Insights from Zandra Ulloa's Game-Changing Webinar with HomeStack
In the rapidly evolving real estate landscape, the difference between scaling and merely surviving often comes down to one thing: building a high-performance real estate team that seamlessly integrates quality agents with cutting-edge technology. Zandra Ulloa, one of San Diego's most successful team leaders, recently shared her battle-tested strategies in an exclusive webinar with HomeStack, revealing exactly how her approach generated an astounding $3 billion in results.
The real estate industry has witnessed a technological revolution, but not all agents and teams have successfully harnessed its potential. Zandra's success story demonstrates that the secret isn't just about adopting new technology—it's about implementing smart systems through a white-labeled app that amplifies your team's capabilities while maintaining compliance and professionalism. Her branded app approach has proven that personalized technology solutions can drive extraordinary results.
One of the most innovative strategies Zandra shared involves creating compliant push notification campaigns that maximize lead generation while respecting industry regulations. Her team developed a sophisticated approach to "coming soon" properties that demonstrates how technology can work within legal boundaries.
"We made campaigns that would help us on the push notifications, where we're telling people, 'Okay, we know by clear cooperation policy we cannot advertise a property before 21 days,'" Zandra explained. "But what we could do is a little teaser, 'We have a coming soon in San Diego 4 bedroom 2 bath,' and then it just goes out there like an alert so it brings it top-of -mind."
This strategy brilliantly navigates compliance requirements while maintaining a competitive advantage. By sending strategic teasers without revealing addresses or specific details, her team creates urgency and top-of-mind awareness among potential buyers. The message is simple but effective: "Hey, if you are looking for property in this specific ZIP code or this price range possibly then reach out to us today."
Zandra's team has also mastered the art of using historical market data to create compelling, emotion-driven communications. She recently brought on a virtual assistant who has been instrumental in creating powerful thumbnail content that connects past market opportunities with present-day decisions.
"I recently just brought on a new virtual assistant that's been amazing at creating the thumbnails to connect What was our price range in 2018?' And if you owned that house in 2018 or if you didn't buy in 2018, how much equity would you have already earned in 2025?" Zandra explained.
This approach takes prospects back to missed opportunities while highlighting future potential: "We're going back to what we forgot to do stopped doing and now we're making it better and taking all the resources that we did back then and connecting it back in with a notification that says 'Did you know you could have already made $226,000 if you purchase So how are you gonna feel in the next 5 years when you still don't make that decision to say yes to the address?' Boom."
This strategy works because it taps into the psychology of regret while positioning the agent as the solution to avoid future missed opportunities.
Understanding why certain systems work is crucial to implementing them successfully. Zandra's insights reveal the psychological drivers that make her technology-powered approach so effective.
"People need notifications and reminders. They wanna feel excited that they are in the know before everybody else," she explained. "And a system like our HomeStack real estate app does exactly that, and not only that, it reminds me sometimes, 'Oh shoot, I need to check in and follow up with that client or seller,' It was an automatic no-brainer decision that we needed a branded real estate app for our team."
This highlights Zandras undertanding of modern consumer behavior: people crave insider information and want to feel like they have access to opportunities before others. By positioning clients as insiders with exclusive access through their white-labeled app, agents can create stronger engagement and loyalty.
The automated reminders also serve a dual purpose—they ensure consistent follow-up while reducing the mental load on agents, allowing them to focus on high-value activities rather than administrative tasks.
What sets high-performing real estate teams apart is their ability to make informed decisions based on real data rather than gut feelings. Zandra's system leverages mobile real estate technology to gather invaluable insights about prospects before they even make direct contact.
"We are able to really make informed decisions on the prospects that were on our HomeStack app ahead of time because we could see their search history," she revealed. This data-driven approach through their branded app allows her team to understand client needs, preferences, and behaviors before the first conversation even takes place.
This level of insight transforms the traditional real estate approach from reactive to proactive. Instead of waiting for clients to express their needs, agents can anticipate them based on search patterns and engagement history.
