In a recent episode of The OT Only Teams Podcast, I had the privilege of sitting down with Chad Wilson, a mega team leader of the Wilson Group in the St. Louis metro area. Over the past year, Chad’s team has closed an impressive 400+ transactions, totaling $142 million in volume. If you’re a real estate agent looking to grow your business, there’s a lot to learn from Chad’s journey and strategies.

Here are the key insights and lessons Chad shared during our conversation that can help you scale your real estate business and build a winning team.

Transitioning from Air Traffic Control to Real Estate

Chad’s path to real estate was anything but conventional. Before diving into real estate full-time, he spent 27 years as an air traffic controller for the Air National Guard and later with the FAA. By 2019, Chad made the leap to focus entirely on real estate, and in just a few years, he grew his business from $50 million to over $142 million in annual volume.

His journey reminds us that real estate success can come from diverse backgrounds. Chad’s experience in managing high-stress, high-stakes environments translated into sharp decision-making and leadership in his real estate business.

Takeaway: 

Leverage your unique experiences to build a strong foundation for success in real estate. Whether your background is in corporate, military, or another field, those skills can be a huge asset when building a thriving business.

Building a High-Performing Team

A critical factor in Chad’s success has been his ability to build and lead a high-performing team. His team structure includes a Director of Operations and a Director of Sales, alongside a mix of W2 employees and 1099 agents. One of the key innovations Chad introduced is allowing his agents to handle both sides of the transaction—buyers and sellers—rather than separating them into distinct roles. This flexibility has reduced friction and improved efficiency across the team.

Takeaway:

 Don’t be afraid to challenge the status quo when it comes to structuring your team. Flexibility can increase efficiency, and a clear organizational structure will help ensure smooth operations as you grow.

Emphasis on Integrity and Accountability

When it comes to hiring, Chad looks for more than just skill—he seeks individuals with a “servant’s heart” who embody integrity. Accountability is central to his culture, though Chad has delegated the day-to-day management of agent performance to his Director of Sales. This empowers Chad to focus on the big picture and strategic growth of the business.

Takeaway: 

Build your team around a core set of values. By prioritizing integrity and accountability, you’ll create a culture that fosters trust and long-term success.

Leveraging Builder Relationships for Lead Generation

One of the standout strategies Chad uses to generate leads is his strong relationships with local builders. By offering discounted listing services and aligning himself with the builder’s sales process, Chad taps into a steady stream of high-quality leads. This mutually beneficial partnership has significantly contributed to his team’s volume.

Takeaway:

 Building strong partnerships can be a game-changer. Consider how you can provide value to builders, developers, or other strategic partners to create a consistent lead flow for your business.

Succession Planning and Looking to the Future

At 54, Chad is already planning for the future by grooming a successor to eventually take over his business. His proactive approach to succession planning ensures the longevity and continued growth of the Wilson Group, even when he steps back.

Takeaway: 

It’s never too early to think about succession planning. Whether you’re years from retirement or thinking about transitioning to a more advisory role, having a plan in place is essential for long-term business sustainability.

Conclusion

Chad Wilson’s journey from air traffic control to leading a mega real estate team is packed with valuable lessons for any real estate agent or team leader. His success comes from strategic team-building, a focus on relationships, and maintaining strong values of integrity and accountability.

By applying these insights, you can take your real estate business to new heights. For more tips and stories from top real estate leaders, be sure to check out the full *OT Podcast* episode featuring Chad Wilson.

Need help building your team or taking your business to the next level? Reach out to Daren Phillipy for coaching and support, and don’t forget to join our next OT Zoom Mastermind session!

By highlighting Chad Wilson’s experience and translating his strategies into actionable steps, real estate agents can gain inspiration and tactical advice for scaling their own businesses.