Mentioned in this episode:

• Chat with the wisdom of every Team OS guest
• Learn more about Unlock (November 2025 in Vegas)

Andy Mulholland spent a decade building and running a successful real estate team. He and his wife, Ellyn, now run the books for many top real estate teams.

He joins us on Real Estate Team OS to help you get a handle on your real estate business financials. Your P&L. Your net profit margin. And he does it by keeping things simple.

Andy shares with you why we’re so focused on top line numbers, why we’re confused about our net profit, why me must align our economic model with our operating model (and what the three main models are), how to define our goal posts (not a specific target), why “reinvesting profits” is really just spending too much money, and more!

Watch or listen for insights into:
- Numbers as the purest form of communication
- Why lifestyle was the spark for his real estate team
- Three top takeaways from his team-building journey
- Why we’re so focused on top line numbers like agent count, units, and volume
- Three primary economic models (Teamerage, School of Fish, Shark with Feeder Fish)
- Three reasons team leaders are confused about their net profit
- Two questions to ask to help you understand the health of your business
- Ways to think about direct and indirect expenses for a clearer picture of your bottom line
- Two places a team leader is struggling if they’re not profitable
- The three (maybe four) elements of Cost of Goods Sold or Cost of Sale
- How and why to pay yourself as an agent before leaving production
- How to pay yourself after you’ve left sales production (remember: Profit First)
- Why “reinvesting profits” is really just “spending too much money”
- What NAVY Seal teams or Schools of Fish must keep an eye on to continue to thrive in the future

At the end, hear about a true team culture, an appreciation for Porsches, tractors, and old pickups alike, and hitting the road inn an RV.

Andy Mulholland:
- https://simple-numbers.com
- https://www.instagram.com/andy_mulholland/

Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/

Mentioned in this episode:

• Chat with the wisdom of every Team OS guest
• Learn more about Unlock (November 2025 in Vegas)

Holding agents accountable drives activity, productivity, and profitability.
But it can also create confusion, frustration, and burnout for you - and for your agents.

So how do you set up accountability systems that agents will actually use and benefit from?

In under 10 minutes, our five guests cover:
- The relationship between and metrics behind agent performance and agent participation
- A cadence for effective huddles for individual and group accountability
- Improving buy-in by innovating agent-up rather than top-down
- Reverse-engineering agents' goals and expectations into accountability metrics
- Creating scoreboards and tracking results

See the full episodes with these guests:

- Ben Bluemle from Bank-Owned To Luxury Listings https://www.realestateteamos.com/episode/ben-bluemle-bank-owned-luxury-real-estate-listings

- Barry Jenkins on The Trouble With Seeing Yourself In Other People https://www.realestateteamos.com/episode/barry-jenkins-too-nice-for-sales

- Daniel Dixon on Being The Lighthouse For Agents https://www.realestateteamos.com/episode/daniel-dixon-lighthouse-real-estate-agents

- Jonathan Campbell on Driving Per-Agent Productivity https://www.realestateteamos.com/episode/how-to-drive-per-agent-productivity-jonathan-campbell

- Jim Remley on Profitability Through Productivity https://www.realestateteamos.com/episode/jim-remley-real-estate-profitability-per-agent-productivity

Access the collective wisdom of our 100+ guests by talking or typing with our Team Bot: https://realestateteamos.com/bot

Get email-exclusive insights, guest previews, and subscriber-only episodes: https://realestateteamos.com/subscribe

Mentioned in this episode:

• Learn more and sign up for Unlock (Nov 2-5 in Vegas)
• Try out the free AI-driven Team Bot from Real Estate Team OS

Welcome to our fifth episode in the all-new Summit Series! As we were in the second episode, we’re joined by two operations leaders in one conversation:

- Emily Smith, Chief Operating Officer for Wemert Group Realty
- Gio Sanginesi, Agent Partner who's also served as VP of Growth for Pozek Group

See or hear our first conversation with Emily and Gio: www.realestateteamos.com/episode/real-estate-team-agents-productive-scale-summit-series

Here in this second conversation, we get an end-to-end walkthrough of agent recruiting, agent onboarding, and agent retention from leaders inside 60-agent and 30-agent teams (Wemert and Pozek, respectively).

