As an office leader, a brokerage owner, is having teams in your building, teams on your roster, a good idea or a bad idea?

So when you look at this from the outside perspective, and I'm somebody that's been in the business for 36 years, I've owned a network of 17 offices, I've run billion-dollar companies, and so I've had a lot of teams working for me over those years.

And I will tell you that teams overall can add a lot to your company because they help you with market share. There's going to be a tremendous amount of market share growth that they're going to bring to the table.

So do you make a lot of money on a team? Usually not. Usually they're on the lowest splits coming to the company. They take up a lot of resources. They can actually take up a lot of real estate in your office.

So on a profitability scale, not great. But on a market share scale, fantastic.

So we have to ask ourselves—we need to have the right mix. We have to run a lawnmower or a piece of equipment that req...

If you own a brokerage or you're a team leader, I’ve got a question for you:

How much of your time each day is spent recruiting? And why is recruiting such a high priority for the top offices and team leaders in America?

The reason is simple: top leaders understand that at the end of the day, we don’t actually sell real estate—the agents who work with us do. What we do is provide the environment, support, administrative resources, marketing, and tools necessary for agents to succeed.

We don’t sell real estate—we help people who sell real estate.

That leads to a big mindset shift. If we’re not serving buyers and sellers directly, who are our customers?

Our customers are the agents.

When you reframe your business like that, it changes how you grow. Just like your agents grow by serving more buyers and sellers, you grow by serving more agents. That means recruiting more agents is how you scale your business.

One of the biggest mistakes office leaders make is this: They think that i...