Amy Chorew speaks with Real broker and team leader Tim Macy about building and growing a sustainable team in any market.
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In the fast-evolving world of real estate, successful team leadership requires a blend of vision, innovation and a deep commitment to serving clients. Tim Macy, a well-respected team lead and broker at Real with a downline of some 9,000 agents, exemplifies these qualities through his unique approach to building and guiding a high-performing real estate team.
In this interview, Macy shares his insights on leadership, technology and the changing landscape of the real estate market.
Q: Tim, tell us a little about your journey into real estate and how you became a team lead.
Tim Macy: I got out of the Air Force and found myself starting over in San Antonio with nothing. My wife and I didn’t know anyone there. I was mowing lawns and driving for Uber to make ends meet.
While mowing lawns at apartment complexes, I would listen to real estate investment podcasts, imagining myself owning apartment complexes one day. Getting licensed in real estate seemed like a natural next step to push forward on the investment side.
It’s funny how it came full circle because now, I do invest in apartment complexes. But what really pulled me in was helping people. I found that solving people’s problems was even more fulfilling than just making financial deals.
Q: What do you think sets your team apart from others in the industry?
Tim Macy: Our approach is focused on value over obligation. I think there’s this idea that agents should do enough little things for their clients so they feel obligated to work with them. Instead, we prioritize providing meaningful and relevant value to our clients.
Our content, communication and follow-ups are all about what is important to them, not what benefits us. This strategy of being helpful rather than manipulative has been key to building real relationships and trust.
Q: Can you share some of the challenges you’ve faced as a team lead and how you overcame them?
Tim Macy: One of the biggest challenges is profitability. New team leaders often chase top-line numbers like sales volume and GCI but neglect profitability. Growth doesn’t solve profitability problems; it usually makes them worse.
I’ve also learned that hiring the right admin and onboarding them correctly makes a big difference. You have to list everything you do and break it down into specific tasks before hiring someone to handle them.
Q: Technology is reshaping the real estate industry. How is your team adapting to these changes?
Tim Macy: We embrace technology as a tool to enhance, not replace, the human element of real estate. AI, for example, has made it easier to analyze market trends and provide clients with the most relevant information. But at the end of the day, relationships are everything.
We use technology to improve efficiency and enhance the client experience, but our focus remains on building meaningful connections.
Q: What advice would you give to aspiring team leads in real estate?
Tim Macy: Focus on profitability first. Track your net profit, and make sure your systems are efficient before expanding your team. Bringing on agents without systems in place will only lead to chaos. Also, don’t be afraid to be selfish initially.
Keep production to yourself, and hire support before giving away leads. Otherwise, you’ll end up burning out and losing control of your business.
Q: What’s next for you and your team? What are you most excited about?
Tim Macy: We moved from Texas to Connecticut, which was a challenging transition because Texas is a booming market, while Connecticut is more stable. However, we’ve been able to grow by partnering with agents and building strong marketing systems.
Since June, we’ve done about $30 million in sales. We have an organization of 9,000 agents and a team of 10, allowing us to work on both the macro and micro levels of real estate challenges. My goal is to continue refining our systems to better serve our clients and help agents grow their businesses.
Tim Macy’s journey as a team lead showcases the importance of innovation, adaptability and genuine leadership in real estate. His approach of providing meaningful value to clients, focusing on profitability and embracing technology demonstrates a sustainable model for success.
As the real estate industry continues to evolve, leaders like Macy are proving that success isn’t just about closing deals — it’s about building strong, supportive teams dedicated to delivering exceptional client experiences.
Amy Chorew is an active Realtor involved in investment properties and listing well-staged homes in Connecticut. Connect with her on LinkedIn and Instagram.
