September 9, 2026Anna Pisarski got her real estate license at 19, and ten years later she is a licensed broker, Director of Agent Support and Development at The Courtney Group in Reno, Nevada, a competitive bodybuilder, and the agent behind an Instagram account pulling hundreds of thousands of views a month. In this episode, Suneet sits down with Anna to unpack why most agents have social media backwards. Her argument is simple: if anyone in your sphere is not using you as their realtor, you do not have a lead generation problem, you have a conversion problem. Anna explains how she treats Instagram as a CRM for her sphere instead of an influencer play, why she runs two accounts when everyone says you should not, and how she decides which content actually builds trust versus just juicing the algorithm. Suneet shares the AI driven analytics system he uses to track every post across every platform, plus the scheduling workflow that lets one piece of content work across Instagram, YouTube Shorts, and TikTok. The conversation then shifts to leadership. Anna breaks down how The Courtney Group coaches agents through the messy middle, what the second 90 days should look like, and why their six week accountability groups came back as the top rated item in every agent’s midyear review. She closes with the mindset that keeps her locked in (time under tension, ruthless self accountability, and getting the hard stuff done before the day starts) along with what it means to take over a top producing team from her mother, Kathy Courtney, as Kathy heads into her final two years. If you lead a team or own a brokerage and want your agents posting with purpose and holding themselves accountable, this one is for you.
Chapters:
- (00:00:00) You don’t have a lead generation problem, you have a conversion problem
- (00:04:50) Licensed at 19: surviving the real estate rollercoaster as a teenager
- (00:07:05) Coaching agents through the messy middle and the second 90 days
- (00:12:50) Why Anna runs two Instagram accounts (and why it works)
- (00:14:35) Social media is a CRM for your sphere, not a lead gen tool
- (00:18:05) Tracking every post with AI to find the patterns that work
- (00:20:55) Instagram vs Facebook vs TikTok vs YouTube Shorts for realtors
- (00:25:55) Accountability through self discovery and running accountability groups
- (00:29:45) Grit, time under tension, and what keeps Anna locked in
- (00:34:20) Taking over a top producing team and advice for team leaders
Episode breakdown: social media as a sphere CRM and accountability groups that last
Anna Pisarski is director of agent support and development at The Courtney Group in Reno, Nevada. She describes her job as making sure new agents become excellent realtors while they learn lead generation, so they handle every lead professionally. This conversation covers how she uses social media with her sphere, how the team supports agents after their first 90 days, and how it runs accountability groups.
Treat social media as a CRM for your sphere
Anna thinks most agents make social media too big. They see it as a lead generation tool that requires becoming an influencer with big numbers. She uses it to nurture the relationships an agent already has, so those people talk about the agent in rooms the agent isn’t in.
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 Pisarski
Posting lets her speak to everyone individually at the same time. The analytics show who enjoys her content, which points to the people most likely to want a real estate conversation. Sphere leads come to her when they’re ready, and they already trust her. People regularly message her to say they want to buy, and the only thing they’ve decided is that they want her as their realtor.
Run two accounts and balance the content mix
Anna runs two Instagram accounts, even though common advice says not to. Her personal account is where she gets hundreds of thousands of views. The second holds only real estate, so a prospective client who wants just that content can open it like a folder. She posts on Instagram first and shares to Facebook, because some age groups only use Facebook.
She tests carousels, reels and local spotlights, and watches engagement, views and how long people watch. Trending, funny posts get the most views but don’t build trust in her as a realtor. Her favorite format, text carousels, gets fewer views. Some videos earn thousands of views from people who aren’t buyers, so she aims for a mix that’s both entertaining and useful.
She now records every other week. After about 18 months of consistent posting, she can repost her best past content as throwbacks, so the work gets easier over time.
Plan for the messy middle and the second 90 days
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 Pisarski
Anna got licensed at 19 and lived the real estate rollercoaster: busy with business, then no lead generation, then slow again. That’s why her team plans past onboarding. The first 90 days are about getting bearings and filling a pipeline, with a lot of hands-on help and time in the office.
In the second 90 days, agents keep one-on-one mentorship and weekly Friday calls that build skills and hold them accountable. The goal shifts to teaching them to stay motivated on their own. On Fridays the team also runs a Friday Fuel Up, an enrichment period for new agents in the mentorship program.
Run accountability groups in six-week sessions
The Courtney Group runs accountability groups in six-week sessions, then usually takes about six weeks off. After the latest session, the team kept each group together for the rest of the quarter, so members can keep meeting on their own and compete as a group.
Anna says the groups work because of agent buy-in and because agents are held to showing up. Agents like them because they get to know one another, and advice lands differently when it comes from a peer.
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.
Anna Pisarski
The results show up at every level. Agents in the messy middle get structure, top agents sharpen how they talk about real estate, and new agents get a support system. When Anna did midyear reviews with every agent, the accountability groups were their favorite thing.
Build grit and self-accountability
Anna is a competitive bodybuilder, and she borrows “time under tension” from the gym. You get stronger by doing what you don’t want to do, over and over, long enough to see results. She thinks many agents stop just before the results arrive, or jump to a new system because the current one is uncomfortable. She does her hardest work first, starting her day at 4 AM.
She believes in accountability through self-discovery, where agents find their own reason to do the work rather than waiting for someone to check their numbers. Her advice for team leaders is to remember that not everyone is you, and to lead by going first rather than by barking.
Key takeaways for team leaders
- If people in your agents’ spheres use other realtors, coach conversion and nurture before buying more leads.
- Balance content that gets views with content that builds trust in you as a realtor.
- Plan the second 90 days with ongoing one-on-one mentorship, a weekly call and a goal of self-motivation.
- Run accountability groups in six-week sessions and hold agents to attendance.
- Let peers deliver the message. Agents often act on what an accountability partner says.
- Lead by going first, and remember your agents are in different places than you are.
Links and Resources:
- Website
- Anna Pisarski on Instagram
- Team Leader Secrets by Suneet Agarwal
- Reside Platform
- Reside Platform Website
Thanks so much for joining us this week. Want to subscribe to the Reside Platform Podcast? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!
