In real estate, buying leads is like opening Pandora’s box. Once you start, it’s almost impossible to stop, and it could ultimately wreck your team.

It starts with the best intentions. A few agents join your newly formed team, you design a cute logo, celebrate with brunches and merch, and dream of building an empire.

But when the agents don’t produce, the pressure kicks in, and you start buying leads, thinking it’s the simple solution.

Instead, it becomes the beginning of the end.

Suddenly, you’re bleeding cash every month, stuck micromanaging a team that resents being held accountable, and still can’t convert the leads you're paying for.

We’ve seen this story play out again and again. A well-meaning team leader builds something they end up resenting and regretting.

But here’s the truth: the real root of the issue isn’t the leads. Things went wrong before you bought that first lead.

How do we stop the downward spiral before it takes everything with it?

In this episode, we pull back the curtain on why most teams fail, how buying leads digs the hole deeper, and why solving the wrong problem is what truly sinks your team.

Things You’ll Learn in This Episode

-The hidden trap of starting a team Forming a team feels great at first. How does it lead to resentment, financial loss, and burnout fast?

-Buying leads isn’t the solution, it’s the start of the downfall What happens when you start paying for leads? Why does it only create more problems, expenses, and pressure?

-How “accountability” turns into micromanagement When agents can’t convert leads, team leaders amp up the accountability. How does trying to “fix” your team become an exercise in control and resentment?

-The real problem you must solve to succeed The problem in your business isn’t the leads, the production, or even your coaching. Why is the root of the problem the people you recruit?

About Your Hosts

Hosted by Josh Rogers and Kelly Melody, co-founders of F3 Home Team, the #1 Large Real Estate Team in Northeast Florida for the past two years. After being let down by the conventional real estate team model, Josh and Kelly set out to build a team with their own vision, where their key values of Faith, Family, and Freedom guide everything they do. By keeping their team intentional, focused, and lean, they can work with agents they love, have fun every day, and still hit all their financial goals. Now, they’ve expanded their vision to include helping other team leaders achieve the same thing.

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