Real Estate Team OS

If you've ever scheduled a contractor for a client repair, managed a make-ready before a listing, or spent an afternoon coordinating vendors so a seller could get to market faster, you've already done the work of a renovation business. You just haven't been getting paid for it.Holly Torri figured that out and built a business around it. She's a fifth-generation DFW resident and the founder of Torri Realty, a boutique independent brokerage in the Dallas-Fort Worth metroplex where she still produces, coaches her own agents, and deliberately keeps her roster between 7 and 15. Alongside the brokerage, she runs property management and a make-ready and renovation company, a separate LLC she built from the vendor network she'd already been managing for years. The same crews have been showing up for a decade, in part because she pays them the same day every time. Her renovation business tends to pick up exactly when the sales market slows down, which means she's evened out her revenue flows.In this conversation, Holly walks you through how the three businesses fit together, what it took to go from an informal vendor network to a formalized operation, and what she's learned in six years of running an intentionally small indie brokerage her way.Watch or listen for Holly's insights into:0:00 Intro and welcome2:46 Why your online presence and your in-person presence need to tell the same story 4:29 How a relocation, a career pivot into real estate, and two years inside a property management company shaped the brokerage she eventually built 8:33 What Torri Realty looks like today and why she built it to stay small 9:56 Why she chose indie over franchise and what becomes possible when you retain full control over culture and standards 15:10 How to structure a week as a producing broker who also coaches agents and runs two other businesses 18:17 Why your ops person doesn't need a real estate license, and what happened when Holly finally found the right support with someone who had never sold a house 22:15 How the make-ready and renovation business started and why it tends to pick up exactly when the sales market slows down 28:00 How to turn an informal vendor network into a real business: separate LLC, negotiated rates, project plans, and the payment philosophy that's kept the same crews coming back for a decade 30:26 How to position make-ready and renovation services to other agents without making them feel like you're competing for their clients 36:17 What a high acceptance rate on Zillow Pro sphere connections looks like in practice, and why it's a manual process not a mass one 41:09 What she would tell an agent on the fence about starting a team or going indie 43:17 At the end, hear about a laminated $18.39 electricity bill, vintage Pyrex, Mahjong tiles, and a Monument Valley road trip with no plan and no cell service.Check out Zillow Pro:→ https://www.zillow.com/agents/zillow-pro/Connect with Holly Torri and Torri Realty: → https://www.facebook.com/holly.torri→ https://www.instagram.com/hollytorrirealty/→ https://www.facebook.com/torrirealty→ https://www.instagram.com/torri_realty/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Jaclyn Barker, a former long-time agent turned full-time recruiter who scaled Navigate Realty from ~80 to ~400 agents. She explains recruiting as relationship work, why she avoids cold outreach, the insistence on hour-long in-person interviews, and how marketing, culture, and retention drove sustainable growth.

Most conversations about AI in real estate start and end with the same question: what can the agent stop doing? Tiffany Gelzinis thinks that's the wrong question.As a real estate team leader and Realtor in Residence at Follow Up Boss who has been operating at the intersection of real estate and technology for years, she makes a different argument: that AI's real value isn't in what it removes from the agent's plate, but in what it does for the client. When the technology is deployed with that in mind, everything else gets better too: agent morale, consistency, response rates, and the relationships that drive repeat and referral business.Learn the framework Tiffany uses to think about where AI is going, including a distinction between generative AI (you tell it what to do) and agentic AI (you train it to think like a role) that clarifies how to prepare for what's coming next. Get what she calls the nurture black hole in every real estate database, how behavioral signals from tools like Zillow Pro surface the opportunities hiding inside it, and why the quality of your CRM data is the foundation everything else depends on.And hear what smart messages actually do differently from standard outreach, why human-in-the-loop is non-negotiable regardless of how good the AI gets, how Automations 2.0 adds leverage with new triggers, and how she elevated a top-producing agent into a team leader role while she stepped fully into tech optimization.Watch or listen for Tiffany's insights into:0:00 Intro and welcome 1:39 Consistency as the must-have characteristic