Anna Pisarski got her real estate license at 19, and ten years later she is a licensed broker, Director of Agent Support and Development at The Courtney Group in Reno, Nevada, a competitive bodybuilder, and the agent behind an Instagram account pulling hundreds of thousands of views a month. In this episode, Suneet sits down with Anna to unpack why most agents have social media backwards. Her argument is simple: if anyone in your sphere is not using you as their realtor, you do not have a lead generation problem, you have a conversion problem. Anna explains how she treats Instagram as a CRM for her sphere instead of an influencer play, why she runs two accounts when everyone says you should not, and how she decides which content actually builds trust versus just juicing the algorithm. Suneet shares the AI driven analytics system he uses to track every post across every platform, plus the scheduling workflow that lets one piece of content work across Instagram, YouTube Shorts, and TikTok. The conversation then shifts to leadership. Anna breaks down how The Courtney Group coaches agents through the messy middle, what the second 90 days should look like, and why their six week accountability groups came back as the top rated item in every agent's midyear review. She closes with the mindset that keeps her locked in (time under tension, ruthless self accountability, and getting the hard stuff done before the day starts) along with what it means to take over a top producing team from her mother, Kathy Courtney, as Kathy heads into her final two years. If you lead a team or own a brokerage and want your agents posting with purpose and holding themselves accountable, this one is for you.

Chapters:

• (00:00:00) You don't have a lead generation problem, you have a conversion problem
• (00:04:50) Licensed at 19: surviving the real estate rollercoaster as a teenager
• (00:07:05) Coaching agents through the messy middle and the second 90 days
• (00:12:50) Why Anna runs two Instagram accounts (and why it works)
• (00:14:35) Social media is a CRM for your sphere, not a lead gen tool
• (00:18:05) Tracking every post with AI to find the patterns that work
• (00:20:55) Instagram vs Facebook vs TikTok vs YouTube Shorts for realtors
• (00:25:55) Accountability through self discovery and running accountability groups
• (00:29:45) Grit, time under tension, and what keeps Anna locked in
• (00:34:20) Taking over a top producing team and advice for team leaders

Links and Resources:

• Website
• Anna Pisarski on Instagram
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Ross Hardy helped grow his real estate team from just over 200 annual transactions to a projected 400 by confronting the leadership habits, staffing bottlenecks, and inconsistent standards that were limiting its potential. In this conversation with Suneet Agarwal, Ross explains how virtual assistants gave his transaction, listing, and marketing departments more capacity without adding unnecessary overhead, why his team hired a director of agent growth, and how a mentor program helped new agents reach production faster. They also discuss intentional recruiting, daily huddles, office culture, prospecting, skill development, and the importance of building systems before the team is overwhelmed. For team leaders and broker owners who want to scale without becoming the bottleneck, this episode offers an honest look at the decisions, people, and leadership shifts behind sustainable growth.

Chapters:

• (00:00:00) Breaking through leadership ceilings
• (00:03:20) The team structure behind 200 transactions
• (00:07:45) Using virtual assistants to create more capacity
• (00:12:20) Hiring a director of agent growth
• (00:16:10) Finding great talent through Indeed
• (00:20:05) Mentorship and faster agent development
• (00:24:25) Building culture through standards and community
• (00:28:40) Where AI helps and where human judgment matters
• (00:32:00) The opportunity ahead for real estate teams
• (00:35:10) Why team leaders need coaching and proximity

Links and Resources:

• Website
• Ross Hardy on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Most real estate teams do not need more content. They need marketing that is connected to operations, built around the client journey, and simple enough for agents to use consistently. Rachael Little, Chief Marketing Officer at Gale Group Realty Brokerage, joins Lauren Rathgeb-Holland to share how the brokerage grew from 20 to 60 agents while building a dependable in house marketing department. Rachael explains how clear messaging, a central request line, repeatable onboarding, project management, and fast support created a stronger experience for agents. She also breaks down the difference between making attractive content and developing marketing that earns trust, strengthens culture, supports recruiting, and helps a team scale without sacrificing service.

Chapters:

• (00:00:00): Why expensive marketing can still miss the mark
• (00:04:00): How Rachael moved from photography into real estate marketing
• (00:08:00): The systems that supported growth from 20 to 60 agents
• (00:12:45): Content creation versus strategic marketing
• (00:17:00): Why marketers should work closely with operations
• (00:21:30): What to look for when hiring a real estate marketer
• (00:25:00): The simple request system behind the marketing department
• (00:28:30): Keeping marketing repeatable, recognizable, and easy to implement
• (00:31:00): Culture, messaging, and the right first hire

Links and Resources:

• Website
• Rachael Little on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Growth creates a difficult tension for real estate professionals. The more clients and transactions you earn, the less time you have to keep generating new business. In this episode, Lauren and Karlton explain how solo agents and team leaders can identify the work that truly requires their attention, delegate the rest, and build support without sacrificing the client experience. They walk through the four hats every agent wears, share a simple 30 minute time audit, and explain why a transaction coordinator, virtual assistant, marketing partner, or buyer's agent may be the right next hire. You will also learn how to evaluate every investment by the time and revenue it can create, why delegation does not mean giving up control, and how consistent time blocking can help you grow even before you are ready to hire. If you want to scale your production while creating more freedom in your business and life, this conversation offers a practical place to start.

