Ep 21 | Laurie Reader’s Empowering Leadership Led to Over $2.83B Sold and 7.7k Families Served!

[00:00:00] Anna: If there is anyone in your sphere that's not using you as a realtor, you don't have a lead generation problem, you have a conversion problem

[00:00:06] Suneet: What's up, everybody? Welcome to another episode of the Reside Platform Podcast. Yo, I've been trying to get this frigging episode scheduled for a year. Has it been that long- that long, Anna?

[00:00:28] Anna: It might have been, yeah. Close to it.

[00:00:30] Suneet: Might have been. Because our guest is super busy, so I'm glad that we finally got time to connect.

[00:00:37] Suneet: the guest is Anna Pisarski. Anna, what's cracking?

[00:00:41] Anna: Oh, I'm... What's not cracking, man? I'm having a week.

[00:00:45] Suneet: Good answer. Yeah. What's not cracking? So Anna is the director of agent support and development at The Courtney Group in Reno, Nevada. And if you go back a couple episodes or maybe longer, you can meet her legendary mother, Kathy Courtney.

[00:01:06] Suneet: Do yourself a favor and go listen to that episode right after you listen to this one. So let me tell you about Anna before-- as we get started here. Anna got licensed at 19. This is her tenth year in the business. She's a licensed broker. You have a broker's license?

[00:01:22] Anna: Yeah. Yes, I do.

[00:01:24] Suneet: I didn't know that. No.

[00:01:25] Suneet: She's a licensed broker. She is all about that fitness and bodybuilding, so if we veer off to talk about it- ... I ain't sorry. And something else that's super cool: A world champion horse driver.

[00:01:44] Anna: Yes.

[00:01:44] Suneet: What the hell is a horse driver? You got a steering wheel? What does that mean?

[00:01:48] Anna: well, okay, it's even kind of worse because we specialize with mini horses, but we drive them in a cart, so it's all reigning, no legs.

[00:01:57] Suneet: So is it like harness racing?

[00:02:00] Anna: Kind of. You're not racing. It's about, like, the conformation of the hor- the horse. But yeah, they're in a, a full harness and then attached to a wooden cart

[00:02:10] Suneet: Trip out Yeah, Is, is is your mom into that too?

[00:02:14] Anna: Yeah. Well, that's how we got into it 'cause, she's been a horse girl her whole, her whole life and, as she's gotten a little bit older, we wanted to find something that was a little bit safer, and we ended up kinda getting into this 15 years ago or so now.

[00:02:28] Anna: And so yeah, it's become her hobby. At one point it was kind of my whole life and yeah.

[00:02:33] Suneet: Yeah, that's right, 'cause y- she has a bunch of mini horses, huh?

[00:02:37] Anna: She does. She has a whole ranch of mini horses.

[00:02:39] Suneet: Yeah, 'cause I was asking her about horses. She's all, "I got the minis." I was all, "Shetland pony? Cool. Okay," like whatever.

[00:02:46] Suneet: But not a Shetland pony, is it?

[00:02:48] Anna: No. No, that's... And that's the common misconception is they're not ponies, they're miniature horses, so they have the same conformation as a big horse. They're just 34 inches or under at the shoulders.

[00:03:00] Suneet: Which- I bet all the listeners didn't know we were gonna talk about some fucking horses on this podcast, but we're not, so we're gonna move on.

[00:03:07] Suneet: Today- ... we're getting into social media 'cause Anna- Yes ... is a legend. She's crushing it. how to build your reputation and recruit to it, and accountability. So I'm super excited. Anna, welcome. For those of the people on here that don't know you, although I just gave you a really good intro, like, what exactly do you do at The Corriveau Group?

[00:03:32] Suneet: What does that director of agent support and development mean?

[00:03:36] Anna: so my role is forever changing as we're growing, which I'm grateful, you know- Checks out ... to be able to say. Yeah. And so I, I wear a lot of hats and I move around. Right now it's, filling all the agents' cups in the sense that we have a lot of new agents coming on, and there's a lot more besides, the licensing requirements that makes you an excellent agent.

[00:03:54] Anna: and so for me, it's supporting them to become an excellent realtor simultaneously to then learning how to be excellent in lead generation so that when they get the lead, they know how to handle it with professionalism.

[00:04:07] Suneet: Oh my God, you said that so well. Did you ha- did you have that written down?

[00:04:11] Anna: No.

[00:04:11] Anna: Nope.

[00:04:13] Suneet: Did it just come off the top of your head?

[00:04:14] Anna: Yeah. Yeah. Wow, bro. I'm, yeah, I'm grateful for that gift. Like,

[00:04:18] Suneet: that's a write-it-downer. Like, that should go- ... like in your bio. I don't know. That's awesome. I love

[00:04:23] Anna: that. Yeah. Yeah. We're, we say that we're a team of, education-based... Or a relationship-based team of education-based realtors.

[00:04:30] Suneet: Oh, another great one. Yo, everyone listening-

[00:04:33] Anna: Not my

[00:04:34] Suneet: practice ... yo, okay, good. Well, it's, it's good. Everyone listening, do you have a one-liner like that in your business? Because that's something really powerful Great job. John would always tell me that we need to have one-liners for our business, so good.

