How Brian Burds of eXp Realty Produces More With a Smaller Real Estate Team

Success Spotlight

• Real estate team of 12 agents
• Market coverage in El Paso, Texas
• Average of 200 transactions annually

Brian Burds Realty of eXp Realty, led by Brian Burds, has flourished, growing into one of the leading real estate teams in the region. Based in El Paso, Texas, Brian was able to reduce his real estate team size from 35 agents to 12, while increasing profitability.

Over the past five years, the team has successfully closed over 1,000 transactions, representing a combined property value exceeding $200 million. With an average of 200 transactions annually, Brian’s team has achieved a closure rate that far surpasses industry standards. This strong performance is a testament to the team’s expertise, strategic approach and use of innovative tools to meet and exceed client expectations.

Here, we unpack Brian’s incredible journey—from the importance of hiring the right people to utilizing Sierra Interactive’s advanced features for lead management and team collaboration.

 

Turning a Solo Career into a Thriving Real Estate Team

The transition from being a solo real estate agent to leading a high-performing team isn’t a path without challenges. It requires patience, strategy and the right tools to balance growth with efficiency. For Brian Burds, the evolution of his business has been a lesson in adaptability and innovation.

From starting out as an individual agent to building a 35-agent operation, Brian’s story is a masterclass in real estate team success. Today, his 12-agent team outpaces the production previously achieved with 35 agents—proof that deliberate strategy and operational efficiency trump mere volume. At the center of this transformation is Sierra Interactive, a real estate CRM that has helped Brian streamline his operations, prioritize leads and optimize his team’s workflow.

 

The Journey from Solo Agent to High-Performing Team Leader

Brian’s entry into real estate was not a conventional one. With a degree in finance and stints in politics, real estate started as an alternative career. However, it quickly became clear that his knack for connecting people with homes was more than a side hustle.

What began as a solo venture soon expanded into a small team, scaling to a massive 35-agent powerhouse. At first, the focus was on growth—hiring more agents and increasing capacity. But over time, Brian realized that bigger doesn’t always mean better.

“What I learned was that it’s not just about adding people—it’s about adding the right people,” Brian explains. “Efficiency, culture, and production matter more than just having a large headcount.”

This mindset prompted Brian to restructure his team. He trimmed down to 12 high-performing agents who now achieve the same production numbers that his 35-agent team once did—387 transactions in 2024, with an ambitious goal of hitting 600 transactions in 2025.

His secret? A focus on finding agents whose goals align with the company’s, coupled with tools like Sierra Interactive, which helps the team stay organized, accountable and productive.

 

Why Sierra Interactive Was a Game-Changer

Despite enormous success, Brian and his team faced challenges when it came to finding the right CRM system to fit their needs. Years of trial and error led them through platforms such as Boomtown, Commission’s Inc. and Firepoint. Eventually, they landed on Sierra Interactive—and they haven’t looked back since.

What Set Sierra Apart?

Adaptability to Customer Feedback

“Sierra really listens to its customers,” Brian notes. “Their ability to take feedback and make improvements based on real-world use is what makes them stand out.”

Open API for Seamless Integration

With multiple tools—from call tracking systems like Shilo to transaction platforms like Sisu—Brian needed a CRM that could integrate with his tech stack. Sierra’s open API has allowed his team to connect data across platforms, streamlining workflows while keeping everything centralized.

Improved Team Organization

Sierra’s intuitive filters, lead pond functionality and call tracking features simplified team workflows and ensured that agents were prioritizing leads effectively.

However, the decision to switch to Sierra was not without hesitation. Brian initially delayed adopting Sierra due to concerns about disrupting his team’s workflow and morale. It wasn’t until his team reached a natural inflection point—paired with the realization that their previous systems lacked scalability—that he made the leap.

 

The Role of CRMs in Building Highly Efficient Teams

Sierra Interactive didn’t just provide a better CRM—it provided a strategic advantage for team building. Here’s how Brian uses Sierra to help his team thrive.

Prioritizing Leads with Filters & Activity Tracking

One of the game-changers for Brian’s business has been Sierra’s advanced filtering capabilities. By creating shared filters, his team can easily prioritize the most active leads. For example, every morning, agents can focus on high-priority leads based on activity in the past 24 hours.

“Out of 60,000 people in our database, we know exactly which 180 leads were active yesterday,” Brian shares. “These insights allow our team to engage effectively and efficiently.”

Improving Collaboration with Lead Ponds

With Sierra’s lead ponds feature, Brian’s agents share leads across the team, allowing the most available agent to follow up promptly. This ensures no opportunity slips through the cracks, while avoiding overload for individual team members.

Call Tracking for Real-Time Coaching

With an integrated dialer and Shilo’s API, Sierra provides Brian’s team with detailed activity logs. Calls are automatically recorded and logged into the system, enabling real-time coaching and actionable follow-ups right after every interaction.

 

Looking Ahead to 2025

For Brian, the future is bright. With market experts predicting increasing inventory and stabilizing interest rates in 2025, Brian is optimistic about his team’s goals.

“We’ve been pulling back a slingshot for the last three years with this market,” Brian remarks. “Once inventory hits, it’s all about being prepared.”

Brian’s ambitious plans include scaling showing partners and team agents more effectively. His approach focuses on maintaining profitability while ensuring his team is equipped with the right tools to build strong relationships with clients.

Through all of this, Sierra Interactive remains a trusted ally. Its flexibility, powerful features and ability to evolve with Brian’s needs make it an essential partner as his team prepares to close 600 transactions—and eventually scale to 1,000.

 

What Real Estate Teams Can Learn from Brian Burds

Brian’s story offers several actionable insights for team leaders looking to grow their real estate business:

Commit to the Right CRM

A powerful CRM like Sierra Interactive can centralize workflows, streamline operations and improve team productivity.

Prioritize Quality Over Quantity

Focus on high-performing agents and efficient team structures instead of simply expanding headcount.

Use Tools to Empower Your Team

Leverage features like call tracking, custom filters and integration through open APIs to maximize your team’s potential.

Stay Committed to Learning

“The key is to spend time understanding the system,” Brian advises. “If you don’t take the time to learn what your CRM can do, it’s just an expensive spreadsheet.”

Turn Challenges into Opportunities

Whether navigating market shifts or CRM transitions, Brian encourages teams to view obstacles as opportunities for innovation and growth.

 

Build Your Own Success Story

Brian Burds’ incredible transformation as a real estate leader proves that the right tools and a vision for growth can turn challenges into success stories. With Sierra Interactive, his team seamlessly manages leads, enhances collaboration and prepares for the future.

Is your current CRM helping you achieve your business goals? If not, it might be time for a change. Schedule a consultation with our team of experts today.