Why Most Real Estate Accountability Groups Fall Apart (and How to Fix Yours) with Anna Pisarski

Anna [00:00:00] 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

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?

Anna It might have been, yeah. Close to it.

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

Suneet the guest is Anna Pisarski. Anna, what's cracking?

Anna Oh, I'm... What's not cracking, man? I'm having a week.

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 [00:01:00] episodes or maybe longer, you can meet her legendary mother, Kathy Courtney.

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?

Anna Yeah. Yes, I do.

Suneet I didn't know that. No.

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.

Anna Yes.

Suneet What the hell is a horse driver? You got a steering wheel? What does that mean?

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.

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

Suneet Trip out Yeah, Is, is is your mom into that too?

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.

Anna And so yeah, it's become her hobby. At one point it was kind of my whole life and yeah.

Suneet Yeah, that's right, 'cause y- she has a bunch of mini horses, huh?

Anna She does. She has a whole ranch of mini horses.

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.

Suneet But not a Shetland pony, is it?

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.

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?

Suneet What does that director of agent support and development mean?

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.

Anna and so for me, it's supporting them to become an excellent realtor

[00:04:00] 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.

Suneet Oh my God, you said that so well. Did you ha- did you have that written down?

Anna No.

Anna Nope.

Suneet Did it just come off the top of your head?

Anna Yeah. Yeah. Wow, bro. I'm, yeah, I'm grateful for that gift. Like,

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

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.

Suneet Oh, another great one. Yo, everyone listening-

Anna Not my

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.

Suneet That's like the elevator pitch, right?

Anna Yeah.

Suneet I love that. I,

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

Suneet Yes. Awesome. so you got your license, and we were talking a little

[00:05:00] bit about this offline before we got started.

Suneet At, 19 years old.

Anna Yeah.

Suneet That's early. Yo- Yeah ... have you had another job besides being an agent

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.

Suneet Wow. Well, so what made you get into it that early? Although I think I know.

Anna I mean, I th- I think you have a good guess, but of course the legend who is my mother.

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.

Suneet Yeah. Awesome. What was it like being an agent as a official teenager?

Anna It was hard, man, and I, I think that the qualities that I've experienced in that, helped me become a better coach [00:06:00] for our agents because I wasn't always a good realtor.

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.

Anna That was my experience.

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

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.

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-

Anna Yeah ...

Suneet I'm glad you figured it out early. I've [00:07:00] heard both you and your m-mother talk about helping agents get through their messy middle.

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?

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?

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

Suneet not. Yes

Anna Yeah, so it... it's what is the second 90?

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 [00:08:00] months to a year look like if that second 90 has been beneficial?

Suneet Yes great And what's that look like?

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

Anna days Yes Awesome Motivating them To stay motivated on their own

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

Anna They'r-...

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 [00:09:00] 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

Suneet it AndThe thingThat ILoveAbouttheGymCommunitiesIsit'sourfrigginSocialTime

Suneet AbsolutelyIt'saProductive socialtime RightLike Do you go out and do a bunch of stuff outside of work and gym?

Anna No .

Suneet Yeah, yeah. Right?

Anna Not

Suneet really,

Anna no.

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.

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

[00:10:00] so locked in on gym and family... Excuse me, work and family, I don't have social time unless I go to the gym.

Suneet Have, have you ever noticed that? Like that part- Definitely ... like keeps that cup full?

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.

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,

Suneet Yes. So before we get into social media, I have a question for you.

Anna Yeah.

Suneet Everybody who is listening and now watching, Anna's blasted with tattoos.

Anna Yep.

Suneet Right? How many hours do you think you got?

Anna Oh my gosh, I've never thought about it in that way.

Suneet Oh really?

Anna A couple, a couple days [00:11:00] 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.

Anna So over 40 hours for sure.

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.

Anna Yeah. Yeah.

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?

Anna Yeah. Well let me- Like

Suneet you ever

Anna wear long sleeve

Suneet shirts?

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.

