Episode 24: No Cold Calls – How She Built a Real Estate Referral Empire! - Christina & Company

On a recent episode of the *OT Only Teams in Real Estate* podcast, we had the pleasure of featuring Christina Ward from Christina and Company, a standout real estate team in Boise, Idaho. Christina’s journey from college athlete to successful team leader is packed with valuable lessons about generosity, resilience, and growth in real estate. Here’s a look at the key insights she shared: Generosity as a Growth Strategy For Christina, real estate is a way to make a positive community impact. Her team’s mission is to be “the most generous real estate team in the world.” Every year, they donate their 100th commission to a nonprofit chosen by clients and even take on projects like renovating a local family’s home, involving clients and vendors alike. This community-focused approach has built a loyal network eager to refer her team to others. “Our clients get to vote on the nonprofits, keeping them engaged with our mission and making a bigger impact,” Christina explains. Her story shows how aligning business with purpose can create deeper connections and sustainable growth. Resilience and Adaptability Running a top real estate team has its challenges. Recently, Christina stepped back into an operations role when a key member faced a medical emergency. Instead of letting this setback derail her, she used it to refine systems and standards, ensuring her team’s resilience through future challenges. “I decided this is happening for me, not to me. It’s an opportunity to grow,” Christina reflects, attributing her resilience to lessons from her time as a college athlete. Her story highlights the importance of grit in building a sustainable business. Leadership Development Christina’s team success is rooted in her commitment to developing her people. She is now focusing more on hiring and mentoring, ensuring her new hires can grow into leadership roles. “My goal is to spend less time at the kitchen table selling and more time teaching my team how to lead,” she says. By using structured conversations for feedback, she’s setting her team up for long-term success. Balancing Sales and Service Christina’s approach to success is about finding a balance between sales and service. Her team follows a 50/50 model: half dedicated to operations and the other half to sales. This balance ensures high-quality service as the business expands, allowing team members to thrive while maintaining client satisfaction. “We’re referral-based and service-focused,” Christina explains, creating a supportive environment for her agents. Expanding Reach Through Referrals While Christina’s business is driven by referrals, she’s open to diversifying her lead generation by adding an inside sales team to expand her reach. Her 52-touch program keeps her brand top-of-mind for clients through newsletters, calls, and personalized interactions, resulting in steady referrals and repeat business. Final Thought Christina Ward’s journey reminds us that growth in real estate is about more than just closing deals—it’s about creating a meaningful impact. By prioritizing generosity, leading with resilience, and staying true to her values, she has built a team that not only thrives but also uplifts her community. Real estate professionals can learn from Christina’s example: when you lead with purpose, your business becomes a powerful force for good.