Building a Real Estate Team: Insights and Lessons from David Brooke

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: 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. Be transparent. Honest communication builds trust, and trust is essential for a team to thrive. 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.

How to Build a Winning Real Estate Team: Nurturing Culture and Other Strategies with Todd Schroth

Building a successful real estate team goes far beyond hiring agents. It takes a strong, supportive culture, strategic leadership, and the willingness to adapt. Every team leader has a different approach, but those who stand out know that culture and growth cannot be left to chance. On a recent episode of my podcast, I had the pleasure of speaking with Todd Schroth. Todd is a seasoned realtor based in Orlando, Florida and the founder of the Todd Schroth Home Selling Team. With over two decades of experience, Todd’s journey is filled with lessons on cultivating a thriving team culture and making it through industry highs and lows. Watch the full podcast episode here. Today, I'm excited to share the main takeaways from our conversation! Todd’s Key Strategies for Building a Winning Real Estate Team Culture Creating a winning culture within a real estate team is not a one-time task. It requires ongoing dedication, adaptability, and a willingness to learn from every success and setback. Todd Schroth’s journey exemplifies this, as he shared during our conversation. Let’s delve deeper into the insights that make his team thrive. The Journey to Team Leadership Todd’s career began as a second-generation realtor, absorbing the real estate world from a young age. He didn’t just step into the business—he lived it. After buying his first property at 19, Todd spent years immersed in the investment side of real estate, from flipping to managing rental properties. However, the 2007-2008 Financial Crisis forced him to pivot. Facing an overwhelming volume of short sales, he saw the need for a team structure. Managing clients, listing properties, and closing deals on his own became impossible. Building a team wasn’t just a business move—it was a necessity for survival. This pivotal moment in his career marked the beginning of his journey as a team leader! Scaling Up and Choosing the Right Team Size Like many leaders, Todd initially believed that a bigger team would mean greater success. He scaled up quickly, growing to a team of 20 agents. However, he soon discovered that more doesn’t always equal better. Managing a large team came with significant challenges, such as coordination, training, and ensuring each agent’s productivity. Over time, Todd realized the value of smaller teams where every member receives focused attention. With fewer agents, he could offer personalized mentorship and truly invest in their growth. His shift from a large group to a core team of seven agents allowed him to cultivate a tight-knit culture rooted in mutual support and high performance. Creating a Supportive Team Culture and Structure For Todd, team culture is about creating a space where agents feel empowered to grow both personally and professionally. So, he encourages his team to develop their own brand while contributing to the team’s overarching mission. This balance helps his agents feel seen and valued as individuals, not just as part of a collective. Regular training sessions keep their skills sharp, while culture calls foster camaraderie and alignment with shared goals. Social activities, like team outings and casual gatherings, also strengthen bonds and remind everyone that real estate is a team sport. This supportive environment ensures his agents can leverage both their own initiatives and the team’s collective resources for success. Recruitment and Retention: Full-Time Commitment Todd’s philosophy on recruitment is straightforward: commitment matters. He focuses on bringing full-time agents on board who can dedicate themselves entirely to real estate. For him, part-time commitments can just lead to split focus and missed opportunities. Todd understands the challenges of building a career in real estate, so he creates an environment where agents can grow, learn, and thrive without distractions. Personal and professional growth is built into the fabric of his team, with clear paths to success and plenty of support along the way. Motivating Agents and Building Specialization Keeping agents motivated is a constant challenge for any team leader. Todd tackles this by recognizing that one size does not fit all. Each agent has their own strengths, weaknesses, and preferences. So, instead of forcing everyone into the same mold, he helps each agent find their niche. Whether it’s door-knocking, open houses, cold calling, or working their sphere of influence, Todd’s goal is to align tasks with strengths. This not only keeps agents engaged but also ensures they deliver exceptional results. He also emphasizes a well-rounded knowledge base. From connecting clients with mortgage brokers to reviewing real estate contracts, he wants his agents equipped for every client's need. Specialization, paired with comprehensive knowledge, keeps his team competitive and capable of handling any challenge. Navigating Compensation Models and Expenses Compensation structures can be a point of contention in any team. Todd has refined his approach over the years, learning what works and what doesn’t. His model ensures fairness while accounting for the substantial costs of lead generation and marketing. Remember, running a real estate business can be expensive, so he reminds team leaders that thoughtful compensation models are the key to keeping their agents motivated and ensuring business growth. Final Advice for Aspiring Real Estate Team Leaders For those aspiring to be great industry leaders out there, Todd has a powerful piece of advice: have a clear business model; understand your expenses; maintain consistency in your structure and support systems; and have a well-defined onboarding and training process. All of these can be the difference between growth and chaos! From my perspective as a podcast host, I also believe that sharing stories like Todd’s is a way to educate and uplift others. Podcasting has helped me build authority in my niche while fostering meaningful connections with top industry professionals.  Working with a professional real estate podcast production company is a game-changer for reaching a broader audience and sharing valuable insights. Tune Into Leads & Leverage for More Success Stories and Insights from Real Estate Team Leaders! Todd’s journey offers a masterclass in building a winning real estate team culture. From finding the right agents and creating a supportive environment to navigating the complexities of compensation and motivation, his insights are pure gold for anyone looking to lead in real estate. For more stories like Todd’s, be sure to tune into Leads & Leverage: Real Estate Team Leader's Lounge. Each episode features real-world advice and inspiring stories from industry leaders who are making a difference. And, if you’re ready to buy, sell, or invest in real estate in Orlando, I’m here to guide and support you all the way. Contact me, and let’s achieve your real estate goals together!

