The OT - Only Teams for Real Estate Podcast

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*.

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.