Anna But I've never actually gotten feedback, that's actually negative. And in fact it's usually the people that I [00:12:00] 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.

Suneet Totally. Same.

Anna Yeah. Like,"

Suneet Oh you have a tattoo? Oh that's so cool."

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.

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

Suneet tatted up.

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?

Anna Yeah.

Suneet and then when I quit caring so did everybody else

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."

Anna And it's never really been an issue.

Suneet Yeah. Awesome. Good. So, yeah. Yeah. All right. Social media. Yo- Yes ... drop your Insta handle. Can you tell [00:13:00] everyone your Insta handle so they can just go follow you right now before I ask at the end?

Anna Y- yes. it's repsandrealestate, so reps like the gym, R-E-P-S and real estate.

Anna yeah, go follow me.

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

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.

Anna So ...

Suneet Oh, I followed. No wonder I see you so much on there because I follow both accounts. I was always wondering

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.

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

[00:14:00] estate, you can click on my work page and it's like a folder of all of my information on real estate reels.

Suneet Yeah.

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.

Suneet Oh, hundreds of thousands now?

Anna Oh, yeah. Yeah. I, I average about 350, I would say, 100,000.

Suneet Damn. Hell yeah. Okay. You work with the agents on harnessing their sphere and building their reputation online.

Anna Yeah.

Suneet What do most And we'll be specific to agents, what do most agents do wrong and where do they need to start?

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.

Anna I think a lot of agents don't even wanna [00:15:00] 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.

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 .

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,

Anna no.

Suneet Yes. Buckle up. Oh, well that's

Anna cool.

Suneet you heard it here first everybody. Anna Pizarro's- ... gonna come onto a Reside stage soon. Good.

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.

Anna But how are we staying in front of them? And not only social media is an opportunity to speak to everyone [00:16:00] 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.

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.

Suneet Yeah. It's

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.

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

Anna Yeah.

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 [00:17:00] social?

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.

Suneet so how do you figure out, what content actually builds reputation and tracks the right people?

Anna I mean, for me it's just-

Suneet What kinda metrics are you looking at

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.

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 [00:18:00] spotlight

Suneet Yes.

Suneet So are you using any kind of tools to understand the analytics more?

Anna No, I haven't been and I probably should be.

Suneet Weren't you on my frigging training about that?

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

Suneet that. Yeah, I mean look, so here's what I do, right?

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.

Anna Okay.

Suneet Right?

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. [00:19:00] 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?

Suneet So- And I

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.

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.

Anna Yeah.

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.

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

[00:20:00] those views, I've seen some get thousands of views 'cause absolutely people liked enjoying watching it but they're not a serious buyer.

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-

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.

Suneet Like th- I got one post at 15 million views. For a - Yeah ...week after that every post was freaking crazy

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?

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 [00:21:00] engaging and then also beneficial to the consumer.

Suneet Is Instagram your main spot?

Anna Yeah In-Instagram is my guy.

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

Suneet Dude Are you posting your videos and your carousels on TikTok

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

Suneet My Tiktok Is my biggest growth engine right now

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

Suneet than you dude

Anna not that much older but [00:22:00] enough

Suneet to understand

Anna Twenty

Suneet years twenty years i could almost buy booze by the time that that you were born so there you go

Anna well Hey I was trying to not sell you

Suneet out Yeah yeah Tik Tok How about YouTube Shorts

Anna dude Youtube shorts is another thing that I need to get into.

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

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 [00:23:00] 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?

Suneet That was weird It was

Anna me, you.

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

Anna I- I don't even... It might be my water alarm. Okay . I have to remind myself to drink water.

Suneet do you-

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.

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.

Anna Love that. Okay.

Suneet And it kinda just, it kind of just works

Anna That's definitely my next step, is [00:24:00] being able to scale this more so

Suneet Yes.

Suneet Yes, good

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,

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

Suneet So I've started what? 28 new accounts-

Anna Wow ...

Suneet to get more of the content out there .

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

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?

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 [00:25:00] frigging thing.

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.

