GRIT: The Real Estate Growth Mindset

This week on GRIT: The Real Estate Growth Mindset, Brian Charlesworth is joined by Jace Gillies, team leader at Utah Life. They talk about growth, leadership, and building a team that performs with consistency. From closing 29 deals in his first year to now leading over 90 agents, Jace shares what it looks like to scale while keeping culture intact. Jace talks about his start in real estate, coming from warehouse work and having no idea how to write a contract. A quick ask for help turned into joining a six-agent team and earning six figures in year one. “I thought I couldn't make money on a team, but I had no idea what teams even offered,” he says. The conversation moves into Jace's transition from top producer to team leader and what it took to turn around the Salt Lake office. With systems missing and accountability lacking, Jace lost nearly half the agents in his first month. “They didn't want to work. They didn't want to be held accountable,” he explains. But with daily effort, recruiting, and buy-in, that office went on to close over $100M. Brian asks Jace about recruiting, and Jace shares the script and mindset shift that helped him add 31 agents in one quarter. He highlights how he uses social proof, automation, and consistent follow-up to find the right people. “I finally believed we were the best place for agents. Once I owned that, everything changed,” he says. They close out by discussing agent productivity and how Sisu plays a central role. From onboarding to coaching to contests, everything is built around tracking what matters. “I don't know how to coach without numbers. Sisu gives us everything,” Jace adds. Top Takeaways: (4:16) Value of teams & shifting mindset (9:35) Taking over the salt lake office  (14:09) Mental shift in recruiting (18:24) Tracking for predictable closings (25:57) Sales contests & team culture (29:50) Leading by example in real time (33:26) Impact of sisu on everything If you're a team leader looking for structure or an agent trying to grow without guessing, this episode is packed with examples of how to do both. Tune in now!  About Jace Gillies Jace Gillies leads the Salt Lake City expansion at Utah Life Real Estate. He entered the industry five years ago and now oversees sales for the entire team. Using Sisu, Jace coaches agents, tracks performance, and drives recruiting. His focus is on building a team where growth and results stay consistent.   Connect with Jace: LinkedIn

In this episode of GRIT: The Real Estate Growth Mindset, Brian Charlesworth sits down with Leo Pareja, CEO of eXp Realty, to talk about the journey from selling nearly 4,000 homes to leading one of the fastest-growing brokerages in the industry. Leo shares how he started in real estate at 19, thinking he would be an investor, and ended up becoming one of the top agents in the country. Leo dives into how market cycles shaped his career, from making over $300,000 as a college student to nearly going bankrupt during the 2008 financial crisis. He explains how those experiences taught him to adapt and build resilience. "I thought I was that good. I wasn't. I was just in a bubble," he admits. He also shares how these lessons now influence his leadership at eXp, where he focuses on staying ahead of industry shifts. The conversation explores what it takes to scale in real estate. Leo talks about how he built one of the first teams doing over $100 million in sales and why understanding unit economics and market timing made the difference. He explains how the best agents and teams today are focusing on efficiency, lead generation, and knowing their numbers. As CEO, Leo is now leading eXp 2.0, a new phase of the company focused on making everything faster, smoother, and more agent-centric. He breaks down how eXp is investing in better technology, faster payments, and deeper agent support to stay ahead. "My goal is to deliver so much value that it's silly not to be with us," he says. Leo also gets personal, sharing how he prioritizes family and work-life balance despite a demanding role. He tracks time with his kids, blocks out non-negotiable time for them, and keeps his schedule tight. "90 percent of the time you'll spend with your kids is before they turn 18. Make it count," he shares. Top Takeaways: (1:53) Leo's real estate and tech journey (6:22) Entering tech at the worst possible time (8:32) The first big real estate win (10:19) The two ways to scale in real estate (11:27) Why should agents not copy top producers? (13:38) The importance of relationships (19:15) Why eXp changed everything (20:49) Why franchises are dying (21:53) What makes eXp 2.0 different? (24:54) Real estate market growth predictions (27:43) What agents should focus on now (29:42) Adapting to change in business (31:08) Controlling your own success   Don't miss this episode if you want insight into scaling a business, navigating market cycles, and building a real estate career that lasts. Tune in to hear Leo's perspective on the future of the industry and how the right mindset can make all the difference. About Leo Pareja Leo Pareja started his real estate career at 19 and became the #1 Keller Williams Agent worldwide by 28. Over 15 years, he sold around 4,000 homes before co-founding Washington Capital Partners in 2012, which grew into one of the largest private lending firms on the East Coast. In 2016, he co-founded Remine, a real estate tech platform that reached 80% market share and over 1.1 million users.  After exiting both companies, he joined eXp Realty's leadership team and now serves as CEO. He has been featured in the Swanepoel Power 200 and co-founded the Pareja Family Foundation, providing scholarships for women and minorities to enter the tech industry. Connect with Leo: Website LinkedIn

In this episode of GRIT: The Real Estate Growth Mindset, Brian Charlesworth welcomes Desi Williams and Elizabeth McNally,  two high-performing team leaders who are breaking records in small markets. Desi Williams from Burley, Idaho, and Elizabeth McNally from Medicine Hat, Alberta, share how they've captured over 40% market share in communities where most agents settle for 20 deals a year. Desi shares her journey of moving to Idaho and starting her real estate career with no sphere of influence. Her first big break came from courageously pitching a developer for a listing, which resulted in selling all 14 homes in the project. "I had to show I was willing to do the work," Desi explains, reflecting on how determination fueled her growth. Elizabeth, from Alberta, also built her business from the ground up by focusing on professionalism and innovation, introducing professional photography and staging to her market before these practices became the norm. The conversation quickly turns to mindset and the habits that have fueled their success. Desi explains how consistency has been her superpower, maintaining 100+ conversations weekly to keep her business thriving. Elizabeth adds, "People often lose momentum after a big win, but that's when it's most important to keep going." Both agree that breaking through mental barriers, like fears of success or judgment, was essential to their growth. Both leaders reveal their systematic approach to growth, with Desi noting a dramatic shift after implementing a CRM: "I went from 40 transactions to 89 that year." They discuss the importance of consistent follow-up, maintaining high conversation counts, and providing value-add services that differentiate them in their markets. As the episode wraps up, the two discuss their upcoming mastermind for agents in small markets. "There's not enough tailored advice for small communities, and we want to change that," says Desi.  Top Takeaways: (4:02) How to build stamina for real estate success  (5:36) Why do some agents lose their edge? (6:23) What happens when agents make their first $30k?  (8:39) What's the “DoorDash” model for real estate?  (10:49) How do agents escape repetitive routines? (14:18) Surrounding Yourself with the Right People (17:56) Innovating in Small Markets (22:55) How does staging impact listing performance? (26:52) The Power of CRMs in Small Markets (31:07) Overcoming Self-Doubt and Burnout (36:02) The Impact of Networking and Growth Events   Tune in to discover how these innovative leaders have built multimillion-dollar businesses in markets others might overlook, and learn their strategies for maintaining exceptional performance regardless of market size.    About Desi Williams Desi Williams is a Southern Idaho real estate broker committed to helping clients create their ideal home, whether it's a starter house, a hobby farm, or a retirement property. As a mom of five, she understands the importance of finding the right space for every stage of life. With expertise in buying and selling, Desi provides stress-free transactions, marketing strategies for maximum exposure, and personalized financing recommendations. She's passionate about guiding her clients every step of the way to ensure they achieve their goals.   Connect with Desi:   Website LinkedIn   About Elizabeth McNally Elizabeth McNally is the team lead for Real Estate Collective in Medicine Hat, Alberta, proudly leading Canada's #1 small team at Real Broker. Her journey into real estate began early, working alongside her parents on renovation projects and property management in SE Hill. With over 17 years of experience, Elizabeth combines her hands-on knowledge and passion for real estate to offer client-focused services. Her team provides staging, professional photography, and strategic marketing to ensure properties stand out. Elizabeth is dedicated to helping buyers and sellers find not just a home, but the home.   Connect with Elizabeth:   Website LinkedIn

In this episode of GRIT: The Real Estate Growth Mindset, Brian Charlesworth talks with Veronica Figueroa, a leader in real estate team operations and growth. Veronica shares her journey from managing a complex business that sold over 2,200 homes a year to building a streamlined, sustainable model. Veronica opens up about the challenges of scaling too quickly, explaining how a focus on simplicity transformed her team's operations. "We realized the business was too heavy, and simplicity became our goal," she shares. Her insights into focusing on what truly matters, like clear leadership and sustainable growth, will resonate with anyone feeling overwhelmed by complexity. A major part of Veronica's transformation involved leveraging technology like Sisu to simplify processes and cut costs. "Every transaction starts in Sisu now, and it's made a huge difference for us," she says, reflecting on how operational efficiency has allowed her team to focus on what matters most—culture, performance, and growth. The conversation also dives into key lessons about recruiting and accountability. Veronica stresses the need to maintain high standards even when it's difficult. "You can't lower the bar just because someone doesn't want to comply—it only hurts the team," she explains. She emphasizes that leadership requires balancing data with heart, ensuring every agent feels valued and connected. As the episode closes, Veronica leaves a piece of advice for leaders tackling market shifts. "People need to know where they're going and why they're doing it," she says, adding that clarity and authenticity are essential for inspiring teams to thrive.   Top Takeaways: (2:07) Simplicity and sustainability in real estate leadership (3:58) The dangers of chasing shiny objects in business (8:06) Why recruiting never stops in real estate (8:59) Why team standards should never be negotiable (10:29) The cost of becoming too transactional (12:04) Can outsourcing leadership hurt your company's culture? (15:53) What happens when your team isn't ready for a shifting market? (20:01) How does a strong culture attract top agents? (25:14) How Sisu eliminated redundancies and saved thousands (28:15) Filling operational gaps with vision and talent   This is a must-listen for anyone looking to simplify operations, build a winning culture, and lead with purpose in today's competitive real estate market. About Veronica Figueroa Veronica Figueroa is the CEO and Team Lead of The Figueroa Team at eXp Realty, recognized as one of the top-performing real estate teams in the nation. Her team has served over 2,000 families, achieving $646 million in sales volume in a single year. She has been a Zillow Advisory Board Member since 2016 and is known for her forward-thinking approach to real estate, including leading the I-Buyer movement. As a sought-after speaker, Veronica has shared insights on leadership and business growth at major industry events such as Inman Connect, NAHREP, and the eXp Shareholders Summit. She is passionate about mentoring real estate professionals, helping them strengthen their leadership skills and scale their businesses effectively. Connect with Veronica Figueroa Today!  The Figueroa Team LinkedIn

In this episode of GRIT: The Real Estate Growth Mindset, Brian Charlesworth hosts Ken Hirschmann and Brandon Verlinden from Best Life & Co., a rapidly growing real estate team in Michigan. Ken and Brandon share their unconventional journey from managing grocery stores to leading one of the most productive teams in the state, highlighting how their background in high-accountability roles shaped their leadership style. The duo dives into their focus on agent productivity over agent count, sharing how their disciplined approach and consistent coaching have driven the team's success. “We've maintained a morning call every day since day one,” Ken reveals. “It's the consistency that sets the tone and builds a strong foundation.” They also discuss the pivotal role of Sisu in transforming their operations, moving away from manual spreadsheets to automated systems that provide real-time insights. Brandon adds, “The automated task lists keep us a step ahead in every transaction, helping us avoid hiccups and streamline the entire process.” Ken and Brandon share a glimpse into their upcoming projects and offer practical advice for leaders looking to scale. As Ken puts it, “Growth is messy, and that's okay—it's where real progress happens.” Their forward-thinking vision and adaptable approach leave you excited for what's next at Best Life & Co. Top Takeaways: (3:40) What happens when you step into leadership at 23? (7:46) How did the grocery store experience help scale a real estate team? (9:34) Can hiring a business expert beat hiring a top realtor? (12:46) Why is making a million dollars now just the starting point? (13:28) Is manual data entry holding real estate teams back? (15:12) The chaos of manual data collection (17:05) How did adopting Sisu solve major visibility issues in deal tracking? (21:39) The power of daily training meetings (22:30) The benefits of automated insights in coaching (29:41) Combining Sisu and Follow Up Boss for results (31:13) What's the formula for a $10 million goal? (34:02) Why are Thanksgiving pies part of the client experience? (36:36) Why focus on quality over quantity in team growth? (37:58) How does feedback shape team growth? (39:05) Why is growth always messy? Tune in to this episode for a candid look at what it takes to build a resilient, data-driven real estate business, with actionable advice on leveraging technology, fostering a winning team culture, and driving consistent growth. Discover how Ken and Brandon have doubled their transaction volume while maintaining high standards. About Ken & Brandon Ken Hirschmann, Broker/Owner, and Brandon Verlinden, President, lead Best Life & Co., a real estate team based in Royal Oak, MI. Despite a shrinking real estate market, they have consistently grown their business by 25-50% each year, capturing significant market share. Their approach includes strong client communication and effective use of tools like Sisu for better tracking and efficiency. Connect with Ken & Brandon Today!  Best Life & Co. Ken Hirschmann Brandon Verlinden

In this celebratory 150th episode of GRIT: The Real Estate Growth Mindset, host Brian Charlesworth welcomes Jon Cheplak for a powerful conversation on mental resilience, personal accountability, and building a business that lasts. In this special episode, Jon dives into the highs and lows of his career and shares how his journey from addiction to success shaped his approach to life and work. Jon discusses the critical role of mindset in today's market, emphasizing the power of discipline and responsibility. "Anything that you don't own, you can't change," he says, explaining why accountability is the first step to personal and professional growth. His story is a testament to the impact of daily habits, relentless focus, and a commitment to growth—even when the odds are stacked against you. This episode uncovers Jon's unique perspectives on leadership, his philosophy of “forced suffering” as a tool for mental strength, and the value of community in creating success. For him, success isn't about reaching the finish line but about who you are becoming along the way. “Forget about the outcome,” Jon reflects, “obsess over the person you are becoming every single day.” Jon also discusses the importance of aligning personal values with business goals, emphasizing how this alignment drives lasting fulfillment and genuine connections with others. He shares how embracing vulnerability and humility has strengthened his relationships and contributed to his success. Building a brand that prioritizes authenticity and integrity, Jon believes success means lifting others up. Top Takeaways: (1:39) The role of mental toughness play in personal growth (4:12) Can losing teach more than winning? (8:46) How can hitting rock bottom ignite unstoppable growth? (14:06) How do easy wins make agents unprepared for real challenges? (17:08) How does owning your past lead to personal transformation? (18:56) Why is "forced suffering" essential for true progress (20:58) The role of personal values in breaking free from stagnation (23:20) Why does "Who am I becoming?" matter more than achievements? (26:21) How vulnerability makes you a stronger leader (30:12) How does focusing on daily victories fuel personal growth? (33:56) The true power of an abundance mindset (36:02) How does teaching others make you an expert (40:54) How visualizing others' happiness impacts work relationships (43:46) The purpose behind creating real community in business (45:49) How do events open doors for emerging leaders? (47:35) Why do small style choices matter in building confidence Join us for this inspiring 150th episode to learn what it takes to build unshakable resilience and celebrate this milestone with Jon's remarkable story. Discover how to develop the mental toughness needed to transform your path forward. About Jon Cheplak Jon Cheplak is the CEO of The Real Recruiter and Founder & Coach at Cheplak Live, bringing over 27 years of hands-on experience in real estate. With a background as a successful agent and former executive of a multi-office company, Jon now focuses on coaching team leaders, brokers, and agents to achieve higher productivity and profitability. He has spent the past decade guiding real estate professionals across the U.S., Canada, and Europe, using a proven system to attract, develop, and retain top-performing agents, adding billions in sales volume to teams worldwide. Connect with Jon Cheplak Today!  LinkedIn  YouTube The Real Recruiter Cheplak Live

