Episode 162: The 100 Listing Mindset: How Sandee Payne Redefined Success for Solo Agents

A military spouse turned interior designer, Sandee spent years helping families feel at home across the world. That love for creating spaces eventually led her to real estate, where she built a thriving business centered on listings and design-driven marketing.

Early in her real estate career, Sandee noticed that agents often worked hard but lacked structure. Determined to change that, she tracked everything and shared what she learned. Her natural ability to teach became a foundation for coaching others. “I realized if I could do it, anyone could,” she said.

Her defining moment came on stage at a Tom Ferry event, when she was dared to sign 100 listings in 10 months. With 8,000 people watching, she accepted. The challenge forced her to focus, simplify, and prove what was possible through consistent effort. “I had to believe it before I could see it,” she recalled. Ten months later, she reached 103 listings.

That accomplishment sparked something bigger. Sandee created a Facebook group that grew into thousands of agents following her strategies. What started as one bet evolved into a full accountability platform, showing others how to set measurable goals and follow through.

In this episode, Brian Charlesworth talks with Sandee about turning pressure into performance, the power of public accountability, and how her Zero to 100 Listing Challenge is helping agents shift from reaction to intention. They also explore why systems, mindset, and community are now the backbone of her business. 

Top Takeaways:

(3:48) Life as a military spouse and constant change

(6:28) From interior design to real estate

(8:58) Focusing on listings and early success

(10:49) How technology reshaped the industry

(14:07) Standing out through creative marketing

(15:58) The $10,000 bet that changed everything

(18:50) Bringing others along through accountability

(22:24) The power of focus and belief

(26:09) A $10,000 story of luck and persistence

(28:17) Visualizing success before it happens

(30:47) Why listing agents hold the leverage

(32:56) Building tools and community for agents

(34:43) The Zero to 100 Listing Challenge explained

Tune in now to hear how one bold yes turned into a movement that’s changing the way agents think about accountability. 

Registration for the Zero to 100 Listing Challenge is officially live! Visit www.02100listingchallenge.com to join the 10-month race kicking off January 1, 2026.

About Sandee Payne

Sandee Payne is a Broker Associate and the founder of the Designed 2 Sell Real Estate Group in Central Texas. After 18 years as a Texas resident and military spouse, she combines her real estate expertise with decades of experience in interior design and home styling. Sandee began her career with Centex Homes in 2007 and has since helped countless families find and create their ideal homes. Her design work has been featured in major publications and on HGTV’s House Hunters Renovations.

Connect with Sandee:

Website

Transcript

Brian Charlesworth  00:35

All right, hello everyone, and welcome to another episode of the GRIT Podcast. I'm Brian Charlesworth. I'm the founder of Sisu and your host of the show. And for those of you watching, you probably see I'm in a different background. I'm actually coming into our office every day. I This was springs wall of moss at some point. And I need to add a few things to it. Like, I don't know if you can see this, Andy, but, or anybody else, but there's a GT, three Rs back here, another one right here, so you can tell what kind of car I love. GT, three, Rs. So anyway, today I am super excited and grateful to have Sandy Payne on the show with me. Sandy, welcome

Sandee Payne  01:12

to the show. Thank you waiting for this moment.

Brian Charlesworth  01:17

Yeah, for a long time, you've been waiting for this for five years now, and all you had to do was all you had,

Sandee Payne 01:22

like, I don't know, maybe, like, eight months since I've known it. Okay?

Brian Charlesworth  01:27

Well, Sandy runs a team called designed to sell out of Texas, and Sandy also has a team that she's opening up in Arizona right now. So I want to get into those a little bit. But before we do Sandy, let's go back into think you used to be a designer, if I'm not mistaken, let's talk about interior designer. I should say, let's go back and talk about your life and how you ended up in interior design and how you ended up here. I know you used to travel the world as well, because Michael was in the military. So let's hear a little bit about, a little background, a little bit about your story.

Sandee Payne  01:59

Yeah, thank you for that, yeah. So, you know, we I've almost been married for 30 years. Next year, be 30 years. Congratulations, way back more with him than I have the rest of my life. So yeah, you know, you'd fall in love with a guy in a uniform. You know, for us, it was a Catholic school before military uniform. So we actually grew up very close to each other in town, but went to two different schools, and long story short, we wound up falling in love getting married, and he was in the military. So we did have the beautiful pleasure of traveling the world, living all over the world. We lived seven years in Germany. We've been to 18 different countries, where, in Germany, we started in a little town called Vilsack, and then we moved to Bomberg and then Wurzburg. So years before we came back to the

Brian Charlesworth  02:45

states, did you learn German while you were there? I did. I

Sandee Payne  02:49

actually got really, really good at it. Actually got really good at it. And then you move back to the hard thing about it is like they all want to speak English. Like they all crave to speak English. And so it's very hard to be like, no, no, I don't want to speak English. I want, I want tell lies about me. Brian,

Sandee Payne  03:06

Michael's coming in. Look,

Brian Charlesworth  03:08

Michael's coming in, joining us on the podcast. Welcome, Michael. You're

Sandee Payne  03:11

recording on the Welcome to the show. Yeah. So anyway, alright, he's out. He realized, like, okay, she's recording for something anyway. So, yeah, we we got to move all over. I mean, it was just crazy. The experiences and the culture and the people just exposing ourselves and our kids to just the world is, is something that, like we feel is really, really special to been able to do.

