How Collaboration and Referrals Built a 7-Figure Real Estate Business with Lauren Hilliard

Some agents don’t make it in this business, not because they’re lazy or don’t

Building a real estate business that actually lasts is tough. There’s no shortcut to success, no magic formula. But I’ve seen two things make all the difference: collaboration and referrals.

In a recent episode of my podcast, I had the chance to sit down with someone who’s built her career around those exact principles—Lauren Hilliard, a top-producing agent in Dallas and team owner of Clubhouse Realty Group. Lauren’s not just closing deals, but she has built a business that works for her life, all the while helping others win, too.

We covered a lot in that episode, and here’s what stood out the most.

Lauren’s Real Estate Journey

Lauren didn’t plan to go into real estate. At 24 years old, while sitting at the closing table for her first home, her agent asked if she’d ever considered becoming an agent herself.

That question flipped a switch. Within weeks, she was in real estate school, and not long after, she signed on with Keller Williams.

Her early years were all about volume. She worked on a team doing between 100 and 400 transactions a year. She got her reps in fast, learning lead conversion, phone sales, and script training at a high level. That foundation taught her how to handle pressure, scale systems, and stay sharp.

In 2021, Lauren moved to eXp Realty. That transition opened up national networking opportunities and gave her access to a broader, more collaborative culture that changed how she did business.

Collaboration Over Competition: How Sharing Systems Creates Momentum

Lauren doesn’t hoard her knowledge. She shares it. Here’s how she does that:

• Sending listing presentations, Canva templates, and email scripts to other agents
• Giving away her exact SOPs and processes to new agents, even in her market
• Offering classes on referrals and sharing her contact info freely

A lot of agents keep their systems under lock and key. However, Lauren does the opposite. And that’s helped her build trust, not just locally, but nationally.

Building 75% of Her Business Through Agent-to-Agent Referrals

Three-quarters of Lauren’s business comes from agent referrals. That didn’t happen by accident.

She built a reputation by delivering on what she promised. When agents refer someone to her, they know that:

• The client will be taken care of from start to finish.
• Lauren and her team will follow up, follow through, and follow back.
• Their reputation is safe in her hands.

Her husband, Spencer, brought strong sales and follow-up systems into their team after leaving corporate. Together, they’ve created a high-trust, high-conversion referral business that keeps growing.

The “Why Me to Why Not Me” Mindset Shift

Lauren used to wonder, “Why me? Why are people choosing me for these big listings? Why am I getting asked to speak on panels?”

Then it clicked, “Why not me? Why wouldn’t clients want to work with someone who’s energetic, honest, and shows up every day?”

That one mental shift helped her stop doubting herself and start saying “yes” to bigger opportunities. Speaking gigs, leadership roles, high-end clients—it all started happening once she believed she deserved to be in the room.

Google Reviews & Social Proof That Actually Work

Lauren has a strategy for collecting Google reviews that most agents overlook. She doesn’t just ask the client. For every transaction, she sends review requests to:

• The buyer or seller (or both)
• The co-agent
• The title rep or escrow officer
• The lender
• The inspector (if applicable)

She aims for five reviews per deal, and they’re all real. No fake reviews from family or friends. No fluff—just people who actually worked with her and can speak to her process.

Why Authenticity Matters Over Vanity Numbers

Clients can spot fake reviews, so can Google. Lauren focuses on honest feedback from real interactions. That builds real credibility and improves her SEO, which means more eyes on her business.

The Power of Networking: How Events Changed Lauren’s Business

At her previous brokerage, Lauren was discouraged from attending big events. That changed once she decided to invest in herself.

She drove five hours to an event in San Antonio that cost her $2,000. She landed one referral from that trip and made $9,000 from it. After that, she went all in on events.

One of my favorite parts of our conversation? The ChapStick story!

Lauren brought branded ChapSticks to eXp CON in Miami. She handed out a few hundred and made $20K–$30K in referrals from people who remembered “the ChapStick girl.”

Her advice for agents who feel intimidated by networking?

Your fear is more expensive than showing up. Missing one car payment hurts more than feeling awkward in a room full of strangers. Get in the room!

Another powerful strategy for agents is joining a real estate podcast network. Not only does it grow your network, but it also allows you to give back to the industry and learn from professionals doing big things across the country.

Want to hear my entire conversation with Lauren? Listen to our podcast episode! want it bad enough, but because they misunderstand the basics. They don’t get how appraisals really work. They misprice homes. And, they ignore tools like property management that could help them keep deals alive.

That’s exactly why I brought Bernadine “Bernie” Neff Anderson onto my podcast. Bernie is the kind of pro who’s done it all—sales, appraisals, property management, even commercial. She’s based out of Fort Worth and works with Auben Realty, where she helps agents, investors, and homeowners every day.

Bernie’s Journey Into Real Estate

Bernie didn’t plan to be in real estate. It found her.

After relocating from Key Largo to Northern California, she basically ran the entire home search process herself, even though her husband’s cousin was technically their agent. She quickly realized she had a knack for the business. She left her job as a flight attendant after 9/11 and got licensed.

What makes her story powerful is that she didn’t rely on cold leads. She built her business on relationships, repeat clients, and referrals. And, she did it across two very different markets: California and Texas.

That experience shaped how she thinks about pricing, negotiating, and how to help people long-term.

What Agents Get Wrong About Appraisals

As Bernie puts it, agents and appraisers often speak different languages.

Appraisers have to follow strict lender rules and appraisal guidelines. They’re not just estimating value but are also justifying it with detailed comps, measurements, and documentation.

Here are some common mistakes agents make that can throw off an appraisal:

• Adding guest houses or garages to the total square footage
• Labeling patios or garage conversions as livable space
• Treating new HVAC systems as upgrades (they’re not—they’re maintenance)
• Listing unfinished attic space or low-ceiling rooms as bedrooms

Bernie also pointed out that agents can talk to appraisers. You just can’t pressure them. But you can help by sharing comp packages, details on upgrades, and pointing out things like larger lots or special materials.

Bedrooms and Bathrooms: The Real Story Behind Home Value

I asked Bernie whether adding a bedroom really adds value. Her answer surprised me!

• Bedrooms: Just having a 4th bedroom doesn’t increase value unless the comps prove it. Square footage matters more than room count.

• Bathrooms: These do add value. 

• Half bath ≈ $5,000

• Full bath ≈ $10,000 or more, depending on finish 

• Garages: A third bay can add $10K–$30K, especially in neighborhoods where that’s in demand. 

• Outdoor living areas: Kitchens, patios, and covered living areas are a great investment in Dallas-Fort Worth (DFW). They often add more value than pools. 

• Pools: Value depends on price range. 

• In luxury homes: ~$75K

• In average homes: ~$10K–$15K

These are the kinds of things sellers don’t always understand, and why it’s so important that we, as agents, do.

Pricing Myths and Buyer Agent Commission Confusion

According to Bernie, many sellers started removing buyer agent commissions (BACs) from listings after the NAR lawsuit news broke. But reality hit fast. Those listings didn’t move.

She had a seller who refused to offer BAC. After five months on the market and no offers, he gave in and offered 2.5%. The house sold!

Sellers need to understand that BAC has always been priced into a home. Removing it doesn’t lower the price. Instead, it lowers the chance that the home sells.

Property Management: A Smart Strategy for Stuck Listings

When listings don’t sell, most agents walk away. But there’s another option that too many overlook: property management.

If a seller can’t move the home, help them lease it out. You protect the relationship and still earn something.

Property Management at Auben Realty

Bernie’s team at Auben Realty makes this easy. Here’s how it works:

• Agents earn $300–$600 in referral fees depending on the rental price.
• You can lease the home yourself or let Auben handle everything.
• Auben takes care of tenant screening, maintenance, leasing, and full management.
• It’s hands-off for the agent and better for the owner.

If you’re not doing this, you’re leaving money and relationships on the table.

Importance of Continuous Learning

Real estate is always changing. What worked five years ago might not work today. Bernie’s success didn’t come from sticking to one script. She evolved. She got licensed in new areas. She learned from other pros.

And, you can do the same. So, read books, show up to trainings, attend industry events, and listen to real estate podcasts.

Want to hear my entire conversation with Bernie? Listen to our podcast episode!

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Lauren’s story shows what’s possible when you stop gatekeeping, start sharing, and focus on building a business that serves both people and profit. It’s not easy, but it’s real.

If you want more insights like these from top producers around DFW and beyond, like Lauren, subscribe to Real Estate Success DFW.

And, if you’re in DFW and want help with your real estate goals, let’s talk.

Book a call with me now! 

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