Michael Kilner (00:00)
Hey everyone, welcome back to Agent Money. Today we're sitting down with Brittany Stewart, a seven figure team leader who has been a real estate pro for two decades starting fresh out of college.

Brittany's journey is a powerful lesson in intentional growth. We'll dive into how she built her business by focusing on her personal values and not just chasing every single dollar. She'll break down her unique micro and macro team model, including the genius of using a salaried production partner to buy back her time.

We also get into the importance of knowing your numbers and why investing in yourself and your personal growth is the key to unlocking the next level of success. You're not going to want to miss this one. Let's get into it.

Michael Kilner (00:46)
All right, Brittany, thank you so much for joining me on the Agent Money pod. ⁓ You know, you did not have to do this, but you're being very generous with your time. Thank you.

Brittany Stewart (00:55)
Thank you, Michael, for having me. Thanks for asking.

Michael Kilner (00:58)
Yeah, of course. No,

my pleasure, my honor. So,

The point of the podcast as we've relaunched is really to talk with seven figure team leaders, seven figure rainmakers, folks who have actually built a legitimate business who are real pros in the real estate space. So the rest of us who haven't done it can learn from, you your wisdom, your experiences, maybe some of your mistakes along the way. And obviously we have

Brittany Stewart (01:25)
Absolutely.

Michael Kilner (01:27)
know, we're agent money. So our focus is on the finances, which is not everyone's favorite thing. But at the end of the day, we get in business to make money. You we don't we didn't get into business to just be hobbyist. ⁓ So I would love to just understand, first of all, like, what's your background? How did you get started in real estate? ⁓ And how have you built your team to where it is now?

Brittany Stewart (01:38)
Absolutely.

Yeah, I might throw you for a loop, Michael. I actually started real estate when I was 21, right out of college, literally.

Michael Kilner (01:58)
wow.

Brittany Stewart (02:00)
So I've been doing this for 20 years. I always tell everybody if they're good at math, they can figure out how old I am. ⁓ So I really didn't have a career path before this. I was going to school to be, I wanted to be a psychologist and ⁓ my brother became mentally ill my senior year right before I was starting grad school. And I just thought I have my own lifetime patient. I've got to do something that's going to bring me a little bit more financial stability. And I hopped right in. So I started real estate fresh out of college and it was a slow start.

And once I started getting things going, course, 07, 08 happened. For those of you that haven't been around that long, it was a financial crisis. But I learned a lot. was an individual agent for quite some time. And then I relocated to the Dallas markets, Dallas, Texas, from Florida. And I was exposed to a very different model of real estate. And so was kind of blown away. I tell people is the first time I ever was exposed to setting goals. And, you know, I really started getting intentional and seeing

Michael Kilner (02:32)
Mm-hmm.

Brittany Stewart (02:58)
the fortune and the avenue that this could bring for the legacy of not only just my brother, but of course I have my own children. And so that's when I started doing real estate and my team got built up slowly, but surely I was doing business and it was just too much for me to handle.

I didn't like the details. didn't like those tedious ⁓ items that we had to do. So I just started snowballing the leverage. I started with an assistant, a transaction coordinator, and then I really started being intentional about building a team about two and a half, three years ago. And what led me to do that was that I realized I was at capacity for my time. I was making great money, but we always say successful people want more of two things, time or money. And so I just

Michael Kilner (03:40)
Mm-hmm.

Brittany Stewart (03:43)
just didn't want to do open houses anymore. I didn't have the capacity to do open houses. I was having leads and sign calls that I just could not handle. So ⁓ I started studying other larger teams and looking to see what their mistakes were and made sure that I didn't make those same mistakes. Although I did, I did make some of those same mistakes. ⁓

And I know you said like, are some pitfalls and things that I did? I didn't listen to my gut and I started building a team and it was terrible and I hated it. And I thought, why would anybody do this? But I got coaching. I followed the EOS, entrepreneurial operating systems. I was exposed to that and started building my team the correct and right way. And so that's kind of how my trajectory led me to where I'm at now.

