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Over the past 20 years, Dustin Oldfather has connected with and been coached by the best in the real estate business, including several of our guests on Real Estate Team OS.

As a result, he’s experimented with different methods and models - with VAs, ISAs, training cadence, lead distribution, and more.

The top-ranked real estate team in Delaware, The Oldfather Group is an 80-agent team driven by responsibility-centered leadership, opportunity meritocracy, and interactive, one-on-one training.

Dustin walks us through how they’re pairing local staff paid 15% above market with international VAs to improve performance and reduce vulnerability, how they’ve added meritocracy and agent voice to their model, why they’ve both insourced and outsourced the ISA function, and exactly how they deliver training day by day.

Watch or listen to this conversation with Dustin for insight into:

- Responsibility-centered leadership vs reward-centered leadership

- Being humbled in the Nuclear Navy

- Providing opportunities for a growing team at the dawn of online leads

- How to mitigate risk and vulnerability by partnering stateside and international team members together

- Testing an agent assistant model for agents doing 6 or 9 transactions per month

- What agents need and want in this market in terms of skills, efforts, and opportunities and how it affects their recruiting and retention

- Shifting to a meritocracy with three agent levels - Pilot, Captain, and Commander

- The pros and cons of insourcing and outsourcing your ISA function (and what works best for them) and the importance of live transfers

- Exactly how they do interactive training Monday through Friday, including specific topics covered, one-on-one time, live role plays, and accountability check-ins

- The cultural benefit of helping people move on, especially in the face of “demonstrated unreliability”

At the end, learn about Good Will Hunting and A Beautiful Mind IRL, John Wentworth, redundant JBL speakers, pushing back on Gary Vaynerchuk, and a specific structure for a healthy day, week, and year.

Guests mentioned in this episode:
- Howard Tager https://www.realestateteamos.com/episode/howard-tager-ylopo-ai-artificial-intelligence
- Jon Cheplak https://www.realestateteamos.com/episode/jon-cheplak-real-estate-teams-traditional-brokerages
- Tom Ferry https://www.realestateteamos.com/episode/tom-ferry-differentiation-accountability
- Mike Schumm (coming soon!)

Dustin Oldfather:
- https://www.instagram.com/dustinoldfather/

- https://www.instagram.com/oldfathergroup/

- https://www.facebook.com/DustinOldfatherPublic/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

The JDRE Team was growing quickly in the relatively small and highly competitive market of Hood River, Oregon.

But when their Director of Operations and Marketing Manager separated from the organization, team leader Jen Dillard found herself back in a challenging, undesirable, and familiar spot - wearing all the hats and doing all the things, but none of them especially well.

Jen shares the process of getting operations and marketing back on track, as well as how she started her business from scratch after moving to a town where she knew no one, how to work with an outsourced operations team, and how she landed an exclusive builder relationship she’s servicing with her team.

Watch or listen to this conversation with Jen for:

- What is and isn’t coachable about drive, hunger, and passion, plus questions to ask to close that gap

- The path from property management and condo conversions in Seattle to starting over in a small market where she knew no one

- Why co-owning a brokerage didn’t work for her

- Three specific things she did to build a business in a brand new market (including one that was “like a Seinfeld episode”)

- How she started a team with an engaging coffee barista and when she finally added admin

- The wrong way to hire staff and the pain it can create

- Her options to rebuild operations after the departure of two key staff members

- How she turned her operations solution into a business of its own

- How communication, visibility, and strategy work when you outsource operations

- Which systems and process were especially helpful to outsource

- Two themes she’s hearing from team leaders via coaching and networking

- Why Hood River isn’t as much a second-home market as it was when she arrived

- How being “pleasantly persistent” landed her an exclusive relationship with a builder and how that opportunity plays out within her team

- Advice for agents thinking about starting a team or joining a team

At the end, hear about a “beautiful mess” and frivolous rewards. Also: “Go Hawks!”

EOS conversation mentioned in this episode:

- https://realestateteamos.com/episode/eos-principles-scale-faster-real-estate-harvey-yergin

Jen Dillard
- http://instagram.com/jendillard

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Get instant access to 8 subscriber-only episodes: https://realestateteamos.com/subscribe

Talk or type with our new Team Bot: https://realestateteamos.com/bot

Seasoned agents and new agents alike often wonder what they’ll give up when they join a team - including their identity.

Over the past decade, Lisa Stafford has refined an identity-based team model that blends the best of both the team and solo experiences - your individual identity and the team’s collective support.

To reflect this approach, she changed the team name from The Lisa Stafford Team to NJ Property Experts - with feedback from the team’s agents, of course.

Go inside the model and value prop behind this 11-agent, 2-staff team (TC and social media) - and find out why she got grief for this model when she launched. Learn all the elements of the accountability log agents fill out every week. Get her hands-on process for onboarding agents and jumpstarting their books of business. And hear about the limitations to team growth that she’s strategically working through right now.

Watch or listen to this conversation with Lisa for insights into:

- The top three things that have driven her team’s success: customer service level, teamwork, and constant learning

- Her path from real estate agent to boutique brokerage owner to team leader

- How she jumped in and got started with her team even though she “had no idea what (she) was doing”

- Why maintaining your own identity while getting systems, structure, accountability, and coaching was her value prop from day one and what types of agents it attracts

- What her Accountability Log demands of agents every week

- When and why she brought on a TC

- Why and how she changed the team name to NJ Property Experts from The Lisa Stafford Team

- Two potential reasons people gave her grief when she launched with this model in 2015

- How she jumpstarts new agents’ books of business

- What onboarding looks like at this stage of the team

- Why her own time and attention are the bottleneck to growth and the key strategic questions she’s working to answer right now

At the end, hear about 10 days in the sun, the Eagles, and working to give your kids opportunities you didn’t have.

Lisa Stafford:

- https://www.instagram.com/lisa_njpropertyexperts/

- https://linktr.ee/lisastafford

- https://www.zillow.com/profile/NJPropertyExperts

NJ Property Experts:

- https://www.instagram.com/njpropertyexperts/

- https://linktr.ee/njpropertyexperts

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

Talk or type with our new Team Bot: https://realestateteamos.com/bot