How To Build A $100 Million Realty Team

You're invited to a special Santa Barbara event on Thursday, June 15th, from 4 pm - 6 pm PT at Cabrillo Pavilion! Featuring top performing realtors from Santa Barbara and around the state, there will be great company, and incredible opportunities for networking and training in a laid-back, fun environment! This month we'll learn how to build a successful business in the Santa Barbara market, how to find, train and be great team members, and more! Don't miss out!

This one is for anyone who:

Wants to build a winning team with amazing sales

Wants to grow their business now and well into the future

Wants to be a top performing Realtor in the Santa Barbara market

Objectives:

Align your thinking with that of a $100 million dollar real estate agent and team

Create your long-term and short-term goals and identify the milestones to attain them

Develop a hiring plan designed to steadily grow your business

Apply the focus that makes you successful to surround yourself with a winning sales team

Michael Calcagno - Berkshire Hathaway

Born and raised in Southern California, Michael Calcagno fell in love with Santa Barbara during the summers he spent here as a child, and went on to attend both Brooks Institute and the University of California, Santa Barbara. Michael began his career in real estate in 2005, and within one year he was recognized in the top 1% of real estate producers in Santa Barbara. Within three years, he was in the top 1% of his brokerage’s agents worldwide and has continued his high-ranking trend ever since. Together with business partner Nancy Hamilton and their team, Michael closes $100+ million year after year. His professional affiliations include the National, California, and Santa Barbara Associations of Realtors®.

Michael believes Santa Barbara represents a vibrant, world-class lifestyle rather than just a place to live, and credits his success to both his love of real estate as well as his strong negotiating, marketing and contractual skills, gained from previous experience in the field of entertainment management. His attention to detail, relationship-building skills, and ability to connect with people have made him well-liked in the real estate community; many of his clients turn into his friends. He is passionate about finding the right property for a client or helping them negotiate the sale of their existing home, utilizing his in-depth knowledge of the local real estate market and neighborhoods, as well as his strong communication skills.

Michael also keeps busy raising his two young sons, Henry and James. Since becoming a father, Michael has developed an entirely new appreciation of Santa Barbara and its many family-oriented activities; their favorites include the Natural History Museum, the Sea Center on Stern’s Wharf, and the MOXI.

When he’s not tending to the needs of his clients and colleagues, Michael enjoys just about every ocean-based water sport, as well as fly fishing on his family’s Montana Ranch. He is also working towards his pilot’s license, sharing a passion for flying with his oldest son.

Nancy Kogevinas - Berkshire Hathaway

Luxury Collection Director - #3 Berkshire Hathaway Agent Nationwide

​A native Californian and Montecito resident, Nancy graduated from UCLA with a degree in economics, and worked in Los Angeles, New York and London as a marketing and advertising executive with Time Magazine and The New Yorker Magazine for over a decade before changing careers in early 1990s. After 10 successful years in the Los Angeles real estate market, Nancy moved to Montecito and has been representing Buyers and Sellers along the Central Coast since the early 2000's.

As a luxury real estate agent in Montecito, Nancy averages over 30 transactions annually totaling well over $200+ million in yearly sales and consistently ranks in the top echelon of her peers; most notably, she has been ranked in the top 3 for all Santa Barbara realtors every year for the last 5 years. She has completed over $1.8 Billion in sales and over 480 transactions. Every year Berkshire Hathaway has awarded her the highest awards for sales performance (Chairman’s Circle Diamond and Platinum awards). In 2007, Nancy was selected to be a Founding Director of Berkshire Hathaway’s Luxury Collection Division.

Eric Haskell - The Agency

A natural-born entrepreneur with a passion for helping his clients achieve their dreams, Eric has curated the real estate, art and design collections for celebrities, moguls and collectors for many years. Now, he has parlayed his tech and design expertise into a rapid ascent at The Agency, quickly rising to become one of the top luxury realtors in the country recognized on the prestigious RealTrends The Thousand list. Additionally, he has been named as one the LA Business Journal’s Leaders of Influence and closed $200M in sales in 2021, including a record-breaking sale in Montecito history.

Known for his diligence, creativity and commitment to excellence, Eric closed an eight-figure, off-market deal within his first six months as an agent and hasn’t looked back. With the innate ability to remain calm under pressure and create levity when tension is high, Eric’s expert negotiating skills and outside-the-box thinking have quickly established him among the most talented agents in Southern California. Representing buyers and sellers up and down the coast, Eric holds an exceptional portfolio of on- and off-market listings from Malibu to Montecito. Consistently going above and beyond for his clients, he strives to make what can often be a stressful and emotional situation into a fun and exciting experience. His world-renowned Carpinteria listing, known as The Sanctuary at Loon Point, was nominated for best luxury marketing campaign by prominent real estate publication Inman.