[00:04:47] Suneet: That's like the elevator pitch, right?

[00:04:50] Anna: Yeah.

[00:04:50] Suneet: I love that. I,

[00:04:51] Anna: I think branding's important. When you can summarize something in a pun or a sentence it's easy to remember, right?

[00:04:56] Suneet: Yes. Awesome. so you got your license, and we were talking a little bit about this offline before we got started.

[00:05:03] Suneet: At, 19 years old.

[00:05:05] Anna: Yeah.

[00:05:06] Suneet: That's early. Yo- Yeah ... have you had another job besides being an agent

[00:05:11] Anna: no, I was managing a tanning salon and working at Texas Roadhouse when I got licensed, and I quit probably six months, a year in. And no, since then, no.

[00:05:22] Suneet: Wow. Well, so what made you get into it that early? Although I think I know.

[00:05:28] Anna: I mean, I th- I think you have a good guess, but of course the legend who is my mother.

[00:05:33] Anna: one point through college I, I realized that I was so busy being defiant to do it my own way that it seemed silly to not allow the mentorship of someone, that was getting the results I wanted.

[00:05:45] Suneet: Yeah. Awesome. What was it like being an agent as a official teenager?

[00:05:53] Anna: It was hard, man, and I, I think that the qualities that I've experienced in that, helped me become a better coach for our agents because I wasn't always a good realtor.

[00:06:03] Anna: it was hard at 19. It takes a lot of work to be in this business, and you have the odds stacked against you when you're in an age where your peers, can't qualify to buy a home. and then as well when you have a lot of passive income or the income that you could make when you are working hard in real estate, it's hard to kinda stay motivated sometimes.

[00:06:23] Anna: That was my experience.

[00:06:24] Suneet: Stay motivated. Yeah. So I- yeah I would get a couple checks and disappear. I don't know. How about you?

[00:06:30] Anna: Y-uh, absolutely. I mean we talk about the rollercoaster that is real estate where we get so busy with our, business that we don't lead generate and that, up and down and it was only amplified when you're 19.

[00:06:41] Suneet: Yeah, totally. Totally. It was amplified for me at 38 my, my first year. Like, "Oh, I closed four deals this month? I'm gonna go do, like anything else but work for the next month till I... Till some of this money's gone," right? So-

[00:06:56] Anna: Yeah ...

[00:06:57] Suneet: I'm glad you figured it out early. I've heard both you and your m-mother talk about helping agents get through their messy middle.

[00:07:06] Suneet: Yeah. What does that mean, and what does a agent in the messy middle or even new look like when they come to you?

[00:07:15] Anna: Yeah. Well, kind of what we're talking about right now, the experience of b- handling and balancing a business when business starts going. The messy middle is when you start making just enough money to alleviate the pain of not making money, and then what do we do from there?

[00:07:32] Anna: What is our next action steps to continue forth our business, or are we running off and getting, for us girls it's usually injections. Usually that's the first paycheck. We go get injections. And then, and ru- it's the truth. Who--someone call me a liar. Yeah, no, I am

[00:07:49] Suneet: not. Yes

[00:07:50] Anna: Yeah, so it... it's what is the second 90?

[00:07:52] Anna: we have the first 90 days where we're really getting our bearings and our business and our pipeline full but what does the second 90 look like, What does six months to a year look like if that second 90 has been beneficial?

[00:08:03] Suneet: Yes great And what's that look like?

[00:08:07] Anna: for us It's still having one-on-one mentorship We're having weekly Friday calls especially for me as a mentor So that we're furthering their skill set and just holding them accountable After the first 90 days Their responsibilities in regards to coming into the office There's a lot more handholding In the first 90

[00:08:29] Anna: days Yes Awesome Motivating them To stay motivated on their own

[00:08:31] Suneet: So you’ve been--You're Getting into The bodybuilding competitions Which I'm super excited to follow along That j-...And I've been following it Along because you post about it all the time which Is great Your guys little gym crew is Like so entertaining

[00:08:49] Anna: They'r-...

[00:08:49] Anna: Yeah Th-they are A community and I cannot say enough It is so cool being a part of Them because it's All about the abundance Mindset and we Know that in Our structure here right And seeing it out In the world I mean all Of those people Are looking Out for One another We all Have a Great Time withOne Another there's People ofAll different experience levelsand Skill setsIn thereJust doingTheir bestIt'sReally awesomeTo beA partOf

[00:09:16] Suneet: it AndThe thingThat ILoveAbouttheGymCommunitiesIsit'sourfrigginSocialTime

[00:09:23] Suneet: AbsolutelyIt'saProductive socialtime RightLike Do you go out and do a bunch of stuff outside of work and gym?

[00:09:32] Anna: No .

[00:09:33] Suneet: Yeah, yeah. Right?

[00:09:34] Anna: Not

[00:09:35] Suneet: really,

[00:09:35] Anna: no.

[00:09:35] Suneet: So like that's the social time but what I found, you know my schedule doesn't-- I don't have enough time to drive to the gym although it's only ten minutes away so I have a gym at h- my house.