and why agents get in their own way more than anything else does 3:00 Why you don't always need to tell agents you deployed new technology, how to simplify for adoption, and why to focus agents on calling the right people at the right time 7:33 Elevating a top producer to team leader, including what to look for and what the transition costs in production before it pays off 16:38 The two jobs of real estate AI: operational efficiency and top-line lead surfacing, and why most real estate teams are only thinking about one 22:18 What the nurture black hole is and why every database has one 25:10 The difference between generative AI and agentic AI, how to create the right expectations, and how to deploy it effectively 27:54 Why human-in-the-loop isn't optional, what AI slop looks like in practice, and why you can't just set it and forget it 32:54 How smart messages improve response rates with contextual relevance and dynamic agent voice 34:50 Why your AI is only as good as your CRM data and the specific habits that feed the model right now 39:47 Automations 2.0 with new triggers, and the light switch analogy that makes the whole concept click 41:35 The consumer experience trend Tiffany is most excited about and how to capitalize on it 44:29 At the end, Tiffany covers travel soccer and deluxe kits for her two boys, cutting her own hair since COVID and never going back, and sea glass hunts on beach walks.Related episodes→ Ep 005 Patience, People, Process, and Profit with Tiffany Gelzinis → Ep 076 AI Voice and Texting with Tiffany Gelzinis and Kyle Draper Connect with Tiffany Gelzinis→ https://www.instagram.com/tiffany_gelzinis/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Lisa Archer, founder of Live Love Homes and team leader who scaled into multiple markets. She explains a deliberate seven-day open house cadence, why weekday opens win for relocating buyers, how virtual opens fill gaps, paperless lead capture with QR codes, and how consistent opens create neighborhood domination and multiple listings from one house.

Many real estate teams try to build an appointment-fed model with ISAs serving agents ready-to-go opportunities. This can work - it can create efficient production.But when Ryan Crighton and Danny Rinaldi tried it, they discovered it wasn’t building agents who were as strong and well-rounded as they wanted.Learn how the shift from appointment-fed to well-rounded happened, including what prompted it, what it took, and what it produced for their 23-agent team serving clients in Las Vegas, Henderson, and Boulder City.Learn the accountability structure that’s enforced more by the environment than by team leaders and the vibe-first recruiting approach that attracts new agents who exceed performance standards before anyone asks them to.And learn how Danny evolved from ISA to coach to sales manager, what that role looks like day to day, and how he and Ryan complement each other in a partnership that lets each of them operate in their strongest area.Watch or listen for Danny's and Ryan's insights into:0:00 Intro and welcome1:22 Being in the weeds as the must-have characteristic — and why agents watch what you do more than they ask what to do2:08 The difference between vibe and culture — and why vibe is what actually drives performance and retention4:11 How Ryan built from REO listings in the 2008 downturn to a 23-agent brokerage team, and how Danny went from Brooklyn phone sales to Las Vegas sales manager10:00 Why new agents book appointments before they know anything about real estate — and why knowledge without attitude slows them down16:17 Why Danny leads recruiting conversations with vibe, not accountability — and how accountability reveals itself before the agent ever joins17:34 How the Creighton Rinaldi accountability system enforces itself. No manager required.19:06 How the peer accountability pod model (inspired by Brett Jennings, Ep 98) turned Danny into a facilitator — with agents coaching each other for most of the hour26:59 Why Danny makes phone calls side-by-side with every new agent within 24 hours of joining — and what that did to prospecting adoption29:32 How Nevada's two-month gap between passing the real estate exam and receiving a license became a training opportunity32:37 Why handing agents ready-made appointments produced weaker agents — and what happened when they stopped37:25 Why too much focus on market stats gives agents an excuse not to prospect — especially in one of the most volatile real estate markets in the U.S.40:23 Why the team model is the only structure built to meet what today's real estate clients actually expect41:51 At the end, Danny gives an impossible-to-follow team story and a sought-after spreadsheet and Ryan reveals a frivolous ride and a timely sports team.Related episodes→ Peer Accountability Pods with Brett Jennings→ Leadership Structure with Ryan Rodenbeck and Johnny McCarthyBook mentioned in this episode→ The War of Art by Steven PressfieldConnect with The Crighton Rinaldi Team→ Ryan at CRHomeTeam dot com / 702 217-1048→ Danny at