Real Estate Team OS

After closing more than $160 million himself in 2018, Jason Mitchell walked away from personal production.Why? To build a company.Today, JMG is America’s #1 real estate team, closing more than $6 billion in sales and 12,000 units.Here in this conversation, learn how he made the transition from top producer to operator, the challenge of selling your vision and value prop, common and costly mistakes of team leaders and expansion teams, keys to agent retention, and more!Note: This is the second part of our two-part conversation. Go back one episode in your feed for part one and sign up free to get instant access to subscriber-only conversation with Jason on agent branding, client engagement, CRM, and more: https://realestateteamos.com/subscribeWatch or listen for Jason’s insights into:How and why he left sales production (after closing $160M in personal production in his final year)How your role changes and what it takes to be successful in the transition from salesperson to operator and leaderThe challenge of selling his vision of the B2B referral modelA common and costly mistake many team leaders makeA common and costly mistake many expansion teams makeKeys to retaining top-producing agentsWhy to remove personal production from your team’s numbersWhy his largest referral partner is only 8.5% of his businessWhat teams need to do to stay relevantAt the end, learn about Michigan sports, family time and dad guilt, price gouging, work ethic, and treating people well.Connect with Jason Mitchell:→ https://www.instagram.com/jasonmitchell_jmg/→ https://www.linkedin.com/in/jason-mitchell-5a885a8/Connect with JMG:→ https://joinjmg.com/→ https://thejasonmitchellgroup.com/become-a-partner/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

What if the fastest way to grow a real estate team wasn’t generating more leads—but servicing someone else’s clients at scale?Jason Mitchell built America’s #1 real estate team by evolving past traditional agent thinking and creating a unique model based on trust, accountability, leadership development, centralized operations, and B2B partnerships.He welcomed us into JMG headquarters, gave us more than an hour of his time, and broke down how his team grew from hundreds of millions to more than $6 billion in annual sales production, 12,000 transactions, and more than 1,200 agents operating in 43 of the United States.Note: This is the first part of our two-part conversation. Sign up free to get alerted to part two and to get instant access to subscriber-only conversation with Jason on agent branding, client engagement, CRM, and more: https://realestateteamos.com/subscribeWatch or listen for Jason’s insights into:How trust is built and its role in business growthThe benefit of tenure within the teamHow clarity about the future of the industry led him to start a teamDetails and structure of JMG’s pioneering B2B business modelWhy uniformity and centralization are keys to success with referral partners at scaleBalancing deal flow and agent count in new and existing marketsFinding the right team leaders and brokerage owners to open new marketsTraining and onboarding programs for agents and team leadersIn the next episode, learn about when, why, and how he left sales production, how your role changes as a leader and operator, common mistakes team leaders and expansion teams make, keys to agent retention, and more!Connect with Jason Mitchell:→ https://www.instagram.com/jasonmitchell_jmg/→ https://www.linkedin.com/in/jason-mitchell-5a885a8/Connect with JMG:→ https://joinjmg.com/→ https://thejasonmitchellgroup.com/become-a-partner/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

From a moped-riding, script-reading agent working expired listings to the owner of the fastest-growing brokerage in Hawaii. From a prospecting-first team on the phones together four hours a day to a media-driven brokerage creating 200+ pieces of content a month.Talk Realty CEO Devin Tryan shares lessons learned through big transitions over the past dozen years or so, including the five-step, three-bucket system for content creation, tips for hiring staff members, and key concepts behind the design of his agent-first, independent brokerage.Watch or listen for Devin’s insights into:0:00 Intro and welcome1:16 The willingness to improve and places for new agents to improve6:35 How an early-stage team structure can be confusing to your clients10:39 The growth from an 18-agent real estate team to a 50-person teamerage15:40 One big question, two big ideas, and two hard rules that drove his business model22:21 The benefits of cross-training as a business owner25:53 Tips for interviewing and hiring staff (including taking two years for one role)34:55 Why your idea is the most important part of content creation (download the Creator’s Compass below)37:06 The five-step process driving 200+ pieces of content per month39:12 How to balance entertainment, education, and sales content45:03 At the end, learn about a turbo-charged two-seater with nowhere to run, a part-time professor, and the relaxing power of rock climbing, diving, and chess.Download the Creator’s Compass:→ https://vid.us/v9vi8hConnect with Devin Tryan:→ https://www.instagram.com/devintryan→ https://www.youtube.com/@DevinTryanHi→ https://www.zillow.com/profile/DevinTryan→ https://www.talkrealty.co/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Like many successful, high-growth, The Perna Team had systems and playbooks to support agents with nearly every