[00:09:46] Suneet: So - Yeah ... I still get it. I'm no Anna Pisarski but I still get it. You guys do more on legs than I do for sure if you see my legs you will understand. But ... but When I work out at home and I don't go to the gym, and I'm so locked in on gym and family... Excuse me, work and family, I don't have social time unless I go to the gym.

[00:10:08] Suneet: Have, have you ever noticed that? Like that part- Definitely ... like keeps that cup full?

[00:10:14] Anna: Oh, I mean, definitely. And I'm used to it. It's my passion, so for me it's kind of a trade off that I'm willing to take. But it's also more than that. I mean, I spend so much time at the gym that it's not just my social time, it's also a networking opportunity.

[00:10:28] Anna: It, it's relationship building. Hell yeah. And not to plug what, we'll get into about social media and how we can use that as a, sphere harnessing tool, but for me the gym, it's like a double winner,

[00:10:38] Suneet: Yes. So before we get into social media, I have a question for you.

[00:10:44] Anna: Yeah.

[00:10:45] Suneet: Everybody who is listening and now watching, Anna's blasted with tattoos.

[00:10:51] Anna: Yep.

[00:10:51] Suneet: Right? How many hours do you think you got?

[00:10:55] Anna: Oh my gosh, I've never thought about it in that way.

[00:10:57] Suneet: Oh really?

[00:10:58] Anna: A couple, a couple days worth. I don't know maybe 40 hours. One arm was 10 hours in one sitting. Mm-hmm. And then rest of them were probably four or five hour sessions.

[00:11:06] Anna: So over 40 hours for sure.

[00:11:08] Suneet: What kinda impact has being blasted with ink ... excuse me heavily tattooed. What kinda impact has being heavily tattooed ? 'Cause people get in their own heads.

[00:11:19] Anna: Yeah. Yeah.

[00:11:21] Suneet: Right? Especially agents with i- with ink. oh. Like what have you had to change with how you prese- have you had to change anything with how you present yourself?

[00:11:32] Anna: Yeah. Well let me- Like

[00:11:33] Suneet: you ever

[00:11:33] Anna: wear long sleeve

[00:11:34] Suneet: shirts?

[00:11:35] Anna: Absolutely. And well you kinda said it yourself like we get in our heads about it the most, and I think that that's honestly the real answer to it. I personally when I am first meeting a client I cover up and neutralize myself because for me it- it's you know, we're gonna mix and match different personalities and I'm gonna be professional and cover my arms and kind of make an assessment from there.

[00:11:55] Anna: But I've never actually gotten feedback, that's actually negative. And in fact it's usually the people that I assume are gonna be the most judgemental that are the least. It's like the little old ladies that are like, "She's got a tattoo?" Totally.

[00:12:06] Suneet: Totally. Same.

[00:12:09] Anna: Yeah. Like,"

[00:12:09] Suneet: Oh you have a tattoo? Oh that's so cool."

[00:12:12] Suneet: Until they see my horrible tattoos. Did they ask, "You go to prison?" I went, no. But the tattoos look like it. Yeah. So yes.

[00:12:19] Anna: Well and that's the thing- You don't have that problem ...I think it's presentation. well but it's how I present myself right? I mean if showed up in an oversized tee and some, leggings, then I might look a little different than me being in professional workwear while I am fully

[00:12:34] Suneet: tatted up.

[00:12:34] Suneet: Yes good. I, I love that. 'Cause I know people get in their own head. I know I got in my own head right?

[00:12:40] Anna: Yeah.

[00:12:40] Suneet: and then when I quit caring so did everybody else

[00:12:43] Anna: Yeah. Oh, absolutely. I still get in my own head about it, especially as my price point increases, I start to think, "Oh my gosh, I'm defective in some way."

[00:12:51] Anna: And it's never really been an issue.

[00:12:53] Suneet: Yeah. Awesome. Good. So, yeah. Yeah. All right. Social media. Yo- Yes ... drop your Insta handle. Can you tell everyone your Insta handle so they can just go follow you right now before I ask at the end?

[00:13:04] Anna: Y- yes. it's repsandrealestate, so reps like the gym, R-E-P-S and real estate.

[00:13:12] Anna: yeah, go follow me.

[00:13:13] Suneet: yeah. Yo, Ed is one of the people I follow. It's straight entertainment. Thank you.

[00:13:19] Anna: Yeah. Well, and that's-- And you follow my personal page too, which I'll get into why I have two when they say that you shouldn't. But my personal one is iwilldetails, like I will details, and I use both of them as my marketing tool.

[00:13:31] Anna: So ...

[00:13:31] Suneet: Oh, I followed. No wonder I see you so much on there because I follow both accounts. I was always wondering

[00:13:38] Anna: what is happening. Well, that's what I do. I mean, they always say that you shouldn't have two accounts because you're not going to utilize and create an identity with both accounts. It's a lot of work.

[00:13:47] Anna: But for me, what I've found is having a main account and then having a subaccount for just real estate, I can collaborate both accounts together. But then, like you as a prospective client, if you ever wanted to just see real estate, you can click on my work page and it's like a folder of all of my information on real estate reels.

[00:14:05] Suneet: Yeah.

[00:14:05] Anna: So I kinda just use it as an organizational tool even though my main page is, where I'm getting hundreds of thousands of views.

[00:14:11] Suneet: Oh, hundreds of thousands now?

