GRIT: The Real Estate Growth Mindset Brian Charlesworth, Sisu

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 WilliamsDesi 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! 
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In this episode of GRIT, Brian Charlesworth, founder of Sisu, talks with Jeff Glover of Glover U, Michigan's #1 realtor for nearly a decade. Jeff takes listeners on a tour of his daily life, managing a high-volume listing schedule while also leading one of the top real estate coaching programs in the nation. He discusses his entry into the real estate world and how he has managed to stay on top through both booming and challenging times.At the Glover Agency, where a team of over 25 agents sells more than 1,000 homes each year, we asked Jeff about the secret behind their success. Jeff tells us it boils down to maintaining professionalism in every aspect of the work. From scheduling appointments to conducting follow-ups, and managing team structure, everything is streamlined and held to a high standard.Throughout the episode, Jeff emphasizes the critical importance of maintaining a pipeline of potential listings and how he manages to secure multiple new properties each month. He shares detailed strategies for lead generation, client engagement, and closing deals, which have all contributed to his reputation as a leader in real estate sales. Jeff also discusses the importance of personal development and continuous learning, which he integrates into his coaching to empower other real estate professionals.Top Takeaways:
(2:46) The two most important factors in a successful transaction
(3:32) What’s the one thing you must achieve every day as an agent? 
(4:24) Why is having a daily goal important for real estate agents? 
(5:13) How does dressing to impress impact your clients? 
(8:04) Where do team leaders usually find their best recruits?
(9:30) How can real estate teams reduce turnover?
(13:39) How can buyer's agents attract more clients?
(16:07) What two changes led to a 75% conversion rate?
(22:45) Why our coaches are required to sell real estate actively?
(28:05) Why is the met-to-signed ratio crucial for listings?
(31:23) Anticipating the real estate market’s next big shift
(32:00) How to prepare for a surge in expired listings
Listeners will also hear Jeff's perspective on the future of real estate and how adapting to technological advances and market shifts is crucial for sustained success. His insights have actionable advice for both novice and experienced agents, making this a must-listen for anyone interested in elevating their real estate career.About Jeff GloverJeff Glover has been Michigan's #1 realtor for nearly a decade, known for his deep understanding of the local market. He leads the Glover Agency, a top-performing team of over 25 agents that sells more than 1,000 homes annually. His team has been recognized as the "#1 Top Workplace in Michigan" by the Detroit Free Press and a "Cool Place to Work" by Crain's Detroit. Jeff is renowned for his strong negotiation skills, effective marketing strategies, and emphasis on building client relationships. He also focuses on empowering agents and fostering a collaborative team environment.
 
Connect with Jeff Glover Today! LinkedIn 
Glover U

Join Brian Charlesworth, founder of Sisu, as he interviews Kelly Cardenas, a renowned speaker and former owner of Kelly Cardenas Salons. They discuss Kelly's fascinating journey from the beauty industry to becoming a keynote speaker and podcaster. Kelly shares his insights on the importance of focusing on people and creating a positive vibe in every interaction.Kelly explains the philosophy his father taught him: the only true business is the people business. This belief has shaped his approach to success in various industries. Kelly introduces his triangle model, emphasizing heart set, mindset, and skillset. He says, "If you lead with your heart, your mind and actions will follow naturally."The conversation shifts to the importance of building relationships. Kelly shares a personal story about writing daily letters to his daughter and how this practice strengthened their bond. He believes, "Writing these letters changed not only my daughter's life but mine as well." This practice was crucial during challenging times, like the pandemic, and it taught him the power of small, consistent actions.Brian and Kelly also cover overcoming challenges by maintaining a positive belief system. Kelly shares his approach, stating that every experience, good or bad, is perfect for its time. They discuss how this mindset helps in both personal and professional life.The discussion also touches on real estate. Kelly and Brian talk about why every transaction should flow through Sisu, the challenges in the current market with rising interest rates, and the importance of focusing on what drops to the bottom line. They agree that the top-line figures are less important than what is actually kept, a principle Kelly's father taught him.Top Takeaways:
(4:19) What happens when you take the people out of the business?
(8:12) The key to aligning heart, mind, and actions.
(8:53) How does Sisu help team owners and brokers grow their businesses
(9:50) How are rising interest rates affecting real estate today
(10:21) Why do people focus on top-line figures in business 
(15:37) How did a text message from my daughter change everything
(18:03) How can writing letters change your relationships
(19:26) Why is shiny new technology not always the answer?
(23:56) The qualities that make someone a true icon.
(28:58) How can a committed real estate agent become a high-earner. Tune in to learn from Kelly's experiences and discover how to build stronger relationships, enhance your business, and maintain a positive outlook. Think about how adopting a positive belief system can transform your approach to daily challenges. Are you ready to lead with your heart?About Kelly CardenasKelly Cardenas has 29 years of experience in the beauty industry and is now a speaker and podcaster. He hosts a top-ranked podcast, co-hosts Secret Knock, and created the Vibe Room. Kelly's books provide insights on personal development and entrepreneurship. He emphasizes the importance of focusing on people and creating positive energy.
 