Michael Kilner (04:17)
Mm-hmm.

Yeah, so it's interesting because you, you're, you know, your origin story is very similar to most

people, except that it was your first career.

You know, there's so many folks who we talked to who, ⁓ you know, that the, the last guest we had

Brittany Stewart (04:36)
Yeah!

Michael Kilner (04:43)
Jake, he was, he was saying, he did totally

You know, he'd built an e-commerce business. He had owned a brewery, you know, and that's such, that's so

common. So it's really interesting to hear you.

⁓ Coming at it like yeah fresh brand new ⁓ That's that's not the norm

But you know you built a successful business for a long time Then you felt hey, I'm I'm stretched. So I'm going to just build a team almost out of necessity But then you said a few years ago you decided to do it intentionally Right. So what what were some of the differences between like, okay, I just kind of was like

Brittany Stewart (05:09)
Mm-hmm.

Right.

Right? Yes. ⁓

Michael Kilner (05:26)
I just have too much to do and I don't like doing it versus I'm gonna intentionally build this team to support my strengths, my weaknesses, and yeah, like what I want out of life, which is, you know, more time, more time with my family, more leverage.

Brittany Stewart (05:42)
Right. I think that this the biggest advice and the biggest piece to my success is this single moment. I got really clear on my values.

And I didn't even know that that was a thing. I had a coach that really took me through the exercise for myself personally. And then it was really reiterated and valued through EOS. ⁓ And what I mean by that is you'll see a lot of times people,

or they feel like they have an ego to feed and they just let anyone in on their team. They let anyone in on their circle, whether it be personal, family, ⁓ professional. And I just really drew that line and said, OK, I've got to get really clear on who I am.

Michael Kilner (06:10)
Mm-hmm.

Brittany Stewart (06:20)
what fuels me, what makes me feel like a great leader. And I've got to get really clear on what causes that friction or what causes that disappointment or a loss expectation.

with other people. And so I got extraordinarily clear on what my values were and I stopped letting anyone in my life and in my professional circle and especially on my team that didn't align with those values. And so it stinks because before it was just like, you need need leads, you need help, you're you're cool, you're hanging out in the office, let's go. And then you realize that you let people in your business who don't have integrity, who are stealing or cheating or changing contracts or doing things like that. And that's not a great representation.

Michael Kilner (06:48)
Mm-hmm. Mm-hmm.

Mm.

Brittany Stewart (07:01)
of my business and what I run, the experience that I want to give back to my clientele too. So I tell people all the time, single-handedly getting really clear on my values and knowing what those are and finding others that align extremely well with those values has been pivotal in not only making my life easier, but also ensuring that I'm happy at what I'm doing. I like the people that I'm around.

Michael Kilner (07:21)
Yeah.

Yeah. No, the last thing you said, mean, everything you said was great. But I think so many of us, when there's the possibility of money, there's possibility of revenue, you kind of just like, yeah, I don't know if this person is a great fit, but like, I can see how they can make me an additional, you know, whatever, ⁓ $50,000, $100,000 in gross profit. So, you know, we'll give them a shot. But like what you said is,

Brittany Stewart (07:42)
Mm-hmm. ⁓

right.

Michael Kilner (07:50)
you end up being really unhappy and unfulfilled because you can't pour into these people in a way that they'll actually receive it. So I think that's, it's amazing that you have that clarity. Cause I'd still think there are plenty of people who build big teams. You probably know them. You probably see them in your market or networking who still haven't figured that piece out. And they're miserable, right?

Brittany Stewart (07:59)
Right, right. Absolutely.

Yep. Right.

Yeah, yeah. And there probably

has it's a big energy burn.

expels way too much energy to try to pretend to be somebody that that you're not around people to try to fit something in into a box that's not going to happen.

