Building a Team in One Month - A Case Study

If you've been thinking about building a real estate team to handle all the business you have but aren't sure how to get it done or where to begin, check out this case study. Our recent client, Anamary Placencia Gonzalez, decided to start her team at the end of November and had plenty of ideas but nothing documented. She officially launched APG Realty Group – Las Vegas by the first week of January.

How did she do it?

Prep Work

We started with an introductory call just before Thanksgiving. Anamary had three people in mind that she wanted to bring on board, two of whom were still getting their licenses. Anamary was very clear that with 30-40 sales per year, she wanted to grow her business, help more clients, and still spend time with her family. We laid out the following priorities for her so we could get started:

• VALUES and VISION

• Legal and Financial Structure

• Customer Relationship Management (CRM) System

• Branding

• Training and Onboarding

This started to put sense around the chaos Anamary was feeling.

Week 1

We started with the basics on December 1: Anamary articulated her values and vision, and we put together rough drafts. With values, vision, and mission statements, I find it's best to brainstorm ("word vomit"), then tidy up the wording, and then sit with the draft for a while.

We reviewed a sample team agent contract as well, laying out responsibilities for the team agents and Anamary, reviewing non-compete clauses, what happens if a team member leaves the team, and more.

Reviewing the team contract prepared us to lay out possible expense structures, documenting what each team member would pay as well as what Anamary would need to pay to fully onboard each person.

Week 2

Anamary came to our session with her finalized team contract, procedures, and expense structure, which we reviewed. She also had her business name and domain name picked out (www.apgrealtygrouplv.com).

During our session, we reviewed all of these materials, making small tweaks. This is when Anamary really finalized her team values, vision, and structure. Anamary also decided on her team meeting and one-on-one meeting cadence.

We then moved on to her initial branding, putting together a list of needs for the team. She was starting with no logo, a new domain, and no team social media (though she had her individual agent social media), but she knew what she wanted to do. We laid out her prioritized list of needs to get started.

Finally, we started discussing her CRM needs and identified a few options for her to explore further.

Week 3

This week, we discussed each of the new team members of APG Realty Group. Anamary had met with each of them separately, and they had all signed on—a HUGE step. Next, we reviewed the status of Anamary's branding effort and logo creation. Everything was on track here, so we moved on quickly.

Anamary hadn't used a CRM yet, so our next focus was on how to set that up. We documented her proposed client touch system, and she started a spreadsheet with all of her leads so that she could import them into the CRM when she picked one. Anamary's decision process around CRM selection was informed and deliberate; she started with a list of requirements and then reviewed CRMs to see what software choice would meet her needs, which kept her from being tempted by splashy demos and sales calls.

Finally, we started on her training and onboarding effort. Anamary loved that each of her team members was less experienced, so she could train them from the beginning. However, she had no training laid out! We listed out each required topic and started planning what materials she would need to pull this off. She also identified a few templates for her agents to use that she wanted to put together.

Week 4

In the last week of December, all the previous efforts started to come together:

• The first TEAM MEETING was planned, and team headshots were done

• Initial branding was complete or targeted for completion by mid-January

• The team announcement was filmed and ready to launch

• A CRM was selected and an implementation plan was in progress

• Onboarding needs were documented

• Checklists for transactions were in progress

• Training materials were in progress

During this session, we started looking at the parking lot and planning for the first three months of 2026.

What Went Well?

How was Anamary able to get it all done?

• Anamary KNEW where she wanted to be, even if it hadn't been documented yet. She had a clear idea of how she wants to serve her clients and what she expects of her team. All we had to do was write it down!

• She had the right tools. We started with a number of templates (all available at www.WinningRETeams.com):

  • Free Content: Buyer Checklists, Seller Checklists, Buyer Guide, Seller Guide

  • Premium Content: Manual of Me Worksheet, Onboarding Team Agents, Sample Team Agent Contractor Agreement, Team Expense Structure, among others

• She committed to doing the work between our coaching sessions. She took working ON her business as seriously as her client commitments.

• She makes decisions deliberately but quickly. Any time I asked Anamary to make a decision for the next week, she did it.

• 
  

Looking to do something similar? You can follow Anamary's journey above for a quick template on how to get started. I believe in you!