CRHomeTeam dot com / 347 598-0913→ https://www.instagram.com/dannyrinaldi/→ https://www.instagram.com/crightonrinalditeam/→ https://www.crightonrinalditeam.com/team-pageConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Most real estate teams are built around their leader. And at some level, most team leaders know it. Nathan Clark identified that problem early, named it clearly, and spent 20 years solving it. The result is a 600-plus transaction, 24-agent, 5-ISA, and 7-staff real estate team in Rhode Island that generates 30 to 35% net profit annually and genuinely runs without him: 15 to 20 hours of work per week, five race cars, and a full year away from the business when his family needed him. The team kept running.You'll learn how Nathan structures the financial model that makes that possible, starting with the COGS ceiling most teams quietly violate and the full P&L benchmark he reviews weekly.You'll learn why he charges sellers $2,000 and buyers $1,000 before showing a single home, how that generates $40,000 to $50,000 per month in working capital, and how that revenue funds better advertising and a better agent income on a lower split.You'll also learn when to step out of production, the ideal ISA:agent ratio, what team size has been most profitable for them, how to grow revenue per client instead of chasing transaction count, and what Nathan believes the team model will look like when AI is fully in the picture.Watch or listen for Nathan’s insights into:0:00 Intro and welcome 1:43 Why speed, going all in, and staying focused would make more leaders successful 6:57 What "runs without you" actually looks like 10:36 Specific lessons learned between 200 and 600 transactions, including the right ISA:agent ratio 17:34 Starting with the end in mind and making your team or brokerage more valuable 21:49 Why your cost of sale should be 40%, what that means for your splits, and how your agents can still get ahead 27:20 Raising your commission when everyone else is cutting it 29:06 Getting paid three times on each transaction, including upfront (and what he's doing with the $40-50k/month in working capital that generates) 36:36 Why they were most profitable at 20-25 agents and when you should be able to leave sales production 39:34 Why growing GCI by 50% doesn't require 50% more agents and 50% more closings 43:35 The weekly or monthly meeting you must have, even if it's just with yourself 44:36 The P&L benchmarks: 40% COGS max, 15% advertising, 14-15% payroll (including yourself), 1-3% rent, 25% base profit, up to 35% with add-ons 48:24 Why teams modeled after enterprises will continue to take market share and how AI can empower a 600-transaction team to scale to 2-3k 51:37 At the end, learn about the underdog and the goat, an addiction that runs fast and costs a fortune, and a personal crisis that proved his business was worth every hour he put into it over the years.Mentioned in this episode:→ Mike Schumm “The Hidden Curve That Kills Real Estate Team Profit”→ Andy Mulholland “Mastering Real Estate Business Financials”→ Anthwon Thomas “Preserving Your Profit Margins”Connect with Nathan Clark:→ Nathan at NathanClarkTeam dot comLearn about the systems Nathan runs on:→ https://hs.yhsgr.com/maibConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Most real estate team leaders assume more is better. More agents, more channels, more tech, more systems, more growth, more quickly.Brittany Gibbs built her brokerage on the opposite premise. When she opened Move Real Estate the day she got her principal broker's license, she made a deliberate choice to do less and focus more: fewer agents added at a time, simpler systems, one channel done well instead of ten done poorly. That philosophy has protected something most fast-growing teams eventually lose - the culture that made the business worth building.Brittany Gibbs founded Move Real Estate in Portland, Oregon, growing it over 12 years to 60 agents serving Portland Metro. She recently expanded to Seattle, adding 15 agents, and runs both markets with 6 total staff. She still sells real estate herself, closing 60 homes in what she calls a bad year.In this conversation, you’ll learn how Brittany thinks about growth and why she limits herself to roughly one new agent a quarter after 12 years of building, as well as what happened to her culture during a period of mass hiring, why she'll never do it again, and how slowing down in hiring, in systems, and in what she asks agents to focus on has produced better agents and a more sustainable business. Watch or listen for her mentor-based integration model, the production-tiered coaching structure that serves four different agent groups with four different conversations, and the simplicity philosophy that cuts through the noise of everything real estate teams are told they need to do.Watch or listen for Brittany's insights into:0:00 Intro and welcome 2:25 Why making changes too slowly or too late early in her career was her most expensive way to learn it 4:06 Starting a team in year one and a brokerage at year three 7:29 What the broker-owner role actually costs in time, compliance, and liability that nobody warns you about 8:14 Why she didn't name the brokerage after herself and how her reputation in Portland preceded her all the way into Seattle 17:36 The mass hiring lesson: 10-15 agents added to meet demand, immediate culture shift, never again. She now adds one agent a quarter. 