Real Estate Insiders Unfiltered Agent Series 29: Selling 5 Homes a Year Isn't a Business
Mar 16, 2026
Lisa Chinatti, broker-owner who scaled from solo agent to leading a 100+ agent brokerage, shares her rise and systems. She talks about the dialing and appointment-first habits that fueled growth. Lisa explains building an in-house ISA team, applying EOS/Traction to diagnose and fix business problems, and creating a people-first office culture. Practical stories about hiring, training, and using AI round out the conversation.
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How Booking Two Appointments Transformed Production
- Lisa went from selling one or two homes a year to 82 in 2016 after treating real estate like a job.
- She booked two appointments daily, stayed at the office until 5:45 PM if needed, and prioritized calls until those appointments were set.
Rebuilds Need Tough Cuts And Clear Targets
- Rebuilding a brokerage requires honest reset: Lisa cut agents and refocused data and accountability.
- After mistakes she ran a 30–60 day leadership diagnostic and set a goal to return from ~475 units to 625 units.
Run A Diagnosis Before You Fix Anything
- Diagnose before you treat business problems to avoid wasting effort on the wrong fixes.
- Use EOS/Traction to audit eight components like right person/right seat, accountability, and data, then run 30–60 day focused trials.