lead source.But what about the best source of all … an agent’s sphere? Their SOI?Sadie Callegari, Director of Coaching and Training of this 120-agent team, gives you all the details of the start, iteration, re-launch, and evolution of their sphere marketing program. It’s her system to keep agents top of mind with their family and friends with done-for-you videos, photos, social posts, emails, calls, and texts.What they’re writing.What they’re recording.Where they’re shooting.How they’re editing.When and where they’re posting and sending.What agents need to do and commit to in order to participate.All the other details that make agent adoption easy!Sadie also describes her role, when and why the team needed her role, how she transitioned into it from being a high-performing agent, the structure and duration of the main coaching and training programs she’s developed, and more.Watch or listen for Sadie’s insights into:0:00 Intro and welcome1:40 Staying adaptable (even as a detailed person who loves systems, boundaries, and rules)4:25 The shift from real estate agent to Director of Coaching and Training9:10 Top tips after interviewing nearly every team in her market15:30 Why the Director of Coaching and Training role was needed, how it’s evolved, and pieces you can replicate19:00 The structure, duration, and details of three of their main programs22:20 How to keep existing materials updated while still creating and launching new materials25:42 How they got performant out of the gate as a Zillow Preferred partner29:47 The problem and opportunity that led to the Sphere Program33:00 The three main elements of the Sphere Program and how she launched it37:40 One requirement to participate in the Sphere Program38:33 The exact structure of their content day, what they shoot, and how they deliver it back to agents for posting48:29 Why joining teams will increasingly make sense for most agents51:14 At the end, learn about the Montana State Bobcats, necessary flights, a good fiction:non-fiction ratio, and escaping the echo chamber.Connect with Sadie Callegari:→ https://www.instagram.com/sadie.callegari/→ https://www.facebook.com/sltynesConnect with Real Estate Team OS→ https://www.realestateteamos.com → https://linktr.ee/realestateteamos → https://www.instagram.com/realestateteamos/

The Falcon system to deliver guidance and success.The tech hub to unify multiple lines of business.The merged calls to save deals.A mortgage expert who’s since grown a 100-person organization delivering integrated real estate services, Jordan Vreeland’s constantly building the playbook.Go inside his athletics-informed philosophy and approach to developing people, unifying teams, leveraging tech, and improving client experience.Watch or listen for Jordan’s insights into:0:00 Intro and welcome1:32 Two reminders and resets when you step onto the court4:18 Building winners, not just winning games6:49 When and why a mortgage expert started a now-70-agents real estate brokerage9:33 Getting turned onto tech, marketing, and lead generation12:47 Choosing to start independent rather than with another brand or brokerage14:34 The concepts behind their integrated tech stack16:03 Jordan’s role in the organization17:40 Example of solving a problem by creating a role that elevates team members21:07 What more real estate professionals should know about mortgage and how to get there27:59 How he built a team of overseas ISAs that’s become the defense system and the “lifeblood of the business,” and part of the family - with tips for you to do the same33:56 Enhanced client visibility and better client conversations with Zillow Pro43:56 Getting what you give and not falling prey to the sickness of chasing numbers45:57 At the end, learn about three winning basketball teams, lawless psychopaths, friends he’s never met, and family getaways.Connect with Vreeland Real Estate:→ https://www.instagram.com/vreelandrealestate/→ https://www.facebook.com/vreelandrealestate/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

More than 500 transactions last year - 100% by referral.Nearly $1B in sales over the past five years - working by referral only.Carol Foderick has built a 20-agent, 15-staff team that exclusively works by referral. Each agent owns their database and relies on the camaraderie of the team and the leverage of the staff. Go inside the structure of her team and get the numbers behind working by referral.How many marketing activities does it take to produce a referral? How many referrals does it take to produce a closed transaction? What is each outbound call or text worth? Carol can tell you - and she does in this episode!Watch or listen to Carol’s insights into:0:00 Intro and welcome1:42 The fuel for your real estate team (spoiler: it's lead gen)3:01 What lead generation looks like on her team5:02 How she became a team leader before she started her own team9:24 Who shouldn’t start a real estate team11:38 The structure and key roles in her company to support high per-agent productivity16:10 Why her agents’ databases have no value to her20:14 How to retain top producers on your team28:15 A systematic and measured process for working by referral (last year 226 actions drove two referrals and one closed transaction)32:47 A specific example that points to $300 or so as the value of each call34:15 Three main activities and five love languages for working by referral40:56 How to find agents who can work by referral43:06 Where we are in the "teamification" or "teamization" of the