Q&A with the Van Moorsel Realty Group

Each Wednesday, Real Estate Magazine shares insights, experiences and advice from top-performing teams and agents across Canada. If you’d like to contribute or nominate a colleague or team, send us an email.

Climbing from solo agent to team leader, Colin Van Moorsel has scaled by systemizing service, sharpening the brand and hiring for role clarity. Just a few years ago, he was a one-person operation generating $375,000 in GCI; more recently, he has doubled his personal production, with the team approaching seven figures.

Team snapshot: Four agents, three full-time staff

Brokerage: Keller Williams Lifestyle Realty

Markets: Lambton and Middlesex counties, Ontario (Grand Bend, Sarnia, Strathroy, London and area). 

2024: 45 deals / $30 million. 

2025: 61 deals / $45 million.

REM: How did you first get into real estate?
CVM: After a real property administration diploma at Seneca and a placement at Cadillac Fairview, I wanted the independence of sales. I was licensed at 20 and joined Brad J. Lamb Realty/Lamb Development in Toronto, selling new projects across the GTA. That built my base in marketing and negotiation.

REM: Why build a team?
CVM: Moving to Southwestern Ontario in 2018, I saw GTA buyers shifting to London–Lambton Shores. A team model lets us deliver a consistent, high-touch experience at scale and raise service standards in the region.

REM: What roles do you each play today?
CVM: I lead vision, brand and growth. Amber Landon runs operations and systems. Karli Prong manages listings and client service. Shannan Marion leads sales and buyer support. Our marketing partners and admin handle campaigns, listing prep and lead flow.

REM: First hires that changed the business?
CVM: Operations director (process and accountability), a buyer’s agent (speed to lead) and a listing manager (staging and communication).

REM: Your best advice for a first hire?
CVM: Hire for systems, not sales. The right ops/admin multiplies your capacity so you can lead, not just produce.

REM: Where do most of your leads come from?
CVM: Repeat and referral, brand awareness, and organic social/digital.

REM: How do you handle new leads?
CVM: Leads enter Follow Up Boss, assign by criteria, respond in under five minutes by text and call, start a drip plus a personalized plan, then weekly follow-up. It’s about six to eight touches to an appointment and 12 to 15 to a contract.

REM: What’s your budget mix, and what can’t you lose?
CVM: Roughly 30 per cent digital, 30 per cent past clients/referrals, 20 per cent outdoor/print, 20 per cent community/charity. We can’t lose repeat and referral — trust drives deal flow and credibility.

REM: Tech you rely on?
CVM: Follow Up Boss (CRM/text), myRealPage (site/IDX), QuickBooks Online/CTE (finance), plus Asana, Canva Pro, ChatGPT, Flodesk and Google Workspace.

REM: How do you think about ROI and reinvestment?
CVM: About 10 per cent of revenue back into marketing and 15 per cent into staff. We track profitability on every deal, more than cost per lead. Healthy ROAS target: 10x.

REM: What kind of agents thrive on your team?
CVM: Team-oriented pros who value systems, support and high standards. New agents typically close in 60 to 90 days. Top earners master stats, use the systems fully and protect their time through delegation.

REM: Expanding to a new market — what travelled and what changed?
CVM: Local branding and community involvement travelled well. We adapted tone: smaller markets respond to personal storytelling over high-frequency polish. Non-negotiable roles: ops manager, local lead and marketing support.

REM: Compliance in Canada—how do you manage it?
CVM: Train to CASL, DNCL, PIPEDA and board rules, route data through compliant systems and lean on the broker of record.

REM: If a team has one admin, is the next hire an ISA or a TC?
CVM: ISA. You can outsource transaction coordination; consistent conversion needs accountability.

REM: If you had $5,000 a month to invest for six to 12 months, where would it go?
CVM: Split between PPC/remarketing and professional video to build brand trust.

REM: Minimum viable follow-up cadence?
CVM: A 10-day blitz, then a 33-touch annual plan.

Lightning round

Underrated market insight… Small-town and lifestyle markets are outpacing urban condos in appreciation and absorption
One tech you’d fight to keep… Follow Up Boss
Marketing hill you’ll die on… Quality video beats lead ads on long-term ROI
Agents fail because… they treat real estate like a hobby.
Teams win because… they execute with structure, culture and shared accountability.


Editor’s note: Colin Van Moorsel answered our questions as part of a feature in a special print edition of REM. The information is current as of November 2025.