This episode kicks off a new series focused on top-producing agents and teams, featuring an unfiltered conversation with Gary Ashton and Debra Beagle, the co-owners of The Ashton Real Estate Group of RE/MAX Advantage. They reveal their unusual paths into the business—Gary as a professional drummer and motel owner from England, and Debra as an environmental chemist. Their origin story, a chance meeting at a broker open, highlights the power of complementary skills, with Gary’s vision and brand-building balanced by Debra’s operational discipline and client-centric approach. This partnership became the foundation for their team, now a global leader within the RE/MAX network.
We take a deep dive into their operational structure, a system designed to free agents from administrative burdens so they can focus on clients. They share their “juicy ratio” of one staff member for every five agents, a stark contrast to industry norms, which enables them to provide robust support. This includes in-house photographers, transaction coordinators, and a team of licensed inside sales agents (ISAs). Their ISAs are the first point of contact for leads, making an average of 38 touches to convert a client into an appointment, a number they say most individual agents cannot achieve.
Gary and Debra also unpack their powerful, multi-channel lead generation strategy. Emphasizing the importance of building a strong online presence through SEO, which Gary contrasts with the “renting space” model of PPC. Their bold approach to brand marketing includes innovative sports sponsorships, such as securing a vast tailgate space for their wrapped RV at NFL games instead of a private suite. They also credit their partnership with Realtor.com for providing high-quality inbound leads. Ultimately, they stress that success is a long-term play, requiring a business mindset, a firm grasp of numbers, and the willingness to push forward when others pull back.
Gary and Debra’s TechStack (PDF)
Connect with Gary on – LinkedIn – Instagram – X – Facebook.
Connect with Debra on – LinkedIn – Facebook.
Learn more about The Ashton Real Estate Group of RE/MAX Advantage:
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