Like many successful, high-growth, The Perna Team had systems and playbooks to support agents with nearly every lead source.

But what about the best source of all … an agent’s sphere? Their SOI?

Sadie Callegari, Director of Coaching and Training of this 120-agent team, gives you all the details of the start, iteration, re-launch, and evolution of their sphere marketing program. It’s her system to keep agents top of mind with their family and friends with done-for-you videos, photos, social posts, emails, calls, and texts.

What they’re writing.
What they’re recording.
Where they’re shooting.
How they’re editing.
When and where they’re posting and sending.
What agents need to do and commit to in order to participate.
All the other details that make agent adoption easy!

Sadie also describes her role, when and why the team needed her role, how she transitioned into it from being a high-performing agent, the structure and duration of the main coaching and training programs she’s developed, and more.

Watch or listen for Sadie’s insights into:

• Staying adaptable (even as a detailed person who loves systems, boundaries, and rules)
• The shift from real estate agent to Director of Coaching and Training
• Top tips after interviewing nearly every team in her market
• Why the Director of Coaching and Training role was needed, how it’s evolved, and pieces you can replicate
• The structure, duration, and details of three of their main programs
• How to keep existing materials updated while still creating and launching new materials
• How they got performant out of the gate as a Zillow Preferred partner
• The problem and opportunity that led to the Sphere Program
• The three main elements of the Sphere Program and how she launched it
• One requirement to participate in the Sphere Program
• The exact structure of their content day, what they shoot, and how they deliver it back to agents for posting
• Why joining teams will increasingly make sense for most agents

At the end, learn about the Montana State Bobcats, necessary flights, a good fiction:non-fiction ratio, and escaping the echo chamber.

Connect with Sadie Callegari:
→ https://www.instagram.com/sadie.callegari/
→ https://www.facebook.com/sltynes

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

The Falcon system to deliver guidance and success.
The tech hub to unify multiple lines of business.
The merged calls to save deals.

A mortgage expert who’s since grown a 100-person organization delivering integrated real estate services, Jordan Vreeland’s constantly building the playbook.

Go inside his athletics-informed philosophy and approach to developing people, unifying teams, leveraging tech, and improving client experience.

Watch or listen for Jordan’s insights into:

• Two reminders and resets when you step onto the court
• Building winners, not just winning games
• When and why a mortgage expert started a now-70-agents real estate brokerage
• Getting turned onto tech, marketing and lead generation
• Choosing to start independent rather than with another brand or brokerage
• The concepts behind their integrated tech stack
• Jordan’s role in the organization
• Example of solving a problem by creating a role that elevates team members
• What more real estate professionals should know about mortgage and how to get there
• How he built a team of overseas ISAs that’s become the defense system and the “lifeblood of the business,” and part of the family - with tips for you to do the same
• Enhanced client visibility and better client conversations with Zillow Pro
• Getting what you give and not falling prey to the sickness of chasing numbers

At the end, learn about three winning basketball teams, lawless psychopaths, friends he’s never met, and family getaways.

Connect with Vreeland Real Estate:

→ https://www.instagram.com/vreelandrealestate/

→ https://www.facebook.com/vreelandrealestate/

Connect with Real Estate Team OS

→ https://www.realestateteamos.com

→ https://linktr.ee/realestateteamos

→ https://www.instagram.com/realestateteamos/

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/

No matter what stage of business maturity your real estate team or brokerage has achieved, you face growth constraints. Many are structural to your organization and to the industry - like affordability challenges, disconnected tools, siloed data, and even lead abundance.

Learn to circle back to harden your foundation, identify and relieve stress points, and prepare for tomorrow’s market with Works Real Estate CEO Winston Murray and long-time collaborator Jon Boller, who are leading a 250-agent, 10-market operation into an AI-driven, Uberized future that requires more operational efficiency than ever.

Get Winston’s vision for supply-side solutions to the affordability crisis - and steps you can take yourself.

Learn how a 150-page manual about serving buyers and sellers connected them, supported team growth, got leveraged further with a new learning management system, and united the front and back of house within their independent brokerage.

Discover an X-ray approach to agent success through data transparency.

And see a consumer-focused vision of the future created through death of ego and setting swords down across the industry.

Watch or listen for insights from Winston and Jon on:

- The balance of a clear, big-picture vision and efficient, ground-level operations

- The role of education and simplification in growing from a 3-person team to 250 agents in 10 markets

- What the “Uber-fication” of real estate actually looks like - and what it requires of you

- How Jon has partnered with Works Real Estate over the past decade

- The power of a 150-page manual

- Why agents never graduate off lead programs

- The X-ray approach to agent success

- Three stages of business maturity and what each requires

- A vision for the death of ego and setting swords down across the industry to best serve consumers

- The key to differentiating Works Real Estate

- Top projects for 2026, including unifying the front and back of house

- The challenge and opportunity of supply-side affordability solutions

At the end, learn about a startup hockey team, an unexpected underdog, the benefits of style, and a zero-based social feed.

