Real Estate Team OS

Ethan Beute | Follow Up Boss
  • 5.0 (21)
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Real Estate Team OS is your guide to starting, growing, and optimizing a real estate team. Weekly episodes give you stories, insights, decisions, and hard-learned lessons of team leaders, operations leaders, brokerage owners, and real estate agents at every stage of business growth from solo agent to mega team.

  1. The Hidden Math Behind Referral-Only Real Estate Growth with Carol Foderick | Ep 100

    2D AGO

    The Hidden Math Behind Referral-Only Real Estate Growth with Carol Foderick | Ep 100

    More than 500 transactions last year - 100% by referral.Nearly $1B in sales over the past five years - working by referral only. Carol Foderick has built a 20-agent, 15-staff team that exclusively works by referral. Each agent owns their database and relies on the camaraderie of the team and the leverage of the staff. Go inside the structure of her team and get the numbers behind working by referral. How many marketing activities does it take to produce a referral? How many referrals does it take to produce a closed transaction? What is each outbound call or text worth? Carol can tell you - and she does in this episode! Watch or listen to Carol’s insights into: The fuel for your real estate teamWhat lead generation looks like on her teamHow she became a team leader before she started her own teamWho shouldn’t start a real estate teamThe structure and key roles in her company to support high per-agent productivityWhy her agents’ databases have no value to herHow to retain top producers on your teamA systematic and measured process for working by referral (last year 226 actions drove two referrals and one closed transaction)A specific example that points to $300 or so as the value of each callThree main activities and five love languages for working by referralHow to find agents who can work by referralWhere we are in the teamification of the real estate industryAt the end, learn about truth telling by the home team, expensive rocking chairs and cheap airplane seats, and the challenges of being perpetual. Connect with Carol Foderick: → Carol at CarolFoderick dot com → https://www.instagram.com/carolfoderick Connect with Real Estate Team OS → https://www.realestateteamos.com → https://linktr.ee/realestateteamos → https://www.instagram.com/realestateteamos/

    56 min
  2. How to Beat Sales Skepticism with Better Conversations with Nikki Pais | Ep 099

    FEB 10

    How to Beat Sales Skepticism with Better Conversations with Nikki Pais | Ep 099

    Do you need an ISA? When? How do you comp them? What if they want to be agents? What if they’re overseas? Should your team follow scripts? How closely? Where are the non-negotiables and where do you find room to stay human? How do we uncover motivation and handle objections in a helpful way that improves client experience? Nikki Pais is here to address all that and more. She brings years of experience as an EA, ISA, and Director of Inside Sales, as well as years of experience coaching ISAs, agents, and team leaders across North America on better conversations, effective nurturing, and more closings. Watch or listen for Nikki’s insights into: Why to apply what you learn without waiting, without tweaks, and without doubtsThe most common problem among the teams she’s coaching: exceptions (plus when to turn an exception into a tier)The difference between coaching and training - and how to figure out what you needTop signs that you’d benefit from an ISAWho makes a great ISA (domestic vs international, aspiring real estate agents, current agents)How to comp ISAsManaging handoffs and the division of labor between agents and ISAsWhy to treat every new lead as a buyer (yes, even sellers)How to uncover motivation in a meaningful wayThe right way to use scriptsThe difference between objections and conditions - and how best to handle objectionsTaking notes vs relying on AI summariesFacing the challenge of sales skepticismLeveraging AI calls and texts for the right reasonsAt the end, learn about an inherited team, soaps you don’t like, well-traveled boxes, and 50 audiobooks for 50 ideas to apply immediately. Other episodes you’ll enjoy: → More Deals from Your Database With (or Without) an ISA with Travis Halverson https://www.realestateteamos.com/episode/travis-halverson-deals-database-isa-inside-sales → From ISA to Director of Opportunities with Lisa Ryan https://www.realestateteamos.com/episode/inside-sales-manager-isa-real-estate-opportunities-lisa-ryan → How to Drive Per-Agent Productivity with Jonathan Campbell https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell Connect with Nikki Pais: → https://www.facebook.com/nikki.shanelle.pais →https://www.ezdials.com/shut-up-and-dial Connect with Real Estate Team OS → https://www.realestateteamos.com → https://linktr.ee/realestateteamos → https://www.instagram.com/realestateteamos/

    53 min
  3. How to Unlock Team Growth with Peer Accountability Pods with Brett Jennings | Ep 098

    FEB 3

    How to Unlock Team Growth with Peer Accountability Pods with Brett Jennings | Ep 098

