[Episode 4 in the Inside Whissel Realty series on Real Estate Team OS]

Learn from school-teacher-turned-ISA-turned-sales-leader Rachel Choo how the skill of regulating emotions improves sales as we dive into the agent training, mentorship, and role-play behind the #1 team in San Diego, a top team in the nation, and a top team in eXp Realty globally.

Rachel also shares insights into their top lead sources, lead distribution process, and lead team policy, as well as the way agents move through four tiers or quartiles based on their production levels.

Watch or listen to this Inside Whissel Realty episode with Rachel Choo for insights into

- The critical balance of clear expectations and values alignment

- The scope and mission of the Director of Sales role, including key leadership roles within sales management

- The path from school teacher to ISA to Director of Sales, including the commonality between working with agents and working with parents and children

- Why agents need to build the skill of emotional regulation and ways to do so

- The three main topic buckets of agent training - and their connection to the mentorship program

- The financial and non-financial reasons mentors participate in the mentorship program

- Why they held off on training around the NAR settlement and changes to buyer agency

- Specific value propositions buyers agents have on the team - including the VIP Buyer Program and the Love It or Leave It Guarantee

- Top lead sources and how agents get access to those sources

- How they set sales goals, track pipeline, and adjust training

- How agents land in the Bronze, Silver, Gold, or Platinum quartiles and what they mean

- How niching down will help them level up in the year ahead

At the end, learn how book selection supports resting, relaxing, and recharging, as well as learning, growing, and developing - and the preferred location for both.

Whissel Realty Group:
- https://www.instagram.com/rachooqua/
- https://thewhisselway.com/
- https://www.instagram.com/thewhisselway/
- https://whisselrealty.com/

Real Estate Team OS:
- https://www.realestateteamos.com/subscribe

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

[Episode 3 in the Inside Whissel Realty series on Real Estate Team OS]

From third-generation real estate agent to team operations leader, Shannon Youssefi has unique experience and skillsets. Even within Whissel Realty Group, brokered by eXp Realty in San Diego, she’s been in multiple seats from listing management to transaction coordination to (now) Director of Operations.

Shannon shares lessons learned while unifying systems and technologies across the company. This never-ending process seeks to provide more leverage to agents, more clarity and efficiency for staff, and a better experience for clients.

Pay special attention to tips on storytelling with data to improve sales and working successfully with international VAs.

Watch or listen to this Inside Whissel Realty episode with Shannon Youssefi for insights into:

- How issues take care of itself when you have the right people in the right seats

- The unique experience and skillsets of a salesperson turned ops leader

- The evolution and scope of the Director of Operations role, including the people and teams she oversees and the people she connects with daily, weekly, and monthly

- Building the “backbone of the whole sales funnel” - the process and the benefits

- Storytelling with data for better training and results

- The never-ending process of improving listing management and transaction coordination, including roles, rules, and exceptions

- The core tech powering operations - and the role of the data scientist

- Lessons learned from building the international team of VAs from one to 25 members

- Why problems and mistakes are often a “me” problem, not a “them” problem

At the end, learn how a stockpile of phone cases is more attractive than selfie mode.

Whissel Realty Group:
- https://thewhisselway.com/
- https://www.instagram.com/thewhisselway/
- https://whisselrealty.com/

Real Estate Team OS:
- https://www.realestateteamos.com/subscribe

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/

[Episode 2 in the Inside Whissel Realty series on Real Estate Team OS]

From head of acquisition for an eliminated partnership program to ISA team builder to EOS integrator and hands-on COO to eyes-on/hands-off COO, Chris VanderValk has seen and contributed a lot to Whissel Realty Group brokered by eXp Realty in San Diego.

In this conversation, he walks the line between criticism and positivity, explains how the Agent Concierge Experience team and new Agent Advisory Board help agents, talks through lead sources, and describes how and why they left the cap model and allowed agents to claw back splits through GCI.

A top theme: creating more leverage for agents.

A primary lens: “We have to make this so valuable people can’t leave - period.”

A result: the #1 real estate team in San Diego and consistently a top team in the nation and in eXp Realty globally.

Watch or listen to this Inside Whissel Realty episode with Chris for insights into:

- Improving processes and results through a culture of “hyper criticism with positivity”

- The arrival into and evolution of the COO role and the EOS process (including a layoff, a resignation letter, and a democratic process)

- How and why they’re launching an Agent Advisory Board (including interviewing, selecting, tasking, and rewarding the agents)

- Ways to enhance agent productivity in a profitable way (including their ACE or Agent Concierge Experience team)

- How and why they successfully transitioned from a cap model to a no cap model and uniquely allow agents to claw back splits through GCI tiers

- A rundown of top lead sources from open houses to the “belle of the ball” (Zillow Flex)

- Enhancing agent leverage in 2025 through changes to the ACE and ISA teams

- Why the traditional job of a real estate agent is “illogical”

At the end, the fun and relaxing nature of catching, cleaning, cooking, and eating halibut and corvina.

Chris VanderValk:
- https://www.instagram.com/chris_vandervalk/
- https://whisselrealty.com/
- https://thewhisselway.com/thewhisselway

Real Estate Team OS:
- https://www.realestateteamos.com/subscribe

- https://linktr.ee/realestateteamos

- https://www.instagram.com/realestateteamos/