Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEvery week you meet and learn from a different leader on Real Estate Team OS. Typically, you meet a visionary or an integrator, an owner or an operator, an entrepreneur or an intrapreneur. This week, you get both in the same episode! Jose Samano and Jeffery McGonigle are co-owners of Power Real Estate Group in Orange County, California. Jose is the visionary; Jeffery is the integrator and operator.Together, they bring you inside their journey of attracting, onboarding, and empowering the right people - after initially trying to recruit everyone. You’ll learn what a collaborative culture looks like and how it operates. And you’ll understand how and why they’re turning new agents into “sales athletes” in a real estate industry that’s embracing professionalism.Watch or listen for Jeffery’s and Jose’s insights into:- The shift to a more professional industry and the grit and love of fundamentals that success in it requires- How one started in the industry as a teenager and the other came from corporate management- Tips and tactics for more effective SOPs (it’s easier and more important than you think)- How they’ve structured their 140-person team to deliver lower-funnel leads and lots of support systems to agents- Why they celebrate VAs’ birthdays just like they do every other team member- Why “We don’t want to change people. We want to enhance them.”- Why everyone is in-office by 830am, role-playing by 9am, and on the phones by 930am- Why “You don’t have to be a new agent, but you have to be willing to take on new ideas.”- Why “The North Star has to be the client.”- How their agent advisory board process works and what makes it successful- How their 30-day onboarding and 12-week training programs work and what makes them successful- How they do collaborative call listening and coaching - spending 45 minutes on a 5-minute call- Specific tips to work more effectively with VAsAt the end, learn what the Orlando Magic have in common with The Laughton Team, just how inexpensive a unique dining experience can be in LA, and how a book can pour into you, your office, and your agents.Check out our previous two-guest episode:- https://www.realestateteamos.com/episode/ryan-rodenbeck-john-mccarthy-spyglass-leadership-structureConnect with Jeffery, Jose, and Power Real Estate Group:- https://www.instagram.com/jeffery_mcgonigle/- https://www.instagram.com/joserobertosamano- https://www.pwregroup.com/Learn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeImproving sales production and agent recruiting requires that we layer add a layer to our marketing function - performance marketing.Grant Wise has been an entrepreneur his entire adult life and has developed a passion and expertise in direct response marketing. Learn what he’s learned and taught to top teams, including those of several people featured on this show!  Learn how to narrow your focus and investment to what’s really working, how and why to create a deal tracking report, how to create and implement a lead management policy, and more.  Learn why you need at least a 3x return per lead source, why you should send 5 emails per week, and which role can close the “gaping hole” in most team’s businesses.Watch or listen to this conversation with Grant to learn:- Getting clear on the top 3-5 things driving growth in your business- Improving production and recruiting by adding a performance marketing layer (and a P&L for your marketing, advertising, and sales efforts) to your business- The problem with elevating your social media manager to Marketing Director- How a Deal Tracking Report tells you what’s driving your profit (not just your revenue) and how to create one (and keep it updated!)- Why you need a 3x return on every lead source … at a minimum- How to determine your proper reinvestment rate per lead source- The “gaping hole” in most team’s businesses that they don’t know about and how a CRM Manager position helps close it- Why you need a Lead Management Policy and how Keri Shull and her team created and implemented theirs- The difference between remarketing and retargeting and two tips to increase appointments with remarketing- How to leverage your expertise of living in and experiencing your community to create more conversations- Why many people have “automated themselves out of relationship” with their marketplace and how email marketing can help you restore relationships- How not to misuse AI and synthetic mediaAt the end, hear a question that’s better asked to Grant’s wife, a dynasty he’s pleased to experience, and a replacement for Netflix in his evening viewing.Connect with Grant Wise:- www.likegw.com - https://www.youtube.com/@likegrantwise- www.facebook.com/likegrantwise - www.instagram.com/likegrantwise Mentioned at the close of this episode:- https://www.masterclass.com/- https://ouraring.com/Learn more about Real Estate Team OS: - https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS: - https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeThe Briley Team, the #1 real estate team in Nebraska, tripled production over the past few years and they’re pacing for another year of tremendous growth in 2024.In this conversation with General Manager Koby Sway, you’ll get insights into how they’ve done it, including the DIRECT model to engage, empower, and focus agents and staff.