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Guy Gal has always been a problem solver. Growing up, he liked to solve complex problems especially when they affect people he cares about. He also liked to do it for those who deserve to be helped because they were exploited or mistreated. This had a great impact on how he made decisions in his life. Guy started his first company in college and what started as a little weekend project eventually grew into a company with hundreds of employees.  Many years later, he realized that this was not how he wanted to live the rest of his life.  He wanted to live his life more deliberately and find something that he will enjoy doing forever. It didn’t matter how difficult or complicated it was, as long as it’s worthwhile. Then he remembered how he, as a consumer, had both good and bad experiences with real estate. He wondered where that inconsistency came from and asked an agent about it. He was told that no matter how much creativity, effort and hard work an agent puts in a transaction, it’s the brokerage that gets the credit.  That’s why some agents prefer to have a company of their own without having to operate a brokerage to do it. That’s when Guy had the idea of starting an “invisible” brokerage that will come in and do all the back-office work to serve the agent and his brand with no compromises whatsoever.      Today, Guy Gal is the CEO and Co-Founder of Side Inc, the only real estate brokerage that exclusively partners with top-producing agents to help them operate, develop and grow their businesses.  He is dedicated to transforming high-performing agents into market-leading boutique brands and believes that the future of real estate is local, boutique, specialized, and agent-owned. Let’s hear from Guy as he shares his insights about the real estate industry, his mission to go against the monoliths in the business,  and how his achievements paved the way for his company to earn the title - Company of the Year by INMAN. Top Takeaways: 07:24 Why Guy chose the real estate industry 09:05 The magical “AHA” moment that started Side 13:08 Who was Side’s very first partner 21:35 Why Side only caters to 3 states 24:21 The most important question to ask when you’re building a business 24:40 What the real estate industry needs 26:12 The difference between a meaningful enterprise from a financially sound one 40:16 Why entrepreneurs need to start with the end in mind 42:27 Where is the industry headed to 3 to 5 years from now 44:13 How brokerages contribute to the commoditization of the agent 51:18 The most important statistic for Side 51:52 What Guy is most proud of about his business To know more about Guy Gal, visit: https://www.sideinc.com/

When he was six, Rod Khleif and his family migrated from Holland and settled in Denver. They didn’t have much growing up. To put food on the table, his mother worked as a housemaid and did babysitting on the side. But his mom had an incredible work ethic and was a bit of an entrepreneur as well. With the money she earned from babysitting, she bought the house across the street from where they were living. Three years later, his mom was able to sell that house and make a $20,000 profit. He remembered his mom telling him that she made $20,000 in her sleep. This sparked his interest in real estate investing. In his third year of being a real estate broker, he met a guy who taught him that up to 90% of our success in anything is our mindset and psychology.  This thought led him to 10x his income that year. In 2006, his net worth shot up to $17 million - while he slept. But all that changed when the market crashed in 2008 when he lost a staggering $50 million. His net worth dropped by more than 70% and he felt he had to throw in the towel. This painful yet valuable lesson reminded him that the key to recovering from his losses was to work on his mindset. Today, Rod Khleif is an accomplished entrepreneur, real estate investor, author, mentor, and community philanthropist who is passionate about business, life, success, and giving back. He is also the host of the top-ranked iTunes real estate podcast: The Lifetime Cash Flow Through Real Estate Investing where he advocates creating lifetime cash flow through multifamily properties. Let’s hear from Rod as he shares his life’s journey and why real happiness cannot be achieved by having the life you always dreamed of but by giving back to those who truly need it. Top Takeaways: 06:04 How Rod lost $50 million 06:55 What makes cash flow so important?  10:18 The importance of failing your way to success 13:30 How being accountable for yourself helps you to move forward 15:32 Why you need to build cash flow other than real estate sales 16:56 Rod’s thoughts on Airbnb 22:24 The difference in investing in multi-family properties vs. single-family homes and other asset classes 24:50 How Tony Robbins influenced Rod 26:12 A step by step guide to Rod’s goal-setting strategy 32:07 The core emotion you need to get what you want in life 38:56 Why happiness comes from progress and growth  39:01 The biggest lesson Rod wants to share with the audience To know more about Rod Khleif:  Visit his website: https://rodkhleif.com/ Listen to his podcast: Lifetime Cash Flow Through Real Estate Investing Rod Khleif Join his Facebook Group: multifamilycommunity.com You can also join his Multifamily Bootcamp which is happening from Dec 3rd to 5th, 2021.  To get a special discount, text multifamily to 72345 with the code: rodfriend  

