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How I Grew My Team to 100 Agents – Insights for Brokers & Team Leaders · The Real Estate Agent Playbook

• 0:00
  as I reflect on growing my team
• 0:02
  to over 100 agents nationwide
• 0:05
  I thought I should definitely bring this to my audience
• 0:08
  to talk about my strategies for growth
• 0:12
  how it has fully taken off
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  and how the culture has taken off
• 0:16
  as a result of things I did
• 0:19
  not only at the beginning
• 0:20
  but continue to do throughout as we finish this year
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  in a time of reflection
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  I figured I would tell my story and my journey
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  because reaching 100 agents is an absolute
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  massive accomplishment when you really step back
• 0:35
  and think about everything that's going on
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  and as I've accelerated now to over 120 agents
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  uh it has absolutely changed my business
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  and my life forever so I wanna share that with you
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  and hopefully
• 0:47
  if you're a broker out there or a team leader
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  give you some inspiration
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  and some ideas to help you grow and reach your goals
• 1:00
  what's up guys
• 1:00
  I'm Jeremy Kane with the real estate agent playbook
• 1:02
  super excited for this one
• 1:04
  as it's a little bit more reflective
• 1:06
  um about my growth and growing to over 100 agents
• 1:09
  but I do often have you know
• 1:11
  ninja tricks and things that I use in my business
• 1:14
  one thing about my growth of over 100 agents is
• 1:17
  I still am in production so on this channel
• 1:19
  on this podcast
• 1:21
  I absolutely provide a ton of golden nuggets for you
• 1:25
  to grow your real estate business
• 1:26
  whether you're a broker you're a team
• 1:28
  lead or a producing agent
• 1:30
  I got all the ideas
• 1:31
  so I would love for you to subscribe
• 1:34
  reach out to me anytime
• 1:35
  you can always book a Realtor game plan call
• 1:37
  if something I say in this video spurs your interest
• 1:40
  I would be happy to dive into your business
• 1:43
  no obligation don't need anything else besides hey
• 1:45
  I just wanna jam out about this
• 1:47
  answer a couple questions and we can dive in
• 1:49
  so that links below you can always text me 3 0
• 1:52
  3 2 1 0
• 1:53
  0 3
• 1:53
  7 8 but let's get into this video okay
• 1:56
  so as I look back at my journey
• 1:59
  it really started
• 2:00
  much like I built my production business
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  and that is being an ultimate connector
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  I love connecting people to the right you know
• 2:07
  contractors I love connecting agents to the right
• 2:10
  brokers or connecting my contractors to agents
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  if I can be a connected
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  connection point for anything and anybody
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  I am absolutely in
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  and so that was a huge piece of my personality
• 2:22
  and I wanted to build my agent organization
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  just like that so connecting with other people
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  connecting with brokers and you know
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  other states and agents in other states
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  that's exactly what my mindset was and the foundation
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  right I had a little bit of a leg up on a lot of people
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  because I was doing so many transactions
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  and I was in transaction
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  so people got to see kind of how I worked and then
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  you know I would often times
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  you know
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  provide another connection or another resource or
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  you know offer my assistance
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  if it was a newer agent or whatever that was
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  and so that kind of mindset has really helped me right
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  and if I can be friends with every single agent in my
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  you know market across the country
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  that's great
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  like maybe one day we can help each other out
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  even if we are in you know
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  competing markets or whatever
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  and so that's absolutely huge for me
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  is just that ability to want to connect and grow
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  so as I kind of thought about
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  you know how he's gonna get going
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  I had a ton of agent contacts
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  so I you know
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  would
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  would have conversations if I had a deal with somebody
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  I would simply just say hey
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  let's get together and connect
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  not because I wanted them to join me
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  I'm not because I wanted them to be on my team
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  but because I just like hearing from other people
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  masterminding hearing what's working
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  hearing what other people are doing
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  hearing what they think of my content
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  all those things
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  so it was truly an outreach to get together in person
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  right and have those conversations
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  and as I continue to do this
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  it kind of you know naturally grew
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  I think after year one I was about 20 25 agents um
• 4:01
  after year two
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  it started to pick up 60 to 70 agents and then what
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  by the time I reached my year three
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  um that's when I crested 100 agents
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  and that was kind of that
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  but in year two
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  it was really about dialing in some value stack
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  what can I provide right
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  and so
