GRIT: The Real Estate Growth Mindset

Brian Charlesworth, Sisu

Episodes

Mentioned books

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Aug 17, 2021 • 39min

Episode 079 with Michael LaFido, Founder & CEO at Luxury Listing Specialist Designation(LUXE)

Upon getting his real estate license in 2000, Michael LaFido worked as a part-time agent and full-time high school health and physical education teacher. But with a growing family, he felt he was spreading himself too thin.  So in 2010, he decided to go into real estate full time. Several years later, Michael did some real estate coaching and consulting where he developed a product called “The Ultimate Listing Blueprint”.  This product led him to meet a gentleman who coaches top luxury agents who are having difficulty competing in their marketplace. He found that most agents who deal with luxury properties think that the only way they’d be able to compete is if they become one of the cheaper agents in their market - which he doesn’t agree with.  This was when he made the shift to luxury listings on his home selling side and his coaching/consulting side as well.  Today, Michael is the Founder & CEO at Luxury Listing Specialist Designation(LUXE) where he helps brokers and agents improve their luxury marketing strategies to help sell more luxury homes. His methods are considered “The New Standard” for marketing luxury homes today. Key Takeaways:   05:20 The 3 things agents can do to make more money 07:28 What is a luxury listing? 09:22 The 4 primary price points in most markets 10:20 How to make the switch to luxury listings? 21:25 What trends does Michael see in marketing versus what everyone else does? 21:46 What does “fresh eyes analysis” mean? 25:56 Michael’s vision for the market 30:29  What’s the best method of learning for Michael 36:01  How to have a great year for your business 37:18  Michael’s most important piece of advice To get a hold of Michael LaFido, you may email him at michael@marketingluxurygroup.com. You may also check his social media pages: Instagram: https://www.instagram.com/luxurylistingspecialist Facebook: https://www.facebook.com/lafido Linkedin: https://www.linkedin.com/in/mikelafido/  
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Aug 10, 2021 • 45min

Episode 078 with Robert Lucido, Director of Business Development for Lucido Global

Baseball has always been Robert Lucido’s dream and passion. At the age of 5, he dreamed of joining the big leagues. He played through high school, became an all-academic athlete in college, and played professionally for the Toronto Blue Jays and the Texas Rangers.   He was often the smallest guy on the team. But what he lacked in height, he made up for in hard work.  As an athlete, he always believed in setting goals and making progress in achieving those goals. He brought the same passion and grit when he transitioned into the real estate world in 2018. Today, Robert is the Director of Business Development for Lucido Global. He drives corporate strategy and innovation, intending to create an economic moat, scale, and efficiency across the Lucido companies.  In this episode, we talked about how the adversities he faced in his baseball career helped shape his character and what you can do to keep creating opportunities in your life and your career. Key Takeaways: 03:18 How Robert started his baseball career 07:12 The importance of proper timing 11:31 What made Robert decide to leave baseball 16:10 The book that helped Robert get out of rock-bottom 20:09 The changes that Robert sees in the market 25:04 What are “forest agents”? 27:33 Who is the future of real estate: Teams or solo agents? 32:33 The key technologies people need to have in their real estate business 32:50 The value of time 34:02 How leveraging technology can affect your ROI 36:54 What does Lucido Global’s latest acquisition mean for their business 38:06 What benefits do team owners get when they join Lucido Global? 42:00 Robert’s most important piece of advice To get a hold of Robert, you may email him at robertlucido@lucidoglobal.com
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Jul 27, 2021 • 32min

