GRIT: The Real Estate Growth Mindset

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

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

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

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

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

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

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

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

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

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