What does it take to form a real estate partnership that lasts? One that’s built to endure all kinds of markets, to serve all kinds of clients, and to stand the test of time?
Some of the components - like shared values and great people - are intuitive. Others - like valuations, management agreements, and unified brands - are less so.
Mike Hines joins us to share lessons learned in partnering with Scott Hines to create Oyler Hines, an incredibly productive team.
Learn how they put it all together culturally, financially, and legally - and get tips on per-agent productivity and new construction sales.
Watch or listen for Mike's insights into:
At the end, learn about the end of the loaf, workout retreats, and head-clearing, all-day walks.
Mentioned in this episode:
→ Kevin Oakley https://www.doyouconvert.com/team/kevin-oakley/
→ 1000watt https://1000watt.net/
→ Jill Biggs https://www.realestateteamos.com/episode/hardwired-for-hard-work-with-jill-biggs
→ The 12-Hour Walk https://12hourwalk.com/
Connect with Mike Hines:
→ https://www.instagram.com/mphines1/
→ https://oylerhines.com/mike-hines/
→ Mike at OylerHines dot com
Connect with Oyler Hines:
→ https://www.instagram.com/oylerhines/
→ https://oylerhines.com/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
Ever wondered when it’s time to hire your first full-time recruiter? Or what it takes to lead the market in agent retention?
Tiffany Williamson, Owner and President of Navigate Realty, shares the hard lessons and successful steps that have driven their growth to hundreds of agents in multiple markets. From hiring a full-time recruiter (on the third try!) to running blind surveys after every onboarding, this conversation is packed with actionable insights to help you recruit and retain agents.
At the center of it all is culture. And at the center of culture are people, stories, and transformations. That’s because people don’t join value props. People join people.
Tiffany shares the strategies and tactics that have the team pacing for $1B in sales this year, including value prop and agent avatars, onboarding your recruiter and building out a department (no real estate experience required!), and lifting agent success and retention.
Watch or listen for Tiffany’s insights into:
- The central role consistency plays in success
- Backing away from buying a company to double down on Navigate
- Why they went the independent brokerage route
- How focusing on what agents need and leading the market in retention are driving a $1B pace
- Lessons learned in hiring a full-time recruiter
- What should be in place before hiring your recruiter and why it’s not as big a risk as you think
- What the first 90 days should look like for your recruiter and why stories of transformation should be their focus
- How they’ve evolved their onboarding program from version 1.0 to version 3.0 and how they run it
- Why the industry is going more toward big teams and brokerages (spoiler: it’s getting more agent-centric)
At the end, learn about a secondhand Chanel bag, 80% capacity for short-term rentals, and the Canyon Ranch experience.
Connect with Tiffany Williamson:
→ https://www.instagram.com/tiffany_williamson_/
→ https://www.navigaterealty.com/agents/tiffany-williamson/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
The Agency Team is the #1 real estate team in Hawaii. They recently achieved their first 100-unit month. They recently expanded beyond the islands to the mainland. They’ve grown to 150 agents.
And they’ve done it all with zero recruiting.
How? Attraction.
On day one, team leader Dylan Nonaka created a “culture code” that focuses on family and relationships and emphasizes the abundance mindset and pay-it-forward practice.
Two channels that help attract agents and clients to them: video and social media.
Two concepts you’ll hear in this episode: “your vibe attracts your tribe” and “who not how.”
Watch or listen to this conversation with Dylan for insights into:
At the end, learn about Javelin Squad with 3rd Battalion, 7th Marine Regiment, about never paying for a haircut, about being forced to be fully present, and why “the devil lives in the white space.”
Mentioned in this episode:
→ https://whonothow.com/
→ https://unlockconference.com
Connect with Dylan Nonaka:
→ https://www.instagram.com/konabroker/
→ https://www.youtube.com/channel/UCNtK6ItXmpLIPB7FWUSsyyw
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
A common question among real estate team leaders: How do I find my first operations person?
Every visionary needs an integrator. Every people person needs a process person. Every team leader, at some point, needs an assistant or operations manager to continue growing their business efficiently and sustainably.
When is that point?
Where do I look?
What should I look for in terms of skills or characteristics?
How should I pay them?
Can’t I just use an overseas VA instead?
For answers to these questions and more, we're honored to bring you Camila Rivera, COO of Laurie Finkelstein Reader Real Estate. She has a decade of tenure there and started as a part-time, do-anything assistant. She also coaches operations for teams across North America.
When you find the right person and invest in them properly, they could be the Chief Operating Officer you'll need!
