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The JDRE Team was growing quickly in the relatively small and highly competitive market of Hood River, Oregon.

But when their Director of Operations and Marketing Manager separated from the organization, team leader Jen Dillard found herself back in a challenging, undesirable, and familiar spot - wearing all the hats and doing all the things, but none of them especially well.

Jen shares the process of getting operations and marketing back on track, as well as how she started her business from scratch after moving to a town where she knew no one, how to work with an outsourced operations team, and how she landed an exclusive builder relationship she’s servicing with her team.

Watch or listen to this conversation with Jen for:

- What is and isn’t coachable about drive, hunger, and passion, plus questions to ask to close that gap

- The path from property management and condo conversions in Seattle to starting over in a small market where she knew no one

- Why co-owning a brokerage didn’t work for her

- Three specific things she did to build a business in a brand new market (including one that was “like a Seinfeld episode”)

- How she started a team with an engaging coffee barista and when she finally added admin

- The wrong way to hire staff and the pain it can create

- Her options to rebuild operations after the departure of two key staff members

- How she turned her operations solution into a business of its own

- How communication, visibility, and strategy work when you outsource operations

- Which systems and process were especially helpful to outsource

- Two themes she’s hearing from team leaders via coaching and networking

- Why Hood River isn’t as much a second-home market as it was when she arrived

- How being “pleasantly persistent” landed her an exclusive relationship with a builder and how that opportunity plays out within her team

- Advice for agents thinking about starting a team or joining a team

At the end, hear about a “beautiful mess” and frivolous rewards. Also: “Go Hawks!”

EOS conversation mentioned in this episode:

- https://realestateteamos.com/episode/eos-principles-scale-faster-real-estate-harvey-yergin

Jen Dillard
- http://instagram.com/jendillard

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

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Seasoned agents and new agents alike often wonder what they’ll give up when they join a team - including their identity.

Over the past decade, Lisa Stafford has refined an identity-based team model that blends the best of both the team and solo experiences - your individual identity and the team’s collective support.

To reflect this approach, she changed the team name from The Lisa Stafford Team to NJ Property Experts - with feedback from the team’s agents, of course.

Go inside the model and value prop behind this 11-agent, 2-staff team (TC and social media) - and find out why she got grief for this model when she launched. Learn all the elements of the accountability log agents fill out every week. Get her hands-on process for onboarding agents and jumpstarting their books of business. And hear about the limitations to team growth that she’s strategically working through right now.

Watch or listen to this conversation with Lisa for insights into:

- The top three things that have driven her team’s success: customer service level, teamwork, and constant learning

- Her path from real estate agent to boutique brokerage owner to team leader

- How she jumped in and got started with her team even though she “had no idea what (she) was doing”

- Why maintaining your own identity while getting systems, structure, accountability, and coaching was her value prop from day one and what types of agents it attracts

- What her Accountability Log demands of agents every week

- When and why she brought on a TC

- Why and how she changed the team name to NJ Property Experts from The Lisa Stafford Team

- Two potential reasons people gave her grief when she launched with this model in 2015

- How she jumpstarts new agents’ books of business

- What onboarding looks like at this stage of the team

- Why her own time and attention are the bottleneck to growth and the key strategic questions she’s working to answer right now

At the end, hear about 10 days in the sun, the Eagles, and working to give your kids opportunities you didn’t have.

Lisa Stafford:

- https://www.instagram.com/lisa_njpropertyexperts/

- https://linktr.ee/lisastafford

- https://www.zillow.com/profile/NJPropertyExperts

NJ Property Experts:

- https://www.instagram.com/njpropertyexperts/

- https://linktr.ee/njpropertyexperts

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

When you’re an early stage team leader who’s built your business on a high level of customer care, you have to figure out how to balance the needs and wants of your clients, agents, systems and processes, and … life.

Instead of seeking balance, Jordan Quaresma has opted for integration. Jordan’s the leader of a four-person, four-year-old team that closed more than $50M in volume last year. He shares how he created harmony between work and life and how building a team helps.

Brokered by RE/MAX RISE Executives in Kingston, Ontario, Quaresma Realty Group was built on the principles of doing the right thing for your clients and turning each client into several more.

In this conversation, you’ll learn how the team was built, how they’ve brought that philosophy to life, and how Jordan turned a cold opportunity not just into his largest transaction, but also into several referrals and a rental property business.

Watch or listen to this episode for insights into:

- Being the snowplow and being the example for your agents

- Recognizing individual differences in terms of real estate goals and motivations in getting commitments and holding people accountable

- The time period from feeling discouraged to feeling everything start to click

- Why he stayed with the brokerage as a solo agent rather than follow the team he’d joined to a different brokerage

- The story of turning a cold opportunity into a large transaction, multiple referrals, and a business partner

- Why he started a team, what the earliest days looked like, and how he found a coach

- How he turned his own processes into an increasingly efficient system that staff and agents could benefit from and enhance

- How he integrates his business into his life in a healthy way

- The potential directions this team could go

- Their key marketing activities, including a $15K travel voucher, family photos, and clients of the month

- Why he still records monthly videos even after five years of hating it

- Advice for agents thinking about joining a team or starting a team

At the end, learn about a team that’s produced heartbreak, a team that’s earned respect, products that are over researched, and a two-stage process to improve learning and life.

