The OT - Only Teams for Real Estate Podcast

In the fast-paced world of real estate, successful teams often flourish through partnerships grounded in trust, shared goals, and a commitment to continuous learning. This week on *The OT Only Teams* podcast, we explored the inspiring journey of Fayaz Dossaji and Mike Morrell, the dynamic duo behind Dream Team United—a real estate powerhouse serving the Carolinas. Through their dedication to collaboration, strategic growth, and a culture of support, Fayaz and Mike have created a thriving business model that resonates with agents throughout the industry. Fayaz and Mike’s journey began at a career night event, where they discovered their shared background in military intelligence and similar aspirations in real estate. Although they each led small teams, it was their merger that truly unlocked their potential. Building such a partnership took time and trust; they spent months working in the same office to ensure their philosophies and systems aligned. "We tried to do as much due diligence as we could before taking that leap," Mike explained. This patience allowed them to blend their strengths—Fayaz’s organizational skills and Mike’s strategic mindset—into a cohesive team that leveraged the best of both worlds. At the heart of Dream Team United’s success is their commitment to scalable systems and technology. Fayaz and Mike utilize platforms like Brevity’s AI-powered CRM to streamline operations and enhance lead management. These tools aren’t just for efficiency; they’re integral to nurturing client relationships and sustaining business growth. One standout strategy? Agent referrals, which accounted for 30% of their impressive 338 deals last year. Fayaz shared his relationship-building approach: “My job every day is to get one lead that I can then send to one of my agents, and I mostly do that through agent referrals. That’s kind of like my baby.” Dream Team United emphasizes more than just numbers; they prioritize fostering a supportive team culture. Fayaz and Mike lead by example, engaging in challenges with their agents—such as hosting 50 open houses in 60 days. They embed accountability into their structure through weekly one-on-one check-ins, regular feedback sessions, and transparent communication. Their commitment to a strong team culture is mirrored in their financial discipline. Fayaz explained how they monitor expenses to maintain a lean operation: “We’ve been very focused on the P&L, scouring every line item. In the last year alone, we’ve saved tens of thousands of dollars just by being mindful of our spending.” To scale effectively, Fayaz and Mike partnered with Place, gaining additional resources and support for Dream Team United. This collaboration has streamlined lead generation, payroll, and other business operations, allowing them to concentrate on growth. Place provides high-level support that aligns perfectly with their scaling goals. Their recruitment strategy is another highlight of their business model. By focusing on attracting top talent and offering ample growth opportunities, they’re committed to creating an environment where agents can build long-term careers. Looking ahead, Dream Team United is well-positioned for continued growth in the Carolinas. Fayaz and Mike’s vision extends beyond simply increasing market share; they aspire to create a space where top talent can thrive without limits on their potential. “Can you keep top-level talent?” Fayaz asked. “If you can’t provide opportunities with no ceiling, they’ll eventually leave.” This forward-thinking approach serves as a blueprint for any team seeking success in the ever-evolving real estate landscape. By embracing collaboration, leveraging technology, and prioritizing culture, Fayaz and Mike have established a model that is both inspiring and effective.