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  the beauty of my situation is I have business partners
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  seven tears above me that all have a unique skill set
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  and the crazy part is
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  every one of their skill sets is different
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  so when I'm talking to my partners
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  and I have a real state investor expert
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  who's been an investor himself
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  who's helped agents build a real estate investment
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  you know business and all of those things
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  that's a massive value add that
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  you know myself as a personal
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  you know mom and pop
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  quote unquote
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  investor with a few rentals and few income properties
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  I get the concepts and I can help people
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  especially my clients get going
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  but as agents and leveraging
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  you know creative financing and all of that
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  that's a little bit outside of my expertise
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  so my partner had that knocked down
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  so I didn't have to dive too far into that
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  then I have a partner who's
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  you know the No. 1 real
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  you know YouTube channel for real estate agents
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  so he fully understands a YouTube algorithm
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  not to mention he got his start on Instagram
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  so Instagram and other social media platforms
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  he has an entire training in course
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  and mastermind calls on that then
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  you know the next person
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  he's very dialed in and systems and processes and
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  you know time management and that kind of stuff
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  so I was like okay
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  and here I am you know
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  a top producer and I was like
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  what can I do
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  so I started building some things to help agents
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  really dial in lead generation
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  really dial in you know
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  actually buying and selling homes
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  where do we find the information for a market report
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  where do we get this information
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  and how can we come together
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  how can we leverage industry partners
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  all of this stuff that I talk about on this channel
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  is something that agents absolutely neat right
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  because the beauty of my business is
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  I've paid for one lead
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  that is actually closed through an ad
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  which is absolutely mind boggling
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  when you consider I'm up to 500 individual closings
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  with just me and my TC you know
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  over the years and so as I kind of put that together
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  it was a real you know
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  resource and it took a long time to build it up
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  it started with some many courses
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  and now I have my Foundations Builder course
• 6:20
  if you're interested in that
• 6:22
  you can definitely check out
• 6:23
  the information in the description
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  and look at that but that's not why we're here
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  so
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  it's just that concept of stacking on top of the value
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  and providing that to my agents right
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  and so when they came and join me
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  they were able to have this
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  massive value stack that I just went through
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  and that was huge for me right
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  as a broker a team lead
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  you need to look to your broker
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  what are they you know good at
• 6:48
  what are other agents you know
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  above you that maybe you have access or proximity to
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  what can they provide right
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  and so as you go
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  you can build a pretty decent value stack
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  if agents are willing
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  kind of to share their secret sauce in
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  you know a different model
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  but also your broker what exactly are they doing
• 7:06
  what's your lender good at
• 7:07
  what's a title rep good at
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  is there other people in industry
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  partners that you do business with
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  directly with your clients
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  that can come in and help you serve your team
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  or your brokerage so that you don't have to do it all
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  the truth is not one person can do
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  even the things that I just talked about and
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  you know be the
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  the quote unquote on call 24 7 broker support line um
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  as it goes so
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  building that team out of value
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  for the people to join you is absolutely massive
