Unlocking Real Estate: Colibri Real Estate Podcast
Welcome to Unlocking Real Estate - My First Commission where we dive into real stories, big wins, and early lessons learned from highly successful rookie real estate agents and brokers. This is the podcast where we explore how real estate can transform lives one home at a time by sitting down each week with a new agent or broker who has found incredible success in their first year.
Your hosts are instructors and leaders at Colibri Real Estate school, one of the largest real estate educators in the nation where we focus on helping people like you get started or find continued success in their careers.
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Unlocking Real Estate: Colibri Real Estate Podcast
From Rookie to CEO: How Lindsay Smith Led 500 Agents to $1.45B at Keller Williams
Lindsay Smith went from new agent to leading a 500‑agent Keller Williams market center doing $1.45B in volume—fast. In this episode, she breaks down the exact moves that built her business (and later her leadership style): saying yes to the right coffee, authentic follow-up that isn’t “just checking in,” turning local knowledge into conversion, and building a leadership team that complements your strengths.
What you’ll learn:
The lender partnership that became a top referral engine
Follow-up that adds value (equity calls, Homebot, “word swaps”) without the cringe
Converting online leads through hyper-local expertise (schools, city updates, permits)
A simple open-house system: aim for 2 signed clients per event
Why foundations beat “shiny object” tactics (Gary Keller’s triangle: foundation → creativity)
How to lead authentically and build a team around complementary strengths
Finding a niche (VA loans, military families, moms) and letting your lifestyle drive lead gen
2025 market snapshot: inventory, rates, pickier buyers, and where opportunity is shifting
New-agent advice: move from fearful to fearless, move fast, and find mentors
Chapters:
00:00 Meet Lindsay Smith — 500 agents, $1.45B volume
00:51 What a KW Team Leader/CEO actually does
03:03 The coffee that changed everything (lender partnership)
08:33 Authentic follow-up that isn’t “just checking in”
12:19 From brand-new agent to 21 deals in year one
16:13 Converting online leads with local expertise
20:53 Niche: VA loans, military families, and moms
21:48 Call openers that create connection
22:33 From agent to CEO in 6 years
23:19 COVID pivot and moving to KW South Park
25:01 Teaching, masterminds, and saying no to the wrong role
27:41 The offer to lead — imposter syndrome and saying yes
30:43 Day one as Team Leader + learning fast in Austin
31:28 Overcoming imposter syndrome (with a surprise call)
36:26 Building the right leadership team (snuggler vs implementer)
37:40 Leading authentically (the 2024 shift)
40:06 Models vs culture — serving what agents actually need
43:02 Why new agents win here: foundational > “try” mindset
46:16 Open-house strategy: 2 signed clients per event
47:56 Goals, the $100K myth, and time freedom vs flexibility
49:27 Make your lifestyle your lead gen
50:06 Words that work: simple swaps that open doors
51:54 2025 trends: inventory, buyers, rates
56:00 New-agent advice: be fearless, move fast, find mentors
59:36 Final takeaways: savings, live budget, find your “home” office
1:00:00 Close
Guest:
Lindsay Smith — Team Leader/CEO, Keller Williams South Park (Charlotte). Known for building authentic partnerships, VA loan expertise, and growing agents through foundational coaching and culture.
Key takeaways:
Track your referrals and double down on what works
Swap “just checking in” for valuable touchpoints (equity updates, local intel)
Build a complementary team: implementer + nurturer = consistent execution and trust
Foundations first. Creativity second. That’s how you scale sustainably
Want to be featured on My First Commission?
We’re always looking for inspiring rookie agents!
📧 Email us at UnlockingRealEstate@ColibriRealEstate.com or click this form (https://share.hsforms.com/1o4DbEqKvQwSzoMTSnrznZQ8ish) to apply.