“Got a license? You’re in”. That’s the conventional real estate team model: bring on as many agents as possible and hope some turn into producers.

But here’s the catch: that model drains team leaders. It’s chaotic, joyless, and built on a revolving door of disappointment.

Shannon Gillette does things differently.

She got intentional about culture, refused to chase headcount, and built a team where one 1 agent = 40 applicants. And once they’re in, they stay.

No churn. No burnout. No sacrificing your sanity to grow.

Most team leaders think that leads are the only way to attract and retain talent.

Shannon proves you don’t need leads, you need vision, alignment, and leadership that actually means something. So how did she do it?

In this episode, Shannon Gillette, team leader of one of the top 10 teams in Arizona, national TV host, and speaker, shares how she built a thriving team without selling her soul to the standard model.

And she’s calling out the biggest lies about team leadership while she’s at it.

Things You’ll Learn In This Episode

-Don’t shortcut recruiting

Instead of recruiting tens of agents every year, Shannon’s team only brings on one or two every year. Why did she make this decision?

-The biggest lies about building a team

How does the stereotypical team model fail both leaders and the agents they bring on?

-Leads shouldn’t be your main value prop

Some agents are hesitant to build a team because they are worried about providing leads. Can you attract and retain agents without leads?

Guest Bio

Shannon Gillette is one of Arizona’s leading residential real estate agents and the leader of one of the top 10 teams in Arizona. She’s also a sought-after national speaker and TV host. She is recognized and admired for her extensive market knowledge, dynamic negotiating skills, strong work ethic, forward-thinking marketing, and her unparalleled service. Her innovative use of technology and video has earned her a well-respected reputation, not only with clients but amongst her peers throughout the industry. She maintains an impressive five-star review rating, and for Shannon, finding a client’s dream home is not her job; it’s her passion. Shannon has an impressive social media following and has been named as one of the top Realtors in the Country for her use of Instagram and video marketing to sell homes for top dollar, earning numerous awards for her achievements. Follow @shannon_gillette.

About Your Hosts

Hosted by Josh Rogers and Kelly Melody, co-founders of F3 Home Team, the #1 Large Real Estate Team in Northeast Florida for the past two years. After being let down by the conventional real estate team model, Josh and Kelly set out to build a team with their own vision, where their key values of Faith, Family, and Freedom guide everything they do. By keeping their team intentional, focused, and lean, they can work with agents they love, have fun every day, and still hit all their financial goals. Now, they’ve expanded their vision to include helping other team leaders achieve the same thing.

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