Robbie Faithe: Albuquerque Broker Who Turns Agents Into Investors, Not Just Closers

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: Robbie Faithe is a real estate broker and investor based in Albuquerque, New Mexico, leading a 21-agent Keller Williams team alongside a six-person in-house investment operation and hard money lending arm. He got his start in 2005 buying his first rental property as a college student, moved into real estate full time in 2016, and now builds his business around teaching agents to invest alongside their clients. Episode Summary: Robbie Faithe joins the show to explain how he built parallel businesses in retail brokerage, off-market real estate investing, and hard money lending that all feed one another in Albuquerque. He breaks down why he coaches his own agents toward ownership and eventual independence rather than long-term production, and shares his exact follow-up cadence, qualifying questions, and lead-generation economics for building a 27-person enterprise. What's Covered: Robbie traces his path from buying a four-bedroom rental as a college student in 2005 through the 2008 crash, creative financing deals, and joining an REO team before going full time into real estate in 2016. He describes his current enterprise structure, a 21-agent Keller Williams retail team paired with a six-person investment team and a hard money lending business, all sourcing and recycling the same off-market deal flow. Robbie explains his philosophy of training agents to prospect as buyers first and brokers second, converting seller conversations into investment opportunities or seller financing before falling back to a traditional listing. He outlines his team's structured follow-up system, a 10-day blitz with multiple daily touches tapering to one per day, built around the idea that most transactions require 12 or more touches to close. He shares a specific qualifying question for stalling prospects, asking whether they would move forward today if a perfect home at their price appeared, to surface the real reason behind a stated timeline. Robbie discusses his use of AI and an ISA for inbound call answering and lead qualification, his target three-month cash conversion cycle on paid leads, and his biggest ongoing worry, which is leads slipping through the cracks of an always-churning database. Timestamps: 00:00:32 - Robbie's start as a real estate investor in 2005 04:41 - Current team structure: retail team, investment team, and hard money lending 08:47 - How agents on his team get involved in investment deals 09:50 - The mentor whose deal history sparked his investing turning point 11:25 - Hiring help and building a team as a second turning point 12:16 - What he'd do first starting over in a brand new market 16:35 - Lead generation channels and PPC economics 20:35 - The 10-day follow-up blitz and the 12-touch rule 23:40 - The key qualifying question for stalled prospects 26:05 - Why most agents overlook ownership and investing 29:43 - The magic wand answer: plugging leaks in the lead pipeline 34:30 - How AI and an ISA handle inbound lead follow-up