Building a billion-dollar real estate team doesn’t just happen.
When Brad Robbins, my incredible business partner, and I decided to start a team, we didn’t even have an assistant yet—just a shared vision and the determination to make it work. I vividly remember one of our first challenges: juggling everything ourselves. We were the agents, the marketers, the schedulers, and even the ones putting up yard signs in the dead of winter. There was one day in particular when a deal fell apart, and we sat in a coffee shop questioning if we were truly cut out for this. But even in that moment of doubt, we knew quitting wasn’t an option.
Fast forward 15 years, and that determination has turned into something greater than we could have imagined. We’ve learned to build systems that not only produce results but also create a culture of shared ownership and accountability across our team which has positively impacted countless families in Chicago.
When your team is engaged, motivated, and moving with purpose, growth isn’t just possible—it’s inevitable. But let’s be real—getting to that level of synergy isn’t easy. It takes intentional frameworks and the right mindset to ensure everyone is pulling in the same direction.
So, what stops most people from unlocking their full potential? And what systems can you put in place to build something extraordinary?
As someone who’s been fortunate to co-build a billion-dollar real estate business (and, more importantly, failed more times than I can count), I can tell you this: It starts with having the right principles and the courage to stick to them.
Here’s what I’ve learned from my journey with Vesta Preferred Realty and why success for one is success for all.
Success Isn’t a Coincidence—It’s Built by Design
Big wins in real estate—or any industry—don’t come from random acts of brilliance. They’re built on a foundation of discipline, collaboration, and a relentless focus on growth. Here’s what separates the good from the exceptional.
1. Foster Collective Success
Here’s the truth: real estate isn’t a solo game. The best results come when everyone on your team is rowing in the same direction. When success is viewed as a collective goal, individual contributions amplify, and the ripple effect benefits everyone—from the clients to the agents.
At Vesta Preferred, we operate with a “win-together” mentality. It’s not about who sells the most or closes the biggest deal—it’s about how we can collectively crush it for our clients and for each other.
Successful teams are built not just on systems and strategies but on shared values, adaptability, and a commitment to personal and collective growth. Whether in real estate or any other industry, these principles serve as a blueprint for building resilient, high-performing teams.
Here are a few ways we’ve fostered this team mentality over the years:
- Focus on Process, Not Results: By focusing on the “why” rather than the “what,” emphasizes the importance of controlling the controllable. In an unpredictable industry like real estate, this process-driven mindset ensures consistent effort and progress, even when outcomes are uncertain.
- Shared Ownership and Collaborative Systems: Create systems that not only deliver results but also instill a sense of shared ownership among team members. By fostering an environment where everyone feels accountable and invested in the outcome, they’ve built a culture that values collective success over individual achievements.
- Prioritize People: Recruitment focuses on attitude and work ethic rather than past achievements. I have consistently stated that hunger, humility, and a willingness to learn outweigh prior sales numbers or experience. Emotional intelligence is essential. This strategy allows for the cultivation of talent that aligns with the team’s core values and ensures long-term compatibility.
- Empowerment Through Authenticity: This authenticity is mirrored in the team’s impeccable service and professional conduct, which remain the cornerstones of Vesta Preferred’s success.
Build a team culture where every member feels like they own a piece of the mission. When the team thrives, so does every individual within it.
2. Exceed Expectations for Your Team
Value value value. Stick to the value you deliver to your team members. The brokers who work for you on your team are there because they are supposed to be doing better with you than without you.
Think of your agents as business partners and over-deliver on your promise to them. Get them amazing leads, amazing systems and feed into the culture of harmony and support. Be more thankful that they are on your team, then they are. Having this mindset will always keep you on your toes and looking on how to keep adding value.
We focus on overdelivering on the three main pillars of success:
1. We Provide More Leads Than They Could Generate Themselves
Lead generation is the backbone of any successful real estate team. We don’t just rely on one source—we dominate multiple lead channels to ensure our agents always have opportunities in their pipeline.
Here’s how we do it:
- Inbound Leads: We generate 50–100 new leads daily through a combination of paid marketing, organic reach, and referrals.
- Automated Lead Nurturing: Our CRM, Follow Up Boss, ensures that no lead slips through the cracks. Every call, text, and email is tracked and optimized for conversion.
- Long-Term Follow-Up: Real estate is a contact sport. Sometimes, success means calling a lead 30 times before they’re ready to move forward. We play the long game, staying in front of prospects with valuable content, newsletters, and consistent outreach.
