The Will and Skill Behind Agent Productivity with Justin McLellan

Show Notes

Justin McLellan

Go inside a top-ten team in the nation ($1B in sales volume and nearly 2,500 transaction sides in 2023) in this Inside The Team episode with Justin McLellan, Head of Agent Productivity for The Laughton Team in Phoenix, Arizona.

After nearly 15 years of teaching in a high school classroom, Justin joined the team to improve the engagement and efficiency of real estate agents. He’s been the point person on multiple lead sources, including the Zillow Flex program.

Justin shares here what he learned by listening to more than 1,000 phone calls and how he turned those insights into multiple playbooks, as well as the relationship between will and skill in driving the productivity of their 200+ agents.

Watch or listen for Justin's insights into:

Tips for piloting and experimentation, including the willingness to fail and to test even the smallest things
A description of his role as Head of Agent Productivity
Why “all leads are created equal” and how they bring multiple lead sources into one funnel
What he learned by listening to more than 1,000 phone calls between agents and potential buyers and sellers
How he turned those learnings into multiple playbooks
The balance of will and skill - of engagement and effectiveness - that drives agent productivity
How they invest in and distribute leads across hundreds of agents and multiple offices
The unique benefits of the Zillow Flex program
The passion behind his work as a high school teacher and with The Laughton Team

At the end, learn why he wore multiple hats (literally) over the past couple of decades!