real estate industry49:12 At the end, learn about truth telling by the home team, expensive rocking chairs and cheap airplane seats, and the challenges of being perpetual.Connect with Carol Foderick:→ Carol at CarolFoderick dot com→ https://www.instagram.com/carolfoderickConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Do you need an ISA? When? How do you comp them? What if they want to be agents? What if they’re overseas?Should your team follow scripts? How closely? Where are the non-negotiables and where do you find room to stay human?How do we uncover motivation and handle objections in a helpful way that improves client experience?Nikki Pais is here to address all that and more. She brings years of experience as an EA, ISA, and Director of Inside Sales, as well as years of experience coaching ISAs, agents, and team leaders across North America on better conversations, effective nurturing, and more closings.Watch or listen for Nikki’s insights into:0:00 Intro and welcome1:33 Why to apply what you learn without waiting, without tweaks, and without doubts8:35 The most common problem among the teams she’s coaching: exceptions (plus when to turn an exception into a tier)10:56 The difference between coaching and training - and how to figure out what you need15:19 Top signs that you’d benefit from an ISA17:28 Who makes a great ISA (domestic vs international, aspiring real estate agents, current agents)20:31 How to comp ISAs22:50 Managing handoffs and the division of labor between agents and ISAs27:39 Why to treat every new lead as a buyer (yes, even sellers)30:45 How to uncover motivation in a meaningful way33:53 The right way to use scripts35:34 The difference between objections and conditions - and how best to handle objections39:18 Taking notes vs relying on AI summaries41:33 Facing the challenge of sales skepticism43:47 Leveraging AI calls and texts for the right reasons45:03 At the end, learn about an inherited team, soaps you don’t like, well-traveled boxes, and 50 audiobooks for 50 ideas to apply immediately.Other episodes you’ll enjoy:→ More Deals from Your Database With (or Without) an ISA with Travis Halverson https://www.realestateteamos.com/episode/travis-halverson-deals-database-isa-inside-sales→ From ISA to Director of Opportunities with Lisa Ryan https://www.realestateteamos.com/episode/inside-sales-manager-isa-real-estate-opportunities-lisa-ryan→ How to Drive Per-Agent Productivity with Jonathan Campbell https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbellConnect with Nikki Pais:→ https://www.facebook.com/nikki.shanelle.pais→https://www.ezdials.com/shut-up-and-dialConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Brett Jennings is making a big bet on peer accountability pods. A billion-dollar bet.The Owner and Founder of Real Estate Experts, Brett shares the details behind the nearly 10x growth of his hybrid teamerage (from $165M to $1.2B in sales) and the strategy to growth through acquisitions to $4B.Learn how purpose has made team agents, solo agents, and staff more productive (creating more than a dozen first-time $1M GCI producers in one year) and how purpose serves as a filter to find right-fit companies to acquire.Get proven strategies and simple tactics to grow revenue by growing your people (and why they might call themselves a Good Vibe Tribe).Watch or listen for Brett’s insights into:0:00 Intro and welcome1:50 Clarity within leadership and resilience within team members4:41 Two ways to test for agent grit and growth (including 1,000 calls in 10 days)7:14 What team agents and solo agents get in Brett’s hybrid brokerage model9:44 How working with Tony Robbins and Deepak Chopra helped Brett unlock agent and team growth12:24 Where to go next after nearly 10x sales in three years15:06 The motivation and plan to grow through acquisitions to $4B and 600 agents19:34 How peer accountability helped create more than a dozen $1M GCI producers21:52 Two characteristics of a well-aligned acquisition target28:06 Why agents and staff need a bigger “why” than money alone - and how to deliver31:38 How to create your own peer accountability pods and why Brett’s betting big on them35:16 How to increase participation in the optional pod program38:33 Why self-discipline and self-actualization are the next iteration of conscious business42:13 The next steps for the Good Vibe Tribe movement44:56 At the end, learn about expert advisors, luxury watches and refillable bottles, and two practices to revitalize your operating system.Free resources from Brett Jennings:→ https://goodvibetribeworldwide.com → https://bearealexpert.comConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

No matter what stage of business maturity your real estate team or brokerage has achieved, you face growth constraints. Many are structural to your organization and to the industry - like affordability challenges, disconnected tools, siloed data, and even lead abundance.Learn to circle back to harden your foundation, identify and relieve stress points, and prepare for tomorrow’s market with Works Real Estate CEO Winston Murray and long-time collaborator Jon Boller, who are leading a 250-agent, 10-market operation into an AI-driven, Uberized future that requires more operational efficiency than ever.Get Winston’s vision for supply-side solutions to the affordability crisis - and steps you can take yourself.Learn how a 150-page manual about serving buyers and sellers connected them, supported team growth, got leveraged further