Rancho Santa Margarita as the anchor
Turn the market already producing your greatest concentration of business into an even denser source of listings, referrals and local authority.
A personalized business-growth briefing from Jacob Lawlor
This is not a brokerage pitch. This is a conversation about what comes next.
Michelle, you built a real business in less than a decade. Now let’s give The Beamish Group more leverage to scale it.
Nine years into your real estate career, you are leading a three-person group, producing at roughly a $15 million annual pace, winning a majority of your business from the listing side, and earning a reputation for calm negotiation and strong client advocacy. The opportunity in front of you is not reinvention. It is putting more infrastructure behind a business that has already proven it can perform.
- ~9 Years
- Licensed & building
- $15.07M
- Trailing 12-month sales
- 99%
- Closed-to-list price
- 5.0 ★
- 21 Zillow reviews
02 — A business I’ve had the chance to watch grow
I knew you near the beginning. What you’ve built since 2019 deserves to be recognized.
Michelle, we first crossed paths in 2019 when I purchased your home. You were still early in your real estate career then, which makes it especially rewarding to see what you have built since.
Today, The Beamish Group is a genuine operating business — not simply an individual agent with a brand name. You lead the group alongside Jayden Giuliano and Jami Rankell, you have developed a meaningful listing foundation, and your production now stretches across Rancho Santa Margarita, Anaheim Hills, Newport Beach, Huntington Beach, Lake Forest and other Orange County markets.
Your RENE designation fits the business clients describe. A 99% closed-to-list ratio, a 5.0 Zillow rating across 21 reviews, and repeated praise for your composure in competitive transactions all point to the same strength: people trust you with consequential decisions.
The question now is not whether you can succeed in real estate. You already answered that. The more interesting question is what The Beamish Group could become with stronger systems, deeper regional leverage, a clearer move-up seller solution, and a more powerful platform for the next price tier.
Listing credibility
Negotiation discipline
Team-building foundation
03 — Business snapshot
The business is established. The next layer is leverage, not reinvention.
- Licensed since
- 2017
- Trailing sales volume
- $15.07M
- Closed units
- 12
- Average sales price
- $1.386M
- Closed-to-list ratio
- 99%
- Career transactions
- 101 Sales · 70 Leases
- Career price range
- $161K — $3.5M
- Client reputation
- 5.0 ★ · 21 Reviews
Production figures are directional, based on public production research and MLS data — not a complete private business record.
The visible business mix also shows where the next layer of leverage can matter. The current pipeline includes two active listings totaling roughly $2.85 million with no pending or under-contract inventory. Average market time across the trailing year is 42 days. About 65% of recent closed sides are listing-side, while eight lease transactions add another layer of client service and administrative workload for a three-agent group. Those are not reasons to rebuild the business. They are reasons to make the operating system around it stronger.
Production journey
2019
Early growth
≈ $4.07M
2020
Momentum
≈ $7.0M
2021
Breakout year
≈ $20.3M
2022
Market reset
≈ $8.51M
2023
Lower-velocity year
≈ $5.88M
Trailing 12 months
Re-established momentum
$15.07M
You have already demonstrated the ability to operate above today’s production level. The opportunity is to make higher production less dependent on market cycles, geographic sprawl, and Michelle personally carrying every important part of the business.
04 — Core diagnosis
This is not a talent gap. It is a systems-and-scale opportunity.
- 01
Strong production needs a more repeatable engine
You have already proven you can produce at a $20 million-plus annual level. The larger opportunity is creating a business system that keeps the next growth cycle from depending on the perfect market, a burst of referrals, or Michelle personally pushing every opportunity across the line.
- 02
The map is broad; the brand can become denser
Rancho Santa Margarita represents roughly one-third of recent volume, but the rest of the business stretches across Anaheim Hills, Newport Beach, Huntington Beach, Lake Forest and referral-driven assignments as far as Yorba Linda and Pasadena. Serving relationships is a strength. The next step is using systems and referral leverage so geographic breadth does not dilute local dominance.
- 03
Move-up sellers need a solution, not just good advice
Your South Orange County client base includes owners with substantial equity who want to move but hesitate because replacing a low-rate mortgage or buying before selling feels risky. A real buy-before-you-sell solution can turn that hesitation into a practical transaction strategy.
