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A Division I college athlete, Chief of Logistics with the US Army Corps of Engineers, licensed real estate agent, franchise founder, and entrepreneur, Harvey Yergin discovered EOS like you … the hard way.
 
 A friend gave him a copy of Traction, which he didn’t read … until he experienced pain, frustration, confusion, and misalignment within one of his businesses.

 Today, because of the value it brought him, Harvey’s one of about 900 EOS Implementers helping entrepreneurs around the world. And he’s here to help you create vision, traction, and health in your business faster with EOS principles and tools for beginners, as well as for agents and teams already using EOS.

Watch or listen to this EOS episode for insights into:

- The relationship between vulnerability, trust, and speed

- Harvey’s background in real estate, entrepreneurship, logistics, and sports

- Entrepreneurship before and after implementing EOS

- The three goals of EOS, what types of companies it’s designed for, and how it can help real estate teams in particular

- Where the terms Visionary and Integrator come from and exactly what they mean

- Whether and when to modify or customize EOS for your business - and how the decision can speed you up or slow you down

- Two questions to ask (and one resource - linked below) to help you know if you’re using EOS effectively

- How to get started with EOS (yes, you can do it yourself)
 - Three things your team should have to get started with EOS effectively

- How to separate the person on your team from a seat, role, or function for better decision-making

- The six key components of EOS (Vision, Data, Process, Traction, Issues, and People)

- The importance of the L10 meeting and the pulse of your business

EOS Organizational Checkup:

- https://organizationalcheckup.com/

Find a local EOS Implementor:

- https://www.eosworldwide.com/implementer

EOS on YouTube 

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

Library of EOS books:

- https://www.eosworldwide.com/traction-library

 Harvey Yergin:

- https://www.eosworldwide.com/harvey-yergin

- https://www.facebook.com/harvey.yerginiv

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

- harvey.yergin at eosworldwide dot com

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Talk or type with our new Team Bot: https://realestateteamos.com/bot

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Owned and led by Kristina and Kiki Salcido, K2 Omni Group is based in Albuquerque, but they’ve expanded to Boston and Dallas. How? By finding the right business partners and providing their “business in a box.”

In order to do that, you need a standardized team structure and refund, centralized systems. Go inside their operating system, which is under constant improvement, and learn how they fix things even when they’re not broken.
 
 Kristina shares the story of joining a RE/MAX office, partnering on an independent brokerage, opening their own teamerage, then shifting it to a hybrid model that allows agents to transition from independent to team for 6 months at a time.

 She also shares the key people, processes, and technologies behind the business that she and her husband Kiki have built - including where they found some of their most valuable people.

Watch or listen to this episode for insights into:

- Why “if it’s not broken, don’t fix it” isn’t a winning approach

- The path from joining a RE/MAX office, to partnering on an independent brokerage, to opening their own teamerage, to shifting it to a hybrid model

- The differences for agents of joining the team or going solo in their brokerage, including the ability to switch between them for 6 months at a time

- The rigor of team agents, including the training and minimum standards required

- Why and how she left sales production

- Why and how they expanded to Dallas and Boston, including a story of failure and a fundamental caution for others

- The key elements of their tech stack

- The key roles on their staff, including Operations Manager, Sales Director, four TCs, and eight Concierge specialists and how they found some of them

- The process for constant improvement

At the end, learn about dancers turned agents, an animal farm, and the Big Bang Theory.

Kristina Salcido:

- https://k2omnigroup.com

- https://www.instagram.com/k2omnigroup/

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

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Verified rankings of the top agents and teams in your city, state, or nation - that’s what RealTrends Verified works to produce every year.

Go inside the rankings to learn how they work. What’s the difference between an agent and a team (it’s not as easy as you might think)? What’s the difference between a large team and a mega team? How do you verify the results? Why would I participate?

Note: you may already be participating through your brokerage and, if you’re not, you have until April 9 to submit your 2024 results for inclusion.
 
 Mark Adams, SVP of HousingWire Real Estate Group, is deeply involved in both Altos Research and RealTrends, and is here to break it all down for you. He also shares some benchmarks and trends they’re seeing in the size, productivity, and profitability of real estate teams.