- Develop rapport - Indicate focus - Reinforce / recognize - Engage in self-discovery - Create a plan / cause for gap - Test / tweak / timelineThis is Koby’s first role in the real estate industry. Learn why it made sense for him and for the team, how they’ve grown lead conversion from 5% to 21%, the first hires he made when he joined the team, and more!Watch or listen for insights into:- Finding coachable, moldable, and trainable people- His path from corporate America into a General Manager role with a real estate team- The two things that drove the need for a GM: challenges with the “Seal Team” approach and the opportunity with Zillow Flex- Specific growth in agents, production, and conversion over the past few years - and how they achieved it- Why he loves termination and how to overcome the reason that 90% of real estate agents fail- The 6 steps in the DIRECT method to empower people to achieve their goals (and the two steps most people overlook)- How to get comfortable and confident yourself and how to help your team get comfortable and confident as you start using the DIRECT method- How they increased lead conversion from 5% to 21% over the past few years- Two key staff hires early on: Sales Operations Manager and Sales Coach- How to save time with better feedback loops between team members- Why the goal of 250 agents and $1B in volume still comes down to one agent at a timeAt the end, learn how Kobe made Koby a Lakers fanatic, why he’s such a cheap date, and how you can learn something from anyone and everyone.Episode with Tim Grover, NYT bestselling author and trainer for Michael Jordan and Kobe Bryant:- https://www.realestateteamos.com/episode/tim-grover-winning-relentless-fubcon-sessionConnect with Koby Sway:- Email (as mentioned in the episode): Koby at The Briley Team dot com - https://www.instagram.com/the_inspiring_agent/- https://www.facebook.com/theinspiringagent/Connect with The Briley Team:- https://www.instagram.com/thebrileyteam/- https://www.facebook.com/brileyteamLearn more about Real Estate Team OS: - https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS: - https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Tiffany Gobster, Team Leader of The Gobster Group inside The Laughton Team in Phoenix, Arizona.A team within a team within a team? Yes! It comes up in this conversation. The theme is continued growth in collaboration with a family of people in a shared culture.Find out why - as she’s found more and more success in her business - Tiffany will always build with George Laughton and within The Laughton Team.Watch or listen for Tiffany’s insights into:- The natural and the intentional aspects of a vibrant team culture- The expected and unexpected aspects of life as a real estate agent- When starting a team became an obvious need and the first two people she brought alongside her- How things like onboarding, training, and tech stack work as a team within a team- Her preferred methods of recruiting agents and of coaching her team members- Two things you need before starting a team- Why you’re a better agent for your clients when you join a team- Branding implications of building a team within a team (within a team) - spoiler: it’s about the agent, not about the company- Why future success will draw on the pastAt the end, learn just how a collection of colorful Stanley cups became the household standard.Connect with Tiffany Gobster and The Laughton Team:- https://myphoenixhomesearch.com/team/tiffany-gobster- https://www.gobstergroup.com/- https://www.instagram.com/laughtonteam/- https://www.facebook.com/laughtonteam/Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamosLearn more about Real Estate Team OS:- https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Tony Tramontozzi, Team Leader of The Tozzi Group inside The Laughton Team in Phoenix, Arizona.Hear how Tony transitioned from property management to become a real estate agent, how he stepped into and then back from a regional team leader role before starting his own team within The Laughton Team (timing is everything), and what the next steps are for him and his six-agent team.  You’ll get a look into his bi-weekly accountability calls with agents and a hands-on, human-to-human practice he’ll always maintain even though some people automate it.  You’ll also understand the benefits of building a team inside a team - and what it takes to attract new agents and make them successful. Watch or listen for Tony’s insights into:- What a collaborative culture looks like in action- How he shifted from property management and joined The Laughton Team back when they had just a half dozen agents- Why the timing of a leadership role makes all the difference (one he stepped into and stepped back from before starting his own team within the team)- The big shift a new team leader has to take - both as a mindset and in day-to-day practice- How to make your team attractive to new agents- What his bi-weekly accountability conversations with agents look like and why he asks “what got in the way?” more than “why?”