The Case for Small Real Estate Teams with Brian Buffini | Ep 096

Jan 20, 2026

Ask episode

Chapters

Transcript

Episode notes

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:

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

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/