- 04
A three-person team should create leverage, not more coordination
Twelve sales plus eight leases create a meaningful volume of showings, open houses, follow-up, documents, compliance and client communication. The operating question is how much of that work requires Michelle — and how much can be standardized, automated, delegated or supported by the brokerage.
- 05
The next price tier needs a bigger luxury story
More than 80% of recent production sits between $750,000 and $2 million, with only limited penetration above $2 million. Your negotiation credentials and client reputation already travel upmarket. The opportunity is pairing them with luxury marketing, global exposure, premium digital presentation and a stronger listing narrative.
05 — The opportunity
Own the move-up seller lane in South Orange County. Then move deliberately into the next price tier.
The Beamish Group already has the ingredients for a valuable niche: listing experience, negotiation credibility, established South Orange County relationships, team support, and enough higher-price-point experience to move upward without pretending to be something you are not.
Move-up + downsizer strategy
Become the advisor who can solve the sequencing problem — not simply explain why buying and selling at the same time is difficult.
Listing-launch advantage
Combine preparation, staging, pre-market demand, buyer matching and seller reporting so every listing has a more deliberate launch system.
Negotiation as a premium differentiator
Your RENE credential and 99% closed-to-list performance give you a real foundation for an elevated seller story centered on protecting equity.
$2M–$5M expansion
Move into higher-value South Orange County and coastal opportunities with institutional luxury exposure supporting your own reputation.
The Beamish Group as a business
Create clear roles, centralized lead follow-up and repeatable workflows so Jayden and Jami multiply your reach instead of simply absorbing tasks.
Your effort deserves better leverage.
06 — First Team + Jacob
First Team adds infrastructure around what already works. Jacob turns that infrastructure into execution.
The most relevant First Team story for Michelle is not company size by itself. It is what that platform can do for the exact business she is already running.
What Michelle already has
What First Team + Jacob adds
What Michelle already hasStrong listing relationships
→What First Team + Jacob addsBuyer Pipeline, Buyer Delivery System and SneakPreview to create internal demand before the public launch.
What Michelle already hasMove-up clients with substantial equity
→What First Team + Jacob addsFirst Team Forward / Cash Offer+ to help qualified clients buy before selling and remove a major sequencing objection.
What Michelle already hasListings that sometimes need more launch momentum
→What First Team + Jacob addsFirst Impressions Concierge, seller activity reporting, syndication visibility and a more structured launch process.
What Michelle already hasA wide referral-driven service area
→What First Team + Jacob adds48+ offices, 2,200+ agents and a deep Southern California network that can support referral coverage while Michelle strengthens her core markets.
What Michelle already hasLuxury-adjacent production
→What First Team + Jacob addsLuxury Portfolio International, LeadingRE, LuxuryRealEstate.com and premium digital marketing to strengthen the $2M–$5M listing conversation.
What Michelle already hasA functioning three-agent group
→What First Team + Jacob addsCRM, AI-assisted follow-up, Homerun 360, transaction systems, file auditing, legal support and operating discipline that help the team scale professionally.
- #1 in Southern California · 15 Years
- 250,000+ Properties Represented
- 48+ Offices
- 2,200+ Agents
- 550 Firms · 70 Countries
- 130,000 Network Sales Associates
07 — The proof
Different agents. Different stories. Same pattern: real talent + the right system.
Michelle does not need a beginner story. These examples matter because each agent already brought real ability to the table. The breakthrough came from adding strategy, modern leverage, stronger positioning or a more proactive partnership.
The top-producer parallel
Already successful. Modern leverage revealed higher-value opportunities hiding inside the business.
Sharon was already a respected South Orange County top producer doing roughly $24 million in annual volume. The opportunity was not to teach her the basics. Jacob helped layer AI strategy, better network mining and more intentional business systems onto an already strong relationship business. The first time she implemented the approach, she identified two $10 million-plus buyers already inside her existing network.
