Real Estate Team OS

Wondering how to sell more new construction?
Curious about how to partner effectively with a home builder?

You’re about to learn the details of a partnership that’s grown from selling 10 new homes in one market in 2017 to 550 new homes per year in multiple markets today!

Learn how the #1 Century 21 real estate team in the world has integrated deeply and grown concurrently with one builder.

Kate Robinson was one of the first three agents with Melnychuk Real Estate Group before transitioning to transaction coordinator, then operations manager. She shares with you tips...

After closing more than $160 million himself in 2018, Jason Mitchell walked away from personal production.

Why? To build a company.

Today, JMG is America’s #1 real estate team, closing more than $6 billion in sales and 12,000 units.

Here in this conversation, learn how he made the transition from top producer to operator, the challenge of selling your vision and value prop, common and costly mistakes of team leaders and expansion teams, keys to agent retention, and more!

Note: This is the second part of our two-part conversation. Go back one episode in your fe...

What if the fastest way to grow a real estate team wasn’t generating more leads—but servicing someone else’s clients at scale?

Jason Mitchell built America’s #1 real estate team by evolving past traditional agent thinking and creating a unique model based on trust, accountability, leadership development, centralized operations, and B2B partnerships.

He welcomed us into JMG headquarters, gave us more than an hour of his time, and broke down how his team grew from hundreds of millions to more than $6 billion in annual sales production, 12,000 transactions, and more than 1,200 agents operating in 43 of...

From a moped-riding, script-reading agent working expired listings to the owner of the fastest-growing brokerage in Hawaii.
 
From a prospecting-first team on the phones together four hours a day to a media-driven brokerage creating 200+ pieces of content a month.

Talk Realty CEO Devin Tryan shares lessons learned through big transitions over the past dozen years or so, including the five-step, three-bucket system for content creation, tips for hiring staff members, and key concepts behind the design of his agent-first, independent brokerage.

Watch or listen for Devin’s ins...

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 recordi...

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:

0:00 Intro and welcome
1:32 Two reminders and resets when you step onto the court
4:18 Building winners, not just w...

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...

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 te...

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...

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...

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...

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-pe...

We’re kicking off the calendar year in a familiar way on Real Estate Team OS - with Lauren Bowen sharing practical tips on lead sources and lead conversion for the third year in a row!

A thoughtful and generous expert on this topic, Lauren now serves as SVP of Lead Generation and Conversion for LPT Realty. In the role, she consults with teams of all sizes. In this episode, she shares what she’s learning and teaching!

For 2026, Lauren delivers for you a simple process to improve lead conversion and ROI, the most common issu...

This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside Hiller Group on Florida’s Emerald Coast and Opt Real Estate in Portland, Oregon.

MARK HILLER
Finding and empowering the right person allowed Mark to double production as a solo agent, start a real estate team, and set it up to scale. He shares lessons from that person and process, explains how he preserved profits as his housing market slowed to a halt, and gives you specific tips for work...

This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside The Nickley Group in Florida and the second half takes you inside HomeTeam4U in Wisconsin.

TOM AND ALEXIS NICKLEY
Alexis and Tom Nickley, co-team leaders of The Nickley Group in Orlando, credit team culture with the growth and success of their 65-agent, 20-staff real estate team pacing for 900 transactions and $400M in sales. 

Learn two key roles, four core values, and three things they’re focused on in...

If you’re looking for ways to leverage AI, automations, and technology without losing sight of what matters most - relationships, culture, and client goals, then you’re in the right place!

This is just...

After earning two degrees in architecture and starting your career with a design firm, you get into real estate operations.

Your first task: turn a real estate team into an independent brokerage. Overnight, if possible.
Your second task: expand and renovate the office to prepare for growth.
Meanwhile: you need to get the systems and processes out of people’s heads, merge them together, get it documented, redesign onboarding, and teach it to agents.

That’s just some of what you’ll get in this conversation with Matteo Zingales, Director of Operations at Team Z...

What if your biggest mistakes became the blueprint for your next business?

That’s exactly what Marissa Canario is doing with Apex Realty Group, which she’s building from Milwaukee, Wisconsin. 

After building a 7th-level insurance agency and after opening 168 markets (yes 168!) as a real estate leader on a national expansion team, Marissa’s now taking lessons learned to build again - with deeper obsession and a clearer value prop.

She shares the key to improving both agent experience and client experience. She details her segmented approach to onboarding (and re-onboarding) agents. She explain...

Which is the better direction for you: real estate team leader or independent brokerage owner? Or even: independent teamerage owner.

Get practical tips and helpful ideas to help you figure out which is right for you from Brad Nix, who helped turn two teams into brokerages. 

Go inside Path & Post, a brokerage that runs as a unified team of 6 staff and about two dozen agents - with a focus on onboarding and training professional Strategic Guides, creating your own systems and processes, and on making decisions based on core values.