Learn how they’re attracting $10M producers and helping them level up. Hear similarities and differences in their processes - including how one team uses a clear 30/60/90-day process and the other doesn’t.

Watch or listen to this Summit Series episode for insights into:

- Growing to 60 agents without a recruiting funnel - with half of the team at a tenure of 5 years or longer

- Key aspects of their agent avatars and why neither focuses on brand new agents

- Questions they ask to create a match between agent and value prop

- Elements of the 15-minute pre-interview and other ways to pre-qualify agents

- What the first 90 days looks like as a new agent with Pozek Group from Associate Agent Partner to Agent Partner

- Learn what the first two weeks looks like as a new agent at Wemert Group Realty, who agents meet, and how the process is supported by their Monday.com build out

- How both teams balance financial and cultural factors to improve retention

- Specifically why Gio joined Ken Pozek as an agent and why he’s continued to stay with the team

In case you missed these Summit Series episodes:

- Team Leaders: When, How, and Why We Started Our Teams

- Team Leaders: How Our Teams Create Growth Opportunities with Agents

- Ops Leaders: How Our Teams Keep Agents Productive at Scale
- Agents: Successful Team Agent vs Successful Solo Agent

We recorded this series at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series guests:

- Emily Smith https://www.instagram.com/emily_t_smith/

- Gio Sanginesi https://www.instagram.com/gio407realtor/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Mentioned in this episode:

• Learn more and sign up for Unlock (Nov 2-5 in Vegas)
• Try out the free AI-driven Team Bot from Real Estate Team OS

Mentioned in this episode:

• Chat with the wisdom of every Team OS guest
• Learn more about Unlock (November 2025 in Vegas)

In our fourth episode in the Summit Series, we pick up again with these four real estate team leaders in one conversation:
- Renee Funk of The Funk Collection
- Ken Pozek of Pozek Group
- Ben Laube of Ben Laube Homes
- Jenny Wemert of Wemert Group Realty

Each runs their business differently - from vision to lead generation to culture. So you’ll hear similarities and differences, as well as agreements and disagreements, as we move through their team-building experiences, challenges, and insights.

In the previous episode: what sparked their teams, how they develop agent avatars, key pieces of their operating systems, how they’re managing today’s market, and more.

You can see or hear that episode right here: www.realestateteamos.com/episode/when-how-and-why-start-real-estate-team-summit-series

In this conversation: lead sources and lead distribution, repeat and referral strategies, repairing and updating systems, defining and managing culture, and looking to the future of real estate teams.

Watch or listen to this Summit Series episode for insights into:
- How they manage lead sources and lead distribution - from database, organic, content, and social to PPC and Zillow
- Specific ways they help their agents increase repeat and referral business
- What role they’ve put themselves in and what they’re most focused on right now
- The state of their recruiting funnels and what works best
- How they define and manage culture
- Threats and opportunities ahead for real estate teams, from going independent to competing with big brokerages to NAR and MLS considerations

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Still ahead in this series: another conversation with operations leaders and another conversation with agents

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series team leaders:
- Ken Pozek https://www.instagram.com/kenpozek/
- Jenny Wemert https://www.instagram.com/jennywemert/
- Ben Laube https://www.instagram.com/benlaube/
- Renee Funk https://www.instagram.com/renee_funk/

Follow Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos

Mentioned in this episode:

• Chat with the wisdom of every Team OS guest
• Learn more about Unlock (November 2025 in Vegas)

Mentioned in this episode:

• Learn more and sign up for Unlock (Nov 2-5 in Vegas)
• Try out the free AI-driven Team Bot from Real Estate Team OS

Welcome to our first-ever, six-episode Summit Series! Here in our third episode, we host four real estate agents in one conversation:

- Bree Tucker with Pozek Group
- Tony Galarza with Wemert Group Realty
- Matt Anderson, solo agent with eXp Realty
- Nick Nelson, solo agent with eXp Realty

Real Estate Team OS is bringing you the Summit Series, a new format that has an element of our Inside The Team series, but features multiple guests in each episode and 10 real estate professionals in total.