- ≈ $24M
- Annual volume
- 2
- $10M+ buyers uncovered
- +76%
- Average sales price
“Jacob truly knows real estate inside and out, and what sets him apart is his genuine commitment to helping his agents grow and succeed. His hard work, integrity, and trustworthiness are unmatched.”
The move-upmarket story
Talent was already there. Proactive brand strategy helped open the luxury door.
Marlene had the talent and drive to work at a higher level but needed a more proactive business and brand partnership. Jacob connected her with First Team’s marketing resources, helped shape a custom brand voice, and built a strategy around the coastal luxury market she wanted to enter. Within 90 days she had secured her first listing in that target area for more than $4 million.
- $4M+
- Listing within 90 days
- $10M
- Closed in six months
- +68%
- Business growth
“Jacob has truly helped me build confidence in my real estate business. His one-on-one training, guidance, and support with personalizing my brand have been beyond anything I expected from a manager.”
The consistency story
Experience was not the issue. The right strategy finally gave the talent a lane.
Preston had nearly two decades of real estate experience plus a strong sales and business background. The challenge was consistency. Jacob helped him stop forcing strategies that did not fit and instead build around his natural strengths, professional credibility and the parts of the business where he operated best.
- $1.5M → ≈ $12M
- One year
- +640%
- Volume growth
- 20 Years
- Industry experience
“Sometimes the agent already has the talent. What they are missing is the right strategy to unlock it.”
The proof is not that every agent follows the same formula. It is that the strategy changes to fit the agent.
08 — Tools mapped to the business
The right tools should remove friction. These are the ones that matter most for The Beamish Group.
01 — First Team Forward / Cash Offer+
Turn move-up hesitation into a solvable transaction.
For South Orange County homeowners who want to move but are afraid to sell before securing the next property, a buy-before-you-sell option gives Michelle something more powerful than reassurance: another path forward.
02 — First Impressions Concierge
Create more options before price becomes the only lever.
Repairs, preparation, staging, storage and presentation support can help Michelle improve a listing before or during the launch while reducing the amount of coordination her team personally carries.
03 — Buyer Delivery System + Buyer Pipeline
Put internal demand into the listing presentation.
Michelle already controls meaningful listing inventory. Showing sellers that their property can be exposed to active demand across a 2,200-agent regional ecosystem strengthens the conversation before the home ever reaches the full public market.
04 — SneakPreview
Make pre-market exposure part of the launch plan.
Searchable off-market inventory and MLS-connected pre-market workflows create another layer of opportunity for sellers and another reason for buyers to stay connected to The Beamish Group.
05 — Luxury Portfolio International + LeadingRE
Give the next price tier a global presentation.
As Michelle competes more often in the $2 million to $5 million range, premium listing appointments need more than local credibility. Luxury Portfolio International and LeadingRE add an international referral and affluent-consumer story behind her own reputation.
06 — Luxury Presence CRM + AI
Centralize the team’s digital follow-up.
Michelle, Jayden and Jami should be able to see who is engaging, searching, responding and moving closer to a transaction without relying on memory or separate follow-up systems. AI-assisted engagement adds speed without replacing the personal relationship.
07 — Homerun 360
Turn every open house into a database-building event.
Open houses should create more than foot traffic. A structured capture-and-follow-up strategy can turn Michelle’s listing inventory into buyer opportunities and future seller relationships while junior team members execute a repeatable system.
08 — SkySlope + File Auditors + In-House Legal
Let infrastructure carry more of the administrative weight.
A team handling sales, listings and leases generates real compliance workload. Brokerage-paid transaction systems, document review and legal support help keep Michelle focused on clients, negotiations, listings and business development.
Also relevant: Listing Activity Reports · Market Trends · branded CMAs · MAXA marketing · Testimonial Tree · Social Media Concierge · in-house IT support · FirstPlace collaboration.
09 — The partnership
First Team gives you the platform. I help you turn it into a plan.
Michelle, I am not interested in handing you a collection of tools and hoping you figure out how to use them. The value of the relationship is helping you decide which opportunities deserve attention, building the plan around them, and staying close enough to the business to help turn the plan into execution.
You have already spent nine years building skills, relationships, reputation and a team. My role is not to make you operate like somebody else. It is to help you get more leverage from what is already working.
