In this episode of the Leads & Leverage podcast, I had the privilege of sitting down with Damien Callais, a real estate leader who has built one of the fastest-growing organizations in the industry.

What struck me the most was Damien’s unique blend of business acumen and his focus on personal growth and leadership. This wasn’t just a discussion about sales and numbers—it was about how to build a lasting impact and create meaningful success.

I learned a lot from this conversation and am excited to share the key takeaways with you.

Tune in to our full conversation:

Transitioning from Sales to Leadership

One of the first topics we touched on was Damien’s transition from being a hands-on real estate agent to a leader and mentor. He shared how he’s shifted away from the daily grind of sales and is now fully dedicated to building and leading his team.

With 2,400 agents under his leadership at LPT Realty, Damien’s role is focused on culture and leadership development. His agents handle his production, allowing him to dedicate his time to empowering others.

His approach to leadership is refreshing. He made it clear that he no longer seeks the spotlight for himself. Instead, he’s all about helping others reach their full potential.

As he put it, “I don’t want to be the king; I want to be the kingmaker.” His focus is on developing the next generation of leaders who will carry the torch forward.

Leading the Fastest-Growing Real Estate Organization

Damien’s organization at LPT Realty has achieved remarkable milestones. In just 27 months, his team has grown to 2,400 agents, contributing to LPT’s impressive total of around 11,000 agents.

In 2024 alone, they’ve had three consecutive billion-dollar months—a feat only 10 other brokerages in the U.S. have achieved this year.

What impressed me most was that Damien’s focus isn’t on these numbers for his glory. It’s about creating opportunities for others.

He’s built a system where his agents thrive, and he ensures that the success of the organization reflects the success of its people.

The Cajun Navy: A Passion Beyond Real Estate

While Damien has made a name for himself in real estate, one of his most heartfelt passions lies outside the industry. He co-founded the Cajun Navy, a volunteer group that rescues people during hurricanes.

To date, they’ve saved over 40,000 lives, and President Trump even recognized the group during the 18th State of the Union Address.

Damien’s involvement with the Cajun Navy started after his family was helped during Hurricane Katrina.

This passion project has allowed him to give back, and it’s clear that this work has profoundly shaped his perspective on leadership and community.

Building Teams and Personal Growth

Damien has built his success on the foundation of team-building and personal growth. He shared how his focus on creating environments where people feel appreciated, purposeful, and supported has been key to his success.

When people grow personally, they become more loyal and more capable of achieving their goals.

A crucial part of his leadership philosophy is identifying and helping others overcome self-imposed limitations. People often look for external solutions when, in reality, the ability to succeed already lies within them.

By fostering personal growth within his team, Damien creates a culture where people are empowered to achieve great things. Whether it’s having a reliable mortgage broker on your side or guiding agents on their personal development, the foundation of success always comes back to people and relationships.

The Five Criteria for Success

Damien has a methodical approach when it comes to evaluating business opportunities. He outlined the five key criteria that guide his decisions, and they offer valuable insight into how he has built such a successful organization.

1. Leadership

For Damien, leadership is the most critical factor in any business, as he believes "everything rises and falls on leadership," and he values leaders who are both visionary and committed to investing in and supporting their people.

His decision to join LPT Realty came after he spent seven hours with founder Robert Palmer. That meeting convinced him that Robert was a leader worth following, someone who was deeply committed to both the business and its people.

2. Compensation

Compensation is more than just a paycheck; it’s a reflection of how much a company values its people. Damien looks for a compensation structure that not only rewards hard work but also offers long-term wealth-building opportunities.

At LPT Realty, the compensation plan was designed to attract top talent and retain them by providing meaningful financial incentives. A fair and motivating compensation model is crucial to keeping people invested in the success of the organization.

3. Systems and Tools

Damien emphasized the importance of having reliable systems and tools to support the business. In real estate, having the right technology and processes in place allows agents to focus on what they do best—serving their clients.

4. Timing

Timing can be a make-or-break factor in any opportunity. Damien explained how joining eXp Realty was a great experience, but he felt the timing was wrong for him to build a large organization there.

In contrast, he saw the perfect timing at LPT Realty, which was just beginning to scale. The timing of an opportunity often determines its success, and Damien has honed his ability to evaluate whether the moment is right for each venture.

5. Culture

Finally, culture is key. Damien believes that without the right culture, even the best systems and leadership won’t create lasting success. At LPT Realty, he found a culture that aligned with his values—one that encourages collaboration, growth, and shared success.

Culture isn’t just about making money; it’s about creating an environment where people can thrive personally and professionally.

Referrals and Relationships

A significant portion of Damien’s business comes from referrals. Last year, he did $23 million in personal production, with 95% of those deals coming from referrals. He doesn’t spend money on leads for himself; instead, he focuses on nurturing relationships and consistently delivering value.

His success is a testament to the power of building genuine connections with people, both within and outside of real estate. Listening to real estate podcasts, for example, has helped him stay updated on trends and strategies, further building his network and knowledge base.

Ready to Build Stronger Relationships and Create Lasting Success?

My conversation with Damien Callais was filled with valuable insights that go far beyond real estate. His journey from mortgage loan officer to the leader of one of the fastest-growing real estate organizations is inspiring. But more than that, his focus on leadership, personal growth, and building teams serves as a model for anyone looking to make an impact in their field.

If you're looking to build a real estate business rooted in personal growth, genuine connections, and proven leadership strategies, it's time to start putting these insights into action.

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