June 10, 2026Most team leaders think the fix for flat production is simple. Hire more agents. In this episode Brooke and Karlton Utter from Reside sit down to push back on that instinct and explain why so many teams are quietly solving the wrong problem.
They get honest about the real difference between a hiring problem and a development problem, and what it actually costs you when you confuse the two. Karlton walks through how to reverse engineer a production goal into the exact hires you need, why recruiting without a real support system is unfair to the agents you bring on, and how the right onboarding experience sets the tone from day one.
Brooke shares what she sees inside teams every single day, from rosters full of agents who have not logged in for a month to piles of leads that never get touched. Together they dig into accountability that actually sticks, the one on one conversations that move the needle, and the patience it takes to give a new agent a real first year ramp up.
If you have ever looked at your roster and wondered who you would trust with your next big referral, this conversation is for you.
Chapters:
- (00:00:00) Why most teams are solving the wrong problem
- (00:03:11) Recruiting as strategic growth, not just adding bodies
- (00:08:04) Reverse engineering your production goal into the right hires
- (00:12:58) What a real onboarding and training system looks like
- (00:17:46) Treating real estate like a job and checking in daily
- (00:23:35) Why experienced agents leave and how to keep them
- (00:29:42) One on ones, the Oreo method, and the got a minute trap
- (00:35:28) What the first year really looks like for a new agent
- (00:41:15) Development problem or mindset problem
- (00:47:33) Where to start: systems, tools, and your best recruiters
Links and Resources:
- Karlton Utter on LinkedIn
- Team Leader Secrets by Suneet Agarwal
- Reside Platform
- More Reside Platform Podcasts
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