On a recent episode of the *OT Only Teams in Real Estate* podcast, we had the pleasure of featuring Christina Ward from Christina and Company, a standout real estate team in Boise, Idaho. Christina’s journey from college athlete to successful team leader is packed with valuable lessons about generosity, resilience, and growth in real estate. Here’s a look at the key insights she shared: Generosity as a Growth Strategy For Christina, real estate is a way to make a positive community impact. Her team’s mission is to be “the most generous real estate team in the world.” Every year, they donate their 100th commission to a nonprofit chosen by clients and even take on projects like renovating a local family’s home, involving clients and vendors alike. This community-focused approach has built a loyal network eager to refer her team to others. “Our clients get to vote on the nonprofits, keeping them engaged with our mission and making a bigger impact,” Christina explains. Her story shows how aligning business with purpose can create deeper connections and sustainable growth. Resilience and Adaptability Running a top real estate team has its challenges. Recently, Christina stepped back into an operations role when a key member faced a medical emergency. Instead of letting this setback derail her, she used it to refine systems and standards, ensuring her team’s resilience through future challenges. “I decided this is happening for me, not to me. It’s an opportunity to grow,” Christina reflects, attributing her resilience to lessons from her time as a college athlete. Her story highlights the importance of grit in building a sustainable business. Leadership Development Christina’s team success is rooted in her commitment to developing her people. She is now focusing more on hiring and mentoring, ensuring her new hires can grow into leadership roles. “My goal is to spend less time at the kitchen table selling and more time teaching my team how to lead,” she says. By using structured conversations for feedback, she’s setting her team up for long-term success. Balancing Sales and Service Christina’s approach to success is about finding a balance between sales and service. Her team follows a 50/50 model: half dedicated to operations and the other half to sales. This balance ensures high-quality service as the business expands, allowing team members to thrive while maintaining client satisfaction. “We’re referral-based and service-focused,” Christina explains, creating a supportive environment for her agents. Expanding Reach Through Referrals While Christina’s business is driven by referrals, she’s open to diversifying her lead generation by adding an inside sales team to expand her reach. Her 52-touch program keeps her brand top-of-mind for clients through newsletters, calls, and personalized interactions, resulting in steady referrals and repeat business. Final Thought Christina Ward’s journey reminds us that growth in real estate is about more than just closing deals—it’s about creating a meaningful impact. By prioritizing generosity, leading with resilience, and staying true to her values, she has built a team that not only thrives but also uplifts her community. Real estate professionals can learn from Christina’s example: when you lead with purpose, your business becomes a powerful force for good.

In the latest episode of the **OT (Only Teams) podcast**, we had the pleasure of hearing from **Trey Willard**, the leader of the highly successful W Group based in Baton Rouge, Louisiana. Trey shared invaluable insights into how he built and scaled a top-performing real estate team, and we’re excited to dive into the key takeaways. Trey’s Journey to Real Estate Success Trey’s journey into real estate began in 2010 when he joined **Keller Williams** as a buyer’s agent. In his first full year, he was named **Rookie of the Year**, closing 33 transactions. Trey’s drive led him to create his own independent residential division, which later became part of **Berkshire Hathaway United Properties**. In 2016, Trey founded the **W Group**, which has grown to **45-50 agents** across multiple markets, including **Baton Rouge**, **New Orleans**, and **the North Shore**. In 2023, the W Group became the **#1 team in Keller Williams Gulf States**. Mastering Lead Generation and Conversion A key driver of the W Group’s success is their **diverse lead generation strategy**. Trey emphasized meeting clients on platforms like **Zillow**, **realtor.com**, and their own website. The team generates a steady flow of leads from online sources like **Zillow FLEX**, **realtor.com**, and **OJO**. Trey pointed out that success doesn’t come just from generating leads—it comes from **converting** them. The W Group has a comprehensive **onboarding and training process**, including a **listing certification program** where agents must shadow experienced colleagues and pass a presentation skills test before taking on their own listings. This ensures agents are prepared, leading to high conversion rates. Technology and Operational Efficiency Trey credits the W Group’s success to their strategic use of **technology**. The team uses **Follow Up Boss CRM** to integrate leads and automate lead management. One effective tool is the “**text for info**” system, where buyers can text a number to receive property details, which feeds potential leads into the CRM. Trey has streamlined operations using tools like **Sisu**, which automates tasks and creates checklists for agents, allowing them to focus on relationship-building and closing deals. Expansion While Maintaining Team Culture As the W Group expanded into new markets, Trey’s focus remained on maintaining the team’s **culture** and **accountability**. Regular coaching calls and site visits help keep the expansion teams aligned with the group’s core values. Trey emphasized simplicity and consistency in leadership. He encourages agents to focus on basics like the “**do the two**” principle—meeting two new people and adding five new contacts to their database weekly. Despite the challenges of expansion, Trey ensures his team stays focused and accountable. Key Lessons for Building a High-Performing Real Estate Team Trey Willard’s experience offers key lessons for building a high-performing team: 1. **Diversify Your Lead Generation** Meet clients on platforms like Zillow, realtor.com, and more to capture every opportunity. 2. **Invest in Training** A robust onboarding process ensures agents are confident and skilled, leading to better conversion rates. 3. **Leverage Technology** Use CRM systems and automation to streamline operations and free up time for agents to focus on clients. 4. **Focus on Culture and Accountability** Maintaining culture and setting clear expectations are crucial, especially when expanding into new markets. 5. **Keep It Simple** Consistent, simple actions—like meeting new people and expanding your network—can drive long-term growth.