with a new learning management system, and united the front and back of house within their independent brokerage.Discover an X-ray approach to agent success through data transparency.And see a consumer-focused vision of the future created through death of ego and setting swords down across the industry.Watch or listen for insights from Winston and Jon on:0:00 Intro and welcome1:47 The balance of a clear, big-picture vision and efficient, ground-level operations4:39 The role of education and simplification in growing from a 3-person team to 250 agents in 10 markets6:56 What the “Uber-fication” of real estate actually looks like - and what it requires of you9:10 How Jon partnered with Works Real Estate over the past decade14:01 The power of a 150-page manual (and the mantra "scale thyself")16:44 Why agents never graduate off their lead programs19:50 Three stages of business maturity and what each requires22:52 A vision for the death of ego and setting swords down across the industry to best serve consumers26:23 The key to differentiating Works Real Estate 28:33 Top projects for 2026, including unifying the front and back of house36:36 The challenge and opportunity of supply-side affordability solutions49:09 At the end, learn about a startup hockey team, an unexpected underdog, the benefits of style, and a zero-based social feed.Connect with Works Real Estate:→ https://worksrealestate.co/→ https://www.instagram.com/worksrealestateco/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Brian Buffini started a real estate team before teams were a thing. Back in 1992. Back before brokerages had any idea what to do with a team.Today, Buffini & Company coaches and trains agents, team leaders, and broker owners around the world.All along, Brian’s viewed teams as “the future of real estate.” But team leadership isn’t for everyone and  aspirations for a mega team aren’t necessary.Brian was kind enough to be a guest on our show as I was a guest at his Buffini Coaching live event to share decades of insights, experience, and influence.With a live audience of hundreds of real estate professionals, Brian sat down with me to share what it took to sell 100 homes in a year in the late 80s, why teams emerged, who should (and shouldn’t) build a team, what the main team models are, where “Death Valley” is for team leaders, what leaders must stay focused on and watch out for ... and much more!A HUGE thank you to Brian and his entire team for welcoming me into their community in such an open and sincere way!Watch or listen for Brian Buffini’s insights into:0:00 Intro and welcome1:42 Leading and managing yourself (in order to lead and manage others)4:11 What it took to sell 100 homes/year in the late 1980s with one assistant7:17 Why and how he started a team in the early 1990s (and why he struggled initially)14:42 Why he’s long viewed teams as “the future of real estate” and who teams are best for17:27 Why referring out excess business is a good first step toward a team20:10 How to find your first assistant22:49 What other stages of team maturity look like and the key to finding your right size (spoiler: 4-7 is a sweet spot)24:45 Why 80% of agents should keep selling (perhaps with a team to support them)30:00 What the hardest thing about real estate is (and what mistakes that leads to)32:09 How to restore connection with the people and relationships that matter most (your customers and your team)35:33 A leadership lesson from NFL and NASCAR champion Joe Gibbs39:05 At the end, learn about A and B teams, hotel soaps and sewing kits, and the power of ohana and the ocean.Connect with Brian Buffini:→ https://www.instagram.com/brian_buffini/→ https://www.instagram.com/buffiniandco→ https://www.buffini.com/solutions/realstrengths/→ https://www.buffini.com/solutions/blitz/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

What happens when you invest so deeply in your people that they could leave today and find success starting their own business?The most likely outcome: they stay and you continue growing together.But the more common path: a more transactional approach for fear they’ll leave you.Jon Cheplak returns to Real Estate Team OS to explain why he thinks 90% of real estate team leaders shouldn’t be team leaders and to share what the 10% have in common.Jon’s been in the seat himself and he and his partners coach top-performing team leaders and operations leaders (many you’ve met here on the show).Scaling on principles, rather than on personality.Pouring into people without fear, limitation, or calculation.Developing people first and businesses second.Walking the talk as the key to leadership.Improving your copywriting and storytelling.Jon shares all that and more in a great conversation to set you up for a successful year ahead.Watch or listen for Jon’s insights into:0:00 Intro and welcome2:19 Why community is so desirable and powerful right now4:05 How principles scale and why personality doesn’t6:04 His four core principles, his eight core values, and the difference between them8:34 The three ways to get people to take action14:39 The two ways to give people attention and why fear holds team leaders back from both21:29 Why 90% of team leaders shouldn’t be team leaders and four criteria to help you know for your yourself29:41 Two ways to find your operations leader and one way NOT to (spoiler: look inside your team)37:14 Why you’re already a better copywriter than you think, how and why to get better at it, plus the difference between marketing