Brian Charlesworth  03:38

Yeah, I totally agree with you. That is special. I love travel, and I love going to Europe as well. So sounds like you've spent a lot of time there,

Sandee Payne  03:48

when you were there on your latest adventure, going through Switzerland. And I'm like, Oh yeah, I've been there. We've been there, going back in memory and living vicariously and and through that time. You know, it's hard when you're a military family and you're raising a family. My My husband was gone a lot, many years, year over year in Iraq, fighting, fighting the wars and all of that. And it's hard to get into a career when you're not only like full time, stay at home, mom, single mom, almost, but you're also moving around. So we know in a lot of businesses, or at least, you know, 20 years ago, we didn't have the virtual space to grow and be entrepreneurs in, entrepreneurs in this virtual space that we can touch. You know, we were, you had to be really local with what you were doing. That was really hard to kind of plant roots, start a business two years up and move and do it again and do it again. But one of the things that I, that I was always passionate about was interior design and decorating. All my whole life, I've just always loved it. I love the arts. It brings me joy to be surrounded by beautiful things and culture and styles and all of that. And it led me to kind of, I'll call it like, kind of a little freelance entrepreneur moving around in the Mitrea. Helping other families kind of allow their homes to become home, even though they weren't always the most ideal of living quarters, and they weren't very long, you know. And there were a lot of things we were restricted from doing if you lived in housing or in a rental, you know, you can't paint the walls and wallpaper and really, like, make big modifications. So the creativity that I grew up with, with my family being very creative, my mom and dad, I was able to really just be, like, I don't know, let's just repurpose. And it was kind of like I was Joanna Gaines before Joanna Gaines, okay, I like to say, like, she doesn't have a formal background, either. And so it was, I think when you just have that character, you're able to really create visions and things that people just don't see. And so I would create my little apartment, or wherever we lived, people would come in and they'd be like, I get you painted. I'm like, yeah. They're like, you have to paint it back. I'm like, Okay, I'll paint it back. Like, but while I'm here, this is home, right? This is my home. This is my space. This is where I have to spend my time, and I have to love it, and we would do this. And then I started helping other people, other military families, and it kind of turned into, like, this blossoming, like, interior design career. That's great. Yeah, so when we went here in Texas, it's, like, our last duty station, I actually just like, you know I'm gonna do, I'm like, I got to open a legit interior design business, and I did for seven years here.

Brian Charlesworth  06:23

Okay, so what made you shift from interior design to real estate?

Sandee Payne  06:28

Yeah, so I was doing a lot of work for builders, custom home builders, going to design centers, helping people do all that. I did a lot of work for real estate agents, staging consults, you know, helping them. They would pay me hourly to go, you know, help their clients declutter and get the house ready for a listing. And then I knew what I was getting, and I knew what the real estate agent was getting. And so I was like, this is kind of, like, a little backwards. I feel like I'm doing, like, all the work and doing the presentation, and then I'm, you know, getting my couple 100, $100 you know, an hour, and they're making 1000s on the sale. But I kept it like that because, you know, he was still in the military, and I was like, I just don't know if we're going to move. And I know with real estate, you that's time, right? It takes time to get established in your brand and and to grow and have that repeat referral business. And then we kind of got to the end of or the opportunity for him to decide, like, are we going to stay in? Is he going to retire? And we made the family commitment for him to retire after 23 years, and I think on retirement, I, like, went and got my license and flipped, yeah, flip the whole

Brian Charlesworth  07:28

thing. And was it because when you were in interior design, you thought real estate seemed interesting, or you were just like, these guys in real estate are making more money, or what? What was the motivator?

Sandee Payne  07:37

Yeah, I think it was kind of one money. You know, obviously I thought, Geez, I'm I could be. I could have a whole niche, like, if our local market doesn't have the talent of the design and the interior vision, I could really, like, come into this space of real estate with, with a niche that no one else has. Yeah, and so, yeah, of course, you know, make the money from, from the work and and I think I really continue to really crave what I felt with like. I want to help people find home I love you know, we're big military town. I want people to feel like this is their home, even if it's just for a little while, and to be able to truly do that, I had to step into the role as the real estate agent as well. Yeah.