    Brett Jennings is making a big bet on peer accountability pods. A billion-dollar bet. The Owner and Founder of Real Estate Experts, Brett shares the details behind the nearly 10x growth of his hybrid teamerage (from $165M to $1.2B in sales) and the strategy to growth through acquisitions to $4B. Learn how purpose has made team agents, solo agents, and staff more productive (creating more than a dozen first-time $1M GCI producers in one year) and how purpose serves as a filter to find right-fit companies to acquire. Get proven strategies and simple tactics to grow revenue by growing your people (and why they might call themselves a Good Vibe Tribe). Watch or listen for Brett’s insights into: Clarity within leadership and resilience within team membersTwo ways to test for agent grit and growth (including 1,000 calls in 10 days)What team agents and solo agents get in Brett’s hybrid brokerage modelHow working with Tony Robbins and Deepak Chopra unlocked agent and team growthWhere to go next after nearly 10x sales in three yearsThe motivation and plan to grow through acquisitions to $4B and 600 agentsHow peer accountability helped create more than a dozen $1M GCI producersCharacteristics of a good acquisition targetWhy agents and staff need a bigger “why” than money alone - and how to deliverHow to create your own peer accountability pods and why Brett’s betting big on themHow to increase participation in the optional pod programWhy self-discipline and self-actualization are the next iteration of conscious businessThe next steps for the Good Vibe Tribe movementAt the end, learn about expert advisors, luxury watches and refillable bottles, and two practices to revitalize your operating system.  Free resources from Brett Jennings:→ https://goodvibetribeworldwide.com → https://bearealexpert.com Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

    51 min
  4. Reducing the Structural Constraints on Your Growth with Works Real Estate | Ep 097

    JAN 27

    Reducing the Structural Constraints on Your Growth with Works Real Estate | Ep 097

    No matter what stage of business maturity your real estate team or brokerage has achieved, you face growth constraints. Many are structural to your organization and to the industry - like affordability challenges, disconnected tools, siloed data, and even lead abundance. Learn to circle back to harden your foundation, identify and relieve stress points, and prepare for tomorrow’s market with Works Real Estate CEO Winston Murray and long-time collaborator Jon Boller, who are leading a 250-agent, 10-market operation into an AI-driven, Uberized future that requires more operational efficiency than ever. Get Winston’s vision for supply-side solutions to the affordability crisis - and steps you can take yourself. Learn how a 150-page manual about serving buyers and sellers connected them, supported team growth, got leveraged further with a new learning management system, and united the front and back of house within their independent brokerage. Discover an X-ray approach to agent success through data transparency. And see a consumer-focused vision of the future created through death of ego and setting swords down across the industry. Watch or listen for insights from Winston and Jon on: - The balance of a clear, big-picture vision and efficient, ground-level operations - The role of education and simplification in growing from a 3-person team to 250 agents in 10 markets - What the “Uber-fication” of real estate actually looks like - and what it requires of you - How Jon has partnered with Works Real Estate over the past decade - The power of a 150-page manual - Why agents never graduate off lead programs - The X-ray approach to agent success - Three stages of business maturity and what each requires - A vision for the death of ego and setting swords down across the industry to best serve consumers - The key to differentiating Works Real Estate  - Top projects for 2026, including unifying the front and back of house - The challenge and opportunity of supply-side affordability solutions At the end, learn about a startup hockey team, an unexpected underdog, the benefits of style, and a zero-based social feed. Connect with Works Real Estate:→ https://worksrealestate.co/→ https://www.instagram.com/worksrealestateco/ Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

