In real estate, success isn’t just about closing deals—it’s about relationships, resilience, and the leadership that drives both.

I’m excited to share insights from a recent episode featuring Jim Brunswick, a prominent real estate team leader in Colorado.

Jim’s story is one of passion-driven leadership, and it all started when he leapt from the building industry into real estate. He didn’t just ease into it—he hit the ground running, and within 45 days of being licensed, he had his first closings.

Jim’s story resonates with me because it shows the power of grit and hard work and I want to share the highlights of our conversation with you.

Tune in to our full conversation: 

Building from the Ground Up and Gaining Momentum Immediately

Jim’s journey into real estate wasn’t a slow build but a sprint. He boldly decided to switch careers while having little savings and four foster children to care for.

He got his real estate license in less than 30 days, driving back and forth to Denver for classes. His first closings happened within 45 days.

Jim's proactive approach stood out as he didn't wait for opportunities but created them himself.

Jim said something that stuck with me: “When you need, you go.” That mentality of relentless effort propelled him to success from the beginning.

It’s a lesson we can all take away: if you want something, you have to be willing to work for it, even when the odds seem stacked against you.

Building a Team and Scaling with Purpose

What impressed me about Jim is how he grew his team organically. He started by hiring a part-time assistant when he realized he couldn’t keep up with all the business on his own. Over time, that assistant role grew into a full team with two in-house assistants and seven buyer’s agents.

Jim’s approach to team-building was all about culture. He emphasized the importance of having a no-drama team. Jim's team of close-knit and supportive female buyer's agents get along so well that they often end phone calls with "Love you."

It's not just about business for Jim; it’s about creating a positive environment where everyone is valued and respected. At the core of Jim's philosophy are the team values that drive the company forward. 

I also loved hearing about how his team has grown through internal referrals, with agents bringing in new members who fit the culture. Jim has built a healthy team dynamic that people want to be a part of because it works.

Surviving the 2008 Financial Crisis

One of the most powerful parts of our conversation was when Jim talked about how his team survived the 2008-2011 financial downturn. Those were tough years for everyone in real estate, but Jim made it through by trimming unnecessary expenses and focusing on what mattered most. He knew that in tough times, you have to be efficient and strategic.

Jim’s mindset during those challenging years was simple: “Cut the fat and focus on what you need.” It’s a lesson that applies to any business, not just real estate.

You have to be willing to make hard decisions and adapt when the market shifts. I also found it interesting how Jim emphasized the importance of having a mortgage broker you can trust, especially when working through uncertain times. The right partnerships are critical in weathering financial storms.

A Client-First Approach

Jim's business is defined by his unwavering commitment to service, encapsulated in his motto: "It's all about service."

Whether a client is buying a $50,000 lot or a $5 million commercial property, Jim believes they deserve the same level of attention and respect.

He shared an incredible story about a client who started with a small $50,000 lot purchase but turned out to be a major real estate investor. That relationship, built on respect and trust, led to millions of dollars in business over the years.

Jim’s philosophy is simple: Treat everyone with respect, and the results will follow. This approach has been particularly effective in his career in real estate. By fostering trust and building strong relationships with clients, colleagues, and partners, Jim has consistently achieved success in real estate.

Building a No-Pressure Sales Culture

Another thing that resonated with me was Jim’s belief that real estate is never about selling—it’s about educating. He doesn’t pressure his agents to make sales.

Rather than pushing for a sale, he prioritizes providing clients with the essential knowledge to make well-informed choices, thus fostering trust and confidence throughout the transaction process.

Jim’s team operates on the belief that “buyers want to buy, and sellers want to sell.” It’s their job to facilitate the process, not push clients into decisions.

This no-pressure culture is a big reason why Jim’s team has such a strong reputation in their market. He also stays sharp by tuning in to real estate podcasts regularly, ensuring he’s always updated on the latest trends and best practices in real estate.

This keeps him and his team informed, which is critical in today’s competitive market.

Advertising and Lead Generation Strategies

Jim also shared his evolution in marketing. He started with billboards and newspaper ads but eventually moved into digital marketing, forming a partnership with Zillow about seven years ago.

This partnership grew from a small $250 budget to nearly $60,000 a month in Zillow leads during peak times.

Jim’s not afraid to invest in what works. He also uses AI-driven tools like Celebrity Agent to target potential buyers and sellers based on online behavior.

These targeted strategies have given his team a competitive edge in a crowded market.

Key Takeaways from My Conversation with Jim:

• Hard work pays off: Jim’s journey from managing a building facility to leading a successful real estate team shows the power of dedication.
• Building a team with the right culture is essential: Jim’s focus on creating a supportive, drama-free environment has been key to his team’s success.
• Treat every client with respect: No matter the size of the deal, Jim’s commitment to service has helped him build long-term relationships that lead to more business.
• Adapt to survive tough times: Jim’s ability to trim expenses and stay focused during the 2008 downturn helped him weather the storm and come out stronger.
• Invest in marketing that works: From billboards to Zillow, Jim isn’t afraid to spend where it counts, and his lead-generation strategies have paid off.

Ready to Build a Thriving, Resilient Team?

Talking with Jim revealed his mastery in resilience, leadership, and building a team that operates like a family within a service-oriented business.

His journey is a reminder that success in real estate isn’t just about closing deals—it’s about treating people well, adapting to challenges, and staying true to your values.

Tune in to the Leads & Leverage Podcast for more strategies and insights!

Our episodes dive deep into the experiences of top real estate leaders, offering actionable advice to help you grow your business, build strong teams, and succeed in today’s competitive market.