The OT - Only Teams for Real Estate Podcast

In this episode of The OT Only Teams Podcast, Daren Phillipy sits down with high-producing team leader Michael Martinetti, who shares the real story behind building—and rebuilding—a top real estate business.Michael opens up about the first 4+ years of running his team completely wrong. Despite selling hundreds of homes, his business lacked structure, systems, and true leadership. As he puts it, it was an “organized, disorganized disaster.”Everything changed after discovering coaching and taking a hard look at his business. Over the next two years, Michael rebuilt his team from the ground up—putting the right people in the right seats, creating clear systems, and focusing on what actually drives production.Today, his team is more streamlined, more profitable, and on pace to close hundreds of homes annually—with less chaos and more control.In this episode, you’ll learn:Why most real estate teams fail (even when production is high)3How to fix a broken team and build real structureThe power of coaching and accountabilityHow to increase listing conversion and protect your commissionWhat it really takes to scale a team the right wayIf you’re a real estate agent looking to grow, build a team, or create a more scalable business, this episode is packed with real-world insights you can implement immediately.

In this episode of The OT Only Teams Podcast, Daren sits down with Chris Austin to break down how he built a thriving, referral-based real estate business doing around 120 units and $50 million in volume—with nearly 95% of his business coming from past clients and referrals.Chris shares the systems, strategies, and mindset that have allowed his team to grow consistently over time without relying on traditional lead generation. From large-scale client appreciation events that draw hundreds of attendees, to a simple but powerful follow-up process that turns relationships into referrals, this conversation is packed with practical insights agents can implement immediately.One of the biggest takeaways is the power of consistency. Chris explains why most agents fail with referral-based marketing—not because it doesn’t work, but because they don’t stick with it long enough. He walks through how his team plans their entire marketing calendar in advance, executes multiple touches leading up to events, and follows up with every client in a meaningful, personal way.The episode also dives into how Chris develops agents on his team, including the systems he uses to help a $3–4 million producer grow into an $8–10 million producer within a few years. He shares his philosophy on value, why he doesn’t compete on splits, and how creating the right environment keeps top talent from leaving.If you’re looking to build a sustainable real estate business based on relationships, referrals, and proven systems, this episode will give you a clear roadmap for doing exactly that.Whether you’re a solo agent trying to grow your database or a team leader focused on scaling and retention, you’ll walk away with actionable ideas you can plug into your business right away.

In Episode 86 of The OT, Guest Host Jay Hendrix sit down with Philadelphia team leader Matt Gorham to unpack a hard truth: most agents stay broke — not because of the market, but because of their mindset, standards, and lack of leverage.Matt leads a $60M, 175-transaction operation built on systems, virtual leverage, investor thinking, and an unapologetic commitment to raising the standard. In this episode, he breaks down:Why the buyer’s agent role is the most profitable job on a teamThe real reason portals like Zillow win (and how to defend your database)His powerful “Hate List” strategy for eliminating energy-draining tasksHow his Fix-and-List program wins listings other agents can’tWhy keeping low performers will cost you your top talentThe mindset shift that made virtual assistants a game-changerWhy white space and family time are part of true wealthMatt doesn’t sugarcoat it. He challenges agents to stop being lazy, stop outsourcing their relationships to tech companies, and start building a real moat around their business.If you’re ready to raise your standards, build leverage, and stop operating like everyone else — this episode will hit home.Listen now and learn how to be different.

What happens when two hustlers from the Hudson Valley stop winging it and start building real systems?In Episode 85 of the OT, we sit down with Dickie Baxter and Vinnie Rita, founders of Licensed 2 Sell, to unpack how they went from a “garage band” partnership to an 18-agent mega team closing 277 units and $69M in volume — all without buying leads.No Zillow.No paid lead funnels.No shortcuts.Instead, they built a culture of accountability, hosted up to 25 open houses a weekend, planned 24–30 community events a year, and created clear Rainmaker + CEO roles that allowed them to scale profitably.You’ll hear:Why they aim for 1,000 open houses a yearHow they systemized open houses so agents just “show up and perform”The mindset shift that took them from ego-driven to model-drivenHow community events turn into listings (without feeling salesy)Why they tell recruits upfront: “If you’re not willing to be uncomfortable, don’t apply.”If you’re building a real estate team — or thinking about it — this episode is packed with practical systems, leadership lessons, and real talk about what it actually takes to grow.Join us live every Tuesday at 12PM PST at onlyforteams.com and be part of the conversation.

Megan Toll, co-leader who runs operations and AI-driven database follow-up, and Kevin Toll, Philly team leader who scales listing-focused businesses, discuss using AI to call databases, collect missing client data, and support follow-up at scale. They cover training AI voices, aggressive CRM tagging and zaps, coaching-based team structures, and balancing growth with culture and family.

