In a very basic and very real way, real estate technology comes down to problems and solutions - an iterative journey toward a better result, a better business, and a better life.

Here in our fourth Techtember conversation, you’ll learn how two leaders clearly identify problems and built their own tech solutions.

Spend just over 20 minutes with Ryan Young - CEO and Team Leader of the #1 team in Ohio, as well as CEO and Co-Founder of Fello.

Then spend just under 24 minutes with Brian Hurley - a Google engineer who also builds marketing and tech solutions for his wife Tarasa, who’s grown from agent to team leader to brokerage co-owner.

RYAN YOUNG

When you’re building the #1 real estate team in your state, you run into problems. One of the most important: building a moat around your most valuable asset - your database.

Ryan Young, CEO and Team Leader of The Young Team in Northeast Ohio, decided to build a solution. And that solution became Fello, where’s Co-Founder and CEO.

Learn how he evolved from a post-it-note agent to a tech-obsessed, AI-driven leader. Learn how Fello continues to iterate on its solutions as problems, opportunities, and capabilities continue to evolve. And get tips to turn your database from “glorified spreadsheet” to dividend-paying asset.

Watch or listen for insights into:

• Growing from a post-it-note agent to a tech-obsessed, AI-empowered leader of multiple companies
• Clearly identifying the biggest problem for his real estate business and founding Fello as a solution
• Valuing your database as your most valuable asset
• Layering improvement on improvement in Fello to solve problem after problem for The Young Team
• Empowering agents with AI
• Leveling up automations with AI

BRIAN HURLEY

For more than a decade, Brian Hurley’s served as a Google software engineer. But he’s also built the tech behind a real estate business that’s grown from solo agent to team to brokerage.

One big observation: we need to make it about the problem and solution, not about the tech.

Brian shares several great examples, shares his approach to experiments, and explains the role of automation vs the role of the agent.

Watch or listen for insights into:

• Why a 10/10 passion for new tech is about solutions, not about tech
• Why every tech investment is a calculated bet
• What the right timeline is for your next experiment - telling you when to double down or pull the plug
• How to use AI as a force multiplier rather than a simple shortcut
• Which mistake Brian made in setting up the marketing and tech
• How Brian simplified their systems to support growth and adapt to complexity
• How to close the authenticity gap as you automate (personal videos and more conversations)
• How he built a custom lead accountability system inspired by a past guest
• How the Team Bot from Real Estate Team OS helped them find the perfect operations manager for their growing business

Mentioned in this episode:
→ Fello https://fello.ai/
→ Tarasa Hurley https://www.realestateteamos.com/episode/real-estate-leads-tarasa-hurley-river-point-realty
→ Chelly Herren https://www.realestateteamos.com/episode/techtember-operations-real-estate-tech-stack-chelly-herren
→ Techtember https://www.youtube.com/playlist?list=PLCJiXNo93cVoSlXhdFv_RC9V8G5tUw1QX
→ Follow Up Boss Success Community https://www.facebook.com/groups/followupbosscommunity
→ Real Estate Team OS AI Bot https://www.realestateteamos.com/bot

Connect with Ryan Young:
→ Ryan at Fello dot ai

Connect with Brian Hurley:
→ https://www.tarasa.com
→ https://conrya.com

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

AI voice and texting are changing the way we connect with the people in our database and convert new leads.

And it’s changing the real estate agent’s role in the process.

Here in our first Techtember conversation, real estate team leaders and returning Team OS guests Kyle Draper and Tiffany Gelzinis share the tools, strategies, and tactics of using AI phone calls, AI text messages, and AI role play to improve agent and team outcomes.

Enjoy our first Techtember conversation - 22 minutes with Kyle followed by 22 minutes with Tiffany - on Real Estate Team OS!

KYLE DRAPER
Kyle Draper returns to the show to share how his real estate team is transforming the client journey from first contact to follow-up using the latest in AI voice, texting, and data enrichment.

The Team Leader, Lead Agent, and Principal of Serene Team brokered by lpt realty in Los Angeles, Kyle gives you specific tools, use cases, and stories of how he and his team are improving client relationships and accelerating agent productivity with tech that would be “mind blowing” just a few years ago.

Watch or listen for Kyle's insights on:

• When and why Kyle became a tech enthusiast (spoiler: it was a differentiator)
• How AI voice assistants work in tandem with AI texting assistants to create live transfers to human real estate agents
• Ways to use AI with every client, no matter their stage or status
• Tips for AI role play with every agent, whether they’re new to the industry or leading the team
• How to police the database and nudge agents with AI to increase productivity and improve ROI
• Specific wins with clients and with a homebuilder thanks to AI

TIFFANY GELZINIS

Today, Tiffany Gelzinis is a tech-loving team leader and Realtor in Residence with Follow Up Boss. But just a few years ago, she was a self-described 4 or 5 out of 10 in terms of passion for new tools and tech.