Watch or listen for Camila’s insights into:
At the end, learn the value of five siblings, five-star hotels, movement as medicine, and mental endurance.
Connect with Camila Rivera:
→ Instagram https://www.instagram.com/camila_rivera/
→ Facebook https://www.facebook.com/camila.rivera.967
→ LinkedIn https://www.linkedin.com/in/camila-rivera-817903113/
Meet us at Unlock:
→ Unlock https://www.unlockconference.com/
→ Use promo code TEAMOS for 20% off the current price
Related episodes:
→ Camila Rivera and Julia O’Buckley https://www.realestateteamos.com/episode/agent-success-tech-crm-camila-rivera-and-julia-obuckley
→ Laurie Finkelstein Reader https://www.realestateteamos.com/episode/laurie-finkelstein-reader-people-over-profits
→ COO Emily Smith https://www.realestateteamos.com/episode/emily-smith-intrapreneur-entrepreneur-teamerage
→ Christy Belt Grossman https://www.realestateteamos.com/episode/operations-leadership-real-estate-assistant-coo-christy-belt-grossman-ops-boss
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
Right now, Q4, is the most common time for real estate agents to leave their real estate team or brokerage and join another one.
But why do agents leave? And what are agents looking for?
For answers to those questions and more, watch or listen to this conversation with Chris Giannos. He’s personally recruited hundreds of agents - at time at a pace of 10-15 agents every two weeks. And the company he leads, Humaniz, has a 2024 recruiting data set informed by more than 30,000 agents.
Improve your recruiting process and results based this data and experience. Get insights from whether you’re even ready to recruit through screening and interviewing.
Watch or listen to Episode 081 with Chris Giannos insights into:
At the end, learn about winning with Tenacious Z, eating “total trash” with no shame, and using AI “without losing (yourself)”.
Connect with Chris Giannos:
→ https://www.instagram.com/chris.giannos/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
In our fifth and final Techtember episode this year, Real Estate Team OS brings you the co-founders of Lab Coat Agents in conversations at the intersection of AI and relationships.
In just 20 minutes, Tristan Ahumada recommends top tech tools for today’s environment, why agents who use AI won’t replace agents who don’t, the right way to differentiate through tech, and a simple process to keep up with the latest trends.
Then, in under 20 minutes, Nick Baldwin breaks down the marketing challenge of meeting client expectations, how to get better results from ChatGPT, and how he’s blending in-person and tech-enabled experiences as he heads back into production as an agent.
TRISTAN AHUMADA
Before he founded Lab Coat Agents, Tristan Ahumada built a tech-forward reputation in his first real estate office and then in his local real estate market.
Over the past 20 years, he’s remained a “10 out of 10” in his passion for new tools and tech to empower agents, teams, and brokerages. He returns to Real Estate Team OS to talk about AI, attention and relationships and brings both trends and counter-trends to the conversation.
Tristan recommends specific tools and challenges common hype.
Watch or listen for Tristan Ahumada's insights into:
NICK BALDWIN
What happens when a self-described “incurable” shiny object syndrome tech junkie returns to real estate sales production?
Based on his 20 years in the business, Nick Baldwin shares how he went from manually uploading listings before IDX existed to building a tech stack powered by AI, automation, and a healthy dose of human touch.
Along the way, he shares helpful tips to improve your marketing and to get more out of ChatGPT.
Watch or listen for Nick Baldwin's insights into:
Mentioned in this episode:
→ First episode with Tristan Ahumada https://www.realestateteamos.com/episode/tristan-ahumada-keys-real-estate-team-success-fubcon
→ Tube Buddy https://www.tubebuddy.com/
→ CapCut https://www.capcut.com/
→ Claude https://claude.ai/
→ ChatGPT https://chatgpt.com/
→ Lab Coat Agents https://www.facebook.com/groups/labcoatagents/
→ Your Daily Real Estate https://www.youtube.com/channel/UCdD80T1OmYdwSLTcH9VNQHw
Connect with Tristan Ahumada:
→ https://www.instagram.com/tristan.ahumada/
→ https://bio.site/tristanahumada
Connect with Nick Baldwin:
→ Facebook: https://www.facebook.com/NickBaldwin79
→ Email: nickbaldwin1979 at gmail dot com
→ Icenhower Coaching and Training: https://therealestatetrainer.com/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
In a very basic and very real way, real estate technology comes down to problems and solutions - an iterative journey toward a better result, a better business, and a better life.
Here in our fourth Techtember conversation, you’ll learn how two leaders clearly identify problems and built their own tech solutions.
