Many agents dream of starting a real estate team. It’s not just about managing people or delegating tasks; it’s about creating a culture, implementing systems, and leading with vision.

In the latest episode of Leads & Leverage: Real Estate Team Leader Lounge, I spoke with David Brooke. He is an experienced team leader who has successfully built a successful real estate business despite many challenges.

David’s honesty and transparency about his journey were refreshing. We explored the complexities of team leadership, the importance of personal growth, and the mistakes that shaped his approach to building a successful team. If you’re thinking about starting a team or refining your leadership, David’s story is a must-read.

Tune in to our full conversation:

The Reality of Building a Real Estate Team

When David started his team, he thought it would be simple. He was already a successful solo agent with a steady flow of business. Naturally, he assumed scaling meant hiring a few agents to handle the overflow. However, as David shared, he quickly learned that building a team isn’t the same as running a brokerage or managing overflow—it’s an entirely different business model.

David opened up about some of the early mistakes he made:

• Ego-driven decisions: Like many of us, David found himself investing in things like more prominent offices and flashy marketing, thinking it was for the team when it was really for his pride.
• Growing too fast: His team expanded from 3 agents to 18 in a short time, but without suitable systems in place, cracks began to show.

As David explained, team leadership isn’t about appearances or quick wins—it’s about building a solid foundation and creating value for the people you lead.

Leadership: The Foundation of a Team

David’s approach to leadership has evolved significantly over the years. One of the most impactful lessons he shared came from his coach, John Chaplack: “The private will always show up in the public.” This means that if you’re not investing in your personal growth, it will eventually affect your professional life—and your team.

David’s Key Leadership Lessons:

1. Invest in yourself. Personal growth is non-negotiable. To simplify your processes, surround yourself with mentors, coaches, or even trusted partners like a mortgage broker.
2. Be transparent. Honest communication builds trust, and trust is essential for a team to thrive.
3. Shift your focus. Leadership isn’t about you—it’s about creating a culture where your team can succeed.

Marketing: A Strategy-First Approach

One of the most relatable parts of David’s story was his candid reflection on marketing. Early in his leadership journey, he fell into the trap of making ego-driven marketing decisions. He invested in billboards and bus ads without a clear strategy or measurable goals. He expressed that he thought it would look cool, but he didn’t measure what truly mattered.

David’s Marketing Tips for Team Leaders:

• Measure ROI. Every marketing effort should have clear goals and measurable outcomes.
• Focus on cohesive strategies. Integrate tools like social media campaigns, community events, and even podcast appearances to build credibility and connect with your audience.
• Think long-term. Marketing is about building brand recognition and trust, not just immediate wins.

Defining a Team’s Value Proposition

As David shared, agents don’t join teams just for leads—they join for the value a team can provide. One of the biggest takeaways from our conversation was the importance of having a clear and compelling value proposition. On David’s team, this includes:

• Comprehensive training: Programs tailored to each agent’s stage of growth, from learning contracts to mastering investment property analysis.
• Support systems: From transaction coordination to marketing management, his team handles the heavy lifting so agents can focus on their clients.
• Lead generation: Agents are provided with high-quality leads and trained to generate their own through six key channels:
  
  
• Sphere of influence
• Online platforms
• Business-to-business relationships
• Neighborhood marketing
• Niche groups (like gyms or churches)
• Distressed sales opportunities

David’s goal is simple: save his agents time, help them earn more, and ensure they feel supported every step of the way.

The Financial Realities of Starting a Team

David was clear about the financial commitment required to build a successful team. He recommends reaching a production baseline of $8 million annually before starting. Why? Because at this level, you’ll have the stability to:

• Pay yourself a fair salary.
• Cover taxes and operational expenses.
• Invest in marketing, support staff, and resources like a podcast production company to help build your brand.

Without a solid financial foundation, it’s difficult to offer meaningful value to your agents while maintaining profitability.

The Myths of Real Estate

One of the most striking parts of our conversation was David’s debunking of common real estate myths. He emphasized that:

• Real estate is not a part-time job. Many agents need to pay more attention to the time and effort required to succeed.
• Brokerages don’t provide everything you need. Teams play a critical role in filling the gaps, from lead generation to administrative support.

David’s insights reminded me that success in real estate requires a full-time commitment and the right systems to manage the workload.

Leadership Philosophy: Building Future Leaders

David’s leadership philosophy centers on replication. He’s passionate about creating an environment where agents can grow into leaders themselves. His team operates with a mentorship model, where leaders oversee smaller squads. These “teams within the team” enable scalable growth while fostering a collaborative culture.

The Core Values Driving David’s Team:

• Care deeply: Genuine investment in clients and team members.
• Family matters: Prioritizing work-life balance.
• Problem-solving: Tackling challenges head-on.
• Grow to lead, lead to grow: Fostering leadership at every level.

This approach has helped David build a team that thrives on collaboration, accountability, and shared purpose.

Tune in to the Leads & Leverage: Real Estate Team Leader Lounge

David Brooke’s journey is a testament to the challenges and rewards of leading a real estate team. It’s not about ego or quick wins; it’s about creating systems, providing value, and leading with authenticity. Whether you’re just starting or looking to refine your approach, David’s insights offer a roadmap for success.

Ready to build a thriving real estate team with purpose and strategy?

Subscribe to Leads & Leverage: Real Estate Team Leader Lounge for actionable insights, or visit my website for resources that can help you lead with confidence. Let’s grow together.