Real Estate Team OS Ethan Beute, Follow Up Boss

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The Briley Team, the #1 real estate team in Nebraska, tripled production over the past few years and they’re pacing for another year of tremendous growth in 2024.

In this conversation with General Manager Koby Sway, you’ll get insights into how they’ve done it, including the DIRECT model to engage, empower, and focus agents and staff.- Develop rapport
 - Indicate focus
 - Reinforce / recognize
 - Engage in self-discovery
 - Create a plan / cause for gap
 - Test / tweak / timeline
This is Koby’s first role in the real estate industry. Learn why it made sense for him and for the team, how they’ve grown lead conversion from 5% to 21%, the first hires he made when he joined the team, and more!
Watch or listen for insights into:
- Finding coachable, moldable, and trainable people
- His path from corporate America into a General Manager role with a real estate team
- The two things that drove the need for a GM: challenges with the “Seal Team” approach and the opportunity with Zillow Flex
- Specific growth in agents, production, and conversion over the past few years - and how they achieved it
- Why he loves termination and how to overcome the reason that 90% of real estate agents fail
- The 6 steps in the DIRECT method to empower people to achieve their goals (and the two steps most people overlook)
- How to get comfortable and confident yourself and how to help your team get comfortable and confident as you start using the DIRECT method
- How they increased lead conversion from 5% to 21% over the past few years
- Two key staff hires early on: Sales Operations Manager and Sales Coach
- How to save time with better feedback loops between team members
- Why the goal of 250 agents and $1B in volume still comes down to one agent at a time

At the end, learn how Kobe made Koby a Lakers fanatic, why he’s such a cheap date, and how you can learn something from anyone and everyone.
Episode with Tim Grover, NYT bestselling author and trainer for Michael Jordan and Kobe Bryant:- https://www.realestateteamos.com/episode/tim-grover-winning-relentless-fubcon-session
Connect with Koby Sway:
- Email (as mentioned in the episode): Koby at The Briley Team dot com - https://www.instagram.com/the_inspiring_agent/
- https://www.facebook.com/theinspiringagent/

Connect with The Briley Team:
- https://www.instagram.com/thebrileyteam/
- https://www.facebook.com/brileyteam

Learn more about Real Estate Team OS: - https://www.realestateteamos.com
- https://linktr.ee/realestateteamos

Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/
- https://www.tiktok.com/@realestateteamos

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Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Tiffany Gobster, Team Leader of The Gobster Group inside The Laughton Team in Phoenix, Arizona.

A team within a team within a team? Yes! It comes up in this conversation. The theme is continued growth in collaboration with a family of people in a shared culture.

Find out why - as she’s found more and more success in her business - Tiffany will always build with George Laughton and within The Laughton Team.

Watch or listen for Tiffany’s insights into:
- The natural and the intentional aspects of a vibrant team culture
- The expected and unexpected aspects of life as a real estate agent
- When starting a team became an obvious need and the first two people she brought alongside her
- How things like onboarding, training, and tech stack work as a team within a team
- Her preferred methods of recruiting agents and of coaching her team members
- Two things you need before starting a team
- Why you’re a better agent for your clients when you join a team
- Branding implications of building a team within a team (within a team) - spoiler: it’s about the agent, not about the company
- Why future success will draw on the past

At the end, learn just how a collection of colorful Stanley cups became the household standard.

Connect with Tiffany Gobster and The Laughton Team:- https://myphoenixhomesearch.com/team/tiffany-gobster
- https://www.gobstergroup.com/
- https://www.instagram.com/laughtonteam/
- https://www.facebook.com/laughtonteam/

Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/
- https://www.tiktok.com/@realestateteamos
Learn more about Real Estate Team OS:- https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos


Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

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Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Tony Tramontozzi, Team Leader of The Tozzi Group inside The Laughton Team in Phoenix, Arizona.

Hear how Tony transitioned from property management to become a real estate agent, how he stepped into and then back from a regional team leader role before starting his own team within The Laughton Team (timing is everything), and what the next steps are for him and his six-agent team.  You’ll get a look into his bi-weekly accountability calls with agents and a hands-on, human-to-human practice he’ll always maintain even though some people automate it.  You’ll also understand the benefits of building a team inside a team - and what it takes to attract new agents and make them successful. 

Watch or listen for Tony’s insights into:
- What a collaborative culture looks like in action
- How he shifted from property management and joined The Laughton Team back when they had just a half dozen agents
- Why the timing of a leadership role makes all the difference (one he stepped into and stepped back from before starting his own team within the team)
- The big shift a new team leader has to take - both as a mindset and in day-to-day practice
- How to make your team attractive to new agents
- What his bi-weekly accountability conversations with agents look like and why he asks “what got in the way?” more than “why?”
- What specifically gets in the way of new agents meeting their commitments and goals
- How he leverages tech and what he keeps as a hands-on, human-to-human, and in-the-moment video texting practice (even though some people automate it)
- How he’s thinking about potentially hiring his first staff member, assigning a co-team-leader, and stepping back a little from sales production to be more available to his agents

At the end, learn why he loves a team with haters and a team that’s had some down years.
Connect with Tony Tramontozzi and The Laughton Team:- https://myphoenixhomesearch.com/team/tony-tramontozzi - https://www.linkedin.com/in/tonytramontozzi/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

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Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Julia O’Buckley, Operations Manager with The Laughton Team in Phoenix, Arizona.

