Starting your own real estate company plus hiring a Rockstar sales team is not an easy feat.

However, on today’s Tom Ferry Podcast Experience, I talk with DJ DellaSala, broker and owner of Ancient City Real Estate in St. Augustine, FL.

We talk about how he decided to open the doors of opportunity to himself by starting his real estate company and immediately zooming in on the right characteristics he needed to have on this sales team.

DJ shares how to provide the correct platform, coaching and insightful tips on hiring qualified real estate agents. We also focus on the hacks he uses to activate old leads and the methodical steps he incorporates for his lead evolution.

If you’re thinking of starting your own team, I highly recommend you take the time to listen to my interview with DJ in order to get a clear vision of what you are looking for – and what you’re not. His insights into the benefits of your office culture, what types of tech support to utilize and more will make your recruiting a much smoother process for your company.


In this episode we talk about…

1:40 – Learn about DJ’s immersion to real estate

4:19 – How DJ started Ancient City Real Estate

7:05 – DJ explains the business model of Ancient City Real Estate

9:10 – Find the right platform and coaching for your real estate team

11:25 – DJ shares insightful tips on how to hire qualified real estate agents

13:50 – Helpful interview prep, profile and questions you can incorporate to your hiring process

15:15 – A well-rounded training process will help you retain accountable and passionate agents

19:06 – How to use your new leads and get your new agents in cadence of calling

21:20 – Accountability in a team is key for lead flow

22:25 – DJ shares how to shift leads with your team

24:12 – Having your team be accountable is not micromanaging

26:40 – DJ shares the steps on how he started his lead evolution in St. Augustine, Florida

30:10 – DJ’s methodical lead evolution not only provides transactions but also excellent results for agents

33:00 – Know your agents’ needs to know how many leads and transactions they can handle

36:57 – It’s beneficial to place your team members in the correct geographical locations in order to convert leads

37:51 – DJ shares his killer hacks on how to activate old leads

39:40 – Sales competition and challenges motivate your real estate team!

41:07 – Know what characteristics not to hire for your real estate team

42:00 – Learn DJ’s hard and gratifying parts of working in real estate


Coldwell Banker

Ancient City Real Estate


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Montell Jordan