People assume agents are going to love the leads and work them the same way, but they usually cherry pick them. How do you nip this team dysfunction in the bud? How do you build a cohesive culture? Why is it valuable to run your team like a brokerage? On this episode, we are joined by co-owners of the Sure Team, Joe Sachetti and Andrew Undem.

Retention is the key to being successful when you’re recruiting. – Joe Sachetti

Takeaways + Tactics:

  • Partner teams work best when the partners complement each other, instead of duplicating each other. 
  • Allow your ISA full control over how they distribute your leads to your agents, to ensure accountability and follow up.
  • Culture comes from the leadership down.

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, Adam gave us a little background and shared on the role his ISA plays on the team. He also shared on his responsibilities and why growth is about all facets of life. Adam also shared on the recruitment metrics he’s tracking and towards the end of the show, we talked about the importance of thinking bigger when it comes to goal setting.

At the start of the show, Joe and Andrew shared how they got started and how they are able to balance each other out. Next, we talked about agent requirements and using CRMs to track things. We also talked about company culture, and how it comes from the top down. Towards the end of the show we discussed opportunities in rental properties.

We also spoke about:

  • The role the ISA plays on the Sure Team
  • How to avoid agents cherry picking leads
  • Running a team like a brokerage
  • Using a property management company to generate leads

In any format there will be dysfunctions on a team, and putting in measures like regular meetings weeds them out. When it comes recruiting higher level agents, the key is giving them a chance to build their own brand, and not become a cog in your wheel. Be intentional and committed, and implement systems. The business will be a lot healthier and more sustainable.

Guest Bio

Andrew and Joe’s team, the Sure Sales Group is comprised of a team of local real estate professionals committed to selling some of the most desired homes in Greater Baltimore. Selling the “right addresses” is their team’s mission.

Joe Sachetti has become Baltimore’s “Go to” agent and a consistent leader with a reputation for tenaciously protecting his clients’ interests. Savvy negotiations and cutting edge marketing strategies join uncompromising integrity as the hallmarks of Joe’s service. Joe is exceptionally well-respected in Baltimore, not only for his unparalleled professional track record and high ethical standards but for being an honest, hard-working family man who does absolutely everything in his power to ensure his clients’ success.

Andrew constantly looks for opportunities to develop personally and professionally in order to provide world class service to his clients. He is passionate about helping his clients achieve the best possible outcomes in real estate transactions. Andrew is the Co-Owner and managing partner of the SURE Group at Remax Sails with a track record of successfully selling over $150,000,000 in residential real estate transactions. Go to https://www.suresalesgroup.com/ for more information.

Team Building Workshop Details