Prior to his career in real estate, Eric was a tech executive, consultant for developers and tastemaker with One Kings Lane, a dealer of luxury furniture and home decor. He is proud to count many of his former clients and colleagues among his loyal clientele. A natural negotiator and self-proclaimed information junkie, Eric is always reading, studying and expanding his knowledge so as to be prepared for any and all variables in a deal. Equipped with the ability to see the hidden potential of each property and guide his clients toward sound real estate investments, he serves as a trusted guide throughout every step of a transaction.

Eric graduated from UC Santa Barbara with a degree in Business and the History of Art and Architecture. When Eric is not representing clients in real estate, he loves to surf, play basketball, hike, practice yoga, and above all, spend time with his wife, Jaime, and two young daughters, Lola and Lucy.

Steve Epstein - Epstein Partners

Steve moved from the Midwest to Santa Barbara with his family in 1963 after his father having accepted a position with The University of California at Santa Barbara. Having spent most of his life in Santa Barbara, Steve's hobbies are active ones that lend themselves to the Southern California lifestyle such as; sailing, flying, Frisbee dog competitions, beach volleyball, motorcycling and squash.

Steve started working at a young age and discovered early on that he was able to excel at service-oriented jobs. Years of successful retail selling showed Steve that genuine interest in the special needs of his clients gave him a dedicated return clientele; you will find this same personal dedication in his work today. Steve believes that he has been successful because of his superior service and commitment to be available to work for his clients. He is known within the industry for his professionalism and reliability. It is his experience, integrity, reputation and marketing skills that make Steve Epstein so successful in the Santa Barbara real estate market and these are the same things that will allow Steve to assist you in any of your real estate needs.

Steve is active with The Santa Barbara Maritime Museum (board member, past President), Board President of The Common Table Foundation, Founder and Chairman of The California Concern, The Foundation for Santa Barbara City College (former board member), Transition House (board member, past President), and The Santa Barbara Bowl (facility committee). Steve has been active with the American Cancer Society, Surgical Eye Expeditions and has been the Vice-Chairman of the Programs Committee and has served on the Professional Standards Committee at The Santa Barbara Association of Realtors and has been a Director on the Semana Nautica board. Steve is also a current Business Leader at the Santa Barbara Chamber of Commerce.

Soon after entering the real estate field, Steve was recognized by his company as the "Rookie of the Year". Wanting to progress within the industry, Steve also completed his courses and graduated from the Realtors Institute of California. Completion of “GRI” is a nationally recognized achievement and an indication of Steve's dedication to his career in the real estate industry. Only 6.7% of California Realtors have made the effort and achieved this professional designation. Steve has earned his Certified Residential Specialist designation. The CRS designation is the highest residential designation achievable. Less than 4% of all Realtors nationwide hold a CRS designation. Steve is also a Seniors Real Estate Specialist. The SRES designation is issued by the Senior Advantage Real Estate Council. Steve consistently qualified for the International President’s Elite, which is the top 1% of 90,000 Coldwell Banker agents internationally. Steve was recently recognized as being the #3 agent out of approximately 1,500 agents (units sold) in the Santa Barbara MLS. Steve has, once again, been named among the California 100 agents out of thousands of agents in California. Steve has completed the training and gained the experience to become a Certified Architectural Specialist and an Estates Properties Specialist.

ROBERT WARNER - President/Realtor, Now Realty - Brokered by eXp - NowRealty.us, Founded by Mr. Warner in Santa Barbara, CA in 2022 has quickly grown into an organization of 9 people. With five Realtors and one unlicensed assistant in Santa Barbara, one Realtor and a licensed assistant in the Santa Ynez Valley, and one Realtor in Fresno, Now Realty has clearly found a formula that works.

Previously Mr. Warner opened a real estate auctions office for Harcourt's International Realty in Santa Barbara in 2021, and prior to that was hired by Bill Bullock, the founder of Golden Gate Sotheby's International Realty in Larkspur, CA as a Global Real Estate Advisor in 2019.

Robert first entered the world of real estate in 2007, when he took a position as Director of Finance at Tamarack Resort, a four season ski, lake and golf resort development in the Idaho Rockies with over 2,000 permitted homesites and two entire “Villages” of commercial and hotel development sites. His duties at the resort included overseeing $380 million of equity and debt investment to achieve an outside valuation of over $2 billion.

Matthew Ma is a seasoned real estate professional with over 16 years of experience helping agents, buyers, sellers, and investors succeed through proven and effective real estate marketing, sales, and technological strategies. As a Team Leader at liveSF brokered by eXp Realty, Founder of the Agent Hustle Network, Managing Partner at Avant Asset Management (Supreme Equity), and Podcast Host at The Truth About Real Estate, Matthew is committed to providing his clients with a wealth of knowledge and tools they need to build a scalable and sustainable real estate business.

Who's ready to hustle with us? - Join The Agent Hustle Network Community at

Agent Hustle Network

Host or Publisher Matthew Ma