The Millionaire Real Estate Agent | The MREA Podcast

80. Team Contests That Actually Convert With Brent Hanson

Apr 28, 2025

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ANECDOTE

Unconventional Lead Generation

Brent used garage sales and car dealerships to find real estate leads by sparking conversations.
He built relationships by regularly visiting and engaging with people at these places.

INSIGHT

Clarity Curve and Gamification

Success in sales follows the clarity curve: start with excitement, endure a challenging dip, then reach clarity and satisfaction.
Games and challenges help maintain motivation through the difficult "earn phase" by adding fun and competition.

ADVICE

Plan Effective Team Contests

Plan your contest with clear goals, adoption focus, metrics, teams, budget, prizes, and communication.
Keep weekly participation high with team leader motivation and public accountability like balloon popping.

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What do garage sales, candy jars, and car dealerships have in common?

For Brent Hanson, they're all unexpected tools in his toolkit for building one of the fastest-growing real estate teams in the country.

Brent is the co-owner of City of Trees Real Estate in Boise, Idaho—a team pulling in over $200 million in annual volume—and today, he walks us through the gamified systems that made that kind of scale possible. This isn’t surface-level rah-rah. Brent breaks down the exact psychological models behind sales contests, how to structure one in your own business, and what made the team’s 90 listings in 90 days challenge a massive success.

We’ll talk about the “clarity curve,” the "why triangle" from page 77 of The Millionaire Real Estate Agent, and how to hack team motivation when your people are stuck in the “earn phase” of their growth. Brent also shares why he walked away from personal production after just two years to focus entirely on leadership—and why top producers are eager to join in his gamified culture.

If you’ve ever struggled with accountability, consistency, or just plain enthusiasm, this episode will change the way you think about motivating yourself and others.

Let’s dive in with Brent Hanson.

Resources:

Learn more: City of Trees Real Estate
Order the Millionaire Real Estate Agent Playbook | Volume 2

Connect with Jason:

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