- What specifically gets in the way of new agents meeting their commitments and goals- How he leverages tech and what he keeps as a hands-on, human-to-human, and in-the-moment video texting practice (even though some people automate it)- How he’s thinking about potentially hiring his first staff member, assigning a co-team-leader, and stepping back a little from sales production to be more available to his agentsAt the end, learn why he loves a team with haters and a team that’s had some down years.Connect with Tony Tramontozzi and The Laughton Team:- https://myphoenixhomesearch.com/team/tony-tramontozzi - https://www.linkedin.com/in/tonytramontozzi/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Julia O’Buckley, Operations Manager with The Laughton Team in Phoenix, Arizona.To the operations role, Julia brought experience as a real estate agent and as a transaction coordinator. She helps run the ISA team, the TC team, database management, and a tech stack that puts their 200+ agents in the best position to win.Learn how they uncover problems and opportunities, vet potential tech solutions, and roll it out into the organization - including the keys to agent buy-in and adoption. Specifically, she shares the story of switching CRMs from concept to implementation.  Hear references to Follow Up Boss, Bara Agency, Sisu, BrokerMint, Ylopo, Grow.com, Curaytor, and other tools used by this top team.Watch or listen for Julia’s insights into:- What the Operations Manager role includes and how she brings it to life- Matching transaction coordinators and agents for better customer experience, including the file per TC ratio they shoot for- The state of their tech stack, why 2023 was the year to switch CRMs, why Follow Up Boss was the choice, and how they got everyone on board- How Ylopo and Sisu have benefitted The Laughton Team- Specific tips to increase agent adoption, including trust, value, communication, and training- How the team has invested in her as a person and as a professionalAt the end, learn how working with your hands can quiet down your mind. Connect with Julia O'Buckley and The Laughton Team:- https://myphoenixhomesearch.com/team/julia-obuckley- https://www.linkedin.com/in/julia-o-buckley-60ab2a98/ - https://www.instagram.com/laughtonteam/- https://www.facebook.com/laughtonteam/Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Alise Hannebaum, VP of Sales and Operations for The Laughton Team in Phoenix, Arizona.Alise joined the team at the start of the year; it’s her second role in the industry after more than a decade in finance and banking operations.   Learn how she scoped the role, how she invested her time in the first 90 days, and what’s ahead in the next year or two to align sales and operations from both an operational and financial perspective.Watch or listen for Alise’s insights into:- Endurance as a must-have characteristic within your team- The puzzle-piece metaphor that captures her approach to operations and the benefits of coming into real estate from outside the industry- Her initial steps through the first 90 days of joining The Laughton Team- Protecting your Fridays- The relationship between sales and operations and two definitions of her role across them- Tips to improve your likelihood of operating your business profitably- What to look for to know when to hire so that you’re not overstaffed and you’re not burning out your best people- Key metrics for your leadership team and tips for managing cash flowAt the end, learn about her perfect place … especially when there’s no splashing in the shallow end.  Connect with Alise Hannebaum and The Laughton Team: - https://www.linkedin.com/in/alisehannebaum/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Justin McLellan, Head of Agent Productivity for The Laughton Team in Phoenix, Arizona.After nearly 15 years of teaching in a high school classroom, Justin joined the team to improve the engagement and efficiency of real estate agents. He’s been the point person on multiple lead sources, including the Zillow Flex program.Justin shares here what he learned by listening to more than 1,000 phone calls and how he turned those insights into multiple playbooks, as well as the relationship between will and skill in driving the productivity of their 200+ agents. Watch or listen to this episode with Justin McLellan for insights into:- Tips for piloting and experimentation, including the willingness to fail and to test even the smallest things- A description of his role as Head of Agent Productivity- Why “all leads are created equal” and how they bring multiple lead sources into one funnel- What he learned by listening to more than 1,000 phone calls between agents and potential buyers and sellers- How he turned those learnings into multiple playbooks- The balance of will and skill - of engagement and effectiveness - that drives agent productivity- How they invest in and distribute leads across hundreds of agents and multiple offices- The unique benefits of the Zillow Flex program- The passion behind his work as a high school teacher and with The Laughton TeamAt the end, learn why he wore multiple hats (literally) over the past couple of decades!Connect with Justin McLellan and The Laughton Team:- https://myphoenixhomesearch.com/team/justin-mclellan- https://www.linkedin.com/in/justin-mclellan-870431286 - https://www.instagram.com/laughtonteam/- https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamosLearn more about Real Estate Team OS:- https://www.realestateteamos.com/subscribe/- https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Michelle Bleach, Regional Team Lead for The Laughton Team in Phoenix, Arizona.Learn about Michelle’s path from real estate agent to team leader to leader of team leaders - and the development of and transition into her role as Regional Team Lead (with stops as a trainer and mentor along the way!).Get tips for more effective coaching. Find out what makes The Laughton Team unique for agents, staff, and team leaders alike. And hear her advice for agents thinking about starting or joining a real estate team.   