Although Andrew Franklin’s father had a successful real estate business, he was against the idea that his children would follow in his footsteps. Somehow, he believed that the real estate agent will be eliminated in the future. So Andrew worked in investment banking for 6 years, primarily on mergers and acquisitions. But real estate runs in their family’s blood and Andrew didn’t just want to be his father’s son.  He wanted to try and grow their business and not screw it up.  This is why, eight years ago, he, his sister, and a third partner decided to buy his father’s real estate business. Today, Andrew Franklin is the owner/partner at The Franklin Team where he has helped grow the business from having 3 to 4 agents doing up to 600 deals with $150 million in sales, to having 25 agents that will sell 1,800 homes for more than $600 million in sales this year.  They have also successfully created ancillary businesses as part of their growth. In this episode, we talked about: 04:52 How Andrew and his partners acquired the business from his father 06:50 What sets The Franklin Team apart 07:11 Why Andrew considers builder leads a very warm and predictable listing lead 15:30 Why it’s okay to rip off and duplicate business models in real estate  16:42 How The Franklin Team took out 99.99% of their competitors 24:55 What made them decide to start their own title company  26:54 Why they moved from REMAX to eXp  29:26 Where's Andrew thinks the industry is going over the next 3-5 years  32:23 The great thing about having ancillary businesses in real estate 32:49 Why Andrew thinks the real estate agent will continue to be around in some form or fashion in the future 34:13 The most important investment we can make. 37:23 Why Andrew’s father changed his mindset about coaching 43:41  Andrew’s one piece of advice for those who are striving to grow? Here are ways to get in touch with Andrew: Phone: 281-248-8520 ext 107 Email: andrew.franklin@thefranklinteaminc.com LinkedIn: https://www.linkedin.com/in/andrew-franklin-7482952/  

Doug Gieck was managing ice cream shops when he got headhunted as a client care coordinator for a referral business under the REMAX Alliance brokerage.  He didn’t know anything about real estate then but he was able to learn his way around by making appointments for real estate agents. In 2009, the company Doug worked for started their own brokerage, 8z Real Estate.  Here, he started as the manager of the client care team.  Then he worked his way up each year until he became in charge of running operations for the brokerage. Today, Doug Gieck is the Vice President of Production at 8z Real Estate. From having 30 agents, they have now grown to about 165 agents.  They achieved $1.4 billion in volume doing 2,700 transactions last year.  Their goal is to up those numbers to $1.75 billion with 3,000 transactions this year.   In this episode, we talked about: 06:22 What is 8z’s big, hairy, audacious goal (BHAG)? 09:44 Doug’s advice to those building an ISA team 13:14 The most successful lead source 17:10 How to get your team to produce $1B in volume 23:27 What Doug thinks about running gamification in their business 24:03 How giving your agents recognition goes a long way 26:15 How to motivate agents and hold them accountable 29:15 8z’s core purpose 33:22 Why 8z signed up with Sisu 35:30 The true purpose of going into ancillary businesses 40:27 Doug’s one piece of advice in terms of innovation and automation 42:38 What Doug does daily to stay ahead of the curve 44:28 How having a calendar sets you free To get in touch with Doug Gieck, check the links below: LinkedIn: https://www.linkedin.com/in/doug-gieck-34b601a/ Facebook: https://www.facebook.com/douglas.gieck Website: https://8z.com/  

