The OT - Only Teams for Real Estate Podcast

In this podcast, McKenzie Shelton, founder of Prairie and Pine Real Estate Group, shares her journey of scaling her real estate business across eastern Nebraska and southwest Iowa. Over the past year, her team sold 167 units totaling $45 million, demonstrating her successful approach to real estate leadership. Starting her career in property management, McKenzie shifted to real estate sales and founded her team five years ago. The team includes full-time agents, a showing assistant, and support staff, all working across a vast 300-mile area. McKenzie attributes her success to the effective use of systems like the Keller Williams DTD2 system, which ensures consistent client communication and strengthens relationships through events like community giveaways. A key to her success has been specialization, with McKenzie earning the nickname "acreage queen" for her expertise in acreage and land sales. This niche has allowed her to stand out in the market and attract agent referrals. Balancing a thriving business with personal life, McKenzie uses personal systems like weekly family meetings and meal planning, while empowering her team to take on more responsibilities. Looking ahead, McKenzie plans to expand her team and continue her personal growth through coaching, ensuring Prairie and Pine Real Estate Group’s future success. Key takeaways for real estate professionals include leveraging systems, finding a niche, empowering teams, and maintaining a work-life balance. For more insights, McKenzie’s full interview is available on The OT Only Teams for Real Estate Podcast.

Kelly Anne Harris, based in Owensboro, Kentucky, has transformed from a solo real estate agent into the leader of a multi-market powerhouse team. With over 600 transactions and $130 million in annual volume, her journey is a testament to resilience, innovation, and leadership. Kelly Anne’s real estate career began at a challenging time in her life. After being laid off from her job and facing postpartum depression, she turned to real estate as a fresh start. Within a few years, she became the top agent in her town and later the state of Kentucky. However, the demands of her solo success left her overwhelmed, prompting a pivotal decision: build a team to scale her business and reclaim balance. Initially, her team struggled with low profit margins and inefficiencies. Kelly Anne’s breakthrough came when she restructured her team’s compensation model into a tiered system, starting at 40/60 and scaling to 80/20 for top performers. This ensured profitability and motivated her agents to excel. Kelly Anne also emphasized accountability. Agents had to participate in lead generation and open houses to access company leads. Transparent sharing of budgets and expectations fostered mutual respect and eliminated entitlement. Kelly Anne's success is rooted in her disciplined approach to lead generation and her use of technology. She leverages tools like Facebook ads, Zillow, and AI-powered email campaigns, alongside virtual assistants, to ensure efficiency and provide a seamless client experience. Her “pipeline police rules” ensure agents actively prospect and maintain leads to qualify for her team’s lead rotation system, guaranteeing consistent opportunities. Kelly Anne maximizes her listings through strategies like property reveal events, luxury listing reels, and lead-generating open houses. These efforts, combined with a strong online presence, consistently attract buyers and sellers. The COVID-19 pandemic tested her resilience, but Kelly Anne adapted by staying grounded in production and refining her systems. Her future goals include training new leaders, expanding into additional markets, and maintaining accountability across her team. Kelly Anne’s journey offers valuable insights for aspiring leaders: Know Your Value: Structure your business for sustainability and profitability. Invest in Accountability: Set clear expectations and ensure consistent follow-up. Leverage Technology: Use the right tools to enhance efficiency. Focus on Fundamentals: Success lies in lead generation, follow-up, and relationship-building. Kelly Anne’s story is a blueprint for building a thriving real estate team. To hear more about her journey and gain insights from other industry leaders, tune in to The OT: Only Teams for Real Estate Podcast. Each episode delivers actionable advice and inspiring stories to help you elevate your career.

