Episode 21: Want 400+ Closings? Learn Chad Wilson’s Secrets! - The Chad Wilson Group

In the latest episode of *The OT (Only Teams) Podcast* for real estate agents, host Daren Phillipy sat down with Chad Wilson, leader of the Chad Wilson Group in the St. Louis metro area. Over the past 12 months, Chad’s team has closed over 400 transactions, generating $142 million in volume—an extraordinary achievement. What’s behind Chad’s incredible success? In this post, we’ll explore the key insights and strategies Chad shared that have helped him build and scale his mega team.

Transitioning from Air Traffic Control to Real Estate

Chad’s journey into real estate is far from ordinary. After graduating high school in 1987, he joined the Air National Guard as an air traffic controller, a role he held for 27 years before retiring in 2013. He then worked as an FAA air traffic controller until 2019, when he transitioned full-time to real estate.

When Chad first started in real estate, his business was doing around $50–60 million in annual volume. Fast forward five years, and his team is now doing over $142 million—a testament to his ability to scale his business. His story shows that no matter your background, with the right mindset and strategy, you can build something extraordinary.

Building a High-Performing Team

One of the critical drivers of Chad’s success is his ability to build and lead a high-performing team. His team includes a Director of Operations, a Director of Sales, and a mix of W2 employees and 1099 agents. Rather than dividing agents into buyer’s agents and listing agents, Chad has taken a unique approach by training all his agents to handle both sides of the transaction. This flexibility has reduced friction within the team and improved overall efficiency.

Integrity and Accountability

When it comes to hiring, Chad looks for individuals with a “servant’s heart”—people who have a genuine desire to help others and do the right thing. Integrity is a non-negotiable value for Chad, and accountability is deeply embedded in his team culture.

While Chad doesn’t directly hold his agents accountable, he has empowered his Director of Sales to handle regular check-ins and performance reviews. This setup allows Chad to focus on the broader vision of the business while ensuring his team remains aligned with their goals.

Leveraging Builder Relationships

A major pillar of Chad’s lead generation strategy is his long-term relationships with local builders. By providing discounted listing services and integrating into the builders’ lead flow, Chad has established a consistent source of high-quality leads. These strategic partnerships account for a significant portion of his business and illustrate the value of building mutually beneficial relationships.

Planning for the Future

At 54, Chad is already thinking about succession planning. He is actively working to identify and groom a successor who can eventually take over the business. By starting the process early, Chad ensures a smooth transition and the continued growth of his company. His proactive approach is a hallmark of his leadership style—always planning ahead and thinking about long-term success.

Key Takeaways

Chad Wilson’s story is packed with valuable lessons for real estate agents looking to grow their businesses. From his unique team structure to his focus on integrity and accountability, Chad has built a sustainable business model that continues to thrive. His emphasis on building strong relationships with builders and planning for the future further sets him apart as a forward-thinking leader. Whether you’re just starting or looking to scale, Chad’s insights offer a clear roadmap to real estate success.

If you want to learn more from top-producing agents like Chad, tune into *The OT Podcast* for expert advice and strategies to grow your real estate business.