Spend just over 20 minutes with Ryan Young - CEO and Team Leader of the #1 team in Ohio, as well as CEO and Co-Founder of Fello.
Then spend just under 24 minutes with Brian Hurley - a Google engineer who also builds marketing and tech solutions for his wife Tarasa, who’s grown from agent to team leader to brokerage co-owner.
RYAN YOUNG
When you’re building the #1 real estate team in your state, you run into problems. One of the most important: building a moat around your most valuable asset - your database.
Ryan Young, CEO and Team Leader of The Young Team in Northeast Ohio, decided to build a solution. And that solution became Fello, where’s Co-Founder and CEO.
Learn how he evolved from a post-it-note agent to a tech-obsessed, AI-driven leader. Learn how Fello continues to iterate on its solutions as problems, opportunities, and capabilities continue to evolve. And get tips to turn your database from “glorified spreadsheet” to dividend-paying asset.
Watch or listen for insights into:
BRIAN HURLEY
For more than a decade, Brian Hurley’s served as a Google software engineer. But he’s also built the tech behind a real estate business that’s grown from solo agent to team to brokerage.
One big observation: we need to make it about the problem and solution, not about the tech.
Brian shares several great examples, shares his approach to experiments, and explains the role of automation vs the role of the agent.
Watch or listen for insights into:
Mentioned in this episode:
→ Fello https://fello.ai/
→ Tarasa Hurley https://www.realestateteamos.com/episode/real-estate-leads-tarasa-hurley-river-point-realty
→ Chelly Herren https://www.realestateteamos.com/episode/techtember-operations-real-estate-tech-stack-chelly-herren
→ Techtember https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX
→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunity
→ Real Estate Team OS AI Bot https://www.realestateteamos.com/bot
Connect with Ryan Young:
→ Ryan at Fello dot ai
Connect with Brian Hurley:
→ https://www.tarasa.com
→ https://conrya.com
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
Marketing is being eaten by AI.
What’s that mean? And, more importantly, what does that mean for you and your real estate business?
For answers, you’ve got two of the top marketing minds in real estate, Jimmy Mackin and Jason Pantana, here in our third Techtember episode.
You’ve got about 25 minutes Jimmy followed by 24 minutes with Jason - here in our third Techtember episode - on Real Estate Team OS!
JIMMY MACKIN
“AI is massively under-hyped right now.”
“There’s never been a better time to be in real estate."
“We’re living through the most interesting revolution of our time.”
You’ll hear all three of these statements in just the first three minutes of a philosophical, strategic, and tactical conversation with Jimmy Mackin, who’s on a mission to be the most useful person in the real estate industry.
Learn how AI is affecting marketing, customer experience, and automation - and get some tools and next steps to help.
Watch or listen for insights into:
JASON PANTANA
If you’d benefit from learning processes to audit and automate your operations, segment and personalize your email marketing, leverage AI for content creation, focus on human touch where it matters, and experiment with new AI tools, you’re in the right place.
For nearly a decade, Jason Pantana’s served as a coach, trainer, and speaker for Tom Ferry International, where he’s the resident AI expert and creator of the AI Marketing Academy.
In this conversation, he shares a simple, powerful “autonomous driving vehicle” metaphor for AI and your email marketing and a simple, powerful vision for an “army of AI agents” powering your business operations.
He also gives you a quick-hit round up of 8 top tech tools and ways to use them, including video and voice cloning.
Watch or listen for insights into:
AI-related tools mentioned in this episode:
→ AI Marketing Academy (use code AIM50OFF) https://aimarketingacademy.ai/
→ Endel https://endel.io/
→ Perplexity https://www.perplexity.ai/
→ Intercom https://www.intercom.com/
→ Fyxer https://fyxer.ai
→ Zapier Agents https://zapier.com/agents
→ Captions https://www.captions.ai/
→ BigVu https://bigvu.tv/
→ Descript https://www.descript.com/
→ CapCut https://www.capcut.com/
→ ElevenLabs https://elevenlabs.io/
→ HeyGen https://www.heygen.com/
→ Claude https://claude.ai/
→ ChatGPT https://chatgpt.com/
Connect with Jimmy Mackin:
→ https://www.instagram.com/jimmymackin/
Connect with Jason Pantana:
→ https://www.instagram.com/jasonpantana/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
In order to protect, scale, and optimize a real estate business, you need systems. Tech-powered systems. AI-enhanced systems.
In our second Techtember episode, Chief Operating Officer Camila Rivera and Operations Manager Julia O’Buckley give you insights into the evolution of tech stacks that don’t just enhance efficiency - they also drive agent success.
