Episode 87: The Client Event Playbook - Austin Home Team

In this episode of The OT Only Teams Podcast, Daren sits down with Chris Austin to break down how he built a thriving, referral-based real estate business doing around 120 units and $50 million in volume—with nearly 95% of his business coming from past clients and referrals.Chris shares the systems, strategies, and mindset that have allowed his team to grow consistently over time without relying on traditional lead generation. From large-scale client appreciation events that draw hundreds of attendees, to a simple but powerful follow-up process that turns relationships into referrals, this conversation is packed with practical insights agents can implement immediately.One of the biggest takeaways is the power of consistency. Chris explains why most agents fail with referral-based marketing—not because it doesn’t work, but because they don’t stick with it long enough. He walks through how his team plans their entire marketing calendar in advance, executes multiple touches leading up to events, and follows up with every client in a meaningful, personal way.The episode also dives into how Chris develops agents on his team, including the systems he uses to help a $3–4 million producer grow into an $8–10 million producer within a few years. He shares his philosophy on value, why he doesn’t compete on splits, and how creating the right environment keeps top talent from leaving.If you’re looking to build a sustainable real estate business based on relationships, referrals, and proven systems, this episode will give you a clear roadmap for doing exactly that.Whether you’re a solo agent trying to grow your database or a team leader focused on scaling and retention, you’ll walk away with actionable ideas you can plug into your business right away.