Watch or listen for insights into:- Processes and procedures as roadmaps- How she tripled her annual sales production when she joined The Laughton Team- Ways to turn online opportunities into a sustainable book of business (and help others do the same!)- How to successfully transition from peer to leader of peers- How the leadership team stays on the same page and speaks the same language through a leadership development program and coach- Key elements of an effective coaching conversation, how to be a more effective coach, and how to be more coachable- When groups and teams get together in person (vs remotely)- How they’re evolving support of teams within the regional branches- Which agents should join teams (and few tips to find the right one)- What’s ahead for her, her role, and the team leaders in the next year or twoAt the end, learn how a relationship created at the start of her career still benefits Michelle today!For more on Levels 1-4 of the agent journey inside The Laughton Team, watch or listen to the first two episodes in this Inside The Team series with founder George Laughton and COO Billy Hobbs!  Connect with Michelle Bleach and The Laughton Team:- https://myphoenixhomesearch.com/team/michelle-bleach- https://www.linkedin.com/in/michelle-alcorn-bleach-84463924/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Billy Hobbs, Chief Operating Officer for The Laughton Team in Phoenix, Arizona.In this conversation, Billy shares his path to the COO role (which includes experience as an agent, broker, and team leader), the nuanced and mutually beneficial system of splits and services they’ve designed to engage and retain agents, and tips for connecting and communicating with hundreds of team members across regional offices, teams within the team, and subcultures.Watch or listen in particular for the critical role that pilots and iterations have made throughout their team journey.Watch or listen for insights into:- Hiring for and celebrating the pursuit of excellence- His path from agent to broker to team leader to ops leader - including an indicator of who’s a good fit for a COO role - Team growth from 30 agents, 3 staff, and 1 office to 200 agents, 75 staff, and 6 office to 235 agents, 27 staff, and 5 offices- The critical role of pilots and experiments and the two filters to define success- The four levels of splits and services within the team (and how it’s changed from the first iteration to the third)- Tips for supporting teams within the team (and the value of subcultures within the team)- The importance of building with humans then driving efficiency with systems and of being willing to lead with ops investments, not just to lead with revenue- Why the team model is so relevant in today’s market and why they operate according to that business model- What’s  ahead in this Inside The Team series with The Laughton TeamAt the end, learn about a team that found success even though they weren’t the most talented team.Connect with Billy Hobbs and The Laughton Team:- https://myphoenixhomesearch.com/team/billy-hobbs - https://www.instagram.com/laughtonteam/‍- https://www.facebook.com/laughtonteam/ - https://www.linkedin.com/in/billy-hobbs/Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamosLearn more about Real Estate Team OS:- https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGo inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with George Laughton, Founder of The Laughton Team in Phoenix, Arizona.George speaks to the past, present, and future of their team, the values that drive them, why he’ll always invest in coaching, and ways they’re improving agent retention.Watch or listen for insights into:- The value of being surrounded by A players- Balancing growth and scale with the local and grassroots aspects of your real estate team- How his grandfather’s portfolio of rental properties influenced his approach to his business and his team- The #1 focus of a team leader- Which hats he kept on and took off as the team grew- Tips for coaching and for finding a good coach- A must-have characteristic of a member of The Laughton Team- What it means for a buyer’s agent to “show value” and how he’s coaching his team regarding the NAR settlement and buyer-broker agreements- Tips and cautions for real estate teams at different stages of growth (and the duplicatable quality of their regional pod model)- How and why they developed Level 1 to Level 4 agent journeys within the team, plus teams within the team (including a caution on what NOT to do)- Balancing investments in technology and innovation with the human-to-human moments that create sustainable successAt the end, discover the benefit of leaving something in your digital Costco shopping cart and of shutting down a credit card and seeing what happens.Connect with George Laughton and The Laughton Team:- https://myphoenixhomesearch.com/team/george-laughton - https://www.linkedin.com/in/george-laughton-51506679/ - https://www.instagram.com/laughtonteam/‍- https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamosLearn more about Real Estate Team OS:- https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 025 of Real Estate Team OS features Nick McLean, Owner and CEO of