Brian Charlesworth  08:18

So I think one of the things you guys are going to find with Sandy is she's got a lot of passion behind what she does. You might even see her get emotional today. I do cry. But one thing I want you guys to know before we end this podcast, we're gonna talk about an accomplishment that Sandy did a few years back that is pretty amazing, and she wants to help others do the same thing. And it's it's amazing. So we have something really exciting that we're going to announce here today, but I'm going to hold off on that for a few minutes. But Sandy, so you've gone from that to selling real estate now. And when you first started real estate, you were really focused on just selling, and now you're kind of shifting into building a team. Is that right?

Sandee Payne  09:04

Yeah, yeah. So I definitely walked right into the listing part of real estate, they always say everybody starts as a buyer agent. I was like, I'm going, I'm going in for the kill. Like, I've been in listings. I help agents list houses, like, I'm just going to focus on listings. And I did very well. My first year, I sold 29 homes, and it just escalated, you know, kind of from there. But yeah, I mean, I knew quickly this was also kind of pre in the day. It was 11 years ago, so it was before, like VAs again, like before this virtual space, there was a lot of like, physical, manual work that had to be done by you or someone else, like physically in your space. And I learned really quickly that I was able to attract the business, but I couldn't handle all the business like it was. It was just too much and that. And then I knew, like, okay, the average agent I think, closes like four houses a year. I'm like, I clearly, I've got something figured out. And it was probably my second year in that. I was like, I think I want to teach other people. I think I want to help other people grow, even just in my own little, you know, small little brokerage people were all people have been in the business for 20 years. Were like, how are you doing that? How are you especially into the social media and like that piece that some of the the more veteran agents kind of didn't have or weren't wanting to lean into, were realizing real quick how valuable, you know, the the new ideas were. And so I wound up, you know, kind of teaching and coaching agents in our own brokerage. And it really just made me believe that, like, I think I have something special, right? I say I think back then, because I thought now I know, like, I know for sure I have some, some special gifts to share with people. Yeah, all means. But back then I thought, well, if somebody wants to know, I guess I'm doing something, right? So I started growing my team. From there.

Brian Charlesworth  10:49

I love that. So what year was it? You actually got into real estate? 14, 2014, so it's 12 years now you've been in real estate, or 11 years, I guess. So you're right. I mean, real estate used to be completely different than it is today, right there? There wasn't such thing as VAs anywhere. There wasn't this I'm going to work on my business instead of in my business. There weren't teams that were doing a billion dollars in volume and and 500 to 1000 homes or more. I remember when everybody's goal was to get to 100 million in volume, and that was like, that was, that was the dream. And now, I mean, we have hundreds of customers at Sisu that do hundreds of millions in volume, which is, which is just amazing. So technology, technology, just the the entrepreneurship of these people, people really, building real businesses, has truly changed. So it's, it's fun to fun to see you, though, since I've known you, you've, you've had some massive change, yeah, what's that? Tell

Sandee Payne  11:53

me about that? What have you seen? Interesting? Because you're kind of, like, not a direct coach, right? Like, we don't get a lot of like, direct, you know, consulting necessarily, um, you've kind of watched from a little bit of a step away through spring's eyes and Justin's eyes and at events and things like that. So it'd be neat to hear your perspective on what you what you've seen. Sorry,

Brian Charlesworth  12:15

I think, I think, I think this is a great, fair question. And thank you for asking. So I see two main things. One, I see that you guys have really decided to take action in all of your lives, and you guys are both super fit. You've come a long ways on the health side of your lives, and you've come a long ways on the business side of your lives, you know, instead of selling real estate. And I remember when I met spring, and we've been married almost 11 years now. When I met her, she would always just say, I'll just sell another house. Oh, I'm going to buy that. I'll just sell another house. That is the last thing she would say to me today, is, I'm going to sell another house, right? I mean, the only house I can remember her selling in the anytime in the recent, you know, past, is we just bought a house, and she actually was the realtor on the house we bought. But other than that, because she's focused on building a business, right? And not just one business, but multiple businesses. So yeah, and I see that happening with you now, so we're going to talk about something. And it's funny, because when I first heard this, I thought of it as you know, this contest that you were doing, and after talking to you about this today, I really view it as you wanting to help others. So before we dive into that, I what I want to ask you, you were at a Tom Ferry event once, right? And did he call you up on stage? What happened?

Sandee Payne  13:40

Yeah, I was already on stage. You were on stage? Okay, already on stage. We were, I was on a very small panel, and we were talking about listing attraction strategies. So this, you know, obviously, like, I said from day one, like, I just went off to, I'm going to do listings. And it wasn't about winning at the table. You know, it wasn't like, how do you win at the table and get them to sign? It was like, how do you get them to even know, to get to you, to to even list their house? It was opportunity. I didn't get the opportunity.

Brian Charlesworth  14:07

Yeah, how do you how did you get to their door and get in their house, right?