Join Brian Charlesworth on this episode of GRIT: The Real Estate Growth Mindset as he talks with Matt Smith, a real estate leader whose journey from managing a small team to becoming one of the top performers in the Missouri market offers invaluable lessons in leadership, strategy, and accountability. Starting with just 8-10 agents in 2018, Matt now oversees a team of 27, but his success hasn't come without challenges. Matt opens up about how using Sisu transformed how he tracks performance, sharing that one key metric – the appointment set-to-close ratio – helped him realize his team was missing out on $3 million in GCI. “We lost $3 million in GCI from one metric that we wouldn't have known existed if it weren't for Sisu,” he explains. He dives deep into why understanding these numbers is essential for any real estate team leader and how even small changes in performance tracking can lead to significant gains. The conversation moves into how Matt built a foundation of accountability with his agents, explaining that quality is often more important than quantity. "The quality of the lead is determined by the skill and the will of the agent," Matt shares, emphasizing that success doesn't come from flooding agents with more leads but from improving their ability to convert the ones they have. Matt also reflects on the importance of simplifying business systems. He highlights how over-complicating processes can create unnecessary roadblocks and how focusing on the fundamentals allows his team to thrive even in challenging markets. He describes his recruiting and onboarding process as one that pushes agents to meet high standards from day one, ensuring that those who stay are fully committed to success. Top Takeaways: (2:31) The chaos that nearly cost $3 million (4:55) Is better pipeline management the key to team success? (7:45) Are agents getting out-scripted by their leads? (10:24) How does willpower affect business outcomes?  (15:01) How do messy business breakups lead to owning your success? (16:20) The power behind automating transactions with Sisu (20:26) Why are spreadsheets holding back business growth (26:07) What happens when agents don't track their business numbers (30:20) What's the real focus of successful team leaders? (33:42) What makes onboarding multiple people at once more effective? (35:48) Why does building a five-agent team lead to a rollercoaster (40:11) The must-have steps for onboarding new agents  (43:12) One activity that can win your day in real estate If you're looking for strategies to streamline your operations, recruit the right talent, and drive your team to new heights, this episode is packed with actionable insights. Tune in to hear how Matt Smith uses Sisu to track the correct numbers and build a high-performing team that adapts to the ever-changing real estate landscape. About Matt Smith Matt Smith is the owner of Matt Smith Real Estate Group, based in Missouri, where his team of 27 agents leads the local market. His team's success has earned them a spot on the Inc. 5000's fastest-growing companies list, and they've held the #1 ranking in their marketplace for five consecutive years. Matt's approach to leadership and metrics-driven performance has helped his team close hundreds of homes, including 100 homes in one month with just 18 agents. He also coaches real estate professionals across the country. Connect with Matt Smith Today!   LinkedIn  Matt Smith Real Estate Group All or Nothing in Real Estate

Join Brian Charlesworth, founder of Sisu, as he interviews Steven Myers, the visionary owner of Urban Cool Brokerage. Steven shares his journey from corporate aerospace engineer to leading real estate investor and team owner in Wichita, Kansas. From selling his first property to growing a team of over 60 agents, Steven's story is a testament to the power of grit and resilience. In this episode, Steven discusses the challenges of leaving a high-paying corporate career and the risks he took to follow his entrepreneurial calling. Reflecting on his decision, he says, "I saw these people in their 60s still grinding away, and I thought, this isn't the life I want for myself." He talks about the systems he put in place, including Sisu, to track performance and build a scalable business. "If you're not really understanding your numbers... you're just not really doing a good service to your business," Steven emphasizes as he shares how he grew his team to over 60 agents and completed more than 500 transactions in just a few years. With a unique perspective as a former "rocket scientist" and a real estate team leader, Steven offers listeners fascinating insights into growing a business by leveraging technology and effective leadership. Steven also explains his strategy for building ancillary services, like mortgage and title, and why controlling the entire client experience has been key to his success. It's not just about selling houses—it's about managing every aspect of the client journey. Top Takeaways: (3:39) From aerospace projects to real estate success (6:05) What happened when the corporate job said "no more real estate"? (9:02) The shift from flipping houses to going all-in on sales. (12:53) Why ditch spreadsheets to build a real business system? (15:52) Building the right systems before scaling a team. (18:49) How did this team grow from 0 to 60 agents in just 4 years?  (20:59) Why do systems only work if you have the right people? (24:09) A $1.7 trillion opportunity that sparked a change (29:52) How does Sisu's data lead to a million-dollar difference? (31:33) What do your metrics reveal about your business gaps?  (35:01) Spotting changes early to keep growth on track (39:20) Why 2025 is about conversations and service.  (40:22) How does Sisu help deliver that "white glove" customer service? (42:44) Why is spending on tech crucial for agent success? Want to know how Steven overcame market shifts and learned from the challenges of running multiple businesses? Tune in to learn more about his journey and how you can apply his insights to grow your own real estate business. About Steven Myers Steven Myers is the CEO of Urban Cool Homes, a real estate business he founded in Wichita after realizing his passion for property went beyond his corporate career. After graduating at the top of his engineering class at Wichita State University, Steven climbed the corporate ladder to become a director of program management before transitioning into real estate. He has also worked as a realtor at eXp Realty and is the owner of Motto Mortgage Charged. Connect with Steven Myers Today!  Urban Cool Homes LinkedIn

This week on GRIT, host Brian Charlesworth welcomes Shahar Plinner, founder and CEO of Formations, to discuss an often-overlooked aspect of running a real estate business: taxes. Shahar brings decades of expertise in tax planning for the self-employed, particularly real estate agents and team leaders. From his roots in Israel to building one of Seattle's top accounting firms, Shahar has always been driven by one goal—helping entrepreneurs keep more of their hard-earned money. In this insightful conversation, Shahar reveals how real estate agents can save tens of thousands of dollars annually by structuring their businesses correctly. “Ninety percent of the agents who come to us aren't set up as S Corps—and they're losing significant money because of it,” he explains. Shahar walks through the process of shifting from a sole proprietor or LLC to an S Corporation, which allows agents to reduce their tax liability while still growing their business. The episode also touches on how real estate agents often procrastinate tax planning until it's too late, leading to missed opportunities. Shahar emphasizes the need for intentional tax management throughout the year rather than scrambling at tax time. “The sooner you start thinking about your taxes, the better the outcome. It's not just about saving on taxes; it's about creating a long-term strategy that supports your business growth.” Brian and Shahar also discuss the exciting new partnership between Sisu and Formations, offering real estate professionals a seamless integration between business performance tracking and tax optimization. This collaboration allows agents to have a holistic view of their business and finances in real-time, enabling smarter decisions year-round. Top Takeaways: (4:27) Why real-time financial planning beats last-minute tax fixes.  (9:47) Making sense of real estate taxes—Depreciation, aggregation, and more. (11:19) How does having a dream team simplify real estate investing? (12:27) The untapped tax benefits for 1099 real estate agents.  (18:10) Automating 90% of real estate tasks (23:01) Why live financial data is the key to business confidence.  (24:21) Sisu and Formations—The integration every real estate agent needs.  (28:08) How to eliminate data friction with Sisu's seamless integration. (33:27) What are the benefits of S Corps for real estate agents?  If you're looking to gain a better understanding of how smart tax planning can support your real estate business, this episode is a must-listen. Shahar's expertise will change the way you think about taxes and how they can be used to fuel your success. About Shahar Plinner: Shahar Plinner is a tax and accounting expert with over 20 years of experience. After moving from Israel to Seattle, he built and sold one of the top tax firms in the area. Now, as the founder and CEO of Formations, he focuses on helping self-employed professionals manage their taxes and maximize financial efficiency.   Connect with Shahar Plinner Formations

In this episode of GRIT: The Real Estate Growth Mindset, Brian Charlesworth sits down with JD Reese, founder of The Genuine Group, one of Southern Utah's rising stars in real estate. JD shares his evolution from selling over 1,000 homes as a builder agent to creating and leading a team that's now ranked in the top five in just three years. How did he do it? JD credits much of his success to the systems and processes he built from the ground up. JD takes us back to when he worked long days as a builder agent at Salisbury Homes, where he learned the value of grit and consistency. After experiencing significant changes in the builder market, JD decided to start his own team. In his words, "I realized I could make ten times the amount of money by doing my own thing, and that was eye-opening." The episode dives deep into how JD created a strong foundation for his team, starting with using tools like Sisu and Follow Up Boss to manage accountability and streamline operations. He shares how his focus on building a repeatable system allowed him to transition smoothly into team leadership. JD also touches on his recruitment strategy, which emphasizes hiring young, trainable agents who align with his team's culture of hard work and innovation. What sets JD apart is his hands-on leadership style. He continues to prospect daily alongside his agents, which has helped his team maintain high performance even in challenging markets. "I still prospect an hour to an hour and a half every single day, including Saturdays," JD explains, showcasing his dedication to staying connected with his team and clients. Top Takeaways: (2:29) The secrets behind selling over 150 homes a year. (7:34) Can you hit your income goals by prospecting every day? (13:29) Why the right CRM is your new best friend in real estate.  (17:20) Is data the key to a team that never drops the ball?  (18:00) What's the real edge of 24/7 reporting for agents?  (25:26) What's the real cost of wearing too many hats in real estate? (29:43) How did training turn market challenges into opportunities?  (31:31) AI, PPC, and Facebook—How to use all to win.  (34:28) How do open house registrations boost conversions?  (36:07) How do proper SOPs transform lead management? (38:41) Why Every Real Estate Deal Needs a "Pizza Tracker" System.  Don't miss this insightful conversation as JD explains how to grow a team, foster a winning culture, and consistently push the needle forward. Tune in to learn more about JD's journey and what it takes to build a high-performing real estate business. About JD Reese JD Reese is the owner of The Genuine Group and a Utah native, born and raised in St. George. With a background in new construction and experience as a general contractor, JD aims to provide a genuine experience for clients, whether they are buying, selling, investing, or building homes. He founded The Genuine Group to share his knowledge from nine years in real estate and to build a tech-driven, supportive team environment. In his free time, JD enjoys skateboarding, golfing, playing video games, and spending quality time with his wife and their pets. Connect with JD Reese Today!  LinkedIn  JD Reese - Instagram The Genuine Group - Instagram

In this episode of the "GRIT" podcast, Brian Charlesworth sits down with Zach Geisendorfer, Director of Client Relations at FAM Realty Group, which started with five agents and is now at nearly 40 in Orange County, California. Zach shares the ups and downs of growing quickly, including the hard lessons learned about the need for solid systems and a strong team culture. “We thought we were on top of the world when we added 25 agents in two weeks,” Zach says, “but without a solid system, things fell apart fast.” This experience taught them that growth without structure isn't sustainable. Zach talks about his own journey, from making over 130,000 calls a year as an ISA to leading a team that has more than quadrupled in size. He jokes about his early days as a "cowboy," jumping from task to task without any real plan, and how that approach just didn't cut it once the team started to grow. They also chat about how the team is moving into the luxury market, using data to make smart decisions, and keeping agents motivated through friendly competition. Zach's approach to training and accountability has made a big difference in their success. With Sisu, Zach says, “we've moved beyond spreadsheets and guesswork—it's all about clear, actionable steps now.” Top Takeaways: (4:44) Why do team leaders with five agents often struggle? (5:49) Can rapid growth really destroy your team? (7:50) What's the cost of being a ‘cowboy' in business? (9:28) How was a hot lead list created from cold contacts? (13:03) The crash-and-burn after adding 30 agents. (17:54) What's the secret sauce in a 30-60-90 day plan? (20:32) What happens when a whole team goes paperless? (23:30) Turning leads into wins with the Sisu pipeline (27:46) Roleplay, coaching, and conversions: a winning combo (31:33) How did aggressive prospecting dominate the $5m market? (36:42) What daily habits are driving massive success in sales? (41:51) Turning accountability into a growth catalyst If you're looking to scale your real estate business or just want to hear how a team can grow and thrive, this episode is full of practical tips and insights you won't want to miss. About Zach Geisendorfer Zach Geisendorfer is the Director of Client Relations at FAM Realty Group. With a strong background in sales, he began his career as an ISA, making over 130,000 calls a year before transitioning into his current leadership role. Zach has been instrumental in growing the real estate team from 5 to nearly 40 agents in Orange County, California, focusing on building solid systems and fostering a strong team culture. Connect with Zach Geisendorfer Today!  LinkedIn  Instagram

In this episode of "GRIT: The Real Estate Growth Mindset," Brian Charlesworth welcomes Glen Baker, founder of the MorrisAgent Team, for a conversation about growing a business when the odds seem stacked against you. Glen shares his fascinating journey from selling a tech company for $91 million to diving into real estate after a personal tragedy, driven by a passion for improving customer experience. Glen opens up about the challenges of expanding into new markets like Massachusetts, where he had to overhaul his processes without losing the "magic sauce" that makes his team successful. He explains the importance of having a consistent customer experience across all locations, regardless of the specific state regulations or contracting processes. Glen emphasizes that building a business in multiple markets is not for the faint of heart—it's like setting up a whole new company each time—but once it's operational, consistency in metrics and performance is critical to success. The conversation also delves into how Glen uses Sisu to not only streamline operations but also to predict market trends. By analyzing Sisu data, Glen can foresee shifts in the market, which allows his team to stay ahead and make informed decisions. This ability to anticipate changes has led to a stronger performance in the final quarter of the year, with some agents expected to do 75% more business than the previous year. Top Takeaways: (2:15) What life event triggered a drastic career shift? (6:28) Why are clients more than just transactions? (9:18) How did a simple portal transform client trust? (11:09) What's driving expansion when others shrink? (15:14) How are videos transforming agent relations? (16:12) How new agents are closing $700k deals instantly (17:19) Three components that run an entire real estate business (18:43) How to see market shifts before they happen (20:30) 15 minutes that keep the team on track (22:21) The must-have report for every agent one-on-one (27:11) From Doordash to deals: the power of client portals If you're looking for strategies to enhance your client communication, recruit top talent, and expand your business in challenging times, don't miss out on Glen's advice on why now is the perfect time to leverage technology and boost your value in the real estate market. About Glen Baker Glen Baker is a leading real estate agent in North Jersey and the founder of the MorrisAgent Team. He specializes in helping individuals, investors, and developers find properties in Morris, Sussex, and Bergen counties. With a reputation built on trust and consistent results, Glen has earned a place among the top .05% of agents nationwide and has been recognized with the Circle of Excellence every year. His team's footprint extends across New Jersey and Massachusetts, with plans to expand into Delaware and Florida, guided by the principle of "No Surprises, Ever!"—a commitment to consistency, reliability, and transparency. The team is known for combining advanced digital tools with a seamless customer experience, ensuring that every transaction is smooth and transparent. Glen's business is largely built on referrals and social media, reflecting his dedication to building lasting relationships. Glen is also committed to giving back to the community, contributing over $300,000 in Hero Rewards through the Homes for Heroes program, where he is ranked #1 in New Jersey. Beyond real estate, Glen has an entrepreneurial background, having sold his last company for $91 million and serving in C-suite roles throughout corporate America. He also actively serves as the Deputy Chief of the Boonton Fire Department, advocates for suicide awareness, and fosters dogs with over 65 pups under his care to date. Connect with Glen Baker Today!  LinkedIn  MorrisAgent Team

