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How Tom Cafarella Built a Brokerage with 140 Agents On Seller Leads

Agents who don’t want to work the leads they have don’t have respect for themselves. How can teams prevent having people like that in their ranks? What type of leads are most effective for teams to leverage? What are the pillars of a successful growth business? On this episode, we are joined by Tom Cafarella who shares his system, team roles and how he got to where he is today.

Don’t look at every opportunity as a dollar sign, but as future earning potential based on referral business. - Jeff Cohn

Takeaways + Tactics:
  • The key to leveraging your time is hiring key roles like Recruiter and Sales Manager to actively bring in and manage new agents.

  • Hire a staff member to do all your CMA and investment research, so your agents come into every listing appointment armed with a cash offer.

  • You don't win in lead conversion on the initial call - you win over 6 months of providing value.

Resources & Links:

Expansion– Learn how you can partner with Elite Real Estate Systems – get lead generation, coaching, support, training and access to a culture of success - all without leaving your current broker.

Team Building Workshop – Spend the day observing these systems in person, including board meetings, Monday Team Meeting, agent one-on-one meetings. Also includes hours of private consulting to create your own custom roadmap to build and exit your real estate team.

Tools & Services – See all the tools, professional services and companies we use and recommends to help build your real estate team.


At the start of the show, Tom Cafarella shared his team breakdown and how he started his business. He also shared the process of helping people choose between selling to an investor or selling residentially. Next, we talked about the day-to-day of the team, and where his leads come from. Towards the end of the show, we talked about the things individual agents should be taught, and how it will benefit them.

We also spoke about: - The pillars of a successful growth business - The easiest lead sources to leverage - How to create future earning potential

Agents aren’t usually taught about the elements that make a business grow, and this can lead to them not understanding or appreciating the leads they get. When agents don’t want to work, it’s an indication that they don’t respect the business. When it comes to lead sources, internet leads are challenging, but they are the easiest to convert and leverage as a team lead to give everybody something. It’s all about building future earning potential, and as a leader it’s all about having the right people on your team to allow you to put time towards what’s most productive.

Guest Bio Tom is the owner/broker of Cameron Real Estate Group, founder of Ocean City Development and host of the Real Estate Mogul Podcast. He is an investor, trainer, residential team leader and seller lead gen expert. "Cameron Real Estate Group was founded in 2004, and began working with homeowners facing mortgage related issues in 2007 when the Boston real estate market began it's decline. For more information go to or

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