Episode 077 with Brad Sugars, CEO & Founder of ActionCOACH

Brad Sugars has been in business since he was 15 years old. He has bought, sold, or started more than 50 companies. Throughout his 3-decade career as an entrepreneur, he has become a strong advocate for building a business that works without you. Today, Brad Sugars owns 9 companies and is the CEO & Founder of the largest business coaching company in the world, ActionCOACH.  He is also a bestselling author, keynote speaker, and the #1 business coach in the world. In this episode, we talked about the 5 Core Disciplines of Exponential Growth in Your Business and how his systematic approach to business has allowed him to spend more time doing what really matters to him. Key Takeaways: 02:32 Brad’s goal as an educator 03:43 What the 30X Business Training is all about 06:29 Why Brad thinks that “hustle and grind” is the new stupid 07:19 The 5 Core Disciplines of Exponential Growth for Your Business 09:16 Why ActionCOACH and Sisu get along so well 12:43 A CEO’s number 1 job 14:41 The 4 complex areas of a business strategy 14:46 Brad’s definition of leverage 20:35 How important are ratings and rankings 21:54 How many times should you be posting on social media today? 24:52 Brad’s advice for people who run large team brokerages but struggle to recruit within their organization 28:11 Why people leave their jobs  29:47 The one thing Brad keeps coming back to when it comes to sales To know more about Brad Sugars, go to https://bradsugars.com/ or visit https://www.actioncoach.com/ To check out Brad’s latest book, Pulling Profits out of a Hat, go to: https://www.audible.com/pd/Pulling-Profits-out-of-a-Hat-Audiobook/B07YSXPTWF
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Jul 20, 2021 • 47min

Episode 076 with Kevin Flaherty, Real Estate Broker @ eXp Realty

Kevin Flaherty has been in the real estate business for 33 years.  He was a solo agent for a very long time and used to build custom web pages for homes in the ’90s.  When MLS listings went online, he was already ahead of the curve.  He thought of ways to further improve web pages by adding plans and videos with narration. He then ran a team under iPro Realty Ltd. Brokerage for the past 11 years where he was the overall number one top producer for 10 straight years.  Here, he offered cutting-edge real estate marketing to help sell homes.  Today, Kevin Flaherty is a Real Estate Broker at eXp Realty where he continues to provide clients his decades of experience, advanced marketing technologies, and direct exposure to thousands of successful real estate transactions.  In this episode, we discussed his high-end marketing model, his views on what the ideal real estate team structure should look like, and all the things he loves about Sisu. Top Takeaways: 02:17 How does Video-narrated 3D animated online showing work? 11:34 What motivated Kevin to make the move to eXp Realty 15:13 One of the biggest misconceptions about eXp 18:26 How Kevin structured his team 22:35 How to get agents to do the activities they should be doing 23:59 How technology makes the hiring process more efficient 28:37 How does a team owner get their agents to focus on selling real estate 31:12 Kevin’s advice on how to get an ISA team up and functioning successfully 34:01 Why Kevin highly recommends Sisu 35:02 What every top producer should know 35:43 The enormous mistake that led him to find Sisu 38:18 What Kevin loves about Sisu To get in touch with Kevin Flaherty, go to www.flaherty.ca. You can also email him at kevin@flaherty.ca or call 226-916-0595.
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Jul 13, 2021 • 39min

Episode 075 with Spring Bengtzen, CEO of the Utah Life Real Estate Group & REAL Broker LLC

Spring Bengtzen started in real estate while she was only 22. A developer refused to hire her at that time because they thought she was too young. However, she was determined to prove herself, so she agreed to work for free for the first couple of months. After learning the trade, she was able to sell her first house just by transacting over the phone. This impressed the developer, and they decided to keep her. She worked her way up to being their principal broker and sold thousands of properties while she was there. But when the economy tanked in ‘08, they filed for bankruptcy. At that time, Spring was listed as one of REALTOR’s Magazine 30 under 30, and she had the opportunity to join Keller-Williams. From 2010 to 2019, she built and grew her team to become the largest in Utah. Eventually, Spring felt she was ready for something more. So in 2019, she started her own brokerage under Realty One. While she loved its branding and transaction model, she realized that she’s really not meant to be a broker-owner. She had to let go of her ego, sell her brokerage, and ultimately joined REAL Broker LLC. Today, Spring is the CEO of the Utah Life Real Estate Group & REAL Broker LLC. at Real Broker USA.   In today’s episode, we talked about her plans for building wealth, what she loves about joining REAL Broker LLC, and the biggest challenge she ever had to deal with in her life. Top Takeaways: 02:47 The projects that Spring is currently working on 04:57 How Spring manages to continue to double her business every year 06:06 How you should do morning huddles 08:18 What one-on-one sessions look like in Spring’s business 11:24  How does “special agent attraction strategy” work?  16:36 Why Spring decided to buy a brokerage 19:34 What Spring loves about REAL Broker LLC 23:59 The value of having a plan for building wealth 28:07 How to achieve work-life balance when you and your spouse are both in real estate 31:35 How Spring’s determination helped her get to the next level 32:29 Why you need to believe that the worst day of your life has already happened 33:41 The worst trauma Spring had to deal with in her life  36:28 Why you should live your life as a choice To get in touch with Spring, check her Instagram page @springbengtzen. You may also send an email to spring@liveutah.com or contact 801-641-1431.
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Jul 6, 2021 • 46min

