$100M+ TEAM INTERVIEW | Lisa Chinatti Sold 110 Houses in a Year and Lost $500,000 Doing It

She sold 110 homes in a single year—and still lost $500,000. In this candid conversation, broker-owner Lisa Chinatti unpacks the hard lessons and the rebuild that took her teamerage from chaos to one of the most productive organizations in Massachusetts.

If you lead a team or plan to, this playbook on recruiting, standards, and structure will save you time, money, and heartache.

In this episode:

• Teamerage structure: ~130–140 agents supported by 25 W-2 staff, including ops, sales managers/trainers, ISAs, and TC

• Founder-led recruiting vs. recruiter-led: 75% vs. 25% new-agent productivity in the first 90 days—and why it happens

• Expectation-led recruiting: leading with standards (10 Days of Pain, relationship-first follow-up) instead of perk selling

• Multi-pillar recruiting: new licensees at the wrong brokerage, agents burned on teams, and lightly seasoned agents who are stuck

• Treat candidates like listings: FSBO/expired analogies, scripts, objections, and follow-up cadence

• Sourcing: job boards plus targeted cold-calling using segmented market/roster data

• The year of 110 deals and a $500K loss—and the operational fixes that stopped the bleed

• Rebuild outcomes: 330 closed/pending YTD and 50 agents onboarded since Jan 1

📖 Get updates on the new team‑building book: http://remindermedia.com/teambook
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