Beyond technology implementation, Zandra's success stems from a clear understanding of task prioritization and delegation. Working with Rachel from HomeStack, she outlined a color-coded system that helps agents identify what they should focus on versus what they can delegate.
"Think about your priorities, your non-negotiables. Red, only you can do. You can look at your calendar, you can look at your time management and 21 days it takes to build a habit. So if you see you're doing the same exact things over and over again, it's working for you, that typically is gonna be your red items," Rachel explained.
Zandra expanded on this concept by introducing yellow tasks: "Your yellow is gonna be delegation. Who can you get to help you with that task? Whether it's your transaction coordinator, maybe an assistant, maybe even another agent on your team or in your brokerage that can help leverage the time."
This systematic approach to task management ensures that high-value agents focus their time on activities that directly drive revenue while building systems for everything else.
The $3 billion success story isn't just about technology—it's about the strategic combination of quality agents and smart tech implementation. Zandra's formula demonstrates that when you pair skilled professionals with the right technological tools, the results can be exponential.
Her approach focuses on three key pillars:
Massive Tech Adoption: Rather than adopting technology piecemeal, successful teams commit fully to comprehensive tech solutions like a white-labeled app that integrates seamlessly with their existing processes and maintains their brand identity.
Accountability Framework: Technology alone doesn't drive results—it requires a structured accountability system that ensures consistent implementation and continuous improvement.
Quality Over Quantity: Building a smaller, smarter team powered by the right technology often outperforms larger teams without strategic systems in place.
One of the most compelling aspects of Zandra's approach is how technology enhances rather than replaces the human element of real estate. By using data insights and smart communication tools, her team can provide more personalized service and demonstrate genuine value to clients.
"We're complimenting your search efforts actually. Kudos to you," represents the kind of supportive, data-informed communication that builds trust and strengthens client relationships. When agents can acknowledge and build upon a client's research efforts rather than starting from scratch, it creates a collaborative rather than transactional dynamic.
One of the most innovative aspects of Zandra's approach is expanding beyond traditional real estate services to become a comprehensive resource for clients through her branded app. Her team's HomeStack app includes a robust vendor resource section that demonstrates their commitment to being helpful long after the transaction closes.
"Whether that's a credit repair or an escrow company or, you know, our lender or, you know, our management company, whatever it may be, this is printed outside of our storefront. This is also a push notification if you happen to know these people," Zandra explained.
The HomeStack app's vendor resource feature goes even further: "What I love about our white leable real estate app is we have a custom built reference guide of vendors. If a customer needs a painter, a mover, any resources, here you go. It's on our app. So, if you're not searching to buy a house or looking to find out what your value is, but you need a reputable vendor, we have that tab on our app."
This approach represents a fundamental shift in thinking about real estate business. As Zandra puts it: "This is not about just your future clients or your current clients. This is being a resource. And that is when you shift your mindset that you're an advisor and a lifelong resource, and you stop just focusing on real estate, you become a true business owner."
The proof is in the numbers: $3 billion in results speaks to a system that works consistently and at scale. This isn't theoretical knowledge or untested strategies—it's a proven methodology that has delivered exceptional results in one of the most competitive real estate markets in the country.
Zandra's success in San Diego, known for its challenging real estate environment, demonstrates that these principles can work in any market when properly implemented and consistently executed.
Key Takeaways for Real Estate Professionals
The webinar revealed several actionable insights that real estate professionals can implement immediately:
As the real estate industry continues to evolve, the teams that will thrive are those that successfully blend human expertise with technological innovation through branded app solutions. Zandra Ulloa's $3 billion success story provides a roadmap for building systems that don't just keep pace with change but actively leverage it for competitive advantage.
The combination of quality agents and smart technology through a white-labeled app isn't just a trend—it's the foundation of sustainable, scalable success in modern real estate. Teams that master this integration will find themselves not just surviving market changes but leading them.
Ready to transform your real estate team with proven systems and strategies? Learn more about HomeStack's white-labeled app technology solutions and discover how you can implement these battle-tested approaches with your own branded app in your market.
-Rachel Paolucci, Senior Client Experience Lead