Watch or listen for insights into:

- How an individual’s experience and success on a team are up to them

- What HW Media is (HousingWire, Altos Research, RealTrends) and how he became part of the team after 8 years in the mortgage industry

- The symbiotic relationship between real estate and mortgage

- The role of research and market intelligence in better decision making

- The purpose and background of the RealTrends rankings of brokerages (since 1997) and agents and teams (since 2006)

- How they plan to triple from the top 1.5% to the top 5% of agents and teams this year (from 21k to 60-70k) and how you can participate (by April 9, 2025)

- How they verify the results

- The two criteria the separate a team from an agent and the differences between small, medium, large, and mega teams

- The average team size, average units, and average volume of teams

- Adding city rankings to the national and state rankings

- Thoughts on units vs volume

- Benefits of being in the rankings (from SEO to recruiting)

- How building the operating system behind this project relates to building the operating system behind your real estate business

- The slingshot effect in many real estate teams right now

At the end, learn about Dallas Stars, European travel, and bookworm coworkers.

Participate in the 2025 rankings:
 - https://www.realtrends.com/realtrends-submissions/

Episodes mentioned:

- Mike Simonsen: https://www.realestateteamos.com/episode/mike-simonsen-altos-research-real-time-data

- Daniel Dixon: https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

- George Laughton and Billy Hobbs: https://www.realestateteamos.com/episode/profitability-durability-real-estate-team-george-laughton-billy-hobbs

- Anthwon Thomas: https://www.realestateteamos.com/episode/preserving-profit-margin-real-estate-team-anthwon-thomas

- Jonathan Campbell: https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

Resources mentioned:
 - https://housingwire.com

- https://altosresearch.com

- https://realtrends.com

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Jessica Boswell’s goal is to build the first female-led team to be #1 in units sold in Connecticut. And she’s off and running.
 
The founder and team leader of J. Boswell Team at LPT Realty in West Hartford, Connecticut, Jessica refuses to “cheap out,” works to get things done “the right way,” and is “all in” on all things.
 
In this conversation, you’ll learn about her part-time agents, staff of VAs, business reinvestment strategy, agent value prop, and concierge, white-glove client services. 
 
You’ll also hear references to services like Sphere Rocket, Fello, RealScout, Homebot, and Follow Up Boss. 

Watch or listen to this episode for insights into:

- Leading by example and modeling what you want to see

- Leaving biopharmaceutical industry after a decade, becoming a listing specialist, closing 100 units, and needing to start a team

- Why she welcomes part-time agents onto the team (half of her 22 agents are part-time)

- How and why she built her staff with VAs (EA, TC, listing manager, leads manager, two marketing staff)

- How and why she built systems as if she had a 50-agent team (when she only had a couple of agents) - providing leverage to agents and a concierge, white-glove experience for clients

- How she thinks about profitability and reinvestments in her still-young business

- How she evaluates their 20+ lead sources and what types of sources she’s cut

- How her team has built out Smart Lists and Ponds in FUB

- How her value prop to agents has changed over time

- How and why she changed brokerages to join lpt realty

At the end, hear about a founding team who’ve all been on this show, old cars and old clothes, a private yacht, and a conference lineup.

Jessica Boswell:
- https://www.facebook.com/Jessica.E.Boswell79
- https://www.instagram.com/jboswellteam
- https://www.makingcthome.com/about/ 
- jessica (at) jboswellteam (dot) com

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

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Top-line revenue growth of a real estate team is great. But driving that growth while preserving your gross profit margin and net profit margin is even better.

In this conversation, Anthwon Thomas shares his numbers along with the story of starting and growing Silver Lining Real Estate Group brokered by Real in Lafayette, Indiana.

Learn the key elements to preserving profit as you grow, including clarity on your operating model and equity in commission splits. Hear which roles they hired and in what order. Get their three-stage process for bringing great-fit people onto the team. 

Watch or listen to this conversation with Anthwon Thomas for insights into:
 - Exemplifying the values and principles of the team as a leader and as a leadership team

- Dropping out of a pre-law university path and becoming a real estate agent

- When and why he started a team with someone who’s still a member today (and the “scary” part of the process)

- Which staff and agents they hired and in what order

- Growing production 50% with a new CRM, a database manager, and more accountability

- Their main lead sources and their monthly ad spend

- How onboarding and training have evolved over the past 7 years

- Why he abandoned the idea of a NAVY Seal team in favor of recruiting more agents

- The three minimum standards required from every agent on the team (20, 20, and Tuesday)

- Details of their three-stage process to find people who fit their operating model (group call, one-way video interview, one-on-one meeting)

- Why a 60% gross profit margin and 25% net profit margin are their goals

- Why the key to preserving profit margin is managing your cost of sale / commission split

- Why he started the High Value Agent podcast

At the end, learn about Team Thomas masterminds, G-Wagon anxiety, and the benefits of writing. 

