Team Lead Talks

Generating more leads doesn't automatically translate into more closings. Christopher Watters, founder and CEO of Watters International Realty, joins Andrew Becker to break down how real estate teams can generate higher-quality leads, improve conversion rates, and turn existing opportunities into more revenue without constantly increasing their advertising budgets.
In this episode:
Why targeting high-intent sellers matters more than generating large volumes of leads

How probate, divorce, and pre-foreclosure records can help agents identify motivated sellers

How Christopher uses technology to identify website visitors who never submit a lead form

How AI-powered sales coaching helps agents improve listing appointment conversion rates

#RealEstate #RealEstateLeads #LeadConversion #RealEstateMarketing #RealEstateTechnology #RealEstateAgents #TeamLeadTalks
About Our Guest:
Christopher Watters is the CEO of Watters International Realty and founder of TABLEOS Powered by RealSynch, a platform focused on helping real estate teams improve performance through automation, KPI dashboards, scorecards, and conversational intelligence. Since founding Watters International Realty in 2010, Christopher has built a reputation for creating scalable real estate operations, growing his brokerage to $1 million in net profit within three years and successfully replicating his business model across 19 markets. His achievements include being named Austin’s #1 brokerage by the Austin Business Journal and earning recognition from the Inc. 5000 and The Wall Street Journal.
As the author of The Million Dollar Real Estate Team and founder of RealSynch, Christopher brings over 15 years of experience in real estate leadership, business automation, and team development. Having served more than 3,000 families, he now focuses on helping brokerages build high-performing teams through measurable systems, smarter coaching, improved lead conversion, and more effective recruiting strategies.
Mentioned/associated with this episode: 
CHRISTOPHER WATTERS
CEO - Watters International Realty
Founder - TABLEOS powered by RealSynch
Email: chriswatters@wattersinternational.com
Website: https://tableos.ai/
Facebook: https://www.facebook.com/AustinTexasHomes
Instagram: https://www.instagram.com/christopherwatters/
LinkedIn: https://www.linkedin.com/in/chriswatters/
Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks
Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks
Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast
Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc
Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015
Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast
BILLIONS: https://joinbillions.com/

Garrett Cologne saw a gap in Arizona’s highly competitive real estate market and built his independent brokerage around a different approach to listing homes. Instead of relying on the traditional percentage-based model, W3ST Realty offers a $7,500 flat-rate listing package with clearly defined services.
In this episode:
• Why Garrett moved away from charging a 3% listing fee
• How the $7,500 flat-rate model works at W3ST Realty
• Why clarifying his deliverables changed the way he operates
• How the new model increased his listing appointment conversion rate
• Why Garrett believes agents need a clear differentiator in competitive markets
About Our Guest:
Garrett Cologne is the Owner and Designated Broker of W3ST Realty, an independent real estate brokerage serving the Phoenix area and clients across Arizona. After previously leading a real estate team at HomeSmart, Garrett launched W3ST Realty on January 1, bringing an entrepreneurial, client-first approach shaped by his experience building and operating service-based businesses.
His work spans residential and commercial real estate, investment opportunities, and land development, giving him a broad perspective on the Arizona real estate market. From helping individuals buy and sell homes to navigating commercial transactions and development projects, Garrett combines hands-on brokerage experience with the mindset of a business owner. His transition from running a team within a larger brokerage to building an independent real estate brokerage offers valuable insight for agents, team leaders, and entrepreneurs looking to grow on their own terms.
#RealEstate #RealEstateBroker #RealEstateBusiness #RealEstateAgents #RealEstateLeadership #ArizonaRealEstate
Mentioned/associated with this episode: 
GARRETT COLOGNE
Owner and Designated Broker -  W3ST Realty
Email: garrett@w3strealty.com
Website: https://www.w3strealty.com/
Facebook: https://www.facebook.com/W3STRealty/
Instagram: https://www.instagram.com/w3strealty/
Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks
Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks
Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast
Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc
Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015
Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast
BILLIONS: https://joinbillions.com/

Derek Carlson built a real estate organization doing more than $2 billion in annual sales volume, but business success alone did not create fulfillment. In this episode, Derek returns to Team Lead Talks to discuss his new book, Unlock Your MVP, and the personal experiences that led him to develop a framework built around mindset, vision, and purpose.
In this episode:
• Why Derek wrote Unlock Your MVP after rebuilding his life from the inside out
• How three heart attacks and major business challenges changed his definition of success
• Why mindset, vision, and purpose became the foundation of his MVP framework
• How entrepreneurs can separate their identity and purpose from their business
About Our Guest:
Derek Carlson is the CEO and Broker of Realty ONE Group MVP and a nationally recognized leader in the real estate industry. Over the past decade, he has helped build and scale multiple real estate companies supporting more than 1,300 Realtors and facilitating over 50,000 closed properties totaling more than $16 billion in sales volume. Under his leadership, Realty ONE Group MVP earned a national ranking of #86 out of more than 106,000 real estate offices, further establishing Derek as a respected voice in real estate leadership, business growth, and agent development.
Beyond production and performance, Derek is deeply focused on mindset, vision, and purpose. He is the author of Unlock Your MVP, a memoir and personal development framework built from his experiences navigating business adversity, serious health challenges, and personal reinvention. The book explores Derek’s framework for mastering your mindset, expanding your vision, and living your purpose while helping entrepreneurs look beyond business success to build greater alignment and fulfillment in their lives.
A Lifetime Achievement Recipient and RISMedia ICON Award winner, Derek continues to use his experience in business and life to help entrepreneurs and real estate professionals rethink success, strengthen their personal standards, and build with greater purpose.