and sales46:03 At the end, learn about pitchforking manure and the risk and payoff of committing to a 375-acre ranch.Four principles Jon lives by:→ Personal responsibility, accountability, commitment, contributionEight values Jon lives by:→ Fun, love, dignity, respect, humility, vulnerability, transparency, volunteerismMentioned in this episode:→ FUBCON Session with Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages→ 084 Living in the Leads with Lauren Bowen https://www.realestateteamos.com/episode/real-estate-leads-systems-tools-increase-conversion-lauren-bowen-lpt-realty→ 037 Prospecting for Listings with Greg Harrelson https://www.realestateteamos.com/episode/real-estate-prospecting-listings-greg-harrelson→ 082 Making Your First Operations Hire with Camila Rivera https://www.realestateteamos.com/episode/team-leader-guide-making-your-first-operations-hire-camila-rivera→ Inside Whissel Realty Group https://www.youtube.com/playlist?list=PLCJiXNo93cVqQmwl4tTOQYebBkBoL6ipzConnect with Jon Cheplak→ https://www.facebook.com/joncheplak/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

We’re kicking off the calendar year in a familiar way on Real Estate Team OS - with Lauren Bowen sharing practical tips on lead sources and lead conversion for the third year in a row!A thoughtful and generous expert on this topic, Lauren now serves as SVP of Lead Generation and Conversion for LPT Realty. In the role, she consults with teams of all sizes. In this episode, she shares what she’s learning and teaching!For 2026, Lauren delivers for you a simple process to improve lead conversion and ROI, the most common issues she sees in the databases of small, medium, and large sized teams, specific tech recommendations by team size, the what, who, why, and how of “living in the leads,” and other ways to drive big results with incremental improvements.Watch or listen for the Jon Cheplak-inspired mantra: tiny hinges swing big doors.Watch or listen for Lauren’s insights into:0:00 Intro and welcome2:28 The value of getting clear on your purpose4:36 How she developed an expertise in lead sources and lead conversion, one small step at a time6:48 A simple process to improve lead follow up (do this right now)9:55 Why and how she became SVP of Lead Generation and Conversion with LPT Realty after a decade with Robert Slack Real Estate20:43 The most common issue when she gets into a team leader’s CRM and database and how to solve it (note: the ROI of PPC)24:29 Primary issues team leaders and ops leaders face by team size25:15 Specific tech for retargeting, texting, database, and accountability by team size32:40 The what, who, how, and why of “living in the leads”42:55 What’s never changed about lead conversion in the decade she’s been in the business48:08 At the end, learn about Magic basketball, chicken frivolousness, and physical books.Mentioned in this episode:→ Ep 011 Lauren Bowen on 16 Lead Sources for 800 Agents https://www.realestateteamos.com/episode/lauren-bowen-robert-slack-coo-lead-sources-team-leaders → Ep 051 Lauren Bowen on Lead Quality vs Lead Quantity https://www.realestateteamos.com/episode/real-estate-lead-source-quality-quantity-lauren-bowen-robert-slack → Techtember and Julia O’Buckley: https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX → FUBCON Sessions and Jon Cheplak: https://www.youtube.com/playlist?list=PLCJiXNo93cVopyNz34nrcV-kVacpWjvAmConnect with Lauren Bowen:→ Email: Lauren.Bowen at LPT dot com→ Call or text: (352) 843 3434Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside Hiller Group on Florida’s Emerald Coast and Opt Real Estate in Portland, Oregon.MARK HILLERFinding and empowering the right person allowed Mark to double production as a solo agent, start a real estate team, and set it up to scale. He shares lessons from that person and process, explains how he preserved profits as his housing market slowed to a halt, and gives you specific tips for working successfully with virtual assistants.Go inside Hiller Group, a 12-agent, 5-staff, 8-VA team in Niceville, Florida.Watch or listen for insights from Mark on:What allowed him to double his transaction count and start his teamSpecific things his Director of Operations did to set them up to double agent count without adding any additional costHow they successfully integrated 8 VAs into their organization and how they’re taskedWhy quarter-to-quarter planning makes more sense for his team than annual planningHow he preserved profit while losing 100 transactions as the housing market halted back in 2022A top takeaway for you: “You can’t scale chaos. Get your people aligned and watch the business become fun again.”His top takeaway from Unlock (standards!)DREW COLEMANOpt Real Estate is a 100-person company on pace to for 1,000 transactions and more than $500M in sales. But for Founder Drew Coleman, that’s not a goal - it’s an outcome of a dedication to “fabled service” for agents and their clients.Be sure to listen for a great Olympics metaphor that serves as an important reminder and even a caution about recruiting and retention!Watch or listen for insights from Drew on:His goal of becoming “the best brokerage that’s ever existed,” how it’s like a team, and what “best” meansWho’s successful in the Opt systemThe transformative nature of FUB’s open API and how tools like Sisu, Rokrbox, StackWrap, and HouseWhisper helpThe value of in-house and offshore talentWhat they walk agents through for annual business planningAn AI solution they’re working on for 2026A