Beyond Commissions: Generating Wealth – The Lander Team

The real estate market is constantly evolving, and top-performing teams must adapt to maintain their success. In the latest episode of The OT Only Teams in Real Estate podcast, host Daren Phillipy sat down with Scott Lander, leader of The Lander Team in Kingman, Arizona. Lander shared his journey from a booming market to maintaining high-level performance despite economic shifts. His team, which once boasted 45 agents, has strategically downsized to 14 while remaining highly productive.

With over 400 units closed and $85 million in volume in the past 12 months, Lander’s experience offers invaluable insights for agents and team leaders navigating market changes. From refining team structure to expanding investment strategies, this conversation provides a roadmap for sustained success in real estate.

Adapting Team Structure and Priorities

One of the most significant adjustments Lander has made is scaling down his team from 45 agents to 14. Managing multiple locations posed challenges, and he realized the necessity of making tough decisions to ensure profitability.

Lander emphasizes the importance of tracking financial metrics and making data-driven adjustments. His commitment to monitoring expenses and profitability has allowed him to streamline operations and focus on high-yield areas. He advises agents and team leaders to keep a close eye on their numbers and be willing to pivot when necessary.

Diversifying into Real Estate Investments

Recognizing shifting market dynamics, Lander has doubled down on real estate investments. His investment portfolio includes:

• Spec Homes – Developing properties for resale, ensuring high margins with strategic land acquisitions.
• Seller Financing & Notes – Providing alternative financing solutions to generate passive income.
• Airbnb & Short-Term Rentals – Maximizing returns through vacation rentals in high-demand areas.
• Strategic Land Investments – Acquiring and holding properties for long-term appreciation.

Lander credits his success in investments to mentorship from Brett Tanner and participation in the KW Wealth program. He underscores the importance of finding a profitable niche and effectively deploying capital to maximize returns.

Lead Generation & CRM Optimization

Generating 15-25 leads daily, Lander’s team relies on multiple sources, including organic Zillow leads, lead days, and data-driven prospecting. He highlights the importance of consistent activities, especially in the fourth quarter, to maintain engagement and future business opportunities.

To improve efficiency, he has refined his CRM strategy, transitioning from BoomTown to Sierra and now to Follow Up Boss and Ylopo. The integration of Sisu, a performance-tracking tool, has been instrumental in measuring agent activity, running contests, and ensuring accountability.

Recruiting & Developing Talent

Recruiting in a smaller market like Kingman presents unique challenges, but Lander has built a system to attract and develop top talent. His process includes:

• Indeed Ads & Community Engagement – Proactively identifying motivated candidates.
• Structured Training Programs – Offering rigorous onboarding to ensure agents are set up for success.
• Assessment Tools – Using DISC, Enneagram, and Paul Anthony’s Working Genius to place the right people in the right roles.

By emphasizing calls, connections, and appointments, Lander ensures his agents focus on high-value activities that drive results.

Lessons Learned & Future Outlook

Reflecting on his journey, Lander acknowledges past mistakes, including tolerating insubordination and failing to plan adequately for the future. He now prioritizes reverse engineering his business model, ensuring every decision aligns with long-term goals.

Moving forward, he aims to:

• Exercise more patience while making difficult decisions.
• Strengthen the synergy between his investment and sales teams.
• Leverage emerging CRM and lead generation technologies to enhance productivity.

Key Takeaways

Scott Lander’s story is a powerful example of adaptability and strategic thinking in real estate. His focus on data-driven decision-making, investment diversification, and disciplined team-building serves as a guide for agents and team leaders seeking sustainable growth.

As the market continues to evolve, embracing change and proactively planning for the future will separate thriving teams from those struggling to keep up. Tune into The OT Only Teams in Real Estate podcast to hear the full conversation and gain more actionable insights.

For additional resources and to join future masterminds, visit OnlyForTeams.com

Transcription

Announcer  00:00

Welcome to the OT only teams in real estate.