Nick McLean Real Estate Group, author of Million Dollar Agent, cofounder of Reside Platform, and coach to top teams and team leaders.After serving as a wildland firefighter and 747 pilot, Nick started a team in a new market and grew it from 6 agents and 1 staff to 40 agents and 7 staff, from 100 units to 500 units, and from $0.5M in revenue to $5M in revenue over a 10-year period.Learn how operations in general and onboarding and training in particular differentiated his team - and why those things will matter more for your team in the years to come.Watch or listen to this episode for Nick’s insights into:- The need to be in sync as a team- The role of belief statements (relative to mission statements and core values)- Starting a team in a new market and at a time when there were very few teams- Thinking of your business as a manufacturing business and resolving bottlenecks in the flow (with hiring as the last resort solution)- Onboarding, training, and standards as the differentiating factors for your real estate team- Four specific ways to improve training and its value to your team- The critical importance of knowing the game you’re playing (and sticking to it)- Why “teams are going to continue to dominate” but how the Pareto principle will wash out teams that aren’t lean, tight, agile, and competitiveAt the end, learn how Nick’s experience as a wildland firefighter informed the squadron model for real estate teams, where he takes calculated, Storage-War-type business risks, what there’s an unlimited budget for, how he gets hours and hours of podcasts and audiobooks in, and when his daughter’s on her own with homework.Connect with Nick McLean:- https://www.instagram.com/nickmcleanre/- https://www.facebook.com/nickmcleanrealestateCheck out Nick’s businesses:- https://www.nickmcleanrealestate.com/- https://resideplatform.com/Books mentioned in this episode:- Million Dollar Agent by Nick McLean: https://www.amazon.com/Million-Dollar-Agent-Proven-Playbook/dp/B0C9FXJ8K9- Same As Ever by Morgan Housel: https://www.amazon.com/Same-Ever-Guide-Never-Changes/dp/0593332709- The Goal by Eliyahu Goldratt: https://www.amazon.com/Goal-Process-Ongoing-Improvement/dp/0884271951Learn more about Real Estate Team OS: - https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS: - https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeGet subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week! Sign up at https://www.realestateteamos.com/subscribeEpisode 024 of Real Estate Team OS features Jeff Brown, Director of People and Operations with The Heaps Estrin Team, the #1 team in Canada under Royal LePage.He joined the real estate team, led by Cailey Heaps, two years ago after spending about a decade with BMO Financial in human resources and workplace transformation.Learn how the role shaped up, how the role serves the organization, how they support people through changes (including deeper adoption of Follow Up Boss and opening a second location), how to add performance management, which KPIs are worth reporting, and much more!Watch or listen to this episode with Jeff for:0:00 Intro and welcome1:36 How to get the most from your team and team members by leading in an emotionally intelligent way7:45 How he made the transition into real estate two years ago, what the initial role looked like with the team, and why the team needed him and his role 13:58 Which KPIs are reported each month (and the various ways you can spend on flowers)18:15 What the state of operations was within the team before bringing on a Director of People and Operations21:14 Why *timing* is the key to opening up mindshare and creating scale for the agents and team leader alike23:20 Insights into the what and why of two significant projects for the team - a new location and a new vertical29:05 Culture and communication tips to facilitate change 31:21 How a “five whys” approach helped move the team deeper into their CRM (Follow Up Boss) and why they looked to go deeper in the first place37:55 How "the meeting after the meeting" supports training, education, and change39:44 How the team runs their weekly sales meeting40:49 How and why to implement true performance management for your admin and support staff - with two specific tips46:25 Why and how to face the leadership and management aspects of your job even if you don’t love them49:08 At the end, hear about an executive seeking permission from a junior team member, about just how expensive hand soap can be, and about leaving your phone in the other room.Learn more about The Heaps Estrin Team:- https://heapsestrin.comConnect with Jeff Brown:- https://www.linkedin.com/in/jeff-brown-72077424/Learn more about happiness with Gretchen Rubin:- https://gretchenrubin.com/Learn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamosGet subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week! Sign up at https://www.realestateteamos.com/subscribe

