Most teams are built with a one-size-fits-all playbook. Coach Dave Richards explains why that breaks around 20 agents—and what it takes to evolve from a rainmaker team into a true enterprise you can sell. With 20 years leading multi-state mortgage sales and now coaching mega teams through his Elite Edge operating system, Dave brings a corporate-grade framework to real estate, mortgage, and insurance teams.
In this episode:
Dave's path from mortgage exec to coaching top real estate mega teams
Rainmaker vs. empire models—and why your "why" must drive the structure
The messy middle: where many teams stall around ~20 agents and why
Protecting client experience as you scale beyond the founder
Leadership shifts: from leading by example to leading through others
Team design, role segmentation, and the danger of mismatched frameworks
Building enterprise value: how to create a sellable, diversified asset
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