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Zandra Ulloa runs over $200 million a year whether she has 70 agents or 17, and the reason is her systems.

She's done over $4 billion in sales and 4,000+ transactions in 13 years in San Diego. After scaling to 72 agent partners, she's now deliberately shrinking the team to a smaller group of high producers and rebuilding it around the systems she's spent 13 years refining.

She explains:

The "red, yellow, green" system she uses to delegate, and why it gets her 100 times better results
The Trello board she's built to template every step of a transaction, from listing prep to closing
The team huddle she's run every single morning for almost 5 years
How her top agent closes 50+ deals a year, 100% from his sphere, with zero leads from her

We cover:
(00:00) Intro
(01:30) The Year She Lost Her Dad, Her Marriage, and Half Her Team
(08:30) What She Changed About Every Agent on Her Team
(14:30) Why She Tracks Effort, Not Performance
(16:30) Going From 72 Partners Down to 25
(20:00) Do You Want More Volume or More Units?
(24:30) How Her Top Agent Closes 50+ Deals a Year From SOI
(28:30) The Daily Huddle Call She's Run for Nearly 5 Years
(31:00) Why Her Day Starts at 4 AM
(37:30) The Red, Yellow, Green System That Gets Her 100x Better Results
(41:00) The Trello Setup That Runs Her Entire Business
(51:30) The Quarterly Question She Asks Every Agent
(59:00) The 1099 Mistake That Can Wreck You in California
(01:11:00) The Morning, Afternoon, Evening Content Rule
(01:12:00) Why $1M in California Really Means $300K

Resources:
Zandra’s links:
Website: https://www.sdhomeowners.com/
Instagram: https://www.instagram.com/zandra_ulloa/

YouTube: https://www.youtube.com/@zandraulloarealtor5845

My Links:
📧 Newsletter: www.breakingandbuildingleaders.com/
🎙 Podcast: https://podcasters.spotify.com/pod/sh...
🎥 YouTube: https://www.youtube.com/@BreakingandBuildingLeaders/featured
🐣 X: https://x.com/andrewbayon
📸 Instagram: www.instagram.com/andrew_bayon/
🕺 TikTok: www.tiktok.com/@andrewbayon

A little about us:
- 10 years ago I made thousands of sales calls
- I was unfulfilled on the rollercoast of referral based sales
- I was overweight
- 7 years ago I spoke on stage at Curaytor about marketing
- I was the marketer for 5 top teams in the US spending several million on paid ads
- We were posting content on social but a little aimlessly
- Now we've generated well over $10 million in GCI directly from YouTube for agents
- Run many of the top YouTube channels from 0 to 50k in real estate
- Scaled the only hyper local newsletters across 50+ markets
- We grew our team at Knwn Local to 45 people
- We believe building a media brand is the new way to grow your business and own your market now. Instead of renting your business with expensive leads, you can own it with an audience.

- Brand is one of the highest leverage things in business that scales your impact beyond you.
- Big visions often don't make sense to small-minded people.

If you want to have a greater impact, you'll have to make greater sacrifices.
My message: Don’t be well known, be Knwn well.
I'm pumped to help you grow & scale your business with this content.

DISCLAIMER:

Information shared here is for educational purposes only. Individuals and business owners should evaluate their own business strategies, and identify any potentials risks. The information shared here is not a guarantee of success.

We make these videos to help build the leaders of tomorrow, but also there are a lot of “coaches” and “claims” on social media and hard to cut through the clutter. I post these to build trust with real estate professionals through value and real experience. And if they’re awesome and see the value and need help - we work together.