    58 min
  5. The Case for Small Real Estate Teams with Brian Buffini | Ep 096

    JAN 20

    The Case for Small Real Estate Teams with Brian Buffini | Ep 096

    Brian Buffini started a real estate team before teams were a thing. Back in 1992. Back before brokerages had any idea what to do with a team. Today, Buffini & Company coaches and trains agents, team leaders, and broker owners around the world. All along, Brian’s viewed teams as “the future of real estate.” But team leadership isn’t for everyone and  aspirations for a mega team aren’t necessary. Brian was kind enough to be a guest on our show as I was a guest at his Buffini Coaching live event to share decades of insights, experience, and influence. With a live audience of hundreds of real estate professionals, Brian sat down with me to share what it took to sell 100 homes in a year in the late 80s, why teams emerged, who should (and shouldn’t) build a team, what the main team models are, where “Death Valley” is for team leaders, what leaders must stay focused on and watch out for ... and much more! A HUGE thank you to Brian and his entire team for welcoming me into their community in such an open and sincere way! Watch or listen for Brian Buffini’s insights into: Leading and managing yourselfWhat it took to sell 100 homes/year in the late 1980s with one assistantWhy and how he started a team in the early 1990s (and why he struggled initially)Why he’s long viewed teams as “the future of real estate” and who teams are best forWhy referring out excess business is a good first step toward a teamHow to find your first assistantWhat other stages of team maturity look like and the key to finding your right size (spoiler: 4-7 is a sweet spot)Why 80% of agents should keep selling (perhaps with a team to support them)What the hardest thing about real estate is (and what mistakes that leads to)How to restore connection with the people and relationships that matter most (your customers and your team)A leadership lesson from NFL and NASCAR champion Joe GibbsAt the end, learn about A and B teams, hotel soaps and sewing kits, and the power of ohana and the ocean. Connect with Brian Buffini:→ https://www.instagram.com/brian_buffini/→ https://www.instagram.com/buffiniandco→ https://www.buffini.com/solutions/realstrengths/→ https://www.buffini.com/solutions/blitz/ Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

    46 min
  6. Why Most Real Estate Team Leaders Shouldn’t Be Team Leaders with Jon Cheplak | Ep 095

    JAN 13

    Why Most Real Estate Team Leaders Shouldn’t Be Team Leaders with Jon Cheplak | Ep 095

    What happens when you invest so deeply in your people that they could leave today and find success starting their own business? The most likely outcome: they stay and you continue growing together.But the more common path: a more transactional approach for fear they’ll leave you. Jon Cheplak returns to Real Estate Team OS to explain why he thinks 90% of real estate team leaders shouldn’t be team leaders and to share what the 10% have in common. Jon’s been in the seat himself and he and his partners coach top-performing team leaders and operations leaders (many you’ve met here on the show). Scaling on principles, rather than on personality. Pouring into people without fear, limitation, or calculation. Developing people first and businesses second. Walking the talk as the key to leadership. Improving your copywriting and storytelling. Jon shares all that and more in a great conversation to set you up for a successful year ahead. Watch or listen for Jon’s insights into: Why community is so desirable and powerful right nowHow principles scale and why personality doesn’tHis four core principles, his eight core values, and the difference between themThe three ways to get people to take actionThe two ways to give people attention and why fear holds team leaders back from bothWhy 90% of team leaders shouldn’t be team leaders and four criteria to help you know for your yourselfTwo ways to find your operations leader and one way NOT to (spoiler: look inside your team)Why you’re already a better copywriter than you think, how and why to get better at it, plus the difference between marketing and salesAt the end, learn about pitchforking manure and the risk and payoff of committing to a 375-acre ranch. Four principles Jon lives by:→ Personal responsibility, accountability, commitment, contribution Eight values Jon lives by:→ Fun, love, dignity, respect, humility, vulnerability, transparency, volunteerism Mentioned in this episode:→ FUBCON Session with Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages→ 084 Living in the Leads with Lauren Bowen https://www.realestateteamos.com/episode/real-estate-leads-systems-tools-increase-conversion-lauren-bowen-lpt-realty→ 037 Prospecting for Listings with Greg Harrelson https://www.realestateteamos.com/episode/real-estate-prospecting-listings-greg-harrelson→ 082 Making Your First Operations Hire with Camila Rivera https://www.realestateteamos.com/episode/team-leader-guide-making-your-first-operations-hire-camila-rivera→ Inside Whissel Realty Group https://www.youtube.com/playlist?list=PLCJiXNo93cVqQmwl4tTOQYebBkBoL6ipz Connect with Jon Cheplak→ https://www.facebook.com/joncheplak/ Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

    51 min
  7. Living In The Leads: Systems and Tools To Increase Conversion with Lauren Bowen | Ep 094

    JAN 6

    Living In The Leads: Systems and Tools To Increase Conversion with Lauren Bowen | Ep 094