Sandee Payne  14:11

Yeah, yeah. Before you get them to win, like, how do you just get your phone to ring? Like, how do you brand yourself that way? Yeah, so, yeah. So that's what we were basically talking about, is all of the the branding and the strategies that I mean, I drive around with a wrapped Mini Cooper, like, with QR codes all over it. Like, you have to be a little obnoxious sometimes to not get lost, you know, in the sea of real estate, but really just not being kind of unapologetic with, like, Yeah, I'm a realtor. I'm a good one, and I'm everywhere, and I can help you not being that secret agent that people are kind of afraid to they don't have sales breath, you know? They don't like, Oh, I'm a realtor up here she goes try to sell me out, right? It was just really being proud of who I was and what I had built, and being really knowing what I built like, knowing my niche, knowing where my value is. Not trying to be everything to everyone.

Brian Charlesworth  15:01

So you were in the Tom Ferry community. You were on stage. Was he the one interviewing you, you guys on a panel? So Tom's up there interviewing you guys. And we all know Tom asked great questions. He's right on stage, right? And so the next thing you know, he next question, he popped you a question. I don't think it was to marry him, right? No,

Sandee Payne  15:23

which? What was the question? Do that? First of all, I'm happily married. Two I'm gonna make my own money, so I don't need that. Yeah, he basically just was like, okay, and I'm paraphrasing, like, if you're so good at attracting listings, like you want to make a bet. And I was like, yeah, so you know, I'm so on stage. Preface, 8000 people big. So

Brian Charlesworth  15:44

he asked you, he waited second. He asked you if you want to make a bet. You didn't even know what the bet was, and you said, yes, yeah, okay, okay, so you're on stage all these people, and he says that you want to make a bet. You say, Yes. And what happens then? Yeah.

Sandee Payne  15:58

And I kind of was like, well, first of all, when Tom first says you want to make a bet, it's not about you anymore, like it's not about you anymore, it's a moment like you're giving, you're given an opportunity to do something bigger than yourself. So regardless of how small or big it was, I would have said yes, because I took that opportunity. So So we're, we're hand locked on stage, and he says, You don't even know what what it is. I'm like, I don't care. I'm gonna do it. And he's it. And he's like, okay. He said, Why bet you $10,000 that you cannot sign 100 listings before the next summit event, which was a 10 month cycle. So it was there 10 months ago, would have been on stage again. This is an appointment. This is like, sign real listing agreements. Like, put these homes on the market. Sign listings for $10,000 I was like, Okay. He's like, I'll think you can do it. I'm like, I'm gonna do it.

Brian Charlesworth  16:53

And then what at this point, Sandy, what was your best listing year? And I'm gonna say year. I'm not gonna say 10 months, but I know this was 5252 listings. 52 listings. At this point in your career. Was your best. How many years ago was this like?

Sandee Payne  17:08

Three, four? Yeah, just almost four years ago. Four years ago.

Brian Charlesworth  17:11

Okay, so, so Tom says, I'll bet you $10,000 you can't sell 10 or 100 listings in 10 months. Yeah, and you said yes before he even which means this is, this is not Tom saying I'll give you $10,000 No, this is if I don't do this. This is, if you don't do it, you're going to pay him $10,000 as well. This is a true bet, right? Yeah, this was, this was a movie. So game on, game on. You said, Yes. And then what happened?

Sandee Payne  17:39

Yeah. And then reality set in.

Brian Charlesworth  17:43

I got home, I was like, you have a lot of fear. Like, reality set in. Does that mean you had fear come to you, going, what did I just do? You

Sandee Payne  17:49

know, in, in all honesty, just, just for a minute, I thought, This is crazy. Like, am I crazy? Like, this is that's a lot of houses, that's a lot of listings. Yeah.

Brian Charlesworth  18:00

So the fear and doubt came in. Fear and

Sandee Payne  18:02

doubt came in obvious. I don't know who wouldn't feel that for a moment, you know? So I, so I everyone you know for the rest of the event. They're all like, you're Are you going to do it? I'm like, Yeah, I'm going to do it. I'm going to show you all, you know what? I kind of got this. It was awesome that it happened in this environment, because immediately this feeling of accountability came over me. Yeah?

Brian Charlesworth  18:19

Well, there were probably 5000 people at this event, 8000 people, 8000 people at this event, and they all know you committed to do this. So every one of them are paying attention. Every one of them are saying you're crazy. Many of them probably said you'll never do it right? Because that's what people like to do. They like to try to take away from you. So I I'm all in and being in that culture and that environment, committing to 8000 witnesses that you're going to do this, that's a lot of accountability. That's a good thing.