Michael Kilner (08:30)
Yeah, when you're not like, when you're trying to like fake it and you're not totally sincere and you're not really honest. Yeah, that's really hard. Because you're like, and you're like, wait, why am I trying to keep up appearances for this person? Right? It's not my values that need to change. Their values that really need to change.

Brittany Stewart (08:36)
Right? Right?

Yeah.

Right. And

doesn't mean that it's a right or wrong. That's what I love. And when I interview people, interview to be on my team often, and I'm very, very clear. I let them know, like, hey, I have a ⁓ mid-sized team intentionally. And I always tell them, there's no right or wrong. This is just what works for me as the leader and the owner of Lux Realty Group. this, just having that expectation, you might have other values that are great, but that just might not be the combination that I'm looking for

my team.

Michael Kilner (09:13)
Yeah, no, that's really helpful. So what does your team look like now in terms of agents and then administrative team?

Brittany Stewart (09:22)
Yeah,

so ⁓ I run my team a little different than a typical team. So I almost have, think of it like a micro team and a macro team. And so I'll explain that. First and foremost, ⁓ my staff, have six admin, ⁓ variation between virtual assistants that help with transaction coordination, marketing, keeping me straight. As I joked with you, Michael, I know I'm a feral cat. I admit it, we all are. And...

So I have that contract preparation, et cetera, but really to concierge the sales team because we want the team to sell. So that's my backend is really strong with six admin and then I have 15 agents total on my team.

One of those agents is a production partner. So that's kind of the micro aspect of things. So I am still in production and what I've learned through other people who are, who have paved the road and are smarter and done things a little bit more brilliantly than I did, as I started mimicking this model, this production partner model. And what it is is essentially you have an agent who

Michael Kilner (10:06)
Mm-hmm.

Brittany Stewart (10:23)
is really good at running the plays. They're very good at strategy, but maybe they haven't built their book of business together or they are in the learning process.

of really kind of sharpening the skills of negotiation and things like that. So I have a production partner, I pay him a minimal monthly salary, and then I pay him a smaller override of my net.

GCI and so what that's allowed me to do is I follow the traditional model on the mic at the macro side But it's allowed me to still continue to keep some clientele that I want to work with repeat business listings luxury referrals Keep those people but still leverage my time. So what that looks like is I'm going on a listing appointment I'm going on a buyer consultation I'm still in the midst of communication. It's all three-way communication I'm still interacting with them, but I might not be the one who's actually opening the door and showing the property I might not

Michael Kilner (10:54)
Mm-hmm.

Brittany Stewart (11:12)
be the one who's actually running the sign to the property or holding the open houses on the seller side. So I found that that model really and truthfully is gold ⁓ and making sure that your business is still profitable. Your own personal business is still profitable. But also I like to still be in the production. I like to still see what's going on, not just in that consulting and coaching because it keeps me abreast of what's going on in the current market and still satisfies that need for me, the entrepreneurial side of me to still

be successful.

Michael Kilner (11:42)
No, I think that's an awesome model and I wish more people would adopt it. ⁓ I do have a lot of clients who are ⁓ in their like in a stuck phase where they've built a team, but they still feel like their clients and the needs of their clients really hold them back, right? From being able to expand. They're like, I just don't have any time because they're doing a lot of production.

Brittany Stewart (12:03)
Right.

right.

Michael Kilner (12:09)
And you're like, well, what about a junior agent or what you called it, right? A production partner, like somebody who

is really dependable, but ⁓ needs to learn, right? And

what better way to mentor someone too? Like it's gold for you, it's gold for that person. Like.

Brittany Stewart (12:22)
I know.

Absolutely.

