Want the best insights from this episode and more in bite-sized nuggets? Sign up for our free newsletter at https://undercontractnotes.com/

Guest Bio: Green Bay Greg leads Dallaire Realty, an independent brokerage in Green Bay, Wisconsin, that he founded in 2011 after getting licensed in 2006. His team of 14 agents and three full-time support staff has averaged 400 to 500 units sold per year over the last decade, with over half of that business coming from past clients and referrals.

Episode Summary: Green Bay Greg joins Tim Donovan to break down how his small but highly productive team built a business that runs circles around industry averages without chasing headcount. He gets candid about time management struggles, his personal accountability philosophy he calls the grenade rule, and why he still believes in phone calls and human follow-up over AI and social media for converting leads.

What's Covered:

• Greg explains his team structure of 14 agents and 3 full time support staff averaging 400 to 500 units sold per year for the last decade, built by saying no far more often than yes to new agents
• He traces his path from playing online Texas Hold'em and partying early in his career to getting serious about real estate after meeting his wife and having a daughter, crediting a tech and computer background passed down from his father
• Greg describes investing heavily in relationship building over the years including a five figure vineyard event for over 500 people, and explains that 51 percent of his business still comes from past client sphere despite his reputation as a technology focused team
• He details his lead generation history starting with an expensive early Boomtown subscription in 2014 that changed his business, plus current diversified sources including Zillow, PPC, organic content, and Facebook, while openly discussing quitting social media using a device called Brick for his own mental health
• Greg lays out his follow up philosophy of calling inbound leads without aggressive ten day pounding campaigns, relying on remarketing and retargeting, and stresses that every call needs a clearly defined next step to increase appointment to closing conversion
• He shares his self accountability rule he calls jumping on the grenade, meaning immediately handling any client issue before it festers, and closes with his magic wand answer of wanting a steady flow of high quality non referral seller leads plus a tactical tip to get organized in a CRM and mine personal contacts for a database

Timestamps:

00:00:47 - Greg's origin story getting licensed in 2006 and playing online poker before taking real estate seriously

00:03:10 - Team structure breakdown, 14 agents, 3 staff, and refusing to be a body count business

00:05:20 - The Seth Godin tribe philosophy and hosting a five figure vineyard event for 500 people

00:08:30 - A day in Greg's life including accountability meetings with Tandan and staying hands on with systems

00:12:37 - Time management honesty, working on heaters, and the grenade rule for accountability

00:15:53 - Boomtown history, becoming a peer coach, and diversified current lead sources

00:20:19 - Quitting social media with the Brick device and discussing mental health in real estate

00:21:51 - Follow up philosophy, avoiding aggressive pounding, and using behavioral retargeting data

00:26:17 - Why accountability and clearly defined next steps drive conversion, citing the 5.6 percent stat

00:30:14 - The magic wand answer, wanting a steady flow of high quality seller leads and yearly market reviews

00:32:16 - Tactical advice for agents wanting to grow, get organized with a CRM and mine your contacts