Sandee Payne  18:50

It is, and I'm glad I had it, to be honest, but it wasn't good enough for me, Brian, to actually have that accountability, because then I was like, Okay, so, so what? I'm supposed to just go stand on stage and 10 months and say I did it like who's going to believe me? Unless I bring them along? Who's going to believe me? Unless I say, I will show you I will not just do it and stand there and take my money. I believe if I can do this, we all can do this, everybody who sat in that room. And we know when we're in these big real estate events that the majority of agents sitting in that room is probably a solo agent. You know, they're not always these mega teams. Even if they're on teams, they're still sitting there on an individual seat questioning their abilities, what they can do. You go to these events, you hear people like you said, closing hundreds of million, billion people are hitting billions in volume now, teams and are hitting hundreds, you know, 1000s of listings on teams, but very, very, very, never, I never heard one solo agent listing 100 homes in a year. And I knew this was something Pivotal, yep, okay, this is where

Brian Charlesworth  20:08

so you decide you're going to bring these people along. And when you did that, when you said that, you actually reminded me of my wife, because spring, when she made the move from real to exp, she basically said, No one believes I can do it. Everyone thinks exp is, you know, this company, you had to get in early. You don't have to get in early. You just have to bring value to people. I can bring more value than I ever have. And so she's like, I'm going to bring them along for the for the ride, for the journey, right? And so you did that exact same thing. So how did you bring them along?

Sandee Payne  20:49

Well, I documented everything I did one I was all in my social media. You know, every time I had a, I had a one through 100 like list taped to my door. So every time I had a I had a listing. I hold up my thing, and I wrote the address.

Brian Charlesworth  21:03

You showed you showed the door, yeah. Now you would show your Sisu dashboard, but then you showed the door, right, right, yeah.

Sandee Payne  21:10

It was paper. We didn't have, I didn't know Sisu, so I had a list, and it was always in front of me. It was actually still have it. You can't see over there, but I actually have a list of ones. I try to do this every year, like for myself every year?

Brian Charlesworth  21:22

No, you just said you tried to do this every year. Does that mean that there's only one year you've actually done it?

Sandee Payne  21:27

I only did it that one year. And reason being is, now I'm growing my team. I've got things that have come from this that, you know, take away a little bit of my focus to do it. But no doubt I I could. I could do it again. If I if that's

Brian Charlesworth  21:40

all you could, all you would need is the accountability of 8000 people and you do it again, like

Sandee Payne  21:44

that, right? That's right, yeah, okay, on my journey, yeah. And I didn't keep, you know what I mean? I think one of the things too, is just like, if I figure something out, I'm just going to share it. So in our ecosystem, Facebook group, you know, in the in the fairy organization, you take all those people were in a Facebook group, and I would share, hey, this is what I learned. This is what I've tried. This is what I created. Here's a candle link. Here's a like, I'm just use it. You you do it. Do it with me. You know when I was just kind of, like, trying to fuel this motivation, because at 10 months is a long time to stay focused. Cuz, if you think about the math of that, like, I love breaking down the math, because people are, like, 100 listing, I'm like, okay, 10 a month. That's two to three listings signed a week. If you could just focus your activities on only the things that had the best opportunity to result in a listing appointment, you could do it so but we get so distracted with all the other stuff. You know, we aren't focused on what we want and what we focus on happens, yes,

Brian Charlesworth  22:45

we focus on expands. It happens, whether good or bad, right? So, yeah, so focus, focus on the good. I would call this a matter of focus and determination. Oh, 100% and you have to believe that you can do it, right? Yeah. So you did this, and now you want to help the world. And how are you going to how are you bringing this to world? Sandy, let's talk about this.

Sandee Payne  23:09

I do well, you know, I'll just say, like, I just thought, okay, that's an amazing and it was probably, like, a week before the summit, and I said to my my coach, I said, I'm, I'm panicking. And she said, what I did 103 actually. So I just had, I just kept going, because the things that I had built, like, the practices I didn't stop. I just kept, yeah, why would you stop? Yeah, and so. But I said to her a week before, I said, I don't know how to answer the question everyone's gonna have, like, everyone's gonna just want to say, like, okay, like, how did you do it? Like, that was going to be the money. And I was like, I don't, they're going to be my phone's going to be going crazy. They're going to be like, you have a minute. Like, can you talk? You kind of pick your brain. I'm like, I don't, I don't think I'm going to be able to handle all of that. So I started a Facebook group. I said I'm going to start a Facebook group. If you want to know how I did it, join me in my Facebook group. Free. Follow along. I'll share in there. I control what I can control when I'm in there, doing what I'm doing in there. And so I built this, made this whole little thing, QR code. Want to know how I did it, join my Facebook group, and that's what I gave out to everybody. I just, I just handed them out to everybody at the time. So I've built, over the three years, I've built this Facebook group to over 4500

Brian Charlesworth  24:16

agents. Oh, congratulations.