I mean, they beg. They beg to do it. just swapped out a production partners. My last one was phenomenal too, but he has some health issues going on. But it's great because they're going to get, they're literally thrown into the, into the, into the pit right away. But it's not somebody, this isn't, I wouldn't necessarily suggest like a brand new fresh agent. You have to have somebody who's closed a couple of deals themselves and they understand the transaction flow. They understand the hustle and the grit from it, but maybe they just haven't peaked at that point where they're getting their own leads through. So I have them have, you know,

of two-year commitment and I want them to flourish. I want them to grow. I don't want them to be around forever, but it also they're salaried. So there's expectations around that versus the independent contractor 1099 agent on your team. You know, you're not telling them, hey, you got to do this. You got to do this all the time. That's the, you know, the IRS doesn't like that. Do they Michael? it's more so like this is a salaried employee. Like I don't mind saying, Hey, I need you to go put a sign in the yard. I need you to stop by Walmart and pick up balloons or whatever it might be. I don't have that guilt

Michael Kilner (13:02)
Mm-hmm.

No they do not.

Brittany Stewart (13:24)
the expectation is you are an employee of mine. And so this is your job. These are the benefits that you're going to get in versus of bonuses and things like that. But the exposure to them, they are literally my right hand man. They are listening to calls that I'm making. mean, it's just sometimes it's almost like that could be a free position. That could be like an intern position. You know, we just wanted, I just personally like them to have a little more experience because they are running my, they're an extension of me. But ⁓ I was so, so glad to be exposed to that model because it made perfect sense. I just couldn't figure out how do I

Michael Kilner (13:45)
yeah.

Brittany Stewart (13:53)
want to selfishly keep some of my commission and my clients, but I need to buy back some of my time. need to be a present mom. I need to be working, you know, on my business and the growth, and I need to be investing back in the ages that are actually on the team. And this has been a phenomenal way. And monetarily, you know, when you're sharing with your team, not that there's anything wrong with this, but the traditional team model is that you're referring to your team, but then you have to do double the work to essentially make the same amount of money because you're splitting on a traditional team split.

Michael Kilner (14:20)
Mm-hmm.

Yeah, no, think, I think it's we, many of us, right? We're kind of like our, our version of a team is, you know, the red book, the Keller Williams millionaire real estate agent. Like that's, cause no one else has really iterated. Like no one else has really thought about it and published it the way that they did. I mean, literally going back 25 years now, which is crazy that there's, you know, there's no update. ⁓ But

Brittany Stewart (14:34)
Yes, R.E.A. ⁓

All right. Absolutely. I know. Yeah. Yeah.

Michael Kilner (14:52)
Yeah, you really look at it you're like,

I think the market has really, like

thing you alluded to is that the market has segmented, that there are clients who really expect to be working with the best person on the team, right? They really expect to working with Brittany. And so how does Brittany still stay involved in those relationships, right? It's that model.

Brittany Stewart (14:59)
Mm-hmm.

Right.

Yeah. Mm-hmm.

Yep, absolutely. And I think, too, it's, I think you're getting a two for one.

because maybe you see a property and we're not really in that market right now, but we do see it where you need to see a property and it has multiple offers due by tomorrow at five o'clock. And my gosh, like I've already, you know, I have a speaking engagement. I'm on a listing appointment. I don't have that flexibility. It really kind of doubles. You're getting a two for one. That's what I my clients all the time. You know, I joke with my production partner and say, ⁓ he's not as pretty or smart as me, but he, but he can open a good door. ⁓ he probably doesn't like that, but, ⁓ but it's true because.

you're

really getting two for one. Also, it really helps when we're pricing property, doing pricing strategies. He's doing his strategy, I'm doing mine. We consult together and we bring that to the client. So it's really brought a collaborative aspect to increase and improve the customer and the client experience too. So I think it's gold. I preach it from the rooftop because I think that if more agents who are looking to grow a team would first and foremost think.

What are the things that I can leverage that are gonna cost the least amount of money and not affect the client experience? ⁓ That to me, the production partner model has just been phenomenal for my business, big time.