This week on the "GRIT" podcast, Brian Charlesworth is joined by Ryan Young, a third-generation real estate expert and the innovative mind behind Fello. Ryan's journey is anything but typical—from a burnt-out chef to leading a team selling hundreds of homes yearly. He looks back at how starting in a down market gave him the grit and know-how to tackle today's challenges. Ryan dives deep into the current state of the real estate market, pointing out how it can mess with your emotions if you need to be more careful. He shares his thoughts on why agents who can manage these ups and downs will emerge stronger and more successful. From dealing with skyrocketing interest rates to the dwindling number of agents in the field, Ryan talks about how those who stick it out are likely to see big wins in the coming years. Ryan also introduces Fello, the software that's helping agents turn their databases into treasure troves of listings. He breaks down how understanding your data can seriously boost your bottom line and make your life a lot easier. Top Takeaways: (4:42) Was 2010 really the hardest market, or is it now? (7:11) Will the market shake out the weak agents? (9:03) Could rising rates be a blessing in disguise? (10:24) Is the market cutting agent numbers in half? (11:54) Is the NAR's influence fading fast? (13:07) Are new agents facing a 2010-level challenge? (14:21) Have agents forgotten how to hustle for leads? (15:31) The high cost of cherry-picking leads (16:22) Sisu: the power behind smart lead assignments (19:08) Do you fear discussing compensation? (20:36) Can 15 questions win more listings? (23:32) The hidden dangers in your client database (24:58) Are buyer leads hiding goldmines? (26:45) Could missing data be costing you listings? If you're ready to learn how to keep growing in a crazy market and turn your leads into gold, this episode is a must-listen. Tune in for Ryan's expert tips and a few laughs as you take your real estate game to the next level. About Ryan Young Ryan Young is the CEO of The Young Team, recognized as the #1 large real estate team in Ohio and #15 in the U.S. by WSJ RealTrends. In 2021, he founded Fello, a platform that transforms agents' databases into 24/7 listing engines. Ryan comes from a family deeply rooted in real estate, being a third-generation professional in the field. His approach focuses on innovation and efficiency, helping agents thrive in a competitive market. Connect with Ryan Young Today!    LinkedIn  The Young Team Fello

In this week's episode of "GRIT: The Real Estate Growth Mindset," host Brian Charlesworth sits down with Quintavius Burdette, a top-performing real estate agent who's breaking records and defying the odds. From humble beginnings in Mississippi, Q, as he is known, has made a name for himself in the real estate industry by selling over 900 homes in his first five years. Q shares his incredible journey, from growing up in a family of 17 to choosing a path in real estate after realizing that corporate life wasn't for him. He discusses the importance of hard work, setting public goals, and how his relentless drive led him to earn over $500,000 in his first year as a real estate agent. The conversation also dives into Q's innovative strategies, including targeting property owners with multiple homes and focusing on the often-overlooked lower-end market. These approaches allowed him to complete more transactions in less time, setting him apart from his peers. Quintavius doesn't stop there. He reveals how he manages his time, working just 2-3 hours a day, yet still pulling in significant income while maintaining a balanced life. His philosophy on time management dubbed the “Perfect 168,” is all about optimizing the 168 hours everyone has each week to achieve both personal and professional success. Top Takeaways: (3:05) How did growing up as one of 17 kids shape Q's grit? (9:01) The $500K Dream in a small market (10:30) What happens when $100K is all you aim for? (13:36) How does public accountability change the game? (18:41) What's the secret to selling 300 homes a year? (21:47) How breaking down 168 hours changed everything (29:03) What does it take to sell 300 properties in just three years? (32:10) The sacrifices behind building a real estate empire (35:44) What's the real impact of waking up at 5 am? Brian wraps up the episode with reflections on the invaluable lessons Q has shared, particularly the importance of consistency, grit, and a strong work ethic in achieving extraordinary results. Tune in to hear more about Q's inspiring story and learn how you can apply these insights to your own real estate journey. About Quintavius Burdette Quintavius "Q" Burdette is a licensed Realtor at REMAX Experts with a background in accounting and athletics. Raised in Mississippi, Q excelled in both football and track at the University of Mississippi (Ole Miss), where he earned a master's degree in accounting. After a brief stint with a Big Four accounting firm, Q transitioned to real estate in 2019, quickly making a name for himself by closing over 725 transactions in his first four years. Known for his dedication and work ethic, Q is committed to delivering results for his clients. Connect with Quintavius Burdette Today! LinkedIn REMAX Experts - Quintavius Burdette

Join Brian Charlesworth, founder of Sisu, and George Laughton, founder of The Laughton Team. George shares his remarkable journey from entering real estate during the challenging 2007 market to building a team that handles over a billion dollars in transactions annually. George discusses the importance of identifying market opportunities and adapting quickly. He emphasizes building a strong core business while remaining adaptable to capture bigger opportunities. "Every market presents its opportunities," he says. Brian and George delve into the structure of The Laughton Team, with George explaining how he manages 250 agents across multiple locations. He describes his approach to team management, highlighting the need for strong leaders and effective delegation. "I always categorize my team as partners, projects, and problems," George explains, discussing the importance of alignment and knowing when to part ways. The conversation also covers George's approach to personal development and maintaining a positive mindset. He shares his practice of meditation and gratitude, stating that these habits help him stay aware and positive. Top Takeaways: (2:17) Are you missing out on real estate goldmines? (4:34) From 30 to 250: the journey of building a real estate giant. (6:49) Is humility the secret ingredient in real estate success? (7:51) Are humble, hungry, and smart the traits of extraordinary real estate hires (8:54) The three pillars of real estate success (13:49) What's the secret to moving agents from level two to three? (16:30) The impact of lead price points on real estate performance (18:49) The correlation between business growth and leadership development (21:12) Preparing for technological shifts in real estate (24:49) The balance between shielding and informing real estate clients (25:41) Are you utilizing client portals to their full potential? (29:20) Shifting from fear to optimism in real estate Tune in to learn how George's strategies and philosophies can help you navigate the real estate market, build a successful team, and maintain a growth-oriented mindset. About George Laughton George Laughton is the founder of The Laughton Team, one of the most successful real estate teams in the nation, ranking in the top 1% of all real estate teams in the United States. Established in 2007 in Peoria, AZ, The Laughton Team operates in multiple locations and has assisted thousands of families in buying and selling homes. George's leadership focuses on building strong client relationships through honesty and transparency, emphasizing core values such as integrity and excellence. Connect with George Laughton Today!  LinkedIn  The Laughton Team

Join Brian Charlesworth, founder of Sisu, as he interviews Desi and Tyson Williams, a powerhouse couple in the real estate world. They discuss their move from Orange County to Burley, Idaho, and how they turned a part-time real estate venture into a full-time success story. Desi shares her journey from starting in real estate as a stay-at-home mom in 2013, selling homes as a hobby, to making a significant career move in 2019. Her decision to go full-time in real estate was driven by the desire to dominate the Burley market, a small town with about 20,000-30,000 residents and 450 home transactions a year. Desi's ambition and hard work led her to sell 125 homes annually, showcasing her impressive market share. Tyson, with his background in accounting, plays a crucial role in their success. He manages the operational side of the business, implementing systems and technology like CRM (Follow Up Boss) and Sisu to streamline their operations and track performance. His strategic thinking and tech-savvy approach were pivotal in scaling their business efficiently. The trio discusses the importance of exceptional customer service and how it leads to natural referrals. Desi emphasizes the value of exceeding client expectations and providing a raving fan experience. Their unique methods, like delivering cookie packages and pizza gift cards, enhance their client relationships and generate consistent referrals. The conversation also highlights their approach to balancing work and family life. Desi maintains a balance by being intentional with her time, ensuring she doesn't miss her kids' events, and even coaching their sports teams. Brian dives into their coaching program, "Dwell," which aims to help other agents and small teams implement successful systems and grow their businesses.  Top Takeaways: (2:51) How did a hobby turn into market domination? (6:28) Why is fear a bigger obstacle than failure? (9:14) The hidden power of embracing technology (10:08) How was a raving fan base built from scratch? (12:43) The strategy behind client retention (13:28) How does a cookie package secure more listings? (18:06) Can simple tracking lead to higher productivity? (22:54) Balancing real estate and family life (25:42) What helps agents sell over 100 homes a year? (28:42) Why is there no magic bullet in real estate? Tune in to learn how Desi and Tyson's strategies can help you improve your real estate business and achieve a better work-life balance.  About Desi & Tyson Williams Desi Williams started her real estate career in 2013, balancing her role as a mother of three. She became a full-time agent in 2019, helping clients find their ideal homes in Burley, Idaho. Desi focuses on customer satisfaction and strong client relationships. Tyson, with a background in accounting, supports the business operations. Together, they also run a coaching program, "Dwell," to help other agents grow their businesses. Connect with Desi today!  LinkedIn      

In this episode of GRIT, Brian Charlesworth, founder of Sisu, talks with Jeff Glover of Glover U, Michigan's #1 realtor for nearly a decade. Jeff takes listeners on a tour of his daily life, managing a high-volume listing schedule while also leading one of the top real estate coaching programs in the nation. He discusses his entry into the real estate world and how he has managed to stay on top through both booming and challenging times. At the Glover Agency, where a team of over 25 agents sells more than 1,000 homes each year, we asked Jeff about the secret behind their success. Jeff tells us it boils down to maintaining professionalism in every aspect of the work. From scheduling appointments to conducting follow-ups, and managing team structure, everything is streamlined and held to a high standard. Throughout the episode, Jeff emphasizes the critical importance of maintaining a pipeline of potential listings and how he manages to secure multiple new properties each month. He shares detailed strategies for lead generation, client engagement, and closing deals, which have all contributed to his reputation as a leader in real estate sales. Jeff also discusses the importance of personal development and continuous learning, which he integrates into his coaching to empower other real estate professionals. Top Takeaways: (2:46) The two most important factors in a successful transaction (3:32) What's the one thing you must achieve every day as an agent?  (4:24) Why is having a daily goal important for real estate agents?  (5:13) How does dressing to impress impact your clients?  (8:04) Where do team leaders usually find their best recruits? (9:30) How can real estate teams reduce turnover? (13:39) How can buyer's agents attract more clients? (16:07) What two changes led to a 75% conversion rate? (22:45) Why our coaches are required to sell real estate actively? (28:05) Why is the met-to-signed ratio crucial for listings? (31:23) Anticipating the real estate market's next big shift (32:00) How to prepare for a surge in expired listings Listeners will also hear Jeff's perspective on the future of real estate and how adapting to technological advances and market shifts is crucial for sustained success. His insights have actionable advice for both novice and experienced agents, making this a must-listen for anyone interested in elevating their real estate career. About Jeff Glover Jeff Glover has been Michigan's #1 realtor for nearly a decade, known for his deep understanding of the local market. He leads the Glover Agency, a top-performing team of over 25 agents that sells more than 1,000 homes annually. His team has been recognized as the "#1 Top Workplace in Michigan" by the Detroit Free Press and a "Cool Place to Work" by Crain's Detroit. Jeff is renowned for his strong negotiation skills, effective marketing strategies, and emphasis on building client relationships. He also focuses on empowering agents and fostering a collaborative team environment.   Connect with Jeff Glover Today!  LinkedIn  Glover U

Join Brian Charlesworth, founder of Sisu, as he interviews Kelly Cardenas, a renowned speaker and former owner of Kelly Cardenas Salons. They discuss Kelly's fascinating journey from the beauty industry to becoming a keynote speaker and podcaster. Kelly shares his insights on the importance of focusing on people and creating a positive vibe in every interaction. Kelly explains the philosophy his father taught him: the only true business is the people business. This belief has shaped his approach to success in various industries. Kelly introduces his triangle model, emphasizing heart set, mindset, and skillset. He says, "If you lead with your heart, your mind and actions will follow naturally." The conversation shifts to the importance of building relationships. Kelly shares a personal story about writing daily letters to his daughter and how this practice strengthened their bond. He believes, "Writing these letters changed not only my daughter's life but mine as well." This practice was crucial during challenging times, like the pandemic, and it taught him the power of small, consistent actions. Brian and Kelly also cover overcoming challenges by maintaining a positive belief system. Kelly shares his approach, stating that every experience, good or bad, is perfect for its time. They discuss how this mindset helps in both personal and professional life. The discussion also touches on real estate. Kelly and Brian talk about why every transaction should flow through Sisu, the challenges in the current market with rising interest rates, and the importance of focusing on what drops to the bottom line. They agree that the top-line figures are less important than what is actually kept, a principle Kelly's father taught him. Top Takeaways: (4:19) What happens when you take the people out of the business? (8:12) The key to aligning heart, mind, and actions. (8:53) How does Sisu help team owners and brokers grow their businesses (9:50) How are rising interest rates affecting real estate today (10:21) Why do people focus on top-line figures in business  (15:37) How did a text message from my daughter change everything (18:03) How can writing letters change your relationships (19:26) Why is shiny new technology not always the answer? (23:56) The qualities that make someone a true icon. (28:58) How can a committed real estate agent become a high-earner.  Tune in to learn from Kelly's experiences and discover how to build stronger relationships, enhance your business, and maintain a positive outlook. Think about how adopting a positive belief system can transform your approach to daily challenges. Are you ready to lead with your heart? About Kelly Cardenas Kelly Cardenas has 29 years of experience in the beauty industry and is now a speaker and podcaster. He hosts a top-ranked podcast, co-hosts Secret Knock, and created the Vibe Room. Kelly's books provide insights on personal development and entrepreneurship. He emphasizes the importance of focusing on people and creating positive energy.   Connect with Kelly Cardenas Website Instagram LinkedIn

Join Brian Charlesworth, founder of Sisu, and William Lam, founder of UPGRD®, as they explore the concept of upgrading the mind. They delve into William's journey with Neuro-Linguistic Programming (NLP) and how it transformed his life and led to the founding of UPGRD®, a system designed to elevate the mental operating system of individuals worldwide. William shares the four phases of the UPGRD® process, “Resolve, Evolution, Acceleration, and Omniscience,” highlighting how each phase is crucial in helping individuals become peak performers. The conversation touches on the importance of mindset in the real estate industry, how elite performers thrive even in challenging markets, and why changing your perception is vital for success. William also discusses his vision of upgrading humanity. He outlines his long-term plan to create global harmony and attract benevolent civilizations while encouraging individuals to develop 90 to 1000 year plans to keep their eyes on bigger goals. Top Takeaways: (3:32) Is it possible to reprogram your mind in a matter of days? (9:49) Can changing your mindset really lead you to your goals? (12:56) How does money act as a chemical agent to manifest goals? (16:43) What untapped potential lies within a mindset upgrade?  (18:29) Can misalignment between mind and reality lead to struggles?  (20:13) Why do people mistakenly accept struggle as normal? (26:11) How can upgrading humanity lead to individual upgrades? (29:17) Is a global data model the key to achieving peak performance for all? (31:38) How can real estate professionals thrive despite market volatility? (35:28) Why is surrounding yourself with winners essential for real estate success? (38:08) Can a 1000-year plan help real estate professionals stay ahead? Interested in learning how to overcome limiting beliefs and design a successful mindset? Tune in to this episode and gain insights into how the UPGRD® methodology can help you achieve your goals. About William Lam William Lam, founder of UPGRD®, is an American Board-Certified Hypnotherapy instructor and a certified trainer in Neuro-Linguistic Programming (NLP). His mission is to help people achieve their true potential by leveraging the power of their subconscious mind. He created UPGRD® as a movement to upgrade the mental operating system of elite individuals, including investors, entrepreneurs, and sales professionals. Connect with William Lam Today!    LinkedIn  UPGRD®

