Episode 29: Mastering Military Real Estate - Leadership Lessons from Erin Ward - HRVA Homes

In the latest episode of the OT (Only Teams) Podcast, host Daren Phillipy interviews Erin Ward, a trailblazing real estate leader from Norfolk, Virginia. With a proven track record in team leadership and a niche focus on military real estate, Erin shares invaluable insights for real estate professionals looking to elevate their business. As the founder of HR VA Homes, Erin and her team closed over 166 transactions and achieved $57 million in sales volume in the past year alone. Let’s explore Erin’s journey and the key lessons she shared on building a successful real estate business.

Erin’s entry into real estate wasn’t planned, but her impact was immediate—she earned the title of Rookie of the Year in her first year. Soon after, she established HR VA Homes in Norfolk, Virginia, assembling a team that includes transaction coordinators, agents, and her husband.

Located in the Hampton Roads region, home to 13 military bases, Erin has carved out a niche serving military families. As a military spouse of over 20 years, she intimately understands the unique challenges these families face, especially during relocations. This expertise has become a cornerstone of her business.

Agent-to-agent referrals account for 30% of Erin’s business, a testament to the importance of relationships within the industry. Erin has created a system for nurturing these partnerships, including maintaining a referral database, hosting events, and consistent communication.

“Agent-to-agent referrals are long-term investments,” Erin explains. “It’s about building relationships that yield consistent business over time.”

Her approach emphasizes providing value to partners through educational content, collaboration, and reliability. By positioning herself as a trusted resource, Erin has cultivated a network of agents who trust her with their clients.

A key element of Erin’s success is her use of cutting-edge technology and systems to streamline operations. Tools like BombBomb and Facebook enable her team to conduct virtual tours and maintain constant communication with clients, particularly those relocating from afar.

Erin also prioritizes lead management and client communication, ensuring her team delivers a seamless experience. By regularly refining her processes, she keeps pace with market demands and exceeds client expectations.

Erin’s “mega open houses” exemplify her innovative approach to real estate. By incorporating elements like ice cream trucks, live music, and interactive activities, Erin transforms typical property showings into community events. These events not only attract more attendees but also create unique opportunities for lead generation.

“Preparation is key,” Erin advises, emphasizing pre-event promotion like door-knocking and targeted marketing to maximize attendance and engagement.

As her business has scaled, Erin has mastered the art of balancing team growth with accountability. By setting clear expectations and fostering open communication, she ensures her team operates cohesively while maintaining high standards of service.

Empowering team members to take ownership of their roles has been vital to her success. Erin’s collaborative culture encourages personal and professional growth, enabling her team to excel.

Recruiting is essential to Erin’s strategy for handling increased transactions and expanding her business. She emphasizes bringing in talented individuals while supporting her existing team with resources and opportunities for advancement.

This balanced approach ensures team stability and lays the foundation for continued success.

For Erin, effective leadership means creating a supportive environment where team members feel both accountable and empowered. She credits her operational infrastructure, which includes transaction and database coordinators, for enabling her team to consistently deliver top-tier service.