May 31, 2025

Tom Reber: Leadership Lessons from the Mortgage Arena to Real Estate Excellence

On Episode 154 of the Real Estate Excellence Podcast, host Tracy Hayes welcomes powerhouse leader and mortgage industry entrepreneur Tom Reber. Known for his sharp leadership philosophy and high-performance mindset, Tom shares what it truly takes to lead a winning team in today’s fast-paced real estate and mortgage world. Whether you're building a real estate team or a branch of top-producing loan officers, Tom’s insights on culture, hiring, and execution are game-changers.

🧠 “Leaders Aren’t Born—They’re Built Like Athletes”

Tom Reber opens up about how leadership, like elite athleticism, isn’t something you’re born with—it’s something you train for. That’s why his coaching model is rooted in repetition, discipline, and mental toughness. As he puts it:

“Leadership isn’t about being perfect. It’s about building a culture where people can thrive, make mistakes, and grow.”

In an industry flooded with volatility, rapid tech shifts, and competitive agents, the best leaders build resilience through culture—not control.

🔥 “If You Have to Train Them, You Have to Fire Them”

Tom doesn’t sugarcoat it: leaders need to build teams of self-motivated producers, not babysit underperformers.

“You can’t grow your business if you’re constantly retraining people who don’t want it bad enough.”

This hard-hitting truth forces brokers and team leaders to reflect on hiring standards. Tom advocates for bringing on people who are already aligned with the mission, coachable, and hungry—not someone who needs to be convinced to work.

👥 People Over Process. Culture Over Tools.

While many business owners obsess over CRMs, tech stacks, and automation, Tom flips the script:

“The order is always: People first. Then process. Then technology.”

When you invest in the right people, they’ll help build the right processes. And only then should technology come in to optimize it. Whether you're running a boutique brokerage, launching a mortgage team, or growing a top-producing real estate business, these priorities make or break your scalability.

💥 Unlock Elite Leadership

Tom’s episode is more than a leadership primer—it’s a wake-up call for real estate agents, brokers, team leads, and mortgage professionals trying to lead with impact. If you want to elevate your performance, retain top talent, and drive results, don’t miss this high-level episode.

🎧 Listen to the full episode now at www.tracyhayespodcast.com/154