Learn to increase real estate team production by hearing how Josh Anderson's team closes 45 transactions per agent each year with $135 million is sales volume in Nashville, Tennessee.
In today’s shifting real estate market, teams that prioritize client experience and operational efficiency are the ones that thrive. One such standout is Josh Anderson and his team, The Anderson Group, based in Nashville, Tennessee.
With just six agents and five administrative support staff, they close an astounding 135 million in sales volume annually. Even more impressive, each agent on Josh’s team averages 40 to 45 transactions per year.
So, how does Josh Anderson’s team achieve such high production levels while maintaining an exceptional client experience? Let’s break down the key strategies that can help real estate agents, team leaders, and broker-owners increase real estate team production.
Listen to this episode of The Brian Icenhower Podcast.
VIDEO: How Josh Anderson’s Team Closes 45 Transactions Per Agent Each Year!
The Power of a Strong Agent-to-Support Staff Ratio
One of the most striking aspects of The Anderson Group’s success is their nearly 1:1 ratio of agents to administrative support staff. This level of operational support ensures that agents stay focused on high-value activities like lead generation, client consultations, negotiations, and closing deals. By offloading paperwork, marketing tasks, and transaction coordination to a dedicated admin team, agents maximize their productivity and serve clients at the highest level.
Key Takeaway:
A well-supported agent is a productive agent. Investing in administrative support allows agents to focus on what they do best—selling homes.
A Relationship-Driven Approach to Lead Generation
Instead of relying solely on lead purchases, Josh and his team have built a sustainable business model centered around repeat and referral business. Their strategy is simple yet effective: consistently providing value to past clients and their sphere of influence (SOI) through meaningful engagement.
How They Generate Leads from Their Sphere:
Quarterly Client Events: Whether it’s movie nights, fall festivals, or Pie Day on March 14th, Josh’s team hosts events that bring past clients together and keep relationships strong.
Community Engagement: The team stays active in the community by volunteering, supporting nonprofits, and giving back through local initiatives.
Monthly Giveaways & Appreciation Gifts: Instead of spending money on cold leads, they reinvest in their existing client base.
Regular Database Outreach: The team has a database manager who ensures agents stay in touch with their SOI through personalized messages, market updates, and home value reports.
Key Takeaway:
Invest in relationships rather than just chasing new leads. A well-nurtured database will generate consistent repeat and referral business.
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Leveraging Google Reviews for Inbound Business
With over 900 five-star Google reviews, The Anderson Group has positioned itself as a trusted real estate brand. These reviews drive an additional 30 to 40 transactions per year. By prioritizing client satisfaction and proactively asking for reviews, Josh’s team builds credibility and attracts organic leads.
How They Generate High-Quality Reviews:
Exceptional Service: Ensuring each client interaction is memorable and valuable.
Follow-Up Process: Checking in post-transaction to ensure satisfaction and request feedback.
Agent & Partner Participation: Encouraging past clients, referral agents, and business partners to leave reviews.
Key Takeaway:
A strong online reputation creates trust and generates inbound business. Prioritize client satisfaction and make it easy for happy clients to leave reviews.
The Power of Agent Referrals
Josh’s team receives 50 to 75 closed deals per year purely from agent-to-agent referrals. How? By building strong relationships with agents across the country and positioning themselves as the go-to team in Nashville.
How They Maximize Agent Referrals:
Networking with Agents Nationwide: Maintaining strong connections with top-producing agents in other markets.
Providing a Seamless Client Experience: Agents trust that their referrals will be handled professionally.
Regular Communication with Referral Partners: Keeping referring agents updated on transaction progress.
Key Takeaway:
Building relationships with agents in other markets can provide a steady stream of high-quality referrals.
In today’s shifting real estate market, teams that prioritize client experience and operational efficiency are the ones that thrive.
Brian Icenhower
Providing Value Beyond the Transaction
Josh’s team goes beyond just selling homes—they educate and empower their clients. One of their most effective strategies is hosting wealth-building workshops, where they teach clients how to build financial security through real estate investment. As a result, past clients return to purchase investment properties, creating repeat business opportunities.
Key Takeaway:
Providing ongoing value strengthens client relationships and increases lifetime transaction value.
Structuring the Team for Success
Josh’s team is built around systems and processes that enable scalability. Their “Arsenal of Offers” provides both buyers and sellers with a clear menu of services that demonstrate their value proposition. For example, their Concierge Program helps sellers make necessary repairs and upgrades before listing, with the costs deferred until closing.
How They Keep Agents Focused on Sales:
Automated Follow-Up: Admin staff handle post-transaction check-ins and vendor referrals.
Dedicated Database Manager: Ensures consistent outreach and engagement.
Closing Gifts & Post-Sale Touchpoints: Maintaining long-term relationships with past clients.
Key Takeaway:
A well-structured real estate team with clear systems ensures that every client receives top-tier service and that agents remain focused on revenue-generating activities.
The Future of Real Estate Teams: Adapting to Industry Changes
With recent industry shifts, including the NAR settlement and changing commission structures, real estate agents need to focus more than ever on providing undeniable value. Josh’s approach of prioritizing relationships, referrals, and client experience is the ultimate defense against commission discounting.
Key Takeaway:
Agents who deliver high-quality, full-service experiences will thrive, even in a shifting market.
Final Thoughts
Josh Anderson’s team exemplifies what it means to run a high-production, client-focused real estate business. By emphasizing relationships over transactions, leveraging reviews and referrals, and providing administrative support that allows agents to excel, they’ve created a sustainable and scalable business model.
If you’re looking for ways to increase real estate team production, take a page from Josh’s playbook. Build your support team, invest in your sphere, and create systems that enhance client experience. These proven strategies will help you close more deals, retain more clients, and future-proof your real estate business.
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