Episode Mentions:

- Episode 022 with Matt Smith https://www.realestateteamos.com/episode/real-estate-team-leader-leadership-lessons-matt-smith

- FUBCON Session with Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages

- Episode 009 with Daniel Dixon https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

Anthwon Thomas:

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

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

High Value Agent:

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

- https://www.facebook.com/groups/858436428634711

- https://highvalueagent.com/hva/

Silver Lining Real Estate Group:

- https://www.slreg.com/about/

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

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

Book Recommendation:

- The Power of a Positive Team by John Gordon

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Founder and team leader George Laughton is focused on top-line revenue growth. COO Billy Hobbs is focused on expense management and operational efficiency. 
 
 Both have an eye on net operating income, but neither is cuffed to the numbers or focused on making a specific margin at all costs. 
 
 Ultimately, they’re working to build a durable business - one that’s healthy enough to adapt to and endure changes in market conditions, technologies, regulations, and anything else they face as a real estate team.

George and Billy were our first two guests in our Inside The Laughton Team series, in which we met and learned from eight different leaders in their 200-agent, 25-staff, and 5-office organization in Phoenix, Arizona.

They’re back on the show and together in this episode to share ideas on profitability, trust, consumer experience, video messages, transaction coordination, the infinite game, and “the EKG of the business.”

Watch or listen for insights into:

- Recognizing the need for and value of trust, intuition, and patience within the team

- Getting a snapshot of the team today (agent count, staff size, year-over-year growth)

- Running the organization on a modified version of EOS (and why they modified it) and how they prioritize problems and opportunities

- Elevating consumer experience through video communication

- Creating the most consistent and efficient agents possible

- Improving CRM, transaction management, and business intelligence over the past 7 years and through 10x agent count - and having one place to access everything from the macro level down to micro details

- Creating a durable, profitable business that shields your people through different seasons and different markets

- Watching out for the “it’s only”s that eat into profit

- Evaluating the ROI of lead sources and keeping an eye on originating source on every conversion

- Judging the effects of the NAR settlement as a net positive so far

At the end, learn about Apple update insights, too-effective Instagram ads, and empty health hacks.

The Laughton Team
 - https://www.instagram.com/laughtonteam/

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

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

Inside The Laughton Team Series

- https://www.youtube.com/playlist?list=PLCJiXNo93cVr9Oc0ptse5z6Vaq5l0T1kA

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Phone calls create conversations. Conversations make paychecks.
How many two-minute conversations do you need to make a paycheck? About 31.
 
Throughout this conversation, Tyler Blair repeatedly emphasizes a real estate fundamental: “phone calls are the only thing that matters.”
 
Learn how that helped him grow 15% in a down year and 4x agent count over the past few years. Learn the evolution of their recruiting process from sourcing to screening to onboarding agents. Learn the daily email every team leader should consider sending.

Listen to this conversation with Tyler Blair for insights into:

- The characteristic you can’t teach or train that gets you through all market conditions - and how they screen for it

- The path from property management to real estate agent (advice he got: “An idiot can sell a house a month”)
 - The mistake that cost his business all momentum and left his growing family broke - and how he recovered
 - Why he started a team and what the first iteration of agent training looked like (advice he got: “There are people who can do your paperwork.”)

- Why he left sales production and returned to it - and how it affected his team (advice he got: “You either have no team or a big team.”)
 - The size, structure, tenure, and culture of the team today
 - Specific things they did to grow by 15% in a down year - 75 Day Hard for real estate, call nights, and a daily email
 - Specific things they did to 4x agent count, including the recruiting channels, screening process, and closing process

- When, how, and why he left an independent brokerage, looked at all the options, and landed with eXp Realty

- His one-year vision and long-term vision for the company

- Why phone calls are “the only thing that matters” and how they focused on the finding that “31 two-minute conversations makes a paycheck”

At the end, learn about the best seat on the bench, doors that should be closed and lights that should be off, and the morning routine that make him happy and productive.

Tyler Blair:

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

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

- https://www.legacyrealestateteam.com/

- 480 291 4478

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Most great agents and teams provide significant value to clients before and during a real estate transaction. But most aren’t as systematic or successful after the transaction.

Amy Stockberger solved this problem with margarita machines (among other tools and supplies!). 