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeChristy Belt Grossman is the go-to expert for real estate operations. She started in mortgage ops before joining a 2-agent team as an assistant. Together, they grew to the #5 Keller Williams team and one of the first teams to produce $1B in sales.Today, Christy is the Owner of Ops Boss Coaching and shares tips for owners and operators alike on building a business by building a partnership.  You’ll also learn when and how to hire or promote an Ops Boss from Assistant to Director of Operations to Chief Operating Officer.Watch or listen to this conversation with Christy to learn:- The definition and value of life-giving leadership- Her growth from assistant to COO in a pioneering real estate team 25+ years ago including a hard lesson along the way- The nuance in operations roles and a team leader’s need to match their goals with these roles- Empowering your ops person to be a multiplier rather than just a subtractor- The Assistant as a job (not a career) that’s paid based on time spent (not results generated)- The Director of Operations as a goal setter who’s paid on results- The Chief Operating Officer as a business leader who’s producing results, driving growth, and co-creating and co-casting the vision- The 3x Rule for optimizing your operations- The process to determine proper compensation for operations team members- A general rule of thumb to guide operations hiring- How to identify the Assistant who’s prepared to become a Director of Operations- How to set goals and drive progress between team leader and ops leader … together- What solo agents and team leaders get by investing in operationsAt the end, learn about a rock band as a melting pot, a +20-year-old, patriotic VW Beetle, and Picasso’s mastermind sessions.Connect with Christy and Ops Boss on Instagram:- https://www.instagram.com/christybeltgrossman/- https://www.instagram.com/opsbosscoaching/Learn more about Ops Boss Coaching:- https://OpsBossCoaching.comLearn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 022 of Real Estate Team OS features Matt Smith, President and CEO of Matt Smith Real Estate Group, the #1 team in Mid-Missouri and the #2 team in the state. Learn how Matt turned hardships into an environment of productivity, positivity, and accountability - and how anyone can learn the language of leadership. Get insights into hiring staff at the right time - and into empowering both staff and agents to make more and better decisions.Why should an agent join a team? When should a team leader leave sales production? What’s the 1-3-1 Method? Get those answers and more!Watch or listen to this episode with Matt to learn: - How an emphasis on culture and the language of leadership drive team performance- What it takes to be a leader who creates more leaders, which is a skill you can acquire and develop- Two questions to answer and one thing to ignore when considering when, whether, and how to leave sales production- How Matt got started in real estate including personal and business challenges along the way (like a broker taking 97 listings and 42 pendings from his team)- The nature and structure of his 3-location team that’s hit 25% market share- Tips for hiring staff in the right order and at the right time to allow growth and minimize friction- “I’m a TERRIBLE COO” and why he runs operations anyway- The cause of most problems between people- How The 1-3-1 Method and two empowering decision-making filters help your staff and agents build confidence, momentum, and success- Why there are “very few people who wouldn’t be better off on a team” - with a focus on taking more money home each year, not just from each transactionAt the end, learn about the best job Matt has (among many), why his wife walked out of a car dealership on him, and the perfect pairing of podcasts and workouts.Connect with Matt Smith: - https://www.instagram.com/mattsmithexp/- https://www.facebook.com/matt.smith.733450Check out All or Nothing in Real Estate: - https://allornothinginrealestate.com/Check out Matt Smith Real Estate Group: - https://www.mattsmithrealestategroup.com/Learn more about Real Estate Team OS: - https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS: - https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 021 of Real Estate Team OS features Drew Little, Realtor and Team Leader of The Home Run Team in Virginia Beach. He’s just a few years into his real estate career and brings to it 25 years of corporate and entrepreneurial experience. Learn how and why he got licensed, started a real estate team, and approached the business influenced by his baseball, military, corporate, and personal experiences.Hear him out on the misalignment between agent and broker in some models - and how to correct them. Get his story on interviewing nearly two dozen brokers and team leaders when he started his career - and what he looked for to make the decision who to go with. Watch this episode of Real Estate Team OS for Drew’s insights into:- Getting buy-in and commitment from team members, who want to be part of something bigger than themselves despite the individualistic nature of the industry- Working for fulfillment, not just for money (and avoiding “commission breath” in the process)- Why real estate was the solution when he realized corporate jobs were a problem- His initial vision for a real estate team that scales, including what needs to be localized and what can be centralized- “A fanatical focus on clients and on fiduciary responsibility” as a long-term strategy for sustainable success- The misaligned incentives in some brokerage models- What it means to be a true fiduciary (and how “helping people pays you back”)- How an agent should hire a broker (not the other way around) and the one question every broker should be able to answer for you- Why an agent should never chase splits (but how you can negotiate them)- The litmus test and value prop for joining The