins us on Real Estate Team OS to help you get a handle on your real estate business financials. Your P&L. Your net profit margin. And he does it by keeping things simple.

Andy shares with you why we’re so focused on top line numbers, why we’re confused about our net profit, why me must align our economic model with our operating model (and what the three main models are), how to define our goal posts (not a specific target), why “reinvesting profits” is really just spending too much money, and more!

Watch or listen for insights into:
- Numbers as the purest form of communication
- Why lifestyle was the spark for his real estate team
- Three top takeaways from his team-building journey
- Why we’re so focused on top line numbers like agent count, units, and volume
- Three primary economic models (Teamerage, School of Fish, Shark with Feeder Fish)
- Three reasons team leaders are confused about their net profit
- Two questions to ask to help you understand the health of your business
- Ways to think about direct and indirect expenses for a clearer picture of your bottom line
- Two places a team leader is struggling if they’re not profitable
- The three (maybe four) elements of Cost of Goods Sold or Cost of Sale
- How and why to pay yourself as an agent before leaving production
- How to pay yourself after you’ve left sales production (remember: Profit First)
- Why “reinvesting profits” is really just “spending too much money”
- What NAVY Seal teams or Schools of Fish must keep an eye on to continue to thrive in the future

At the end, hear about a true team culture, an appreciation for Porsches, tractors, and old pickups alike, and hitting the road inn an RV.

Andy Mulholland:
- https://simple-numbers.com
- https://www.instagram.com/andy_mulholland/

Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/

Welcome to our sixth and final episode in the all-new Summit Series! As we were in the third episode, we’re joined by four real estate agents in one conversation:

- Bree Tucker with Pozek Group
- Tony Galarza with Wemert Group Realty
- Matt Anderson, solo agent with eXp Realty   
- Nick Nelson, solo agent with eXp Realty 

See or hear our first conversation on solo agent success vs team agent success: www.realestateteamos.com/episode/real-estate-team-solo-agent-success-summit-series

Real Estate Team OS is bringing you the Summit Series, a new format that has an element of our Inside The Team series, but features multiple guests in each episode and 10 real estate professionals in total.
 
In this episode, long-time team agents Tony and Bree, as well as solo agents Matt and Nick, who started in the local eXp Realty ecosystem of Renee Funk and Ben Laube share how they’re communicating with sellers right now step-by-step, specific video and social media tactics that work for them, the pivotal moment they committed to real estate full time, and how and why new agents should find and join their right-fit real estate team.
  

Watch or listen to this Summit Series episode for insights into:

- Video and social media tactics they’re using  (and how it intersects with team branding)

- How Matt sourced videographers to support his social media and listings

- What they like to see from agents on the other side of a transaction

- The pivotal moment when each of them committed to real estate full time (from quitting school to quitting jobs)

- What stays the same and what changes based on current market conditions, including step-by-step seller communication strategies

- What’s changed since the rollout of buyer broker agreements

- How agents can find their right-fit team or brokerage and why brand new agents should find the right team

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

In case you missed any of the series:
- Team Leaders: When, How, and Why We Started Our Teams
- Team Leaders: How Our Teams Create Growth Opportunities with Agents
- Ops Leaders: How Our Teams Keep Agents Productive at Scale
- Ops Leaders: How Our Teams Recruit, Train, and Retain Agents
- Agents: Successful Team Agent vs Successful Solo Agent

Sign up for subscriber-only episodes and email-exclusive insights: https://realestateteamos.com/subscribe

Follow our Summit Series agents:
- Matt Anderson https://www.instagram.com/matthewandersonproperties/
- Nick Nelson https://www.instagram.com/nicknelsonhome/
- Tony Galarza https://www.instagram.com/tonygalarza_realtor/
- Bree Tucker https://www.instagram.com/breeinorlando/

Follow Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/

Holding agents accountable drives activity, productivity, and profitability.
But it can also create confusion, frustration, and burnout for you - and for your agents.

So how do you set up accountability systems that agents will actually use and benefit from?

In under 10 minutes, our five guests cover:
- The relationship between and metrics behind agent performance and agent participation
- A cadence for effective huddles for individual and group accountability
- Improving buy-in by innovating agent-up rather than top-down
- Reverse-engineering agents' goals and expectations into accountability metrics
- Creating scoreboards and tracking results

See the full episodes with these guests:

- Ben Bluemle from Bank-Owned To Luxury Listings https://www.realestateteamos.com/episode/ben-bluemle-bank-owned-luxury-real-estate-listings

- Barry Jenkins on The Trouble With Seeing Yourself In Other People https://www.realestateteamos.com/episode/barry-jenkins-too-nice-for-sales

- Daniel Dixon on Being The Lighthouse For Agents https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

- Jonathan Campbell on Driving Per-Agent Productivity https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

- Jim Remley on Profitability Through Productivity https://www.realestateteamos.com/episode/jim-remley-real-estate-profitability-per-agent-productivity

Access the collective wisdom of our 100+ guests by talking or typing with our Team Bot: https://realestateteamos.com/bot

Get email-exclusive insights, guest previews, and subscriber-only episodes: https://realestateteamos.com/subscribe