Episode Details

Most agents who want to build a team start by buying leads. That is exactly the wrong move. Door knocking real estate prospecting is what built the most durable, profitable teams in this business — and the math proves it.

In this conversation, I sit down with two of the most battle-tested team leaders in the country. Jeff Quintin has sold over 5,000 homes across more than 30 years. Alex Lehr has run a profitable real estate team for 42 years through eight completely different market cycles. Neither of them got there by renting leads from a platform. They got there by learning how to generate business with nothing but a script, a phone, and a pair of shoes.

Here is what we actually get into:

— Why the traditional real estate team model built on purchased leads is losing money right now, even when gross volume looks strong
— The difference between real estate net vs gross and why most team leaders on conference panels will never tell you what they actually take home
— How to reverse engineer your real estate business plan starting from net income, not top-line volume
— What a family real estate team looks like when it is built intentionally as a real estate legacy business, not just a second revenue stream
— Why being a real estate team leader means nothing if you cannot teach your agents to hunt without you

If you are producing as a solo agent and thinking about building a team, listen this before you hire anyone. The model most people copy is the one that is quietly dying. The one that survives is the one where every person on the team knows how to go get business the day the leads dry up.