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Leading Without an Office: How One Team Leader Built Culture, Productivity (and Revenue) Remotely
- Wendy Forsythe
- Jul 7
- 3 min read
Updated: Jul 8
In today’s shifting real estate landscape, where market headwinds and tightening margins challenge even the savviest professionals, team leaders are being forced to rethink everything: office space, marketing budgets, team structure—even what growth means. But for one team leader at eXp Realty, success didn’t require square footage or costly hires. It required a shift in mindset.
From Overhead to Opportunity
At his peak, this team leader built a production machine—176 agents under one roof. Leads were flowing, training was structured, and everything followed his playbook. But when the market tightened and leadership gaps emerged, it was time for reinvention. Enter eXp Realty, with its cloud-based model and low overhead.
Still, old habits die hard. “Do I need an office?” he asked. “Do I need to hire a marketing team?” These questions were rooted in a legacy mindset—one where physical presence equated to productivity. But in this new era, the answer was clear: No.
“Many of our top team leaders don’t maintain traditional offices anymore,” I reminded him. “And when they do, they’re often empty.”
The answer wasn’t more space. It was more strategy.
Using Systems to Replace Space
Rather than signing a lease, this team leader was encouraged to use flexible space like Regis—available to all eXp agents for meetings and events. This pivot provides the best of both worlds: opportunities for team synergy without the weight of monthly overhead.
Want to build camaraderie and drive production? Schedule regular in-person touch points: quarterly reviews, weekly accountability meetings, or skill-building workshops. “There’s power in face-to-face,” he agreed, “but it needs to be intentional, not expensive.”
Culture Through Accountability
The most revealing moment came when we talked about what was really holding the team back.
“Flyers don’t make you money,” I said. “Talking to people does.”
His agents, like many in the industry, were mistaking activity for productivity. They were stuck doing busy work not business generating work. That’s when we introduced a simple but powerful framework: the “Zero to One Club.”
If an agent hadn’t closed a deal last quarter, they were in the club—and expected to show up, be coached, and produce. The goal was one deal per quarter, at minimum. That’s how you stay in the business.
And for those who couldn’t—or wouldn’t—participate?
“You don’t need to save everyone,” I told him. “Run with the people who are running with you.”
Leadership Is a Conversation
It’s tempting to believe that more systems, more money, or more tools will solve performance gaps. But often, what’s needed is a shift in how we speak to our agents. It's about honoring their word to themselves, not just to you.
“When agents say they’ll do something, and then they don’t,” I shared, “you have to reflect it back to them. Not in judgment, but in truth.”
Do they want to be the kind of person who keeps their promises—or not?
That single conversation, delivered with care and clarity, is more powerful than any marketing campaign. It’s what builds trust, drives change, and defines culture.
Focus on What Moves the Needle
As we wrapped up, the path forward became clear. Don't spend on a marketing team. Don't lease an office. Instead, invest in your agents—equip them with scripts, systems, and support. Get them out of doing busy work and into business generation work. Hold them accountable. And protect your energy for those who show up, not those who opt out.
“You’ve already built something powerful,” I told him. “Now it’s about pruning what doesn’t serve, and nurturing what does.”
The lesson? When you lead with clarity instead of complexity, you don’t need a building to build something great. Just vision, structure, and a team ready to rise.
Let's Grow,
Wendy Forsythe
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