Patrick Moore: 35 Years in the Air National Guard to 800 Deals in Topeka

Want the best insights from this episode and more in bite-sized nuggets? Sign up for our free newsletter at https://undercontractnotes.com/ Guest Bio: Patrick Moore leads the Moore Home Team with Keller Williams in Topeka, Kansas, after a 35-year career of simultaneous military and civil service with the Kansas Air National Guard. He got licensed at retirement age, capped his first year, and has since built a five-agent team producing 80 to 100 transactions and roughly 20 million dollars annually. Episode Summary: Patrick Moore joins Under Contract to discuss transitioning from a 35-year military and civil service career into real estate at nearly 60 years old, and how he built the Moore Home Team in Topeka, Kansas. He shares his low-overhead, autonomy-driven leadership philosophy, his disciplined approach to advertising spend, and the follow-up habits that have produced over 800 transactions and a referral-heavy pipeline a decade in. What's Covered: Patrick describes retiring from 35 years of combined Air National Guard service and civil service work and deliberately choosing real estate because he wanted a second career that still felt meaningful to other people He explains how he capped with Keller Williams in his first year despite starting as a solo agent, and how his wife joined six months in to run admin and back-end operations without getting licensed herself He details his leadership philosophy of not managing or driving his five team members day to day, instead recruiting self-starters who run their own businesses, and how that tradeoff has shaped the team's culture and output He walks through his real-time lead follow-up process, including same-day callbacks, daily attempts until contact is made, and prioritizing in-person consultations even if it means traveling outside Topeka He shares his philosophy on advertising spend, cautioning new agents against buying leads or marketing before they have established cash flow, based on early advice from mentors in his office He reflects on a full-circle moment when his very first clients from over a decade ago called him back for a new purchase, and shares his view that AI will never replace the human relationship at the center of real estate Timestamps: 00:00:36 - Patrick's path from the Air National Guard into real estate at retirement age 00:05:15 - Building the Moore Home Team and bringing his wife in to run operations 00:08:08 - Team production numbers: 80 to 100 transactions and 20 million a year 00:09:04 - His philosophy on not managing people and recruiting self-starters 00:14:38 - What he'd do first starting over in a brand new market 00:17:00 - Repeat business story: first-ever clients returning after ten years 00:19:53 - His caution against overspending on leads and advertising 00:20:16 - His lead follow-up cadence from first contact to months later 00:28:15 - His take on AI and why the human role in real estate will endure