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The most common problem with corporate training and education, including real estate training, is its classroom-style, content-based, and lecture-based approach.

We tend to pile on more modules, courses, topics, and information, rather than focusing very specifically on closing a skills gap.

We often toss new agents into “sink or swim” situations, rather than supporting them in their roles.

We tell them what to do over and over, rather than create a valuable learning experience.

It’s exhausting, ineffective, and unkind. And it’s more work than you, your leaders, managers, staff, and agents should be doing.

If you want better results with greater efficiency, you need to see or hear Carmen Morin. The fractional Chief Learning Officer with the #1 eXp Realty team in the world, Carmen shares with you the performance-based approach to education and training.

She's an instructional design strategist, an award-winning classical pianist, and an entrepreneur who's partnered with Justin Havre and Jon Cheplak on https://AgentDevelopment.com.

Here in this episode, you’ll learn to set the right goal or outcome for your teaching programs, to develop skills, behaviors, and mindsets rather than knowledge alone, and to come alongside your agents just as teachers and mentors have done for millennia.

The result: a more efficient and streamlined approach to developing foundational skills that produce performance and results.

Watch or listen to this episode of Real Estate Team OS for Carmen’s insights into:
- All knowledge, skills, behavior, and mindset can be learned through focused and intentional training (90% nurture, 10% nature)
- “Teaching as the mother of all leadership” and where we went astray
- Transitioning your training to performance-based and learner-centered rather than content-based and content-centered
- The importance of constant feedback and a sense of autonomy throughout the entire learning experience
- How the solo, self-directed nature of real estate affects the way it should be taught, trained, and coached (think: more like golf or tennis than like basketball or hockey)
- Key differences between teaching children and teaching adults
- The sales successes, cost savings, and cultural benefits of the beta cycle of their 90-day, foundational training program
- What types of training to deliver live vs written or recorded
- Why your revamped training system is built around and cycles back to foundational skills
- Advice for someone who wants to take a performance-based approach (whether agent, team leader, or brokerage owner)
- How the habits to shape skills in arts and music benefit you in a professional pursuit like real estate

At the end, learn about Beyond Real Estate, (nearly) empty gas tanks, and resting in an active, multidisciplinary way.

Check out the training program for solo agents, teams, and brokerages:
- https://www.agentdevelopment.com/

Connect with Carmen Morin:
- https://carmenmorin.com
- https://www.instagram.com/carmenmorin.co/

Check out The Justin Havre Real Estate Team:
- https://www.justinhavre.com/

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

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribe

Taking two steps forward might require taking one step back. In other words, growth doesn’t always look like growth.

In this conversation with Marcus Larrea, Co-Founder of Stellar Medical and Founder and Team Leader of Palm Paradise Realty Group, you’ll get a few very specific examples - including ways he protected agents, clients, and staff by creating and communicating calm even amid chaos.

Marcus shares several marketing and operations ideas that he learned through R&D - which means “rip off and deploy” as much as research and development.

Gamifying standards and performance, improving every agent’s social media presence, more effectively leveraging your first hire - get all that and more here in Episode 031, which we recorded together in person at the Pendry in San Diego.

Listen to this episode of Real Estate Team OS to learn with Marcus:

- Ways to create a competitive edge

- The path from co-founder of an FDA-certified medical device manufacturer, to licensed agent, to team leader

- Why “swiping a credit card” to buy online leads and reinvesting 100% of commissions back into more leads worked for him but wouldn’t work today

- Why he committed to the team business model and how it helps clients and agents alike

- Who his first two hires were and how they provided a foundation for the team

- Their process for the team and their agents to produce more social media engagement

- PARADISE as core values

- How to protect your staff, agents, and clients from chaos and why “what you don’t know doesn’t hurt you, as long as it doesn’t affect you”

- How he ramped down personal production to commit to a leadership role

- Why “growth doesn’t always look like growth” and three examples of taking a step back before moving forward again

- How they gamify team standards and create more agent success

- A few systems and tools that have been critical to their success - from SOPs to Cloud CMA

At the end, Marcus talks Florida Gators and travel soccer, an underused VR headset and an indulgent “shoe thing,” and work as a series of sprints then anticipated breaks.

Connect with Palm Paradise Realty Group:
- https://palmparadiserealty.com/
- https://www.instagram.com/palmparadisegroupfl/

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribe

If you’re looking for ways to level up your agents and win the second half of the year, you’ll love this conversation with a fellow Real Estate Team OS viewer/listener.

After building a real estate branch in a corporate banking environment, Jordana Tobel founded Premier Listings in 2015. With plans to triple agent count from 100 to 300, Jordana shares specific ways they’re preparing agents to get uncomfortable, create new habits, and generate more listings with a new 90-day listing program.