CRM transitions. Open APIs. Enhanced visibility. Efficiency gains for agents and teams alike.
It’s all here in just under 20 minutes with Camila, then just under 20 minutes with Julia.
Enjoy our second Techtember episode … here on Real Estate Team OS!
CAMILA RIVERA
A 10-year team member and COO of the Laurie Finkelstein Reader Real Estate Team in South Florida, Camila Rivera has overseen significant evolutions in their technology, efficiency, and visibility.
Camila breaks down key steps in that evolution, including tips for a successful CRM transition and the one thing that can’t be automated or artificially generated (spoiler: it’s human connection and it shows up in their online reviews).
Watch or listen for insights into:
JULIA O’BUCKLEY
When she joined The Laughton Team, Julia O’Buckley wasn’t sure what an API was or how it worked. Today, as Operations Manager, she’s a “full-fledged 10” when it comes to tech knowledge and passion.
Julia walks us through the four key elements of a tech stack that supports a +200-agent, 5-office operation and explains how and why she’s re-packaging and re-selling it to agents. She also explains how her efforts add efficiency, improve data integrity, provide transparency, and unlock sales.
Watch or listen for insights into:
FOLLOW UP AND LEARN MORE
Mentioned in this episode:
→ First episode with Julia O’Buckley https://www.realestateteamos.com/episode/real-estate-tech-stack-scale-operations-julia-obuckley
→ Inside The Laughton Team series https://www.youtube.com/playlist?list=PLCJiXNo93cVr9Oc0ptse5z6Vaq5l0T1kA
→ George Laughton and Billy Hobbs https://www.realestateteamos.com/episode/profitability-durability-real-estate-team-george-laughton-billy-hobbs
→ Justin McLellan https://www.realestateteamos.com/episode/real-estate-agent-productivity-skill-justin-mclellan
→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunity
→ Follow Up Boss https://www.followupboss.com/
→ Dotloop https://www.dotloop.com/
→ Sisu https://sisu.co/
→ Fello https://fello.ai/
→ HouseWhisper https://www.housewhisper.ai/
Connect with Camila Rivera:
→ https://www.instagram.com/camila_rivera/
→ https://www.instagram.com/lauriefinkelsteinreaderteam/
→ Email: camila at lauriereader dot com
Connect with Julia O’Buckley:
→ https://www.instagram.com/juliaobuckley/
→ https://www.instagram.com/laughtonteam
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
AI voice and texting are changing the way we connect with the people in our database and convert new leads.
And it’s changing the real estate agent’s role in the process.
Here in our first Techtember conversation, real estate team leaders and returning Team OS guests Kyle Draper and Tiffany Gelzinis share the tools, strategies, and tactics of using AI phone calls, AI text messages, and AI role play to improve agent and team outcomes.
Enjoy our first Techtember conversation - 22 minutes with Kyle followed by 22 minutes with Tiffany - on Real Estate Team OS!
KYLE DRAPER
Kyle Draper returns to the show to share how his real estate team is transforming the client journey from first contact to follow-up using the latest in AI voice, texting, and data enrichment.
The Team Leader, Lead Agent, and Principal of Serene Team brokered by lpt realty in Los Angeles, Kyle gives you specific tools, use cases, and stories of how he and his team are improving client relationships and accelerating agent productivity with tech that would be “mind blowing” just a few years ago.
Watch or listen for Kyle's insights on:
TIFFANY GELZINIS
Today, Tiffany Gelzinis is a tech-loving team leader and Realtor in Residence with Follow Up Boss. But just a few years ago, she was a self-described 4 or 5 out of 10 in terms of passion for new tools and tech.
Learn how she unlocked that passion and how her team is creating more and better conversations with AI texting and AI calling - and get a couple of detailed, step-by-step processes to use yourself.
Watch or listen for Tiffany's insights into:
FOLLOW UP AND LEARN MORE
Mentioned in this episode:
→ Learn more about Unlock https://www.unlockconference.com/
→ First episode with Kyle Draper https://www.realestateteamos.com/episode/growing-real-estate-team-agents-kyle-draper
→ First episode with Tiffany Gelzinis https://www.realestateteamos.com/episode/tiffany-gelzinis-on-patience-people-process-profit
→ Ylopo and Follow Up Boss https://www.followupboss.com/integrations/ylopo
→ MaverickRE https://www.maverickre.com/
→ BrokerBlocks https://brokerblocks.com/
Connect with Kyle Draper:
→ https://www.instagram.com/thekyledraper/
Connect with Tiffany Gelzinis:
→ https://www.instagram.com/tiffany_gelzinis/
→ Tiffany at FollowUpBoss dot com
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
Meet us at Unlock in November (use code TEAMOS for an extra 20% off your ticket): https://unlockconference.com
Get Brian's Playbook on discipline, structure, and healthy competition: https://vid.us/229qta
Talent alone is never enough. The best in the business focus on fundamentals.