top takeaway for you: “Success requires two things: a path for agents to grow and a culture that fuels, not drains, their momentum.”His top takeaway from Unlock (Zillow Pro!)Team Bot (free, always on):→ https://realestateteamos.com/botConnect with Mark Hiller:→ https://www.instagram.com/markhillerflConnect with Drew Coleman:→ https://www.instagram.com/drewcoleman→ (503) 351 3739Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside The Nickley Group in Florida and the second half takes you inside HomeTeam4U in Wisconsin.TOM AND ALEXIS NICKLEYAlexis and Tom Nickley, co-team leaders of The Nickley Group in Orlando, credit team culture with the growth and success of their 65-agent, 20-staff real estate team pacing for 900 transactions and $400M in sales. Learn two key roles, four core values, and three things they’re focused on in the year ahead!Watch or listen for insights from Alexis and Tom on:A bold decision to leave sales productionThe division of labor between husband-and-wife, co-team leadersWhy their recruiter’s job is so challengingThe purpose and role of the Director of Culture and Engagement (and specific tactics you can take for yourself)The purpose and role of their Director of Growth (it’s FAR bigger than recruiting)Three things they’re focusing on in 2026A key takeaway for you: “Keep the underdog mindset! At the end of the year, challenge your systems and processes to improve your client and agent experience.”Their key takeaway from Unlock (uniqueness and diversity!)JEN STAUTERJen Stauter serves as team leader of HomeTeam4U in Sun Prairie, Wisconsin. She walks you through the personality types that work within their 32-agent organization, how she plans to get to 50 agents, two specific ways the Agent Success Coordinator roles has helped her and the team, a unique quality of their mentorship program, and more!Watch or listen for insights from Jen on:Growing a team from 4 family members to 32 agents (and counting)The purpose and role of their Agent Success Coordinator, including two specific, high-value projects she took on and where they found herHow they structure their mentorship program and one of its unique qualitiesWhich changes the EOS process (the VTO, specifically) forced them to makeKeys to successful recruiting en route to 50 agentsA key takeaway for you: “You don’t need to do more. You just need someone who makes sure it happens.”A key takeaway from Unlock (recruiting!)Connect with The Nickley Group:→ https://www.instagram.com/thenickleygroup/Connect with Jen Stauter:→ https://www.instagram.com/jennifer_stauter_kornstedt/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

If you’re looking for ways to leverage AI, automations, and technology without losing sight of what matters most - relationships, culture, and client goals, then you’re in the right place!Best practices for AI voice and texting, including when and how to hand off to humans.Three things to set up for success in Follow Up Boss.A few under-used, high-value features of Follow Up Boss.Specific automations to increase lead engagement and conversion.A framework for better AI prompts and other prompting tips.Two Custom GPTs to save massive amounts of timeThis is just some of what you’ll get with Matt Croteau, team leader with The Fernandez Group in Orange, California.Get tech tips that honor the human touch and your client’s goals and that make AI your assistant, not your replacement. Learn Custom GPTs for on-the-fly coaching and real-time scripting. Hear automations that drive lead engagement and save time.Watch or listen for Matt’s insights into:- Ways to sustain a healthy culture even when agents aren’t in the office- The path from loan officer to real estate agent to team leader- Foundational pieces needed to start a productive partnership- The importance of staying focused on client goals- The role of AI and automation vs the role of the real estate agent- Best practices for AI voice and texting, including seamless handoffs to humans- Three specific ways to set up for success in Follow Up Boss- Specific automations to set up to improve lead engagement and lead conversion- The RELIC framework for better AI prompts and specific prompting tips for better output- The basics and benefits of Custom GPTs - with two time-saving examples- One way the Comet browser from Perplexity saves him time- What’s stayed the same and what’s changed for lead conversion over the past several years- Who to hire in-house and what to hire out to virtual assistantsAt the end, learn about a disappointing baseball season, overpriced robots, open skies, and quieter trails.Mentioned in this episode:→ Techtember on Real Estate Team OS https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunityConnect with Matt Croteau:→ Email: Matt at MattSellsOC dot comConnect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