Connect with Kelly Cardenas
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Join Brian Charlesworth, founder of Sisu, and William Lam, founder of UPGRD®, as they explore the concept of upgrading the mind. They delve into William's journey with Neuro-Linguistic Programming (NLP) and how it transformed his life and led to the founding of UPGRD®, a system designed to elevate the mental operating system of individuals worldwide.William shares the four phases of the UPGRD® process, “Resolve, Evolution, Acceleration, and Omniscience,” highlighting how each phase is crucial in helping individuals become peak performers. The conversation touches on the importance of mindset in the real estate industry, how elite performers thrive even in challenging markets, and why changing your perception is vital for success.William also discusses his vision of upgrading humanity. He outlines his long-term plan to create global harmony and attract benevolent civilizations while encouraging individuals to develop 90 to 1000 year plans to keep their eyes on bigger goals.
Top Takeaways:
(3:32) Is it possible to reprogram your mind in a matter of days?
(9:49) Can changing your mindset really lead you to your goals?
(12:56) How does money act as a chemical agent to manifest goals?
(16:43) What untapped potential lies within a mindset upgrade? 
(18:29) Can misalignment between mind and reality lead to struggles? 
(20:13) Why do people mistakenly accept struggle as normal?
(26:11) How can upgrading humanity lead to individual upgrades?
(29:17) Is a global data model the key to achieving peak performance for all?
(31:38) How can real estate professionals thrive despite market volatility?
(35:28) Why is surrounding yourself with winners essential for real estate success?
(38:08) Can a 1000-year plan help real estate professionals stay ahead?Interested in learning how to overcome limiting beliefs and design a successful mindset? Tune in to this episode and gain insights into how the UPGRD® methodology can help you achieve your goals.About William LamWilliam Lam, founder of UPGRD®, is an American Board-Certified Hypnotherapy instructor and a certified trainer in Neuro-Linguistic Programming (NLP). His mission is to help people achieve their true potential by leveraging the power of their subconscious mind. He created UPGRD® as a movement to upgrade the mental operating system of elite individuals, including investors, entrepreneurs, and sales professionals.Connect with William Lam Today! 
 
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UPGRD®

In the latest episode of the "Grit" podcast, host Brian Charlesworth shares a conversation with the team behind Speedy Offers: Coby Socher, Sharon Socher and Katy Goetz. The Speedy Offers team share their personal and professional journeys and how they transitioned to real estate investment. With diverse backgrounds, they share a unified goal of exploring untapped potential of real estate investment business.
 
The team talks about their joint efforts that have greatly advanced Speedy Offers, stressing the need for learning, adapting, and teamwork in reaching business goals. They also discuss the integration of Sisu, a real estate software platform, into their investment business, highlighting its transformative impact on their operations, making processes smoother, and improving communication within the team. Coby shares, “With Sisu, we're on track to double our business this year!” Now that’s huge! 
 
This episode not only offers insights into how traditional real estate practices and investment work together but also shows the importance of mindset and technology in making better decisions and increasing efficiency in the competitive real estate investment market.
 