Michael Kilner (16:30)
Yeah.

one of the things that someone might come back to you with like a challenge to the model.

the production partner gets a ton of exposure to like really high level negotiation, tremendous tactical sort of insight that they wouldn't have gotten otherwise, but they don't spend that time building their own book of business. So when they've, when they graduate, right, sort of like

two years in, ⁓ do you feel like they're equipped to go out into the market and to sell for themselves?

Brittany Stewart (17:00)
I do because I think that they've seen strategies, proven strategies. Think of it versus a newer agent, right? Or somebody who was going through it and they sold four deals in two years.

Who's going to have a better chance? Someone who's actually been through seeing how you ⁓ convert clients? That's of the biggest things is you can get leads all day long, but can you convert them? So they've had the exposure to the conversion. They've had the exposure to successfully closing a deal. In the Dallas market, we're seeing about 30 % fallout rate. Like how successfully are you going to be to take that?

Michael Kilner (17:16)
Mm-hmm. Yeah.

Brittany Stewart (17:32)
contract like getting un but you know you've got to three times before it sells here, before it closes. Right? So yeah, see to those outside of the see the negotiation strateg important to sellers, what' I think that that experien far supersedes, you know, of business. They can slowly their book of business. partner. I don't like them to end of leads if they have a few deals

I'm more than happy to do that. Sometimes we'll collaborate on those deals, but I don't really want them out there while they're in that seat

Michael Kilner (18:05)
Mm-hmm.

Brittany Stewart (18:09)
going through with leads because they are a salary position. So.

Michael Kilner (18:12)
Yeah,

no, makes sense. I think that's a really good response to that. There is in so many corners, Like, obviously the lifeblood of every business is sales, right? The lifeblood of every successful real estate business is leads and lead conversion. You can't get away from that, right? You can't engineer it from like, know, operations up, right? It has to come sales down, you know? You don't get the opportunity to build it.

Brittany Stewart (18:26)
Right.

Mm-hmm. Right.

Yeah.

Michael Kilner (18:42)
many of the corners are still like, no, no, all you gotta do is focus on sales. And then the rest comes with it. So sort of in that vein, I've ⁓ heard different things from different folks over the years, right? So some teams struggle with not enough agents to work leads. Some teams struggle with...

Brittany Stewart (18:47)
Right.

Mm-hmm.

Michael Kilner (19:09)
lots of agents and not enough leads to feed them, right? ⁓ So like where would you guys say you fall on that spectrum? Maybe you're right in the middle and you feel like you have a good balance.

Brittany Stewart (19:12)
Right, right.

Yeah,

I think initially when I first started, you know, I was coming from scarcity. I was like, my gosh, how am going to feed all these? How am going to feed all these agents? So you do have to, when you're building a team, you do need to make sure that you're not going to starve people out. But I think being very intentional about how you're growing. When you start to see that you are losing deals because you have too much of a lead flow, that's when you should continue to grow. ⁓ On my team, we have standards. The standard is that, yes, I'm going to provide leads, but

Michael Kilner (19:31)
Mm-hmm.

Brittany Stewart (19:46)
I'm teaching you how to fish. You still have to fish for yourself. You still got to go to your sphere pond. You still need to do open houses. I want them to have an equal balance. I don't want them to rely solely independently on the team to feed them leads. So ⁓ I think that we're kind of in the middle with both of those.

What I have recently pivoted to, which has been really challenging for me emotionally and mentally, is well, because you know, have people on your team and you feel guilty. You know,

you don't want to disappoint people. You don't want to let people down. But what I'm learning is to really be a stickler for my standards. And you cannot make people want better for themselves. You just can't. And that's really hard as a leader. And I'm high D on the Disprofile too. I always joke about it. Like, I want everybody to keep up with me. I want everybody to, you know,

want to lead from the back and keep pushing them.

