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:

• The fuel for your real estate team
• What lead generation looks like on her team
• How she became a team leader before she started her own team
• Who shouldn’t start a real estate team
• The structure and key roles in her company to support high per-agent productivity
• Why her agents’ databases have no value to her
• How to retain top producers on your team
• A systematic and measured process for working by referral (last year 226 actions drove two referrals and one closed transaction)
• A specific example that points to $300 or so as the value of each call
• Three main activities and five love languages for working by referral
• How to find agents who can work by referral
• Where we are in the teamification of the real estate industry

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/carolfoderick

Connect 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:

• Why to apply what you learn without waiting, without tweaks, and without doubts
• The most common problem among the teams she’s coaching: exceptions (plus when to turn an exception into a tier)
• The difference between coaching and training - and how to figure out what you need
• Top signs that you’d benefit from an ISA
• Who makes a great ISA (domestic vs international, aspiring real estate agents, current agents)
• How to comp ISAs
• Managing handoffs and the division of labor between agents and ISAs
• Why to treat every new lead as a buyer (yes, even sellers)
• How to uncover motivation in a meaningful way
• The right way to use scripts
• The difference between objections and conditions - and how best to handle objections
• Taking notes vs relying on AI summaries
• Facing the challenge of sales skepticism
• Leveraging AI calls and texts for the right reasons

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-campbell

Connect with Nikki Pais:

→ https://www.facebook.com/nikki.shanelle.pais

→https://www.ezdials.com/shut-up-and-dial

Connect 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:

• Clarity within leadership and resilience within team members
• Two ways to test for agent grit and growth (including 1,000 calls in 10 days)
• What team agents and solo agents get in Brett’s hybrid brokerage model
• How working with Tony Robbins and Deepak Chopra unlocked agent and team growth
• Where to go next after nearly 10x sales in three years
• The motivation and plan to grow through acquisitions to $4B and 600 agents
• How peer accountability helped create more than a dozen $1M GCI producers
• Characteristics of a good acquisition target
• Why agents and staff need a bigger “why” than money alone - and how to deliver
• How to create your own peer accountability pods and why Brett’s betting big on them
• How to increase participation in the optional pod program
• Why self-discipline and self-actualization are the next iteration of conscious business
• The next steps for the Good Vibe Tribe movement

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.com

Connect with Real Estate Team OS
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/