In this episode of The OT Only Teams Podcast, we sit down with Anne-Marie McKenzie, a top-producing team leader out of Portland, Maine, who closed over 135 transactions and nearly $73 million in volume.

Anne-Marie breaks down one of the most powerful (and overlooked) strategies in real estate right now: the “Legacy Agent” model—how to partner with experienced agents who are nearing retirement and turn their database into a consistent source of listings and referrals.

We dive into how to identify these opportunities, structure the right win-win agreements, and avoid the biggest mistakes when timelines don’t go as planned.

You’ll also learn:
• How to build and leverage a 16,000+ contact database
• The “Influencer List” strategy to generate more referrals
• Simple systems to track agent performance and drive accountability
• What to look for (and avoid) when bringing on a partner
• How to scale your team without burning out

If you’re an agent closing 12+ deals a year and looking to grow, this episode is packed with real, practical strategies you can implement immediately.

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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)3
• How to fix a broken team and build real structure
• The power of coaching and accountability
• How to increase listing conversion and protect your commission
• What it really takes to scale a team the right way

If 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.