But that's not everybody's desire and that's okay. But you have to as a business, had to start rewarding people who are working hard and converting high. And that took a lot for me personally to make that decision. Thankfully, I have a fractional director of operations who is phenomenal at business and really putting things into a logical approach and it helps you take some of that emotional out. Because my team is, they're great. We all love each other, we get along well. I don't want any one of them to leave, not one of them, we love them all.

So it's hard. It's hard when you get to those positions, but I can't love them more than they love themselves when it comes to selling real estate. So ⁓ I've pivoted a little bit ⁓ more into like a reward system of, you've been showing up, you've been doing the things, you're hitting the standards, you're gonna get opportunity at these higher tier leads first. So I've done that and it's been great though because I saw almost an immediate result. I was like, my gosh, why didn't I do this before? ⁓

Michael Kilner (21:13)
Yeah.

That's awesome. How are you tracking how people are showing up? I think that's a real, there's a real issue. There's a bunch of systems that people use. Some people are on spreadsheets. Some people are filling out. Yeah. So tell me, tell me how you guys are doing it.

Brittany Stewart (21:37)
Yeah, I'm out. Yeah.

No. Michael, let me

tell you what I did. Like everything else in my business, I fumbled a couple of times and was like, this is not it. Like real estate is not discovered yesterday. Who in my ecosystem is doing this really well? Let me copy them. So I use Follow-Up Boss at an extremely high level.

I was using other CRMs, they're great. I needed one that was intuitive and I needed one that agents were gonna use. They say your best CRM is the one you use. You gotta find something intuitive. So, Follow-Up Boss was that for me. You can track everything in there. I've also just recently integrated with SISU so that it's not double manual entry and things because there's a lot of human error in that. So, utilizing a lot of automation, a lot of tools to do that that is backed by my admin team.

Michael Kilner (22:08)
Mm-hmm.

Mm-hmm.

Brittany Stewart (22:26)
⁓ Typically good salespeople are not great ⁓ admin people and I want to set them up for success because if they're not reporting their numbers,

not helpful for me. So we're doing that, pulling reports, we have a CEO report that I look over weekly, but just sometimes I just...

just had one of my assistants do this. Hey, go back. I want you to play and follow up boss and SISU And I also use Shiloh, which is AI tracking for phone calls and things like that. Who do you see that's been in there really, really knocking it out of the ballpark for their calls, getting five star calls, their, their feedback time. Those are just some mile markers that I do as a team leader to see how they're performing. There's other standard, you know, we use the standard things. How many calls are you making? How many contacts are you making? How many people have you converted? How many listing appointments?

things like that. ⁓ But I as a leader want to go in there and start checking to see who's really having some success, maybe on the activity level. It doesn't always even have to be on the results.

Michael Kilner (23:23)
Yeah,

what I found with people who lead successful teams

they really know the numbers. it's not just like, we'll track them so that people know like we're checking in on them. No, they know their numbers. Like they know all of their lead flow numbers. So like all the lead measures and then they know all of their like financial measures, financial numbers too. ⁓

Brittany Stewart (23:43)
Right. Right.

Michael Kilner (23:48)
And it's, you just can't, you can't let either one of those things go. You have to know those numbers and you have to able to see them and feel them. Otherwise, you're just kind of adrift. You're like, yeah, I feel like people are doing business. Seems like everyone's busy.

Brittany Stewart (23:53)
Mm-hmm.

Yeah. Yeah.

Right.

was saying yesterday, ⁓ we read the mountain is you a couple of months ago. And one of the biggest takeaways from that was the killer of success is delusion. And if you don't know your numbers and you don't know what you're doing with your time and your energy, you're delusional and that will kill your success because you can feel busy. You can feel like you might know your numbers. You can feel like you may be made 20 contacts a day. But if you don't know, if you don't have the real numbers, the data to be able to do that, it's a killer of success. You're living in you're living in what are these kids say now? Delulu?

You're DeLulu.

Michael Kilner (24:33)
I don't even know. I don't even know.