Strategy
Geographic focus, listing growth, team roles, luxury positioning, pipeline structure and a business plan tied to the outcomes you actually want.
Skill + Execution
Listing consultations, seller conversations, pricing strategy, negotiation, follow-up and turning brokerage systems into repeatable habits.
Modern Leverage
AI, database mining, automation, CRM strategy and smarter communication used as force multipliers for a relationship business — never replacements for relationships.
10 — The next version of the business
Keep the business recognizably yours. Make the next version more focused, scalable, and premium.
The goal is not to make The Beamish Group bigger for the sake of being bigger. It is to build a business where Michelle’s highest-value skills — trust, negotiation, listing acquisition and strategic client guidance — receive more of her time.
The business today
What more leverage could create
The business todayStrong listing-led relationship business
→What more leverage could createListing business supported by internal buyer demand, pre-market exposure and a repeatable launch system
The business todayBroad referral geography
→What more leverage could createDeeper Rancho Santa Margarita / South Orange County authority with a network capable of supporting outlying referrals
The business todayMove-up clients facing sequencing problems
→What more leverage could createA concrete buy-before-you-sell conversation with more options for unlocking dormant listings
The business todayMichelle carrying the highest-stakes parts of the operation
→What more leverage could createClearer roles for Michelle, Jayden and Jami, with technology and brokerage support absorbing more of the routine workflow
The business todayPremium reputation concentrated below $2M
→What more leverage could createA deliberate $2M–$5M expansion supported by luxury marketing, affluent reach and stronger presentation assets
The business todayProduction that has moved through large annual swings
→What more leverage could createA more predictable pipeline built around farming, sphere activation, listings, database intelligence and consistent follow-up
A strong next chapter would not erase what made the business successful. It would make the best parts easier to repeat.
Stage 1
First 30 days
Business audit · database review · team-role mapping · listing presentation review · CRM architecture
Stage 2
First 90 days
RSM / South OC growth plan · move-up seller campaign · Buyer Delivery integration · open-house conversion system · premium brand review
Stage 3
Next 12 months
Stronger listing density · more predictable pipeline · purposeful $2M–$5M penetration · a team operating with clearer leverage
11 — The conversation
This meeting is about your business. Not a generic brokerage pitch.
The most valuable use of our time is to compare what the research says with how the business actually feels from your side. I want to understand where you want The Beamish Group to go, what is consuming too much of your time today, and which opportunities are worth building around.
- 01
When you picture The Beamish Group two years from now, what matters most — more volume, a higher average price point, greater profitability, a larger team, or simply a more efficient business?
- 02
How often are South Orange County move-up clients hesitating because they do not know how to secure the replacement property before selling?
- 03
Across sales, listings and leases, what work still lands on your desk that you wish the business handled without you?
- 04
How are responsibilities currently divided between you, Jayden and Jami — and where does the handoff process still depend too heavily on you?
- 05
How aggressively do you want to pursue the $2 million to $5 million market over the next several years?
- 06
Would you rather keep serving a wide referral geography personally, or build stronger Rancho Santa Margarita / South County density while using a network for some outlying business?
- 07
What would a brokerage and manager have to do proactively for you to feel that changing platforms created a meaningful business advantage?
Confirm or reschedule
Our Zoom meeting is set for Tuesday, October 6, 2026 at 3:00 PM. I’ll be joining from First Team Real Estate’s Mission Viejo office. If you would like to confirm, reschedule, or send me a question before we connect, the fastest options are below.
Jacob Lawlor · 949-201-0899 · JacobLawlor@FirstTeam.com
First Team Real Estate · Mission Viejo Office
12 — The next chapter
You have already built something substantial. Now let’s build the leverage around it.
Michelle, the impressive part of your story is not simply the $15 million production number. It is how much business you have built in roughly nine years: a respected client reputation, a listing foundation, a real team and enough history to know that your ceiling is higher than your current operating model.
The next chapter does not require becoming a different agent. It requires a platform and partnership capable of helping The Beamish Group do more of its best work, more consistently, at a higher level.
Let’s map out what that version of the business could look like.
Let’s map out the plan
— Jacob Lawlor