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  because if you become a magnet and you're attracting
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  then it's a lot easier versus going out and recruiting
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  and trying to sell you know
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  whatever you're good at or you know
• 7:47
  whatever whatever your team right
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  you can also hire people on your team to help
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  with transactions to help with the things that
• 7:53
  you know agents need
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  but in my situation it was definitely about okay
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  how do we actually build
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  the business that we're trying to
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  you know get going
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  get off the ground and create
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  because the truth is if there's people on your team
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  if they're just living off of your transactions and
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  you know doing your busy work and your paid leads
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  it's probably you know
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  the expansion is gonna be really tough or expensive
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  depending on your lead spend
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  so that's huge and that was a big part of my year too
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  is just growing and thinking about that value stack
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  now in year 3 it's more about okay
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  we have that kind of built in
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  we have all this stuff we got the onboarding
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  got everything dialed in and now it's like okay
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  now I'm partnering with other agents
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  and teaching them to do exactly the same
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  what do they offer you know
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  the agents below that you know
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  they can create into a course so they can
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  you know offer value and coaching or whatever
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  so that we are constantly growing that value
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  and when you kind of do that
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  it's just about sustaining
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  it's about keeping people
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  you know interested and energized
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  based on why they came in and how that worked
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  and then it was also about
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  you know the people within our community
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  within our circle coming together right
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  and so instead of feeling like competition
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  we're on live mastermind calls sharing ideas
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  you know my
• 9:15
  one of my agents is helping
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  another
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  one of my agents do something that they're great in
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  so if you're developing this culture of giving and
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  you know building
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  you know
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  really cool niches and pieces of value to give out
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  then if the culture can come together
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  and everybody is kind of helping everybody and grow
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  that's where things change and you know
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  that's where
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  just becomes more of a family and a community
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  and so that's huge right
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  we have to have that culture
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  because no matter the value and the training
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  and the resources and all the things
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  if somebody goes
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  and they feel like they're on an island
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  and they're not part of a culture
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  then that's a problem so
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  really working on pulling in that culture
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  and creating that you know
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  culture of abundance mindset
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  and all of the things is kind of where we're at
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  so we're doing in person masterminds
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  we're doing volunteer work in our community
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  we're coming together you know
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  as often as we can for a market report um
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  in person once a month and so on
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  so all of these things we're doing fun stuff right
• 10:15
  going on hikes once a month
• 10:16
  so this is just kind of culture building as we go
• 10:19
  and as I step back and thought about it
• 10:22
  the three keys to my growth
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  um that I definitely wanna dive into are impeccable
• 10:27
  and before I go any further
• 10:29
  if you would like
• 10:30
  my 10 point checklist on growing a team
• 10:32
  or a brokerage please comment growth plan below
• 10:36
  and I will make sure to get that to you
• 10:38
  you can also head over to my IG
• 10:40
  the re agent playbook
• 10:41
  and just DM me the word growth plan
• 10:45
  and I will absolutely get that to you right away
• 10:47
  and so growth plan below growth plan on IG
• 10:51
  um and we'll make sure you get that information
• 10:54
  it's just a 10 point checklist of all
• 10:55
  the things to think about
• 10:57
  as you look to scale and grow
• 10:59
  because I think in the next couple months
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  and then coming years
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  there's gonna be a lot of agents looking for resources
• 11:05
  and if you can kind of dial this in and have that
• 11:07
  and be ahead of it certainly can um
• 11:09
  so let's kind of get into my three keys right
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  first and foremost being present for my partners
• 11:15
  uh we do have 7 live mastermind calls
• 11:18
  I make it a point to get on as many of those
• 11:20
  and be on camera and engage as I possibly can
• 11:23
  certainly I am busy with my production
• 11:25
  I'm still in production certainly
• 11:26
  I'm busy coaching my agents up for absolutely free and