Sandee Payne  24:18

Country world. Israel is my furthest agent that I have someone in this group, and it's just kind of continued to escalate. And last year, several of them said, Hey, we need to do, like, an accountability, like, we'd love to, like, buy into something like, be held accountable a little bit. And I thought, Oh, how many people are going to do it? 220 people signed up for it in three days. I launched this sucker in three days, and had 220 people sign up for it, and we you

Brian Charlesworth  24:41

launched this three days ago. No,

Sandee Payne  24:43

last year. Last year, I did a tiny version

Brian Charlesworth  24:47

of this little contest. Last year, 220, people signed up, like that,

Sandee Payne  24:51

like that, okay, got through the year. We had a leaderboard and an Excel sheet like super basic and, yeah, I think our our top. Forming agent who stuck with it and leaned in, did 76 listings. That's great.

Brian Charlesworth  25:05

Nobody hit the 100, but nobody hit the 176. Is a good

Sandee Payne  25:08

year. That's a beautiful year. Yeah, and several were in that, you know. And it's not about the 100, it's just about the the discipline, just changing your business, how you go about it, how you show up, what your goals are, getting really clear, knowing what works, right? Like, accountability, like, that's your whole life. Is accountability in Sisu, it's figuring out how to keep track of what you're doing and what

Brian Charlesworth  25:30

works. I love that you did that last year, and I'm, I'm super excited to hear about what you're doing this year, but last year, I need to ask you this sandy, because I think there's something, there's something to the $10,000 like, if you didn't do it, you you had to come up with 10 grand to give to Tom Ferry, right? And if you did do it, it was like you sold a bonus house because he gave you 10 grand, right, right? Did he give you the 10 grand on stage? How did he present?

Sandee Payne  25:58

Oh, it was one of those big monster checks with my name on it. It was like a big deal in the background was like dollar bills, like this video of doll, I kind of thought not call it like my Golden Buzzer moment. Like, yeah,

Brian Charlesworth  26:09

that's exactly so when I was in college, I had a roommate, and they rolled out. We went to his Utah State basketball game. We would always sit on the front row. Be a little obnoxious, you know how it is. And they call him down at halftime and they say, we're doing this new thing today. If you you have 30 seconds, if you can make a layup, a foul shot, a top of the key shot, and a half court shot, in 30 seconds, you will get $10,000 you'll get a year worth of Sprite and you'll get a year's worth of Whoppers. Okay, free Whoppers for a year. Okay, so, of course, when they did this, they thought, No way anybody's ever going to do this, right? Mm, hmm. So he, he goes out there, and, by the way, this, this one of my friends. He had, you know, hair halfway down his back there was a lot less acceptable back then now. So you know, people are like, Who is this guy? He goes out there, dribbles, makes the layup, makes the foul shot, misses the top of the key, gets his rebound, makes the top of the key, runs back to the half court line three seconds left, throws the half court shot up, goes through the hoop $10,000 he got that $10,000 check the same way you did the next game. They presented him with this big $10,000 check that he could put in his bedroom for the year. You know, he got his and he got his Whoppers and his sprite. But that's what it reminded me of to hear this with you. So Tom presented you at the next was it at the next year's event? With,

Sandee Payne  27:42

yeah, so I was back on stage, back on stage, like, okay, of course, through the year, I had to check in and, you know, validate the fact that I was doing this for real. It was actually for real. And, yeah, so got on stage, kind of talked about, you know, here you are, what, what? How the year go, you know, and then we, you know, kind of led up to the announcement, did you do it? Did you not do it? And so, yeah, it was really, really kind of cool. I did a little mindset tricks. I think that's important when people set some pretty big goals. And this is obviously something I'm continuing to learn. You know, through being, through being with all of you, is you have to one believe it, and you have to be able to see it. You have to actually be able to visualize that this is taking place in your future. And I remember sitting there when I was, you know, my first day back in the office, and like, the only way I'm going to get there is if I believe that I can get there, yeah, and I'm going to be on that stage and I'm going to get this big check, and I'm and it's going to happen. And that was my goal. I just kept, you know, going for the life. I was like, I'm going to get it, I'm going to get it, and I'm not, I'm going to get it. I'm going to change my life, and I'm going to change a lot of other people too.