It’s as true in real estate as it is in professional football.
Brian Leonhardt shares lessons from his journey from professional football player to real estate agent to co-team leader. And he shares key decisions on the four-year journey of the Leonhardt Team, brokered by Coldwell Banker in the Twin Cities area, from initial partnership to 10 agents, 3 staff, and an $80M pace this year.
Learn the transferrable skills and habits that helped him find real estate success - both in sales and in leadership. And get the vision and values that have been vital to team growth.
Watch or listen to this conversation with Brian for insights into:
At the end, learn about the two NFL teams he roots for (even though he rarely watches), two years of rice and beans, and the need for wilderness.
Get Brian's Playbook:
→ https://vid.us/229qta
Connect with Brian Leonhardt:
→ https://www.instagram.com/brianleonhardt87/
→ https://www.instagram.com/leonhardtteam/
→ https://www.tiktok.com/@leonhardtteam
→ https://www.facebook.com/LeonhardtTeam/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
Free, virtual session: What Elite Real Estate Teams Do Differently That You Can Do Today with Barry Jenkins: https://tinyurl.com/barrycoaching
The mission of SPACE in one line: “the greatest agent experience on Earth.”
Their goal: “to be the first organized, actual team within a broker entity to navigate all 50 states and all metros in the entire country.”
How did they get here? Co-founder and CEO Keith Anderson joins us to talk through their ambitious goals and unique approach to building their real estate team.
One of the key discoveries that led to their model: the team leader is often what’s wrong with the real estate team.
Learn how they’re solving for this by removing the bounds of team leaders and agents alike to operate more like successful businesses in other industries than like today’s real estate teams.
Watch or listen to this conversation with Keith for insights into:
- The one trait required to build a next-level, generation-affecting team (and two ways to develop that trait)
- Why to ask yourself (and honestly answer) whether you’d work on your own team and pay your own splits
- The mission of delivering “the greatest agent experience on Earth” and the goal of serving clients in all 50 states and every metro in the country
- Removing the bounds of geography for agents and team leaders to deliver the greatest experience, period, not the greatest accessible experience
- Turning local team leaders into national coaches
- The operating system that’s supports the mission and goals
- How to know whether or not you should use Follow Up Boss for recruiting and agent management
- Three pieces of advice for team leaders: 1 Are you sure you want to do this?, 2 Find profitability first, and 3 focus on people, not tech.
- How hiring marketing and recruiting leaders unlocked his own potential
- The unique marketing investment made in every single agent (both up front and ongoing)
- The types of agents they’re targeting and the promises that they’re making
- The hottest topic around real estate teams
At the end, learn about the WORST team experience he’s ever had, expensive mattresses and cheap shoes, the power trio of golf, travel, and audiobooks, and a process to destroy your limiting beliefs.
Mentioned in this episode:
→ Unlock https://unlockconference.com
→ Incredibles https://youtu.be/nyMYCVqT1as
Connect with Keith Anderson:
→ https://www.instagram.com/keithcarlanderson/
→ https://www.instagram.com/spaceteamre/
→ https://spacere.com/
Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
“I didn’t know those agents were on your team.”
That’s the best compliment Ben Schreiber’s received recently. It came during a conversation with a couple of agents in his team’s market.
Why is it a compliment? The model behind his real estate team is all about the agent, not about him. He wants them running their businesses their way - including logos, marketing, and branding. It’s an example of what it really means to build an agent-centric team—and what it looks like in practice, not just in theory.
In this episode, the team leader of Service Plus RE and a former college tennis player and coach breaks down the philosophy, structure, and leverage behind their 25-agent, $70M-volume organization, a top-ranked team in Kentucky.
Ben shares why he started a team rather than a brokerage, why he didn’t name the team after himself, why he’s obsessed with meeting agents where they are (whether they want to sell 6 homes a year or 40), and the three pillars are of his model (culture, support/implementation, and wealth building).
Watch or listen to this conversation with Ben for insights into:
At the end, get drive-by on the Cincinnati Bengals, University of Illinois tennis, 1990s sweatshirts, and … this show!