T...

From fix-and-flip investor to Founder and Owner of the #1 real estate team in California and #3 in the United States, Sam Khorramian has been driven by “pigheaded determination.”

Sam talks through primary drivers of his success, including “wow” experiences, a differentiated business model, and a roll-up strategy for business growth. He explains why it made sense to go from independent brokerage to a team brokered by LPT Realty.

Learn to acquire complementary businesses outside of the three most common ancillaries and RESPA requirements with no money out of your own pocket - with an example of how thos...

You’re growing your real estate team or real estate brokerage.

Some of your agents are interested in starting a team within your business. Or small teams are approaching you about joining your team or brokerage.

What kinds of rules and standards should you have in place? What are the tough conversations you need to have? How do you open up this opportunity while preserving the integrity and profitability of your business?

For helpful ideas and practical lessons, enjoy this conversation with Eric Bramlett, Broker and Owner of Bramlett Partners, an independent brokerage wi...

What does it take to form a real estate partnership that lasts? One that’s built to endure all kinds of markets, to serve all kinds of clients, and to stand the test of time?

Some of the components - like shared values and great people - are intuitive. Others - like valuations, management agreements, and unified brands - are less so.

Mike Hines joins us to share lessons learned in partnering with Scott Oyler to create Oyler Hines, the second-ranked team in Ohio.

Learn how they put it all together culturally, financially, an...

Ever wondered when it’s time to hire your first full-time recruiter? Or what it takes to lead the market in agent retention?

Tiffany Williamson, Owner and President of Navigate Realty, shares the hard lessons and successful steps that have driven their growth to hundreds of agents in multiple markets. From hiring a full-time recruiter (on the third try!) to running blind surveys after every onboarding, this conversation is packed with actionable insights to help you recruit and retain agents.

At the center of it all is culture. And at the center of culture are pe...

The Agency Team is the #1 real estate team in Hawaii. They recently achieved their first 100-unit month. They recently expanded beyond the islands to the mainland. They’ve grown to 150 agents.

And they’ve done it all with zero recruiting.

How? Attraction.

On day one, team leader Dylan Nonaka created a “culture code” that focuses on family and relationships and emphasizes the abundance mindset and pay-it-forward practice.

Two channels that help attract agents and clients to them: video and social media.
Two concepts you’ll hear in this episode: “your vibe attract...

A common question among real estate team leaders: How do I find my first operations person?
 
Every visionary needs an integrator. Every people person needs a process person. Every team leader, at some point, needs an assistant or operations manager to continue growing their business efficiently and sustainably.
 
When is that point?

Where do I look?

What should I look for in terms of skills or characteristics?

How should I pay them?

Can’t I just use an overseas VA instead?
 
For answers to these quest...

Right now, Q4, is the most common time for real estate agents to leave their real estate team or brokerage and join another one.

But why do agents leave? And what are agents looking for?

For answers to those questions and more, watch or listen to this conversation with Chris Giannos. He’s personally recruited hundreds of agents - at time at a pace of 10-15 agents every two weeks. And the company he leads, Humaniz, has a 2024 recruiting data set informed by more than 30,000 agents.

In our fifth and final Techtember episode this year, Real Estate Team OS brings you the co-founders of Lab Coat Agents in conversations at the intersection of AI and relationships.

In just 20 minutes, Tristan Ahumada recommends top tech tools for today’s environment, why agents who use AI won’t replace agents who don’t, the right way to differentiate through tech, and a simple process to keep up with the latest trends.

Then, in under 20 minutes, Nick Baldwin breaks down the marketing challenge of meeting client expectations, how to get better results from ChatGPT, and ho...

In a very basic and very real way, real estate technology comes down to problems and solutions - an iterative journey toward a better result, a better business, and a better life.

Here in our fourth Techtember conversation, you’ll learn how two leaders clearly identify  problems and built their own tech solutions.

Spend just over 20 minutes with Ryan Young - CEO and Team Leader of the #1 team in Ohio, as well as CEO and Co-Founder of Fello.

Then spend just under 24 minutes with Brian Hurley - a Google engineer who also builds mar...

Marketing is being eaten by AI.

What’s that mean? And, more importantly, what does that mean for you and your real estate business?

For answers, you’ve got two of the top marketing minds in real estate, Jimmy Mackin and Jason Pantana, here in our third Techtember episode.

You’ve got about 25 minutes Jimmy followed by 24 minutes with J...

In order to protect, scale, and optimize a real estate business, you need systems. Tech-powered systems. AI-enhanced systems.

In our second Techtember episode, Chief Operating Officer Camila Rivera and Operations Manager Julia O’Buckley give you insights into the evolution of tech stacks that don’t just enhance efficiency - they also drive agent success.