Chapters:

• (00:00:00) The transaction trap that can stall your growth
• (00:02:20) Knowing when you have outgrown doing everything alone
• (00:04:35) The four hats every real estate agent wears
• (00:06:30) Using a 30 minute audit to find work you can delegate
• (00:09:00) Choosing support based on return on investment
• (00:12:10) Reinvesting a portion of every closing
• (00:15:10) Why a transaction coordinator can be the best first hire
• (00:17:00) Letting someone own the 70 percent so you can excel at the 30 percent
• (00:20:15) Protecting the client relationship while handing off paperwork
• (00:24:20) Using time blocking to grow before you hire

Links and Resources:

• Karlton Utter on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

The habits that make someone a successful solo real estate agent can become the very habits that limit a growing team. In this episode, Brooke and Karlton unpack the identity shift from top producer to true team leader. They explain why hiring agents or support staff does not automatically create leverage, how unclear expectations turn leaders into bottlenecks, and why goals, systems, accountability, and honest conversations matter at every stage of growth. They also share practical ways to protect your calendar, coach more efficiently, help agents make confident decisions, assign roles around individual strengths, and decide whether stepping out of production is actually right for you. If you lead a real estate team, own a brokerage, or are preparing to make your first hire, this conversation will help you build a business that supports your people without depending on you for every answer.

Chapters

• (00:00:00) Why top producers struggle with leadership
• (00:03:00) Hiring people does not make you a leader
• (00:06:00) How team leaders become bottlenecks
• (00:10:00) Define team goals, production, and roles
• (00:12:00) Time blocking for team leadership
• (00:15:00) Scale support through group coaching
• (00:18:00) Empower agents to make decisions
• (00:21:00) When to step back from production
• (00:25:00) Build roles around each agent's strengths
• (00:32:00) Lead with empathy, accountability, and service

Links and Resources:

• Karlton Utter on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

What would happen to your business if you disappeared for three weeks? Suneet sits down with Michele Mamo, team leader of the Dwell Well Group at eXp Realty, who just returned from a three week family trip through Europe to find her best month ever waiting for her, plus nearly 40 deals already pending for the month ahead. Eighteen months ago she was seriously thinking about quitting. In this conversation she breaks down exactly what changed: getting obsessed with her database, working Follow Up Boss every single day, joining the Zillow Preferred program, building a leadership team that watches out for every agent, and creating an onboarding school inside Agently that turns brand new agents into producers. Michele also shares her remarkable origin story, from leaving a federal government job at the U.S. Treasury in 2002 to restarting her business from scratch in Cincinnati with $200 short sale consultations, along with her honest take on referral fees, online leads, and what it really takes to win listings. If you are a team leader or broker owner who wants a business that keeps producing while you actually live your life, this episode is proof that it can be done, and that it is never too late to start over.

Chapters:

• (00:00:00) The $200 short sale hustle that restarted her business
• (00:01:08) Three weeks in Europe without touching the business
• (00:04:41) Coming home to a record month and a packed pending board
• (00:06:23) The database obsession that changed everything
• (00:10:22) Leadership meetings, agent pods, and accountability
• (00:12:04) Training new agents with a team school inside Agently
• (00:13:47) From the U.S. Treasury to a career in real estate
• (00:17:38) Divorce, a new city, and starting over in Cincinnati
• (00:21:12) The honest truth about online leads and Zillow Preferred
• (00:25:31) How to win listings, plus advice for agents and team leaders

Links and Resources:

• Website
• Michele Mamo on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Jana Adams joins Karlton Utter to share how she transformed personal adversity, caregiving, and advocacy into a real estate business built around accountability, empathy, and service. After struggling to create the right systems for a growing team, she learned that leadership is not about doing the work for agents, but helping them take ownership of the goals they say they want. Jana explains how joining Reside helped her move systems out of her head, mentor her daughter more effectively, and build a stronger team culture that contributed to a 120 percent increase in transactions and a 123% increase in earnings. She also reveals how her experience caring for her daughter and helping her parents through aging transitions inspired the Aging Well Blueprint and the Aging Well With Intention program, a community based resource designed to help seniors, caregivers, and families prepare before a crisis. This conversation is a powerful look at how real estate leaders can grow production, attract aligned agents, build a meaningful niche, and create a business that succeeds because it serves people well.