Connect with Works Real Estate:
→ https://worksrealestate.co/
→ https://www.instagram.com/worksrealestateco/

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

Brian Buffini started a real estate team before teams were a thing. Back in 1992. Back before brokerages had any idea what to do with a team.

Today, Buffini & Company coaches and trains agents, team leaders, and broker owners around the world.

All along, Brian’s viewed teams as “the future of real estate.” But team leadership isn’t for everyone and aspirations for a mega team aren’t necessary.

Brian was kind enough to be a guest on our show as I was a guest at his Buffini Coaching live event to share decades of insights, experience, and influence.

With a live audience of hundreds of real estate professionals, Brian sat down with me to share what it took to sell 100 homes in a year in the late 80s, why teams emerged, who should (and shouldn’t) build a team, what the main team models are, where “Death Valley” is for team leaders, what leaders must stay focused on and watch out for ... and much more!

A HUGE thank you to Brian and his entire team for welcoming me into their community in such an open and sincere way!

Watch or listen for Brian Buffini’s insights into:

• Leading and managing yourself
• What it took to sell 100 homes/year in the late 1980s with one assistant
• Why and how he started a team in the early 1990s (and why he struggled initially)
• Why he’s long viewed teams as “the future of real estate” and who teams are best for
• Why referring out excess business is a good first step toward a team
• How to find your first assistant
• What other stages of team maturity look like and the key to finding your right size (spoiler: 4-7 is a sweet spot)
• Why 80% of agents should keep selling (perhaps with a team to support them)
• What the hardest thing about real estate is (and what mistakes that leads to)
• How to restore connection with the people and relationships that matter most (your customers and your team)
• A leadership lesson from NFL and NASCAR champion Joe Gibbs

At the end, learn about A and B teams, hotel soaps and sewing kits, and the power of ohana and the ocean.

Connect with Brian Buffini:
→ https://www.instagram.com/brian_buffini/
→ https://www.instagram.com/buffiniandco
→ https://www.buffini.com/solutions/realstrengths/
→ https://www.buffini.com/solutions/blitz/

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

What happens when you invest so deeply in your people that they could leave today and find success starting their own business?

The most likely outcome: they stay and you continue growing together.
But the more common path: a more transactional approach for fear they’ll leave you.

Jon Cheplak returns to Real Estate Team OS to explain why he thinks 90% of real estate team leaders shouldn’t be team leaders and to share what the 10% have in common.

Jon’s been in the seat himself and he and his partners coach top-performing team leaders and operations leaders (many you’ve met here on the show).

Scaling on principles, rather than on personality.

Pouring into people without fear, limitation, or calculation.

Developing people first and businesses second.

Walking the talk as the key to leadership.

Improving your copywriting and storytelling.

Jon shares all that and more in a great conversation to set you up for a successful year ahead.

Watch or listen for Jon’s insights into:

• Why community is so desirable and powerful right now
• How principles scale and why personality doesn’t
• His four core principles, his eight core values, and the difference between them
• The three ways to get people to take action
• The two ways to give people attention and why fear holds team leaders back from both
• Why 90% of team leaders shouldn’t be team leaders and four criteria to help you know for your yourself
• Two ways to find your operations leader and one way NOT to (spoiler: look inside your team)
• Why you’re already a better copywriter than you think, how and why to get better at it, plus the difference between marketing and sales

At the end, learn about pitchforking manure and the risk and payoff of committing to a 375-acre ranch.

Four principles Jon lives by:
→ Personal responsibility, accountability, commitment, contribution

Eight values Jon lives by:
→ Fun, love, dignity, respect, humility, vulnerability, transparency, volunteerism

Mentioned in this episode:
→ FUBCON Session with Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages
→ 084 Living in the Leads with Lauren Bowen https://www.realestateteamos.com/episode/real-estate-leads-systems-tools-increase-conversion-lauren-bowen-lpt-realty
→ 037 Prospecting for Listings with Greg Harrelson https://www.realestateteamos.com/episode/real-estate-prospecting-listings-greg-harrelson
→ 082 Making Your First Operations Hire with Camila Rivera https://www.realestateteamos.com/episode/team-leader-guide-making-your-first-operations-hire-camila-rivera
→ Inside Whissel Realty Group https://www.youtube.com/playlist?list=PLCJiXNo93cVqQmwl4tTOQYebBkBoL6ipz

Connect with Jon Cheplak
→ https://www.facebook.com/joncheplak/

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