Home Run Team- Being committed to making sure agents can’t sell any more property anywhere else than with their team- Their first 3 staff hires (and why)- Why he’ll always be in sales production- His commission-based partnership approach to the ISA position (and how it’s paying off for everyone)- What an agent needs to know and be able to deliver before starting a teamAt the end, hear about some benefits (and a drawback!?) of coaching teenage baseball players, how his business partner’s frivolousness balances him out, and what it means to be an “omnivore of improvement.”Connect with Drew Little: - https://www.instagram.com/coach_drew757/- https://linktr.ee/coachdrewlittle- https://home-run-team.com/Learn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 020 of Real Estate Team OS features Katie Day, Realtor and Team Leader of The MOVEMETOTX Team in Houston.Hear her journey into real estate sales and team leadership - in part through the lens of the simple promise you hear in webinars, podcasts, and stage presentations versus the messier reality of hiring, firing, and losing people. Hype oversimplifies. Experience teaches.Watch or listen to Episode 020 with Katie Day for insights into:- The need for adaptability within your team and where it comes from- Balancing team goals with individual goals- The progression from multi-family and single-family property management to real estate sales (with lessons learned from running an apartment community at age 21)- The first hire a new team leader should make (and that she didn’t make)- The role of culture and the development of core values of their 10-agent, 2-TC, 2-VA team (and defining some of it based on what you *don't* want, not just what you do want)- Why building a mega team isn’t their goal, despite its being glamorized and oversimplified- A "losing battle" many teams fight as they scale - and the high price they pay for it- Their two agent avatars and how they built a three-week training program specifically in support of them- Organizing your training into Sales, Marketing, and Operations and sequencing lessons for early sales wins- The multiple benefits of staying in sales production (and why many mega team leaders are returning to sales production)- How a solo agent benefits from joining a team and the two things that are required for success within a team (coachability and humility)- How an aspiring team leader should plan their first hire (or three)- The aha moment of being present on social media and creating video contentAt the end, hear why a varsity basketball lineup went rec league, a $2 refill savings, and the benefits of conferences and events.Connect with Katie Day:- https://www.instagram.com/movemetotx/Learn more about Real Estate Team OS: - https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS: - https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 019 of Real Estate Team OS features Mike Heddle, Broker and Team Leader of Heddle Real Estate in Hamilton, Ontario.Learn how he built their real estate practice on four specific verticals, including relocation, new construction, property investing, and referrals through a tight network.Hear about the $300,000 they pay out in referral fees each year as a marketing cost he’s glad to pay - in large part because it’s a variable cost in their highly productive and profitable business.And listen for specific language around a consultant’s approach, a sales partner, and a real estate practice.Watch or listen to this conversation with Mike Heddle for:- A quick dive into the necessary presence and balance of leadership, drive, systems, accountability, and culture for team success- Flipping the org chart upside down as a leader (like a bee apiary)- The need for a North Star to align individual goals and success with team goals and success (and an overview of their core values)- The Heddle Group real estate team as a product of necessity (too much opportunity to deliver the level of service he was building his reputation on)- Their first vertical - a relocation partnership with a world-renowned medical research center- Their second vertical - a new home construction partnership with a builder- The vertical strategy “makes the phones ring off the hook” and generates 120-140 organic, inbound leads each month- Their third vertical - a real estate investment network (1/3 of their business, about 100 of the 300 transactions each year)- Their fourth vertical - connecting with the top 1% in Royal LePage and the fortunate market dynamics an hour outside of Toronto- A deeper dive into how you can leverage their third vertical - "the best ROI" in their business and “one of the strongest value propositions” they’ve put out to prospects, clients, and the market- The four financial fundamentals of investment properties- Specializing by vertical and lead routing by vertical- Why he’ll likely always stay in sales production and won’t likely pursue a mega team structureAt the end, learn about the NHL teams he’s loved, the “wooden skis” upgrade, and a renewed focus on health (specifically: sleep).Learn more about Heddle Real Estate:- https://liveinhamilton.caLearn more about The Deal of the Week:- https://dotw.caConnect with Mike Heddle:- https://www.instagram.com/mike.heddleLearn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos/

