Ditch the ‘Recruit Everyone’ Model: How to Build a Team That Stays w/ Shannon Gillette

“Got a license? You’re in”. That’s the conventional real estate team model: bring on as many agents as possible and hope some turn into producers.

But here’s the catch: that model drains team leaders. It’s chaotic, joyless, and built on a revolving door of disappointment.

Shannon Gillette does things differently.

She got intentional about culture, refused to chase headcount, and built a team where only 1 in 40 applicants is hired. And once they’re in, they stay.

No churn. No burnout. No sacrificing your sanity to grow.

Most team leaders think that leads are the only way to attract and retain talent. 

Shannon proves you don’t need leads, you need vision, alignment, and leadership that actually means something. So how did she do it?

In this episode, Shannon Gillette, team leader of one of the top 10 teams in Arizona, national TV host, and speaker, shares how she built a thriving team without selling her soul to the standard model. 

And she’s calling out the biggest lies about team leadership while she’s at it.

Things You’ll Learn In This Episode

-Don’t shortcut recruiting 

Instead of recruiting tens of agents every year, Shannon’s team only brings on one or two every year. Why did she make this decision?

-The biggest lies about building a team

How does the stereotypical team model fail both leaders and the agents they bring on?

-Leads shouldn’t be your main value prop

Some agents are hesitant to build a team because they are worried about providing leads. Can you attract and retain agents without leads?