Learn how she unlocked that passion and how her team is creating more and better conversations with AI texting and AI calling - and get a couple of detailed, step-by-step processes to use yourself.

Watch or listen for Tiffany's insights into:

• Specific ways to find tools and tech that fit you, your goals, your situation, and your personality
• Why ChatGPT isn’t just for writing and where it’s made the biggest difference in her business
• How to use AI to find high-intent people in your database (step by step)
• The big difference between automated texting and AI texting
• Who her team is engaging with AI texting and how the handoff to agents works (in detail)
• Tips to improve the value of AI calling and live transfers to agents

FOLLOW UP AND LEARN MORE

Mentioned in this episode:
→ Learn more about Unlock https://www.unlockconference.com/
→ First episode with Kyle Draper https://www.realestateteamos.com/episode/growing-real-estate-team-agents-kyle-draper
→ First episode with Tiffany Gelzinis https://www.realestateteamos.com/episode/tiffany-gelzinis-on-patience-people-process-profit
→ Ylopo and Follow Up Boss https://www.followupboss.com/integrations/ylopo
→ MaverickRE https://www.maverickre.com/
→ BrokerBlocks https://brokerblocks.com/

Connect with Kyle Draper:
→ https://www.instagram.com/thekyledraper/

Connect with Tiffany Gelzinis:
→ https://www.instagram.com/tiffany_gelzinis/
→ Tiffany at FollowUpBoss dot com

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

Get Brian's Playbook on discipline, structure, and healthy competition: https://vid.us/229qta

Talent alone is never enough. The best in the business focus on fundamentals.

It’s as true in real estate as it is in professional football.

Brian Leonhardt shares lessons from his journey from professional football player to real estate agent to co-team leader. And he shares key decisions on the four-year journey of the Leonhardt Team, brokered by Coldwell Banker in the Twin Cities area, from initial partnership to 10 agents, 3 staff, and an $80M pace this year.

Learn the transferrable skills and habits that helped him find real estate success - both in sales and in leadership. And get the vision and values that have been vital to team growth.

Watch or listen to this conversation with Brian for insights into:

• The basics of team success
• The challenges of transitioning from NFL player to real estate agent to co-team leader
• The path from starting at team to 10 agents, 3 staff, and an $80M pace
• The way they found, tasked, and invested in their operations leader
• The value of setting a 3- to 5-year vision
• The evolution of a value prop, starting from “we’ve got leads” to shared belief
• The benefits of having a co-team leader rather than going it alone
• The transferrable skills and habits from NFL player to real estate professional
• The two top tips for an agent thinking about starting a team

At the end, learn about the two NFL teams he roots for (even though he rarely watches), two years of rice and beans, and the need for wilderness.

Get Brian's Playbook:
→ https://vid.us/229qta

Connect with Brian Leonhardt:
→ https://www.instagram.com/brianleonhardt87/
→ https://www.instagram.com/leonhardtteam/
→ https://www.tiktok.com/@leonhardtteam
→ https://www.facebook.com/LeonhardtTeam/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

The mission of SPACE in one line: “the greatest agent experience on Earth.”

Their goal: “to be the first organized, actual team within a broker entity to navigate all 50 states and all metros in the entire country.”

How did they get here? Co-founder and CEO Keith Anderson joins us to talk through their ambitious goals and unique approach to building their real estate team.

One of the key discoveries that led to their model: the team leader is often what’s wrong with the real estate team.

Learn how they’re solving for this by removing the bounds of team leaders and agents alike to operate more like successful businesses in other industries than like today’s real estate teams.

Watch or listen to this conversation with Keith for insights into:

- The one trait required to build a next-level, generation-affecting team (and two ways to develop that trait)

- Why to ask yourself (and honestly answer) whether you’d work on your own team and pay your own splits

- The mission of delivering “the greatest agent experience on Earth” and the goal of serving clients in all 50 states and every metro in the country

- Removing the bounds of geography for agents and team leaders to deliver the greatest experience, period, not the greatest accessible experience

- Turning local team leaders into national coaches

- The operating system that’s supports the mission and goals

- How to know whether or not you should use Follow Up Boss for recruiting and agent management

- Three pieces of advice for team leaders: 1 Are you sure you want to do this?, 2 Find profitability first, and 3 focus on people, not tech.

- How hiring marketing and recruiting leaders unlocked his own potential

- The unique marketing investment made in every single agent (both up front and ongoing)

- The types of agents they’re targeting and the promises that they’re making

- The hottest topic around real estate teams

At the end, learn about the WORST team experience he’s ever had, expensive mattresses and cheap shoes, the power trio of golf, travel, and audiobooks, and a process to destroy your limiting beliefs.