In the latest episode of the "Grit" podcast, host Brian Charlesworth shares a conversation with the team behind Speedy Offers: Coby Socher, Sharon Socher and Katy Goetz. The Speedy Offers team share their personal and professional journeys and how they transitioned to real estate investment. With diverse backgrounds, they share a unified goal of exploring untapped potential of real estate investment business.   The team talks about their joint efforts that have greatly advanced Speedy Offers, stressing the need for learning, adapting, and teamwork in reaching business goals. They also discuss the integration of Sisu, a real estate software platform, into their investment business, highlighting its transformative impact on their operations, making processes smoother, and improving communication within the team. Coby shares, “With Sisu, we're on track to double our business this year!” Now that's huge!    This episode not only offers insights into how traditional real estate practices and investment work together but also shows the importance of mindset and technology in making better decisions and increasing efficiency in the competitive real estate investment market.   Top Takeaways: (5:52) Can you grow a real estate business from scratch in today's market? (10:31)  How thin is too thin for a real estate commission? (12:05)  How does self-worth translate to net worth? (14:19)  Can hiring smart people solve the disorganization problem?  (15:15)  What makes real estate more than just transactions?  (21:58)  What advantages do newcomers bring to the real estate industry? (26:40)  How does shifting focus to investments alter a real estate business? (30:40)  Two pillars of marketing: dialers and direct mail (32:14)  The full circle approach to real estate education (36:00)  Can one platform address all real estate business needs?  (39:12)  What inspired the creation of Sisu?  (40:25)  The role that monday.com played in transitioning to Sisu (42:57)  What does Sisu bring to the table for team collaboration?  (50:54)  How has Sisu doubled Speedy Offers' business pace?  (54:26) What makes Sisu's systems a foundation for scalable sales? (57:58)  Can real estate flipping be your path to wealth?    Coby shares, "If you want to grow massive net worth, I realized I had to have a massive amount of self-worth." This insightful comment prompts us to ponder the link between self-esteem and our professional achievements. Tune in now to get inspired by the Speedy Offers team's story and perhaps change your perspective on achieving your own goals.   About the Speedy Offers Speedy Offers is a cash home buyer in Beachwood, Ohio, serving homeowners across Northeast Ohio with over twenty years of experience. This company specializes in making competitive cash offers and understanding the local market deeply to ensure homeowners get the best value for their properties. Speedy Offers' team emphasizes transparency, integrity, and prioritizes its clients' needs, ensuring fast, smooth transactions.   Speedy Offers Website   Connect with the Team   Coby Socher, Founder and CEO Facebook Instagram   Katy Goetz, Executive Assistant LinkedIn    Sharon Socher, Talent Acquisition and Disposition Manager LinkedIn 

Join Brian Charlesworth, the founder of Sisu, and Ieasha Larkpor, Managing Broker and owner of Thunder Team Realty, as they explore the resilience of the real estate world. All of us remember the famous crash of 2008. Well, Ieasha entered the scene right after it. Instead of backing down, she saw an opportunity, and her story on the GRIT episode is all about bouncing back. With a background in a military family and having moved from Hawaii to Germany, she mastered adaptability, which became the key to her real estate success. While market crashes can be daunting, and many give up, Ieasha didn't! She immersed herself in real estate books, quickly grasping the industry's nuances. Despite the challenging market, her proactive efforts, such as hosting open houses, set her apart. She shares how she combined traditional methods like door-knocking with modern digital marketing techniques. Brian genuinely admires Ieasha's journey and her Oklahoma City Real Estate Agency. Together, they dive into the impact of technology on property appraisals. Reflecting on her past, she warmly recalls Honolulu and expresses her passion for reading. When asked for advice for struggling agents, she emphasizes discipline and the importance of sticking to a schedule.   Top Takeaways:   (7:19) Is now the time to exit the market?  (9:10)  Surviving in a competitive market at 21  (10:23) What does it take to last in real estate? (13:51) From 5 to 91 agents: The role of efficient systems  (15:54) The future of mortgage and title companies with Sisu (20:10) Would you trust an agent who can't negotiate?  (21:43) Working on vs. in your business: Which are you doing?  (28:10) The real estate success formula (29:40) When all seems lost, what should agents do?   Join Brian and Ieasha as they navigate the highs and lows of the real estate world. Dive deep into success stories, challenges, and innovations shaping the industry. Don't miss out on this episode filled with insights and revelations. Listen today and get inspired!   About Ieasha Ieasha Larkpor, a Managing Broker and owner of Thunder Team Realty, has spent ten years in the real estate field. In 2017, she was honored with the "Entrepreneur of the Year" award by Mercedes-Benz and Perry Publishing. Additionally, she was highlighted in the Real Producers Real Estate magazine in Aug 2020.  With a diverse real estate portfolio, Ieasha excels in the residential, commercial, and leasing sectors. Having sold properties valued at over $130 million, her training methods are adopted by many agents. At the heart of her success is her commitment to creating a positive work environment for her team, ensuring both growth and harmony.   Connect with Ieasha Today!    Website  LinkedIn  Facebook Instagram

When Beth Matthews started in real estate in 2009, she explored both residential and commercial areas. But she took a different route for a while, getting into pharmaceutical sales. However, her love for real estate pulled her back. Beth saw something missing in the Buffalo, New York, real estate market: a strong focus on excellence and customer service. Growing up, she learned the value of hard work and dedication. She wanted to bring these values into her business. Beth decided to put her clients first and offer top-notch service. This approach helped her make a name for herself in the real estate world. It's impressive how she moved from pharmaceutical sales back to real estate, matching her previous income in just 15 months. Now, Beth Matthews is the owner of Envision Real Estate. With four offices and a team of over 40 agents, they provide complete transaction support. They even have their own in-house marketing team. Throughout her journey, Beth has always emphasized the significance of integrated systems. She particularly highlights the role of Sisu in her success, showcasing its impact on her operations and growth. Top Takeaways:   (5:34) Manually inputting the number vs using automation  (7:02) Freedom, family, and flexibility in sales (9:09) Is networking the key to perfect hiring? (10:08) Why choose sales-driven agents? (12:27) Difference between an agent and a salesperson (18:03) Finding alignment with Sisu  (20:15) Is growing a business always profitable?  (21:51) Is hiring more the answer to burnout? (27:50) How do leaders cope with growth pains? (31:41) Is streamlining tech the key to scaling?   Embark on this journey with Beth Matthews and discover the highs and lows of the real estate industry. Listen today for a deep dive into success, challenges, and growth! About Beth Beth Matthews, a top-tier REALTOR® from Buffalo, New York, heads Envision Real Estate with her unwavering dedication to excellence and client service. Her expertise spans residential resales, commercial sectors, and new home developments. At Envision, Beth not only offers premium realty services but also mentors and invigorates her team of agents and staff.   Connect with Beth Today!    Website  LinkedIn  Facebook Instagram  

Join Brian Charlesworth, founder of Sisu, and Melanie Meier, COO of the Atkinson Team at eXp Realty and Co-founder of Real Estate Growth Solutions, as they discuss Melanie's unique role in the Canadian Real Estate industry, sharing the intricacies of the Canadian real estate market, the transformative power of automation with Sisu, and the nuances of real estate coaching. Melanie has a sharp focus on operations and systems, she bridges critical gaps in the industry. Her team's structured onboarding, enriched by a comprehensive LMS, provides agents with a robust foundation. Training spans a spectrum, from hands-on demos by co-founders setting appointments to strategies for dealing with buyers and sellers. This dual approach not only empowers their agents but also enhances the value they offer to their coaching clients. Melanie also emphasizes the "We" philosophy, where team unity is paramount. This philosophy ensures that everyone has each other's back and contributes positively to the overall team dynamic. Also, she shares an interesting tidbit on working with a partner in real estate – clarity in roles and communication is vital. A game-changer in their operations has been Sisu, which streamlined their processes. From transaction coordination to agent performance analytics, it's been indispensable. Further, automation's role can't be downplayed. With systems in place for tasks like client gifting, the agents can focus on what they do best: prospecting and closing deals. Top Takeaways: (2:39) Why is Canada's real estate market different?  (4:37) The secret behind Melanie's recruitment strategy (7:21) Team dynamics: the "we" over "i" philosophy (9:28) Can couples thrive in the real estate business? (12:48) The Sisu impact on real estate operations (15:47) The power of automation in real estate (18:52) How to prepare for a slowing real estate market?  (20:19) What is "Real Estate Growth Solutions" all about?  (23:44) How to retain top talent in real estate?  (24:55) What is the hierarchy of priorities in your team?  (25:28) Are you doing enough in today's real estate economy?  (26:34) Importance of children's advocacy centers Interested in gaining a fresh perspective on real estate coaching? Dive into this episode to understand the philosophy behind Real Estate Growth Solutions and the individuals driving its success. Their approach to growth, training, and client relationships offers invaluable lessons for anyone in the industry. Tune in and get inspired! About Melanie Meier Melanie Meier is the COO of the Atkinson Team at eXp Realty and a co-founder of Real Estate Growth Solutions. With a keen understanding of the Canadian real estate market, she has harnessed automation tools like Sisu to optimize operations. Melanie's background includes 8 years in private career colleges, showcasing her dedication to education and training. Known for her meticulous attention to detail and organizational skills, she's recognized for her talent in fostering relationships and leading teams effectively. Melanie's expertise extends to crafting policies and strategies, and she's highly valued for her independent work ethic. Connect with them Today!  LinkedIn  Melanie Meier Atkinson Team Real Estate Growth Solutions

In this engaging episode of "Grit: The Real Estate Growth Mindset" podcast, host Brian Charlesworth sat down with Kory Prince, the successful co-founder of CountryWide Real Estate Group, Canada. The pair delve into Kory's real estate journey, discuss the unique characteristics of the Canadian real estate market, share practical business strategies, and emphasize the value of maintaining a balance between work and personal life. Kory Prince kicked off the conversation by tracing his path to real estate. He narrated his transition from a traditional role in a corporate job to his introduction to the real estate world. Intriguingly, he pinpointed a specific and transformational seminar as the catalyst that prompted his career change, marking the start of his fruitful journey.  The conversation evolved to address the intricacies and uniqueness of the Canadian real estate market. Kory offered valuable insights into the relationship between buyers and sellers in Canada, shedding light on how real estate transactions unfold differently compared to other markets. The duo highlighted the role of agents in acting as intermediaries, underlining the importance of an agent's involvement in negotiations to ensure smooth and successful transactions. The duo then delved into crucial business strategies. Brian emphasized the necessity of focusing on income-generating tasks, cautioning against the danger of becoming side-tracked by less vital activities. Kory concurred, warning against the volatility of a 'heartbeat' business characterized by sharp highs and lows. He advocated for the consistent filling of the business pipeline, recommending a target of 20 to 30 potential clients. The episode concluded on a note of camaraderie and collaboration, with Kory offering his assistance to fellow real estate agents and encouraging open communication.  Top Takeaways: (1:50) Kory's journey to license and build a team (5:33) Are buyers' actions influenced by interest rates? (7:34) The market perception vs. reality (9:24) Are traditional brokerages and solo agents becoming obsolete? (9:50) Competitive advantage of specialist roles in teams (14:47) The power of MLS listing and sold data in real estate (16:52) Free, accurate property valuations as a value add (18:06) Quick, standardized property valuation system (20:12) How does showing care impact your client relationships? (25:47) The role of Sisu in streamlining business processes (26:49) Growing your business in the Canadian market This episode of the GRIT podcast provides listeners with a wealth of knowledge about the Canadian real estate market, practical business strategies, and the importance of maintaining a work-life balance. Whether you're a seasoned agent or just getting started in real estate, this insightful conversation between Brian Charlesworth and Kory Prince offers valuable takeaways for everyone. So, tune in, listen carefully, and let this discussion inspire your next step in the real estate journey. About Kory: Kory Prince is the co-founder of Countrywide Real Estate Group, a successful real estate marketplace in Canada. Specializing in empowering REALTORS® to double or triple their annual income, Kory and his team are transforming the real estate landscape. Under his leadership, Countrywide Real Estate Group has become a one-stop shop for for-sale, sold, and rental listings, providing a platform for comparing home values and connecting with local professionals. Kory's work-life balance philosophy and advocacy for collaboration in the industry set him apart as a leader in the real estate world.   LinkedIn  Website 

In this week's episode of Grit Podcast, host Brian Charlesworth converses with the dynamic duo of Josh and Dani Hampton, the founders of Dani Hampton Group. Sharing their entrepreneurial journey, the Hamptons disclose their lessons, strategies, and best practices for building a thriving real estate team. Josh and Dani start the discussion by highlighting the vital role of systems and processes in their business operations. They credit their efficient systems for helping them maintain a balance between business and personal life. Notably, the Hamptons have implemented a three-pronged system for business growth, encompassing lead generation, lead conversion, and transaction management, which they attribute to their business's scalability and efficiency. As the conversation unfolds, the Hamptons delve into the importance of proper team management. According to them, setting high expectations for their team and maintaining those standards has been a cornerstone of their business strategy. The Hamptons also focus on honing their leadership skills, implementing coaches, and investing in team training to provide a conducive environment for their agents' growth. Towards the end of the conversation, the Hamptons reflect on their evolution as business leaders. They acknowledge that attending various events and masterminds, along with their coaching, has helped them realize the need for their team to grow. This shift in mindset led to significant improvements in their recruiting process, resulting in doubling their number of agents within a month. Finally, the Hamptons share their long-term vision: creating a real estate business that isn't solely dependent on the agent who started it. They express their desire to help other agents recognize this potential and shift from being transactional agents to becoming business owners. Top Takeaways: (2:58) Are systems the key to real estate success?  (4:24) The struggle to scale: why teams fail to establish systems (7:01) Breaking free from the endless agent role (9:22) How to grow agents beyond personal sphere dependence (11:22) How knowing your metrics drives business growth (13:52) How Sisu transformed the client experience (17:01) How a client portal provides a roadmap for success (18:10) Empowering agents with task automation in Sisu (20:13) How setting standards transformed the business (23:03) Open houses vs. phone calls: which activity drives better results? (29:54) How onboarding enhancements drive early transactions (33:54) The role of coaching in real estate This episode is a gold mine of insights for anyone looking to break barriers in their real estate journey. From refining business operations to cultivating team culture, this conversation offers a wealth of knowledge. So whether you're a seasoned real estate professional or just starting, do not miss this opportunity to learn from the experiences of Josh and Dani Hampton. Tune in now! About Danny & Josh Hampton Josh and Dani Hampton are the dynamic founders of the Dani Hampton Group (DHG), a team of qualified and experienced real estate professionals dedicated to assisting clients with their real estate needs. With deep knowledge of the Dallas-Fort Worth market, the Hampton duo has a proven track record of helping clients buy and sell properties seamlessly. Their relentless drive and commitment to providing exceptional service have positioned DHG as a trusted resource in the DFW real estate landscape. Each team member brings unique expertise to the table, enhancing the group's capacity to support clients throughout the buying or selling process. Together, Josh and Dani are steadfastly committed to offering comprehensive real estate solutions, demonstrating their prowess in navigating the often complex real estate market. Connect with them Today! LinkedIn  Website 