Scott Lander  00:15

We pay for leads too. We do a lot of we don’t just lead gen the old fashioned way. I do have organic Zillow stuff that just flows in me, because there are accounts and stuff like that, but that we have lead days. I didn’t get into that, but that we have lead days, so agents will get between 15 and 25 leads in a day, between sign calls to internet leads, between paid leads, between all of it, and it all funnels down to them. So they they have to convert that, and then I have to hold them accountable, according to our CRM standards in the flow there right now, I have three, three people that are on the investment team. It’s not much, and they’re digging Off, off market properties. So we go through different sources of data. We do old fashioned stuff. We do driving for dollars. We do we have different programs. We bought a ton of data. So calling is big, cash offer script, a lot of Facebook marketplace stuff off market, stuff that you make offers on. We found a way to get into the MLS on expireds on vacant lots that we want to purchase. Go back 10 years on expired withdrawns and canceled. We cross vet them. We find out who’s resold them in the meantime before and we get rid of we narrow it down to the ones that haven’t sold out, that have expired, so we knew what they wanted at some point, and we just make them offers. And that worked really well in key locations.

Announcer  01:37

Here’s your host. Daren Phillipy,

Daren Phillipy  01:40

Hey everybody. Welcome to this week’s ot only team for real estate agents. My name is Daren Phillipy. I’m your host, and you’re going to want to listen to this sucker one or two times, because my friend Scott, he dropped so many nuggets that you probably won’t pick them up the first time. Scott lander, from the lander team Kingman, Arizona and Bullhead City, he does a ton of business, over 400 units a year. And we talk some real information about what it’s like to transition from a booming market to how do you still keep your team going? We talk a little bit about a system that’s going to bring emerging talent into your world. But then we spend a little bit of time talking about building wealth, and the stuff that he shares there is so good, and he breezes right past it, and some of the stuff you soon, I’m like, I don’t know what that is, but I’m definitely going to go ahead and start researching that, because Scott has definitely built a foundation to build wealth, and he runs multiple businesses that he’s got great returns. So I’m super excited for you guys to check this out. Now, just as you guys know, we do this every Tuesday at noon, I want to make sure that you guys are in the room to be able to ask questions from guys like Scott on how to do the things that he does. And if you would have been in the room, you would have been able to ask more questions specifically on this. So if you want to make it in the room, next time, all you need to do is go to only four teams.com and go and click on there’s a multiple links there that says, join the zoom or join the Zoom Room and just jump in the Zoom Room at noon every Tuesday, and you’re going to find us there and rocking out the OT. So I want you to be there now. I’ve been talking a ton, so it’s really time for Scott to go and do his thing. So I’m going to see you guys at the end of the OT. Alright guys? Well, welcome to the OT. Here it is another time that we get together super smart people to learn from someone that’s also super smart. And Scott, you are the hero of the day because I’d been trying to fill up the rest of the year, and I had one blank that was very difficult to fill up. And Scott, you said, Dude, I’m willing to do whatever you need me to do. So, man, check this out. Guy, Scott lander, from the lander team in Kingman, Arizona, and he does 429 units and 85 million in volume over the last 12 months. And Scott, thanks for hanging out with us. Dude, absolutely

04:18

thanks for having me. Guys, you bet. So

Daren Phillipy  04:20

tell us a little bit about your about your team, how long you’ve been in the business, and how long you’ve been a professional golfer?

