GRIT: The Real Estate Growth Mindset Episode 162: The 100 Listing Mindset: How Sandee Payne Redefined Success for Solo Agents
What does it take to go from solo agent to community leader? For Sandee Payne, the answer came from a single moment of saying yes before she was ready. A military spouse turned interior designer, Sandee spent years helping families feel at home across the world. That love for creating spaces eventually led her to real estate, where she built a thriving business centered on listings and design-driven marketing.
Early in her real estate career, Sandee noticed that agents often worked hard but lacked structure. Determined to change that, she tracked everything and shared what she learned. Her natural ability to teach became a foundation for coaching others. “I realized if I could do it, anyone could,” she said.
Her defining moment came on stage at a Tom Ferry event, when she was dared to sign 100 listings in 10 months. With 8,000 people watching, she accepted. The challenge forced her to focus, simplify, and prove what was possible through consistent effort. “I had to believe it before I could see it,” she recalled. Ten months later, she reached 103 listings.
That accomplishment sparked something bigger. Sandee created a Facebook group that grew into thousands of agents following her strategies. What started as one bet evolved into a full accountability platform, showing others how to set measurable goals and follow through.
In this episode, Brian Charlesworth talks with Sandee about turning pressure into performance, the power of public accountability, and how her Zero to 100 Listing Challenge is helping agents shift from reaction to intention. They also explore why systems, mindset, and community are now the backbone of her business.
Top Takeaways:
(3:48) Life as a military spouse and constant change
(6:28) From interior design to real estate
(8:58) Focusing on listings and early success
(10:49) How technology reshaped the industry
(14:07) Standing out through creative marketing
(15:58) The $10,000 bet that changed everything
(18:50) Bringing others along through accountability
(22:24) The power of focus and belief
(26:09) A $10,000 story of luck and persistence
(28:17) Visualizing success before it happens
(30:47) Why listing agents hold the leverage
(32:56) Building tools and community for agents
(34:43) The Zero to 100 Listing Challenge explained
Tune in now to hear how one bold yes turned into a movement that’s changing the way agents think about accountability.
Registration for the Zero to 100 Listing Challenge is officially live! Visit www.02100listingchallenge.com to join the 10-month race kicking off January 1, 2026.
About Sandee Payne
Sandee Payne is a Broker Associate and the founder of the Designed 2 Sell Real Estate Group in Central Texas. After 18 years as a Texas resident and military spouse, she combines her real estate expertise with decades of experience in interior design and home styling. Sandee began her career with Centex Homes in 2007 and has since helped countless families find and create their ideal homes. Her design work has been featured in major publications and on HGTV’s House Hunters Renovations.
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