Episode 074 with Brindley Tucker, Owner of Your Realty Leverage Inc.

Before coming into the real estate world, Brindley Tucker worked in the financial sector and sold country club memberships.  She realized then that the best way to learn things is to become an assistant to someone doing it.  So when she wanted to go into real estate in 2011, she decided to apply as a real estate assistant and ended up working as a KW Marketplace Director of Agent Services. This was also the time where she went through massive personal challenges and had to make some major life decisions - one of which was to start her own transactions management company. She started as an independent operation, and in 3 years, she grew her team and was able to close 2,000 real estate transactions in a year. Due to her success, Keller-Williams invited her to become a MAPS coach to teach and train other people how to do transaction management.   Today, Brindley Tucker is a licensed REALTOR® and the owner of Your Realty Leverage, Inc., a recruiting, training, and coaching firm where she specializes in unifying teams and helping agents increase leverage in their businesses.  In this episode, we talked about her journey, how an incident that happened during the darkest point in her life changed her, and how she viewed the world. Top takeaways: 03:49 Brindley’s vision for her company 05:33 How Brindley went through the darkest part of her life and what it taught her. 12:47 What is Fail Forward Friday? 13:50 Why is Brindley called “The Queen of Leverage”? 15:40 The 5 things real estate agents should be doing from the time they enter the industry 24:33 How do agents determine their hourly rate? 26:21 How to make leverage work for team owners 28:40 The importance of regularly auditing your systems, technology, and people 37:21 What self-care should be all about 38:58 What is Brindley’s number 1 source of growth   To get in touch with Brindley, go to www.yourrealtyleverage.com You may also reach her directly at 727-512-9098 or check her Facebook and Instagram page @brindleytucker
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Jun 29, 2021 • 30min

Episode 073 with Hedda Parashos & Raquel Rivas of Palisade Realty

Hedda Parashos has been a real estate agent since 2006. Eight years ago, she started Palisades Realty with 14 agents. For the longest time, Hedda didn't want to grow her business mainly because she was afraid of growth.  Eventually, a third of her staff left the company and in her mind, she felt stagnant. That’s when she decided to change and do an overhaul of not just her mindset but of the entire brokerage as well.  That’s when Raquel Rivas came into the picture. An in 2019, their brokerage experienced a tremendous amount of growth. Today, Hedda Parashos is the owner and Raquel Rivas is the COO of Palisades Realty. From selling 136 units in 2019, they’ve projected to hit 250 units in 2020.  In this episode, we talked about Hedda and Raquel’s journey on how they took their business to the next level and how SISU has been an instrumental part of that.  Top Takeaways: 02:29 How to move on from your fear of growth to the next level 07:19 When did Hedda realize what her true problem was 11:48 What is Palisades Realty’s vision for 2021? 13:15 How Palisades Realty attract agents because of SISU 21:03 How to make agents love attending weekly meetings 25:32 How the competitive spirit of their brokerage has driven them to success 28:17 How competitiveness leads to lifting others up 28:56 The value of feedback
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Jun 22, 2021 • 28min

