Spent $750,000 on a state-of-the-art real estate office in 2014. Agents’ response? “Too far to drive, parking’s too hard, I’m scared of lifts.” This massive investment became a rod for my back, but it taught me what most real estate leaders get completely wrong about performance. I built Presence to $15 million with a hybrid work environment, and it nearly broke us. Your office doesn’t create culture. Your systems do. From the traffic light listing system to desktop client acquisition, here’s what actually drives performance when agents can work from anywhere. :point_right: The brutal truth? When agents get the choice to do nothing, everything changes. 0:00 - The $750K Office Disaster 0:38 - Built $15M Hybrid (Nearly Broke Us) 2:20 - Office Doesn’t Create Culture—Systems Do 4:13 - Defining What Great Performance Actually Looks Like 5:43 - The Traffic Light System (Ranking Every Listing) 10:01 - Buyer Pipeline Management Strategy 15:30 - Response Time = Competitive Advantage in Hybrid 28:00 - 4 Offices, Wider Talent Pool Strategy 29:03 - Desktop Client Acquisition (The Future) 31:57 - Systems Over Activity: Making Hybrid Work Follow Mark Kentwell: Instagram: www.instagram.com/mark_kentwell TikTok: www.tiktok.com/@mark_kentwell LinkedIn: www.linkedin.com/in/markkentwell1 Mark’s Businesses: Presence Real Estate: presence.realestate/ Nexr: nexr.com.au/