The OT - Only Teams for Real Estate Podcast

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.

Unlock the Secrets of Real Estate Success with Kristen and Tomas Schramme | The OT Only Teams for Real Estate Podcast In this week's episode of The OT Only Teams for Real Estate Podcast, we’re thrilled to feature Kristen and Tomas Schramme of The Kristen Schramme Group, a powerhouse team based in San Antonio, Texas. Last year alone, they closed an impressive 388 transactions and generated $155M in volume. Kristen and Tomas bring their expertise to the table, sharing invaluable insights into lead generation strategies that have fueled their success. Tomas, a marketing guru, dives deep into the tactics that drive their business, including Google Pay-Per-Click, Facebook Ads, Open House promotions, Google Local Ads, and leveraging their Sphere of Influence (SOI). Their ability to scale and manage high lead volumes is backed by a robust support system, ensuring seamless operations and exceptional results. Attracting and retaining top talent is another cornerstone of their success. Over the years, Kristen and Tomas have perfected a process for selecting the right agents and staff for their team. In this episode, Tomas walks us through a key strategy from The Millionaire Real Estate Agent Playbook called "Predictable Results Through Leverage." He provides a step-by-step guide to this model, offering a blueprint for building a successful and sustainable real estate team. If you're new to The OT, this is your go-to resource for real estate teams aiming to scale. Join us every Tuesday at 11:30 AM PST for a live Zoom call where we interview top-performing teams who close over 100 transactions annually. Whether you’re building a team or looking to take your real estate business to the next level, you’ll find massive value in every episode. For more episodes of The OT Only Teams for Real Estate Podcast, or to join our next live session, visit onlyforteams.com. Want personalized advice on building or growing your real estate team? Contact host Daren Phillipy at 702-706-4949. No fees—just bring a great attitude!

Welcome to The OT Only Teams for Real Estate Podcast! Mike Duley is todays guest. He leads The Duley Group which is based out of Bentonville, Arkansas. The Duley Group has closed 236 transactions and $99 million in volume in the past 12 months. The conversation revolved around strategies for success in real estate, including lead generation, referral partnerships, and team management. Mikes shared their experiences with prioritizing referrals, leveraging data to identify effective lead channels, and building strong relationships with referral partners. They also emphasized the importance of collaboration, resource leveraging, and using small ideas to generate significant results. Additionally, they discussed the value of having a comprehensive home buyer guide in listing presentations and using 'value squared' slides to demonstrate the value of a buyer. Mikes discussed building and leading successful real estate teams, emphasizing the importance of having the right framework, flexibility, and autonomy. They also highlighted the significance of setting goals, providing ongoing support and coaching, and building a strong team culture. Other topics included coaching agents to prioritize buyer's agency and safety, time management and accountability in sales, and the importance of leadership, personal growth, and team development. Mikes emphasized the value of embracing ideas and collaborating with others to bring them to life, and taking action on small ideas to achieve remarkable results. If you loved this episode of The OT, you can find all previous recordings of The OT at: www.onlyforteams.com For those who are building a team, or looking for support, coaching or direction with their real estate team, anywhere in the country, you can contact Daren Phillipy at 702-706-4949. See you next week.

Unlock Real Estate Mastery with Sven Andersen: The Language of Sales Success | The OT Only Teams Podcast Join us for another must-listen episode of The OT Only Teams for Real Estate Podcast, where top industry leaders share their insights. This week, we’re thrilled to welcome Sven Andersen of Andersen Group Realty, one of Boston, Massachusetts's leading real estate teams. With an impressive 138 transactions and $140M in volume closed over the past year, Sven knows what it takes to succeed in today’s competitive market. In this episode, Sven reveals his secrets to mastering the art of real estate sales language. As a certified coach for Phil Jones, the acclaimed author of “Exactly What to Say,” Sven shares proven language patterns that help real estate agents set more appointments and close more deals. Whether you're looking to refine your sales pitch or improve your lead generation strategy, including tips on working with ISAs, this episode is packed with actionable advice you can implement immediately. Key Takeaways: Mastering the language of real estate sales with Sven Andersen Effective strategies for setting more appointments and closing more deals Insights into lead generation and working with ISAs How to train your team for success with proven coaching techniques Don’t miss out on this gem of an episode! Tune in to gain valuable insights that will elevate your real estate game. Join Us Live:The OT podcast is recorded weekly on Zoom, featuring top real estate teams from across the country. Want to ask our guests your burning questions? Join us live every Tuesday at 11:30 AM Pacific Time. Explore More Episodes:Visit www.onlyforteams.com to access more episodes of The OT Only Teams for Real Estate Podcast and get the Zoom link to participate in our live recordings. Connect with Host Daren Phillipy:If you’re running, building, or aspiring to build a real estate team, Daren Phillipy is here to help. Reach out to him directly at 702-706-4949. No fees—just a positive attitude required!

Welcome to another episode of The OT Only Teams for Real Estate Podcast! This week, we're excited to host The Coalition Properties Group, featuring three dynamic leaders: Harrison Beacher, Keith James, and Ryan Butler. Based in Washington, D.C., This powerhouse team has closed 231 transactions and achieved $138M in volume over the past year. In this episode, you'll hear how these inspiring leaders have built a real estate business that not only thrives but also gives back to their community. They share their unique approach to client appreciation events and how they cultivate a team culture that attracts top talent. Whether you're a seasoned real estate professional or just starting out, you'll find valuable insights and strategies to apply to your own business. The OT is recorded weekly on Zoom with the top real estate teams across the country. Join us live every Tuesday at 11:30 AM Pacific Standard Time to engage with our guests and ask your questions. To access more episodes or get the Zoom link, visit www.onlyforteams.com. For those running, building, or aspiring to build a real estate team, contact our host, Daren Phillipy, at 702-706-4949. He offers his expertise at no charge—just bring a positive attitude! Don't miss out on this insightful conversation with The Coalition Properties Group. Tune in and elevate your real estate game!