If you worry about it too much, you may damage your body. This is one of the many leadership lessons Matt Delhougne has learned. From being a police officer to running a team of 70 agents in St. Louis that closes 950 deals a year, Delhougne has seen it all.
On today’s episode of Real Estate Insiders Unfiltered, eXp’s DRG Chief Vision Officer unpacks everything from burnout, broker models, MLS politics, Google’s real estate data play, and the two tools that truly matter to agent success.
We also dive into his unique zip code-based lead rotation system, team culture, agent recruitment, the illusion of control, and how agents can actually crack the SOI code. (Hint: That’s not what your broker told you.)
This is a masterclass in sustainable scale, servant leadership, and leading with the heart without losing your sanity.
highlights
A former police officer, Delhougne brings a leadership style rooted in service and simplicity. He shared how he structured his ISA staff to segment markets into patrol-beat-like “zones,” have scheduled days off for lead handling, and mop up overruns and follow-ups.
Learn:
His overall team structure and lead flow system Why the only two things that still matter are SOI and listing presentations How he’s breaking through SOI’s walls of resistance Tips to make your business feel personal again with strategic, simple gestures How to talk to agents in recruiting (without talking about divisiveness)
Delhogne also shared hard-learned lessons about avoiding leadership burnout that nearly destroyed him by being too careful and on cruise control. From skepticism about AI to dreams of MLS data, this episode is packed with real-world lessons and honesty.
Connect with Matt on LinkedIn. Learn more about DRG on Facebook, Instagram, Zillow, and Google.
Real Estate Insiders Unfiltered is currently available exclusively on Inman. Enjoy agent and team-focused content every Monday and leadership interviews every Wednesday. Listen on Apple or Spotify.
James Dwiggins is co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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