Episode 072 with Chris Watters, CEO of Watters International Realty

After going through a massive business failure almost 10 years ago, Chris decided to give real estate a try. He’s always been attracted to this industry because of the many different things one gets to learn from it and how there are no limits on personal growth. Chris started doing really well as an agent.  But eventually, he found that the work that needed to be done was taking too much of his time. He started to lose flexibility and freedom which are some of the main reasons why he went into this business in the first place.  This led him to build his own brokerage in the summer of 2011. Unfortunately, things didn’t go as well as he had planned. From a profitability perspective, he knew he worked harder but he realized that he made less money now than he did a couple of years back.  He ended up literally burning his business down to the ground and started to implement Gary Keller’s MREA model.  Today, Chris is the founder of Watters International Realty which is one of the most respected teams in Central Texas.  In this episode, we talked about how Chris took his business to the next level and who are the first three key hires to hitting $1M in annual GCI. Top Takeaways: 01:36 Why Chris got into real estate 02:12 What made Chris decide to build a team 05:55 How much do you need to make to afford leadership to help you run the business 07:16 The one skill you need to master to become wealthy in real estate 08:26 Who your first hire should be from a leverage perspective 13:36 The 3 things a listing agent should be focusing on 16:09 What are the 3 unique phases of the growth curve 21:09 One of the biggest mistake people make when hiring an agent 23:14 The 3 things to look for in candidates while within the 90-day probationary window  25:36 The value of creating a conducive environment to set people up for success.   To get a FREE copy of Chris’ book, The Million Dollar Real Estate Team, go to https://www.themilliondollarrealestateteam.com/
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Jun 15, 2021 • 41min

Episode 071 with Matt Mick, Team Lead at Lincoln Select Real Estate Group - Nebraska Realty

Matt Mick started his own real estate team with 5 to 6 agents. However, year after year, they noticed that their sales slowed down, with only minor growth. In order to go to the next phase of their business, they knew they needed a better way to manage things in their team.  That’s when they decided to jump on with Sisu. Today, Matt is the Team Lead at Lincoln Select Real Estate Group - Nebraska Realty.  From doing 130 transactions a year, they are now aiming for 500 this year.  And after finishing with $50M two years ago, their closings and under contracts are currently at $60M with 6 more months to go before this year ends. In this episode, we talked about: (03:10) What Matt’s business looked like before they had SISU (04:44) What to love about having systems (06:00) The key to doing more transactions without having to hire more agents (06:44) The difference between hiring experienced agents vs. new agents (07:20) What are some misconceptions about teams (07:50) How important is transparency when it comes to commission splits with agents (14:22) How to deal with ISAs who want to transition into the agent role (18:00) Why do some team owners/leads prefer to select which agents get certain lead types (18:42) What does an agent have to do to get into the lead rotation  (26:03) What are the 3-5 things that you absolutely must do to succeed as a new team owner (32:23) One of the biggest challenges that a leader must face (34:47) Why we must always keep learning 
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Jun 1, 2021 • 42min

Episode 070 with Michelle Seiler Tucker, CEO and Founder of Seiler Tucker Incorporated

Michelle Seiler Tucker is the CEO and Founder of Seiler Tucker Incorporated. Michelle has sold over 500 enterprises and currently owns and operates a number of profitable companies. Michelle Seiler Tucker is a professional with the following distinctions and certifications: M&AMI (Master Intermediary in Mergers and Acquisitions), CSBA (Certified Senior Business Analyst), Best-Selling Author, and M&A Panelist. Michelle is a foremost expert in buying, selling, fixing, and growing businesses, as well as boosting revenue streams. Michelle has sold hundreds of businesses and franchises over the last ten years. She continues to assist customers from all walks of life in achieving the American Dream, achieving financial independence, becoming their own boss, and improving their quality of life.  Her latest book, Exit Rich, is a must-have guide for business owners who are looking to sell their business now, and for those who are just starting to build their companies to sell for huge profits in the future. In this episode, we talked about: 03:21  How Michelle got into buying, selling, fixing, and growing businesses 04:55 The biggest mistake that a lot of business owners make 07:19 What’s the GPS Exit Model 08:06 Why every business need an annual valuation 08:53  Events that can increase or decrease valuations 10:11 The 5 different types of buyers 11:33  How to reverse engineer your business to increase its value 13:26 The importance of having a powerful “why” in exiting a business.  17:01 The reason why some businesses go out of business after 10 years 19:01 Why businesses are not selling 24:02 Why business owners should stop designing processes around their own agendas 37:35 Michelle’s one piece of advice 38:10 Why business owners need to find a mentor Exit Rich will be available on June 22nd To get a copy of the book Exit Rich. go to exitrichbook.com To get in touch with Michelle, go to seilertucker.com    

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