After earning two degrees in architecture and starting your career with a design firm, you get into real estate operations.Your first task: turn a real estate team into an independent brokerage. Overnight, if possible.Your second task: expand and renovate the office to prepare for growth.Meanwhile: you need to get the systems and processes out of people’s heads, merge them together, get it documented, redesign onboarding, and teach it to agents.That’s just some of what you’ll get in this conversation with Matteo Zingales, Director of Operations at Team Zingales Realty, a family-owned, independent teamerage.How to create the role from scratch.Why to put observation before innovation.How to set up the tech stack for scale.Which three questions to ask to get constructive criticism from your business partners.Four years into his journey, Matteo shares these details and more!Watch or listen for insights into:The balance of clarity, alignment, and accountabilityThe path from a degree and career in architecture to a Director of Operations roleTransitioning from real estate team to independent, family-owned brokerageHow the Director of Operations role was shaped from scratch and what it brought to the teamA prioritized list of projects and SOPs to set up the business to scale successfullyThe vital role of constructive criticism and three questions to ask every staff member and agent to help draw it outThe specific pieces of their tech stackHow they carved out distinct, aligned roles between Director of Operations, Team Founder and Partner, and Broker Owner and PartnerSpecific recruiting tactics as they look to double agent count in the year aheadHow to find your own Director of OperationsAt the end, learn how Gillette Group, Wemert Group Realty, and SERHANT. Real Estate fuse brand, systems and performance, how luxury items can commemorate milestones, and which books have helped this Director of Operations.Mentioned in this episode:→ Camila Rivera https://www.realestateteamos.com/episode/team-leader-guide-making-your-first-operations-hire-camila-rivera→ Jenny Wemert https://www.realestateteamos.com/episode/jenny-wemert-group-realty-independent→ Emily Smith https://www.realestateteamos.com/episode/emily-smith-intrapreneur-entrepreneur-teamerage→ 10X is Easier Than 2X https://10xeasierbook.com/→ Rocket Fuel https://rocketfueluniversity.com/rocket-fuel-book/Connect with Matteo Zingales:→ https://www.instagram.com/matteoonops/→ https://www.linkedin.com/in/mzingales/→ https://www.tiktok.com/@team.zingales.realty→ https://teamzingales.com/team-zingales-difference/meet-our-team/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

What if your biggest mistakes became the blueprint for your next business?That’s exactly what Marissa Canario is doing with Apex Realty Group, which she’s building from Milwaukee, Wisconsin. After building a 7th-level insurance agency and after opening 168 markets (yes 168!) as a real estate leader on a national expansion team, Marissa’s now taking lessons learned to build again - with deeper obsession and a clearer value prop.She shares the key to improving both agent experience and client experience. She details her segmented approach to onboarding (and re-onboarding) agents. She explains the pitfalls to avoid in market expansion and when to know if you’re ready. And she shares a vision of teams getting larger and larger in the years ahead through mergers and acquisitions.Watch or listen for Marissa’s insights into:Why obsession with agent experience and client experience drives successWhat was required and what was learned by opening 168 markets in a real estate team expansionHow to improve communication and get more done by meeting people where they areHow to turn past mistakes into a tighter, more focused model with a clearer value propositionHow Marissa’s segmenting and improving “one of the most important factors of your entire foundation and one of the most difficult to get correct” … agent onboardingWhy to celebrate more (and more specific) agent milestonesAI and ISAs as new leverage points for real estate teamsWays to make technology amplify rather than replace real estate agents (and what that means they should focus on)How self-awareness, network strength, and sufficient capital set you up for market expansion successWhy mergers and acquisitions will drive larger teams and what your participation in that growth might look likeAt the end, learn about the value of integrity, the ends of toilet paper rolls, the bottoms of shampoo and ketchup bottles, and fewer business books.Episodes mentioned:→ AI Voice and Texting with Kyle Draper and Tiffany Gelzinis→ Redefining the Role of the Real Estate Team Leader with Keith Anderson→The Roll-Up Strategy for Business Growth with Sam KhorramianConnect with Marissa Canario:→ https://www.instagram.com/marissacanario/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Which is the better direction for you: real estate team leader or independent brokerage owner? Or even: independent teamerage owner.Get practical tips and helpful ideas to help you figure out which is right for you from Brad Nix, who helped turn two teams into brokerages. Go inside Path & Post, a brokerage that runs as a unified team of 6 staff and about two dozen agents - with a focus on onboarding and training professional Strategic Guides, creating your own systems and processes, and on making decisions based on core values.Their ultimate metric: 5-star reviews.Watch or listen to this conversation with Brad for insights into:Being open to being wrongThe path to Path & Post, an independent teamerage of 30 peopleWeighing real estate team vs independent brokerage vs independent teamerage for you and your businessMakers, doers, followers, and complainersBuilding systems to handle what your brokerage was doing for youThree core values: Respect, Unity, and the Golden RuleOnboarding and training Strategic Guides rather than real estate agents and the one metric that lets them know it’s workingThe evolution of their onboarding and training from WordPress plug-in to Trainual to GuruHow to thoughtfully sequence and structure your training materials (in their case: 500 pieces of content over 90 days)How AI helps their agents become more effectiveThe 6 staff positions on their “lean, mean" teamerageHow exit strategy and consolidation weigh into the future of your real estate businessThe simple process of surprising and delighting your clientsAt the end, learn about season tickets, a bag closet, board games, and a healthy diet for your mind.Mentioned in this episode:→ https://realestateteamos.com/bot→ https://www.getguru.com/→ https://reformationbrewery.com/Connect with Brad Nix:→ https://pathpost.comConnect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

