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.

🎯 Want to join us live?
We host The OT Mastermind every Tuesday at 12PM PST.
Join here: onlyforteams.com

Make sure to follow, share, and leave a review if you’re getting value—this helps us reach more agents and keep bringing you top team leaders from across the country.

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.

In Episode 86 of The OT, Guest Host Jay Hendrix sit down with Philadelphia team leader Matt Gorham to unpack a hard truth: most agents stay broke — not because of the market, but because of their mindset, standards, and lack of leverage.

Matt leads a $60M, 175-transaction operation built on systems, virtual leverage, investor thinking, and an unapologetic commitment to raising the standard. In this episode, he breaks down:

• Why the buyer’s agent role is the most profitable job on a team

• The real reason portals like Zillow win (and how to defend your database)

• His powerful “Hate List” strategy for eliminating energy-draining tasks

• How his Fix-and-List program wins listings other agents can’t

• Why keeping low performers will cost you your top talent

• The mindset shift that made virtual assistants a game-changer

• Why white space and family time are part of true wealth

Matt doesn’t sugarcoat it. He challenges agents to stop being lazy, stop outsourcing their relationships to tech companies, and start building a real moat around their business.

If you’re ready to raise your standards, build leverage, and stop operating like everyone else — this episode will hit home.

Listen now and learn how to be different.

What happens when two hustlers from the Hudson Valley stop winging it and start building real systems?

In Episode 85 of the OT, we sit down with Dickie Baxter and Vinnie Rita, founders of Licensed 2 Sell, to unpack how they went from a “garage band” partnership to an 18-agent mega team closing 277 units and $69M in volume — all without buying leads.

No Zillow.
No paid lead funnels.
No shortcuts.

Instead, they built a culture of accountability, hosted up to 25 open houses a weekend, planned 24–30 community events a year, and created clear Rainmaker + CEO roles that allowed them to scale profitably.

You’ll hear:

• Why they aim for 1,000 open houses a year

• How they systemized open houses so agents just “show up and perform”

• The mindset shift that took them from ego-driven to model-driven

• How community events turn into listings (without feeling salesy)

• Why they tell recruits upfront: “If you’re not willing to be uncomfortable, don’t apply.”

If you’re building a real estate team — or thinking about it — this episode is packed with practical systems, leadership lessons, and real talk about what it actually takes to grow.

Join us live every Tuesday at 12PM PST at onlyforteams.com and be part of the conversation.

In this episode of The OT Only Teams for Real Estate Podcast, Daren Phillipy sits down with Kevin and Megan Toll of The Toll Group in Philadelphia to break down how top real estate teams are using AI, systems, and coaching to scale smarter—without burning out.

The Toll Group shares how they’re using AI to call their database, gather missing client information, and support follow-up at scale—without replacing the human relationship. They dive deep into why AI should support agents, not replace them, and how it frees up time for higher-level conversations that actually lead to listings and appointments.

You’ll also hear how their team closed 231 units and $71M in volume while intentionally downsizing, tightening systems, and focusing on what truly drives long-term success: database management, coaching, and leverage.

In this episode, we cover:

• How AI follow-up works in a real real estate business

• Why most agents fail with their CRM (and how to fix it)

• Using AI to support database calls, texts, and data collection

• Coaching-based team models vs. lead-heavy teams

• How to scale a team without sacrificing family or culture

• The long-term mindset required to build a sustainable real estate business

If you’re a real estate agent, team leader, or broker curious about AI in real estate, database growth, or building systems that actually work, this episode is packed with practical insights you can apply immediately.

👉 Join us live every Tuesday at 12 PM Pacific for the OT Only Teams Zoom Mastermind
👉 Learn more at onlyforteams.com

What does it really take to scale a real estate team to the highest level?

In this episode of The OT Only Teams for Real Estate Podcast, Daren sits down with Scott, owner and operator of NJ Experts—one of New Jersey’s top-performing teams serving the northern NJ market and areas near New York City.

Scott shares his incredible journey from starting as an unpaid intern (literally sitting on an upside-down paint bucket) to becoming the leader who helped the Sue Adler Team scale to a true seventh-level business. This conversation is packed with real-world insights on leadership, leverage, hiring the right person, and building systems that actually work.

You’ll learn:

• How finding “your person” can unlock massive growth

• What top teams do differently when it comes to structure and accountability

• How the Sue Adler Team approaches lead generation, call schedules, and market-specific strategy

• Why culture, consistency, and long-term relationships matter more than quick wins

If you’re a real estate agent or team leader looking to grow without burning out—or wondering how to take your business to the next level—this episode is a must-listen.

🎧 Tune in and learn what it really means to build a scalable, sustainable real estate team.

In this Season 3 kickoff episode of The OT: Only Teams for Real Estate, Daren Phillipy sits down with Devin Resendez, founder of The Emery Group in San Antonio, Texas — a team that closed 641 transactions and $172M in volume.

Many team leaders believe spending more on leads automatically means more closings and more profit. In this episode, Devin explains why that mindset is broken — and what actually creates profitability at scale.

You’ll learn:

• Why high lead spend doesn’t equal high profit

• The real math behind lead aggregators and conversion

• How The Emery Group uses Zillow, PPC, and referrals effectively

• Why most teams fail with ISAs and accountability

• How to build systems that protect profit while feeding agents

• What realistic production expectations look like for buyer agents

As Devin shares, “More leads don’t fix broken systems — better conversations do.”

If you’re a team leader, rainmaker, or agent thinking about scaling with online leads, this episode will challenge your assumptions and give you a clearer path forward.

🎧 New episodes every Tuesday at 12 PM PST
👉 Join the live Zoom and learn more at onlyforteams.com