Mentioned in this episode:
→ Kaizen https://kaizen.com/what-is-kaizen/
→ EOS episode https://www.realestateteamos.com/episode/eos-principles-scale-faster-real-estate-harvey-yergin
→ eXp Team Leader Academy https://life.exprealty.com/exp-realty-team-leader-academy/
→ Andy Mulholland episode www.realestateteamos.com/episode/mastering-real-estate-business-financials-andy-mulholland
Connect with Ben Schreiber:
→ Ben at ServicePlusRE dot com
→ https://www.serviceplusre.com/
Follow Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
What does it take to build a real estate business that you truly love - rather than one you secretly want to burn down?
In this conversation, Lindsay Dreyer, founder of City Chic Real Estate and Happy Agent Co, shares hard-won lessons from 14 years of brokerage ownership, including how she runs her boutique firm remotely, why intentionality trumps “team fever,” and how to design a business that supports—not sabotages—your life.
In a story of clarity, process, and self-awareness, Lindsay breaks down the difference between being a people person and a process person, why most agents shouldn’t start teams, and how to know if you’re better off plugging into someone else’s system or building your own.
You’ll hear how City Chic’s 30-day onboarding challenge weeds out the uncommitted, why their agents are 50/50 new and experienced, and how a focus on admin, marketing, and transaction management enables top solo agents to thrive without needing to build teams of their own.
Lindsay also details the leap to running their business from 500 miles away, the key roles that make remote leadership possible, and the systems that keep everything humming. You’ll get a transparent look at their tech stack (including why she’s a self-described “Zap-aholic”), the real numbers behind their 12-agent, $72M brokerage, and the philosophy that underpins the Happy Agent approach: start with joy, design for your life, and don’t buy into the myth that more is always better.
Watch or listen for insights into:
At the end, learn about a $10,000 fridge and solo, three-day retreats.
Follow Lindsay Dreyer:
→ https://www.instagram.com/lindsay.dreyer/
→ https://citychicrealestate.com
→ https://happyagent.co
Follow Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/
What if every online lead that enters your CRM was the start of a lifelong client relationship—and not just a one-off deal?
Here in our third Minisode, we reveal how top teams are converting above 20% by focusing on empathy, systems, and the long game … by starting conversations, assessing needs, and earning trust.
As we’ve heard here on Real Estate Team OS several times before: remember that all leads are created equal. But that doesn't mean we treat them exactly the same. In fact, it's the opposite: each lead is an individual person with unique needs and wants for us to learn, understand, and serve.
In under 10 minutes, four real estate leaders share with you:
See or hear the full episodes with these guests:
Access the collective wisdom of our 100+ guests by talking or typing with our Team Bot: https://realestateteamos.com/bot
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We’re just a few weeks removed from our first-ever Summit Series on Real Estate Team OS.
In that series, we met and learned from 10 different real estate professionals from four teams in the same market. These team leaders, operations leaders, and real estate agents talked through a variety of helpful topics in mastermind-style conversations.
Each sitting was three hours long. So I broke it up with some fun Speed Rounds.
And that’s what this episode is comprised of! Three Speed Rounds!
We don’t always adhere to the format, but you’ll definitely find yourself entertained, provoked, and informed. And what are your answers to some of these? Leave a comment or reach out!
Team Leaders:
- ISAs, no ISAs, and why
- VAs, no VAs, and why
- A TV or movie character you’d immediately welcome onto the team as an agent
- A powerful negotiation tip
- One of the best or worst closing gifts you’ve ever given
- One word to describe the team-building journey
Operations Leaders:
- ISAs, no ISAs, and why
- VAs, no VAs, and why
- A TV or movie character you’d immediately welcome onto the team as an agent
- Something agents often ask for that you know they’ll never use
- An empty promise you wish you’d stop hearing from vendors
- Something you’re personally fascinated by
Agents:
- One feature you wish you saw in more homes
- One word you’d love never to see again in a listing description
- A powerful question to ask in client discovery
- One of the best or worst closing gifts you’ve ever given
- What you’d do first if you only had 24 hours to sell a house
- Something you’re personally fascinated by
We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.