[00:14:14] Anna: Oh, yeah. Yeah. I, I average about 350, I would say, 100,000.

[00:14:18] Suneet: Damn. Hell yeah. Okay. You work with the agents on harnessing their sphere and building their reputation online.

[00:14:30] Anna: Yeah.

[00:14:31] Suneet: What do most And we'll be specific to agents, what do most agents do wrong and where do they need to start?

[00:14:40] Anna: Well, I think we've been, looking at the whole concept of social media incorrectly. I think we look at it as... Or maybe we're just looking at it too big, too much of a mountain in looking at it as a lead generation tool rather than, dare I say, a CRM for our sphere business.

[00:14:58] Anna: I think a lot of agents don't even wanna get into it because they think that they have to become an influencer, and there has to be these big numbers and big production, when I look at it as if there is anyone in your sphere that's not using you as a realtor, you don't have a lead generation problem, you have a conversion problem.

[00:15:14] Anna: So how can we water and nurture the relationships we already have that are gonna be our raving fans and talk about us in rooms? And that's social media .

[00:15:25] Suneet: Yo, listen, I'm gonna put you on stage to talk about that soon, so buckle up lady 'cause you're impressing me. Oh,

[00:15:31] Anna: no.

[00:15:32] Suneet: Yes. Buckle up. Oh, well that's

[00:15:33] Anna: cool.

[00:15:34] Suneet: you heard it here first everybody. Anna Pizarro's- ... gonna come onto a Reside stage soon. Good.

[00:15:39] Anna: I love it. I love it. Well, I mean it. I mean, we're all familiar with the concept of secret agents, right? Yeah. I mean, we're ... There's nothing more infuriating when our neighbor or our friend uses someone else when we feel like we're screaming it from the rooftops.

[00:15:53] Anna: But how are we staying in front of them? And not only social media is an opportunity to speak to everyone individually kind of at the same time, but it also gives you analytics and feedbacks of who's enjoying your content. It's showing you the most likely candidates to want to have a conversation about real estate.

[00:16:11] Anna: And the best part is that lead generation based on sphere is the only types of leads where they're coming to you when they're ready, and the first thing that they have agreed upon in real estate is that they trust you.

[00:16:23] Suneet: Yeah. It's

[00:16:23] Anna: a trust first. They already know you. Yeah. I have people DM-ing me all the time saying, "Hey, we wanna buy a house," and the only thing we've really figured out is that we wanna use you as a Realtor 'cause we trust you.

[00:16:34] Suneet: Mic drop. You guys hear that? Fire. Yeah. there's a difference between posting for vanity and posting to make money.

[00:16:47] Anna: Yeah.

[00:16:47] Suneet: How do people figure out what content actually builds their reputation and attracts the right people, both clients and for recruits? Are you guys-- Are you getting a lot of recruiting opportunities from your social?

[00:17:01] Anna: I wanna lean more into it now. We're trying to lean into that. I do have people, like new agents reaching out to us, but it could definitely be improved upon, so yeah.

[00:17:10] Suneet: so how do you figure out, what content actually builds reputation and tracks the right people?

[00:17:17] Anna: I mean, for me it's just-

[00:17:18] Suneet: What kinda metrics are you looking at

[00:17:21] Anna: Well, one trial and error we're gonna look at engagement so the kind of views that you're getting and then the length that they're watching it.

[00:17:28] Anna: for me it's not as much... The diff- different medias will perform well but you also kinda have to know what works well subject matter wise And so like I use a d--a bunch of different types of postings So I'll use carousel posting, I'll use reel posting, I'll use more kinda like vanity I call local spotlights of places and then just see what's been performing well for me and go from there I know a lot of agents don't wanna be behind the camera and there's a bunch of solutions that you can perform really well and not have to be spotlight

[00:18:00] Suneet: Yes.

[00:18:00] Suneet: So are you using any kind of tools to understand the analytics more?

[00:18:06] Anna: No, I haven't been and I probably should be.

[00:18:09] Suneet: Weren't you on my frigging training about that?

[00:18:11] Anna: I know. I know. ... I don't-- I feel like I've had enough trainings from you that I should be doing more, so I'll do

[00:18:17] Suneet: that. Yeah, I mean look, so here's what I do, right?

[00:18:20] Suneet: Is number one- Yeah ... I track every single post on every single platform, right? I track the copy and image and all the analytics on every single post on every single platform. and I feed it to Claude once a week for- ... and every, and I have a different Claude project for every kind of post.

[00:18:44] Anna: Okay.

[00:18:45] Suneet: Right?

[00:18:46] Suneet: One for my founder stories, one for my reels, one for my, like, authority posts, right? And that allows the AI to look for patterns that we can go heavy on the working patterns. Here's the thing. Okay, I love that. It doesn't always work, but it sure makes me feel good. Yeah. Which is important though. It's working, it's working for me but, I mean, it did allow me at certain points to get, like I've had some posts get upwards of 10, 12 million views for one post, right?

[00:19:20] Suneet: So- And I

[00:19:20] Anna: saw, I did see that the one time that you pulled up your analytics at group level at, at John's ranch. I noticed that.