In this intriguing podcast episode of the Grit Podcast, Brian Charlesworth welcomes Michael St. Jean, a real estate industry veteran and founder of Michael St. Jean Realty, based in Hamilton, Ontario. Michael takes listeners through his fascinating journey in the real estate sector, focusing on the evolution of his business, key strategies that contributed to his success, and the benefits of leveraging technology. Michael dives into the fundamental strategies that have significantly driven his company's success. The discussion begins with a profound emphasis on the critical role of a recruiting-based model in the real estate business. He believes the constant focus on recruiting can lead to growth in team size and geographical coverage. However, it's important to note that while recruiting may be a critical aspect, other factors such as training, management, and the utilization of technology and data can also play significant roles in the success of a real estate team. Expanding on the necessity of technology in real estate operations, Michael introduces Sisu, a data analytics and business automation platform that has transformed his real estate team's performance. The podcast explores how Sisu has been integral in their operations, emphasizing how it enhances team accountability, assists in visualizing the big picture of the business, and drives the implementation of a gamified culture within the team. The software allows for more precision, encourages healthy competition, and cultivates an environment conducive to success. Delving into his current goals, Michael shares his dedication towards efficient recruitment, training, and preparing his real estate agents. He outlines his rigorous and effective selection process, discussing the transition towards group training and the digitization of their training modules. He candidly discusses the growing pains and stresses the importance of moving forward despite hurdles to foster growth. Top Takeaways: (6:25) From door-knocking to running a company (9:17) What truly matters for real estate professionals? (10:11) Sisu: The solution to the spreadsheet nightmare (12:43) How Sisu's coaching double Michael's agent count (13:45) The journey of 15 to 36 agents  (16:50) Overcoming mental barriers in team leadership (24:27) How Sisu provides clarity and resources for goal achievement (26:34 The power of scale and team growth (32:20) Which accountability approach breeds tremendous success: positive or negative? (34:14) How a supportive approach maximizes agent success  (40:46) Can systematized training accelerate success? (46:42) The importance of leadership and accountability (47:40) The transformation from agent to business owner This podcast episode serves as a rich source of insights and practical advice for anyone in the real estate industry, especially those aiming to scale their operations. Whether you're an agent, a team leader, or someone aspiring to build a successful real estate business, you will surely gain valuable insights from Michael St. Jean's experiences and strategies. Don't miss this enlightening conversation; listen to the full episode today! About Michael: Michael St. Jean is the Founder and Team Leader of St. Jean Realty, where he has applied his expertise in the various aspects of real estate to help his clients succeed. His career is marked by significant achievements, including selling over 4,000 homes and representing more than 25 developments. His accomplishments in the industry have garnered him recognition, showcased through nearly 100 media interviews. He has been repeatedly acknowledged for his contributions to real estate. This includes earning spots on REP Magazine's "Young Guns" list for four years in a row and being named as one of Canada's Top 100 Agents and Top 100 Real Estate Teams. Furthermore, he ranks in the top 1% of all salespeople nationwide. His insights have been featured across various media outlets, demonstrating his respected position within the industry. Connect with Michael Today!  LinkedIn  Website 

Let's jump in to this weeks episode of "GRIT: The Real Estate Growth Mindset", where we explore the intricacies of team development and leadership in the complex world of real estate. Host, Brian Charlesworth, steers an insightful dialogue with the distinguished figures in the industry, Brett Jennings and Beth Lazar.   In an era where effective leadership sets the pace for success, understanding how to lead with vision and influence becomes paramount. Brett, with his profound expertise and experience, gives us an inside look into his leadership style. He stresses the importance of emotional intelligence in guiding a team and fostering growth. This is a must-listen for those looking to take their team management skills to the next level.   Beth Lazar emphasizes the critical role Sisu played in transforming Real Estate Exploits. Initially underutilized, Sisu eventually became a vital tool in improving visibility, scalability, repeatability, and communication within the organization. The platform was instrumental in streamlining operations across departments and aiding in task management, all of which significantly contributed to the company's growth and resilience.   The episode does not shy away from addressing the crucial aspect of risk-taking either. Brett Jennings delves into how he embraced calculated risk-taking to fuel his business growth. Beth Lazar supports this sentiment, emphasizing that understanding and accepting risks is intrinsic to business growth. This part of the discussion is sure to inspire aspiring entrepreneurs to step out of their comfort zones and seize opportunities with grit and resilience.   Finally, Charlesworth wraps up this compelling conversation by reflecting on the powerful insights shared. This episode underscores the importance of understanding one's team, taking informed risks, and embracing the learning curve in real estate.    The insightful thoughts shared by Brett and Beth are a testament to the power of perseverance and learning in carving a successful path in the real estate world. Tune in to this episode of "GRIT: The Real Estate Growth Mindset" for an inspirational journey full of practical wisdom and leadership insights.   Top Takeaways: (2:35) The importance of purpose (7:14) The path to a billion (9:03) How a bold 10-year vision drove team growth (18:43) What is the foundation of a real estate business?  (24:01) How to transform real estate business with insights from Sisu (25:55) How to enhance agility through cross-functional data accessibility (28:25) The shift toward systemization and saleability (30:53) How to navigate industry challenges (36:47) The transformative role of clarity and purpose in sustaining success About Brett Jennings: As the owner and founder of Real Estate Experts, Brett Jennings has carved out a niche for himself as an award-winning luxury home marketing specialist, armed with a negotiation certificate from Harvard Law. Garnering recognition from the Wall Street Journal in 2017, his team ranked among the top 1/10th of 1% of real estate groups in the United States. Combining his extensive background in real estate, finance, and life coaching, Brett exhibits a passion for facilitating transformative real estate decisions for his clients. Energetic and fully engaged, he extends his clientele access to over 250 off-market properties while utilizing a home-selling process that has proven successful in the market. Beyond his professional life, Brett is a long-time meditation teacher and an outdoor enthusiast who values spending quality time with his team.   Connect with Brett Jennings   About Beth Lazar: Beth Lazar brings to the table a sterling 25-year record in innovation, sales, and marketing, underpinned by her unwavering integrity, energy, loyalty, and enthusiasm. She boasts academic credentials that include a BA in Economics and Management from Beloit College, an MBA from the University of Chicago, Booth School of Business, and Executive Management Certifications from Harvard Business School. Adept in negotiation, Beth prioritizes establishing strong relationships, ensuring complete client satisfaction, and delivering valuable market insight. A native Californian and a devoted mother of five, Beth keeps active as an exercise enthusiast. Having bravely overcome cancer, she is committed to giving back to society, particularly showing a deep-rooted passion for supporting women and children.

In an era where client expectations are at an all-time high, creating meaningful experiences and delivering unparalleled service can make all the difference in the real estate industry. As market dynamics continue to evolve, agents who genuinely understand their client's needs and adapt swiftly are the ones who will thrive. But how can agents reshape the industry standards and redefine client experience? And what role does mindset play in all this? In this episode, we delve into these questions with Zac Muir, the thriving VP of revenue, as he sits down for a chat with Brian Charlesworth, the Founder, and CEO of Sisu. Zac discusses his transformational journey, sharing how he went from being unsure about his career path to eventually finding his calling in the real estate industry. Discover how a single book ignited a fire within him, setting him on a path of relentless growth and unending curiosity. But a success story isn't merely built on passion alone. It requires clarity of vision, an understanding of numbers, and a tireless drive to improve. Zac emphasizes the significance of clear, quantitative goals that create a "winnable game," making business not only lucrative but also enjoyable. Then we shift our focus to the hot topic in the industry today: The client experience. Zac presents a thought-provoking comparison between real estate operations and food delivery services like DoorDash. If ordering food can be so simple, transparent, and efficient, why can't buying a house be the same? With insights into Sisu's client portal, Zac proposes a solution that promises to revolutionize the industry, enhancing communication and transparency for clients. So, what does it mean to deliver an incredible experience? And why is Sisu the game-changer in the realm of real estate? Join us in this exciting episode as Zac Muir and Brian Charlesworth discuss the roadmap to a successful real estate career, the power of a robust mindset, and the future of client experience in the industry. Don't miss this insightful conversation! Tune in now.   Top Takeaways: (6:12) The power of loving your work (7:51) The paradox of comfort (11:12) Why external perspective is important (13:24) The importance of balancing communication and personal satisfaction for a fulfilling life (16:57) Embracing the connection between current execution and future success (19:24) The role of leadership in real estate industry dominance (23:12) Why is it crucial to align accountability with individual aspirations (27:01) How to learn from customer-centric models for seamless transactions (32:12) Why should we empower agents with a clear path to success   About Zac Muir Zac Muir, the dynamic VP of Revenue at Sisu, carries an infectious passion for technology, innovation, and creativity. Alongside his love for the great outdoors, his dog Twix, and, most importantly, his family, Zac's been instrumental in steering successful innovations in the real estate SaaS space. With a proven track record of deploying game-changing strategies, he's transformed the performance metrics for real estate brokerages nationwide. Now, he's here to share his insights on the magic of quantifiable benefits in real estate tech and the path to doubling production in the industry.   Connect with Zac Muir   LinkedIn: https://www.linkedin.com/in/zac-muir/ Facebook: https://www.facebook.com/zmuir/ Website: https://sisu.co/team

In today's ever-evolving market, real estate teams who fail to utilize their systems properly risk being left behind and losing market share. That is why in order to scale and grow the business, and gain competitive advantage, fully leveraging systems is a must. Because with a well-integrated system, teams can streamline their operations and workflows. Thus allowing them to focus more of their time and resources on building relationships with clients and closing deals. And with the right systems in place, teams can work smarter, not harder – which will ultimately take the business to the next level. In this episode, Erin Catron, Managing Broker, and Heather Lens, Sales Director, of Erin Catron & Company talk about how fully leveraging their systems allowed their business to achieve substantial growth.   Top Takeaways:  (03:42) One of the biggest challenge that every team owner has (04:33) The value of providing growth opportunities for agents (08:56) Three things to look for when hiring people (10:20) What Erin and Heather love about Sisu's Client Portal (16:17) Who will succeed in today's market? (20:51) What is “Hello Week” and how it works (27:24) What is their company's sweet spot for agent attraction? (30:16) The reality about following systems (39:35) What Sisu Mastery is for (41:49) How Sisu helped propel their business forward Connect with Erin Catron and Heather Lens   Facebook: https://www.facebook.com/catronteam/ Website: https://www.tulsasharkbroker.com/ Phone: (918) 984-0994 Email: erin@tulsasharkbroker.com heather@tulsasharkbroker.com About the guests: Erin Catron Erin has been in the real estate business for over 15 years.  Her innovative approach for utilizing systems and relationships has allowed her to scale her real estate team and achieve incredible success. Her love for helping others has driven the success of her team and helped her to sell hundreds of homes every year. She's a best-selling author, podcast host, and a member of the Zillow Advisory Board, making her an invaluable asset to the real estate industry.   Heather Lens Heather is one of the top performing agents on Erin's team.  With the amount of production she has under her belt and how much she has given back to the team, she was promoted to Sales Director where she now handles anything that has to do with the sales side of the business. Nine months into the position, she prides herself on being an advocate for the team. And having been in the trenches has given her the mentality that she's no different from the rest of the team, she just has a lot more responsibility now to help them all. 

The traditional brokerage model typically found its strength in individual realtors working independently to manage their clients and transactions. But with the emergence of the full-service brokerage model has proven to offer several advantages over its conventional counterpart.  By providing real estate agents the autonomy in building their businesses while providing “team-like” support, these full-service brokerages are able to keep and attract those agents who approach their production and trade like a business. And in a time when big-name brokerages are becoming less relevant, the full-service brokerage is helping agents leverage their time so they can do what they do best and provide top-quality service to their clients while still maintaining a quality lifestyle.  In this episode, Winston Murray, CEO of Works Real Estate talks about how he built his real estate business, his vision for starting his own full-service brokerage, and why he believes that Sisu is essential for setting up real estate businesses for success.  Top Takeaways: (06:26) Why Winston decided to start his real estate brokerage (08:08) How Sisu Client Portal works (10:49) What makes Works Real Estate different  (20:23) The advantage of building an intentional referral-based business (24:43) Is it worth leaving your team or brokerage to work solo? (30:54) What does an agent need to do to be successful? (34:38) What separates Works Real Estate from a team or a traditional brokerage (37:08) What prompted Winston to start a sales challenge for his agents (40:49)  Winston's biggest WHY (43:49) A piece of advice to those running a real estate business   Connect with Winston Murray Website: https://portlandworksrealestate.co/ https://www.workshousing.co/ Instagram: @winston_murray1 LinkedIn: https://www.linkedin.com/in/winston-murray-261458a9/ Facebook: https://www.facebook.com/WinstonMurray123 About the guest:   At 20, Winston Murray got involved in some trouble and ended up getting a DUI. He decided to change his life and got totally sober.  He then spent the next four years building and doing volunteer work for a nonprofit organization centered around helping youth who have struggled with drug and alcohol addiction. After passing the torch, he then shifted to real estate so that he can make money to support his family.   Although Winston has been in the real business for 11 years, with the last 2 years building his own brokerage, his philanthropic entrepreneurial spirit never left him.  He wants to sell real estate, learn the trade so much, and then eventually come back to the nonprofit world.  Today, Winston Murray is the CEO of Works Real Estate and Works Housing, a nonprofit organization centered around agent resource education, and raising funds through community members and past clients to help other nonprofits who are already doing really good housing-related things in the Pacific Northwest.  

The number of people in their 20's who are living with roommates have more than doubled on a percentage basis over the last 30 years. As a result, people are going on Craigslist or Facebook marketplace to find rooms or roommates. But without a reliable background check, this process can be a major safety concern. What if there was a more elegant way to fine-tune the process and put technology on top of it to elevate the rental investing and home sharing process to a whole new-level? Brian Charlesworth joins Johnny Wolff, CEO and Founder of HomeRoom, as he shares how he started his company, the failures he encountered along the way, and how the lessons he learned from his experience has driven him to be more committed than ever to his mission.   Top Takeaways: (02:48) How HomeRoom was born (04:33) What does it take for real estate agents to stay in the game? (06:15) The first near-death blow that HomeRoon faced (10:30) How HomeRoom survived COVID (14:28) How technology helped set their company apart from their competitors (17:27) What is HomeRoom doing on the marketing side (19:52) How the current market situation has affected their business (23:44) One of Johnny's main motivation (25:42) The seven steps to finding a home room (33:33) Johnny's advice for someone starting or growing a business Connect with Johnny Wolff Website: https://livehomeroom.com/ LinkedIn: https://www.linkedin.com/in/johnnywolff About the guest:   Johnny Wolff started his career in real estate investing  in Silicon Valley ten years ago. In 2015, he was working at a bank, and realized that San Francisco real estate prices were going to be out of his reach for a long time. So he moved to Austin and started to invest heavily in real estate. He quickly bought a number of properties and rented out each of those homes by the bedroom. It was his first taste of property management. One positive thing he got out from that experience, other than learning real estate, is that when he shared his returns to his friends back in the Bay Area, they were really jealous. So much so that they wanted to invest themselves. In 2018, Johnny moved to Kansas City. He started buying other homes, renting them by the room, and also offering it to other investors. Thus HomeRoom was born. Today, Johnny Wolff is the CEO and Founder of HomeRoom,  a Y Combinator-backed residential real estate marketplace that simplifies remote investing and streamlines affordable renting. Our marketplace connects rental property investors seeking a turnkey experience, with renters seeking quality and affordable coliving housing. Johnny is also an official member of the Forbes Business Council.

