GRIT: The Real Estate Growth Mindset

Many agents are feeling the pressure as deals get harder to close and the market shifts. Some are waiting for things to improve, while others are putting in the work now to get ahead. The difference comes down to skills, systems, and long-term planning.   Jim Amen has lived through challenging markets before. He started in real estate during the 2008 housing crisis, first as an appraiser and later as a broker. What began as a small brokerage is now a 41-agent team in Sacramento. “You have to be willing to pivot when the market shifts,” Jim says.   In this episode, Jim talks with Brian Charlesworth about why his team has been able to grow year after year while so many others are falling behind. He explains the simple daily habits that drive results, including focused prospecting, clear expectations, and strong accountability.   Jim also shares how he built seven different revenue streams to protect his business and create new opportunities. From mortgage partnerships to flipping mobile homes, these extra businesses allow his team to scale without relying only on commissions.   They dig into how tools like Sisu and Battr help his team track data, hold agents accountable, and build a two-year pipeline instead of chasing short-term leads. “Building wealth comes from the work you do now, before the market turns,” Jim explains.   Top Takeaways:   (1:45) From marketing director to real estate team leader (6:43) Growing while 71% of agents sell nothing (7:53) Simple habits and expectations that drive success (10:09) Taking market share before the shift hits (12:56) Building wealth beyond just selling homes (15:43) Lessons from losing $1M while scaling a team (22:04) Why solo agents struggle to succeed today (23:03) What joining a team really provides (24:29) Turning client tracking into revenue with Sisu (25:42) $150K in operations funded by TC fees (27:09) Adding seven income streams to the business (32:33) Four-step process to build a two-year pipeline (34:58) Automating lead follow-up with Battr and AI   Listen in to learn how to prepare your team for the next big market shift and how to create a business that lasts.   About Jim Amen   Jim Amen is the CEO and Founder of Amen Real Estate, serving 14 counties across Northern California. With over 30 years of experience, including 20 years in real estate and 10 years in marketing, Jim brings a unique perspective to his work. He has completed over 4,000 home appraisals and has been part of multiple Realtor Associations for years. Jim also runs SOAR, a training company focused on coaching agents nationwide.   Connect with Jim: Website

Some teams reach a point where the leader can step out of production without losing momentum. That usually takes years, but in under five, Brian Buckley grew his team from just a few agents to 35 and positioned himself to focus solely on building the business. From his background in construction and development to leading one of the top teams at his brokerage, Brian has made systems, culture, and accountability non-negotiables. He put platforms like Sisu, Follow Up Boss, and Battr in place early, not after growth happened, but to drive it. “If I can control mortgage, title, and everything that can blow up a deal, I’ve got a much higher chance of getting it to the finish line,” says Brian. In this episode, Brian Charlesworth talks with Brian about building a team that can scale without the leader in production, why controlling the client experience matters, and how data-driven coaching can turn weaknesses into wins. Culture plays a big role in how his team runs. He calls out toxic behavior quickly, encourages daily “win of the day” updates, and makes sure agents back each other up without ego. Performance data is visible in the office for everyone to see, creating a natural level of ownership. “My job is technology and leads. Your job is closing deals and building our brand forward-facing,” he explains. That clarity has fueled growth, along with smart recruiting. Brian openly shares what works in the brokerage community, believing that value given comes back in results. Moving into Zillow Flex and integrating Battr for automated follow-ups has helped keep leads from slipping away while freeing him from daily chasing.   Top Takeaways:   (1:27) Sisu as a growth driver from day one (4:22) Why experienced agents return to teams (6:45) Cutting toxicity and building real teamwork (8:34) Recruiting by sharing what works (11:35) Controlling the process to close more deals (16:26) Treating agents like partners (17:34) Coaching agents into ownership (19:36) Using automation to boost follow-up (23:50) Lower costs, higher ROI with the right tools (27:08) Turning “bad” leads into closings (30:05) Winning deals with smart concessions (31:51) Skiing adventures beyond real estate   Listen in to learn how to scale a real estate business with systems, protect culture as you grow, and free yourself from the day-to-day without losing momentum.   About Brian Buckley   Brian M. Buckley is with LoKation Real Estate in Pompano Beach, FL, and has worked in real estate for over 25 years across Georgia and South Florida. He studied Communications and Advertising at the University of Georgia before moving into residential home building and commercial real estate. Today, he focuses on helping clients with their home buying needs and draws on decades of industry experience. Outside of work, Brian enjoys snow skiing, scuba diving, and spending time in Lake Tahoe with his fiancée Terra and their dog Jennifur.   Connect with Brian: LinkedIn