In this episode, seasoned real estate professional Mike Smallegan from Grand Rapids, Michigan, shares his roadmap to building a thriving team of 14 full-time and 4 part-time agents, plus dedicated support staff. Mike’s strategies provide actionable insights into creating a sustainable, growth-focused real estate business. Key Takeaways: Accountability & Lead Conversion: Mike’s team focuses on accountability with weekly Zoom meetings to review calls and refine strategies. Treating Zillow leads as opportunities, they leverage a 14-page booklet of scripts and processes, Follow Up Boss for tracking, and high conversion rates to fuel lead generation growth. Leveraging Listings & Client Relationships: From “coming soon” campaigns to engaging community initiatives like supporting local teachers, Mike emphasizes innovation and relationship-building to drive referrals and client loyalty. Building Team Culture: Transparency, trust, and recognition form the foundation of Mike’s team culture. Weekly meetings, a tiered commission structure, and agent involvement in decision-making foster collaboration and motivation. Adapting to Market Challenges: Mike’s team excels at navigating market shifts through clear communication and tools like direct mail with QR codes, ensuring resilience and innovation in any climate. Technology for Success: Tools like Follow Up Boss, Slack, and performance metrics keep the team connected, productive, and aligned with their goals. Mike’s proven systems, focus on team empowerment, and ability to adapt highlight what it takes to succeed in real estate. Tune in to learn how you can replicate his success and elevate your business to the next level!

Lessons from The Odd Couple: Building a Thriving Real Estate Team Discover how Shane Montoya and Jason Koenig, co-owners of The Odd Couple real estate team in St. Paul, Minnesota, achieved extraordinary success with 411 transactions and $150M in volume in a single year. In this episode, host Daren Phillipy dives into their winning strategies: fostering a productivity-driven culture, creating strong community connections, delivering unforgettable client experiences, and empowering agents with autonomy and support. Whether you’re building a team or looking for innovative growth strategies, this episode is packed with actionable insights to elevate your real estate business. Tune in now to learn from one of the industry’s most dynamic duos! Subscribe to The OT Podcast for weekly interviews with top-performing teams and proven strategies for real estate success.

How Troy Williams Thrives in York, Maine Troy Williams has mastered the art of real estate in a small town, closing 339 units and generating $194 million in volume last year in York, Maine. His success stems from leveraging local knowledge, building strong relationships, and running a systemized, efficient business. The Power of Local Connections Growing up in York, Troy uses his deep community ties to earn trust and loyalty. He builds relationships with local influencers like attorneys, bartenders, and town hall staff, tapping into their networks to generate steady referrals. Creative Marketing with a Trolley Troy’s trolley doubles as a mobile billboard and open house tour vehicle. This standout strategy reinforces his brand while creating memorable experiences for clients, proving that creativity in marketing can make all the difference. Streamlining His Team for Success Troy’s team includes seven full-time agents supported by operations staff. By downsizing during market shifts, he maintained profitability and high service standards. Systemized processes ensure consistent operations and scalability. Relationship-Focused Lead Generation Troy prioritizes his sphere of influence, maintaining strong ties with builders, investors, and landowners. He stays top-of-mind through newsletters, events, and direct mail, fostering loyalty and repeat business. Empowering His Team Troy’s commission structure reflects the value he provides, creating a win-win for his agents. By offering investment opportunities in his ventures, he aligns their success with his own. Troy’s Takeaway Simplicity and focus drive Troy’s longevity. By mastering key strategies and fostering relationships, he’s built a thriving business in York’s competitive market. Catch the Full Episode Listen to *The OT Only Teams for Real Estate Podcast* to hear Troy Williams share his innovative strategies and insights. Don’t forget to subscribe for more success stories from top real estate professionals.

