You don’t grow to nearly 1,000 transactions a year by accident. You do it with structure, culture, and brutally clear expectations.
In this episode of Real Estate Insiders Unfiltered, James and Keith sit down with Mike Hogan and Alicia Pittman of The Hogan Group one of the top-performing teams in Virginia. Together, they’ve built an 80-agent operation that still feels personal, thanks to their innovative micro-team model, mentorship programs, and “clarity is kindness” leadership philosophy.
They share:
- Their full org structure, lead source mix, and onboarding process
- Why new agents must hit clear milestones—or move on
- How AI and ISAs help optimize their database (without replacing agents)
- What it really takes to retain top agents in a high-turnover world
- Why their recruiting starts by trying to talk agents out of joining
They also discuss the Compass/Anywhere merger, how small teams can compete, and what AI means for the future of connection in a tech-saturated world.
If you’re a team leader, broker, or solo agent trying to build something with staying power—this is the roadmap.
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Links mentioned during the episode:
Connect with our guests:
- Connect with Mike on LinkedIn.
- Connect with Alicia on LinkedIn.
- Learn more about The Hogan Group on Facebook – Instagram or online at hogangrp.com.
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