Real Estate Team OS

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 what the three main models are), how to define our goal posts (not a specific target), why “reinvesting profits” is really just spending too much money, and more!

Watch or listen for insights into:
- Numbers as the purest form of communication
- Why lifestyle was the spark for his real estate team
- Three top takeaways from his team-building journey
- Why we’re so focused on top line numbers like agent count, units, and volume
- Three primary economic models (Teamerage, School of Fish, Shark with Feeder Fish)
- Three reasons team leaders are confused about their net profit
- Two questions to ask to help you understand the health of your business
- Ways to think about direct and indirect expenses for a clearer picture of your bottom line
- Two places a team leader is struggling if they’re not profitable
- The three (maybe four) elements of Cost of Goods Sold or Cost of Sale
- How and why to pay yourself as an agent before leaving production
- How to pay yourself after you’ve left sales production (remember: Profit First)
- Why “reinvesting profits” is really just “spending too much money”
- What NAVY Seal teams or Schools of Fish must keep an eye on to continue to thrive in the future

At the end, hear about a true team culture, an appreciation for Porsches, tractors, and old pickups alike, and hitting the road inn an RV.

Andy Mulholland:
- https://simple-numbers.com
- https://www.instagram.com/andy_mulholland/

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

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 the Summit Series, a new format that has an element of our Inside The Team series, but features multiple guests in each episode and 10 real estate professionals in total.
 
In this episode, long-time team agents Tony and Bree, as well as solo agents Matt and Nick, who started in the local eXp Realty ecosystem of Renee Funk and Ben Laube share how they’re communicating with sellers right now step-by-step, specific video and social media tactics that work for them, the pivotal moment they committed to real estate full time, and how and why new agents should find and join their right-fit real estate team.
  

Watch or listen to this Summit Series episode for insights into:

- Video and social media tactics they’re using  (and how it intersects with team branding)

- How Matt sourced videographers to support his social media and listings

- What they like to see from agents on the other side of a transaction

- The pivotal moment when each of them committed to real estate full time (from quitting school to quitting jobs)

- What stays the same and what changes based on current market conditions, including step-by-step seller communication strategies

- What’s changed since the rollout of buyer broker agreements

- How agents can find their right-fit team or brokerage and why brand new agents should find the right team

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

In case you missed any of the series:
- Team Leaders: When, How, and Why We Started Our Teams
- Team Leaders: How Our Teams Create Growth Opportunities with Agents
- Ops Leaders: How Our Teams Keep Agents Productive at Scale
- Ops Leaders: How Our Teams Recruit, Train, and Retain Agents
- Agents: Successful Team Agent vs Successful Solo Agent

Sign up for subscriber-only episodes and email-exclusive insights: https://realestateteamos.com/subscribe

Follow our Summit Series agents:
- Matt Anderson https://www.instagram.com/matthewandersonproperties/
- Nick Nelson https://www.instagram.com/nicknelsonhome/
- Tony Galarza https://www.instagram.com/tonygalarza_realtor/
- Bree Tucker https://www.instagram.com/breeinorlando/

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

Holding agents accountable drives activity, productivity, and profitability.
But it can also create confusion, frustration, and burnout for you - and for your agents.

So how do you set up accountability systems that agents will actually use and benefit from?

In under 10 minutes, our five guests cover:
- The relationship between and metrics behind agent performance and agent participation
- A cadence for effective huddles for individual and group accountability
- Improving buy-in by innovating agent-up rather than top-down
- Reverse-engineering agents' goals and expectations into accountability metrics
- Creating scoreboards and tracking results

See the full episodes with these guests:

- Ben Bluemle from Bank-Owned To Luxury Listings https://www.realestateteamos.com/episode/ben-bluemle-bank-owned-luxury-real-estate-listings

- Barry Jenkins on The Trouble With Seeing Yourself In Other People https://www.realestateteamos.com/episode/barry-jenkins-too-nice-for-sales

- Daniel Dixon on Being The Lighthouse For Agents https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

- Jonathan Campbell on Driving Per-Agent Productivity https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