Mastering Referrals: Proven Strategies to Build a Thriving SOI Gina Sharma's Playbook for Building a 96% SOI and Referral Business In Episode 30 of The OT Only Teams for Real Estate Podcast, Gina Sharma, a top real estate agent from Alpharetta, Georgia, shared her secrets to building a referral-driven business. In 2023, her team closed 184 transactions, generating $69 million in sales volume—all thanks to a strategic focus on her sphere of influence (SOI) and referrals, which account for 96% of her business. Whether you're a seasoned agent or just starting, Gina's approach to relationship-building, value delivery, and team accountability offers actionable strategies for growth. Gina’s team thrives on a lean structure designed for efficiency: Team Members: Future Growth: Plans to hire an Inside Sales Agent (ISA) to handle leads and set appointments. Delegating tasks and fostering a supportive team culture allow Gina’s team to consistently deliver exceptional service. 1. Hosting Memorable Client Events Gina organizes five yearly events tailored to her clients’ preferences, such as: Happy Hours & Bowling Nights: Casual client engagement. Fall Festivals & Movie Screenings: Family-friendly bonding opportunities. With event budgets ranging from $1,500 to $8,000, she maximizes impact using sponsorships and brokerage support. 2. Personal Touches Gina makes her clients feel valued through handwritten notes, birthday gifts, and personalized gestures based on their anniversaries, hobbies, and preferences. 3. Offering Value Beyond Real Estate By hosting investment seminars and estate planning workshops, Gina positions herself as a trusted advisor in her clients’ broader financial goals. 4. Leveraging Technology Using tools like Brevity, Gina sends home equity reports that keep clients informed and engaged, serving as regular touchpoints. Gina’s event planning process is meticulous yet replicable: Preparation: Send evites, follow up with calls, and text reminders. Execution: Host client-centered events that align with their interests. Follow-Up: Gather feedback to refine future events. These events create opportunities to deepen relationships and encourage referrals. Gina emphasizes team culture and accountability to drive results. Daily Huddles: Facilitate communication and progress tracking. Weekly One-on-Ones: Address challenges, activities, and goals. Continuous Learning: Foster personal and professional development. Gina’s success boils down to these principles: Nurture Relationships: Your SOI is your most valuable asset. Be Memorable: Use events and personal touches to remain top of mind. Provide Value: Go beyond transactions to offer educational resources. Stay Accountable: Maintain focus through consistent, goal-driven activities. Whether scaling your business or starting out, Gina’s strategies are a proven roadmap. Start small—host a client event or send personalized cards—and watch your business thrive. For more insights, listen to The OT Only Teams Podcast, where top producers like Gina Sharma share their playbooks for success. Subscribe today! Gina's Team Structure: A Lean, High-Impact ModelWinning Strategies for SOI and ReferralsEvent Planning: The Secret SauceTeam Accountability: A Culture of GrowthKey Takeaways for Real Estate ProfessionalsStart Implementing Today

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.