• 11:30
  you know walking through the course and
• 11:32
  you know coaching them individually as well
• 11:34
  but you know being present for my partners is huge
• 11:39
  so we're getting on these live masterminds
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  were plugging into the community
• 11:43
  the bigger community at large
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  and that's really powerful
• 11:46
  when you show up as a leader to these calls
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  kind of eliminates the guys that are like oh
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  I'm too busy to jump on that call
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  I'm too busy to do that and then eventually
• 11:55
  they kind of fade away
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  and remove themselves from the culture
• 11:58
  not when the leaders there being present engaging
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  being a resource to people outside of you know
• 12:03
  my group and all the things that's absolutely massive
• 12:07
  so as we do that then we're being present
• 12:10
  someone calls me
• 12:11
  someone texts me just during this video
• 12:13
  I had an agent call
• 12:13
  have to call right back after it's over
• 12:15
  but just being present
• 12:16
  being a resource at what you're good at
• 12:19
  in knowing the roadmap right
• 12:20
  knowing where to send her
• 12:22
  if she does need social media help
• 12:23
  knowing where to send them
• 12:25
  if they do have a contract question for the broker
• 12:27
  and that kind of stuff is huge
• 12:29
  so being involved in that and just being that resource
• 12:32
  especially as people get up and running is huge
• 12:35
  next it's is handling agent departures positively
• 12:38
  this is something that is going to happen
• 12:40
  agents are gonna grow
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  they're gonna take opportunities elsewhere
• 12:44
  and the truth is
• 12:45
  if we're so invested in that relationship
• 12:47
  on the front end we better be invested
• 12:49
  and hope that they can find those growth
• 12:51
  opportunities on the back end
• 12:53
  so I manage that very differently
• 12:55
  certainly it hurts right
• 12:56
  if you're pouring into an agent
• 12:57
  and they just kind of plugging in
• 12:59
  and then they just decide oh
• 13:00
  this is gonna be a better fit for me that are gonna
• 13:03
  you know hand me business or whatever they
• 13:05
  you know get sold
• 13:06
  that's something that I you can hear my voice
• 13:08
  I'm a little cranky about however
• 13:10
  you know to their face and to them
• 13:12
  I wanna make sure that I'm supportive right
• 13:14
  if you have a growth opportunity
• 13:16
  and I'm standing in the way
• 13:17
  then we're probably not very good partners
• 13:19
  to begin with so that's that's part of it
• 13:22
  you just have to kind of take that on the chin
• 13:25
  understand that sometimes them moving on and
• 13:27
  you know doing their own thing
• 13:28
  or becoming leaders and building their own culture
• 13:30
  is probably what's best for them in their family
• 13:33
  and so hopefully that what I do think is
• 13:36
  hopefully I had some impact on them
• 13:37
  and positively affect their business and their family
• 13:40
  as they go on but that is absolutely key and it hurts
• 13:43
  and I do the same thing with my clients right
• 13:45
  somebody's like oh yeah
• 13:46
  we'll call you when we're ready you know
• 13:47
  and you kind of lay off
• 13:48
  and then the next thing you see
• 13:49
  I'm holding a new build
• 13:50
  you know sign up and you're like
• 13:52
  oh cool well
• 13:52
  they just got bored one Sunday
• 13:54
  and going to sign contracts and didn't include you
• 13:56
  right and so that's that's on me really in the end
• 13:59
  and instead of getting mad
• 14:01
  you're supportive so that when that house is built
• 14:03
  you can help them manage that
• 14:04
  and hopefully
• 14:05
  when they're ready to sell in two to five years
• 14:07
  you're ready to roll um
• 14:08
  but that's
• 14:09
  that's kind of the mindset based on agents leaving um
• 14:12
  after you've poured into them and worked on them
• 14:15
  but a huge key to my success for sure
• 14:18
  and then the next is you know
• 14:20
  what I have done is build and reinforce that culture
• 14:23
  we had an in person mastermind
• 14:25
  and it was wild to sit there and watch
• 14:27
  you know in the flesh
• 14:29
  my agents pouring into other agents
• 14:31
  who weren't on their you know
• 14:33
  downline who weren't in their organization
• 14:34
  who weren't on their team
• 14:36
  and you know
• 14:37
  that culture
• 14:38
  that's really starting to take place is huge right
• 14:41
  you get the right people in place
• 14:43
  get the right mindsets and all the sudden
• 14:45
  people are pouring into people from all over
• 14:47
  and that's when we really lift up as a community
• 14:50
  and pick up so that's been huge for me
• 14:52
  um and emphasizing the core values of our team
• 14:55
  and what I do through my actions
• 14:57
  is absolutely how that's coming to fruition
• 15:00
  when you have agents sitting there saying
• 15:02
  oh I was on a call with
• 15:03
  you know this other agent who lives across the country
• 15:06
  um again
• 15:07
  who doesn't have any you know
• 15:08
  vested interest but is taking time
• 15:10
  out of their day to help them with their superpower
• 15:13
  to grow as as a real state agent as a leader
• 15:16
  whatever it is so that's really cool
• 15:19
  and I think building that culture is absolutely massive
• 15:22
  right because at the end of the day
• 15:24
  we are all competitors
• 15:26
  especially when we're in the same market
• 15:28
  which for brokerages and you know
• 15:30
  brick and mortar teams that's absolutely the case right
• 15:33
  we're in the same market right
• 15:34
  we're limited by our MLS reach or by our license
• 15:38
  you know boundaries or whatever
• 15:40
  and so we are technically all competitors
• 15:42
  and so how do we get that culture
• 15:45
  to believe in the abundance mindset
• 15:46
  and so on that's something that I have
• 15:49
  you know taken I live right by
• 15:52
  you know reaching out and talking to agents even before
• 15:54
  you know I was growing a group and a team
• 15:56
  and and that's absolutely the key
• 15:58
  so
• 15:59
  building and reforcing that culture and living it as
• 16:02
  yourself right
• 16:02
  because a lot of times these team leads say
• 16:05
  you know you gotta do this you gotta do this you know
• 16:07
  they're just barking orders
• 16:09
  but they're not doing it because they already did it
• 16:12
  already did that so that's your job right
• 16:14
  and that's that's not the relationship
• 16:15
  I wanna have with my agents
• 16:17
  I wanna you know
• 16:18
  be partners with them and walk the journey with them
• 16:21
  and see them succeed
• 16:23
  because it's that much better when they succeed
• 16:25
  we're all getting compensated for it and
• 16:28
  and it goes from there so again
• 16:30
  if you do want that growth plan
• 16:33
  the 10 steps or 10 things to think about when growing
• 16:36
  a brokerage or team please comment growth plan below
• 16:39
  or shoot me a DM over on Instagram um
• 16:41
  I can't wait for you to see that
• 16:44
  and I hope this video provided some insight
• 16:46
  into how I grew from zero agents
• 16:49
  to 100 agents in just three years
• 16:51
  that is life changing was life changing for me
• 16:54
  and I hope you can do the same
• 16:56
  as always please like comment subscribe
• 16:58
  let me know what you think of this
• 17:00
  and below if you do wanna book that call with me
• 17:03
  I'd be happy to look at your you know
• 17:05
  growth plan and your chart
• 17:06
  and figure out how we can best suit your needs as we go
• 17:10
  so I hope that helps and we'll see you next time uh
• 17:13
  and can't wait to get to agent No. 200
• 17:16
  let's go we're on the road bye bye