Building a High-Performing and Profitable Real Estate Team: Insights from the Landy Frost Group

The answer often lies in building a high-performing real estate team. But transitioning from a solo agent to a team leader is not without its challenges. To shed light on this transition, we delve into the experiences of the Landy Frost Group, a top real estate team based in Austin, Texas, co-founded by Mike Frost, Tim Landy, and Kallie Moulton.

With a focus on team culture, community involvement, and a client-first philosophy, the Landy Frost Group has successfully built a profitable, close-knit team that excels in one of the most competitive markets in the country. In this article, we’ll explore how the Landy Frost Group was founded, the key factors behind their success, and valuable lessons for agents looking to build their own teams.

Tim Landy, CLHMS, GRI, ABR, CNE, Austin Business Journal Real Estate Award Winner & Austin Platinum Top 50 Realtors

From Bars to Real Estate: A Unique Journey

Before Mike & Tim began their real estate careers, they met while working in the hospitality industry. Mike had worked his way up to owning several successful downtown bars, while Tim held a corporate position at Constellation Brands. Both fell in love with Austin’s vibrant Downtown and were witnesses to the city’s explosive growth and renaissance during that period. Their backgrounds in hospitality provided them with invaluable skills in people management, loyalty, and community-building—skills that would later prove essential in their transition to real estate. Their ability to foster strong, lasting relationships was key to their rapid rise in the competitive Austin real estate market.

Tim was the first to make the leap into real estate in 2012, a profession he had some familiarity with through his grandfather, a multi-family developer in St. Louis. Mike followed a few years later in 2017, encouraged by Tim. As longtime friends, they quickly fell back into step working together, with Tim becoming a trusted mentor to Mike as he navigated his new career. This mentorship helped Mike earn a nomination for Rookie of the Year after his first year in real estate. But this was just the beginning.

The Formation of the Landy Frost Group

The Landy Frost Group was born out of a desire to create something more than a transactional real estate business. Mike Frost and Tim Landy co-founded the team under the prestigious Twelve Rivers Realty brokerage, sharing a vision of building a group where agents felt like family and clients were treated as lifelong partners, rather than just numbers on a transaction ledger.

This vision attracted Kallie Moulton, who joined the team initially as an assistant but quickly became instrumental in the group’s growth. As the team expanded, Kallie’s role evolved from assistant to Director of Operations, and in 2024, she officially became a partner in the group, marking her key role in its continued success.

Building a Culture of Collaboration and Loyalty

One of the key differentiators for the Landy Frost Group is its commitment to building a strong, collaborative team culture. Frost, Landy, and Moulton all emphasize the importance of treating each team member as part of a family. This culture extends to their clients as well, fostering an environment where relationships are prioritized over sales.

“We don’t just do transactions; we build relationships,” says Frost. “When you genuinely care about your clients and your team, success follows.”

This philosophy is evident in the way the team operates. They regularly come together for team dinners, events, and community gatherings, reinforcing the bonds that make them so effective as a unit. This sense of loyalty and mutual support has led to high retention rates among agents and clients alike.

Why Relationships Matter More Than Leads

Mike Frost, Partner, Landy Frost Group

In an industry often driven by cold leads and paid advertising, the Landy Frost Group takes a different approach. They rely almost entirely on referral-based business, a strategy that has proven to be highly effective. By focusing on building long-term relationships with clients, the team ensures a steady stream of business without the need for expensive lead generation.

“At the end of my first year in real estate, I was 100% referral-based,” says Frost. “When you work with people who know and trust you, everything becomes easier. Clients stay loyal, and they refer you to their friends and family.”

This approach not only leads to more business but also allows the team to work with clients who are a better fit for their values and goals. By focusing on relationships, the Landy Frost Group has built a business that is both sustainable and scalable.

Recruiting the Right Talent

Building a high-performing team requires more than just finding agents with impressive sales numbers. For the Landy Frost Group, cultural fit is just as important as experience. When recruiting new agents, Frost, Landy, and Moulton prioritize finding individuals who share their values and are committed to building relationships with clients.

The recruitment process is thorough. Potential agents must complete a DISC personality test and submit a 60-second video introduction before they are invited for a final interview. This process ensures that new team members align with the group’s mission and are prepared to contribute to the collaborative culture.

“We’d rather hire someone with little experience who shares our vision than a top producer who’s only focused on commissions,” explains Frost. “We’re looking for people who want to grow with us, both personally and professionally.”

Mentorship and Training: The Key to Long-Term Success

Mentorship is a cornerstone of the Landy Frost Group’s leadership philosophy. Frost, Landy, and Moulton are all deeply committed to helping their agents grow, not just as real estate professionals but as individuals. New agents go through a structured 90-day onboarding process, during which they shadow experienced agents, receive hands-on training, and learn the ins and outs of the business.

Kallie Moulton, started as an assistant and worked her way up to Partner at the Landy Frost Group

“We’re not just teaching real estate,” says Moulton. “We’re helping our agents become better versions of themselves. Mentorship is about personal and professional growth.”

This commitment to mentorship has paid off in spades. The team’s agents are not only highly skilled but also incredibly loyal, a rarity in an industry where turnover is common.

Giving Back to the Austin Community

The Landy Frost Group’s commitment to building relationships extends beyond their clients and agents. The team is deeply involved in the Austin community and has raised over $400,000 for local charities in recent years. Whether it’s organizing charity events or volunteering, the team is always looking for ways to give back.

“We don’t just want to sell homes; we want to make a difference,” says Frost. “Being involved in the community is a big part of who we are, and it’s something we’re really proud of.”

Success in a Competitive Market

Operating in Austin, one of the most competitive real estate markets in the U.S., presents unique challenges. However, the Landy Frost Group’s focus on relationships and mentorship has allowed them to thrive. The team consistently ranks as one of the top real estate groups in Austin, earning recognition from organizations like Platinum Top 50 and the Austin Business Journal.

Their success is not just a result of hard work but also their ability to adapt. By staying true to their core values and focusing on building a loyal client base, the Landy Frost Group has managed to navigate the ups and downs of a volatile market.

The Future of the Landy Frost Group

As the real estate industry continues to evolve, the Landy Frost Group remains committed to their mission of building a team based on relationships, loyalty, and community. Looking ahead, they plan to continue growing their team while maintaining the close-knit, collaborative culture that has made them so successful.

“We’re not focused on rapid expansion,” says Frost. “We want to grow sustainably, making sure that every agent who joins our team is a perfect fit.”

Conclusion: Building a Team That Lasts

The success of the Landy Frost Group offers valuable lessons for any agent looking to build a high-performing real estate team. By prioritizing relationships, fostering a supportive team culture, and giving back to the community, Frost, Landy, and Moulton have created a team that not only excels in sales but also stands out for its commitment to integrity and mentorship.

For agents looking to scale their business, the Landy Frost Group’s journey is a testament to the power of relationships, loyalty, and a people-first approach. As you consider building your own team, take a page from their book: focus on culture, invest in mentorship, and never lose sight of the importance of genuine connections.