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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

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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

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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

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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

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

Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Tiffany Gobster, Team Leader of The Gobster Group inside The Laughton Team in Phoenix, Arizona.

A team within a team within a team? Yes! It comes up in this conversation. The theme is continued growth in collaboration with a family of people in a shared culture.

Find out why - as she’s found more and more success in her business - Tiffany will always build with George Laughton and within The Laughton Team.

Watch or listen for Tiffany’s insights into:

- The natural and the intentional aspects of a vibrant team culture

- The expected and unexpected aspects of life as a real estate agent

- When starting a team became an obvious need and the first two people she brought alongside her

- How things like onboarding, training, and tech stack work as a team within a team

- Her preferred methods of recruiting agents and of coaching her team members

- Two things you need before starting a team

- Why you’re a better agent for your clients when you join a team

- Branding implications of building a team within a team (within a team) - spoiler: it’s about the agent, not about the company

- Why future success will draw on the past

At the end, learn just how a collection of colorful Stanley cups became the household standard.

Connect with Tiffany Gobster and The Laughton Team:
- https://myphoenixhomesearch.com/team/tiffany-gobster

- https://www.gobstergroup.com/

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

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

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

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

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

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

Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Tony Tramontozzi, Team Leader of The Tozzi Group inside The Laughton Team in Phoenix, Arizona.

Hear how Tony transitioned from property management to become a real estate agent, how he stepped into and then back from a regional team leader role before starting his own team within The Laughton Team (timing is everything), and what the next steps are for him and his six-agent team.

You’ll get a look into his bi-weekly accountability calls with agents and a hands-on, human-to-human practice he’ll always maintain even though some people automate it.

You’ll also understand the benefits of building a team inside a team - and what it takes to attract new agents and make them successful.

Watch or listen for Tony’s insights into:

- What a collaborative culture looks like in action

- How he shifted from property management and joined The Laughton Team back when they had just a half dozen agents

- Why the timing of a leadership role makes all the difference (one he stepped into and stepped back from before starting his own team within the team)

- The big shift a new team leader has to take - both as a mindset and in day-to-day practice

- How to make your team attractive to new agents

- What his bi-weekly accountability conversations with agents look like and why he asks “what got in the way?” more than “why?”

- What specifically gets in the way of new agents meeting their commitments and goals

- How he leverages tech and what he keeps as a hands-on, human-to-human, and in-the-moment video texting practice (even though some people automate it)

- How he’s thinking about potentially hiring his first staff member, assigning a co-team-leader, and stepping back a little from sales production to be more available to his agents

At the end, learn why he loves a team with haters and a team that’s had some down years.

Connect with Tony Tramontozzi and The Laughton Team:
- https://myphoenixhomesearch.com/team/tony-tramontozzi
- https://www.linkedin.com/in/tonytramontozzi/
- https://www.instagram.com/laughtonteam/
- https://www.facebook.com/laughtonteam/

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

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

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

Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Julia O’Buckley, Operations Manager with The Laughton Team in Phoenix, Arizona.

To the operations role, Julia brought experience as a real estate agent and as a transaction coordinator. She helps run the ISA team, the TC team, database management, and a tech stack that puts their 200+ agents in the best position to win.

Learn how they uncover problems and opportunities, vet potential tech solutions, and roll it out into the organization - including the keys to agent buy-in and adoption. Specifically, she shares the story of switching CRMs from concept to implementation.

Hear references to Follow Up Boss, Bara Agency, Sisu, BrokerMint, Ylopo, Grow.com, Curaytor, and other tools used by this top team.

Watch or listen for Julia’s insights into:

- What the Operations Manager role includes and how she brings it to life

- Matching transaction coordinators and agents for better customer experience, including the file per TC ratio they shoot for

- The state of their tech stack, why 2023 was the year to switch CRMs, why Follow Up Boss was the choice, and how they got everyone on board

- How Ylopo and Sisu have benefitted The Laughton Team

- Specific tips to increase agent adoption, including trust, value, communication, and training

- How the team has invested in her as a person and as a professional

At the end, learn how working with your hands can quiet down your mind.

Connect with Julia O'Buckley and The Laughton Team:
- https://myphoenixhomesearch.com/team/julia-obuckley
- https://www.linkedin.com/in/julia-o-buckley-60ab2a98/
- https://www.instagram.com/laughtonteam/
- https://www.facebook.com/laughtonteam/

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

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

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

Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Alise Hannebaum, VP of Sales and Operations for The Laughton Team in Phoenix, Arizona.

Alise joined the team at the start of the year; it’s her second role in the industry after more than a decade in finance and banking operations.

Learn how she scoped the role, how she invested her time in the first 90 days, and what’s ahead in the next year or two to align sales and operations from both an operational and financial perspective.

Watch or listen for Alise’s insights into:

- Endurance as a must-have characteristic within your team

- The puzzle-piece metaphor that captures her approach to operations and the benefits of coming into real estate from outside the industry

- Her initial steps through the first 90 days of joining The Laughton Team

- Protecting your Fridays

- The relationship between sales and operations and two definitions of her role across them

- Tips to improve your likelihood of operating your business profitably

- What to look for to know when to hire so that you’re not overstaffed and you’re not burning out your best people

- Key metrics for your leadership team and tips for managing cash flow

At the end, learn about her perfect place … especially when there’s no splashing in the shallow end.

Connect with Alise Hannebaum and The Laughton Team:
- https://www.linkedin.com/in/alisehannebaum/
- https://www.instagram.com/laughtonteam/
- https://www.facebook.com/laughtonteam/

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

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