In this conversation, Amy walks us through a system that serves your clients, vendors, local employers, and agents - all at the same time. She designed it to turn one client into five, transform her database into a "databank," and create “clients for life” (rather than “past clients”).
 
The 20 agents with Amy Stockberger Real Estate each close an average of 20 units per year and have a seven-year average on the team. For years they’ve been the top team in their market, achieving a 10% market share (with a goal of 15%) in Sioux Falls, South Dakota.

Watch or listen to this conversation with Amy Stockberger for insights into:

- Operationalizing a service-first mindset

- Doing 15-20 open houses per weekend on a diet of beef jerky, sunflower seeds, and Mountain Dew

- Identifying a “major hole” in her team’s business (and in the industry)

- Knowing where your closings come from (link to free resource below!)

- Developing the Lifetime Home Support system to serve clients for life

- Logistics behind moving trucks, party supplies, and a tool shed your clients can book at any time (in a way that drives agent reviews, agent referrals, and vendor partnerships)

- Tips for building, monetizing, and generating leads from your vendor program (they’re at $3,500/year with about 100 vendors - DM her “Ethan” on Instagram for a guide)

- Adjusting your business model toward a better exit plan

At the end, learn about traveling to see the Red Sox, cutting down on color printing, and leveraging other people’s audiences.

Get the DataBANK Developer (including tips on vendor programs):
 - https://www.instagram.com/amystockberger/ (DM her the word “Ethan”)

Get the Source Code System (to track ROI by lead source):  

- https://adobe.ly/4efGkS1

Amy Stockberger:

- https://www.amystockberger.com/

- https://lifetimehomesupport.com/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Jonathan Campbell leads the #1 real estate team in Pennsylvania. 

The 20 agents on the team each close 45-50 units per year. Together, they more than tripled the units and nearly doubled the volume of the second-ranked team.

What are the keys to this success? How does the team sustain such high per-agent productivity?
 
 After appearing as one of four contributors to Episode 50, Jonathan welcomes us into his business model, strategies, and philosophies in this full-length conversation.

Watch or listen to Episode 55 with Jonathan for insights into:

- Why agents are more likely to run profitable businesses when they’re on a profitable team

- Why profit is misunderstood and how to create more clarity around it

- His path from team agent to solo agent to sales manager to team owner

- The team leader’s job: create more opportunity

- The benefits of his team size and business model

- What agents do (and don’t do) every day

- Details of the relationship between ISAs and agents

- The process for high-quality appointment sets and handoffs

- Tips for higher conversion and higher ROI on lead sources

- Running the business on EES rather than EOS
- Increasing agent accountability and ownership

- Why he prefers to run and own a team rather than a brokerage or teamerage

- The two things he’s focused on in 2025 - new construction and cash offers

At the end, get tips for creating better conference experiences, having more conversations (with less judgment), coaching youth soccer, canceling and adding streaming subscriptions, and being around more people.

Jonathan Campbell:

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

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

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

- https://jcteam.com/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Over the past few years, Tarasa Hurley has become licensed, a real estate agent, a team leader, and a co-owner of an independent brokerage. One key to this progress is a problem many people would love to have: too many leads!

Hear the story of tearing down the team’s first iteration and rebuilding. Learn how speed, flexibility, and control over online leads and tech stack drove the move into an independent brokerage. Get tips for recruiting agents and creating closings from the same sales methodology.

In this conversation, which was recorded in person at Unlock at The Cosmopolitan of Las Vegas, you’ll get lessons from her experience step by step.

Listen to this conversation with Tarasa for insights into:

- The most important quality of an entrepreneur

- 5x overperformance on her first-year goal as an agent
- Her first 5 hires as she started building the team - and the vital role her husband plays

- 3 key pieces of her tech stack

- Why building or buying into an independent brokerage was the next right step - and how she pursued it

- How her team fits into the brokerage model

- How and why she dismantled the entire team and started again

- Her primary value proposition as she fires up recruiting and onboarding for the brokerage

- The role of the Follow Up Boss Success Community Mod Squad in her learning and growth

- Why deep discovery is critical to feature-benefit selling

- How she’s setting up for scale in 2025

- Which agents are right for the brokerage and which agents are right for the leads team

At the end, learn about a powerful partnership, a tiny car, and a crafting room.

Tarasa Hurley:

- https://tarasa.com

- https://www.instagram.com/tarasah/ 

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe