Cultivating Teams for a Long-Lasting Brand

NEW YORK – Growing beyond the solo-agent model works best when it is driven by capacity, customer service and long-term business goals rather than the urge to expand quickly, Rebecca Francis, an associate broker and team leader at Berkshire Hathaway HomeServices, Fox & Roach Realtors, said in Inman.

Strong teams often start with hires that remove operational friction, giving agents more time to focus on relationships, strategy and other revenue-generating work. This enables real estate teams to serve customer well over the long-term.

Growth is strongest when it is intentional, with new team members expanding a business' reach, instead of competing in the same space.

“A common misconception about building a team is that growth should be quick and aggressive. In reality, the strongest teams are built intentionally with the right agents,” Francis said.

Solo agents will often hire someone to provide office support, but ideally, they need a well-qualified person to handle transaction coordination and step into limited customer-facing situations because they understand the real estate business and jargon.

Team building also requires a clear eye for warning signs, including unrealistic income expectations, poor follow through and a desire for leads without a commitment to relationship building. With strategic hires, solo agents can build teams they trust and delegate parts of the real-estate process to. Lasting growth depends on a structure that supports the business, protects the brand and sustains a strong customer experience.

“Alignment matters more than headcount, especially in a defined luxury market,” she said. “A team of agents with complementary strengths, diverse networks and different spheres of influence decreases the likelihood of ‘playing in the same sandbox.’ Internal growth should expand your business’s reach, not create competition.”

Source: Inman (04/02/26) Francis, Rebecca

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