Learn why their agents have been getting signed listing agreements for 5+ years, how the NAR settlement can benefit agents, clients, and the industry, and how she’s using an AI training tool (linked up below) to improve agents’ conversations with buyers.

And hear how the diverse needs of agents led to three levels of leads and accountability for agents to opt into - as well as the nuance they’re adding to the highest level of leads and accountability to serve both brand-new agents and deeply experienced agents alike.

Listen for Jordana’s insight into:

- Relentless positivity (without false positivity)

- The value prop inspired by her corporate background and REO properties

- The three partnership levels she created for agents with varying levels of leads and accountability

- The nuance they’re adding to the highest level of leads and accountability to serve new agents and experienced agents alike

- Tripling agent count and raising standards

- Preparing the team for the second half of 2024

- Details of their 90-Day Listing Program to improve skills and habits through training and accountability

- Getting comfortable on camera

- Why their team has been getting signed buyer agreements for more than five years and how the NAR settlement raises their standards … and improves the industry

- Improving role play with an AI training tool

At the end, learn why the captain doesn’t have to be the best player, the frivolity of self-driving mode, and the importance of consuming content like Real Estate Team OS!

Connect with Jordana Tobel and Premier Listings:
- https://www.instagram.com/jordanathefloridabroker/

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

- https://www.joinpremierlistings.com/

- https://www.premierlistings.com/

Check out the AI-driven training tool:

- https://app.7taps.com/bmvQQHJqdgFP

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

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribe

At one point, ONEPATH Realty was home to 250 agents. Today, that count is approximately 100 - with 50 producing team agents.

Why? Culture, mindset, and focus.

These words are easily and often thrown around - so much so that they can seem soft or squishy. But they’re keys to your sustainable success. In this conversation, Abel Gilbert, broker/owner of ONEPATH Realty in Miami, demonstrates why and explains how.

Worth noting: he considers the human experience of your agents, staff, and clients as the essence of your culture.

Abel also shares practical takeaways from his journey, including the five departments of a real estate team, the two most important leading indicators to watch, the key components of building to the right agent count, and the three areas he wanted to master before opening his own brokerage.

We recorded this together in person at the Pendry in San Diego.

Listen to this episode of Real Estate Team OS for Abel’s insights into:

- How mindset (not a magic pill or easy answer) makes a team more productive and optimized

- What he was waiting for and developing before opening his own brokerage

- Why he left sales production quickly - on the path of leading and guiding clients, then agents, then a company

- How his team filled in the valleys in the peak-and-valley dynamic of the real estate business

- One system that’s been with him throughout his growth

- The five departments of a real estate team

- The two leading indicators his team focuses on

- Company culture as the human experience of your agents, staff, and clients - and the key to the longevity of your business

- The role of their Culture Manager, why it matters, and where to find the right person

- How he approaches hybrid roles for agents

- Waiting for the right time vs trying things to see what works

- The key components of finding the right agent count

- Why the independent brokerage operating as a team is the future of the business

At the end, he shares with you how he shares the ocean and how 11-year-old triplets allow him to recharge even if they don’t allow him to rest or relax.

Connect with Abel Gilbert and ONEPATH Realty:

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

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

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribe

Every week you meet and learn from a different leader on Real Estate Team OS. Typically, you meet a visionary or an integrator, an owner or an operator, an entrepreneur or an intrapreneur.

This week, you get both in the same episode!

Jose Samano and Jeffery McGonigle are co-owners of Power Real Estate Group in Orange County, California. Jose is the visionary; Jeffery is the integrator and operator.

Together, they bring you inside their journey of attracting, onboarding, and empowering the right people - after initially trying to recruit everyone. You’ll learn what a collaborative culture looks like and how it operates. And you’ll understand how and why they’re turning new agents into “sales athletes” in a real estate industry that’s embracing professionalism.

Watch or listen for Jeffery’s and Jose’s insights into:

- The shift to a more professional industry and the grit and love of fundamentals that success in it requires

- How one started in the industry as a teenager and the other came from corporate management

- Tips and tactics for more effective SOPs (it’s easier and more important than you think)

- How they’ve structured their 140-person team to deliver lower-funnel leads and lots of support systems to agents

- Why they celebrate VAs’ birthdays just like they do every other team member

- Why “We don’t want to change people. We want to enhance them.”

- Why everyone is in-office by 830am, role-playing by 9am, and on the phones by 930am

- Why “You don’t have to be a new agent, but you have to be willing to take on new ideas.”

- Why “The North Star has to be the client.”