Top Takeaways:
(5:52) Can you grow a real estate business from scratch in today's market?
(10:31)  How thin is too thin for a real estate commission?
(12:05)  How does self-worth translate to net worth?
(14:19)  Can hiring smart people solve the disorganization problem? 
(15:15)  What makes real estate more than just transactions? 
(21:58)  What advantages do newcomers bring to the real estate industry?
(26:40)  How does shifting focus to investments alter a real estate business?
(30:40)  Two pillars of marketing: dialers and direct mail
(32:14)  The full circle approach to real estate education
(36:00)  Can one platform address all real estate business needs? 
(39:12)  What inspired the creation of Sisu? 
(40:25)  The role that monday.com played in transitioning to Sisu
(42:57)  What does Sisu bring to the table for team collaboration? 
(50:54)  How has Sisu doubled Speedy Offers' business pace? 
(54:26) What makes Sisu's systems a foundation for scalable sales?
(57:58)  Can real estate flipping be your path to wealth? 
 
Coby shares, "If you want to grow massive net worth, I realized I had to have a massive amount of self-worth." This insightful comment prompts us to ponder the link between self-esteem and our professional achievements. Tune in now to get inspired by the Speedy Offers team's story and perhaps change your perspective on achieving your own goals.
 
About the Speedy Offers
Speedy Offers is a cash home buyer in Beachwood, Ohio, serving homeowners across Northeast Ohio with over twenty years of experience. This company specializes in making competitive cash offers and understanding the local market deeply to ensure homeowners get the best value for their properties. Speedy Offers’ team emphasizes transparency, integrity, and prioritizes its clients' needs, ensuring fast, smooth transactions.
 
Speedy Offers Website
 
Connect with the Team
 
Coby Socher, Founder and CEO
Facebook
Instagram
 
Katy Goetz, Executive Assistant
LinkedIn 
 
Sharon Socher, Talent Acquisition and Disposition Manager
LinkedIn 

Join Brian Charlesworth, the founder of Sisu, and Ieasha Larkpor, Managing Broker and owner of Thunder Team Realty, as they explore the resilience of the real estate world. All of us remember the famous crash of 2008. Well, Ieasha entered the scene right after it.Instead of backing down, she saw an opportunity, and her story on the GRIT episode is all about bouncing back. With a background in a military family and having moved from Hawaii to Germany, she mastered adaptability, which became the key to her real estate success.While market crashes can be daunting, and many give up, Ieasha didn’t! She immersed herself in real estate books, quickly grasping the industry's nuances. Despite the challenging market, her proactive efforts, such as hosting open houses, set her apart. She shares how she combined traditional methods like door-knocking with modern digital marketing techniques.Brian genuinely admires Ieasha's journey and her Oklahoma City Real Estate Agency. Together, they dive into the impact of technology on property appraisals.Reflecting on her past, she warmly recalls Honolulu and expresses her passion for reading. When asked for advice for struggling agents, she emphasizes discipline and the importance of sticking to a schedule.
 
Top Takeaways:
 
(7:19) Is now the time to exit the market? 
(9:10)  Surviving in a competitive market at 21 
(10:23) What does it take to last in real estate?
(13:51) From 5 to 91 agents: The role of efficient systems 
(15:54) The future of mortgage and title companies with Sisu
(20:10) Would you trust an agent who can't negotiate? 
(21:43) Working on vs. in your business: Which are you doing? 
(28:10) The real estate success formula
(29:40) When all seems lost, what should agents do?
 
Join Brian and Ieasha as they navigate the highs and lows of the real estate world. Dive deep into success stories, challenges, and innovations shaping the industry. Don't miss out on this episode filled with insights and revelations. Listen today and get inspired!
 
About Ieasha
Ieasha Larkpor, a Managing Broker and owner of Thunder Team Realty, has spent ten years in the real estate field. In 2017, she was honored with the "Entrepreneur of the Year" award by Mercedes-Benz and Perry Publishing. Additionally, she was highlighted in the Real Producers Real Estate magazine in Aug 2020. With a diverse real estate portfolio, Ieasha excels in the residential, commercial, and leasing sectors. Having sold properties valued at over $130 million, her training methods are adopted by many agents. At the heart of her success is her commitment to creating a positive work environment for her team, ensuring both growth and harmony.
 
Connect with Ieasha Today! 
 
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