Building a Thriving Brokerage: Christina Hoffmeier's Keys to Real Estate Growth and Leadership

Building a successful real estate brokerage is no small feat. It’s a challenge that requires the right strategies, a deep understanding of the market, and the ability to lead a team effectively. It can be overwhelming, especially for those starting. But with the right approach and mindset, it’s entirely possible to grow a thriving brokerage. On a recent episode of my podcast, I had the pleasure of sitting down with Christina Hoffmeier, a seasoned real estate agent from Pennsylvania and the CEO of Realty ONE Group Ultimate. Christina has not only built a highly successful brokerage but she’s also expanded it to multiple locations, with more growth on the way. Her journey is one filled with challenges, perseverance, and invaluable lessons for both aspiring and experienced real estate professionals. You can watch the entire podcast episode here. Today, I want to share some of those key insights from our conversation with you! From Single Agent to Brokerage CEO: Christina’s Journey and Essential Leadership Insights Building a brokerage from the ground up isn’t easy, but Christina’s story shows us that it’s possible, even if you start in an unconventional way. Christina’s Career Beginnings Christina didn’t always plan to be in real estate. Like many of us, she started in a completely different career, only to find herself drawn into real estate after a push from her father. She transitioned from accounting into real estate when her father suggested she get her license and help him sell some properties. What started as a side hustle quickly became her passion. What sets Christina apart is her willingness to take on opportunities that others ignore. Early in her career, she noticed that many agents didn’t want to deal with lower-priced homes or work with investors. They were more focused on high-end properties. However, Christina saw value where others didn’t. She built her business by working with investors and clients looking for entry-level homes—those the other agents had overlooked. This approach became the foundation of her success. Overcoming Challenges in Real Estate One of the key insights Christina shared is that many agents overlook working with investors or dealing with lower-value properties because they focus too much on prestige. They’re chasing big commissions and flashy listings. However, Christina believes that real success in real estate comes from building genuine connections with clients and focusing on what matters most, which is financial freedom and helping people find their homes. For Christina, it wasn’t about the glamour or the awards. It was about making sure her clients got what they needed, even if that meant working on deals others didn’t want. She built trust with her clients by being there for them every step of the way, from connecting them with mortgage brokers to closing the deal. That commitment to her clients is a big reason why she has grown her business so successfully. Understanding Investor Clients Christina and I dove deep into what it takes to work successfully with investors. Investors think differently from typical homebuyers. They’re not driven by emotion. Instead, they’re driven by numbers. Christina stressed how important it is for real estate agents to understand the financial side of investing. Knowing key terms like ROI, cap rate, and net yield is essential to building trust with investors. If you can’t speak their language, they won’t see you as a valuable resource. But if you take the time to understand their goals and how they evaluate properties, you can build long-term relationships with investors who will come back to you again and again. Building and Scaling a Real Estate Team As Christina’s business grew, she found herself struggling to maintain a balance between work and personal life. She was working long hours, and something had to give. That’s when she decided to start building a real estate team. It wasn’t easy, but Christina learned a lot along the way. Her biggest piece of advice? Hire slowly, fire quickly. Early in her journey, she made the mistake of rushing to hire buyer’s agents when what she really needed was administrative support. If she could do it over, she would have hired a transaction coordinator first to handle the paperwork and details so she could focus on growing her business. Preparing for Growth and Scaling Effectively One of the most valuable lessons Christina shared was about preparing for growth. Before you start hiring agents and expanding your team, you need to have systems in place. Christina emphasized the importance of setting up processes and ensuring that you have a steady flow of leads before bringing new agents on board. From my own perspective, this process of generating leads and supporting other agents is why I’ve invested time into my podcasting efforts. It’s one of the ways I generate business and create opportunities for my team. I’ve also found it helpful to work with a professional real estate podcast production company to ensure that everything runs smoothly. Follow Leads & Leverage: Real Estate Team Leader’s Lounge for More Engaging Conversations with Industry Experts! Christina’s story offers a powerful roadmap for anyone looking to build a thriving real estate business. From her unconventional start to her success in building a brokerage, her insights are invaluable. If you found her lessons helpful, I encourage you to tune into Leads & Leverage: Real Estate Team Leader’s Lounge. Each episode brings you actionable advice from top industry experts, just like Christina, to help you grow your real estate business. And, if you’re ready to buy, sell, or invest in real estate in Central Florida, contact me and the GPG Team. We’re here to help you achieve success in every aspect of your real estate journey!