- How their agent advisory board process works and what makes it successful

- How their 30-day onboarding and 12-week training programs work and what makes them successful

- How they do collaborative call listening and coaching - spending 45 minutes on a 5-minute call

- Specific tips to work more effectively with VAs

At the end, learn what the Orlando Magic have in common with The Laughton Team, just how inexpensive a unique dining experience can be in LA, and how a book can pour into you, your office, and your agents.

Check out our previous two-guest episode:
- https://www.realestateteamos.com/episode/ryan-rodenbeck-john-mccarthy-spyglass-leadership-structure

Connect with Jeffery, Jose, and Power Real Estate Group:

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

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

- https://www.pwregroup.com/

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribe

Improving sales production and agent recruiting requires that we layer add a layer to our marketing function - performance marketing.

Grant Wise has been an entrepreneur his entire adult life and has developed a passion and expertise in direct response marketing. Learn what he’s learned and taught to top teams, including those of several people featured on this show!

Learn how to narrow your focus and investment to what’s really working, how and why to create a deal tracking report, how to create and implement a lead management policy, and more.

Learn why you need at least a 3x return per lead source, why you should send 5 emails per week, and which role can close the “gaping hole” in most team’s businesses.

Watch or listen to this conversation with Grant to learn:

- Getting clear on the top 3-5 things driving growth in your business

- Improving production and recruiting by adding a performance marketing layer (and a P&L for your marketing, advertising, and sales efforts) to your business

- The problem with elevating your social media manager to Marketing Director

- How a Deal Tracking Report tells you what’s driving your profit (not just your revenue) and how to create one (and keep it updated!)

- Why you need a 3x return on every lead source … at a minimum

- How to determine your proper reinvestment rate per lead source

- The “gaping hole” in most team’s businesses that they don’t know about and how a CRM Manager position helps close it

- Why you need a Lead Management Policy and how Keri Shull and her team created and implemented theirs

- The difference between remarketing and retargeting and two tips to increase appointments with remarketing

- How to leverage your expertise of living in and experiencing your community to create more conversations

- Why many people have “automated themselves out of relationship” with their marketplace and how email marketing can help you restore relationships

- How not to misuse AI and synthetic media

At the end, hear a question that’s better asked to Grant’s wife, a dynasty he’s pleased to experience, and a replacement for Netflix in his evening viewing.

Connect with Grant Wise:

- www.likegw.com

- https://www.youtube.com/@likegrantwise

- www.facebook.com/likegrantwise

- www.instagram.com/likegrantwise

Mentioned at the close of this episode:
- https://www.masterclass.com/
- https://ouraring.com/

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes and email-exclusive insights at RealEstateTeamOS.com/subscribe

The Briley Team, the #1 real estate team in Nebraska, tripled production over the past few years and they’re pacing for another year of tremendous growth in 2024.

In this conversation with General Manager Koby Sway, you’ll get insights into how they’ve done it, including the DIRECT model to engage, empower, and focus agents and staff.
- Develop rapport

- Indicate focus

- Reinforce / recognize

- Engage in self-discovery

- Create a plan / cause for gap

- Test / tweak / timeline

This is Koby’s first role in the real estate industry. Learn why it made sense for him and for the team, how they’ve grown lead conversion from 5% to 21%, the first hires he made when he joined the team, and more!

Watch or listen for insights into:

- Finding coachable, moldable, and trainable people

- His path from corporate America into a General Manager role with a real estate team

- The two things that drove the need for a GM: challenges with the “Seal Team” approach and the opportunity with Zillow Flex

- Specific growth in agents, production, and conversion over the past few years - and how they achieved it

- Why he loves termination and how to overcome the reason that 90% of real estate agents fail

- The 6 steps in the DIRECT method to empower people to achieve their goals (and the two steps most people overlook)

- How to get comfortable and confident yourself and how to help your team get comfortable and confident as you start using the DIRECT method

- How they increased lead conversion from 5% to 21% over the past few years

- Two key staff hires early on: Sales Operations Manager and Sales Coach

- How to save time with better feedback loops between team members

- Why the goal of 250 agents and $1B in volume still comes down to one agent at a time

At the end, learn how Kobe made Koby a Lakers fanatic, why he’s such a cheap date, and how you can learn something from anyone and everyone.

Episode with Tim Grover, NYT bestselling author and trainer for Michael Jordan and Kobe Bryant:
- https://www.realestateteamos.com/episode/tim-grover-winning-relentless-fubcon-session

Connect with Koby Sway:

- Email (as mentioned in the episode): Koby at The Briley Team dot com
- https://www.instagram.com/the_inspiring_agent/

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

Connect with The Briley Team:

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

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

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

- https://www.tiktok.com/@realestateteamos