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Vija built a $70 million real estate team in 4 years, then watched it collapse in 3 months. In this conversation, she reveals why 99.9% of real estate teams have broken financials, the critical difference between being a great salesperson and a business owner, and how losing everything taught her the operational skills that separate successful teams from those trapped in the "messy middle." Now coaching 400+ teams at Place, she shares why most teams leave hundreds of thousands on the table and the hard truth about scaling from solo agent to sustainable business.

We cover:
00:00 Intro
01:09 Why Great Salespeople Make Terrible Team Owners
02:55 What Everyone Gets Wrong About Building Real Estate Teams
04:41 Why 3 People Leaving Kills a 250 Million Team
06:31 The Weird First Thing Before Hiring Anyone
7:36 My 20-50-30 Rule: Bottom 30% Never See Me
13:50 The 90-Day Launch That Changed Place
17:40 Why Real Estate Teams Should Stay Flat
21:29 The Most Important Hire Agents Come and Go Around
22:40 How to know when to build a team
24:27 How 48 Listings Feed 4 Agents Without Zillow
25:50 Why I Focus on Cadence Over Head Count
28:22 Time Blocking Reality: Month 3 Gets Crazy
31:35 Ben Kinney's Three Leadership Fiduciaries
35:57 From 8 Agents to 1,200 Overnight
41:46 The 99.9% Problem Every Team Has
44:21 The 50-25-25 Rule Teams Get Backwards
46:37 Leaving Hundreds of Thousands Without Mortgage
49:09 Brandon Brittingham's Investment Model Explosion
51:23 Why Productive Agents Finally Join Teams
53:40 Matching Lead Systems to the Right Agent
56:58 When My Entire 70 Million Team Abandoned Me
1:00:40 Focus on Process, Not Outcome
1:01:49 Why Ben Kinney Keeps His Calendar Half Empty
1:03:39 Leading From Both Ends of the Bus

Vija's links:

Website: https://vija.com/

Instagram: https://www.instagram.com/viavija/?hl=en
YouTube: https://www.youtube.com/channel/UCtDmZD2mdN94dFl4Lig5PFQ

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