Brian Charlesworth  28:45

Yeah, I mean, it's the same thing. I was at the US Open in New York last year, Wimbledon, the year before that. You see these professional tennis players, the ones that win are the people that can see themselves in that position. And many of them that win are the ones that have won and won and won again. You know, you see the two, two same guys winning every event right now, because they know they can see themselves winning that, and they can see it, and they see it, and they visualize it. And once you have experienced that in your subconscious, now you can experience it in the conscious 100% and so, yeah, it's so, so cool. So congratulations on that. Tell me about the contest you're rolling out right now for next year,

Sandee Payne  29:24

for 2026 Yeah, it's just the beginning. So things have kind of escalated. Obviously, you know, I've continued to be the face, the name, speak about this opportunity that I had and how it changed and helped a lot of people, and it's kind of just grown into this, like, I think we're just going to go all in with it like, I think we're going to do something the industry is never collectively done like, and I say collectively meaning all brokerages, like anybody can purchase like this is not an exp thing. Like this is not like, Oh, I've always

Brian Charlesworth  29:57

this is broker. It doesn't broker agnostic. Doesn't matter. Matter what secret grit you're

Sandee Payne  30:01

in, no matter what you're in. I want to change people's lives. I want them to believe in themselves and believe that they can do they can do, even if it's going from 10 to 20, like whatever their goal is, just do better. Be in a room of people who want to see you succeed, who want to collaborate with you, who want to help you bring out your gifts and figure out where you belong in this business, especially as a listing agent, because I do believe, you know, buyers will find what they're looking for. I do believe the strength in the future of this industry, where it's going, and as we see it evolving very, very quickly, it all very much leans towards the buyer side. But I, I do believe listing agents are going to be where the future of this business is. And I feel, absolutely I feel responsible with what I know, to share that with with every agent that I

Brian Charlesworth  30:47

know. We all know that the listing agent has. The leverage listing agent is where everyone wants to be. Yeah, and it's a little harder right now when you're listing agent, because the market switched a little bit with the interest rates going up, and a lot of listing agents are having to do a lot of price drops, or their homes aren't selling. So it's a little bit different market but, but it's a great time to actually get that skill set in place. So Sandy, your contest is, is it the same contest that Yeah, mom had for you? Same challenge. You have 10 months to do 100 listings starting January 1. Yes. Okay. What's the name

Sandee Payne  31:20

of the contest? Zero to 100 listening

Brian Charlesworth  31:22

challenge, zero to 100 that's good. I mean, we could have Drake on there as well. Maybe Tom could sponsor this as well alongside Sisu. What do you think

Sandee Payne  31:31

that would be an interesting conversation to have?

Brian Charlesworth  31:34

Yeah, yeah. All right. So Sisu, I'm happy that we get to be a part of this event and sponsor, yeah, those dashboards with all these people in it. Yeah, it's gonna

Sandee Payne  31:44

be so cool. And so the neat thing is, just kind of preface, you'll be provided everything to help you be successful. And that's what our role is. It's like, I don't want them not to be successful because they don't have the tools or the resources or the support to be successful, you know, in growing a team, we sit down with recruit after recruit, and we hear we didn't have the support, we don't have the resources if, if we did, we would be able to do better. And so just hearing that over and over and over again. And of course, I can't have everybody on my team, you know. And okay, that's a whole nother. We'll vision that out later. But how can I be that missing link with what I know to be that support be the kind of missing pieces that people are really craving for? And what better way to do it is with a little competition? I know that drove me if, if there was no $10,000 check. I mean, I made a lot of money that year, so $10,000 honestly, in the scheme of it, like whatever. But had he not, had he just made the bet and that wasn't tied to it, I don't know if I would have been so driven to the end result, you know, of that standing on stage, she wouldn't have been collecting the check. And so that's why we really feel like giving people the platform and the tools and the leaderboards, right? We're going to pin you all against each other. We're going to we're going to we're going to constantly have in front of you who's who's winning. We all know competition is great, and we, I think we all have a similar personality. We all want to outperform and outdo our competitors, but we're going to do it with fun and love. And they're going to learn about a lot about real estate. I have two other partners, coaches that we're doing this together. So it's a big job to take on, and so they're going to get three, three coaches always there for them, weekly mastermind calls. I mean, just all the tools, wonderful like Sisu. I know a lot of people don't have again, meeting with so many agents. They don't have databases. They don't even know what KPIs are. Brian, you know, and I could not have done the challenge if I didn't figure that out and start to know I have to keep track of my work so I know what to repeat and what works and how to scale

Brian Charlesworth  33:47

right now. Who are the other coaches you're doing this with? Yeah,

Sandee Payne  33:51

so Danny Burgess and Ryan real the three of us.

Brian Charlesworth  33:54

So Danny and Ryan and you, yeah, and you guys are every week you're going to be on there, and you're going to run coaching calls for everybody in here at no charge, right?