[00:19:26] Suneet: Yeah, it was 37 million views in 28 days. It was crazy. It's not that now but that system- Yeah ....is working now it's dropped down to maybe two million just on Facebook. and also with the analytics, like you can lean into them basically like what I just said and it might not mean shit.

[00:19:45] Anna: Yeah.

[00:19:46] Suneet: Right? Have, have you ever noticed that? Like you did this post and did all the right things and there's just a dud.

[00:19:53] Anna: Well, and, and exactly kinda what I've noticed when we're shifting our mindset from it being lead generation to like more of nurturement because those views, I've seen some get thousands of views 'cause absolutely people liked enjoying watching it but they're not a serious buyer.

[00:20:07] Anna: You know what I mean? Yeah. So sometimes just because it performed well doesn't mean it's actually a beneficial video. it's beneficial to your overall algorithm, right? But-

[00:20:16] Suneet: Yeah. Well, I think it's important, what I found is that it is important to like juice the algorithm with certain posts 'cause once you juice something then the rest of the posts that day go well.

[00:20:27] Suneet: Like th- I got one post at 15 million views. For a - Yeah ...week after that every post was freaking crazy

[00:20:36] Anna: Yeah. Well, and that's why you have to have the variety 'cause like in my opinion I love my carousel post the best where it's just text right- Me too ... that you're consuming but those-- that's how I wanna consume, right?

[00:20:47] Anna: And but they don't get the best views. The views ones are like our current trending funny silly goofy ones But that doesn't also establish trust as a realtor so you have to have balance where it's entertaining or engaging and then also beneficial to the consumer.

[00:21:03] Suneet: Is Instagram your main spot?

[00:21:05] Anna: Yeah In-Instagram is my guy.

[00:21:07] Anna: I share everything to Facebook and because I use Facebook You know a lot of there's a whole age demographic that only uses Facebook So I kind of recycle and reuse- The people with money? That Yeah Exactly Right You know Our all the qualifying income's on Facebook So - Yeah I kinda just send it over and it has a similar effect but I start in Instagram yeah

[00:21:28] Suneet: Dude Are you posting your videos and your carousels on TikTok

[00:21:35] Anna: I have tried but I'm having a hard feel I'm starting to feel a little old BecauseI struggle to get TikTok to kinda take off and people are mean on there and I just i dont know should probably recommit to tiktok

[00:21:47] Suneet: My Tiktok Is my biggest growth engine right now

[00:21:51] Anna: Really? I thought that maybe im just too old for it and no one wants to know about real estate Im way older

[00:21:57] Suneet: than you dude

[00:21:58] Anna: not that much older but enough

[00:22:00] Suneet: to understand

[00:22:01] Anna: Twenty

[00:22:01] Suneet: years twenty years i could almost buy booze by the time that that you were born so there you go

[00:22:06] Anna: well Hey I was trying to not sell you

[00:22:10] Suneet: out Yeah yeah Tik Tok How about YouTube Shorts

[00:22:17] Anna: dude Youtube shorts is another thing that I need to get into.

[00:22:20] Anna: I think we're working on some things right now for more long format type stuff like a podcast, and then I would think getting into shorts from there. I really love Russ Hardy's All th-all the stuff he has going on in YouTube every time I hear him speak Ross Yeah Every time I hear him speak man I'm like "I need to do this This is the one thing I'm taking from this"And then I go home and get overwhelmed by it and that's my own

[00:22:44] Suneet: Even Like Andrea Kugler and Mike Roland both in Reside Two have gone onto youtube and mike posted eleven videos copying the stuff he learned from ross yeah In vegas and its fucking crushing For Him He Was Already Getting A Bunch Of Calls Right But What I See what my method is What was that noise on my phone?

[00:23:11] Suneet: That was weird It was

[00:23:11] Anna: me, you.

[00:23:12] Suneet: Oh, okay.Okay. I was like, "I don't have that." Oh, it's 10:30. What is it time to eat?

[00:23:17] Anna: I- I don't even... It might be my water alarm. Okay . I have to remind myself to drink water.

[00:23:23] Suneet: do you-

[00:23:23] Anna: Or no, I, I lied. That's our fuel up alarm because on Fridays we do a Friday Fuel Up, which is an enrichment period for all of our new agents on mentorship programs so they can learn new stuff.

[00:23:34] Suneet: Awesome. Awesome. Yeah ... I use a scheduling tool like Metricool or GoHighLevel, which you guys have through R- through Reside, and I'll post the stuff, post it all to Instagram. The next week I'll post it all to YouTube Shorts. The next week I'll post it all to TikTok.

[00:23:51] Anna: Love that. Okay.

[00:23:52] Suneet: And it kinda just, it kind of just works

[00:23:58] Anna: That's definitely my next step, is being able to scale this more so

[00:24:02] Suneet: Yes.

[00:24:02] Suneet: Yes, good

[00:24:03] Anna: I- I've gotten the system-- the systemization down of recording biweekly now. but definitely being able to use it on more platforms would be interesting,

[00:24:11] Suneet: I've started nine new accounts, nine new brands, and each one has a TikTok, LinkedIn, Facebook, Twitter, Threads, Instagram, YouTube Shorts.

[00:24:24] Suneet: So I've started what? 28 new accounts-

[00:24:28] Anna: Wow ...