Anna Yeah I mean, that has been a small hinge with a, an immensely large door. Yeah

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

Anna That's amazing.

Suneet I know. I'm so excited.

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-

Suneet Yes exactly You know we build up some Exactly. So let's talk about accountability. [00:26:00]

Anna Absolutely.

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?"

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

Suneet Motivate or inspire Even Yo

Anna Yeah Y-

Suneet you sound Like John Right Now Was that Some of s Was some

[00:27:00] Of that Inspired by the Stuff that We coach You guys too

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

Suneet Ah Thank you Good thanks For the shout out

Suneet So you run accountability groups on your team?

Anna Yeah.

Suneet I love accountability groups.

Anna They

Suneet are your baby. What does that look

Anna like?

Suneet What?

Anna well, I was gonna say we got them from you. Yeah.

Suneet I know. how often are you doing them?

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.

Anna And then they're gonna be, in competitions for the rest of the quarter based on that group.

Suneet What [00:28:00] makes them work when so many of them fall apart?

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.

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,

Suneet Have you seen the accountability groups make a big impact for people?

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.

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.

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.

Suneet And how do I know? [00:29:00] 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.

Anna Yeah.

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.

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.

Suneet Yes. I did send you a DM, but you must have gotten a lot that week, so there you go.

Anna Yep ...

Suneet I think that's great that you guys do them.

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.

Anna They're really grateful.

Suneet The agents loved that. I love that.

Anna Yeah. Oh, I... Yeah. It's amazing.

Suneet I love that. That's so good. Way to implement. Yeah.

Anna Yeah.

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 [00:30:00] ton of houses aren't you?

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?

Suneet What's the right word? Fall apart versus locked in? Fall

Anna apart?

Suneet Yeah.

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.

Anna I don't know, I'm crazy. I just want it really bad .

Suneet Yes. You're psycho like us, and I love it. So I mean- Yeah ... is there

[00:31:00] 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

Anna Yeah. Well, I mean, I have a morning list of daily affirmations that I use that I really like.

Suneet Same.

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.

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?

Anna [00:32:00] does that whole approach- Absolutely.

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

Suneet don't have the skillset.

Anna Yeah. Yeah exactly.

Suneet Yes Good. So grit is what keeps you locked in?

Anna Yeah Grit and ruthless self accountability You know If y- if you can't-

Suneet How does a person Go ahead

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.

Suneet Yes that's so good. That's so good How does somebody get grit?

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 [00:33:00] 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

Suneet Do more hard stuff like Gogan says Right?

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

Suneet like zone

Anna one Twelve incline three miles an hour So..

Anna Oh

Suneet brutal

Anna yeah it's not fun but it's not the stair master so I love that

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

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.

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

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?

Anna And things take time sometimes.

Suneet Yeah, totally. what are you most excited about within coming next couple years?

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

Suneet what I mean? I love that legacy that you guys have going [00:35:00] and the cool thing is in re-reside like there's other people like you right?

Suneet Like there's The Moldenhauers right? There's Dano.

Anna Yeah.

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?.

Suneet But..

Anna Yeah

Suneet One thing at a time. What advice do you have for realtors listening to this episode?

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?

Suneet What advice do you have for team leaders listening [00:36:00]

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.

Anna so we need to lead by going first and not by barking,

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?

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.

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.

Suneet So if you're [00:37:00] 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?

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...

Anna we've actually had some really bad fires here recently so it's- Oh

Suneet yeah, that's right.

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,

Suneet Yeah.

Suneet What's going on with that fire?

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.

Anna So [00:38:00] 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,

Suneet Awesome.

Anna Yeah.

Suneet Everybody listening- Boom

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.

Anna Thank you so much for having me, Suneet. I'm so happy we did this.

Suneet I know, me too. We gotta do part two and I'm getting you on stage soon, so.

Anna Okay.

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.

Suneet So hopefully you feel the same way after [00:39:00] 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?

Anna I think you got it.

Suneet Okay, okay, got it all. and

Anna rewatch it.

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