Some real estate teams are growing even in down markets. And that is not because they have doubled headcount or dumped money into leads, but because they have doubled down on data, service, and systems. That is exactly what Courtney Gauchman, COO at Wilson Group in Massachusetts, has helped her team do. With a background in the beauty industry and over a decade of operational leadership, Courtney now leads the systems and strategy that have fueled the Wilson Group’s growth, despite navigating one of the toughest markets in recent years. And what is her approach? Track everything, but focus only on what moves the needle. From managing three full-time operations staff to building custom dashboards in Sisu, Courtney ensures every agent has clarity on where their business comes from and how to grow it. “We basically attribute the 88 percent growth during three of the hardest years in real estate to the fact that we use Sisu,” says Courtney. In this episode, Brian sits down with Courtney to talk about what it takes to run a referral-based real estate business, how to keep agents productive without burnout, and why they are starting to build an operations-as-a-service company for agents who do not want to manage staff. They also discuss how operational clarity impacts culture, conversion, and client experience! Top Takeaways: (1:38) From salon management to real estate ops  (4:14) Why are salon pros thriving in real estate?  (6:40) Building a business vs. slinging homes (8:14) Growing 88% through post-sale follow-up (9:26) Sisu dashboards built for ROI (12:00) Deep conversations over cold calls  (14:34) $70M+ in referral-based volume (15:43) Setting the referral expectation early (18:57) Building a referral system inside Sisu (22:42) Custom accountability for agent success  (26:43) Turning rental data into buyer leads (31:41) Building an ops-as-a-service model from Sisu (35:50)  Reviewing past data to guide marketing   If you are still guessing where your next deal will come from, this one is worth a listen.   About Courtney Gauchman Courtney Gauchman is the COO of the Wilson Group, a Keller Williams team based in Massachusetts. She brings 12 years of operations experience and a background in real estate sales. At Wilson Group, she leads the development of systems that support both clients and agents. Outside of work, she enjoys family time, outdoor activities, and experimenting with espresso martinis.   Connect with Courtney: Instagram

What happens when you stop building your real estate business the way everyone tells you to and start building it around who you really are? On this episode, JD Reese shares how he rebuilt from that exact moment and what came next. He takes us inside Genuine Real Estate Group, one of the most consistent teams in Southern Utah, where 60 listings stay active and under contract, and agent turnover is nearly zero. He breaks down how they keep that kind of performance steady without burning out. From pricing strategy and emotional sellers to tracking accountability and team culture, JD gets into the decisions that drive results. “You’ve got to be the best house and the best offering in the neighborhood,” he says. But that’s just the beginning. JD also unpacks how his team uses tools like Sisu’s new product “Battr”, to track every step of the lead journey, flag breakdowns, and stay focused on what actually moves the needle. “It’s not about more leads. It’s about calling fewer leads more.” No outbound recruiting. No scripts. Just structure, speed, and real coaching. “If you're not converting anything into your name, your database is too small.” You’ll hear how they onboard new agents, use mentorship to drive growth, and create space for real conversations instead of surface-level tactics. Top Takeaways: (1:56) Listings sitting longer & seller strategy (3:22) Pricing strategy that actually works (7:26) Impact of interest rates dropping to 5% (10:31) Lead gen strategy for every listing (11:26) Sisu's new product “Battr” (12:29) Tracking lead life from start to close (18:24) Lead spending vs. accountability (20:45) Training agents without scripts (23:53) Using Sisu dashboards to coach agents (28:05) Picky recruiting & low team turnover (31:05) Builder partnerships through lead strategy (33:58) Real estate and Porsche passions (36:47) The 1% rule for long-term growth If you’re trying to build a business that lasts and lead in a market where most are pulling back, this one’s worth your time. Hit play and dive in. About JD Reese JD Reese is the founder and CEO of The Genuine Group, a real estate team based in Southern Utah. With nearly a decade in the industry, he’s facilitated close to 1,000 transactions and continues to stay active in both sales and team leadership. Raised in St. George, JD brings local expertise and a strong focus on systems, follow-up, and agent development. He’s also a licensed general contractor and runs his business with a hands-on, practical approach. Connect with JD Reese: LinkedIn  JD Reese - Instagram The Genuine Group - Instagram

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

In this episode of GRIT: The Real Estate Growth Mindset, Brian Charlesworth sits down with Leo Pareja, CEO of eXp Realty, to talk about the journey from selling nearly 4,000 homes to leading one of the fastest-growing brokerages in the industry. Leo shares how he started in real estate at 19, thinking he would be an investor, and 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: Website LinkedIn

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

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

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

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