Rachelle Willhite is the Founder and Real Estate Broker at Best Choice Realty, a top 10 independently owned brokerage that has grown to over 500 brokers. As an active contributor to the real estate industry, she served as President of the Northwest Independent Brokers Association and participated in various NWMLS task forces. Rachelle began her real estate career after purchasing her first investment property as a teenager. 
 

Here’s a glimpse of what you’ll learn:

• [2:01] Rachelle Willhite shares how she built Best Choice Realty to 10 offices and over 600 agents
• [3:37] How Rachelle ventured into real estate and overcame challenges
• [9:37] Lead generation tactics for real estate agents and brokers
• [12:35] Key traits of top-performing real estate agents and Rachelle’s real estate training program
• [20:35] What is NWMLS, and how has the organization bypassed the national real estate lawsuit?
• [26:04] How new technologies and AI have shaped real estate brokerages 
• [29:43] Rachelle’s audacious goal: growing Best Choice Realty into a top-three brokerage in Washington
• [35:24] The role of transaction coordinators in preparing homes for sale
• [41:06] Rachelle talks about her craziest adventures

In this episode…

Managing a real estate brokerage is no small feat — recruiting top agents, maintaining profitability, and avoiding legal pitfalls are constant challenges. Many brokerage owners struggle with scaling their businesses while maintaining high service quality and compliance. How can brokers create a strong foundation for growth while protecting their agents and clients?

Seasoned real estate broker and leader Rachelle Willhite has mastered growth strategies that have allowed her to scale her independent brokerage across multiple states. She emphasizes recruiting skilled agents who align with the company’s values and long-term vision. Maintaining clear communication with agents and stakeholders, developing legal foresight, and executing strong training programs allow brokers to manage potential risks proactively. Additionally, by leveraging social media, AI-driven marketing tools, and transaction coordinators, brokers can streamline operations and scale efficiently while maintaining personal relationships with clients. 

In this episode of Work Hard, Play Harder, Jake Hanes and Stanley Daniels II interview Rachelle Willhite, the Founder and Real Estate Broker at Best Choice Realty, about the secrets to running a profitable real estate brokerage firm. Rachelle shares how brokers can navigate evolving industry regulations, the impact of NWMLS on the real estate industry, and the key characteristics of top-performing real estate agents.

Resources mentioned in this episode:

• Jake Hanes on LinkedIn
• Action Tax Service, LLC
• Rachelle Willhite on LinkedIn 
• Best Choice Realty
• Northwest Multiple Listing Service (NWMLS)
• Stanley Daniels II on LinkedIn
• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz

Quotable Moments:

• “We do a very, very good job of making sure we’re connecting with our people more regularly.”
• “I consider it proactive law. We do a lot of negotiation and communication and mediation between the parties.”
• “The younger generation… they are so hungry for education right now. So we do a meeting every single week.”
• “Gone are the days where you can just be a solo agent… It takes a team.”
• “Leadership is where it’s at, right? When you align yourself with the people, you start to rise up.”

Action Steps:

1. Recruit agents who align with your company’s values: Hiring agents who share your brokerage’s vision ensures long-term success and a strong company culture. Prioritizing character and work ethic over sheer numbers leads to a more stable and productive team.
2. Leverage proactive risk management strategies: Preventing legal disputes through clear communication and mediation protects your business and reputation. Addressing potential issues before they escalate minimizes liability and strengthens client trust.
3. Utilize social media for client engagement: Platforms like YouTube, Facebook, and Instagram help brokers maintain relationships and generate leads effectively. Combining digital outreach with traditional marketing methods creates a well-rounded strategy for growth.
4. Provide ongoing training and mentorship: Weekly coaching sessions help agents refine their skills, stay updated on industry trends, and improve client interactions. A structured education system ensures both new and experienced agents continue evolving professionally.
5. Develop a scalable business model with support staff: Transaction coordinators, marketing specialists, and administrative support free up agents to focus on sales and client relationships. Structuring your brokerage for efficiency allows for sustained growth without compromising service quality.

Sponsor for this episode

This episode is brought to you by Action Tax Service, LLC, which provides income tax, bookkeeping, and payroll services to individuals and businesses.

With a specific focus on the growth and success of small businesses, Action Tax provides companies with specialized training and support in Quickbooks accounting software.

Our team of seasoned tax preparers, professional bookkeepers, payroll specialists, and CPAs process federal, business, personal, partnership, and estate returns.

To learn how you can save time and money on your bookkeeping, visit us at https://actiontaxteam.com/.