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