    We’re kicking off the calendar year in a familiar way on Real Estate Team OS - with Lauren Bowen sharing practical tips on lead sources and lead conversion for the third year in a row! A thoughtful and generous expert on this topic, Lauren now serves as SVP of Lead Generation and Conversion for LPT Realty. In the role, she consults with teams of all sizes. In this episode, she shares what she’s learning and teaching! For 2026, Lauren delivers for you a simple process to improve lead conversion and ROI, the most common issues she sees in the databases of small, medium, and large sized teams, specific tech recommendations by team size, the what, who, why, and how of “living in the leads,” and other ways to drive big results with incremental improvements. Watch or listen for the Jon Cheplak-inspired mantra: tiny hinges swing big doors. Watch or listen for Lauren’s insights into: The value of getting clear on your purposeHow she developed an expertise in lead sources and lead conversion, one small step at a timeA simple process to improve lead follow up (do this right now)Why and how she became SVP of Lead Generation and Conversion with LPT Realty after a decade with Robert Slack Real Estate The most common issue when she gets into a team leader’s CRM and database and how to solve it (note: the ROI of PPC)Primary issues team leaders and ops leaders face by team sizeSpecific tech for retargeting, texting, database, and accountability by team sizeThe what, who, how, and why of “living in the leads”What’s never changed about lead conversion in the decade she’s been in the businessAt the end, learn about Magic basketball, frivolous chickens, and physical books. Mentioned in this episode:→ Ep 011 Lauren Bowen on 16 Lead Sources for 800 Agents https://www.realestateteamos.com/episode/lauren-bowen-robert-slack-coo-lead-sources-team-leaders → Ep 051 Lauren Bowen on Lead Quality vs Lead Quantity https://www.realestateteamos.com/episode/real-estate-lead-source-quality-quantity-lauren-bowen-robert-slack → Techtember and Julia O’Buckley: https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX → FUBCON Sessions and Jon Cheplak: https://www.youtube.com/playlist?list=PLCJiXNo93cVopyNz34nrcV-kVacpWjvAm Connect with Lauren Bowen:→ Email: Lauren.Bowen at LPT dot com→ Call or text: (352) 843 3434 Connect with Real Estate Team OS:→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

    54 min
  8. Your 2026 Game Plan with Mark Hiller and Drew Coleman | Ep 093

    12/29/2025

    Your 2026 Game Plan with Mark Hiller and Drew Coleman | Ep 093

    This week, you’ve got two episodes in one! Both were recorded live on stage at Unlock by Zillow in November 2025. The first half takes you inside Hiller Group on Florida’s Emerald Coast and Opt Real Estate in Portland, Oregon. MARK HILLERFinding and empowering the right person allowed Mark to double production as a solo agent, start a real estate team, and set it up to scale. He shares lessons from that person and process, explains how he preserved profits as his housing market slowed to a halt, and gives you specific tips for working successfully with virtual assistants. Go inside Hiller Group, a 12-agent, 5-staff, 8-VA team in Niceville, Florida. Watch or listen for insights from Mark on: What allowed him to double his transaction count and start his teamSpecific things his Director of Operations did to set them up to double agent count without adding any additional costHow they successfully integrated 8 VAs into their organization and how they’re taskedWhy quarter-to-quarter planning makes more sense for his team than annual planningHow he preserved profit while losing 100 transactions as the housing market halted back in 2022A top takeaway for you: “You can’t scale chaos. Get your people aligned and watch the business become fun again.”His top takeaway from Unlock (standards!)DREW COLEMANOpt Real Estate is a 100-person company on pace to for 1,000 transactions and more than $500M in sales. But for Founder Drew Coleman, that’s not a goal - it’s an outcome of a dedication to “fabled service” for agents and their clients. Be sure to listen for a great Olympics metaphor that serves as an important reminder and even a caution about recruiting and retention! Watch or listen for insights from Drew on: His goal of becoming “the best brokerage that’s ever existed,” how it’s like a team, and what “best” meansWho’s successful in the Opt systemThe transformative nature of FUB’s open API and how tools like Sisu, Rokrbox, StackWrap, and HouseWhisper helpThe value of in-house and offshore talentWhat they walk agents through for annual business planningAn AI solution they’re working on for 2026A top takeaway for you: “Success requires two things: a path for agents to grow and a culture that fuels, not drains, their momentum.”His top takeaway from Unlock (Zillow Pro!)Team Bot (free, always on):→ https://realestateteamos.com/bot Connect with Mark Hiller:→ https://www.instagram.com/markhillerfl Connect with Drew Coleman:→ https://www.instagram.com/drewcoleman→ (503) 351 3739 Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

    41 min
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About

Real Estate Team OS is your guide to starting, growing, and optimizing a real estate team. Weekly episodes give you stories, insights, decisions, and hard-learned lessons of team leaders, operations leaders, brokerage owners, and real estate agents at every stage of business growth from solo agent to mega team.

Information

  • Creator
    Ethan Beute | Follow Up Boss
  • Years Active
    2023 - 2026
  • Episodes
    152
  • Rating
    Clean
  • Copyright
    © 2024 Follow Up Boss
  • Show Website
    Real Estate Team OS

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