20:13 How to protect culture during growth: clear vision, intentional hiring, and a mentor paired to each new agent by personality fit 23:04 The simplicity philosophy: CRM mastery and talking to people outperform social media, AI tools, and other distractions 27:58 60 solo deals in her worst year, not working weekends, done at 4:30 or 5pm every day — and trying to figure out how to leave production completely 33:22 The value prop and what leverage is provided to agents 36:25 The Thursday all-hands mastermind where new agents and veterans solve problems together 38:20 Who gets hired and who doesn't: personality and mindset over experience, and why "I got into real estate for my schedule" is an automatic no 40:06 The 4-group Tuesday coaching model segmented by production level (baseline, brokerage leads, transitioning, and heavy hitters)43:19 Where the team model is heading and what it will take to succeed 44:23 At the end, Brittany reveals she's a fully invested sports mom, holds more cheapskate habits than she needs to, and recharges by finding passion in whatever she's doing — from a 100-acre farm where no neighbors are visible.Connect with Brittany Gibbs:→ https://moverealestate.orgConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Christopher Watters, real estate team leader and author who builds AI tools to scale teams. He talks about the hidden leadership bottleneck around 150 deals, the two switches that unlock agent productivity, and how AI grading and analytics expand a leader’s capacity. He also covers high-intent lead strategies and a 90-day onboarding that vets and retains high performers.

Keegan Siegfried, leader who grew Paramount Home Group into a multi-market operation, built a leadership training program that incubates future market leaders. He explains using onboarding to vet commitment. He reveals why coachability and work ethic matter more than interviews. He outlines scaling’s financial J-curve and why ancillary businesses complement growth.

What would a commercial division add to your residential real estate team? And what does it look like when one generates roughly $100M in active listings — and a $25M portfolio sale — in its first year?You're about to find out. But this episode is about a lot more than a shower-thought-turned-11-agent commercial division.Grant Johnson's Twin Cities team went from selling 100-150 homes per year for nearly a decade to 270, then 539, then 830+ — while adding only 2 staff members along the way. Learn how his 120-agent organization can run with just 5 staff, why they brand around the agent rather than the team, and what he’s learned about how (and how not) to expand into new markets.Grant is candid about mistakes and backwards moves to avoid and cautions for aspiring team leaders - all based on his extensive experience.Watch or listen for Grant's insights into:0:00 Intro and welcome1:35 Why 75% of agents should never start a team and what puts someone in the 25% who should 12:31 How to run 120 agents on 5 staff, including the specific roles that held them together as production grew from 150 to 830+ homes per year in 3 years19:03 Why group coaching sessions segmented by production level beat 1-on-1s at scale — and how a culture of peer accountability fills in the rest21:53 How a shower thought became a commercial division in one week that now includes 11 agents, ~$100M in listings, and a $25M portfolio sale in year one23:28 Why applying residential marketing (like high-end video walkthroughs) to commercial listings is attracting commercial agents27:31 The referral flywheel between residential and commercial agents (a $5M sale, a 25% referral fee, and zero deal work for the residential side)31:59 Why cold calling agents is the wrong first move in market expansion (and what he's doing differently for the next expansion)37:00 Why you don't need to incessantly brand your real estate team (even if someone tells you to)39:29 The weekly meetings and monthly financial reviews that keep the team connected in a high-growth environment47:07 At the end, learn about rooting for your competitors, a $60-a-day coffee habit, what happens when two universities politely ask you not to come back, and learning from people rather than pages.Mentioned in this Episode:→ Scaling a Real Estate Team to $6 Billion in Production with Jason Mitchell→ Building a Real Estate Company That Works Without Your Production with Jason Mitchell→ Why Most Real Estate Team Leaders Shouldn’t Be Team Leaders with Jon CheplakConnect with Grant Johnson:→ https://www.instagram.com/thereal.grantjohnson/→ grant at grantjohnson dot com→ 651 324 3787Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/