The Real Estate Team Playbook

If you're a real estate agent, you know that teams are the future of the business. Soon, you'll either be leading a team, working on a team, or competing against a team. This is inescapable.

The old model of lone agents is going by the wayside for a simple reason: one person can't get it all done anymore. In the modern real estate industry, selling a home takes more work than anyone can handle by themselves. A single agent simply can't compete against a high-functioning team.

Unfortunately, most teams are teams in name only. Instead of building a high-functioning team, most team leaders end up working harder, making less, and experiencing more stress. This is what happens when you don't understand the fundamental principles of team dynamics. Constructing and operating a cohesive and successful real estate team is a very different challenge than being a "rainmaker agent" who lists and sells property in high volume.

This book is your step-by-step guide to doing real estate teams right. Whether you're a team leader, a team member, or just thinking of starting or joining a team, The Real Estate Team Playbook will show you how to band together and succeed in real estate through synergistic collaboration.

Introducing Steve Shull...Over the past thirty years, Steve Shull has been a guiding force in the realm of real estate coaching. He has devoted more than 60,000 hours to nurturing the growth of real estate professionals with one singular mission: to strategically position his clients for unparalleled success. The core of his coaching philosophy can be found in his bestselling real estate book, The Full Fee Agent (co-authored with Chris Voss).Steve grew up outside Philadelphia and studied at the College of William and Mary in Williamsburg, Virginia, where he played football and graduated with a Bachelor of Science degree. His dream of playing in the NFL came true when he earned the rare opportunity to join the Miami Dolphins as a free agent. He played for four impactful years under legendary coach Don Shula, resulting in his designation as one of the tri-captains during the 1982 Super Bowl. When a knee injury ended his football career, Steve embarked on a new chapter, pursuing an MBA at the University of Miami. His subsequent tenure as an institutional fixed-income salesperson on Wall Street proved his adaptability and acumen. However, it was his migration to real estate that truly marked his destiny.Steve's journey in this industry has encompassed an array of roles, from selling homes to co-founding a pioneering real estate enterprise. His counsel has been sought by major real estate brands, and his voice has resonated at prominent industry conferences, complementing his established coaching practice. Steve's unique perspective is the culmination of a multi-faceted immersion in nearly every aspect of the real estate realm.In his upcoming book, Real Estate Is Not Rocket Science, Steve continues to distill his wealth of knowledge, offering invaluable insights to empower real estate professionals in their pursuit of excellence. Stay tuned as he once again reshapes the landscape of success in the ever-evolving world of real estate.

Jonathan is a serial entrepreneur and turnaround specialist focused on top-line growth for bottom-line results. Jonathan has over thirty years of experience in management and strategic planning in both consumer and business-to-business markets (e.g., startups, mid-size, and Fortune 500) in over fifteen industries.Jonathan started consulting in residential real estate in 2018, initially helping the Carey Hagglund Condy team with its strategic planning resulting in the firm becoming the #1 Compass Marin County team in 2022 and currently in 2023. Since July 2021, Jonathan has been the president & COO of the Beverly Hills-based Sally Forster Jones Group, one of the nation's top luxury residential real estate teams. Jonathan has conducted strategic planning webinars in conjunction with Steve Shull of Performance Coaching. He is currently working on a strategic planning book for real estate rainmakers titled You Can't Scale Chaos. Jonathan is also the author of Plan to Turn Your Company Around in 90 Days. Jonathan earned an MBA from the University of Pennsylvania's Wharton School of Business, an MA in International Relations from Johns Hopkins University's School for Advanced International Studies (SAIS), and a BA in Middle East Studies from the University of California at Berkeley.

Dana Green has held the title of the top realtor in Lafayette, California, since 2008 and in the combined Lafayette, Moraga, and Orinda regions (Lamorinda), California, since 2010. Her unwavering passion and innovative approach to the real estate industry have positioned her as a trailblazer in Bay Area residential real estate. Dana was among the pioneers to adopt a "team" concept in the real estate business, creating a model where each team member plays a crucial and expert role in the transaction process. This strategic teamwork consistently yields meaningful real estate results by maintaining a dedicated focus on process, execution, and community engagement.Boasting an impressive track record with over $2.5 billion in real estate sales and more than 1100 homes sold, Dana Green has established herself as a market influencer, a natural connector, and a true master of her craft. She has received numerous accolades that reflect her exceptional contributions, including being honored as the MVP of Bay Area real estate by LuxeSF and RealTrends in 2019, and earning the title of Business Person of the Year by the Lafayette Chamber of Commerce in 2018. Dana's commitment to ethical business practices was recognized with the Better Business Bureau's prestigious Torch Award for Ethics in 2021. Additionally, she has been a recurring presence on the RISMedia Real Estate Newsmaker list and consistently ranks as one of the top mid-size teams on the RealTrends list of the Top 1,000 U.S. Agents. Notably, she has received the Five-Star Customer Service Award for an impressive 11 consecutive years.Dana Green's impact extends beyond her professional success as she has made significant contributions to the Lafayette community. Her deep-rooted relationships and commitment to creating positive outcomes benefit not only her business but also the wider community. Dana has generously donated over $500,000 to local non-profit organizations, underscoring her strong belief in giving back and maintaining a strong connection to the communities and industry she serves. She is currently serving her second term as a Board Member for Make-A-Wish Greater Bay Area, showcasing her dedication to making dreams come true. As an industry leader, Dana frequently serves as a guest speaker to realtors across the country and takes joy in teaching classes to her industry peers.Dana Green's educational background includes a Bachelor of Arts in Communications with an emphasis in public relations from the University of the Pacific. Her commitment to excellence, ethical standards, and community enrichment continues to shape the real estate landscape in Lafayette and the broader Bay Area.