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 superpower
• Tapping 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 brokerage
• Growing 2.5-3x by partnering with LPT Realty
• Creative business acquisitions outside of the common ancillaries and RESPA requirements
• Ways 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 brokerages

At 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 impact
• The differences between and value of a North Star and an annual focus
• Making client service and 5-star reviews your sustainable growth engine
• Decisions 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 production
• Three paths a high-performing agent can take to get what they want without starting a team
• The 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 teams
• Research results: what agents really want from a brokerage (spoiler: a sense of belonging)
• Ways to nurture a valuable culture

At 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#growth

Mentioned 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-corkill

Connect 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/

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 Oyler to create Oyler Hines, the second-ranked team in Ohio.

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:

• Shared vision and values as your foundation
• How EOS help clarify a team’s North Star for better decision making
• The evolution of Oyler Hines from solo agents to co-team leaders
• How complementary strengths and clear standards make a partnership work
• The logistics of merging teams - valuation, structure, and tough conversations
• Setting up fair compensation and a management agreement
• The importance of professional branding (even if it costs 3x more than you thought it would)
• Balancing approachability and luxury with your real estate brand
• Keys to improving per-agent productivity (spoiler: specialization helps)
• The coaching and meeting cadence that supports agent and team success
• Tips to win more new construction opportunities

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:

• The main elements of a strong team foundation
• How he developed his culture code and how it’s benefitted the team since day one
• How a few friends came together to create what’s become a 150-agent team
• A key expense that grows as the business grows
• The two cultural characteristics and two sources of agents that prevent him from having to do any outbound recruiting at all
• Why he’ll always do his social media himself
• When, why, and how he committed to consistently creating videos
• Why his videos aren’t about entertainment or even lead generation
• Why he looks at attribution, conversion rate, and ROI in a global way
• How team members get involved in the YouTube channel
• “Who Not How” as the philosophy for market expansion
• How he found the person who started in a role he didn’t know he needed and who’s become COO

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:

• The practical value of positivity and optimism
• How someone studying to become a special education teacher joined the real estate team
• Why stuffing backpacks is the best day of the year for an 80-agent team pacing to close 700 transactions
• The most important factor in finding your first operations person
• Other steps to take to be ready when the right person emerges
• Tips to train up an operations person even though you’re not an operations person (“I can’t teach you what I don’t know”)
• Places to look for your operations person (with this caution: “don’t hire who you can’t fire”)
• Ways to think about fixed and variable compensation for your operations hire
• Hiring an on-site, in-person role vs bringing on a VA
• Why titles like executive assistant, operations manager, and director of operations matter
• Ways to retain that great operations leader you’ve invested in and helped develop

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:

• Caring about the person more than the number
• What you need before you start recruiting
• The top 3 reasons agents leave their teams and brokerages (based on data from tens of thousands of agents)
• What to look for before you look for avatar fit (the 3 Cs)
• A great example of why you might prioritize other customer service or sales experience ahead of real estate experience
• Why Q4 is BY FAR the biggest time period for agent movement and a key advantage you can give yourself
• Why two conversations is the max before making an offer
• Details of a successful 15-minute screening call (but don’t call it a screening call)
• The ONE question that tells you most of what you need to know and the two things you’re listening for in their response
• Details of a 45-minute interview call
• How to handle the conversation about splits and accountability
• Standard conversion rates to expect within your recruiting funnel

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:

• The first three tools/tech he’d buy if he were a new agent today
• Why agents who don’t use AI or social media won’t get “replaced”
• Why the value of in-person experiences and human-to-human communication will increase in the future
• The right way to differentiate through technology
• A simple process to keep up with tech opportunities and trends

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:

• Nick’s “incurable” shiny object syndrome dating back to a time of pre-IDX, manual adding of listings to his team’s website
• A generational gap: why agents struggle with content and what consumers expect now
• Why consumers don’t care about your tech and what they care about instead
• How to talk to ChatGPT for better, more specific results
• The fine line between helpful and “weird” when using tech to remember client details
• Why open houses are still a goldmine—and how to maximize them with digital follow-up
• Nick’s picks for CRM, lead gen, and AI tools as he heads back into production

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/