Speaker 1  04:27

Yes, yeah. So I did play golf professionally. I played at UNLV and your guys’s neck of the woods from 9096, to 2002 and we had a great team those years. We won the national championship. Tried to play professionally for a few years, didn’t, didn’t make it too far. So I got into real estate, sell some of my dad’s spec homes in our small town, and that was 20 years ago. So back during 20 years total in sales, I immediately I joined REMAX. When I first started. I was with them for. 10 years, it was just me and a licensed assistant. So I did about 100 150 transactions a year by myself with her, and I was just overflowing with business, and I needed to learn to build a team, or I needed to cut back. So I decided to join Keller Williams, because that was kind of right when Gary was really pressing the team, building stuff back in around 2013 roughly, and I just set a goal because I’d already crushed the individual sales side. I was like, Well, how do I crush a team and learn about that? And I jumped into that pretty heavy. And within five years, I accomplished the mrea model at seventh level. And did that for four years. I netted a million dollars for four years in a small town. At our peak, we were 675 transactions, about 140 2 million. I think it was so our average purchase price is obviously, try doing the math. It’s pretty stupid low. We’re around anywhere from 180 to 250 little higher. Now, you know, prices have gone up even more, but over the past few years, had a lot of changes, and we’re now a much smaller team. I had expanded to five locations at one point, Casa Grande, Flagstaff, Havasu, Bullhead City and Kingman. Right now, I’m just bullhead and Kingman, since it’s the same platform and we’re 30 minutes apart, like it’s right by Laughlin, you guys are probably driven through some of these areas a million times, but right now, currently, we’ve gone through a lot of transitions. I’ve gone through team leaders. I’ve gone all the changes. I’ve probably been through them, and I’m still in the middle of it. So it’s been an interesting ride. And right now, our team’s a lot smaller. I actually like it better to be honest with you. There’s not as much what I call noise. So right now, we have about 14 agents, roughly, and we mix that with an investment team too. So we found a lot of off market properties because I have an investment team with a traditional team, I can get into some of that if you want, but we don’t do anything like we do a lot of volume. We just don’t like transaction counts, but we don’t do heavy in volume, is what I should say. Sorry, our volume is not super high for the amount of transactions we do. So

Daren Phillipy  07:07

so good, so good. Can’t wait. I know there’s tons of questions that everybody’s already writing down. So Scott Taylor, write this stuff down. Laura, write it down. Leah, write it down. Okay, so this is the deal I want to hear, because before you guys came in here, he was top telling me about his team’s change. So tell me what your org chart looked like before, and then I want to know what your org chart looks like now and how you made that adjustment.

Speaker 1  07:37

Yeah. So we had about 45 agents at our peak. We had a team leader. We had an expansion leader. I had we were grooming leaders in the on the ground to become more dominant in those locations that we were in. That was a very messy world, very hard to track, hard to spend time with people and build relationships long distance. So that dissipated very quickly. We thought that was a route we were going to go. If I had the right people, it could have worked, but we lost momentum on that pretty quick. So that was about a five year run with building locations. So we’ve now gotten it pretty small. I just lost my team leader a week ago, so I’m back in the saddle leading my team, which is really needed to happen for me to grow to the next level. So fully transparent, it’s been a pretty ugly year. I mean, from a standpoint of income, I’m not making near as much money on the team. I hear that a lot lately. I know some teams that are just crushing it right now. So currently we’re 14 people. I have three admin one of those runs my investment side. I have my own personal assistant that runs, helps me tracking all the stuff. I have 37 spec homes going right now myself. So I’m pushing a lot more heavily into investments. I do a lot of notes, seller financing deals. We find a lot, a lot of land, and we flip land. Honestly, more of my income right now is coming from investment side than it is the team side. And I don’t know if I want to build a big team from here on out. I’m always going to need sales agents to help me, but I don’t need a ton of them at the point. So I’ve kind of gotten to the point where I’m getting more lean and mean, and I’ll be very transparent too. I don’t know what the future looks like with my team Exactly. I’m in the middle of kind of just listening and being quiet and watching and observing and seeing what I want to do, like I’m in this a little bit of a transition, so I’m not quite sure where that’s going to lead. And I’m kind of excited for it, to be honest with you, it feels weird, but I’m a little excited for it too. So

