How Jesse Westwood Achieved Record Production Without Micromanaging 90 Agents
Battling "Tech Fatigue"
Jesse's Big Challenge
Jesse Westwood manages nearly 90 agents at The Oldfather Group. Introducing new technology to that many people never goes smoothly. His team was already juggling multiple platforms. Adding another layer of oversight created the kind of friction you would expect from a group that size.
Adoption resistance is what happens with large teams. When Jesse first brought MaverickRE into the conversation, the feedback was immediate.
He could not just hand his agents another login credential and expect enthusiasm. They needed something that felt like an actual path to closing deals rather than another obligation.
The "Silent" Rollout
That path meant reframing everything. Jesse stopped talking about the tool itself and started talking about paying the mortgage. He implemented the logic (the nudges, the accountability rules) directly into their existing CRM (Follow Up Boss).
The agents did not necessarily need to know they were using something new. Support became the focus rather than compliance.
"Servant leadership goes a long way. I just said, 'Hey, I'm here to help you. I'm just trying to help you know which leads need to be called and which leads are going to pay your mortgage next month.'"
The "Brain Dead" Morning Ritual
Helping agents know which leads to call meant eliminating decision fatigue entirely. Analysis paralysis kills productivity in most teams. Jesse restructured the entire workflow around engagement rules (3-2-1), making it simple enough that brand new agents could execute without training.
The Oldfather Group's workflow depends on a few core pieces:
1. The Emoji System
Jesse aligned Follow Up Boss smart lists with Maverick rule breaks. Emojis float priority lists to the top of the screen, signaling exactly where agents need to look first.
2. The "Now or Never" List
This compiles all leads that triggered a nudge because the agent fell behind on follow-up. Agents know if they do not work this list by Friday, those leads get reassigned.
3. One-Click Templates
Jesse pre-loaded text templates for every stage (Hot, Active, Nurture). Agents identify the stage and send the script immediately.
Record Production & Total Control
Integrating accountability logic into daily CRM maintenance turned a hesitant team into one that broke records. The daily workflow became efficient in a way that stuck.
Record month in November with over 50 new contracts.
It's not very daunting because most of the time Jesse is timing out agents. They tell him 15, 25 minutes and they've worked through their list.
Summary of Results
A few months in, the system Jesse built started proving itself. The greatest benefit was quality control without hovering.
| Metric | Impact |
|---|---|
| Adoption Strategy | The "Silent Rollout" bypassed "Tech Fatigue" by embedding logic into existing workflows. |
| Sales Volume | The team hit a record month in November with over 50 new contracts. |
| Efficiency | Agents clear their lists in 15–25 minutes; managers act on "Now or Never" lists on Fridays. |