Building High-Performance Real Estate Teams: Insights from Matt Miale In the latest episode of The OT Only Teams for Real Estate Professionals Podcast, host Daren Phillipy welcomed Matt Miale, a top-performing real estate team leader from Connecticut. Known for his direct leadership style and a proven track record of success, Matt shared invaluable insights into building and leading a high-performing real estate team. Matt’s team of 28 full-time agents closes over 600 transactions annually, generating $170 million in volume. Their model is straightforward: focus on the basics of real estate—sign agreements, sell properties, and set appointments. By simplifying the business to its core, Matt’s team avoids distractions and maximizes efficiency. "Real estate is a simple business," Matt says. "You’re either serving the client or finding the client." Drawing from his background as a wrestler, Matt leads with discipline, structure, and high expectations. His team operates on a meritocracy, where rewards and recognition are directly tied to performance. Daily morning calls, team meetings, and regular accountability benchmarks keep the team aligned and productive. For agents who don’t meet these standards, Matt is unapologetically direct: "If you cannot show up and do the job, eventually you’re going to fail." This tough-love approach is balanced with a genuine commitment to helping agents grow and succeed. A cornerstone of Matt’s strategy is leveraging client events to strengthen relationships and generate leads. His team hosts 6-8 VIP client events annually, such as Harvest Fest, sports outings, and food truck nights. Matt emphasizes that the true value of these events lies not in the gathering itself but in the communication and relationship-building that happen before and after. "The event is the least important part—it’s the lead-up and the follow-up where the magic happens." By focusing on their sphere of influence, these events account for 85% of the team’s business, proving that strong relationships trump expensive lead-generation tools. When building his team, Matt prioritizes candidates with a proven ability to overcome adversity. He believes resilience and accountability are more predictive of success than real estate experience alone. "Hardship teaches grit," Matt explains. "And grit is what sustains long-term success." One of Matt’s key philosophies is keeping the business simple and effective. He avoids shiny new tools and gimmicks, focusing instead on consistent prospecting, relationship-building, and following proven systems. "Most of what people are selling you in this industry is unnecessary," he warns. "The fundamentals will always be what drives success." Matt’s no-nonsense approach, combined with a culture of accountability and support, serves as a roadmap for real estate leaders looking to scale their teams sustainably. Key takeaways include: Focus on Fundamentals: Simplify tasks to essentials that directly impact the bottom line. Prioritize Relationships: Cultivate your sphere of influence through meaningful communication and events. Set Clear Standards: Hold team members accountable while providing them the support they need to thrive. Hire for Grit: Seek out individuals who have a track record of overcoming challenges. For those inspired by Matt’s insights, he offers an in-depth class on building an events-based business. Connect with him on Instagram or Facebook to learn more. Final Thoughts Matt Miale’s approach proves that with strong leadership, simplicity, and an unwavering focus on relationships, it’s possible to build a high-performing real estate team that thrives in any market. Whether you’re a team leader or an aspiring agent, his strategies are a masterclass in achieving sustainable success. The Foundation of Team SuccessLeadership That Sets the StandardThe Power of Client EventsHiring for Resilience and ResultsSimplifying the Path to SuccessWhat Team Leaders Can LearnNext Steps and Opportunities.

The Secret to Building a Profitable Real Estate Team: Lessons from Richard Shulman At The OT Only Teams for Real Estate, we highlight industry leaders to uncover their strategies for success. This week, we’re featuring Richard Shulman, a Los Angeles real estate titan who closed 365 units and generated $211 million in sales volume last year. However, Richard’s true achievement isn’t just his numbers—it’s building a business that’s profitable, adaptable, and sustainable. Here’s what we can learn from his journey. Relationships Drive Results Richard’s business thrives on one simple principle: relationships over transactions. His primary lead source is his sphere of influence—friends, family, and past clients—not cold calls or flashy ads. He invests time in meaningful interactions, like meeting past clients for coffee or scheduling casual lunches. These genuine connections create loyalty, drive referrals, and ensure long-term success. For agents aiming to replicate his success, the takeaway is clear: focus on building trust and turning transactions into lasting relationships. Crafting a High-Performing Team Richard’s team is a carefully balanced mix of structure and flexibility. With full-time staff managing contracts, marketing, and databases, plus agents and showing assistants, his team operates smoothly. Many of his top agents started as staff, showing his belief in hiring for potential and promoting from within. He prefers newer agents with 6–18 months of experience, finding them more open to coaching than seasoned agents with ingrained habits. Generous compensation is another key to his success. Richard prioritizes paying well to attract and retain top talent. Staff members who transition into sales roles can earn full commissions, fostering growth and motivation. Adapting to Change The pandemic reshaped real estate, and Richard adapted quickly. Younger agents often favor digital prospecting over traditional methods like cold calling, and Richard supports this shift—as long as results follow. He emphasizes accountability with practical tools, like validating activity through phone logs, while allowing agents the freedom to find what works best for them. Profitability Over Volume While high production numbers grab attention, Richard’s focus is on profitability. By keeping costs low and leveraging efficient lead-generation strategies, like internet advertising, he ensures financial stability. This philosophy extends to his agents, helping them achieve financial freedom and work-life balance. Richard’s systems support professional success without sacrificing personal well-being. Building a Winning Culture Team culture is at the heart of Richard’s success. Weekly meetings foster communication and alignment, while ongoing training and mentorship help agents reach their potential. Richard also encourages staff to transition into sales roles, creating a path for advancement that strengthens loyalty and builds a team deeply invested in success. Takeaways for Real Estate Professionals Richard Shulman’s journey offers key insights for agents and team leaders: - **Focus on Relationships:** Build trust with your sphere of influence for sustainable growth. - **Hire for Potential:** Coachable talent can outperform experience. - **Embrace Change:** Adapt to new work styles while maintaining accountability. - **Prioritize Profitability:** Focus on financial health to build a sustainable business. - **Foster Team Culture:** Create an environment that promotes growth and collaboration. Richard’s story proves that real estate success isn’t just about high production—it’s about building a profitable, adaptable, and fulfilling business. Ready for more insights? Subscribe to The OT Only Teams for Real Estate Podcast for weekly strategies from top-performing agents. Let’s grow together!