When Chris Craddock graduated college in 2000, he worked as a staff for a Christian ministry where he earned $20,000 a year.  After 3 years, his wife got pregnant and he knew he needed to earn more. This was when he looked into real estate investing and got the idea of talking to people who were in distress and offered to buy their houses. In the next four months, he ended up making 12 times as much as he did in a year doing his previous job. Inspired by Gary Keller’s book, The Millionaire Real Estate Agent, Chris decided to build his own team in 2014.  In 2020, Chris’s team made 501 transactions, both on and off-market, for $167 million in sales volume. He has also expanded to several ancillary businesses including home insurance, title, and mortgage.  Today, Chris Craddock is the Founder and CEO of The Redux Group. He is a nationally certified Life Coach with a Doctorate in Leadership and is the driving force behind REI Revive which is an advanced online training that teaches how to turn dead leads into cash. He is also the host of the Uncommon Real Estate Podcast and entrepreneur who runs multiple successful businesses in the Washington DC Metro area (and Richmond, VA). In this episode, we talked about: 03:59 The key to being a great leader 04:44 A great resource for anyone looking to recruit great people. 08:23 How Chris started his career in real estate 14:44 What Chris thinks of having a home insurance business 24:35 Why Chris got into coaching 25:18 A really good ancillary business that I think a lot of people miss 31:25 The problem with entrepreneurs 34:39 What was the idea behind the Uncommon Real Estate podcast? 35:23 Why every real estate agent needs to be an investor 36:58 What is Chris’ morning routine  38:49 Why we need to become corporate athletes To get in touch with Chris Craddock, check the links below: Instagram: Chris Craddock @craddrock Facebook: Uncommon Real Estate Podcast REI Revive: http://chriscraddock.com

Tamir Poleg started in the real estate industry as a construction worker 16 years ago. This experience allowed him to learn homes and construction from a fundamental level.  After earning a degree in economics, he joined the tech world with a couple of start-up companies doing mainly sales positions in Europe. In 2006, Tamir started his own real estate company in Houston, Texas. When the market tanked in 2007 - 2008, he saw the opportunity to invest in real estate and grew his portfolio, property management company, and construction company. Despite the odds, it turned out to be a good decision, and he ended up selling that company in 2013. A  year later, he started Real, a technology-powered real estate brokerage, and this is where he’s been devoting his life to ever since. Today, Tamir Poleg is the CEO at The Real Brokerage Inc. The company recently rang the bell at Nasdaq and is currently on a mission to make agents' lives better, creating financial opportunities for agents through better commission splits, best-in-class technology, revenue sharing, and equity incentives. In this episode, we talked about: 03:36 Why Tamir decided to go into the real estate world? 07:22 How COVID gave way to in opening up the industry virtually 08:56 Why Tamir chose New York to start his own company 10:30 What was the vision for Real when they first started it? 15:13 When did the idea of building wealth through Real come about? 19:47 What sets Real apart from a traditional brokerage? 20:11 Why are agents attracted to Real?  22:49 How revenue sharing works at Real 24:16 What is the tech platform that Real uses? 25:11 The four main pillars of technology 30:15 Tamir’s most crucial piece of advice  

In 2005, Rivers Pearce started doing e-commerce and lead generation for an ad agency in Atlanta and then moved to Charleston and South Carolina.  Five years later, a real estate technology startup called BoomTown was looking for someone who can do search engine marketing and Rivers joined them as their 10th employee. For almost a decade, Rivers helped grow BoomTown’s client base from 70 to well over 3000 clients by serving as their Director of Client Success, Director of Digital Marketing & Strategy. With his vast experience working with operations and team/brokerage structures as well as the various technology, marketing, advertising, and operational components that support all of that, Rivers is considered a veteran in the real estate technology space. Today, Rivers is the CEO & Co-Founder of W8less, a real estate and property technology consultancy that is focused on making people's processes better and ultimately creating an infrastructure to support their business’ success. In this episode we talked about: 00:57 How Rivers came up with the weightless concept? 04:20 What does that mean to be “weightless”? 09:45 How Sisu’s way of automating processes helped operational efficiency for teams and brokerages 18:39 The key difference between Sisu and other transaction management platforms 20:24 What Rivers thinks anyone managing a real estate business should know 20:56 The value of looking outside the industry for your competitors 25:15 Why you should work with companies that can help you navigate the technology aspects of your business 26:23 What advice Rivers has for business owners moving forward  