CRM transitions. Open APIs. Enhanced visibility. Efficiency gains for agents and teams alike.

It’s all here in just under 20 minutes with Camila, then just under 20 minutes with Julia.
Enjoy our second Techtember episode … here on Real Estate T...

AI voice and texting are changing the way we connect with the people in our database and convert new leads. 

And it’s changing the real estate agent’s role in the process.

Here in our first Techtember conversation, real estate team leaders and returning Team OS guests Kyle Draper and Tiffany Gelzinis share the tools, strategies, and tactics of using AI phone calls, AI text messages, and AI role play to improve agent and team outcomes.

Enjoy our first Techtember conversation - 22 minutes with Kyle followed by 22 minutes with Tiffany - on Real...

Get Brian's Playbook on discipline, structure, and healthy competition: https://vid.us/229qta

Talent alone is never enough. The best in the business focus on fundamentals.

It’s as true in real estate as it is in professional football.

Brian Leonhardt shares lessons from his journey from professional football player to real estate agent to co-team leader. And he shares key decisions on the four-year journey of the Leonhardt Team, brokered by Coldwell Banker in the Twin Cities area, from initial partnership to 10 agents, 3 staff, and an $80M pace this year.

Le...

The mission of SPACE in one line: “the greatest agent experience on Earth.”

Their goal:  “to be the first organized, actual team within a broker entity to navigate all 50 states and all metros in the entire country.”

How did they get here? Co-founder and CEO Keith Anderson joins us to talk through their ambitious goals and unique approach to building their real estate team.

One of the key discoveries that led to their model: the team leader is often what’s wrong with the real estate team.

Learn how they’re solving for t...

“I didn’t know those agents were on your team.”

That’s the best compliment Ben Schreiber’s received recently. It came during a conversation with a couple of agents in his team’s market.

Why is it a compliment? The model behind his real estate team is all about the agent, not about him. He wants them running their businesses their way - including logos, marketing, and branding. It’s an example of what it really means to build an agent-centric team—and what it looks like in practice, not just in theory.

In this episod...

What does it take to build a real estate business that you truly love - rather than one you secretly want to burn down?

In this conversation, Lindsay Dreyer, founder of City Chic Real Estate and Happy Agent Co, shares hard-won lessons from 14 years of brokerage ownership, including how she runs her boutique firm remotely, why intentionality trumps “team fever,” and how to design a business that supports—not sabotages—your life.

In a story of clarity, process, and self-awareness, Lindsay breaks down the difference between being a people person and a process person, why most age...

What if every online lead that enters your CRM was the start of a lifelong client relationship—and not just a one-off deal?

Here in our third Minisode, we reveal how top teams are converting above 20% by focusing on empathy, systems, and the long game … by starting conversations, assessing needs, and earning trust.

As we’ve heard here on Real Estate Team OS several times before: remember that all leads are created equal. But that doesn't mean we treat them exactly the same. In fact, it's the opposite: each lead is an individual person with unique...

We’re just a few weeks removed from our first-ever Summit Series on Real Estate Team OS. 
 
In that series, we met and learned from 10 different real estate professionals from four teams in the same market. These team leaders, operations leaders, and real estate agents talked through a variety of helpful topics in mastermind-style conversations.

Each sitting was three hours long. So I broke it up with some fun Speed Rounds.
 
And that’s what this episode is comprised of! Three Speed Rounds!
 
We don’t always adhere to the for...

Before Mike Schumm coached, consulted, and partnered with many of the top teams in the real estate industry, he built 10 small businesses - from meat packing to property management to national cleaning franchise.

He brought that experience to real estate concurrent with the release of The Millionaire Real Estate Agent, got blocked while building his team, started coaching top teams within the Tom Ferry organization, and started his own business that allows him to serve team leaders more like a fractional CEO than a coach.

The main theme of his work historically: turning your real...

Andy Mulholland spent a decade building and running a successful real estate team. He and his wife, Ellyn, now run the books for many top real estate teams.

He joins us on Real Estate Team OS to help you get a handle on your real estate business financials. Your P&L. Your net profit margin. And he does it by keeping things simple.

Andy shares with you why we’re so focused on top line numbers, why we’re confused about our net profit, why me must align our economic model with our operating model (and...

Welcome to our sixth and final episode in the all-new Summit Series! As we were in the third episode, we’re joined by four real estate agents in one conversation:

- Bree Tucker with Pozek Group
- Tony Galarza with Wemert Group Realty
- Matt Anderson, solo agent with eXp Realty   
- Nick Nelson, solo agent with eXp Realty 

See or hear our first conversation on solo agent success vs team agent success: www.realestateteamos.com/episode/real-estate-team-solo-agent-success-summit-series

Real Estate Team OS is bringing you t...