- Jim Remley on Profitability Through Productivity https://www.realestateteamos.com/episode/jim-remley-real-estate-profitability-per-agent-productivity

Access the collective wisdom of our 100+ guests by talking or typing with our Team Bot: https://realestateteamos.com/bot

Get email-exclusive insights, guest previews, and subscriber-only episodes: https://realestateteamos.com/subscribe

Welcome to our fifth episode in the all-new Summit Series! As we were in the second episode, we’re joined by two operations leaders in one conversation:

- Emily Smith, Chief Operating Officer for Wemert Group Realty
- Gio Sanginesi, Agent Partner who's also served as VP of Growth for Pozek Group

See or hear our first conversation with Emily and Gio: www.realestateteamos.com/episode/real-estate-team-agents-productive-scale-summit-series
 
Here in this second conversation, we get an end-to-end walkthrough of agent recruiting, agent onboarding, and agent retention from leaders inside 60-agent and 30-agent teams (Wemert and Pozek, respectively).
 
Learn how they’re attracting $10M producers and helping them level up. Hear similarities and differences in their processes - including how one team uses a clear 30/60/90-day process and the other doesn’t.

Watch or listen to this Summit Series episode for insights into:

- Growing to 60 agents without a recruiting funnel - with half of the team at a tenure of 5 years or longer

- Key aspects of their agent avatars and why neither focuses on brand new agents

- Questions they ask to create a match between agent and value prop

- Elements of the 15-minute pre-interview and other ways to pre-qualify agents

- What the first 90 days looks like as a new agent with Pozek Group from Associate Agent Partner to Agent Partner

- Learn what the first two weeks looks like as a new agent at Wemert Group Realty, who agents meet, and how the process is supported by their Monday.com build out

- How both teams balance financial and cultural factors to improve retention

- Specifically why Gio joined Ken Pozek as an agent and why he’s continued to stay with the team

In case you missed these Summit Series episodes:

- Team Leaders: When, How, and Why We Started Our Teams

- Team Leaders: How Our Teams Create Growth Opportunities with Agents

- Ops Leaders: How Our Teams Keep Agents Productive at Scale
- Agents: Successful Team Agent vs Successful Solo Agent 

We recorded this series at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series guests:

- Emily Smith https://www.instagram.com/emily_t_smith/

- Gio Sanginesi https://www.instagram.com/gio407realtor/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

In our fourth episode in the Summit Series, we pick up again with these four real estate team leaders in one conversation:
- Renee Funk of The Funk Collection
- Ken Pozek of Pozek Group
- Ben Laube of Ben Laube Homes
- Jenny Wemert of Wemert Group Realty

Each runs their business differently - from vision to lead generation to culture. So you’ll hear similarities and differences, as well as agreements and disagreements, as we move through their team-building experiences, challenges, and insights.

In the previous episode: what sparked their teams, how they develop agent avatars, key pieces of their operating systems, how they’re managing today’s market, and more.

You can see or hear that episode right here: www.realestateteamos.com/episode/when-how-and-why-start-real-estate-team-summit-series

In this conversation: lead sources and lead distribution, repeat and referral strategies, repairing and updating systems, defining and managing culture, and looking to the future of real estate teams.

Watch or listen to this Summit Series episode for insights into:
- How they manage lead sources and lead distribution - from database, organic, content, and social to PPC and Zillow
- Specific ways they help their agents increase repeat and referral business
- What role they’ve put themselves in and what they’re most focused on right now
- The state of their recruiting funnels and what works best
- How they define and manage culture
- Threats and opportunities ahead for real estate teams, from going independent to competing with big brokerages to NAR and MLS considerations

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Still ahead in this series: another conversation with operations leaders and another conversation with agents

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series team leaders:
- Ken Pozek https://www.instagram.com/kenpozek/
- Jenny Wemert https://www.instagram.com/jennywemert/
- Ben Laube https://www.instagram.com/benlaube/
- Renee Funk https://www.instagram.com/renee_funk/

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

Welcome to our first-ever, six-episode Summit Series! Here in our third episode, we host 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 

Real Estate Team OS is bringing you the Summit Series, a new format that has an element of our Inside The Team series, but features multiple guests in each episode and 10 real estate professionals in total.
 