Growing up, Steve de Laveaga loved playing basketball. As a high school senior, he attended basketball camps at Cal Lutheran. Due to his athletic talent, he was offered a full academic scholarship and decided to take up Communications. Through this course, he discovered that the key to creating great influence and wealth in any field is the ability to communicate your vision and passion to your network. As as he got older, he has made it his mission to make people’s lives better through his positive influence. For almost a decade, Steve was the SVP and National Sales Manager for Fidelity National Title Group, encompassing multiple Divisions and overseeing 3,100 Sales Executives, and assisting over 200 sales managers across the US. Here, he assisted their partners and stakeholders in growing their business and bringing value to real estate companies. Today, Steve is the Founder and CEO at Real Intelligent Sales Engagement (R.I.S.E.). Their main goal is to be the best business-to-business facilitator with clients and prospects in the real estate space.  They also work with top producing teams and focus on helping agents develop into “sales savants” and be in their company’s top 10%. Top Takeaways: 03:06 Why Steve has chosen to work with elite teams 09:54 How Steve came up with R.I.S.E  11:23 The 3 key things a team must have to achieve more closings 12:54 The value of follow-up 14:23 Why more agents don’t always mean more closings  15:42 Why you need to be accountable to the process and business of real estate 21:34 Where Steve sees the real estate industry ending up in the next 3-5 years 23:27 What Zillow and Open Door haven't figured out yet 24:28 What will happen if Google or Facebook goes into real estate?  27:11 Why you need to watch out for Keller Williams 36:38 What Steve loves about Sisu dashboards 42:38 Steve’s vision for consumer experience 46:08 What is Steve’s most important piece of advice? To get a hold of Steve, you may visit https://salesisacareer.com/

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/  

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

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

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.

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.

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

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

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/

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 

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    

Twin brothers, Clint and Shane Neal jumped into the real estate business right after they graduated from Texas A&M University in 2008.  After spending 4 years as solo agents, they realized that although they are successful, handling everything independently has become difficult and they needed some leverage in order to take some time back to themselves. That’s when they decided to build a team. In less than three years, the Neal & Neal Team has sold more than 500 homes per year. With the right people joining their team, they now focus on growing to become great leaders. In this episode, we talked about: 05:44  How Clint and Shane shifted from working in the business to working on the business 07:18  The importance of surrounding yourself with the right people 08.06  What differentiates a great leader from the not so good ones 13:25  How Sisu helps agents with positive accountability 16:38  How to double your transactions in 24 months 18:54  How does the systems Shane and Clint use today differ from what they used 3 years ago 20:20  Does removing duplicate entries due to spreadsheets have a significant impact on their team’s efficiency 24:15  How to get over challenges in today’s market 30:31  What business advice does Shane and Clint have for anyone growing their business 32:15  How to set yourself up for success despite changes in the market 34:23  How Shane and Clint strike a balance in their lives 36:45  The role of virtualization in expanding businesses  38:56  Where does Shane and Clint plan to take their business 5 years from now 41:52  What is the biggest avenue of learning for anyone who wants to grow.      

Brian Icenhower has been in the real estate industry for nearly 3 decades. His father was a real estate broker which got him exposed to this business at a young age. He went into law school and practiced for a couple of years until he realized it wasn’t for him.  That’s when he decided to start a high producing real estate team in California and run a small boutique brokerage that later grew to a big brokerage. From then on, he opened a few more large brokerages in California and in the midwest, which he still owns today. Along the way, Brian realized that his true passion is helping people succeed. So he decided to become a real estate coach and trainer where he focuses more of his time nowadays. Today, Brian is the CEO and Founder of Icenhower Coaching & Consulting (ICC), which provides customized and structured coaching & training programs for real estate agents & team leaders, representing many of the top producing agents in North America. Aside from being an internationally recognized real estate trainer, speaker and coach, Brian is also a best-selling author.  His most recent book, The High Performing Real Estate Team is due to be out in September, later this year. In this episode, we talked about: 02:02 How Brian got into the real estate industry  04:12 The value of having a passion for something (other than money) that fuels you 06:20 What made Brian decide to write a book about real estate teams 09:05 Who has a better chance of survival? Solo agents or Teams? 14:44 How crucial is having a team dashboard to monitor activities that generate business 16:01True or False: Today’s market is the easiest market for buyer’s agents to operate in 19:56 The key you should be focusing on as an agent in this market 24:16 Why every agent should have their own dashboard 24:30 Why you need to focus on activities, not just results 26:32 How SISU helps in cultivating responsibility through public accountability 28:52 What Brian thinks of agents being replaced by iBuyers 35:13 The biggest missing piece for most agents To get a FREE 30-minute consultation with top coaches from Icenhower Coaching and Consultation, go to www.icenhowercoaching.com To pre-order Brian’s book: The High Performing Real Estate Team, go to: https://www.amazon.com/High-Performing-Real-Estate-Team/dp/1119801850 Get 1 FREE course of your choice from their site if you forward your order confirmation to books@icenhowercoaching.com