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The "Pause & Convert" Strategy: Inside a $300M Real Estate Team with Jon Foster | The LAB
How do you manage a 70-agent team doing $300 Million in volume without losing your mind? In this episode of The Lab, Jon Foster (Co-Founder of the Jon & Leslie Foster Real Estate Group) pulls back the curtain on how he runs his massive Northern California team.
Jon reveals why only HALF of his agents are allowed on his Zillow Flex team, how he uses the "ALM Method" to book appointments in under 3 minutes, and the exact structure he uses for his monthly 1-on-1 agent check-ins to guarantee high conversion rates.
If you are a team leader struggling with agent accountability or an agent looking to master online lead conversion, this episode is a masterclass in operations.
🔥 KEY TAKEAWAYS:
✅ The Zillow Flex Filter: Why you should never force an agent to take Zillow leads (and why the top converters take the *fewest* leads).
✅ The ALM Script: Appointment, Location, Motivation. How to get a buyer to commit in under 3 minutes.
✅ The 1-on-1 Framework: The exact metrics John brings to his monthly agent check-ins (and the questions he asks them).
✅ Call Nights: How to run a successful team "Call Night" to revive old leads.
✅ Team Recruiting: Why your current agents are your best recruiters (and how to use Indeed to find experienced listing agents).
QUICK LINKS & RESOURCES:
🎓 Visit eXp University: https://www.expuniversity.com/
CHAPTERS (Key Moments):
0:00 – Who is John Foster? (Managing a 70-Agent Team)
1:35 – Doing $300M in Volume (35% from Zillow)
2:20 – Why only half the team is allowed on Zillow Flex
4:05 – Onboarding Agents: The "ALM" Conversion Method
7:30 – How do you define a "Newbie" agent?
10:35 – The "Winning Agent" strategy in Sales Meetings
12:05 – How to run a high-energy "Call Night"
15:10 – Tracking Metrics in Sisu (Conversations = Appointments)
18:50 – The 1-on-1 Agent Check-In Framework
23:55 – What an Agent must bring to their 1-on-1 meeting
28:50 – How to handle an Agent with bad conversion rates
32:45 – Why "Pausing" an agent is a gift, not a punishment
40:00 – Team Recruiting: Using Indeed to find Listing Agents
51:20 – The biggest challenge in Real Estate: Sustaining Mindset
ABOUT THE GUEST:
Jon Foster is the Co-Founder of the Jon & Leslie Foster Real Estate Group, a dominant 70-agent team operating in the San Francisco Bay Area. Producing over $300 Million in annual volume, Jon specializes in team operations, Zillow Flex conversion strategies, and building scalable accountability systems.
#ZillowFlex #RealEstateTeam #JonFoster #RealEstateCoaching #LeadConversion #RealEstateScripts #TheLab #eXpRealty #TeamLeader
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By eXp UniversityHow do you manage a 70-agent team doing $300 Million in volume without losing your mind? In this episode of The Lab, Jon Foster (Co-Founder of the Jon & Leslie Foster Real Estate Group) pulls back the curtain on how he runs his massive Northern California team.
Jon reveals why only HALF of his agents are allowed on his Zillow Flex team, how he uses the "ALM Method" to book appointments in under 3 minutes, and the exact structure he uses for his monthly 1-on-1 agent check-ins to guarantee high conversion rates.
If you are a team leader struggling with agent accountability or an agent looking to master online lead conversion, this episode is a masterclass in operations.
🔥 KEY TAKEAWAYS:
✅ The Zillow Flex Filter: Why you should never force an agent to take Zillow leads (and why the top converters take the *fewest* leads).
✅ The ALM Script: Appointment, Location, Motivation. How to get a buyer to commit in under 3 minutes.
✅ The 1-on-1 Framework: The exact metrics John brings to his monthly agent check-ins (and the questions he asks them).
✅ Call Nights: How to run a successful team "Call Night" to revive old leads.
✅ Team Recruiting: Why your current agents are your best recruiters (and how to use Indeed to find experienced listing agents).
QUICK LINKS & RESOURCES:
🎓 Visit eXp University: https://www.expuniversity.com/
CHAPTERS (Key Moments):
0:00 – Who is John Foster? (Managing a 70-Agent Team)
1:35 – Doing $300M in Volume (35% from Zillow)
2:20 – Why only half the team is allowed on Zillow Flex
4:05 – Onboarding Agents: The "ALM" Conversion Method
7:30 – How do you define a "Newbie" agent?
10:35 – The "Winning Agent" strategy in Sales Meetings
12:05 – How to run a high-energy "Call Night"
15:10 – Tracking Metrics in Sisu (Conversations = Appointments)
18:50 – The 1-on-1 Agent Check-In Framework
23:55 – What an Agent must bring to their 1-on-1 meeting
28:50 – How to handle an Agent with bad conversion rates
32:45 – Why "Pausing" an agent is a gift, not a punishment
40:00 – Team Recruiting: Using Indeed to find Listing Agents
51:20 – The biggest challenge in Real Estate: Sustaining Mindset
ABOUT THE GUEST:
Jon Foster is the Co-Founder of the Jon & Leslie Foster Real Estate Group, a dominant 70-agent team operating in the San Francisco Bay Area. Producing over $300 Million in annual volume, Jon specializes in team operations, Zillow Flex conversion strategies, and building scalable accountability systems.
#ZillowFlex #RealEstateTeam #JonFoster #RealEstateCoaching #LeadConversion #RealEstateScripts #TheLab #eXpRealty #TeamLeader