Real Estate Team OS 067 Opportunities Can't Be Equal with Dustin Oldfather
Mentioned in this episode:
- Chat with the wisdom of every Team OS guest
- Learn more about Unlock (November 2025 in Vegas)
Over the past 20 years, Dustin Oldfather has connected with and been coached by the best in the real estate business, including several of our guests on Real Estate Team OS.
As a result, he’s experimented with different methods and models - with VAs, ISAs, training cadence, lead distribution, and more.
The top-ranked real estate team in Delaware, The Oldfather Group is an 80-agent team driven by responsibility-centered leadership, opportunity meritocracy, and interactive, one-on-one training.
Dustin walks us through how they’re pairing local staff paid 15% above market with international VAs to improve performance and reduce vulnerability, how they’ve added meritocracy and agent voice to their model, why they’ve both insourced and outsourced the ISA function, and exactly how they deliver training day by day.
Watch or listen to this conversation with Dustin for insight into:
- Responsibility-centered leadership vs reward-centered leadership
- Being humbled in the Nuclear Navy
- Providing opportunities for a growing team at the dawn of online leads
- How to mitigate risk and vulnerability by partnering stateside and international team members together
- Testing an agent assistant model for agents doing 6 or 9 transactions per month
- What agents need and want in this market in terms of skills, efforts, and opportunities and how it affects their recruiting and retention
- Shifting to a meritocracy with three agent levels - Pilot, Captain, and Commander
- The pros and cons of insourcing and outsourcing your ISA function (and what works best for them) and the importance of live transfers
- Exactly how they do interactive training Monday through Friday, including specific topics covered, one-on-one time, live role plays, and accountability check-ins
- The cultural benefit of helping people move on, especially in the face of “demonstrated unreliability”
At the end, learn about Good Will Hunting and A Beautiful Mind IRL, John Wentworth, redundant JBL speakers, pushing back on Gary Vaynerchuk, and a specific structure for a healthy day, week, and year.
Guests mentioned in this episode:
- Howard Tager https://www.realestateteamos.com/episode/howard-tager-ylopo-ai-artificial-intelligence
- Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages
- Tom Ferry https://www.realestateteamos.com/episode/tom-ferry-differentiation-accountability
- Mike Schumm (coming soon!)
Dustin Oldfather:
- https://www.instagram.com/dustinoldfather/
- https://www.instagram.com/oldfathergroup/
- https://www.facebook.com/DustinOldfatherPublic/
Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/
Mentioned in this episode:
- Chat with the wisdom of every Team OS guest
- Learn more about Unlock (November 2025 in Vegas)