Lindsay Smith went from new agent to leading a 500‑agent Keller Williams market center doing $1.45B in volume—fast. In this episode, she breaks down the exact moves that built her business (and later her leadership style): saying yes to the right coffee, authentic follow-up that isn’t “just checking in,” turning local knowledge into conversion, and building a leadership team that complements your strengths.

What you’ll learn:

The lender partnership that became a top referral engine
Follow-up that adds value (equity calls, Homebot, “word swaps”) without the cringe
Converting online leads through hyper-local expertise (schools, city updates, permits)
A simple open-house system: aim for 2 signed clients per event
Why foundations beat “shiny object” tactics (Gary Keller’s triangle: foundation → creativity)
How to lead authentically and build a team around complementary strengths
Finding a niche (VA loans, military families, moms) and letting your lifestyle drive lead gen
2025 market snapshot: inventory, rates, pickier buyers, and where opportunity is shifting
New-agent advice: move from fearful to fearless, move fast, and find mentors

Chapters:

00:00 Meet Lindsay Smith — 500 agents, $1.45B volume
00:51 What a KW Team Leader/CEO actually does
03:03 The coffee that changed everything (lender partnership)
08:33 Authentic follow-up that isn’t “just checking in”
12:19 From brand-new agent to 21 deals in year one
16:13 Converting online leads with local expertise
20:53 Niche: VA loans, military families, and moms
21:48 Call openers that create connection
22:33 From agent to CEO in 6 years
23:19 COVID pivot and moving to KW South Park
25:01 Teaching, masterminds, and saying no to the wrong role
27:41 The offer to lead — imposter syndrome and saying yes
30:43 Day one as Team Leader + learning fast in Austin
31:28 Overcoming imposter syndrome (with a surprise call)
36:26 Building the right leadership team (snuggler vs implementer)
37:40 Leading authentically (the 2024 shift)
40:06 Models vs culture — serving what agents actually need
43:02 Why new agents win here: foundational > “try” mindset
46:16 Open-house strategy: 2 signed clients per event
47:56 Goals, the $100K myth, and time freedom vs flexibility
49:27 Make your lifestyle your lead gen
50:06 Words that work: simple swaps that open doors
51:54 2025 trends: inventory, buyers, rates
56:00 New-agent advice: be fearless, move fast, find mentors
59:36 Final takeaways: savings, live budget, find your “home” office
1:00:00 Close

Guest:

Lindsay Smith — Team Leader/CEO, Keller Williams South Park (Charlotte). Known for building authentic partnerships, VA loan expertise, and growing agents through foundational coaching and culture.

Key takeaways:

Track your referrals and double down on what works
Swap “just checking in” for valuable touchpoints (equity updates, local intel)
Build a complementary team: implementer + nurturer = consistent execution and trust
Foundations first. Creativity second. That’s how you scale sustainably

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