[00:24:28] Suneet: to get more of the content out there .

[00:24:32] Anna: I love that though. And, and are you doing s- Are you reusing the content across- Yes ...all of the different accounts? Okay.

[00:24:39] Suneet: Yep And I'm gonna recycle a bunch of the old, old content 'cause I got probably 2,000 videos that I've done, right?

[00:24:46] Suneet: Yeah And like, 1,000 carousels, 1,000 long form, or way more than that, like three long form a day. So we're just gonna spread it all out all over. And the best part is AI is going to do the whole frigging thing.

[00:25:01] Anna: AI has become one of my good friends in all of this, especially if I don't have a content idea or for my carousels.

[00:25:08] Anna: Yeah I mean, that has been a small hinge with a, an immensely large door. Yeah

[00:25:13] Suneet: I just hooked it up, so now it's writing the copy or taking the old copy, changing the caption, pulling an old video I may have posted four years ago And putting it on itself, on a schedule

[00:25:26] Anna: That's amazing.

[00:25:27] Suneet: I know. I'm so excited.

[00:25:28] Anna: I love that. Yes. Yeah. I was just proud of the fact that... 'Cause you know I've been doing this for probably 18 months now consistently focused on real estate for social media and now I just like that I can post throwbacks because you can go see the previous engagement and repost the best posts. So you know it gets easier with time, At first it was I did Myth Bust Monday as like my one post a week And now those posts are my throwback Thursday-

[00:25:52] Suneet: Yes exactly You know we build up some Exactly. So let's talk about accountability.

[00:26:00] Anna: Absolutely.

[00:26:01] Suneet: Here's a here's a little note I have from Brittany "you believe in accountability through self discovery not just someone checking your numbers what's the difference and why does it even matter?"

[00:26:13] Anna: Well I think that when you can hold yourself accountable It's a lot easier To navigate through life Because you're not waiting For anyone else To make decisions for you it's easy For me to tell You you're Not Doing Your job But As A basic Human I would Think That you Know The standards Of your Job I don't Think that I need to be Just telling you're Not meeting That standard You know Where is The why And motivation For you to Actually do it Cause it's Not the number It's the Behaviors Or you know The influence That you get Out of actually Performing So finding Ways to motivate Them through Things they Care about Simply

[00:26:50] Suneet: Motivate or inspire Even Yo

[00:26:53] Anna: Yeah Y-

[00:26:54] Suneet: you sound Like John Right Now Was that Some of s Was some Of that Inspired by the Stuff that We coach You guys too

[00:27:03] Anna: I'm sure I mean You guys it's always Like being Fed From a cr- From a fresh Spring You know What I mean It's You Guys Always Have the Correct and Fresh Perspective In my opinion

[00:27:16] Suneet: Ah Thank you Good thanks For the shout out

[00:27:19] Suneet: So you run accountability groups on your team?

[00:27:22] Anna: Yeah.

[00:27:23] Suneet: I love accountability groups.

[00:27:26] Anna: They

[00:27:26] Suneet: are your baby. What does that look

[00:27:27] Anna: like?

[00:27:27] Suneet: What?

[00:27:29] Anna: well, I was gonna say we got them from you. Yeah.

[00:27:31] Suneet: I know. how often are you doing them?

[00:27:36] Anna: We're doing them for six week, sessions, and then we're usually taking about six weeks off. right now, this last one just finished this last week, and what we have chosen to do is have them stay as a group through the rest of the quarter, and then they can kind of meet on their own as they've kind of established their own little group at this point.

[00:27:55] Anna: And then they're gonna be, in competitions for the rest of the quarter based on that group.

[00:27:59] Suneet: What makes them work when so many of them fall apart?

[00:28:04] Anna: one, I mean agent buy-in, and making sure... holding them accountable to being there. But what I've noticed is the agents actually really like it 'cause it's an opportunity for them to get to know one another, and they-- It's self-motivating.

[00:28:16] Anna: I mean, I'll tell them stuff until I'm blue in the face, and then their little, team leader of the group or someone, their accountability buddy says it and now they've, changed how they do business,

[00:28:26] Suneet: Have you seen the accountability groups make a big impact for people?

[00:28:30] Anna: Definitely. I think that the people, like, in the messy middle that need a little bit of structure, that's given them some motivation.

[00:28:36] Anna: I think it's been able to sharpen the tool for our top agents of, kind of like well-rounding just how we talk about real estate. And the new agents, it's given them a support system.

[00:28:46] Suneet: Yes. I love that. To everybody listening to this right now, there are some accountability frameworks that we teach in Reside, and they are so effective.

[00:28:58] Suneet: And how do I know? Because I've been running them my whole career coaching. I did like four let's go to the boards this freaking week. I think I did your guys last week.

[00:29:08] Anna: Yeah.

[00:29:08] Suneet: Right? Oh yeah. Yeah, you did. That's where, that's where I sent you the message, "Anna, where the hell are you?" But you were good.

[00:29:12] Anna: Oh, did you? I didn't even see that. Yes. I was sick and I, I was mortified that I was sick. I almost came in just to say hi.

[00:29:18] Suneet: Yes. I did send you a DM, but you must have gotten a lot that week, so there you go.

