You are the profit center
When most of the profit comes from your own closings, the team is a cost you carry, not a business that pays you.
Fix: know your real team P&L
Season 4 · The Weight
You built a team. So why are you still carrying it?
You recruited them, trained them and fed them leads. But your own closings still keep the team profitable, your costs never take a month off, and stepping back feels impossible. You do not need to quit. You need a better model.
Does any of this sound familiar?
- Your own deals are what make the team profitable.
- You pay for the leads, the admin and the CRM, and agents still leave once they are trained.
- Your agents want bigger splits, more leads and more of your time every year.
- You are the top producer, the trainer, the recruiter and the therapist.
- You cannot step back without the numbers falling apart.
- Shutting it down feels like failing, so you keep carrying it.
Free for Season 4
Team Attraction Playbook
How top DFW teams attract motivated agents instead of chasing them: your recruiting message, where to find agents, and the attraction offer that makes them come to you. Walked through with you on a quick call.
You did not fail. The model is working against you.
Most teams make the leader the engine, the bank and the safety net at the same time. Three things usually break.
Costs without leverage
Leads, admin and marketing get paid every month. Agents who do not produce, or who leave, never pay them back.
Fix: cut fixed team costs
A structure that caps you
Your brokerage takes its share on your deals and your team's deals, on top of everything you already fund.
Fix: a model that pays you to lead
Plug in your team. See what it really pays you.
Use last year's real numbers. The defaults are only an example. Nobody sees this but you.
Cost of sales*
30.8%
Healthy
Profitability line: 55-56%
*Cost of sales shown here does not include brokerage commission splits, caps, royalties or fees. Figures are estimates for illustration only and not a guarantee of income or profitability.
Your team, honestly
Team GCI$400,000
Agent commission payouts-$200,000
Brokerage on team deals-$36,923
Operating costs-$108,000
Replacing agents who leave-$8,400
Team net$46,677
Profit from your own deals
83%
Per hour you lead
$46.68
Team costs in a zero month
$9,000
Net margin
42.1%
Your own deals: where you are vs at eXp
NowAt eXpGCI$250,000$250,000Brokerage split and fees-$23,077-$21,270You keep$226,923$228,730
Your cost of sales* is 30.8%, inside the 55-56% profitability line. 83% of what you take home comes from your own deals, and your team adds $46,677 for about 1,000 hours of leadership, roughly $46.68 an hour. At eXp you would keep $1,807 more on your own deals alone.
Estimates for illustration only, not a guarantee of income. eXp figures use the published 2026 structure: 80/20 split, $16,000 annual cap, $85 monthly fee, $250 post-cap transaction fee dropping to $75 after $5,000 paid. Revenue share and stock awards vary and are not modeled. Per eXp Realty's official U.S. income disclosure, the median revenue share for a typical (Tier 1) agent in the 2025 performance year was $0. eXp Realty Income Disclosure
*Cost of sales shown here does not include brokerage commission splits, caps, royalties or fees. Figures are estimates for illustration only and not a guarantee of income or profitability.
Want your numbers reviewed? Request a private Team Reality Check
Keep the team. Lose the overhead.
You do not have to shut anything down or start over. You keep your people, your name and your role as their leader. What changes is how the economics work, so the team starts paying you instead of the other way around.
Keep your team
Run it under an eXp team model: Full Cap, Half Cap or Quarter Cap, based on your production.
Lower caps for your agents
Half Cap drops agent caps to $8,000 and Quarter Cap to $4,000, with leader production requirements.
No brokerage overhead
Your fixed cost is $85 a month. No lease or brokerage payroll on your side.
Paid on what you build
Revenue share on agents you attract to eXp. It varies; read the income disclosure first.
Team model qualifications and terms can change. Confirm current terms with eXp.
My story
I carried the same weight.
I know this season because I lived it. My brother Austin and I built The Good Home Team in 2009, and for 12 years I ran it at Keller Williams.
Leading a team there felt like I had only one path to grow and make an income, and it did not leave me much room to truly help my agents. If an agent left my team, I had no incentive to keep helping them.
In July 2019, my team and I moved to eXp Realty.
We could finally run faster. Instead of just telling our agents to sell more houses, we had real options to help them earn more: building monthly revenue share and adding stock to their portfolios. And if an agent ever left our team but stayed at eXp, we were still partners, with every reason to keep helping them.
“It is refreshing to be in true collaboration with agent partners, rather than feeling like we are all each other’s competition.”
- 2005Started as an unlicensed assistant
- 2009Partnered with my brother Austin and built The Good Home Team
- 12 yearsRan the team at Keller Williams
- July 2019Moved the team to eXp Realty
- 2025162 team sides, RealTrends Verified #1 team in Plano, 220+ agents sponsored
Why agents partner with me at eXp
Keep leading your people. Finally get the support leaders never get.
Team leaders give everyone support and rarely get any. Partnering with me changes who carries the weight.
An active operator, not a recruiter
Nick is still selling, investing and leading companies, using the same systems he teaches you.
Leader-to-leader mentorship
A trusted partner who has built and led a team, and knows exactly what you are carrying.
Multiple income streams
Production is the starting point. Learn revenue share, investing, recurring income and ownership.*
Opportunities you do not fund alone
We build CRM automations and ad flow for you and your team, and help you tune ads for performance, so feeding the team is not only on you.
Attraction, not just recruiting
Your team plugs into a real community, training and tools that make agents want to join you, not just stay.
Proven strategies, written down
A clear, written business plan and the guidance to run it. You always know what to do next.
“I’m not looking for agents who just want a different brokerage. I’m looking for motivated agents who want to build something bigger, and want the right people, systems, training, technology and community around them to do it.”
Picture next fall: the same team, a plan everyone runs, opportunities you are not funding alone and a leader-to-leader partner who has carried the same weight.
*Revenue share and stock awards vary and are not guaranteed. Per eXp Realty's official U.S. income disclosure, the median revenue share for a typical (Tier 1) agent in the 2025 performance year was $0. eXp Realty Income Disclosure
Questions
Is my real estate team actually profitable?
Subtract team costs and the cost of replacing agents who leave from your team's share of agent GCI. Many leaders find most of their take-home comes from their own deals. The calculator above shows yours.
Can I move my real estate team to eXp Realty?
Yes. Team leaders can run their team under eXp's Full Cap, Half Cap or Quarter Cap models, depending on qualifications. Confirm current terms with eXp.
What happens to my team's economics at eXp?
Your fixed brokerage cost is $85 a month, splits are capped, and you can earn revenue share on agents you attract. Revenue share varies and is not guaranteed.
Bring your team's numbers. I will show you the math, confidentially.
A private 30-minute conversation, leader to leader. If your team model is working, I will tell you. If it is not, you will see exactly what it is costing you and what your options are.