What does it really take to scale a real estate team to the highest level?In this episode of The OT Only Teams for Real Estate Podcast, Daren sits down with Scott, owner and operator of NJ Experts—one of New Jersey’s top-performing teams serving the northern NJ market and areas near New York City.Scott shares his incredible journey from starting as an unpaid intern (literally sitting on an upside-down paint bucket) to becoming the leader who helped the Sue Adler Team scale to a true seventh-level business. This conversation is packed with real-world insights on leadership, leverage, hiring the right person, and building systems that actually work.You’ll learn:How finding “your person” can unlock massive growthWhat top teams do differently when it comes to structure and accountabilityHow the Sue Adler Team approaches lead generation, call schedules, and market-specific strategyWhy culture, consistency, and long-term relationships matter more than quick winsIf you’re a real estate agent or team leader looking to grow without burning out—or wondering how to take your business to the next level—this episode is a must-listen.🎧 Tune in and learn what it really means to build a scalable, sustainable real estate team.

In this Season 3 kickoff episode of The OT: Only Teams for Real Estate, Daren Phillipy sits down with Devin Resendez, founder of The Emery Group in San Antonio, Texas — a team that closed 641 transactions and $172M in volume.Many team leaders believe spending more on leads automatically means more closings and more profit. In this episode, Devin explains why that mindset is broken — and what actually creates profitability at scale.You’ll learn:Why high lead spend doesn’t equal high profitThe real math behind lead aggregators and conversionHow The Emery Group uses Zillow, PPC, and referrals effectivelyWhy most teams fail with ISAs and accountabilityHow to build systems that protect profit while feeding agentsWhat realistic production expectations look like for buyer agentsAs Devin shares, “More leads don’t fix broken systems — better conversations do.”If you’re a team leader, rainmaker, or agent thinking about scaling with online leads, this episode will challenge your assumptions and give you a clearer path forward.🎧 New episodes every Tuesday at 12 PM PST👉 Join the live Zoom and learn more at onlyforteams.com

What does it actually look like to show real value to investors—without fancy tech, heavy automation, or complicated funnels?In this episode of The OT Only Teams for Real Estate Podcast, Daren Phillipy sits down with Holly and Santiago (Santi) Speranza of Root River Realty out of Milwaukee, Wisconsin. Together, they break down the exact systems and mindset that helped them close nearly 300 transactions and over $53M in volume while building a scalable, investor-focused real estate team.You’ll hear how Root River:Built an investor “one-stop shop” using a simple but powerful spreadsheet systemUses email and consistency (not automation) to attract repeat investorsTurns investor tools into more listings and referralsStructures leverage across sales, listings, and operationsScales as a husband-wife team without crossing lanesUses coaching to overcome imposter syndrome and step into bigger opportunitiesThis episode is packed with practical ideas for agents and team leaders who want to:✔ Attract and retain real estate investors✔ Build systems that scale with volume✔ Create leverage without burning out✔ Run a real business—not just chase the next dealIf you’re serious about growing your business and learning from agents who are actually doing it at a high level, this is a must-listen.👉 Want to join the conversation live?Join the OT Only Teams Zoom Mastermind every Tuesday at noon PT at onlyforteams.com

In this power-packed episode, Daren Phillipy welcomes Chase Craig of City of Trees Real Estate and the Real Estate Growth Network—an OT Hall of Famer level guest who completely reframes how agents should communicate with their database.Chase reveals his now-famous “gold bar method,” showing agents how to shift from awkward, salesy calls to follow-up conversations that people actually look forward to. Instead of asking for business, you’ll learn how to deliver genuine value that sticks, converts, and compounds over time.Inside this episode, Chase breaks down:The Gold Bar Mindset: stop asking for money, start giving valueThe Database Qualifying Script that instantly clarifies who belongs in your A, B, and C groupsHow to follow up without feeling like a pestWhat to say so people WANT your callsAI tools that shortcut your touch program and elevate your professionalism instantlyChase takes you behind the curtain on his Client Appreciation Program, his 3G Genuine Agent Model, and the exact approach that helped him scale a powerhouse team and build a database that produces repeat and referral income year after year.If your database feels overwhelming, stale, or random—or if you're still making “relationship calls” without talking real estate—this episode will change the way you pick up the phone forever.Grab a gold bar before you dial.🎧 Listen now and learn how to turn every conversation into connection, loyalty, and predictable closings.

In this episode of The OT Only Teams for Real Estate Podcast, Daren interviews powerhouse team leader Cindy Shetterly, whose team closed 463 sides and over $234 million last year. Cindy reveals the event system that most agents overlook — a repeatable, high-conversion approach that keeps her database engaged and her referral business thriving.You’ll hear how she executes her signature client events, why she layers in charity and community partnerships, and the follow-up model that turns events into real production. Cindy also shares her team structure, compensation models, and the leadership lessons that shaped her incredible growth.Whether you lead a team or are thinking about building one, this episode delivers practical tools and proven models you can implement immediately.Topics Covered:Cindy’s full event playbookTurning events into referral machinesHow to create massive engagement with giveawaysCharity-based branding and community impactHow her team follows up before and after eventsLeadership lessons from scaling to 463 sidesSystems, leverage, and long-term planningJoin us every Tuesday at 12 PM PST for our live OT Zoom Mastermind.Learn more at: https://OnlyForTeams.com