[00:29:22] Anna: Yep ...

[00:29:23] Suneet: I think that's great that you guys do them.

[00:29:27] Anna: And the feedback too with the agents, I mean, not to toot your horn, but I did midyear reviews with every one of our agents to see how I can better help them, and one of their favorite things, the best feedback, was the accountability groups.

[00:29:39] Anna: They're really grateful.

[00:29:40] Suneet: The agents loved that. I love that.

[00:29:42] Anna: Yeah. Oh, I... Yeah. It's amazing.

[00:29:45] Suneet: I love that. That's so good. Way to implement. Yeah.

[00:29:48] Anna: Yeah.

[00:29:49] Suneet: Way to implement. I love that. I'm proud of you guys. Thank you ... so you've been in this business for 10 years. You're in production still. You're selling a shit ton of houses aren't you?

[00:30:01] Suneet: Yeah. Shit ton adjacent, I would say. No. Shit ton adjacent. so you're in production, you mentor agents, you are in the gym competing, getting ready to, and you're still going smiling, laughing, full of energy. What's the thing that keeps you locked in when so many people would maybe m- what, be unlocked?

[00:30:27] Suneet: What's the right word? Fall apart versus locked in? Fall

[00:30:30] Anna: apart?

[00:30:30] Suneet: Yeah.

[00:30:31] Anna: I don't know. I mean, I just think it, it's grit, in, in the gym world we say time under tension, right? Yeah. That's how you become stronger. And so this industry is time under tension. We have a stressful, hard job, and it's choosing to focus on my goals and persevere over taking some time off or, emotionally, mentally, physically that is going to get me away from that goal.

[00:30:54] Anna: I don't know, I'm crazy. I just want it really bad .

[00:30:56] Suneet: Yes. You're psycho like us, and I love it. So I mean- Yeah ... is there like some kind of like self-talk or like even like a morning routine or like gratitude, some kinda practice that you do? Or is it just head down and do the damn work

[00:31:13] Anna: Yeah. Well, I mean, I have a morning list of daily affirmations that I use that I really like.

[00:31:18] Suneet: Same.

[00:31:18] Anna: I'm all-- Yeah. Yeah. I found- I've got a fire one that I really, really love. And then additionally in the last 10 years I've chosen to live a sober lifestyle. so I also work a program of recovery and in that we kind of have daily reprieves where we check in and just kinda make sure that we're being honest with ourselves and not holding resentment and apologizing when needed and that's makes it easy to stay on track.

[00:31:42] Suneet: That's so good. I mean, th... And if you think about it like the way that John coaches that I learned is a lot of it comes from like treatment programs right? Yeah. Like a lot of that self discovery is like a lot of treatment programs. Does that part r- resonate with you and your journey?

[00:31:59] Anna: does that whole approach- Absolutely.

[00:32:00] Anna: I ... well i-... That's one of the things that I love about John, I feel really seen and he really shows One yeah A lot of the stuff he says is you know familiar verbiage that I know and I'm familiar with but it, it's the truth. I mean at the end of the day I think I'm grateful because the program that I work is just how to like deal with feelings - Yes They

[00:32:23] Suneet: don't have the skillset.

[00:32:25] Anna: Yeah. Yeah exactly.

[00:32:27] Suneet: Yes Good. So grit is what keeps you locked in?

[00:32:31] Anna: Yeah Grit and ruthless self accountability You know If y- if you can't-

[00:32:34] Suneet: How does a person Go ahead

[00:32:37] Anna: Well if you can't hold yourself accountable no one can. You know if you don't respect what you have to say to yourself you're never gonna take real feedback from anyone else.

[00:32:46] Suneet: Yes that's so good. That's so good How does somebody get grit?

[00:32:52] Anna: Well like I mentioned I mean time under tension It's doing the things you don't wanna do over and over again and the benefit is eventually hopefully you will see results so then you know there's light at the end of the tunnel But it's doing things you don't want to do regularly Yeah

[00:33:07] Suneet: Do more hard stuff like Gogan says Right?

[00:33:10] Anna: Yeah An-and do it in the morning you know Eat that frog right? I get up and I do eighty minutes of cardio at four AM Because I talked too much ab-. Eighty! My coach lets me split it up now its gotten i-... We kept going up and up so now I do like twenty and thirty sixty Is it

[00:33:25] Suneet: like zone

[00:33:26] Anna: one Twelve incline three miles an hour So..

[00:33:30] Anna: Oh

[00:33:31] Suneet: brutal

[00:33:32] Anna: yeah it's not fun but it's not the stair master so I love that

[00:33:35] Suneet: Okay yes g-good for you and you gotta do it 'cause you're getting ready to get onstage and you got those goals around fitness so thats good

[00:33:44] Anna: And I s- and I see the results though you know What I mean Thats the thing is we do get results from these actions Were not just kicking ourselves in the ass all the time You just push until you see the results and I think in our industry a lot of times we stop before we see the results

[00:34:00] Suneet: Totally.

[00:34:00] Suneet: It's that, valley of despair. People get stuck in the valley of despair, right? And they become- Yeah ... pessimistic down there.