Cancer is one of the most brutal battles any person can face. Yet, the perseverance and determination to survive this battle can be channeled into developing skills that can help one become a successful entrepreneur. And as dreadful as this disease is, it also teaches us how to have the grit to overcome physical, emotional, and spiritual setbacks so that we can focus on the goal and reach elite levels in our business. Brian Charlesworth joins Josh Cantwell, CEO of Freeland Ventures and Strategic Real Estate Coach, as he shares his story as a pancreatic cancer survivor and how the lessons he learned from the experience made him realize the qualities of an elite entrepreneur.      Top Takeaways: (04:46) One of the best decisions Josh has ever made (08:23) The first lesson Josh learned from having pancreatic cancer (13:48) What cancer taught him about loading up on responsibilities (14:11) What it takes to be really successful in business (19:08) Why blaming others is one of the biggest mistakes any of us can make (21:56) What is a servant-leader? (28:46) The 9 traits of an elite entrepreneur Connect with Josh Cantwell Website: https://freelandventures.com/ Podcast: https://acceleratedinvestorpodcast.com/ Youtube: https://www.youtube.com/channel/UCVNm-95W5LkaFU2RPezl3xQ Facebook: https://www.facebook.com/groups/AcceleratedInvestor/ LinkedIn: https://www.linkedin.com/in/joshcantwell About the guest: Josh Cantwell grew up in a family of entrepreneurs. So when he graduated from college in 1998, he chose to be his own boss and get into financial services instead of starting as an employee in the real world.   In 2004, Josh took his knowledge of raising capital and the financial markets and started investing in real estate full-time. He combined his knowledge of financial investing with real estate to create a very successful business, quickly closing over 100+ wholesale and short sale deals per year. In turn, he began training and teaching apprentice partners and students.  He founded Strategic Real Estate Coach in 2007 and has taught thousands of investors how to replicate his success. Josh has vast knowledge and experience in helping to coach clients and mentor students and borrowers from across the US in finding, structuring, negotiating, and closing various types of transactions for a profit. Today, Josh is the CEO of Strategic Real Estate Coach Freeland Ventures and Yellowjacket Properties. He's a real estate investor and owns 4300 units. Josh is also the host of the Accelerated Investor Podcast, which has hosted past guests like Kevin O'Leary, Barbara Corcoran, Donald Trump Jr, Jack Canfield, Rod Khleif, and JV Crum III.

What makes a real estate team successful? Aside from the ability to generate leads and convert them into successful and profitable deals, high-performing teams must also be able to track their metrics consistently, be flexible with the changing market conditions, and remain focused on the goals of the organization. However, when it comes to determining how well a team performs, there is one key element that always comes into play – its people. Real estate is a people business.  And for it to be truly successful, team leaders and owners must also concentrate on improving the lives of those within the team. Brian Charlesworth joins Jake Rockwell, Principal Broker and Owner of Rockwell Real Estate Group, as he shares the lessons he learned from starting several businesses to hitting rock bottom and how he rose up again to start a career in real estate and build the #1 selling real estate team in Southern Oregon.   Top Takeaways: (01:49) How Jake started several companies and lost it all  (04:41) Why Jake wanted to go into real estate (06:49) The importance of surrounding yourself with the right people (09:24) Some of the best decisions Jake made as a team owner (11:23) How to attract agents to your business (14:33) How Jake turned his weaknesses into strengths (18.28) How to find the right expansion partner (26:11) Jake's take on the market (28:42) How to get your agent excited about working harder   Connect with Jake Rockwell Website: https://www.rockwellrealestate.com/ LinkedIn: https://www.linkedin.com/in/jake-rockwell-25a7463/ About the guest: Growing up, Jake Rockwell had always been kind of an entrepreneur.  In 2004, he started an e-commerce company selling pet products and billiards products to different websites online.  He built that company up and it ended up becoming one of the top billiards online retailers in the country. Three years later, right before the market crashed in ‘07, he sold that company for a couple of million dollars. However, due to some bad decisions he made and the unhealthy lifestyle he had, he ran out and financially crashed after about five or six years. Then he saw a friend who was successful in real estate and decided to try it for himself.  He got his real estate license and was determined to give it his best.  He went to the office to make calls and lead generate every day and ended up selling 36 homes in his first year.    Although he has achieved considerable success in the industry, Jake realized that it was taking up too much of his time.  To get some of that time back for his family, he started hiring an assistant/buyer's agent.  His team continued to grow until he had 10 agents. Three years later he ended up leaving their brokerage and opening up their own. Today, Jake Rockwell is a Principal Broker and Owner of Rockwell Real Estate Group | eXp Realty, which is an innovative and technology-driven real estate company with a powerful team approach. 

Real estate is a fast-paced, constantly-changing industry and it can be challenging for some to stay on top.  And in order to keep up or even outpace the competition, one would think that they might need to spend all their time working in the business. Using automation can be the answer to streamlining some of the tedious tasks that comes with running a real estate business.  By using technology, agents can free up more time for themselves and spend it on building relationships with clients to move their business forward.  Brian Charlesworth joins Justin Benson, CEO & Principal at the Bara Agency, as they talk about Justin's journey from being a computer nerd to building real estate teams from the ground up.  They also discuss how his company is helping entrepreneurs implement automation strategies to put more time back in their hands so they can spend it on what matters most. Top Takeaways: (05:57) The importance of grit (07:07) The single most important thing entrepreneurs must have (07:49) How Justin made the shift from building technology to running a real estate team (15:35) What a Fractional Chief Technology Officer does (21:29) The difference between having two systems that communicate together versus five systems that don't. (22:31) When to best introduce technology to a company (25:07) What Justin loves most about Sisu (29.29) How to help your transaction coordinator execute at a much higher level (33:12) What should real estate professionals do today to take market share? (35:18) How to get way ahead of everybody else in this down market   Connect with Justin Benson Website: https://baraagency.com/ About the guest: Justin Benson was always interested in technology and seeing what he can accomplish or solve with it.  Back in high school, instead of going to vacations like his friends did, he would spend money on taking computer classes and building his own stuff.   In college, Justin tried to deviate from the path by getting a biochemistry degree. But eventually he got cold feet, pulled the plug, and started his own IT company that built cloud storage.  He and his partner ended up selling the business to a smaller IT Company, who is now known as Dropbox.     Justin then decided to get into real estate when a friend casually asked him about building a real estate team. So instead of taking a month off for his honeymoon, he spent it getting a real estate license and proceeded to build his team.  Today, Justin Bara is the founder and leader of the Bara Agency.  He has helped build hundreds of teams from the ground up, sold hundreds of houses, and created custom technology, systems, and strategies that their clients needed to scale along the way.

While top real estate agents may sell many homes, that doesn't necessarily mean they have real wealth. In fact, many real estate agents today are chasing commission checks and are not focused on being truly wealthy.  Building real wealth is a long-term game. And for most agents, it takes more than just selling many homes. It also takes a willingness to invest and build equity over time. Let's explore some strategies you can implement to get scalable results and start your journey toward building your personal and business wealth. Brian Charlesworth joins Brett Tanner, Operating Principal at Tanner Capital Holdings, as he shares his take on the current market and how his company empowers entrepreneurs in the real estate space to be massively wealthy. Top Takeaways:   (01:56) What Brett loves about Sisu (02:50) How Brett got into real estate (08:03) What makes a good deal? (15:28) Why Brett believes in investing in asset classes (16:38) How Brett realized that selling homes alone would not make him genuinely wealthy (18:21) How Be Wealthy came about (19:29) Why people in real estate should be the wealthiest people in any industry (20:31) Be Wealthy's mission  (20:55) The best way for people with not a lot of cash to dive into investing (21:42) The importance of finding a great deal (28.58) What real estate people should be doing in today's market? (29:10) The value of knowing your numbers (30:22) The role of a leader Connect with Brett Tanner Website: https://bewealthy.com/ Facebook: https://www.facebook.com/Beawealthyagentbrett/ Facebook Group: https://www.facebook.com/groups/beawealthyagent   About the guest: At 22, Brett Tanner was flipping homes and was having a blast.  He especially loved the investment side of it. But reading the book Rich Dad, Poor Dad changed the way he thought about everything, and he realized he wanted to be in real estate.  Brett always looked at investments and retail as two separate businesses. Yet soon, he discovered that these played together well, and he didn't understand why agents weren't doing both.  Because of Brett's early success in real estate sales and investments, he was able to pursue more significant opportunities, which helped build the foundation for what is now Tanner Cap. In addition, his drive for perfection and desire to improve the client experience catalyzed him to establish and manage business operations in the real estate sector. As Tanner Capital Holdings' operational partner, Brett has updated the family office approach to management and company expansion. As a result, Brett has accumulated his three greatest strengths—operational excellence, linear execution, and wealth management—under the Tanner Cap brand. Today, Brett is in high demand as a national speaker and mentor in various industries focusing on entrepreneurship, business growth, and leadership.  

There is no question that real estate agents who achieve million-dollar listing status are doing something right.  But what exactly sets them apart from the rest of the pack? What traits and strategies do they use to achieve such impressive success?  In order to thrive in this business, you need more than just a license and a pulse. You need to be knowledgeable about the real estate market, have a strong network of contacts, and be able to close deals quickly and efficiently. And most importantly, you need to be hungry for success. Let's take a closer look at what it takes to become a million-dollar listing agent and explore some tips and tactics that you can use to help you reach this level of success in your own career. Brian Charlesworth joins James Harris, Principal at The Agency, Bond Street Partners, and former cast of The Million Dollar Listing Los Angeles as he shares his story from quitting school at 16 to breaking numerous records in the real estate industry by specializing in multi-million properties in L.A. Top Takeaways:   (04:49) How James started his business with his partner David Parnes (06:33) The difference between today's economy and the one in 2008 (07:58) Why agents need to step out of their comfort zone (09:15) Why James thinks that the next 8 to 12 months will be rough for real estate agents (11:16) How James went from being new to the business to selling $120 million listings (13:09) What developers really care about (13:25) What James considers as the backbone of their business (14:32) The good thing about open houses (15:45) The biggest attribute to their success (16:50) Why James decided to keep their team relatively small (18:03) Why you need to bombard your open houses with signs (21:51) The advantage of getting a coach (23:28) How James' casting in the Million Dollar Listing reality show came about (26:39) What does James' team do to market multi-million dollars today (31:33) James' advice to parents Connect with James Harris LinkedIn: https://www.linkedin.com/in/jamesbondst/ Twitter: https://twitter.com/JamesBondSt Instagram: https://www.instagram.com/jamesbondst/ Facebook: https://www.facebook.com/jamesbondst/ Website: https://www.bondstreetpartners.com/ Subscribe to The Blueprint newsletter: https://www.readtheblueprint.com/ About the guest: James Harris was born and raised in Central London. When he was a child, he suffered from extreme ADHD and was thrown out of every school. He then quit school altogether at 16.  He found a job in real estate as a residential assistant within an agency. He worked his way up the ranks and moved into the commercial sector within the same company. When James turned 21, he headed west to Los Angeles to broaden his horizon and ended up trading commodities. As the economy was getting back on its feet after the 2008 crash, James and his childhood friend, David Parnes, decided to set up their own real estate business. Due to his determined work ethic, good relationship with clients, and a group of incredibly talented people, James and his team have reached a steady incline in sales year over year, with over $3 billion in sales since 2017. They have also broken numerous records including the sale of “The Manor” which is worth $120 million, setting the record for the highest sale in Holmby Hills, the 6th highest sale ever in Los Angeles County, and the 10th highest sale in U.S. history. James and his partner were also part of the cast of the reality show, Million Dollar Listing Los Angeles for 7 seasons. They have recently left the show to focus on their business partnership. Today, James Harris is the Principal at The Agency, Bond Street Partners where they specialize in high-end residential real estate and investment properties in Beverly Hills, Bel Air, Holmby Hills, Sunset Strip, the Hollywood Hills, Brentwood, Pacific Palisades, Malibu, and the greater Los Angeles region.  

Some say that the traditional brokerage is no longer sufficient, as teams are becoming the new standard for success. That's why more and more people are adopting the team model to offer more opportunities for agents both professionally and financially. While others say that brokerages are fighting back by shifting to a “teamerage” model where they are able to operate as a team while its compensation and support structure is still similar to that of a brokerage.  And to have a better understanding of where things currently stand and how to best prepare for what lies ahead, it's best to get valuable insights from someone who owns a brokerage and runs a team as well. Brian Charlesworth joins Ron Rocz, Broker and Owner at RE/MAX Nexus, as Ron provides an interesting take on the real estate market both from a brokerage and a team perspective, and what people should be doing today to thrive in this market.  Top Takeaways: (04:08) Why every team leader should do their business planning in October (04:48) What planning for Nexus looks like (08:09) Why the traditional brokerage is dying (11:21) How interest rates are impacting the market (17:59) What are the things that one must do in this market to take market share (20:37) What it takes to remain in the real estate game  (21:43) Why agents should focus on bringing value to the customer (24:04) The evolution of real estate (26:38) Why brokerages need to become a “teamerage” (27:03) What Nexus' mission to innovate, inspire, and connect is all about (29:19) What agents should be doing to thrive in this market  (32:27) The role of a leader   Connect with Ron Rocz LinkedIn: https://www.linkedin.com/in/ronrocz/ Twitter: https://twitter.com/ronrocz Facebook: https://www.facebook.com/ronrocz Website: https://ron.nexushomesearch.com/ Phone: 866-R-O-N-R-O-C-Z About the guest: Ron Rocz has been in the real estate industry since 2003 and has experienced great markets and also rough ones. And through the years, he's developed blueprints to help guide him through challenging market situations. In 2014, Ron earned his broker's license ad founded RE/MAX Nexus, a team of realtors backed by Ron's unmatched real estate experience and support structure dedicated to making everyone successful.  Ron has consistently been in the top 1% of Realtors Nationally. He was the only agent in Michigan selected to participate in the RE/MAX University Agent Advisory Panel where he helped steer the development of training programs and initiatives that now serve the entire RE/MAX global network. Ron has also been recognized for years by Hour Detroit Business magazine as one of the top agents in the Metro Detroit area.  Today, Ron is the Broker/Owner at RE/MAX Nexus, a full-service real estate company located in downtown Birmingham, Detroit.  

It is crucial always to know your place and your vocation. For example, a great agent does not need to be part of a 200-agent team. Just because a team has 200 agents does not automatically mean the company is better than yours. Therefore, it is essential to know your strengths and engage in self-evaluation. Brian Charlesworth joins Ryan O'Neill, The founder of the Minnesota Real Estate Team of RE/MAX Advantage Plus. In 2021, the team closed over 2200 transactions and 750 million in sales. With almost 200 agents, the team continues to be the Number 1 Selling Real Estate Team in Minnesota every year from 2006 through today.  Among the most crucial pieces of advice, Ryan emphasizes how he always encourages his agents, partners, and people to focus on what they can control daily. In addition, according to him, one of the most common problems that can affect performance is overthinking, which leads to a lack of confidence in being bold and taking action. So, the more we focus on the efforts we put forth daily, rather than worrying about the noise, meaning the media, market conditions, and predictions, the better. This is what will make a difference in the long run. Tune in to learn about the current real estate space and how you can maintain a strong position using Ryan's insights. Top Takeaways: (2:32) What actions can help you become different in the market? (4:54) The changes in the current market (5:44) How does fear affects production? (7:47) The traditional team model and the 50-50 split. (9:30) How are radio shows attracting more agents? (12:51) Working in the business vs. working on the business. (14:19) How Ryan entered the real estate industry (17:32) What should the agents do to compete in today's market (19:59) How to hold your agents accountable (22:27) Advice for team leaders on how  to grow in the current market (23:34) Why should you know your place and your vocation (25:18) What drives Ryan to his purpose (26:03) Why is it important to wish people well and be open to feedback   Connect with Ryan O'Neill LinkedIn: Ryan O'Neill Website: Ryan O'Neill & The Minnesota Real Estate Team About the guest:  Ryan has dedicated, client-focused agents who help buyers and sellers with all types of real estate transactions: residential, investment property, first-time home buying, new construction, short sales, commercial and professional agents in each part of the urban, suburban, and greater Minnesota and Wisconsin regions. In addition, he hosts two weekly real estate radio shows: Minnesota Home Talk, Saturdays 7-8 AM on Skor North Radio AM 1500, and The Minnesota Real Estate Show, Saturdays 10-11 AM on Twin Cities News Talk AM 1130. Furthermore, he offers free monthly seminars on real estate investing, first-time homebuyer tips, and tips for home sellers.

The journey to success in building a real estate team is never a straight line. Some start off in a conventional manner, while others take on a more interesting path. And whatever path you choose for yourself, you're bound to encounter failures along the way. But as long as you look at failures as opportunities to learn from those experiences, you will keep moving forward and hopefully impart the lessons you have learned to those who are just starting out on their own journey in real estate. Brian Charlesworth joins Trey Willard, Team Leader at Keller Williams Realty Inc. as Trey shares his journey from being an assistant to leading a team that has produced $126 million in pending and closed volume this year, and some tactical and strategic things people can implement in their real estate business today. Top Takeaways: (02:33) What is an assistant to an agent? (06:26) Why 2017 was the worst year of real estate in Trey's entire life (08:37) A lesson for top producers out there (09:28) Why hiring someone from outside the industry to handle the operations side could be a game changer (11:42) The good thing about failure (14:02) Who is running Trey's expansion team? (15:56) How to create pathways for your agents so they can continue to grow inside of your organization (17:02) What is Trey's team doing differently? (18:25) What Trey loves the most about Sisu (19:24) What have sales contests done for Trey's business? (19:42) Why agents should stop focusing on the number of conversations and dials (23:08) The systems that Trey uses (28:23) The biggest challenge with working with family (32:48) How Trey's team is being impacted by the massive shift happening now (33:47) Why Trey thinks the real estate industry needs a purge (36:03) Why it's not always about agent count (37:35) Trey's last words of advice Connect with Trey Willard LinkedIn: Trey Willard Website: The W Group/ KW Geater Baton Rouge About the guest: Trey Willard graduated from LSU in 2007 and went to School for Business Communications and Technical Sales.  He thought he'd be selling medical devices at that time, but then he realized that knocking on doors and getting in front of people wasn't his thing. Then a friend of his who was growing his real estate business decided to hire him as an executive administrative assistant. Two and a half months later, he got his own real estate license. In his first year with Keller Wiliams, he became Rookie of the Year and sold 33 houses. In 2017, Trey decided to build his own team. However, this proved to be a painful experience as he watched his business account dwindle away.  This became his wake-up call to start changing how he does things. Fast forward to 2020, Trey hired a listing coordinator who eventually became his Operations Director. This is when his business started to take off. Last year, Trey's team sold 334 units amounting to $91 million in production. This year, they've already closed 367 units, with 61 pending, which equates to $126 million year-to-date.

A long time ago, a few people believed that teams were the future of the real estate industry. And now, the industry is starting to catch up and accept this as reality. While everyone has their opinions on what teams are supposed to be, what team members should be looking for, or what issues they are experiencing, no one has really done a study on teams using actual data. That's why Workman Success Systems and Sisu have put together a study about real estate teams depending on the team size, generation, or positions to provide service and value to teams in the industry. Brian Charlesworth joins Verl Workman, Workman Success Systems CEO, Business Consultant, and Master Coach, as they share some interesting insights and data about real estate teams and the different problems or issues they face today. Watch the video version of this episode: https://youtu.be/r5nl8fSJ_D4 Top Takeaways: (02:22) The history behind this study on real estate teams (03:00) Why Verl loves Sisu so much (07:42) Why now is the perfect opportunity for team leaders to scale up their team (09:36) Why team owners should not be afraid to charge what they're worth (14:44) What should team owners do to ensure they're taking their share in today's market? (19:26) Why Verl thinks that accountability is love (19:46) Why 76% of real estate professionals say being on a team earns them a higher income (23:19) Why does the smallest team have the biggest conflict (24:50) Things you should do if you want to grow your team (30:18) The issue with great agents who now have team members working for them (35:45) The importance of training your agents (36:14) One of the problems with running a team (45.47) Why great companies are losing great agents (46:16) Why every single major brand should have a team solution that is real (49:38) The biggest threats for teams (52:16) How to make people in real estate stay in the business Connect with Verl Workman https://workmansuccess.com/   About the guest: Verl Workman's personal goal is to create world-class trainers. It requires extensive screening and rigorous training but being a superb coach himself and setting the bar high is where it all begins. In every business engagement, Verl contributes extensive real estate, leadership, and coaching expertise. His clientele includes top agents, teams, and brokers in the world. However, they didn't necessarily begin that way. He is able to assist his clients in reaching greatness by determining the "why" behind each objective. Verl is one of a select group of presenters who have achieved the Certified Speaking Professional (CSP) accreditation from the National Speakers Association. Verl is also a skilled speaker and presenter. He has educated and empowered professionals with his experience and knowledge of all facets of sales, marketing, promotion, management, and technology.

Mountain climbing is an intense and demanding activity, both physically and mentally. Much like building a successful business. Just as climbers need to pace themselves and be strategic in their ascent, entrepreneurs also need to take a measured approach when growing their companies. In Mike Novak's case, he was able to use his background in climbing and carry the lessons he learned from it to  his life and in his business.  Not only has it enabled him to push through tough times, but he also learned how to take an unimaginably large challenge, break it down into smaller steps, and just simply put one foot in front of the other until you reach your goal. Brian Charlesworth joins Mike Novak, Team Lead at The Novak Team brokered by REAL, as he shares his journey from owning several businesses to running a successful real estate team, the most impactful experiences he had, and lessons he learned along the way.   Top Takeaways: (05:45) Mike's type of Grit (11:04) Mike's thoughts on where the industry is today (11:39) Who are the agents who will continue to win at a high level over the next years? (13:26) Why Mike decided to start recruiting and building a larger team (16:09) The mistake they made in their hiring process and how they fixed it (19:10) What Mike is most excited about this coming year (20:33) How to make agents stay within the team  (23:10) Why you should play to win, not to survive (26:24) How to ensure that the agents you're hiring fits your culture. (27:29) Why having a supportive spouse is important for those working in real estate (28:30) What Mike's morning routine looks like| (30:09) The two sources of learning that have worked massively for Mike and his team (31:52) What Mike loves about Sisu   Connect with Mike Novak Website: https://novakteam.com/ Email:  Mike@NovakTeam.com Phone: (360) 393-0396   About the guest: When Mike Novak graduated high school, he got into the construction industry with his father who was a builder.  That quickly turned into real estate development where they built condominium projects and a lot of single-family homes. However, when the recession hit in 2008, their company suffered major losses and setbacks like most builders did. He lost almost $7 million of his own personal cash and holdings in that crash.  What was left was a single-location bar and grill restaurant to keep him afloat. From 2008 to 2017, Mike was able to grow the restaurant into seven locations, with over 400 employees, raking in $17 million a year in volume.  Unfortunately, in 2016, a law was passed to change the minimum wage in Washington space and he believed that was the nail in the coffin for their real estate business.  They needed to have a backup plan real quick. That's when he decided to get his real estate license.  Today, Mike Novak is the Team Leader and Top Agent of the Novak Team.  He also ranks the #1 Real Estate Agent in all of Snohomish County for 2020 and 2021.  Mike is considered a leading-edge thought leader in the Real Estate space and has been nationally recognized for his work with marketing, processes, and business track record throughout the industry. 

It can be tough to move on from being a top-producing real estate agent to becoming a team owner or business leader. After all, you've likely found a formula for success that works for you, and stepping out of production can feel like a risk. Yet, when you're in production, it's easy to get bogged down with the day-to-day transactions that you get sidetracked in achieving your goals for the team. As a leader, you need to step back, look at the big picture, and stay laser-focused on your long-term vision and objectives.  And to scale your real estate business and take it to the next level, you need to surround yourself with the right people and have the right systems in place.  Brian Charlesworth joins Andrew Lewis, Founder, Owner, and CEO of Performance Real Estate, as he shares tips on how to make the transition from being in production to scaling your own team, his take on where the market is headed, where his team is at, what his vision is for his business. Top Takeaways: (03:54) How to surround yourself with the right people (12:17) Why agents should consider looking into opportunities that will allow them to level up (18:38) Who are the people you need to hire today (19:30) Andrew's take on the current market conditions (24:30) Why the future of real estate is real estate teams (28:36) Why this market is giving teams a massively unfair advantage over solo agents (30:30) The two things every real estate team must have in their business (31:04) Why tracking your numbers is crucial (33:10) Andrew's last words of advice Connect with Andrew Lewis Website: https://performanceregroup.com/ Email:  andrew@performanceregroup.com Phone: (951) 237-0292 About the guest: Andrew Lewis graduated from DeVry University with a Bachelor's Degree in Business Administration and Small Business Entrepreneurship.  Prior to entering the real estate world, He was a pharmaceutical sales representative for a Fortune 500 company. He also spent several years as a professional race car driver, racing in the upper divisions of NASCAR. Andrew's previous work experience allowed him to develop top-level customer service, innovative marketing techniques, and superior negotiating skills.  These qualities help ensure his clients receive the best possible deals and the highest level of service and communication.  Today, Andrew Lewis is a top-producing Realtor® specializing in the sale of new and existing homes within Orange, Riverside, San Bernardino, and San Diego Counties.  He is also the Founder, Owner, and CEO of Performance Real Estate, the number one Digital Real Estate Group in Temecula Valley.

In today's world, there's a lot of pressure for entrepreneurs to succeed. And when they don't meet their own high standards and goals, they end up feeling like failures. But what if we all start celebrating our failures instead? What if we start seeing them as learning opportunities and stepping stones to even greater success? Failures are a necessary part of the journey. And if we can view them in a different light, it will help us grow our businesses and make them even better. Brian Charlesworth joins Hannah Bettenhausen, COO at BCrew Enterprises LLC., as she shares her journey from an ISA to becoming the Chief Operating Officer for their brokerage, her team's experience in expanding to ancillary businesses, and how her failures play an important part in how successful she has become today.   Top Takeaways: (05:17) How Hannah ended up in the real estate business (09:47) How they progressed from a real estate team to an enterprise (16:44) One of Hannah's biggest failures (18:21) Why Hannah won't build a title company again (19:05) What made them decide to start a construction company (21:09) The key to building multiple businesses (23:22) Why Hannah decided to start a podcast (24:38) Why it's important to fail (29:18) Hannah's one piece of advice Connect with Hannah Bettenhausen Email: Hannah.Bettenhausen@eXprealty.com About the guest: Hannah Bettenhausen's parents were missionaries, and she spent the first five years of her life in Zaire, Africa. Then, when the war broke out, they moved back to several places in the US and Canada until they settled in Minneapolis. Her father always had an entrepreneurial spirit. He started a couple of non-profit organizations and then got into real estate. Hannah helped clean and painted the houses they were flipping.  This experience exposed her to the real estate realm and showed her the potential for growth and opportunities.  She then ran a business development center for a Ford dealership for seven years. After that, she worked as an ISA as her department accounted for 30% of annual sales in the entire dealership. In 2016, she shifted to real estate and applied for a license.  A year and a half later, she moved into the operations manager role. Today, Hannah Bettenhausen is the Chief Operating Officer at BCrew Enterprises LLC, a management company that owns and operates a real estate team, mortgage company, home flipping company, and construction company, along with several other businesses.  She is also launching her own podcast, which is tentatively titled Unrisky Wealth.

In this week's GRIT Podcast, Colton Lindsay, the CEO of WGR, joins Brian Charlesworth to discuss the current real estate industry and practices. Colton goes over the different economic seasons and explains the challenges faced during those times, specifically by real estate agents.  He also provides his insights regarding the stability of the real estate market. According to him, we can experience a real estate crash if people start to lose their jobs. Moreover, he talks about the four simple steps that make anyone in real estate money.  Colton also highlights the importance of adding value to people's lives as that's how relationships can be monetized. Then, moving forward, he elaborates on personal behaviors. For instance, if you're chaotic, stressed, overwhelmed, or full of doubt, people will feel that and will not work with you. So instead, they're going to work with the most certain person. So, it's crucial to invest in yourself and always be in control. This is the most skipped part in people's lives, leading to many missed opportunities. Plus, we must be mindful that we are actually leaving the information age and moving to the influence age. And influence isn't about information. So, you have to position yourself as a specialist with the right knowledge. That is how people will trust you.  Top Takeaways: (4:30) Three questions to ask when investing money (6:28) How business owners have become business operators (10:58) Different seasons of economic history (13:00) Inflation situation and 2024 predictions (14:00) The real estate crash  (15:03) Recession in real estate (16:24) Why should agents be more certain?  (17:35) Chances of success of new agents  (22:01) The real meaning of fulfillment (28:11) Importance of breath work sessions   Connect with Colton Lindsay Instagram: @thewgr Website: https://go.thewgracademy.com/    About the guest: At 28, Colton Lindsay was ranked in the Top 1% of his real estate market, averaging 75 homes a year, working four days a week. Lindsay is internationally recognized for his expertise in prospecting and as an inner game master. Our guest is one of North America's most exciting trainers whose YouTube Channel has empowered thousands of real estate agents to increase their confidence and skills drastically. He was featured in Top Agent Magazine as an agent “who doesn't use a bag of tricks” and is the producer of the bestselling “Winning The Inner Game” - Audio Files. His motto is “You can't do a ‘half ass' job in real estate sales,” with his unique ability to get agents to take immediate action and produce tremendous results. Colton Lindsay uses breakthrough techniques and “accelerated learning” technologies to help agents learn and remember more efficiently and effectively.