I feel like, yeah, it's, you know, we connected over LinkedIn. This is a sidebar, but like, I'm way too old for TikTok. feel like I don't know what's going on there, you know? ⁓ You know, like I...

Brittany Stewart (24:41)
Yes.

Oh, God. See, I have a 15

and 11 year old. I gotta stay hip.

Michael Kilner (24:53)
Yeah, and my kids are too young to have TikTok. So like, I'm like, I'm in this, I'm in kind of like the zone of ignorance. It's fine for me right now. Eventually I'll have to figure it out.

Brittany Stewart (24:55)
Yeah.

Yeah, give it a few more years.

You gotta learn because it's like cringe for them totally. When you start using the slang and you start saying things, that's the cringe for them, for sure. Yeah, yeah, yeah, they're like, don't ever say that again. That's what they tell me. Don't ever say that again.

Michael Kilner (25:09)
Yeah, they're like, no, mom, you can't say that. I'm not allowed to say that. ⁓

So you actually,

there's a couple of things you've just alluded to and I wanna, I would love to peel them apart in the last few minutes that we have. But one is that you said you had a fractional director of operations. So like one, after this call, I'd love to know who that person is. ⁓ And if they're looking for business, ⁓ that's a super helpful role. ⁓ Second thing is, it sounds like you've invested in coaching.

Brittany Stewart (25:30)
I do.

Yes. They are. They are.

Yes.

Michael Kilner (25:47)
over the years and you've mentioned books and you've mentioned methodologies. ⁓ Sort of a personal question, but like if you had to put a number on it, how much do you think you've invested in coaching over your time in real estate?

Brittany Stewart (25:52)
Yes.

Oof.

A lot.

I think that it's really important if you're not self accountable, you have to have somebody really high level to push you. do anyway. And I do think that the personality profile for most entrepreneurs, rainmakers, team leaders is pretty similar. You know, every once in a you might have a little wing. You have to have somebody to push you if you want to do better. And I, for minimum, have spent $12,000 a year easily because most coaching, most decent coaches cost a thousand dollars a month at least. But in addition to, I attend a lot of conferences, but

Michael Kilner (26:14)
Mm-hmm.

Mm-hmm.

Brittany Stewart (26:31)
I also put myself in a rooms with people who know better than I do. Always. I always do that. I do ⁓ a thing called E5 with Wayne Solomon that I started doing and it's not just real estate specific, but it's like, who can you put yourself in the room with? Number one, that's relatable, but that's going to tell you the things that you don't want to hear. You got to have that person. You know, my daughter, I could probably pay her. She tells me things I don't want to hear all the time. know, she tells me the ugly truth too. But I think that you, I think that it's really important. And we talked about this at the E5 last week.

Michael Kilner (26:56)
Ha

Brittany Stewart (27:01)
I think that one of the main characteristics of a really successful true leader is that you're open.

And what I mean by that is you don't know everything. You can't know everything. And if you have that attitude, you, you, you, in my opinion, will never be successful because I'm humble enough and open enough to know that I don't, I think I know a lot. I don't know everything. I know there's other people out there who have an expertise in an area and I want to learn from them. Sometimes that, that costs money. Sometimes it's, I'm in, I'm in a room or sometimes I make a good friend who can consult me that way. It just depends. But I do think the education and being learning focused is, is incredible.

Michael Kilner (27:17)
You

Brittany Stewart (27:39)
incredibly important in this business.

Michael Kilner (27:42)
Yeah, I mean, think

you're saying it, but it's like, think it's worth repeating is like requires humility. Like it actually requires like a sense of like, hey, I'm not not everything that like I, I would like to think that I am. I'm just sort of, you know, I'm a person. I have faults. I have weaknesses. I have blind spots. You know, part of the reason why I started

Brittany Stewart (27:49)
Yes.

Yeah, yeah.