Team Leadership and Real Estate Success: Dave Nolan's Journey to Excellence

Achieving success in real estate isn’t just about closing deals; it’s about building strong relationships, leading your team with care, and consistently delivering exceptional service. Recently, I had the opportunity to sit down with Dave Nolan, a seasoned real estate team leader, for an episode of Leads & Leverage. Our conversation was packed with valuable insights on leadership, team building, and the mindset needed to thrive in real estate. Dave’s approach to real estate is refreshing and rooted in principles he’s carried over from his days in hospitality. I’m excited to share some of the key points from our chat that can help aspiring leaders and agents alike. Tune in to our full conversation: From Hospitality to Real Estate Mastery Dave’s journey into real estate began in a place you might not expect—the hospitality industry. Working for Marriott Corp., he learned that leadership is all about people. The idea that if you take care of your employees, they’ll take care of your customers, has been a guiding principle throughout his career. This philosophy led him to success when he transitioned into real estate about a decade ago. After nine years in Scottsdale, Arizona, Dave recently relocated to Indiana to be near his family and is now establishing a new real estate practice in Lafayette. Dave highlighted the importance of forming strong partnerships in real estate. He emphasized working closely with a dependable mortgage broker to provide clients with the best service possible. Leading a High-Performing Team in Indiana Dave currently leads a team of 17 agents in Indiana, and they are projected to close around 375 transactions this year, totaling nearly $100 million in sales. For a smaller market like Lafayette, those numbers are impressive. What’s even more impressive is that Dave attributes this success to focusing on quality over quantity. He shared that his leadership approach isn’t about recruiting more agents just for the sake of growth. Instead, it’s about delivering a five-star experience to every client and making sure the team is thriving, both professionally and personally. Purposeful Growth with Integrity During our conversation, Dave made it clear that he believes in growing with purpose. His team has expanded into smaller communities in Indiana and even Alabama, but not at the expense of their core values. Expansion, for Dave, isn’t just about numbers—it’s about maintaining the integrity of the business and ensuring that the team is equipped to deliver quality service. He’s also highly selective when it comes to hiring new agents. Dave looks for people who not only have experience but also share his team’s values. This growth strategy is crucial to his team's success, and he stays informed by listening to industry podcasts for updated strategies. Leadership That Puts People First One of the most inspiring parts of my conversation with Dave was his leadership philosophy. He believes that to lead effectively, you must put people first. Dave’s leadership style is rooted in genuine care for his team, which is evident in the way he supports and guides them through challenges. Here’s what defines Dave’s leadership: Genuine Care: Dave emphasizes that leadership starts with truly caring about your team members. Being Available: He makes himself available to his agents, ensuring they have the support they need to succeed. Consistent Support: Dave doesn’t believe in one-off events or team outings as the main form of leadership. Instead, he focuses on consistently being there for his real estate team, day in and day out. Fostering an Entrepreneurial Mindset Dave believes that to be successful in real estate, agents need to think like entrepreneurs. While tools like lead generation systems can be useful, Dave is all about fostering a strong entrepreneurial mindset among his agents. Discipline and commitment are the key traits he looks for. His team isn’t just given tools to succeed—they’re expected to show up every day ready to work hard and grow their business. As Dave mentioned, it’s about creating the right mindset and building daily habits that lead to long-term success. Retaining Top Talent Through Genuine Care One of the reasons Dave’s team has been so successful is his ability to retain top talent. Unlike many real estate teams that experience high turnover, Dave’s team has a low attrition rate. This is because he invests in his agents and makes sure they’re not only successful but also growing professionally and personally. Dave attributes his team's high retention rate to hiring the right people and fostering a supportive environment, which has led to loyalty and impressive results. Dave’s Advice for Aspiring Team Leaders As we wrapped up our conversation, I asked Dave what advice he would give to those thinking about starting their real estate team. His answer was simple: know your motivations. If you’re only in it for the money, you might want to reconsider. Dave believes that successful leadership comes from a genuine desire to help others succeed. Here are some of his key insights for aspiring team leaders: Genuine Care is Essential: Your team will know if you truly care about their success. Quality Over Quantity: Focus on building a strong, thriving team before expanding. Consistency is Key: Be consistent in your leadership to build trust. Invest in Your Team’s Growth: Give your agents the tools they need, but also hold them accountable. Improve Your Skills and Create a Successful Team Talking with Dave Nolan was an eye-opening experience, and his insights on leadership, team building, and customer service are invaluable. His approach, centered on genuine care and consistent support, is something that every real estate leader can learn from. Whether you’re building a team or looking to improve your leadership, Dave’s wisdom is worth embracing. Tune in to the Leads & Leverage Podcast We dive deep into these key topics and much more on each episode. If you're serious about growing your real estate business and leading with purpose, don't miss out! Subscribe to the Leads & Leverage Podcast for more insights from industry leaders, and join the conversation as we explore the strategies that fuel success in real estate.