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 018 of Real Estate Team OS features Preston Guyton, an entrepreneur who’s been a founder and leader of companies in real estate, mortgage, design and construction, online lead gen, and coaching.Learn how these all work together and learn from his expertise in online lead generation, lead conversion, and email marketing. Pay special attention to the 7-11-4 formula to connect with people.Watch or listen to this conversation with Preston for insights into:0:00 Intro and welcome1:00 The need for every team member to be committed, consistent, and accountable (even when it’s *boring*)4:19 How leadership and marketing translate across the industries he’s served and companies he’s founded6:24 How his door-to-door sales job kicked off his entrepreneurial journey through real estate, mortgage, construction, and online lead gen12:18 The challenge of letting people do what they were hired to do14:43 How they hit the ground running when they opened Palms Realty and the first 3 leadership positions they hired19:15 Why they opted for an independent brokerage rather than a teamerage or a franchise20:16 How their Agent Excellence Program provides onboarding for about 10 agents per quarter and improves results across the team25:12 The lead generation goal of 20-30 leads per agent per month26:36 The 7-11-4 formula for lead generation, engagement, and conversion (7 hours, 11 interactions, and 4 places)29:04 Why he still takes a hands-on approach to marketing33:58 Why your conversion problem is much more about lead follow-up than lead source (and a reminder to stop using canned action plans)38:38 Tips for email list segmentation and newsletter engagement (including how to structure your emails based on how people read them)46:53 Why his approach to AI is one of caution51:15 At the end, learn about his appreciation for Justin Havre, Gary Ashton, and the Real Estate Webmasters community, how he styles up a canned tuna lunch, why he doesn’t listen to music while running or working out, and the benefits of a national (rather than a local) network.Connect with Preston Guyton:- https://www.instagram.com/prestonguyton/- https://www.facebook.com/preston.guyton/Learn more about Preston’s companies:- https://www.palmshome.com/- https://www.ezhomesearch.com/- https://cheplakdigital.com/- https://resideplatform.com/Learn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribeEpisode 017 of Real Estate Team OS features Jim Remley, who coaches team leaders and brokerage owners on per-agent productivity and profitable growth. He pioneered one of the first real estate teams in the late 80s and grew it to a 17-office company across Oregon. He later grew a 30-agent team to 250 agents. The keys to both successes: acquisitions, partnerships, and per-agent productivity.Here, you’ll get telltale signs of an unprofitable real estate company, the best hire a team leader can make, and the simplest recruiting message you can offer.Listen to Ep 017 with Jim for:0:00 Intro and welcome1:15 The balance of empathy and automation in “world-class service”7:36 A team as a brokerage within a brokerage with specialized positions and why they'll absolutely be the dominant players” - responsible for 60-80% of GCI and challenging solo agents at scale9:14 How the emerging “virtual team” model works and why it makes sense financially14:25 “The best hire a team leader can make” and the value of coaching and mentorship for agents looking to invest and grow16:48 A caution on building teams within teams (and a proposed way to do it effectively)18:25 How a company he started at age 23 grew to 17 offices across Oregon (through acquisitions, partnerships, and recruiting)20:02 The simplest recruiting message you can offer and how he leveraged it to grow two real estate businesses23:46 The two ways they entered new markets as they expanded their business and a strategy to bring top performers into new offices27:06 The per-agent productivity metric to pay attention to (and new data about it)30:14 The telltale sign of a weak real estate company (and potential acquisition target)33:18 The importance of listings for profitable growth and “the #1 place where listings will come from in 2024 without question”35:30 A basic marketing strategy to speak to those 30 million people who’ll be listing over the next several years38:20 How the Hawthorne Effect helps you recruit and retain productive agents - and the two things to hold them to (participation or performance)40:59 The “magic words” of “How’s your pipeline?”43:40 How to decide whether to leave sales production and the one role you have to figure out how to pay for when you do46:56 Positive signs in the market and 4 top sources to find more stories and data 50:30 At the end, learn about the power of a paper route, what he seeks at used book stores, and the travel goal he’s working toward at least 7-8 weeks per year.Follow Jim Remley:- https://www.instagram.com/erealestatecoach- https://www.tiktok.com/@erealestatecoachSee Jim's News and Data Sources:- Zillow research https://www.zillow.com/research/ - NAR Economists’ Outlook https://www.nar.realtor/blogs/economists-outlook - Redfin News https://www.redfin.com/news/housing-market-news/ - KCM Blog https://www.keepingcurrentmatters.com/blog/Learn more about eRealEstateCoach:- http://erealestatecoach.com/- https://linktr.ee/erealestatecoachLearn more about Real Estate Team OS:- https://www.realestateteamos.com- https://linktr.ee/realestateteamosFollow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos