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Brian Charlesworth’s Grit Podcast is a powerful resource for anyone seeking to develop the mindset and resilience needed to achieve success in life. Hosted by Brian Charlesworth, an accomplished entrepreneur and business leader, this podcast provides valuable insights and practical strategies for overcoming obstacles, embracing challenges, and achieving one’s goals. At its core, the Grit Podcast is all about developing grit, a term coined by psychologist Angela Duckworth to describe the combination of passion and perseverance that enables individuals to pursue their long-term goals with resilience and determination. Through interviews with successful entrepreneurs, business leaders, and other high-achievers, Charlesworth explores the qualities that underpin grit, such as self-discipline, adaptability, and optimism. One of the strengths of the Grit Podcast is its emphasis on practical advice and actionable strategies. Charlesworth is a skilled interviewer who knows how to draw out insights from his guests that can be applied in everyday life. Whether you’re an aspiring entrepreneur, a busy professional, or simply someone who wants to achieve more in life, the Grit Podcast offers a wealth of valuable insights and strategies to help you succeed. Another key feature of the Grit Podcast is its focus on real-world stories of grit and resilience. Charlesworth’s guests are individuals who have faced significant challenges and setbacks in their lives and careers, yet have managed to overcome them and achieve great success. These stories serve as powerful inspiration for listeners, demonstrating that with the right mindset and strategies, anything is possible. In addition to interviews with successful entrepreneurs and business leaders, the Grit Podcast also features episodes focused on specific topics, such as overcoming fear, building resilience, and developing a growth mindset. These episodes offer in-depth explorations of key concepts and strategies, providing listeners with a deeper understanding of how to develop grit and resilience in their own lives. Overall, Brian Charlesworth’s Grit Podcast is a must-listen for anyone seeking to develop the mindset and resilience needed to achieve success in life. With its practical advice, real-world stories of grit and resilience, and deep exploration of key concepts and strategies, the Grit Podcast is a powerful tool for anyone looking to achieve their goals and reach their full potential.
Episodes
Tuesday Mar 11, 2025
Tuesday Mar 11, 2025
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 became one of the country's top agents.
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 discusses how he built one of the first teams to do 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 focus 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:
Tuesday Jan 21, 2025
Tuesday Jan 21, 2025
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:
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:
Tuesday Jan 14, 2025
Tuesday Jan 14, 2025
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!
Tuesday Nov 12, 2024
Tuesday Nov 12, 2024
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!
Tuesday Nov 05, 2024
Tuesday Nov 05, 2024
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!
Tuesday Oct 22, 2024
Tuesday Oct 22, 2024
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!
Tuesday Oct 01, 2024
Tuesday Oct 01, 2024
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!
Wednesday Sep 25, 2024
Wednesday Sep 25, 2024
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
Tuesday Sep 10, 2024
Tuesday Sep 10, 2024
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!
JD Reese - Instagram
The Genuine Group - Instagram
Wednesday Sep 04, 2024
Wednesday Sep 04, 2024
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!