Daren Phillipy  09:45

So did your we’re excited to hear about this transition too. By the way, did your or current org chart? You’ve got three admins assistants, and then you have a personal assistant. Is that correct? Correct? Yeah. Is there anybody. Else and the other three assistants. What are they doing? Yeah, so

Speaker 1  10:05

actually, we’re just, well, we have three, we do have three admin. One of them just does stuff on the side when we need it a la carte. Because one of the admin is my wife, who has been licensed for five years, but she didn’t really start getting into the industry heavily until about a year ago, but she’s like, super smart. I’m not just saying that she she really picks up on it quickly. I mean, she’s never even sold real estate, and all the agents go to her for all the contract questions. She really nailed all this new transition with the changes in our industry, with the buyer brokers and the seller compensation forms and all the legalities there. So she’s a real heavy go to for questions for that. We really have one main transaction coordinator that runs all of it, but there are three admin. So one’s all a cart, one’s my wife. She’s not on payroll. She should be, but we just keep costs low with that, and then offset that. And then Danielle runs all of our transactions. Mainly, she’s our main go to she’s been with me. She’s on salary. She makes 70 a year, which is high for admin, but she’s very good at what she does, and I’ve gotten a lot of my expenses down because I had, I don’t know, eight, nine admin at one point, salaries just eat you alive. And so I’ve really cut costs. I was at 70,000 a month in overhead. Now I’m down to around 25 a month. Is where I’m and I need to get it even a little lower. So I, I’m really big on books and tracking my numbers. I can dive into that too. I’ve, I’ve worked with high level bookkeeping companies, and knowing my returns for the past 10 years has been critical for my decision making.

Daren Phillipy  11:32

What? What are some of the things that you need to do when you saw things changing and your your your profit was getting smaller, what what were you looking at? And what did you adjustments did you make?

Speaker 1  11:44

Well, I’m always looking at, I hate to say it, because there it’s a people business too. So you got to care about the people, but at same time, you’re in the business to make money. So if you’re watching your numbers and your profitability is down, and you’re looking at your pendings of what’s the future of your story that’s coming in. You got to make decisions that if you’re seeing consistent negative, negative downturns. So, you know, it starts, you got to start looking very heavily of like, do I use this? So I do a red, yellow, green game where I label what is important, what I need, what I don’t need, what I kind of need, and then I just start making cuts on stuff that won’t affect the people. So the last thing I try to cut are the people or things that will affect the team. So I just started cutting nonsense, you know, stupid costs that I didn’t see, like G Suite, we were having a bunch of accounts, little, little things, 235, $100 here and there, storage units, like, weird stuff that I had that was just eating me, that I didn’t need, so I just cut that out. Perfect.

Daren Phillipy  12:46

What so you got eight agents?

Speaker 1  12:50

Yeah, well, we have, we have 14 people on the team. So we have 10 agents,

Daren Phillipy  12:55

10 agents. How do you feed those guys with leads? What does that look like, do you feed them environment? What creates the leads? Well,

Speaker 1  13:04

I’m a big believer in, like, drumming up your own leads through original work that agents should be doing. So I provide the dialer the data to do all that. But not everyone does that and is comfortable with it. I also I’m a massive believer, especially in a small town, but it should be everywhere in your sphere, and working your sphere, because I grew up, my first 10 years in coaching was Brian Buffini. Some of you may know him, yeah, of course. But I’m a massive fan of his stuff still, because it works calls notes and Popeyes and client parties. So we’re big on on teaching the agents how to get business from that as another leg to the chair. And then I went through a massive CRM change this year. I had used Boomtown for 10 years, and I moved away from them to Sierra. Then, lucky me, Sierra basically started going under right when I joined them, and now I’m on my second CRM change in one year to follow up boss and y Lopo, and I’m always going to use sisu to integrate with that. Are any of you familiar with sisu? So sisu has been a massive difference maker in our business,

