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/