In this episode, we have long-time team agents Tony and Bree, as well as solo agents Matt and Nick, who started in the local eXp Realty ecosystem of Renee Funk and Ben Laube.

Learn why they all joined a real estate team, why two stayed, and why two went solo.

Watch or listen to this Summit Series episode for insights into:

- Something each of them shares in every buyer consultation and listing presentation

- How they think about and use social media differently

- How they structure their day and their week, including prospecting time blocks and time periods they’re unavailable to clients

- The role of the CRM

- Why they all joined teams, why two have stayed for years (“I’ll be here until I die”), and how other agents can make the team vs solo decision

- How growth pillars, opportunities, and culture help retain high-performing agents

- The ups and downs of fantasy football

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Still ahead in this series: how to create growth opportunities with our four team leaders, how to recruit, train, and retain agents with our two operations leaders, and another conversation with these four agents!
 
Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series agents:
- Bree Tucker https://www.instagram.com/breeinorlando/

- Matt Anderson https://www.instagram.com/matthewandersonproperties/

- Nick Nelson https://www.instagram.com/nicknelsonhome/

- Tony Galarza https://www.instagram.com/tonygalarza_realtor/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Welcome to our first-ever, six-episode Summit Series. Here in this second episode, we host two operations leaders in one conversation:
- Emily Smith, Chief Operating Officer for Wemert Group Realty
- Gio Sanginesi, Agent Partner who's also served as VP of Growth for Pozek Group

The Summit Series a new format that has an element of our Inside The Team series, but features multiple guests in each episode - with 10 total guests.

In this conversation, Gio and Emily share with us the similar and different ways they work to keep their 30-agent and 60-agent teams (respectively) productive. Pod structure, tools and technology, transaction coordination - each shares what’s powering their organizations in unique and specific ways.

Watch or listen to this Summit Series episode for insights into:
- The “pre-real-estate version” of themselves - from corporate leadership to resourceful entrepreneurship
- What their role is and how they plug into the organization, including who they connect with daily, weekly, and as-needed
- The two very distinct ways they run a pod structure and how it helps the agents and the organization
- Other key similarities and differences in roles and structure of the team
- Fundamental pieces of the technology that powers Wemert Group Realty and Pozek Group
- Where they find transaction coordinators and how they hire and task them

Still ahead: an end-to-end walkthrough of agent recruiting, onboarding, and retention with these two leaders, plus two conversations with four real estate agents, and another conversation with four team leaders!

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series guests:
- Emily Smith https://www.instagram.com/emily_t_smith/
- Gio Sanginesi https://www.instagram.com/gio407realtor/

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

Welcome to our first-ever, six-episode Summit Series. In our first episode, we host four real estate team leaders in one conversation:
- Jenny Wemert of Wemert Group Realty
- Ken Pozek of Pozek Group
- Ben Laube of Ben Laube Homes
- Renee Funk of The Funk Collection

To help you make your next decision or take your next step, no matter where you are on your real estate journey, we constantly bring you the voices, experiences, and lessons of team leaders, operations leaders, and agents.
 
Now, Real Estate Team OS is bringing you the Summit Series a new format that has an element of our Inside The Team series, but features multiple guests in each episode.
 
Each of our four team leaders runs their business differently - from vision to lead generation to culture. So you’ll hear similarities and differences, as well as agreements and disagreements, as we move through their team-building experiences, challenges, and insights.
 
Why the team started. How you generate opportunities. Ways to preserve culture. How you find the right agents. Why they’re attracting $10-15M producers and even small teams. And more!