To the operations role, Julia brought experience as a real estate agent and as a transaction coordinator. She helps run the ISA team, the TC team, database management, and a tech stack that puts their 200+ agents in the best position to win.

Learn how they uncover problems and opportunities, vet potential tech solutions, and roll it out into the organization - including the keys to agent buy-in and adoption. Specifically, she shares the story of switching CRMs from concept to implementation.  Hear references to Follow Up Boss, Bara Agency, Sisu, BrokerMint, Ylopo, Grow.com, Curaytor, and other tools used by this top team.

Watch or listen for Julia’s insights into:
- What the Operations Manager role includes and how she brings it to life
- Matching transaction coordinators and agents for better customer experience, including the file per TC ratio they shoot for
- The state of their tech stack, why 2023 was the year to switch CRMs, why Follow Up Boss was the choice, and how they got everyone on board
- How Ylopo and Sisu have benefitted The Laughton Team
- Specific tips to increase agent adoption, including trust, value, communication, and training
- How the team has invested in her as a person and as a professional

At the end, learn how working with your hands can quiet down your mind. Connect with Julia O'Buckley and The Laughton Team:- https://myphoenixhomesearch.com/team/julia-obuckley- https://www.linkedin.com/in/julia-o-buckley-60ab2a98/ - https://www.instagram.com/laughtonteam/- https://www.facebook.com/laughtonteam/
Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

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Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Alise Hannebaum, VP of Sales and Operations for The Laughton Team in Phoenix, Arizona.

Alise joined the team at the start of the year; it’s her second role in the industry after more than a decade in finance and banking operations.   Learn how she scoped the role, how she invested her time in the first 90 days, and what’s ahead in the next year or two to align sales and operations from both an operational and financial perspective.

Watch or listen for Alise’s insights into:
- Endurance as a must-have characteristic within your team
- The puzzle-piece metaphor that captures her approach to operations and the benefits of coming into real estate from outside the industry
- Her initial steps through the first 90 days of joining The Laughton Team
- Protecting your Fridays
- The relationship between sales and operations and two definitions of her role across them
- Tips to improve your likelihood of operating your business profitably
- What to look for to know when to hire so that you’re not overstaffed and you’re not burning out your best people
- Key metrics for your leadership team and tips for managing cash flow

At the end, learn about her perfect place … especially when there’s no splashing in the shallow end.  Connect with Alise Hannebaum and The Laughton Team: - https://www.linkedin.com/in/alisehannebaum/ - https://www.instagram.com/laughtonteam/ - https://www.facebook.com/laughtonteam/ Follow Real Estate Team OS: - https://www.instagram.com/realestateteamos/ - https://www.tiktok.com/@realestateteamos Learn more about Real Estate Team OS: - https://www.realestateteamos.com/subscribe/ - https://linktr.ee/realestateteamos

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

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Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Justin McLellan, Head of Agent Productivity for The Laughton Team in Phoenix, Arizona.
After nearly 15 years of teaching in a high school classroom, Justin joined the team to improve the engagement and efficiency of real estate agents. He’s been the point person on multiple lead sources, including the Zillow Flex program.
Justin shares here what he learned by listening to more than 1,000 phone calls and how he turned those insights into multiple playbooks, as well as the relationship between will and skill in driving the productivity of their 200+ agents. Watch or listen to this episode with Justin McLellan for insights into:- Tips for piloting and experimentation, including the willingness to fail and to test even the smallest things- A description of his role as Head of Agent Productivity- Why “all leads are created equal” and how they bring multiple lead sources into one funnel- What he learned by listening to more than 1,000 phone calls between agents and potential buyers and sellers- How he turned those learnings into multiple playbooks- The balance of will and skill - of engagement and effectiveness - that drives agent productivity- How they invest in and distribute leads across hundreds of agents and multiple offices- The unique benefits of the Zillow Flex program- The passion behind his work as a high school teacher and with The Laughton Team
At the end, learn why he wore multiple hats (literally) over the past couple of decades!
Connect with Justin McLellan and The Laughton Team:- https://myphoenixhomesearch.com/team/justin-mclellan- https://www.linkedin.com/in/justin-mclellan-870431286 - https://www.instagram.com/laughtonteam/- https://www.facebook.com/laughtonteam/ 
Follow Real Estate Team OS:- https://www.instagram.com/realestateteamos/- https://www.tiktok.com/@realestateteamos
Learn more about Real Estate Team OS:- https://www.realestateteamos.com/subscribe/- https://linktr.ee/realestateteamos

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe