Justin Oliver

LEADERSHIP FOUND THROUGH THE SUCCESS OF OTHERS

By Robbyn Moore

Photos by Dawn Townsend Photography & Design

Team leader, broker and REALTOR® Justin Oliver knows real estate. With 25 years of experience, he’s been a top-producing agent as well as a business luminary in guiding, mentoring and coaching real estate professionals on best practices and how to be a standout in the industry. His no-nonsense approach is both direct and relatable, and respected by many on a national level.

As team leader at Keller Williams Metro — Royal Oak, Justin advises more than 300 agents. “This business isn’t what you see on HGTV,” Justin shared. “I explain to all our new agents that this profession will not be easy. The first couple of years in the industry will be very hard and, initially, may not be financially rewarding. I share this upfront because it’s the reality of any new business venture, and it sets the groundwork for a strong mindset to enable hard work and tenacity.”

Justin is acutely aware of the business models that agents should employ to make them successful, and he coaches to that standard. “I pour myself into my agents with whatever they need,” he said. “Classes, coaching, mentorship, a shoulder to cry on, a tactical discussion — I always have time for them.”

To propel his agents forward, Justin makes it his business to help his agents know their business. “It’s mandatory to have intentional conversations with every level of production on our roster,” Justin explained. “I am here to add value to an agent’s day and business.”

Justin believes success is simple: Results come when things aren’t overly complicated. “Success is simple, but it’s not easy,” he said. “When our teams create the right organizational model and our agents understand that they are a business, the outcome is favorable.” Justin implores other brokers to have tough conversations with their agents and to set goals around an economic model. “A solid real estate agent needs to run their business on a 30/30/40 model with a P and L, and expenses need to be tracked,” he explained. “If a broker isn’t having those conversations and that kind of accountability, then why charge a split?”

In addition to consulting his team of agents on their business, Justin is also the CEO of the company — responsible for running and, ultimately, generating profit for the business on behalf of its owners. Moreover, Justin oversees the managing broker, director of first impressions, director of agent services, market center administrator, assistant market center administrator, productivity coach and two launch coaches.

Originally from Bury St. Edmunds, England, Justin once had aspirations of playing professional golf. “In my eagerness to fulfill my dreams as a pro, I left school early,” Justin recalled. “However, it was about the same time I started to realize a profession in golf wasn’t going to happen that I found myself extremely drawn to sales. And being the confident young man that I was, I wanted to sell the biggest thing I could imagine … and what’s bigger than selling houses?”

Similar to how most newcomers enter a new profession, Justin started his real estate career at the bottom — or, in his case, in the mailroom of a small local firm. He quickly progressed to the sales floor, eventually moving to a few different companies and selling country property. Soon, Justin was recruited by a larger firm and moved to London. “While the financial rewards were great, my work was grueling and demanding and not something I was ready for, especially in my early 20s,” he said.

Burned out and needing a break, Justin decided to travel for a year … which turned into four years. During that time, Justin traveled the globe, sailing and teaching scuba diving. “I learned more about the world and people and myself than I could ever imagine,” he said. “It was the break I needed to grow and gain perspective on myself and my goals. More than anything, these experiences shaped my personality and mentality.”

When Justin returned to London, he went back to his old firm and continued developing as an agent — although, with a very different perspective.

In 2007, Justin moved to Chicago, where he became a top producing agent and made a name for himself as one of the most respected luxury agents in the area. With the aid of a small team, he still conducts business there today. “When my wife’s company relocated us to Michigan, I was forced to make a decision: carry on and start another sales business or grow,” Justin explained. “I chose the latter and decided to be more involved with the business side of real estate, not the practice.”

Initially, Justin was attracted to the income potential that real estate could offer him. As time went on, he found a greater appreciation in his profession beyond the financial freedom and success. “The biggest reward has always been the people,” he shared. “The people are what make the industry so special. I really enjoy the idea of success through others.”

His decision to join Keller Williams was an easy one for Justin. “Aligning myself with the Keller Williams team was life-changing for me,” he shared. “The culture, training, coaching and mentality are all extraordinary. Gary Keller and Jason Abrams have had a big influence on my life, my knowledge and mindset.”

Like many others, Justin was impressed with the agency’s forward thinking and advancements in technology, training and coaching. “It speaks volumes that the head of our organization has done and written more than any other CEO in the industry,” Justin said. “He positively impacts the lives of real estate agents and improves their businesses in ways that’s inspiring and encouraging. Our mission is to change lives. And we do.”

Justin is dedicated to the growth of his business and the growth of his agents’ businesses. “I’m really enjoying the coaching aspect and seeing success through others,” he shared. “However, my biggest passion has always been the consumer and the consumer experience.”

Justin’s biggest challenge is finding and retaining talent. “Sometimes, it’s tough to want something for someone more than they want it for themselves,” he explained. “My job is to protect the real estate agents. I am their champion in all aspects of the business.”

Through the COVID-19 pandemic, Justin had to help his associates pivot to a more remote way of working, which presented an interesting set of obstacles to overcome. “We triumphed through this worldwide situation, sustaining production and remaining positive. It’s been a wonderful victory.”

Justin and his wife, Christina, enjoy sailing on their 34-foot yacht, golfing and renovating their 1942 home. The two of them love traveling the world together; however, with recent travel restrictions, they are finding wonderful moments at home by gardening, entertaining with friends and playing with their two dogs: a 75-pound Golden Retriever puppy named Theodore — or Teddy, as his friends refer to him as — and a 7-pound, 11-year-old Pomeranian named Bear.

For Justin, success is a life by design and on one’s own terms. “Success is different for everyone,” he said. “For me, it has been finding the opportunity to change people’s business trajectory and, ultimately, the course of their lives. Making people’s day better, being reliable and a contributor to society is how I measure my success.”

As a leader in the industry and an active advocate for the code of ethics and ethical practices, Justin serves on the Government Relations Committee for the Greater Metropolitan Association of REALTORS®. He has previous involvement with the Grievance Committee for the Chicago Association of REALTORS® and the Global Business Council for the National Association of REALTORS®.

“The real estate industry is the greatest business in the world,” Justin said enthusiastically. “It’s an industry that can last a lifetime, leading to generational wealth.” Justin’s life experiences and unyielding dedication to his team is contagious and motivating. His drive and enthusiasm is an example of business success while his passion for enriching the lives of others exemplifies unwavering leadership.

Celebrating Leaders: Justin Oliver