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.