In case you missed any of the series:
→ Preview Episode: The Role of AI vs The Role of Agents
→ Team Leaders: When, How, and Why We Started Our Teams
→ Team Leaders: How Our Teams Create Growth Opportunities with Agents
→ Ops Leaders: How Our Teams Keep Agents Productive at Scale
→ Ops Leaders: How Our Teams Recruit, Train, and Retain Agents
→ Agents: Successful Team Agent vs Successful Solo Agent
→ Agents: Seller Communication and Social Media Strategies for Today’s Market
Sign up for subscriber-only episodes and email-exclusive insights: https://realestateteamos.com/subscribe
Follow our Summit Series guests:
→ Jenny Wemert https://www.instagram.com/jennywemert/
→ Renee Funk https://www.instagram.com/renee_funk/
→ Ben Laube https://www.instagram.com/benlaube/
→ Ken Pozek https://www.instagram.com/kenpozek/
→ Emily Smith https://www.instagram.com/emily_t_smith/
→ Gio Sanginesi https://www.instagram.com/gio407realtor/
→ Tony Galarza https://www.instagram.com/tonygalarza_realtor/
→ Matt Anderson https://www.instagram.com/matthewandersonproperties/
→ Nick Nelson https://www.instagram.com/nicknelsonhome/
→ Bree Tucker https://www.instagram.com/breeinorlando/
Follow Real Estate Team OS:
→ https://www.realestateteamos.com
Before Mike Schumm coached, consulted, and partnered with many of the top teams in the real estate industry, he built 10 small businesses - from meat packing to property management to national cleaning franchise.
He brought that experience to real estate concurrent with the release of The Millionaire Real Estate Agent, got blocked while building his team, started coaching top teams within the Tom Ferry organization, and started his own business that allows him to serve team leaders more like a fractional CEO than a coach.
The main theme of his work historically: turning your real estate job into a real business.
The main theme of his work lately: turning around your unprofitable business.
He’s helped people who are selling their investment properties or even their primary residences to keep their real estate business alive. And he shares cautions, tips, and step-by-step advice to help you stay ahead of that pain.
Watch or listen to this conversation with Mike for insights into:
- Two types of leaders - process-focused and outcome-focused
- How the library served Mike years ago as YouTube serves entrepreneurs today
- The transition from trying to grow a team in an environment that wasn’t team-friendly to coaching, consulting, and serving team leaders in a high-growth era
- Specific tips for any team leader, coach, or mentor to master personality styles and meet people where they are
- Four real estate team models with tips and cautions for each
- The first place a team leader should look for missing profits
- The basic steps of a business turnaround and the two factors that prevent it or slow it down
- The difference between hiring a leader and hiring a manager (besides the 2x cost of a leader)
- How to determine when you need a sales manager - and when you can afford one (with actual numbers)
- Why and how to set standards that eliminate low-producing agents who are costing you money (with actual numbers and examples)
- A specific caution to protect team culture and maintain productivity
At the end, learn about loyal fandom, a critical coach, a Miami Blue Porsche, and an actor’s or athlete’s cycles.
Resources mentioned in this conversation:
- DISC+ https://www.innermetrixnorthamerica.com/disc.aspx
- Social Styles Handbook https://global.wilsonlearning.com/resources/the-social-styles-handbook/
- Versatile Selling https://global.wilsonlearning.com/resources/versatile-selling/
Episodes related to this conversation:
- FUBCON Sessions https://www.youtube.com/playlist?list=PLCJiXNo93cVopyNz34nrcV-kVacpWjvAm
- Tom Ferry https://www.realestateteamos.com/episode/tom-ferry-differentiation-accountability
- Chris VanderValk https://www.realestateteamos.com/episode/inside-whissel-realty-group-agent-leverage-coo-chris-vandervalk
- Mark Adams from RealTrends Verified https://www.realestateteamos.com/episode/real-trends-ranking-top-real-estate-teams-mark-adams
- Andy Mulholland from Simple Numbers https://www.realestateteamos.com/episode/mastering-real-estate-business-financials-andy-mulholland
Connect with Mike Schumm:
- https://www.instagram.com/mikeschumm_/
- https://profytz.com
Follow Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/
Andy Mulholland spent a decade building and running a successful real estate team. He and his wife, Ellyn, now run the books for many top real estate teams.
He joins us on Real Estate Team OS to help you get a handle on your real estate business financials. Your P&L. Your net profit margin. And he does it by keeping things simple.
Andy shares with you why we’re so focused on top line numbers, why we’re confused about our net profit, why me must align our economic model with our operating model (and what the three main models are), how to define our goal posts (not a specific target), why “reinvesting profits” is really just spending too much money, and more!