Building a top-performing real estate team is no small feat, but Dan Williams, a high-producing agent and Maps coach from Tuscaloosa, Alabama, has crafted a winning formula. On *The OT Only Teams in Real Estate* podcast, Dan shares how his team closed 340 units and generated $89 million across two markets last year. Here’s a look at his key strategies: ### 1. Build a Strong Leadership Team Dan emphasizes the importance of a reliable leadership team, particularly a “right-hand” leader who can handle operations when he’s unavailable. His Director of Operations manages daily tasks, freeing Dan to focus on big-picture strategy. Dan says, “You need someone who’s going to honestly walk with you in the business”—not just a “yes man” but a person who offers new perspectives on key decisions. ### 2. Systematize Lead Generation Every agent on Dan’s team dedicates two hours daily to prospecting, ensuring a steady flow of new leads. To maintain lead quality, the team also has a weekly “pond day,” where agents reconnect with leads that may have gone cold. “If you have a pond, determine if it’s really a pond or just a trash can,” Dan explains. By keeping lead generation structured and consistent, Dan’s team maximizes potential and minimizes missed opportunities. ### 3. Focus on Listings for Leverage Dan sees listings as the best leverage for growth. His team focuses on educating sellers about the market, empowering them to make informed decisions. “Education is the main thing we need to focus on to get our listings,” he says. This approach helps his team build credibility and maintain a steady stream of buyer leads and referrals, fueling ongoing growth. ### 4. Ruthlessly Manage Your Team High performance requires tough decisions, and Dan doesn’t shy away from making changes if someone doesn’t fit the culture or meet standards. “If you’re questioning your trust for someone, it’s time to figure out an exit plan,” he advises. To ensure accountability, each agent has personalized goals aligned with team targets, and those who fall short lose access to shared leads and desk space. This keeps the team’s culture focused and goal-driven. ### 5. Track Everything Dan’s team is relentless about tracking data, from conversion rates to sales costs, to refine and improve processes. “Don’t assume anything. Look at your numbers; know your numbers,” Dan insists. This data-driven approach helps the team quickly identify strengths, spot weaknesses, and adapt in real time to stay competitive. ### Key Takeaways Dan’s journey highlights the importance of strong leadership, structured lead generation, and a data-driven mindset. His approach offers valuable insights for teams looking to grow: - **Leadership Matters**: Invest in a trusted leader who can step in and guide the business when needed. - **Systematic Lead Generation**: Make lead generation a team-wide responsibility to maintain a healthy pipeline. - **Leverage Listings**: Educate sellers to position your team as market experts, generating buyer leads and referrals. - **Accountability**: Set high standards and make tough personnel decisions to keep the team aligned and motivated. - **Data-Driven Decisions**: Track performance metrics to identify trends and optimize strategies. Dan’s success comes down to a blend of systems, accountability, and education. His approach provides a strong blueprint for building a high-performing real estate team. For more insights on real estate growth, tune in to *The OT Only Teams in Real Estate Podcast*.