Team leader coaching
Run a team that runs without you.
A split agents want to climb, a scorecard for every agent, and weekly one-on-ones that start with the numbers.
A live person answers. Not a robot, not a phone tree. Updated September 2026.
Give agents a split ladder they can climb, a daily scorecard they can win, and a weekly one-on-one that starts with the pipeline. Then delegate operations and keep selling.
The split ladder
Close more. Keep more.
One tier up every 5 closed deals or $5 million in volume, whichever comes first.
| Closed deals | Agent / team split |
|---|---|
| 1 to 5 | 50/50 |
| 6 to 10 | 55/45 |
| 11 to 15 | 60/40 |
| 16 to 20 | 65/35 |
| 21+ | 70/30 |
How do honest reports work?
- Bad phones out of the math. Leads nobody could call get their own line and never count against the agent.
- Notes first. Read the lead notes before you write the coaching line.
- The leader gets a card too. Same format, same scoring.
- One-on-ones are not check-ins. Lists clean, tasks done, stages set, questions written, before the meeting.
How do lead shifts work?
- One job on shift. Answer calls, call new leads now, work the call plan, set appointments, log notes.
- Lead priority is earned weekly. Database health, contact rate, appointments, agreements, closings and consistency.
- Missed shifts cost shifts. Slow response or missing notes means time off the rotation.
Go deeper
Where to go next.
Questions
About running a team.
How do I start a real estate team?
Three pieces first: a lead source you control, a split agents can climb, and a daily scorecard for every agent. Hire your first agent when you have more leads than hours.
What is a fair real estate team split?
One model: start at 50/50 and move up one tier every 5 closed deals or $5 million in volume, whichever comes first, to 70/30. Team leads and self-generated deals both count.
How do I hold agents accountable?
A daily card with the same six numbers for every agent, a weekly one-on-one that starts with the pipeline, and a card for the leader too.
Book a coaching call
Book a call about team leader coaching.
303-955-4220A live person answers. Not a robot, not a phone tree.
- 20 minutes. Your numbers, your calendar, one plan.
- A real coach. A working team leader who still sells, not a call center.
- No contract on the call. You leave with the plan whether you hire us or not.
Elevate Sales Coaching is run by Brian Lee Burke, team leader of the Kenna Real Estate Group at Keller Williams DTC (KWDTC).