[00:34:09] Anna: Well even at higher levels, I mean we're always like adopting new different things and jumping around to different ideas rather than just sticking with it because it sucks right now 'cause it's a new system and it, you know what I mean?

[00:34:21] Anna: And things take time sometimes.

[00:34:23] Suneet: Yeah, totally. what are you most excited about within coming next couple years?

[00:34:30] Anna: especially in regards to our business just to see where we go. I mean this so-- We haven't really talked about it a lot which is kind of fun but you know I, I'm working on taking over my mom's team So and for her this is her last dance in the sense that she wanted one more challenge- She is ... top producing team, So the next two years is her, finale in the work world and it's my real start right? So real start

[00:34:57] Suneet: what I mean? I love that legacy that you guys have going and the cool thing is in re-reside like there's other people like you right?

[00:35:05] Suneet: Like there's The Moldenhauers right? There's Dano.

[00:35:08] Anna: Yeah.

[00:35:08] Suneet: Right? Yep. Like there's all these other examples of people wanting to build something right as they start to wind down on their business plan and build something right for legacy for their family and I love that. I love that. I just gotta I love it so much that maybe I over index it with my kids being so young right?.

[00:35:30] Suneet: But..

[00:35:31] Anna: Yeah

[00:35:32] Suneet: One thing at a time. What advice do you have for realtors listening to this episode?

[00:35:38] Anna: Um,I don't know. My advice is to sit and have a real conversation with yourself about what's working for you and what's not and what are things that you can do in your life to change that. Not anyone else, not the problem, what can you, what are actionable items that you can do right now to change that?

[00:35:56] Suneet: What advice do you have for team leaders listening

[00:36:01] Anna: To remember that not everyone is you, and that's why you're in your position- So good ... and these other agents might be in-- Yeah, i-in, in different places in our lives. I think we take it personally, and I think we discredit agents that don't understand the work that this requires.

[00:36:15] Anna: so we need to lead by going first and not by barking,

[00:36:19] Suneet: Yes. Yes. Good. Good. Okay. If somebody wants to hire you to sell their house, they may not be listening to this. So if somebody wants to, work with your team or talk to, to you, what's the best way to send you a referral or a message?

[00:36:35] Anna: me personally, my Instagram is repsandrealestate, R-E-P-S and real estate, and then my team page is the Courtney Group with dots in between, so the dot Courtney dot group.

[00:36:47] Suneet: Listen folks, if I was gonna buy something in Reno, I would call Anna and Kathy only, right? So- Mm-hmm ... they know their stuff. They're super smart leaders and agents.

[00:36:59] Suneet: So if you're thinking about Reno or if you're in Reno and wanna talk to a great team, make sure you hit up Anna and make sure you follow her on social. Anna,what do you got goin' on this weekend? Anything good?

[00:37:11] Anna: Playing catch up after having the vid for the last nine days So we're six weeks out from my bodybuilding show, I've got some makeup to do, but other than that...

[00:37:22] Anna: we've actually had some really bad fires here recently so it's- Oh

[00:37:25] Suneet: yeah, that's right.

[00:37:26] Anna: Yeah. Well, and that whole area of town is all of our entry level homes, right? So not that it has anything to do with business, but business has been a little, w- kinda have to put a pin in it to some extent there,

[00:37:39] Suneet: Yeah.

[00:37:39] Suneet: What's going on with that fire?

[00:37:42] Anna: I think we're doing o-... Everyone's back home now. I'm not sure if they have it 100% contained, but it was just two weeks back to back. We had one, kind of on the northeast side, and that really kind of annihilated and got too close for comfort. And then we had one come from the northwest side, on the other side of the main road there.

[00:37:59] Anna: So it's been a lot of frazzling here in Reno. But everyone- ... 40 or so homes, I believe, have been lost with this last fire. Bummer. So our team's work-- yeah. But our, our team's working really hard to help contribute to donations and kinda see what we can do to give back,

[00:38:13] Suneet: Awesome.

[00:38:15] Anna: Yeah.

[00:38:15] Suneet: Everybody listening- Boom

[00:38:17] Suneet: Anna is a legend. Go follow her. Send her your re- referrals. If you're in Reno looking for an incredible team and organization to work with, hit up Anna. And, Anna, thanks for coming on.

[00:38:30] Anna: Thank you so much for having me, Suneet. I'm so happy we did this.

[00:38:33] Suneet: I know, me too. We gotta do part two and I'm getting you on stage soon, so.

[00:38:38] Anna: Okay.

[00:38:39] Suneet: All right. Everyone, thanks for listening. Make sure you go back and listen to her mother Cathy Courtney's episode. It's super good to like see mother and daughter at the different angles. It's really fascinating to me 'cause these people are my friends and, business associates, so it's really cool.

[00:38:57] Suneet: So hopefully you feel the same way after watching both episodes. Absolutely. And, if you enjoy this episode, share, subscribe, sh- oh yeah, share with a friend, leave a comment how much you liked it, follow the podcast. And did I miss anything?

[00:39:14] Anna: I think you got it.

[00:39:15] Suneet: Okay, okay, got it all. and

[00:39:16] Anna: rewatch it.

[00:39:17] Suneet: Yes, yes. Rewatch this episode, yes. And we'll see you on the next episode of The Reside Platform Podcast. Peace out