Jordan Quaresma:
- https://instagram.com/quaresma.group
- https://www.instagram.com/jordan_quaresma/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

A Division I college athlete, Chief of Logistics with the US Army Corps of Engineers, licensed real estate agent, franchise founder, and entrepreneur, Harvey Yergin discovered EOS like you … the hard way.

A friend gave him a copy of Traction, which he didn’t read … until he experienced pain, frustration, confusion, and misalignment within one of his businesses.

Today, because of the value it brought him, Harvey’s one of about 900 EOS Implementers helping entrepreneurs around the world. And he’s here to help you create vision, traction, and health in your business faster with EOS principles and tools for beginners, as well as for agents and teams already using EOS.

Watch or listen to this EOS episode for insights into:

- The relationship between vulnerability, trust, and speed

- Harvey’s background in real estate, entrepreneurship, logistics, and sports

- Entrepreneurship before and after implementing EOS

- The three goals of EOS, what types of companies it’s designed for, and how it can help real estate teams in particular

- Where the terms Visionary and Integrator come from and exactly what they mean

- Whether and when to modify or customize EOS for your business - and how the decision can speed you up or slow you down

- Two questions to ask (and one resource - linked below) to help you know if you’re using EOS effectively

- How to get started with EOS (yes, you can do it yourself)
- Three things your team should have to get started with EOS effectively

- How to separate the person on your team from a seat, role, or function for better decision-making

- The six key components of EOS (Vision, Data, Process, Traction, Issues, and People)

- The importance of the L10 meeting and the pulse of your business

EOS Organizational Checkup:

- https://organizationalcheckup.com/

Find a local EOS Implementor:

- https://www.eosworldwide.com/implementer

EOS on YouTube

- https://www.youtube.com/EOSWorldwide

Library of EOS books:

- https://www.eosworldwide.com/traction-library

Harvey Yergin:

- https://www.eosworldwide.com/harvey-yergin

- https://www.facebook.com/harvey.yerginiv

- https://www.instagram.com/harveyyergin/

- harvey.yergin at eosworldwide dot com

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Owned and led by Kristina and Kiki Salcido, K2 Omni Group is based in Albuquerque, but they’ve expanded to Boston and Dallas. How? By finding the right business partners and providing their “business in a box.”

In order to do that, you need a standardized team structure and refund, centralized systems. Go inside their operating system, which is under constant improvement, and learn how they fix things even when they’re not broken.

Kristina shares the story of joining a RE/MAX office, partnering on an independent brokerage, opening their own teamerage, then shifting it to a hybrid model that allows agents to transition from independent to team for 6 months at a time.

She also shares the key people, processes, and technologies behind the business that she and her husband Kiki have built - including where they found some of their most valuable people.

Watch or listen to this episode for insights into:

- Why “if it’s not broken, don’t fix it” isn’t a winning approach

- The path from joining a RE/MAX office, to partnering on an independent brokerage, to opening their own teamerage, to shifting it to a hybrid model

- The differences for agents of joining the team or going solo in their brokerage, including the ability to switch between them for 6 months at a time

- The rigor of team agents, including the training and minimum standards required

- Why and how she left sales production

- Why and how they expanded to Dallas and Boston, including a story of failure and a fundamental caution for others

- The key elements of their tech stack

- The key roles on their staff, including Operations Manager, Sales Director, four TCs, and eight Concierge specialists and how they found some of them

- The process for constant improvement

At the end, learn about dancers turned agents, an animal farm, and the Big Bang Theory.

Kristina Salcido:

- https://k2omnigroup.com

- https://www.instagram.com/k2omnigroup/

- https://www.instagram.com/kristinasalcido/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Verified rankings of the top agents and teams in your city, state, or nation - that’s what RealTrends Verified works to produce every year.

Go inside the rankings to learn how they work. What’s the difference between an agent and a team (it’s not as easy as you might think)? What’s the difference between a large team and a mega team? How do you verify the results? Why would I participate?

Note: you may already be participating through your brokerage and, if you’re not, you have until April 9 to submit your 2024 results for inclusion.

Mark Adams, SVP of HousingWire Real Estate Group, is deeply involved in both Altos Research and RealTrends, and is here to break it all down for you. He also shares some benchmarks and trends they’re seeing in the size, productivity, and profitability of real estate teams.

Watch or listen for insights into:

- How an individual’s experience and success on a team are up to them

- What HW Media is (HousingWire, Altos Research, RealTrends) and how he became part of the team after 8 years in the mortgage industry

- The symbiotic relationship between real estate and mortgage

- The role of research and market intelligence in better decision making

- The purpose and background of the RealTrends rankings of brokerages (since 1997) and agents and teams (since 2006)

- How they plan to triple from the top 1.5% to the top 5% of agents and teams this year (from 21k to 60-70k) and how you can participate (by April 9, 2025)

- How they verify the results

- The two criteria the separate a team from an agent and the differences between small, medium, large, and mega teams

- The average team size, average units, and average volume of teams

- Adding city rankings to the national and state rankings

- Thoughts on units vs volume

- Benefits of being in the rankings (from SEO to recruiting)

- How building the operating system behind this project relates to building the operating system behind your real estate business

- The slingshot effect in many real estate teams right now

At the end, learn about Dallas Stars, European travel, and bookworm coworkers.