**Scaling a Real Estate Team Across Multiple Markets: Lessons from Homes of Expansion Network** The *Homes of Expansion Network*, led by Eric Estrada in Colorado Springs, has rapidly grown from one market to eight, with plans to expand further. Their success is built on strong organizational foundations, strategic lead generation, exceptional client care, and empowering leadership. A centralized hub in Colorado Springs provides transaction, marketing, and coaching support, while local leaders run their markets independently. This decentralized approach fosters local decision-making and growth. Their lead generation strategy includes partnerships with Zillow and Realtor.com, with a unique twist: they pay for leads upfront. This investment keeps them accountable and drives results. Rigorous training and a results-driven culture ensure high conversion rates. Client relationships are key. Homes of Expansion hosts community events to foster loyalty and engagement, creating lasting connections. Leadership growth, including letting go of control, has been critical as the team scales. Their journey highlights how strong foundations, accountability, and client care can fuel multi-market success.

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.

Heather Caine, a powerhouse agent in Naples, Florida, recently shared insights into her remarkable journey and the secrets behind her team’s impressive performance. Closing 350 units and generating $215 million in volume over the past year, Caine’s team is a standout example of efficiency and innovation. With a team of 26 members, including agents, virtual assistants, and designers, Caine has built a business model that sets the bar for productivity and client satisfaction. At the heart of Heather Caine’s success lies her robust approach to lead generation. A crucial part of her strategy is nurturing relationships through her VIP program. The program’s consistent, quarterly gifting and 12-touch campaign keep clients engaged, fostering loyalty and driving repeat business. This VIP program is paired with a carefully crafted referral partner newsletter that strengthens ties with referral partners, ensuring a steady flow of quality leads. Another key pillar of Caine’s lead generation strategy is expired listings. Her team averages five to seven listing appointments per week by tapping into these often-overlooked opportunities, showing how persistence and targeted efforts can bring substantial rewards. One of Heather’s most exciting innovations is her "Style to Design" platform, a unique offering that combines real estate with design services. This platform allows her agents to provide sellers with design enhancements that elevate the appeal of their listings, often leading to higher sales prices and increased agent commissions. By offering services such as staging and visual renderings, the platform gives sellers a powerful tool to stand out in a competitive market. What’s more, Heather’s team simplifies the process with click-to-purchase solutions for design products, making it easier for agents to present this added value to clients. This approach not only helps sell homes faster but also adds a creative edge that sets Caine’s team apart. Caine’s leadership philosophy centers on the well-being of her team members. Recognizing that real estate is a demanding business, she promotes a culture of health, wellness, and accountability. Her focus on nutrition, wellness, and personal development encourages her team to thrive both personally and professionally. By placing team members in roles that leverage their strengths—what Caine calls their “gift zones”—she ensures higher productivity and job satisfaction. The effectiveness of Caine’s leadership is evident in her decision to streamline her team from 60 agents to 26. This shift allowed her to focus on attracting agents who align with her values and productivity standards, ultimately boosting the team’s output and happiness.  Heather Caine isn’t stopping at her current success. She’s preparing to launch a market center, KW Black Label, and is committed to continuous improvement. Caine stays ahead of industry trends by investing in her education and encouraging her team to do the same. She’s always on the lookout for new ways to innovate in real estate, making her team a constant force in the market. Her unwavering commitment to her core values—productivity, health, and accountability—creates a strong culture within her team, a key factor in sustaining long-term success. Lead Generation: Building and maintaining a solid database is crucial. VIP programs and expired listings can provide a steady stream of high-quality leads. Innovative Platforms: Offering additional services like design and staging can elevate the marketability of listings, attract more clients, and increase profitability. Leadership: Fostering a culture that emphasizes health, accountability, and individual strengths can lead to greater team satisfaction and productivity. Continuous Learning: Staying ahead of industry trends and maintaining a commitment to personal and professional development are essential to long-term success.