Fractional hiring gives real estate leaders a way to scale without committing to a full-time hire. In this episode, Kyle Willis, VP of Growth at BELAY, explains how fractional executive assistants and marketing assistants help business owners delegate administrative work, reclaim valuable time, and focus on growing their business.
In this episode:
How fractional hiring helps real estate professionals scale efficiently

Which tasks you should delegate first to an executive assistant

Why buying back your time leads to better business growth

How BELAY matches and supports remote assistants for long-term success

About Our Guest:
Kyle Willis is the Vice President of Growth at BELAY, where he helps business leaders scale with confidence by building high-performing teams and leveraging strategic support. A graduate of Ole Miss, Kyle has developed a strong track record in sales leadership and business growth across the healthcare and business education industries. Prior to BELAY, he served as President of StoryBrand and Business Made Simple, where he helped drive significant company growth while empowering entrepreneurs and organizations to communicate more effectively and grow with intention.
Passionate about helping busy leaders accomplish more, Kyle focuses on solving real business challenges through smart delegation, leadership development, and operational support. His experience in scaling organizations and guiding growth strategies gives him a practical perspective on what it takes to build sustainable businesses without sacrificing what matters most. Outside of work, Kyle enjoys spending time outdoors with his wife and their three boys and values meaningful connections with the people around him.
#realestate #realestateteams #leadership #delegation #virtualassistant #businessgrowth #teamleadtalks
Mentioned/associated with this episode: 
KYLE WILLIS
VP of Growth - BELAY
Email: kyle.willis@belaysolutions.com
Website: belaysolutions.com
Facebook: https://www.facebook.com/belaysolutions/
Instagram: https://www.instagram.com/belay_solutions/
LinkedIn: https://www.linkedin.com/company/belay-solutions
Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks
Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks
Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast
Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc
Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015
Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast
BILLIONS: https://joinbillions.com/
Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/
Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?
Become an integral part of an exceptional network of esteemed real estate experts.
Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.

Artificial intelligence is changing every industry, and real estate is no exception. Georgia Tech computer science student Jayce Walzer discusses why he created SilverKey, an AI-powered platform focused on helping buyers research properties, compare homes, and navigate one of life's biggest financial decisions more efficiently.
In this episode:
• Jayce's journey from AI research to building a real estate startup
• How SilverKey uses AI to simplify property search and evaluation
• Why consumer-focused real estate technology is evolving
• How AI could improve efficiency for both buyers and real estate agents
About Our Guest:
Jayce Walzer is the founder of SilverKey, a free AI-powered real estate platform designed to simplify how people search, negotiate, and purchase homes. After beginning his career in AI research at Georgia Tech, where he focused on artificial intelligence, explainability, and machine learning, Jayce recognized how much friction existed in the home-buying process and set out to build a better experience. He has since assembled a team to develop SilverKey into an end-to-end platform that helps buyers research neighborhoods, discover homes tailored to their priorities, analyze offers, and navigate the transaction with greater confidence. 
Before SilverKey, Jayce worked on multiple AI and real estate technology startups, experiences that shaped his vision for modernizing the consumer side of real estate. His mission is to use artificial intelligence to automate repetitive tasks, reduce complexity, and make buying a home more transparent and accessible. In this episode, he shares his perspective on AI in real estate, entrepreneurship, and the future of the home-buying experience. 
#realestate #artificialintelligence #realestatetech #homebuying #startup #innovation #teamleadtalks
Mentioned/associated with this episode: 
JAYCE WALZER
Founder & CEO - SilverKey
Email: walzerjayce@gmail.com
Website: https://usesilverkey.com/
Instagram: https://www.instagram.com/usesilverkey
LinkedIn: https://www.linkedin.com/in/jayce-walzer/
Team Lead Talks Facebook Page: https://www.facebook.com/teamleadtalks
Team Lead Talks Instagram: https://www.instagram.com/teamleadtalks
Team Lead Talks LinkedIn: https://www.linkedin.com/company/the-team-lead-talks-podcast
Team Lead Talks Spotify: https://open.spotify.com/show/7mSwUWw3b8AFFhDMkCu2bc
Team Lead Talks Apple Podcast: https://podcasts.apple.com/us/podcast/team-lead-talks/id1867510015
Team Lead Talks TikTok: https://www.tiktok.com/@teamleadtalkspodcast
BILLIONS: https://joinbillions.com/
Join our thriving Facebook community Real Estate Teams & Tech at https://www.facebook.com/groups/billions.realestateteams/
Are you eager to expand your knowledge and stay informed about the latest developments in the dynamic world of real estate?
Become an integral part of an exceptional network of esteemed real estate experts.
Here, you'll connect with like-minded professionals, all dedicated to learning, evolving, and fostering valuable connections in the industry.