Michael Kilner (28:05)
to turn it back on me for a second, but part of the reason why I wanted to restart the podcast was that I felt myself being very tunnel visioned, right? I see the same clients and how they're doing every single month. And I felt like, I'm not learning enough. I'm not learning from like what, who are the really big and successful team leaders so that I could turn it around and say like, look at, have you thought about Brittany's model?

Brittany Stewart (28:07)
Yeah.

Bye.

Michael Kilner (28:35)
go back to that podcast episode. ⁓ Have you thought about changing it up in this way? Because yeah, if you're not in it all the time learning, you're just not gonna see what's actually working.

Brittany Stewart (28:46)
Right.

Yeah.

Yeah. I think to Michael, to your point, and this is kind of why I had a pivotal change in my real estate career. I changed brokerages was because if you're the biggest fish in the room, there's a problem. You got to go in another room. It's one thing. It's very important for me to give back and to collaborate and to raise up the next generation of successful realtors. But I, you will, you will suffocate in that fish bowl if you're always the biggest fish. And I felt that way. And I said, there there's something in me. I've got it. I got to move to, be, and I joke and say, like I consider

myself pretty successful, but I am by far one of the low ones on the totem pole in my ecosystem at my brokerage. I really and truthfully am and I love it. I love it. Like good, let me be a little person. I love it.

Michael Kilner (29:31)
Yeah, no,

not everyone who's on stage,

is always making good money, right? They might have really, really big numbers, but they can be making significantly less money than, you know, like the agent who has like, you know, one admin and sells like, you know.

15 luxury houses a year, right? So like so many of these are like almost vanity metrics, you know, cause no one's like, if everyone had to like show up with their profit and loss statement.

Brittany Stewart (29:58)
PNL let's

let's do the PNL's I wish they would put the PNL numbers up there man. I would rock it at least put your percentage as a profit

Michael Kilner (30:06)
That would be awesome. think, you know, let's advocate for it. Let's advocate for it at the next event.

Well, thank you. You know, this has been actually like a lot of fun ⁓ just getting to know you and talking to you. ⁓ So, you know, if someone wanted to connect with you, you know, afterwards, you're obviously super open and

Brittany Stewart (30:20)
you too.

Michael Kilner (30:29)
give great advice. ⁓ What's the best way for them to get in touch with you?

Brittany Stewart (30:34)
Yeah, so I say the best way to get in touch with me right now is Instagram ⁓ Britney Stewart realtor so just my first and last name and don't tell ⁓ nar on me, but then the word realtor and That's yeah, I know they're probably monitoring this ⁓ But that's the best way to get a hold of me. Of course. ⁓ I always tell people I'm very open and honest about it. I'm a busy person. I'm a single mama. So DM me That's my that's my if I'm at a red light or I'm somewhere waiting on a client something like

Michael Kilner (30:44)
We won't.

Brittany Stewart (31:00)
for sure to scroll through there, but ⁓ we'd love a follow on there. And of course, if there's anything that I could do to help anybody ⁓ more than happy to do so. And I love what you're doing too, Michael. Thanks for doing this. I think that in real estate, it's probably the only industry that people really don't focus

authentic numbers. And it looks great, but this is not selling sunset. And I think it's great that you've been so intentional to make sure the authentic, real people who have actually proven results are coming on here. So thank you for doing the work in the industry.

Michael Kilner (31:29)
you're welcome. You're welcome. is my honor to have you on and my pleasure. thank you so much. And maybe a couple of years from now, we'll do a follow up, see how things have changed.

Brittany Stewart (31:34)
Awesome. Of course.

⁓ let's do

it. Hopefully I'm retired on a beach by then.

Michael Kilner (31:41)
Ooh.

That'll be different. Then it'll be a different

We can talk about, all right, how'd you do this?

Brittany Stewart (31:45)
I will be in the parking lot.

I love it. All right. Appreciate it.

Michael Kilner (31:49)
Awesome. Thank you, Brittany.