If you’re stuck in a real estate sales slump, Scott Malouff’s team from San Antonio, Texas, might have the answers. Handling 500-600 transactions annually, Scott’s team has mastered lead generation, productivity, and client relationships. Here’s how they do it. --- ### Inside Scott Malouff’s Team Structure Scott’s team is designed for efficiency: - **Rainmaker:** Scott drives the team’s growth and strategy. - **Director of Operations:** Victoria manages daily operations. - **Cyber Backers:** Four virtual assistants handle transaction coordination. - **Buyer & Listing Agents:** These agents focus on closing deals, supported by the team’s administrative staff. - **Media Team:** Manages branding and marketing efforts. This structure enables agents to focus on selling while backend support keeps things running smoothly. --- ### Lead Generation: The Right Tools and Techniques Lead generation is central to Scott’s success. His team utilizes: - **Propstream & Vulcan 7:** Propstream provides property data for prospecting, while Vulcan 7 focuses on expired listings and FSBO leads. - **Power Hours:** Held every Tuesday and Thursday, dedicated hours are spent prospecting for leads. - **63% Listing Ratio:** With a mix of expired listings, past clients, and event-driven leads, Scott’s team secures listings at a 63% success rate. --- ### Event Strategy: Driving Leads Through Community Engagement Scott’s team excels at using community events to engage clients and drive leads. Their **Casino Nights** alone raise $70,000 in profit while building client relationships. Other events, like Christmas parties and Mother’s Day brunches, help strengthen ties with past clients and attract new prospects. Scott emphasizes the importance of **deep relationships** for lasting success. --- ### Offering Value with a Tiered Service Menu Scott’s team offers a **tiered service menu** to add value to listings, including premium services like home repairs and staging. This approach helps sellers prepare their homes faster and stands out in the competitive market. By providing these extra services, Scott’s team ensures clients get maximum value from their listings. --- ### Building a Strong, Supportive Team Culture Culture plays a big role in the team’s success. Scott’s team operates like a “mega church,” with small groups dedicated to areas like **faith chair**, **philanthropy chair**, and **social chair**. Regular activities like the **Breakfast Club** and team trips foster strong relationships and high morale, keeping the team motivated even during tough times. --- ### Tech and AI: Streamlining Lead Follow-Up To stay efficient, Scott’s team leverages **AI** for lead follow-up, ensuring no opportunities slip through the cracks. Automating this process allows agents to focus more on relationship-building and closing deals. --- ### Recruiting and Developing Top Talent Scott’s five-step recruitment process includes personality assessments and team interviews to ensure every new hire fits into the team culture. By prioritizing personal and professional development, Scott ensures his team maintains top performance and a strong, cohesive work environment. --- ### Conclusion: Relationships, Strategy, and Growth Scott Malouff’s team thrives by combining effective lead generation tools, deep relationships, and a supportive culture. Whether it’s using Propstream and Vulcan 7, hosting community events, or offering a tiered service menu, Scott’s strategies form a proven blueprint for real estate success. If you’re struggling in sales, these strategies could help you boost your lead generation. For more expert insights from top-performing real estate teams, tune in to **The OT: Only Teams for Real Estate Podcast**! --- **Take Action Today!** Implement these proven strategies, and see the difference in your lead generation and sales. Stay tuned to the **OT Podcast** for more valuable advice from industry experts!