From fix-and-flip investor to Founder and Owner of the #1 real estate team in California and #3 in the United States, Sam Khorramian has been driven by “pigheaded determination.”Sam talks through primary drivers of his success, including “wow” experiences, a differentiated business model, and a roll-up strategy for business growth. He explains why it made sense to go from independent brokerage to a team brokered by LPT Realty.Learn to acquire complementary businesses outside of the three most common ancillaries and RESPA requirements with no money out of your own pocket - with an example of how those deals are structured. And learn how to make your real estate team a more valuable acquisition target. Watch or listen for Sam Khorramian’s insights into:Why pigheaded determination is a leadership superpowerTapping into the unquantifiable power of “wow” experiences (inspired by Ritz Carlton)Pioneering a new business model when launching a new brokerage (with a caution from Mike Ferry)How a 100% commission, $300/month model worked for agents and for the brokerageGrowing 2.5-3x by partnering with LPT RealtyCreative business acquisitions outside of the common ancillaries and RESPA requirementsWays to structure a no-money-down acquisition through seller financing, asset-based loans, and other strategies (with a specific example)Why real estate teams becoming more valuable than brokeragesAt the end, learn about underdogs, expensive passions, and masterminds.Mentioned in this episode:→ Big Block and LPT Realty (webinar) https://youtu.be/-kMlDY4KLuk→ The New Gold Standard (book) https://www.josephmichelli.com/yournewgoldstandard.com/→ Epic Network https://epicnetwork.com/→ Mango Automotive https://www.mangoautomotive.com/Connect with Sam Khorramian:→ https://www.instagram.com/the9thzero/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

You’re growing your real estate team or real estate brokerage.Some of your agents are interested in starting a team within your business. Or small teams are approaching you about joining your team or brokerage.What kinds of rules and standards should you have in place? What are the tough conversations you need to have? How do you open up this opportunity while preserving the integrity and profitability of your business?For helpful ideas and practical lessons, enjoy this conversation with Eric Bramlett, Broker and Owner of Bramlett Partners, an independent brokerage with 125 agents.Pay special attention to the three paths an agent can take to get what they want without starting a team!Watch or listen for Eric’s insights into:Focus as your defining trait for growth and impactThe differences between and value of a North Star and an annual focusMaking client service and 5-star reviews your sustainable growth engineDecisions that allowed Bramlett Partners to shift from a decade of slow growth to 125 agents and 90% retention over the past few years Why “how many agents do you have?” is a terrible question and how median production balances out average productionThree paths a high-performing agent can take to get what they want without starting a teamThe standards an agent must meet to become team eligible Ways to support teams inside your team or brokerage and differences in value prop for agents vs teamsResearch results: what agents really want from a brokerage (spoiler: a sense of belonging)Ways to nurture a valuable cultureAt the end, learn about individual performers, the Innovation Hub, delivery vs pickup, and the days-on-mountain metric.Team Standards at Bramlett Partners:→ Team eligibility and team building policies: https://support.bramlettpartners.com/article/329-team-eligibility→ Team and team leader hiring process and standards: https://support.bramlettpartners.com/article/776-team-team-leader-hiring-process-standards→ Team culture code: https://bramlettpartners.com/join-bramlett#culture→ Team retention stats: https://bramlettpartners.com/join-bramlett#growthMentioned in this episode:→ Research on what agents want from brokerages: https://www.mikedp.com/articles/2025/8/21/research-study-what-agents-really-want-in-a-brokerage→ Sean Soderstrom (Courted) and Eric Bramlett discussing the research: https://youtu.be/rECokGVWZkA→ Brittany Hodak on The Customer Experience Podcast: https://bombbomb.com/podcasts/creating-superfans-brittany-hodak-customer-experience/→ Brittany Hodak on Bramlett Partners Podcast: https://youtu.be/X-CJs13KNhc→ Creating Superfans: https://brittanyhodak.com/book#/→ The Real Estate Innovation Hub: https://www.reinnovationhub.com→ FUB Co-founder Dan Corkill on Real Estate Team OS: https://www.realestateteamos.com/episode/customer-centricity-follow-up-boss-founder-dan-corkillConnect with Eric Bramlett:→ Eric @ Bramlett . me→ https://bramlettpartners.com/agents/eric-bramlett→ https://www.instagram.com/bramlettpartners/Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/