Mentioned in this episode:
→ Unlock https://unlockconference.com
→ Incredibles https://youtu.be/nyMYCVqT1as

Connect with Keith Anderson:
→ https://www.instagram.com/keithcarlanderson/
→ https://www.instagram.com/spaceteamre/
→ https://spacere.com/

Connect with Real Estate Team OS:
→ https://www.realestateteamos.com
→ https://linktr.ee/realestateteamos
→ https://www.instagram.com/realestateteamos/

“I didn’t know those agents were on your team.”

That’s the best compliment Ben Schreiber’s received recently. It came during a conversation with a couple of agents in his team’s market.

Why is it a compliment? The model behind his real estate team is all about the agent, not about him. He wants them running their businesses their way - including logos, marketing, and branding. It’s an example of what it really means to build an agent-centric team—and what it looks like in practice, not just in theory.

In this episode, the team leader of Service Plus RE and a former college tennis player and coach breaks down the philosophy, structure, and leverage behind their 25-agent, $70M-volume organization, a top-ranked team in Kentucky.

Ben shares why he started a team rather than a brokerage, why he didn’t name the team after himself, why he’s obsessed with meeting agents where they are (whether they want to sell 6 homes a year or 40), and the three pillars are of his model (culture, support/implementation, and wealth building).

Watch or listen to this conversation with Ben for insights into:

• How to make “agent-centric” a strategic operating principle, not just a buzzword
• Why coaching agents, like coaching tennis players, must be individualized
• The five staff roles on their 25-agent, $70M team
• Why the team isn’t named after Ben and why he prefers a “Wizard of Oz” role
• How kaizen and EOS help improve your business
• Why he doesn’t refer to splits and what he calls them instead
• The four things he wants agents to be doing and how that guides the leverage he provides
• The level of control agents have over their marketing and branding (spoiler: it’s a lot)
• How the team helps agents with wealth building (including their Agent Success Plan)
• The five core values that power team culture (integrity, service, innovation, collaboration, fun)
• The three readiness factors behind buying a home and joining a team or brokerage

At the end, get drive-by on the Cincinnati Bengals, University of Illinois tennis, 1990s sweatshirts, and … this show!

Mentioned in this episode:
→ Kaizen https://kaizen.com/what-is-kaizen/
→ EOS episode https://www.realestateteamos.com/episode/eos-principles-scale-faster-real-estate-harvey-yergin
→ eXp Team Leader Academy https://life.exprealty.com/exp-realty-team-leader-academy/
→ Andy Mulholland episode www.realestateteamos.com/episode/mastering-real-estate-business-financials-andy-mulholland

Connect with Ben Schreiber:
→ Ben at ServicePlusRE dot com
→ https://www.serviceplusre.com/

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

What does it take to build a real estate business that you truly love - rather than one you secretly want to burn down?

In this conversation, Lindsay Dreyer, founder of City Chic Real Estate and Happy Agent Co, shares hard-won lessons from 14 years of brokerage ownership, including how she runs her boutique firm remotely, why intentionality trumps “team fever,” and how to design a business that supports—not sabotages—your life.

In a story of clarity, process, and self-awareness, Lindsay breaks down the difference between being a people person and a process person, why most agents shouldn’t start teams, and how to know if you’re better off plugging into someone else’s system or building your own.

You’ll hear how City Chic’s 30-day onboarding challenge weeds out the uncommitted, why their agents are 50/50 new and experienced, and how a focus on admin, marketing, and transaction management enables top solo agents to thrive without needing to build teams of their own.

Lindsay also details the leap to running their business from 500 miles away, the key roles that make remote leadership possible, and the systems that keep everything humming. You’ll get a transparent look at their tech stack (including why she’s a self-described “Zap-aholic”), the real numbers behind their 12-agent, $72M brokerage, and the philosophy that underpins the Happy Agent approach: start with joy, design for your life, and don’t buy into the myth that more is always better.

Watch or listen for insights into:

• What “team fever” is, why it’s rampant, and how to avoid building a business you’ll regret.
• Why intentionality—knowing your “why”—is the must-have characteristic for high-performing leaders and teams.
• How to assess if you’re a people person or a process person, and why it matters for team leadership and the hiring process.
• Why City Chic is a brokerage rather than a team, why agents are a 50/50 mix of new and experienced, and how that shapes culture.
• How to test-drive team leadership before going all-in—without risking your business or sanity.
• What it takes to run a brokerage remotely, including the key roles and systems that make it possible.
• How to design marketing that actually keeps agents in front of their sphere (and why most fail).
• How to ramp up newer agents by connecting them with renters.
• Why simplicity in tech stacks beats complexity, how she became a “Zapaholic,” and how to drive agent adoption.
• How agents can find their right fit team or brokerage by aligning personality, lifestyle, and goals

At the end, learn about a $10,000 fridge and solo, three-day retreats.

Follow Lindsay Dreyer:
→ https://www.instagram.com/lindsay.dreyer/
→ https://citychicrealestate.com
→ https://happyagent.co

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