Watch or listen for insights into:
- Numbers as the purest form of communication
- Why lifestyle was the spark for his real estate team
- Three top takeaways from his team-building journey
- Why we’re so focused on top line numbers like agent count, units, and volume
- Three primary economic models (Teamerage, School of Fish, Shark with Feeder Fish)
- Three reasons team leaders are confused about their net profit
- Two questions to ask to help you understand the health of your business
- Ways to think about direct and indirect expenses for a clearer picture of your bottom line
- Two places a team leader is struggling if they’re not profitable
- The three (maybe four) elements of Cost of Goods Sold or Cost of Sale
- How and why to pay yourself as an agent before leaving production
- How to pay yourself after you’ve left sales production (remember: Profit First)
- Why “reinvesting profits” is really just “spending too much money”
- What NAVY Seal teams or Schools of Fish must keep an eye on to continue to thrive in the future
At the end, hear about a true team culture, an appreciation for Porsches, tractors, and old pickups alike, and hitting the road inn an RV.
Andy Mulholland:
- https://simple-numbers.com
- https://www.instagram.com/andy_mulholland/
Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/
Welcome to our sixth and final episode in the all-new Summit Series! As we were in the third episode, we’re joined by four real estate agents in one conversation:
- Bree Tucker with Pozek Group
- Tony Galarza with Wemert Group Realty
- Matt Anderson, solo agent with eXp Realty
- Nick Nelson, solo agent with eXp Realty
See or hear our first conversation on solo agent success vs team agent success: www.realestateteamos.com/episode/real-estate-team-solo-agent-success-summit-series
Real Estate Team OS is bringing you the Summit Series, a new format that has an element of our Inside The Team series, but features multiple guests in each episode and 10 real estate professionals in total.
In this episode, long-time team agents Tony and Bree, as well as solo agents Matt and Nick, who started in the local eXp Realty ecosystem of Renee Funk and Ben Laube share how they’re communicating with sellers right now step-by-step, specific video and social media tactics that work for them, the pivotal moment they committed to real estate full time, and how and why new agents should find and join their right-fit real estate team.
Watch or listen to this Summit Series episode for insights into:
- Video and social media tactics they’re using (and how it intersects with team branding)
- How Matt sourced videographers to support his social media and listings
- What they like to see from agents on the other side of a transaction
- The pivotal moment when each of them committed to real estate full time (from quitting school to quitting jobs)
- What stays the same and what changes based on current market conditions, including step-by-step seller communication strategies
- What’s changed since the rollout of buyer broker agreements
- How agents can find their right-fit team or brokerage and why brand new agents should find the right team
We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.
In case you missed any of the series:
- Team Leaders: When, How, and Why We Started Our Teams
- Team Leaders: How Our Teams Create Growth Opportunities with Agents
- Ops Leaders: How Our Teams Keep Agents Productive at Scale
- Ops Leaders: How Our Teams Recruit, Train, and Retain Agents
- Agents: Successful Team Agent vs Successful Solo Agent
Sign up for subscriber-only episodes and email-exclusive insights: https://realestateteamos.com/subscribe
Follow our Summit Series agents:
- Matt Anderson https://www.instagram.com/matthewandersonproperties/
- Nick Nelson https://www.instagram.com/nicknelsonhome/
- Tony Galarza https://www.instagram.com/tonygalarza_realtor/
- Bree Tucker https://www.instagram.com/breeinorlando/
Follow Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/
Holding agents accountable drives activity, productivity, and profitability.
But it can also create confusion, frustration, and burnout for you - and for your agents.
So how do you set up accountability systems that agents will actually use and benefit from?
In under 10 minutes, our five guests cover:
- The relationship between and metrics behind agent performance and agent participation
- A cadence for effective huddles for individual and group accountability
- Improving buy-in by innovating agent-up rather than top-down
- Reverse-engineering agents' goals and expectations into accountability metrics
- Creating scoreboards and tracking results
See the full episodes with these guests:
- Ben Bluemle from Bank-Owned To Luxury Listings https://www.realestateteamos.com/episode/ben-bluemle-bank-owned-luxury-real-estate-listings
- Barry Jenkins on The Trouble With Seeing Yourself In Other People https://www.realestateteamos.com/episode/barry-jenkins-too-nice-for-sales
- Daniel Dixon on Being The Lighthouse For Agents https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents
- Jonathan Campbell on Driving Per-Agent Productivity https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell
- Jim Remley on Profitability Through Productivity https://www.realestateteamos.com/episode/jim-remley-real-estate-profitability-per-agent-productivity
Access the collective wisdom of our 100+ guests by talking or typing with our Team Bot: https://realestateteamos.com/bot
Get email-exclusive insights, guest previews, and subscriber-only episodes: https://realestateteamos.com/subscribe