75% → 25%
Kathy’s share of total volume
$10M → $55M
Team volume, 2024 to 2026 pace
$212K → $1.3M
Team GCI
2 → 23
Agents on the team
THE STORY
She wasn’t trying to sell more. She was trying to build something that didn’t need her to.
Kathy Courtney was already successful. Nearly $30M in personal sales volume a year. One of the stronger producers in Reno. By any conventional measure, she’d made it.
But she could see the ceiling.
If the business was $29M Kathy and $10M everyone else, then the business was really just Kathy. The team was a support structure around a solo producer, which meant it would only ever be as big as she could personally carry.
She wanted to learn how to build a real team. Not add agents around her production, but build an organization where the people around her were the engine.
Kathy joined Reside in April 2024 and committed to the shift. She started with two agents and focused on recruiting, developing, and holding her team to the standards that would let them produce without leaning on her.
The flip happened faster than most would expect.
In 2024, the split was 75% Kathy, 25% team. By 2025, it had completely reversed; 25% Kathy, 75% team. Her personal production dropped from $29M to $10M. Team volume went from $10M to $34M. Total volume grew from $39M to $44M.
She produced less. The business produced more. By 2026 pace, the team is tracking toward $75M in total volume, with $55M of it coming from the agents around her.
That’s what building a team actually means.
THE NUMBERS
The flip — one year, completely different business.
Total volume grew every year. But the more important number is the ratio. When the team becomes the primary driver of production, the ceiling disappears.
WHAT SHE BUILT WITH RESIDE
A team that produces, with or without her in every deal.
01
The recruiting foundation
Two agents to twenty-three in just over two years. She built a pipeline and kept it running consistently, which meant the team had the headcount to actually carry the production shift.
02
Agent development that made the flip possible
Team volume doesn’t jump from $10M to $34M without agents who can actually close. Kathy invested in training and development that made her agents more productive, so stepping back from her own production didn’t create a gap, it created room.
03
The discipline to actually step back
This is the part most top producers never do. Pulling back your own production while the team is still proving itself takes real conviction. Kathy made that call, and the numbers show what happens when a top producer fully commits to building instead of just selling.
IF THE BUSINESS IS MOSTLY YOU, IT’S NOT A BUSINESS YET. IT’S A JOB WITH A TEAM ATTACHED.
Book a Discovery Call. We’ll walk through what it actually takes to make the flip, and what your team could look like when the production stops running through you.