In the ever-evolving real estate industry, effective expansion and lead conversion are essential for sustained growth and success. In Episode 18 of The OT podcast, Tyler Shields, a leading real estate expert based in Denver, Colorado, shared his powerful strategies for navigating these challenges. His team, Relevate, has made significant strides in markets including Denver, Colorado Springs, Phoenix, and Missouri. In this blog post, we’ll explore Shields' top tips and techniques for optimizing real estate operations and scaling your business. Mastering Facebook Lead Conversion Tyler Shields highlights a critical insight: newer agents often outperform their more experienced counterparts when it comes to converting Facebook leads. The reason? Fresh agents are more likely to treat each lead as a valuable opportunity and invest the time required to nurture it. Here’s how to effectively convert Facebook leads: - **Personalized Property Searches:** Align property searches with the lead’s preferences for a more engaging experience. - **Value-Driven Communication:** Use automated texts and emails to provide relevant information, including open house invitations and property details. - **Persistent Follow-Up:** Combine automated and personalized follow-ups to stay top of mind and guide leads through their decision-making process. These strategies not only increase conversion rates but also help build long-term relationships with potential clients. Getting to Know Tyler Shields and Relevate Tyler Shields has established himself as a leader in online lead conversion, leveraging his experience from Zillow. His team, Relevate, has successfully expanded to Denver, Colorado Springs, Phoenix, and Missouri, showcasing impressive results in lead generation. The team’s structure includes: - **Transaction Coordinators (TCs):** Handling transaction details across various branches. - **Virtual Assistants (VAs):** Supporting administrative tasks. - **Team Leads and Agents:** Driving client interactions and lead generation. Relevate operates with a streamlined, non-hub model, using local TCs and VAs in each market to maintain efficiency. Innovative Lead Generation Strategies One standout tactic discussed is the "Golden Letter" strategy. By sending out 19,000 letters annually, Relevate has achieved about 30 listing appointments and eight closed deals in just the first four months. This approach involves administrative support for printing and mailing, allowing agents to focus on client engagement. Tyler also shared his success with pay-per-click (PPC) advertising and Facebook ads through Command. The core of these strategies is providing continuous value and maintaining aggressive follow-up practices. Effective Team Leadership and Expansion Managing a team across multiple states can be challenging, but Tyler Shields has mastered the art of maintaining a strong team culture and providing growth opportunities. Key strategies include: - **Regular Stand-Up Meetings:** Biweekly meetings to review goals, metrics, and ensure accountability. - **Value Ladder:** Offering comprehensive support, including leads, training, and opportunities for advancement. - **Clear Expectations:** Setting and communicating clear performance standards for all team members. Shields stresses the importance of finding the right fit for each market and learning from past expansion attempts to avoid pitfalls. Training and Accountability Relevate’s training strategy is centered around the Relevate Playbook, which includes best practices and a career visioning plan. Tyler Shields advocates for “belly-to-belly” training to build strong, personal connections within the team. Regular check-ins and well-defined standards for performance ensure that agents remain motivated and accountable. By integrating these strategies, you can optimize your real estate operations and achieve remarkable growth. Stay tuned for more expert insights and practical advice in upcoming episodes of The OT.

Vince Caropreso, a top producer from Hanover, Maryland, shared his team's structure, which includes 10-11 members, including a full-time in-house marketing person and a virtual assistant. His team handled 169 units and $66 million in volume over the last 12 months. Vince emphasized the importance of tracking leads, with 60% coming from his database and 40% from internet sources. He detailed his follow-up systems, including automated emails, texts, and personalized mail-outs. Vince also discussed the challenges of expanding into Pennsylvania and Delaware, and the importance of maintaining a strong company culture and accountability.

**Unlocking Success with Rosie Rourke: Mastering Community Engagement and Real Estate Excellence** Welcome to another impactful episode of The OT Only Teams for Real Estate Podcast! This week, we're thrilled to feature Rosie Rourke from the Rosie Rourke Team, a powerhouse in Renton, Washington, near Seattle. Rosie and her team are true market dominators, closing an impressive 135 transactions and $91M in volume in just the past year. Recently, Rosie shared her expert farming strategies on the Millionaire Real Estate Agent Podcast with Jason Abrams, a must-listen for any serious real estate professional. Click HERE to listen. In this episode, Rosie dives deep into how she’s mastered the art of becoming the go-to real estate agent in her community. From hosting standout local events and engaging in school activities to immersing herself in community involvement, Rosie has built a lead-generating machine driven by genuine connections. Rosie's team is small but mighty, cultivating a family-like culture that attracts top talent and fosters growth. The Zoom room was buzzing with questions from fellow agents, making this episode a treasure trove of insights. If you have referrals in the Seattle area, don't hesitate to reach out to Rosie at rosierourke.com rosie@rosierourke.com, or 206-719-5870. Enjoyed this episode? Hungry for more insights from top-producing teams? Visit onlyforteams.com to dive into more episodes and tap into the proven models and systems we discuss. Join us live every Tuesday at 11:30 AM PST by visiting bit.ly/theotonlyteams . If you're looking to build your team or need expert guidance, contact Daren Phillipy at 702-706-4949.