Episode 145: When Growth Hurts: How Zach Geisendorfer Recovered from Rapid Expansion

In this episode of the "GRIT" podcast, Brian Charlesworth sits down with Zach Geisendorfer, Director of Client Relations at FAM Realty Group, which started with five agents and is now at nearly 40 in Orange County, California. Zach shares the ups and downs of growing quickly, including the hard lessons learned about the need for solid systems and a strong team culture. “We thought we were on top of the world when we added 25 agents in two weeks,” Zach says, “but without a solid system, things fell apart fast.” This experience taught them that growth without structure isn’t sustainable.

Zach talks about his own journey, from making over 130,000 calls a year as an ISA to leading a team that has more than quadrupled in size. He jokes about his early days as a "cowboy," jumping from task to task without any real plan, and how that approach just didn’t cut it once the team started to grow.

They also chat about how the team is moving into the luxury market, using data to make smart decisions, and keeping agents motivated through friendly competition. Zach’s approach to training and accountability has made a big difference in their success. With Sisu, Zach says, “we’ve moved beyond spreadsheets and guesswork—it’s all about clear, actionable steps now.”

Top Takeaways:

(4:44) Why do team leaders with five agents often struggle?

(5:49) Can rapid growth really destroy your team?

(7:50) What’s the cost of being a ‘cowboy’ in business?

(9:28) How was a hot lead list created from cold contacts?

(13:03) The crash-and-burn after adding 30 agents.

(17:54) What’s the secret sauce in a 30-60-90 day plan?

(20:32) What happens when a whole team goes paperless?

(23:30) Turning leads into wins with the Sisu pipeline

(27:46) Roleplay, coaching, and conversions: a winning combo

(31:33) How did aggressive prospecting dominate the $5m market?

(36:42) What daily habits are driving massive success in sales?

(41:51) Turning accountability into a growth catalyst

If you’re looking to scale your real estate business or just want to hear how a team can grow and thrive, this episode is full of practical tips and insights you won’t want to miss.

About Zach Geisendorfer

Zach Geisendorfer is the Director of Client Relations at FAM Realty Group. With a strong background in sales, he began his career as an ISA, making over 130,000 calls a year before transitioning into his current leadership role. Zach has been instrumental in growing the real estate team from 5 to nearly 40 agents in Orange County, California, focusing on building solid systems and fostering a strong team culture.

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