Chapters:

• (00:00:00) - The accountability lesson that changed Jana’s leadership
• (00:00:34) - Building a mission driven business with 120% transaction growth
• (00:01:47) - From real estate office manager to brokerage owner
• (00:04:39) - Why joining Reside changed Jana’s systems and team
• (00:06:44) - Building agent accountability without dragging the team
• (00:09:54) - Choosing seniors and family transitions as a real estate niche
• (00:13:42) - Creating the Aging Well Blueprint and 12 session program
• (00:18:16) - Caregiving, advocacy, and appearing on the Today Show
• (00:23:45) - How passion created confidence and stronger leadership
• (00:27:51) - The mindset that keeps Jana moving forward

Links and Resources:

• Website
• Jana Adams on LinkedIn
• Karlton Utter on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

What happens when the person running your brokerage has never sold a home? Suneet sits down with Lisa Gengelbach, Vice President of Operations at Key Associates Signature Realty, who helped grow the company from 8 agents to 80 across five offices in two states in just six years. Lisa got licensed in February of 2020 after owning a restaurant and running operations for large hotels, and that outside perspective shows up in everything she does. She and Suneet get into what breaks first when a team scales too fast, why recruiting without real processes is a trap, and how she rebuilt onboarding so new agents get true follow up instead of an open door nobody walks through. Lisa also opens up the full tech stack her team runs on, from Follow Up Boss and SkySlope to the ClickUp automations that carry a deal from recruiting all the way through closing, and she shares the coaching shift that changed everything for her, which is meeting each agent where they are instead of pushing her own goals onto them. If you lead a team or own a brokerage and you want growth that actually holds together, this episode was made for you.

Chapters:

• (00:00:00) Why your brand will not bring you business
• (00:02:11) From diner owner and hotel operations to real estate
• (00:07:41) What breaks first when a team scales past 8 agents
• (00:12:36) Coaching agents to their own definition of success
• (00:17:03) Rebuilding onboarding with real follow up and benchmarks
• (00:21:23) The structure of an effective one on one
• (00:24:02) Inside the tech stack behind an 80 agent operation
• (00:28:14) Fixing the SkySlope and ClickUp roadblock with AI
• (00:31:26) Recruiting, retention, and the culture that attracts agents
• (00:35:04) Back to basics advice for agents and team leaders

Links and Resources:

• Website
• Lisa Gengelbach on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Most teams are converting internet leads at 1 to 1.5% when the real ceiling is closer to 9 or 10%. The gap isn't about lead quality. It's about response time, dialogue, and whether or not your team has a system worth running. In this episode, we pulled straight from a live Reside Platform webinar hosted by Carlton Utter, our head of training and agent development with 26 years in the business. Carlton breaks down the five killers of internet lead conversion, the ALM approach for warm transfers, the LP Mama follow-up framework, and the cadence that top teams use to stay in the game long enough to win it. If you're spending money on leads right now and not seeing the ROI you expected, this is the episode that tells you exactly why and exactly what to do about it.

Chapters:

• (00:00:00) Intro and why internet lead conversion is broken
• (00:05:00) The real cost of leads and what 1.5% conversion actually means
• (00:09:00) The problem is not the lead — it's us
• (00:11:00) Accountability, systems, and value: The three pillars
• (00:18:00) The wrong way most agents approach internet leads
• (00:25:00) Speed to lead: Why 47 hours is killing your deals
• (00:33:00) The right dialogue and the ALM warm transfer approach
• (00:40:00) LP Mama and locking down the appointment
• (00:44:00) The follow-up cadence that top-converting teams actually use
• (00:53:00) Hot, warm, and cold ponds plus your 5-step action plan

Links and Resources:

• Karlton Utter on LinkedIn
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

Michelle Williamson started her real estate career in 1999 in a small rural Florida county, homeschooling her kids during the day and working listings the moment her husband got home at 3:30. Nobody was farming neighborhoods back then — she just started sending letters about homes that had sold nearby, whether she sold them or not. Fast forward to today and she and her daughter Brandi are sending upwards of 30 pieces of mail per year to 13,000 addresses, carrying 45 active listings in a town of 34,000 people, and holding 80% of the local realtor market share. In this episode, Suneet sits down with Michelle and Brandi to dig into the exact mail strategy they've used for over two decades, how Brandi built a lead-generating Facebook presence with zero AI and zero posting schedule, the paid listing video ads that generate 100,000+ views for $500-750 a pop, what it's really like building a team when your accountability partner lives on the same 10-acre property and also happens to be your mom, and why they believe showing up — consistently and authentically — will always beat whatever trend is running through every other agent's feed.

Chapters:

• (00:00:00) - Intro: Meet Michelle and Brandi of the Williamson Group
• (00:02:00) - Michelle's origin story: farming neighborhoods from scratch in 1999
• (00:07:00) - The mail strategy that built a business before the internet
• (00:13:00) - Mailbox Power, automations, and 30+ touches per year
• (00:16:00) - 80% market share, 187 closings, and 45 active listings in their county
• (00:18:00) - What it's actually like working with your mom (six years to find the rhythm)
• (00:25:00) - How Brandi built real listings from Facebook with zero AI and zero schedule
• (00:31:00) - Paid listing video ads: $500 to $750 per video, 100k+ views
• (00:36:00) - Office expansion, recruiting strategy, and Humanize
• (00:40:00) - Mindset coaching, team standards, and advice from both of them

Links and Resources:

• Website
• Brandi Long on LinkedIn
• Michelle Williamson on Facebook
• Team Leader Secrets by Suneet Agarwal
• Reside Platform
• Reside Platform Website

Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!