How to Start and Scale a Real Estate Team That Closes 200+ Deals/Year

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Want to start or scale a real estate team and actually make it profitable? In this masterclass, I sit down with Scott Kumler—192 closings last year and on pace for 220+ this year—while 74% of agents haven’t closed a deal. Scott unpacks the exact systems, recruiting funnels, onboarding, training cadence, lead sources, performance management, and retention playbook that took him from 3 to 55 agents in two years.

We cover how to attract talent, retain top producers, increase sales volume & transaction count, build culture (even virtually), keep P&L margins healthy, and the big mistakes to avoid—plus the “darker side” of being a team leader and how to navigate it.

What you’ll learn

The step-by-step blueprint to go from solo → team → scalable organization
✅ A recruiting system using Indeed + social proof that consistently brings in quality agents
✅ A 30-day structured onboarding that agents actually complete (and how to track it)
✅ The retention stack: support availability, mentorship layers, culture events, expectations
✅ How to keep profitability while increasing value (leverage, affiliates, and spend discipline)
✅ Why doubling down on lead gen + AI tools in a down market wins market share
✅ When/why he moved to eXp and how the model solves the classic team-leader bottlenecks

The darker side of team building (burnout, churn, stolen leads) and how to prevent it

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00:00 Intro & Why This Matters
02:03 Scott’s Story & Early Momentum
08:00 Scaling 3→55 Agents: The Blueprint
11:11 Training & Onboarding That Agents Finish
17:40 Recruiting Channels That Work
19:03 Retention, Support & Culture
26:04 Winning in a Down Market (Mindset, AI, Leads)
31:03 Profitability, Pitfalls & Next Steps
50:36 Wrap + Free Strategy Call