$100M+ TEAM INTERVIEW | You Don't Have a Team - You Have a Collection of Agents (Tom Toole)

Most "teams" aren't teams—they're loose collections of agents. Tom Toole, leader of the #1 RE/MAX team in PA/DE and #12 nationwide, breaks down the org design, systems, and leadership choices that turn headcount into a true business.

He also shares why he's stayed in production on purpose, how his team outperforms the market, and the 90-day plan agents can actually hit.

In this episode:

The moment Tom knew he needed a team (80 deals with one ops partner) and how he structured his org

Why 5–6 people doing 30 deals is a collection of agents—not a business

When to start a team (and when not to): thresholds, temperament, and timing

Money and time truths: vacations are a systems issue; teams require upfront capital

Staying in production for profit and credibility—and when to taper

The 3–7 year build timeline, key phases, and navigating the messy middle

Staff that drives per-agent productivity: ISAs, ops, marketing, sales management, TC, listing management, talent scout

Outperforming the market: 13–14 deals per agent; up 6–7% YOY in a down market

Tom's Instagram: https://www.instagram.com/tomtoole3rd/