In this powerhouse episode, John Kitchens sits down with long-time EXP leader and real estate operator Jon Harp to unpack the 7 foundational components every real estate team must master to scale sustainably in today’s shifting market—and into the future.

From defining your business sandbox to forming high-trust affiliate partnerships, Jon breaks down the exact steps his team used to become the #1 EXP team in Ohio by units and volume. Whether you're trying to grow beyond 10 agents or escape production completely, this episode delivers a clear and proven path.

• Choose how you want to win—leads, sphere, open houses, or prospecting

• Build a model that aligns with your strengths and scales predictably

• “You’re best equipped to serve the person you once were.”

• Prioritize the right kind of help based on your business model

• Use time and energy audits to figure out what to delegate

• Your first hire isn’t always a TC—know what drains you most

• Align your coach with your sandbox and long-term goals

• Coaching should reveal blind spots and collapse time

• “Don’t fight your coach. You’re paying them to help you win faster.”

• Choose partners who align with your growth model—not just any lender or title rep

• Look for mutual belief systems and shared investment in success

• “Your affiliate should not be creating calls I have to take from my agents.”

• Consistency > complexity

• Pick a system your team can grow with and train into

• “The best CRM is the one your agents will actually use.”

• Great presentations aren’t for your best agents—they’re for your worst

• Templates create consistent results and build agent confidence

• “A proven process is one of the top things people actually buy.”

• If you want scale, you must recruit consistently—unicorns leave

• Think in terms of lifetime agent value, not just this year’s production

• “If you’re not recruiting, you’re just waiting to get hit.”

• Why team “quicksand” happens between 7–12 agents

• The secret to making your support hires in the right order

• Presentations as a tool to help your least confident agents win

• What top teams understand about lifetime client AND agent value

• Good to Great by Jim Collins

• Buy Back Your Time by Dan Martell

• Time & Energy Audit Framework (Dan Martell)

• Rory Vaden’s Interview on The Ed Mylett Show

• JohnKitchens.coach

“Problems never go away—they just change. The only question is: What kind of problems do you want to solve?” — John Kitchens

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