In this episode, we have long-time team agents Tony and Bree, as well as solo agents Matt and Nick, who started in the local eXp Realty ecosystem of Renee Funk and Ben Laube.

Learn why they all joined a real estate team, why two stayed, and why two went solo.

Watch or listen to this Summit Series episode for insights into:

- Something each of them shares in every buyer consultation and listing presentation

- How they think about and use social media differently

- How they structure their day and their week, including prospecting time blocks and time periods they’re unavailable to clients

- The role of the CRM

- Why they all joined teams, why two have stayed for years (“I’ll be here until I die”), and how other agents can make the team vs solo decision

- How growth pillars, opportunities, and culture help retain high-performing agents

- The ups and downs of fantasy football

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Still ahead in this series: how to create growth opportunities with our four team leaders, how to recruit, train, and retain agents with our two operations leaders, and another conversation with these four agents!

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series agents:
- Bree Tucker https://www.instagram.com/breeinorlando/

- Matt Anderson https://www.instagram.com/matthewandersonproperties/

- Nick Nelson https://www.instagram.com/nicknelsonhome/

- Tony Galarza https://www.instagram.com/tonygalarza_realtor/

Real Estate Team OS:

- https://www.realestateteamos.com

- https://linktr.ee/realestateteamos

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

Mentioned in this episode:

• Learn more and sign up for Unlock (Nov 2-5 in Vegas)
• Try out the free AI-driven Team Bot from Real Estate Team OS

Mentioned in this episode:

• Chat with the wisdom of every Team OS guest
• Learn more about Unlock (November 2025 in Vegas)

Welcome to our first-ever, six-episode Summit Series. Here in this second episode, we host two operations leaders in one conversation:
- Emily Smith, Chief Operating Officer for Wemert Group Realty
- Gio Sanginesi, Agent Partner who's also served as VP of Growth for Pozek Group

The Summit Series a new format that has an element of our Inside The Team series, but features multiple guests in each episode - with 10 total guests.

In this conversation, Gio and Emily share with us the similar and different ways they work to keep their 30-agent and 60-agent teams (respectively) productive. Pod structure, tools and technology, transaction coordination - each shares what’s powering their organizations in unique and specific ways.

Watch or listen to this Summit Series episode for insights into:
- The “pre-real-estate version” of themselves - from corporate leadership to resourceful entrepreneurship
- What their role is and how they plug into the organization, including who they connect with daily, weekly, and as-needed
- The two very distinct ways they run a pod structure and how it helps the agents and the organization
- Other key similarities and differences in roles and structure of the team
- Fundamental pieces of the technology that powers Wemert Group Realty and Pozek Group
- Where they find transaction coordinators and how they hire and task them

Still ahead: an end-to-end walkthrough of agent recruiting, onboarding, and retention with these two leaders, plus two conversations with four real estate agents, and another conversation with four team leaders!

We recorded these episodes at The Creator House, a studio in Orlando created and run by our friends at Sweet Fish Media.

Sign up for subscriber-only episodes and email-exclusive insights so you don’t miss any of them: https://realestateteamos.com/subscribe

Follow our Summit Series guests:
- Emily Smith https://www.instagram.com/emily_t_smith/
- Gio Sanginesi https://www.instagram.com/gio407realtor/

Follow Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos
- https://www.instagram.com/realestateteamos/

Mentioned in this episode:

• Chat with the wisdom of every Team OS guest
• Learn more about Unlock (November 2025 in Vegas)