Participate in the 2025 rankings:
- https://www.realtrends.com/realtrends-submissions/

Episodes mentioned:

- Mike Simonsen: https://www.realestateteamos.com/episode/mike-simonsen-altos-research-real-time-data

- Daniel Dixon: https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

- George Laughton and Billy Hobbs: https://www.realestateteamos.com/episode/profitability-durability-real-estate-team-george-laughton-billy-hobbs

- Anthwon Thomas: https://www.realestateteamos.com/episode/preserving-profit-margin-real-estate-team-anthwon-thomas

- Jonathan Campbell: https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

Resources mentioned:
- https://housingwire.com

- https://altosresearch.com

- https://realtrends.com

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Jessica Boswell’s goal is to build the first female-led team to be #1 in units sold in Connecticut. And she’s off and running.

The founder and team leader of J. Boswell Team at LPT Realty in West Hartford, Connecticut, Jessica refuses to “cheap out,” works to get things done “the right way,” and is “all in” on all things.

In this conversation, you’ll learn about her part-time agents, staff of VAs, business reinvestment strategy, agent value prop, and concierge, white-glove client services.

You’ll also hear references to services like Sphere Rocket, Fello, RealScout, Homebot, and Follow Up Boss.

Watch or listen to this episode for insights into:

- Leading by example and modeling what you want to see

- Leaving biopharmaceutical industry after a decade, becoming a listing specialist, closing 100 units, and needing to start a team

- Why she welcomes part-time agents onto the team (half of her 22 agents are part-time)

- How and why she built her staff with VAs (EA, TC, listing manager, leads manager, two marketing staff)

- How and why she built systems as if she had a 50-agent team (when she only had a couple of agents) - providing leverage to agents and a concierge, white-glove experience for clients

- How she thinks about profitability and reinvestments in her still-young business

- How she evaluates their 20+ lead sources and what types of sources she’s cut

- How her team has built out Smart Lists and Ponds in FUB

- How her value prop to agents has changed over time

- How and why she changed brokerages to join lpt realty

At the end, hear about a founding team who’ve all been on this show, old cars and old clothes, a private yacht, and a conference lineup.

Jessica Boswell:
- https://www.facebook.com/Jessica.E.Boswell79
- https://www.instagram.com/jboswellteam
- https://www.makingcthome.com/about/
- jessica (at) jboswellteam (dot) com

Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Top-line revenue growth of a real estate team is great. But driving that growth while preserving your gross profit margin and net profit margin is even better.

In this conversation, Anthwon Thomas shares his numbers along with the story of starting and growing Silver Lining Real Estate Group brokered by Real in Lafayette, Indiana.

Learn the key elements to preserving profit as you grow, including clarity on your operating model and equity in commission splits. Hear which roles they hired and in what order. Get their three-stage process for bringing great-fit people onto the team.

Watch or listen to this conversation with Anthwon Thomas for insights into:
- Exemplifying the values and principles of the team as a leader and as a leadership team

- Dropping out of a pre-law university path and becoming a real estate agent

- When and why he started a team with someone who’s still a member today (and the “scary” part of the process)

- Which staff and agents they hired and in what order

- Growing production 50% with a new CRM, a database manager, and more accountability

- Their main lead sources and their monthly ad spend

- How onboarding and training have evolved over the past 7 years

- Why he abandoned the idea of a NAVY Seal team in favor of recruiting more agents

- The three minimum standards required from every agent on the team (20, 20, and Tuesday)

- Details of their three-stage process to find people who fit their operating model (group call, one-way video interview, one-on-one meeting)

- Why a 60% gross profit margin and 25% net profit margin are their goals

- Why the key to preserving profit margin is managing your cost of sale / commission split

- Why he started the High Value Agent podcast

At the end, learn about Team Thomas masterminds, G-Wagon anxiety, and the benefits of writing.

Episode Mentions:

- Episode 022 with Matt Smith https://www.realestateteamos.com/episode/real-estate-team-leader-leadership-lessons-matt-smith

- FUBCON Session with Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages

- Episode 009 with Daniel Dixon https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

Anthwon Thomas:

- https://www.instagram.com/anthwonthomas/

- https://www.facebook.com/AnthwonThomas/

High Value Agent:

- https://www.instagram.com/highvalueagent/

- https://www.facebook.com/groups/858436428634711

- https://highvalueagent.com/hva/

Silver Lining Real Estate Group:

- https://www.slreg.com/about/

- https://www.instagram.com/_slreg_/

- https://www.facebook.com/SLREG/

Book Recommendation:

- The Power of a Positive Team by John Gordon

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Talk or type with our new Team Bot: https://realestateteamos.com/bot