2. We Equip Agents with Best-in-Class Systems
A high-performance team needs the best tools. We provide:
- Follow Up Boss – A powerful CRM that tracks and automates lead management.
- Fello – A seller marketing platform that helps generate high-intent listing opportunities.
- Zenlist & Top Agent Network – Exclusive tools that give our clients an edge in competitive markets.
By investing in these systems, we eliminate inefficiencies and free up our agents to focus on what matters most—closing deals and building relationships.
3. We Offer Tailored Weekly One-on-One Coaching
For over 15 years, we’ve prioritized hands-on coaching to keep our agents on track. My business partner, Brad Robbins, leads these sessions, focusing on three crucial areas:
- Daily Proactive Activities: Ensuring agents are consistently taking the right actions to drive business.
- Money-Making Activities (MMAs): Identifying and doubling down on revenue-generating tasks.
- Mental Wellbeing & Longevity: Real estate is a high-stakes, high-pressure industry. We encourage balance, resilience, and self-care to keep agents performing at their best.
In short, make it a habit to overdeliver. Go beyond what’s expected, and you’ll quickly become the go-to team in your area.
3. Focus on the Unteachable
You can teach someone how to navigate a deal or use the latest CRM system, but you can’t teach drive. The hunger to succeed and the resilience to push through challenges are traits that come from within. A self-driven attitude and strong work ethic are non-negotiables in real estate.
When we hire, we don’t just look at resumes. We look for that spark—people who are hungry to learn, grow, and contribute to something bigger than themselves.
When Vesta agent Youssra joined Vesta Preferred, she had already spent a year in real estate but hadn’t closed a single deal. She had the ambition but she needed the right environment to thrive. Fast forward just five months with us, and she has 13 homes closed and under contract!
It wasn’t her past results that stood out—it was her relentless drive, humility, and hunger to grow. At Vesta, we believe in empowering talent with the tools they need to succeed: team support, tailored coaching, and a culture of accountability.
Youssra’s story proves that when hard work meets the right environment, incredible transformations happen. The sky’s the limit when you have the mindset and the support to match.
4. Leverage Data and Technology
If you’re not using data and technology to your advantage, you’re already behind. Real estate is no longer about just knowing the market—it’s about understanding it better than anyone else.
From virtual tours to predictive analytics, the tools we have today can elevate your game and create unmatched client experiences. As noted above, our tech stack includes Follow Up Boss, Fello, Zenlist, and A.I. software for follow up.
These tools aren’t just “nice to have”—they’re essential to staying competitive and delivering value to our clients.
5. Always Be Learning
If you’re not learning, you’re falling behind. The best teams prioritize continuous improvement, whether that’s through mentorship, training, or simply staying curious.
I’m constantly reading, attending events, and learning from my team. Growth isn’t something that happens by accident—it’s intentional.
Two of the books that have made the biggest impact on me include Never Eat Alone by Keith Ferrazzi and The Millionaire Real Estate Agent by Gary Keller.
As far as events, I’m very intentional about attending events that align with both personal growth and professional networking. I go to a handful of industry-specific conferences each year, where I can stay ahead of trends and innovations in real estate.
Beyond that, I look for opportunities to connect with leaders in other industries because I believe in cross-pollinating ideas. TEDx talks, local entrepreneur meetups, and community events in Chicago are all part of my calendar. I probably attend 8–10 significant events a year, but I don’t just go to listen; I always aim to walk away with actionable insights.
At Vesta, professional growth isn’t optional; it’s a cornerstone of what we do. To support our agents with this, Brad and I remain hands-on with coaching, whether it’s one-on-one sessions or team workshops. Everyone on the team is encouraged to attend at least one major conference annually. Additionally, we’ve built a culture of peer-to-peer learning—if someone discovers a great strategy or tool, they share it.
Commit to learning something new every day. Whether it’s about market trends, negotiation tactics, or leadership, staying sharp is the ultimate competitive advantage.
The Mindset for Exponential Growth
Here’s the thing: reaching $1 billion in sales is an incredible milestone, but it’s not the finish line. It’s the foundation for exponential growth. The same principles that get you to the top will keep you there if you stay consistent.
Ask yourself:
- Is my team working toward a shared vision?
- Am I consistently exceeding expectations for my clients and team?
- Do I surround myself with people who are self-driven and passionate?
- Am I leveraging the best tools and technology available?
- Am I committed to growing and evolving every single day?
Success isn’t linear, and it doesn’t happen overnight. But with the right mindset, systems, and team, there’s no limit to what you can achieve.