Watch or listen to this Summit Series episode for insights into:

- Who our four team leaders are

- What sparked the start of each of their real estate teams

- Who to hire and how to improve your delegation as you grow your team

- What’s been unexpected, including when team building was most fun and when it was dark and unprofitable

- How to guide agents through a more challenging market and through necessary changes

- Ways to preserve culture as your team grows

- How they develop agent avatars, what they look like in practice, and how they increase retention and success

- The role of strategy vs the role of luck

- How the right people, ChatGPT, and a content machine support each of their operating systems (Team OS)

- How to develop confidence on camera or even in a listing presentation

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Still ahead in the series: two conversations with operations leaders, two conversations with agents, and another conversation with these team leaders!

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series team leaders:
- Ken Pozek https://www.instagram.com/kenpozek/
- Renee Funk https://www.instagram.com/renee_funk/
- Ben Laube https://www.instagram.com/benlaube/
- Jenny Wemert https://www.instagram.com/jennywemert/

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

Hiring the wrong first person could cost you months or even years.

Minisodes, a new Real Estate Team OS series, were made to help you get it right in 10 minutes or less!

In under 9 minutes, you’ll learn:

• Why hiring a buyer’s agent first is often a MISTAKE
• What your actual first hire should be—and how to define their role
• Real stories and hard lessons from top team leaders & coaches

This is high-impact, highly visual, and built to save you time. Whether you're hiring now or planning ahead, this Minisode can change the course of your business.

New Minisodes drop exclusively on YouTube, once a month, so make sure you're subscribed to Real Estate Team OS so you never miss a turn in the road: https://realestateteamos.com/subscribe

Learn more from each of these guests:
Renee Funk: https://www.realestateteamos.com/episode/real-estate-changes-opportunities-renee-funk
Matt Smith: https://www.realestateteamos.com/episode/real-estate-team-leader-leadership-lessons-matt-smith
Katie Day: https://www.realestateteamos.com/episode/oversimplification-hype-reality-real-estate-teams-katie-day
Emily Smith: https://www.realestateteamos.com/episode/emily-smith-intrapreneur-entrepreneur-teamerage

Facebook Groups. They’re the foundation of the introvert-friendly strategy that jump-started Marisa Lindsay’s real estate business, serves as the foundation for her real estate team in Colorado Springs, and fuels a growing referral network across the country.

Learn from the founder of The Collective by Marisa Lindsay, as well as from their TC/CTO/problem solver, Dubs (including how she got that nickname). They’re a Visionary/Integrator duo whose relationship started as a real estate agent and a home buyer.

In addition to the production of their local, in-town agents, they had nearly 20 closings in March through the referral network - all driven by about 60 Facebook Groups (and counting).

In this conversation: what the strategy is, how they developed the strategy, how they sell without selling, and how they set it up in other markets.

They walk us into their four-agent team and its staff, how they developed the Facebook Groups strategy, how they extended it into other markets, when and why they moved the team into a proper CRM, key pieces of their tech stack, and more!

Watch or listen to this conversation to learn:

- Key elements to building the highest-performing team in your market, including creativity with execution and a Visionary with an Integrator

- Selling nearly 50 homes in year one with every deal generated through a Facebook Group

- The three characteristics (or “the trifecta”) that Marisa saw in a client that led to her extending an offer to join the team

- Specific roles on their small team in Colorado Springs that also supports a network of agents across the US

- Foundations of the Facebook Groups strategy that’s the foundation of the team and the referral network

- How sales conversations can happen on social media … without initiating sales conversations

- Overcoming two myths about Facebook Groups

- Why Facebook Groups functioned like a CRM for them

- “The amount of leverage is undeniable” - the vision that motivated a move to a proper CRM

- How Marisa went from Chief Skeptic to top user of their CRM

- Logistics behind and lessons learned from the referral network

- How they’re building community and courses for introverts

At the end, learn about McNeese State as must-see TV, splurging on “magical” experiences, and the “why” behind things.

Marisa Lindsay and Dubs:
- https://www.instagram.com/the_marisa_lindsay/
- https://www.facebook.com/marisa.lindsay2
- https://www.facebook.com/dealswithdubs

Real Estate 4 Introverts:
- https://www.facebook.com/groups/re4introverts

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