Sandee Payne  34:05

There's a charge, okay? Coaching is not a charge, but there's a registration fee, of course, during the challenge. But we all are coming from the same the same place of wanting to just pour in and give and really honored to be able to do that with everybody. So of course, a lot of costs, and a lot of times, so there has to be registration. And again, if it were free, we don't think people would lean into

Brian Charlesworth  34:27

Sandee Payne  34:43

event. Right, right? Yeah. So it's 10 months, 10 pillars to 100 listing. So every month we're actually going to focus on one lead pillar from start to finish. In that 30 days, we're going to teach everyone how to how to use the pillar, how to build it, build an SOP around it, make sure their databases are built with all of their drip cam. Pain, scripts, material, marketing, all around, best practices, one pillar at a time. So every month that'll shift. So they'll be keeping themselves accountable with a lot of those tasks. In Sisu, there will be fun stuff like and it's not just real estate, because we, I do believe too. And you know, like you had kind of mentioned, like, just my, my personal life transformation I have. If you're going to perform at that level in real estate, you have a lot of other work to do on your health and your mindset, and we're incorporating all of that in we want to make sure that we're creating a very well rounded, sustainable, no burnout, right? Like sustainable success important, and that's why people like spring and you like you can have lots of business and have your hands in a lot of things and still get eight hours of sleep at night and go on vacations and live life, because when you have it all dialed in and systems that take time away, to take physical time off of you, right? Having all of those systems allows you to scale to more money, more freedom. It's, it's very interesting how it works. Absolutely.

Brian Charlesworth  36:07

Yeah, I have a feeling that we're going to have three people hit 100 this year. So 100 is not going to get the winner, whatever that winning prize is. It's going to take more than 100 because there's going to be three people hit 100 Are you in line with that? Or is that just me?

Sandee Payne  36:20

You know? I mean, if we just look at the law of numbers, you know, it's going to be very exciting. It is going to be very exciting to see who, who puts in the work to get to the 100. I hope, my hope in all of it is, I don't want people to not like we're going into this with the intention that you can do it, and if you believe you can do it, you will.

Brian Charlesworth  36:47

I'm going to be watching this leaderboard because I want these people to win as bad as you do.

Sandee Payne  36:51

Yeah, I'm not betting against any of them, you know. I'm betting for them, you know. And I know their lives are going to change. And it's I just, you know what the cool thing is, too. I mean, we're leaning in on we know this is going to be amazing. Because not only do we have people like you and your team stepping up, you know, and just what can we do to support you? Just you say it, we're there. We're also going to have master

Brian Charlesworth 37:15

coaches, like big name industry coaches that cost 10s of 1000s of dollars for a 10 minute phone call.

Sandee Payne  37:22

You know what? I mean, they're giving us hours of their time to speak to our coaching clients within the I mean, the more I talk to people, they're they're like, they're like, this is just gonna this is crazy, yeah,

Brian Charlesworth  37:34

well, I'm gonna say this because the the listeners of this are mostly team leaders. I believe we do have some solo agents and solo agents, if you're in this, go for this, but team leaders, if you're in this, I know a lot of you guys are out of production. Share this with your teams, because this is a way to increase your business by having Sandy coach your agents to become better listing agents. And for me, that's the key here. Sandy and her team are giving back, and they're going to make an impact on your business just by getting your team to participate in this contest for next year. Again, that's 10 months of coaching that your agents are going to get on how to be professional listing agents. And as I sit here right now, I'm like, I need to go downstairs and I need to tell because I'm in, I'm in the Utah Life Office, I'm like, I need to go downstairs and tell everybody, you got to get in this contest, right?

Sandee Payne  38:24

Yeah, yeah, and it's probably less than one commission check to get in for the 10 months. Yeah, yeah.

Brian Charlesworth  38:32

I'm excited for you guys. Thank you for giving back to the community like this. I believe. I don't know what I believe without a doubt, this year it's all going to be on the Sisu dashboards. We're going to know it. Everyone's going to know it. We're going to publicize this across the country, and there are going to be people that hit 100 this year. Yeah, so and again, guys, that's 110 months. Let that be you. Okay, yeah, all right. Sandy, hey, thank you for joining me today. There's no better place. No, no, no more fun for me to do anything than announce this contest on this show. So thank you for the opportunity. Thank you for the opportunity to sponsor and to be a part of this with you. And I am really looking forward to seeing some agents just crush next year.

Sandee Payne  39:20

Yeah, and the and the registration link went live today, so we are actively taking a competitor registration so they can reach out. What is that link? It's basically, sign up. Dot zero, all numbers, zero to 100 listing challenge com Say it one more time. Yeah, sign up. So sign up. Dot 01200, so zero to 100 listing challenge com, and if they just come on my Instagram, cool. It's right there. It's all over the place, right? All

Brian Charlesworth  39:49

numbers zero to 100 go to Sandy Payne on Instagram. You can hit the link there. Yeah, signed up, guys. The contest starts January 1, 2026 we're going to run it through the. End of October and next year, at this time, we will be, like, on The Final Countdown. We're gonna do it again, right? Yeah? It's gonna be, like, a race. It's gonna be the final two week sprint, yeah? And then we're gonna

Sandee Payne 40:14

celebrate. So we're gonna celebrate big, yeah, yeah.

Brian Charlesworth  40:16

Okay, Sandy, thank you for joining me on the show. It's great to have you today.

Sandee Payne 40:21

Thank you so much.