Growing up, children are told that for people to like them or to get what they want, they have to be nice. That's why when someone goes into the sales profession or becomes a real estate agent, they think that in order to close the deals, they would need to be the nicest, most-liked person the client has ever dealt with. Yet oftentimes, nice people tend to be more focused on gaining the approval of the person they're talking to, over helping or providing value.  So that if their prospect says they're busy, nice people offer to email instead just so they wouldn't bother them.  This is just one of the reasons why most “nice” agents get out-sold.  However, it doesn't mean that you have to be rude or obnoxious to become great at selling.  There are ways to sell real estate while still being your nice, authentic self.  Brian Charlesworth joins Barry Jenkins, CMO of Better Homes and Gardens NAGR and Head Realtor in Residence at Ylopo, as he shares how his book, Too Nice For Sales, addresses this issue, how adapting to the “teamerage” model allowed his team to thrive in these changing times, and his take on what's happening in the industry right now. Top Takeaways: (03:18) How Barry's business evolved from a brokerage to a “teamerage” (04:44) Why teams should not overvalue a lead (07:59) The problem that a lot of team owners get caught up in (11:19) How Barry ended up working for Ylopo (12:42) The systems that Barry had to put in place so he could step out of the business (14:57) Where the future of real estate is headed (15:37) Why most people don't work on automation often enough (18:51) How Barry's book “Too Nice for Sales” came about? (24:05) How nice people tricked themselves into no longer being helpful (27:22) The best advice for someone planning to write a book (28:25) Barry's take on what's happening in the industry now (32:41) How one's ability to adapt is vital in these difficult times  (33:51) What success is made of Connect with Barry Jenkins Email: barry@tooniceforsales.com Website: https://www.tooniceforsales.com/ About the guest: Barry Jenkins was 18 when he started his career in real estate which has spanned for almost twenty years. He currently runs a team in Virginia Beach, VA & he's also The CMO of Better Homes and Gardens NAGR. His real estate team at this firm sold just under 900 units last year and is ranked #9 on the Real Trends to 1,000 teams in America. Barry is also an author, speaker, coach, trainer, and a full-time Executive at Ylopo with the title of “Head Realtor in Residence” where he trains their customers, and assists with product development & platform evangelism for them. Being an ordained minister himself, he is passionate about his faith and his company.

The average rate on a mortgage has recently gone up to 6%, the highest it has been since the recession in 2008. And most experts are saying that the housing market is experiencing a downturn right now.  If you're running a real estate business, it's crucial now, more than ever, to have your business operations in check, implement automation wherever possible, and make sure that you're making wise decisions based on true numbers and analytics. Brian Charlesworth joins Jamie Bledsoe of the Neal & Neal Team, as she shares how important it is to have the right systems in place to streamline and automate your business, especially now that we're experiencing an economic downturn Top Takeaways: (02:51) How Jamie got into real estate (05:29) Why Jamie says that selling is not her area of expertise (09:04) The systems that the Neal & Neal were using when Jamie first joined the team (18:05) How Sisu has impacted their business and allowed them to grow (23:26) Why Jamie says that their old systems didn't really solve their problem of data (26:36) The beautiful thing about Sisu (28:29) How focusing on just one industry helped Sisu streamline and automate the real estate industry (29:00) How Sisu helped Jamie's team address pain points from their previous systems (33:05) How Sisu allows tracking and managing income well (35:16) Why you should let Sisu be your brain (38:47) How are things taking off for the Neal & Neal team? (42:44) How will teams continue to take market share even when the housing market is down? Connect with Jamie Bledsoe Email: jamie@nealteam.com   About the guest: Before joining the Neal & Neal team, Jamie Bledsoe took up architectural design.  She then worked for a small architectural firm for 4 years and met her husband.  After getting married, they transferred to San Antonio, TX, where Jamie found it challenging to get a job as an architect.  She tried several jobs until she worked for a large HOA management company. Jamie led and managed the closing department for that HOA company.  Here, she got to work with many title companies and learned more about deeds and legal documents.  This sparked her interest in real estate, and decided to start her career with the Neal & Neal team. Today, Jamie Bledsoe has taken over the operations side of The Neal & Neal Team, and she has done a phenomenal job at streamlining and automating their business.  Their goal is to have 750 transactions this year, and they are currently on track to surpass that number if conditions keep going the way it is.

According to Google, the most searched job in the US today is a real estate agent. Becoming your own boss and earning substantially through commissions are just some of the things that make real estate an attractive profession to many people. Yet, if a career in real estate is that good, then why do almost 90% of agents end up leaving the industry after being in it for just 5 years or less? Finding success as a real estate agent is easier said than done. It takes a lot of hard work, discipline, and above all, you have to love what you're doing in order to overcome challenges. And when you have that passion, and a coach who believes in you and will help keep you on track, you can excel at the highest possible level. Brian Charlesworth joins Monica Reynolds, Vice President of KW MAPS Coaching, as she shares her journey from being a teacher to running the largest real estate coaching company in the world, her insights on what's currently going on in the real estate industry, and some valuable tips for real estate professionals today. Top Takeaways:   (04:04) How Monica got into real estate (08:17) Why do the most successful agents and team owners all have coaches? (14:07) What is the key to success for someone moving into this market? (15:49) The value of time-blocked lead generation (16:26) How Sisu can help your business thrive  (16:46) The most important thing that team owners should consider (19:08) How does someone decide which is the best way for them to go about building a team? (20:45) How to build a sellable database (22:33) How Monica is helping other coaches net a million dollars (31:12) With interest rates rising, what will happen to the industry over the next few years? (33:15) Monica's thoughts on the whole “getting rid of the agent's commission” situation (35:05) Monica's one piece of advice (36:02) Why you need to fall in love with what you do Connect with Monica Reynolds Email: monica@monicareynolds.com About the guest: Monica Reynolds has a background in teaching.  However, she didn't last long as a teacher because she felt that it just wasn't her thing. After getting married, she went looking for a house to buy and met a real estate agent.  He wasn't really a great agent, yet he was making a lot of money and has a nice car.  She thought that if that agent can do it, so can she. She then went on to become a successful real estate agent with Century 21 and worked for Mike Ferry's coaching company for years.  She also became the President of the Heller Real Estate Group, one of the most successful real estate teams in the US. Monica also got the reputation of being the only agent at that time to delegate tasks she wasn't particularly fond of doing to several assistants.  She ended up writing a book on how to multiply your success through the use of assistants. That's when she caught the attention of Gary Keller who invited her to be a part of the kW MAPS Coaching.  Today, Monica Reynolds is the Vice President at kW MAPS Coaching.  She has garnered national recognition as a real estate seminar and convention speaker, trainer, and author. She is regarded in the industry as the leader of innovative real estate systems and effective team-building strategies that sustain successful real estate careers.  

Economic recessions are part of the business cycle.  And as depressing as that may sound, recessions have an effect that the economy can benefit from.  Just like how clearing the forest gives way for new growth. That is why finding your grit is extremely crucial especially during a crisis such as market crashes or downturns. Because it allows us to confront challenges, pivot as needed, and keep moving forward. Brian Charlesworth joins York Baur, CEO at MoxiWorks, as they share insights on what it takes to survive and thrive in a downturn, the role that the real estate industry has to play for its consumer, and why it takes an ecosystem of products that come together to provide the best customer experience. Top Takeaways: (03:01) The importance of having grit (05:34) York's advice for real estate business owners during these uncertain times (13:11) Why the real estate industry needs thought leaders for the consumer  (14:34) Why you need to be greedy when others are fearful and be fearful when others are greedy (21:59) One of the biggest challenges that the real estate industry faces (23:33) The genesis of MoxiWorks (25:51) Why building technology for your own brokerage is a bad idea (29:17) The value of providing an open platform to bring the industry together (30:50) Why you should not confuse strategy with tactics and execution (35:48) What the real estate industry can learn from a Harley motorcycle Connect with York Baur Email: York@MoxiWorks.com  About the guest: York Baur has a degree in computer science and has been a technologist for most of his career.  He has helped exploit technology for the betterment of businesses.  Throughout the years, he has developed a strong passion for the science and automation that could complement the human element of selling and marketing. He believes that the key to a successful tech product is to have computers do what computers are good at so that the human can do the thing that only a human can do. In 2012, York joined MoxiWorks, an open real estate platform for brokerages. Since then, he has grown the company 10X and expanded to over 800 brokerage clients and growing, serving over 400,000 agents that makeup approximately 40% of all residential real estate transactions in the U.S.

Convenience is everything in today's real estate market.  That's why more and more brokerages and team owners today are moving into mortgage, title, home insurance, property management, etc. Not only does it make transactions a lot easier for consumers, but it also allows the team to have control over the entire customer experience, from pre-sale to closing and even beyond. Another benefit of adopting ancillary businesses is its potential for additional revenue opportunities.  And with commission compression affecting the industry nowadays, having a one-stop-shop that puts all these services under one roof can benefit not only the consumers but the real estate agents and broker-owners as well. Brian Charlesworth joins Mark Pattison, Founder at PorchLight brokered by eXp, also considered as a leading-edge when it comes to branching out to real estate ancillary businesses, as they discuss the value of creating an “Amazon” for real estate and the importance of striving to always continue to grow and innovate.  Top Takeaways: (04:35) The benefits of automation (07:21) When Mark decided to focus on ancillary businesses (11:05) How owning ancillary businesses affects commission per transaction (16:07) What was the idea behind the “home concierge” concept? (17:17) Why controlling the client's experience is crucial (22:20) The biggest lesson that Mark's family has taught him (23:10) Why it's all about implementation (24:16) What pivots are needed in today's market? (29:43) Who is more likely to win in the real estate space: teams or solo agents? (34:56) Why agents should not focus on commission splits (38:46) The importance of taking action Connect with Mark Pattison Website: markpattisonrealestate.com Instagram: @markpattisonshow About the guest: Mark Pattison was born and raised in Seattle, Washington. Coming from a family of entrepreneurs, he learned the value of hard work and dedication in everything he does and the importance of having the desire to create more opportunities. After graduating with honors from Seattle University`s Alber`s Business School, Mark went on to work for a variety of prestigious companies before embarking on his real estate journey. He started his real estate career in San Diego as a solo agent in 2014 and now has a team of over 100 agents and has sold 1,006 homes in 2021.  Today, Mark Pattison is the Owner and Founder of PorchLight Realty by eXp and he belongs to the Top 1% of Realtors in San Diego County.  He is also the host of the Mark Pattison Show podcast. He is happily married to his husband Burke and they have two dogs, Luca and Ellie.    

Every business has a unique culture. Some have a traditional culture that relies on hierarchy, while a common purpose drives others.  Whatever culture your workplace has is critical to your business' success. If you have a culture-based business, you need to protect your culture and keep it positive no matter what. Even if that means letting go of people and nipping the “cancer” in the bud before it spreads further. Brian Charlesworth joins Jack Lehr, President, and CEO of Tru AdvantageTeam brokered by ΓEA⅃, as they discuss how he ended up in the real estate industry, what a leader's role  should be in promoting a positive culture in the workplace, and why he thinks people should stop watching the news. Top Takeaways: (01:39) How did Jack get into real   estate? (08:26) What a culture-based business means (16:06) The systems you need to have to make your business repeatable and scalable. (17:40 ) Jack's tech stack recommendations (18:41) The importance of tracking and measuring your numbers (19:32) Sisu's mastery event (21:23) Why does Jack think that the news is B.S.? (24:11) Why now is NOT the time to sit on the sidelines (25:35) The two people we need to believe in us (26:54) Jack's favorite source of learning   Connect with Jack Lehr Email: Jack@truadvantagerealty.com Instagram: @coachjacklehr Facebook: Jack Lehr About the guest: Jack Lehr started a manufacturer's rep agency almost immediately after graduating from college. Then, after building up some decent cash, he started buying real estate properties. One of which was a 102-acre farm with a 1790 farmhouse.   As he and his wife were renovating the house, they learned how harmful lead-based paint was (which was commonly used in these houses), especially to their newborn child, so they decided to sell it instead.  They subdivided the property, and this became their first flip. John fell in love with the process and continued to flip, buy, and hold real estate properties from then on. Today, Jack Lehr is the President, and CEO of Tru AdvantageTeam, brokered by ΓEA⅃. He is currently running teams in four locations in four different states.  He's also a real estate investor, coach, husband, and father to four sons.

We make decisions every day. And in some difficult situations, there are those who avoid making decisions altogether.  Oftentimes, it's because they worry too much about the outcome or that their choices might lead to failure. Indecision is a decision in itself.  And it is actually worse than making the wrong decision because it robs you of the opportunity and the chance to learn from your mistakes. This was one of the things that Daniel Dixon realized as he was growing his real estate business.  He knew that in order to make things happen, he just had to make a decision, get feedback, and then figure out what to do next whether the decision leads to success or failure. This was the same formula he used when he wanted to control the customer experience by including ancillary businesses for his real estate team. The systems that he put in place weren't always perfect and he encountered some failures along the way.  But he understands that it's part of the process, and there's so much more to learn from your failures than your successes. Brian Charlesworth joins Daniel Dixon, Owner/CEO of First Step Home Loans & The Dixon Group, as they talk about Daniel's obsession with creating efficiencies in his business, the importance of coming from a place of contribution, and his passion for providing for the black communities and helping more people of color to get into the real estate space. Top Takeaways: (09:15) Daniel's thoughts on doing expansion teams across the country (09:39) The biggest thing that Daniel learned that allowed him to grow  (09:59) How should agents deal with “commission compression”? (10:23) The importance of having a coach to guide you (11:26) The one thing Daniel underestimated as he was scaling his business (14:15) The biggest problem most people have when it comes to failure (16:27) How knowing their numbers allowed Daniel's team to constantly make pivots (19:35) Why agents don't like to lead generate all day (23:25) Why you need to call with a purpose when you do your follow-ups (27:03) What's great about their team culture (30:53) How to make your people stay with you longer (32:11) The value of putting systems in place (34:30) Daniel's goal as he continues to grow in the industry (35:11) What the JLK Foundation is about Connect with Daniel Dixon Email: Daniel@DGdenver.com Instagram: @Dixonsoldit About the guest: Daniel Dixon grew up in poverty. Raised by a single mother, they had to use food stamps in order to survive.  Yet despite the circumstances, Daniel found a love for football and eventually grew up to become a good athlete. He dreamed of going to the NFL, but being 5'8" and 195 pounds at that time, he realized that this was not the prototype for NFL athletes. When he stopped playing football, he felt kind of lost and didn't know what to do. His best friend was working in pharmaceutical sales and told him that in order to get into that profession, he would need to have a college degree.  This was the reason he went back to college. In his last semester in college, he was taking 21 credit hours, and seven classes full-time. His son was also a year old so they were really struggling.  He thought to himself that as soon as he gets that diploma, he will get a job and everything is going to be better.  But it didn't happen. This became the lowest point and he hated his life.  He remembered saying to himself that he will never be in the same position again and will work his absolute hardest to not have money be a thing that he or his family will ever have to think about.  Today, Daniel is the Owner/CEO of First Step Home Loans & The Dixon Group. Daniel was able to grow his company from a single agent to a mega team selling more than 900 homes with over $300 Million in home sales. The Dixon Group is now ranked as the #1 KW Real Estate Team in Colorado and in the top 50 KW teams in the United States.