Daren Phillipy  14:17

because talk about sisu real quick. So for those who don’t, for those of you

Speaker 1  14:22

don’t know, it’s a front and a back end data collector of of what you do for activities. So like your back end, it tracks all your closings, the ROI, what you what your team members are doing, what they’re making, what you’re making. It really ties in. It’s a dashboard. And then the front end, it’s incredible, because you can do different activities and contests that are visible on a board for everyone to see what their activities are. You can do like a pop by challenge for the month and say who is going to lead that and create rewards or create teams for it. Or you can it shows you all their activities with their calls or connects appointments, met appointments, set closings, pending. Is all that. It shows where you’re at as a team. It’s a really beautiful dashboard, and it ties into everything you do so the front and the back end, it helps you communicate with your clients better. It helps the agents be able to see their transactions better. It’s something we’ll never get rid of. That

Daren Phillipy  15:13

tie into our CRM, yeah, and my understanding is it could carry a lot of people, a lot of that in there.

Speaker 1  15:20

Oh, it’s, it’s insane. I’m a big believer. I’m friends with spring Benson up in Utah, and her husband, Brian Charlesworth, runs sisu and owns it, and they’ve done some massive things in it. And he’s a real entrepreneur doing big things. So you’ll see more and more of that name. I couldn’t recommend it more. So

Daren Phillipy  15:38

what are some? So what are some of the things that you’re doing. You obviously have a reputation. Your dad’s, you know, builder down there. You’ve you’ve got that, you’ve got a reputation of being an athlete and all that kind of stuff and and how, how are you using that to build that brand? Down in Kingman,

Speaker 1  15:58

it’s really not pretty. It’s not anything super exciting. We build lots of low end, affordable spec homes. I’m getting into an RV garage, couple models for that. I find lots all over the place, in areas that have utilities on one acre, half acre, quarter acres, small, junky golf course communities here that we have little things like that. I bought some property I’m developing right now into one acre subdivisions that with 30 lots. My dad and I own 40 acres right off the highway that we’re going to develop into maybe 80 lots soon. There’s a lot of infrastructure coming to Kingman. I don’t know if any of you have driven through it, but it’s on its way between Vegas and Phoenix, and it’s a massive growth opportunity here. There’s a ton of stuff that’s kind of hidden money. Here we have railway. We have three highways running through. Here we have a huge airport. Here we have industrial locations. Amazon’s been looking here. We got all kinds of big companies with the rail and the airport that are primed. The climate is good. It’s not so hot, it’s 3500 feet elevation. We just don’t have the lakes and the rivers that Lake Havasu and Laughlin do, but we have all the highways and the infrastructure. So it’s really, it’s grow. It’s supposed to be one of the fourth fastest growing cities in the state soon, and it’s already heading there. So there’s a lot of opportunity, but it’s expensive to develop right now with a lot of risk. So so

Daren Phillipy  17:20

what do you do, though, to create the business, as in with client client appreciation events or or any of that kind of stuff.

Speaker 1  17:30

So for all that, it’s just, I have each agent take their own people and do it. So I tell them, Okay, calls. I help them organize their database. I help them rank them according to their likelihood to refer. And then I have them touch them based on how often their their likelihood to refer. So I rank them in A’s, B’s, C’s, basically, or whatever you want to call those groups of their likelihood. And then I have them have client parties around that. And I have them do pop bys. We’re doing a pop by challenge right now on the road to 1000 pop bys for our team, with a small team that’s probably 3040 a month for each person to do to make that happen. And we’ve tried to prime it and front load it right now, because every year this is when a lot of agents slow down and we ramp up. So the business is good, because we all know two to three months of activities lead to that, the the fruition of that in two to three months. So January, February, March, we want to hit the ground running. What

Daren Phillipy  18:30

tell me more about this pop by contest

Speaker 1  18:34

look like? And yeah, so art. We create it in sisu, it’ll show up on our dashboard. And so I’m rewarding the top two agents. They have to have at least 100 done to earn this. So they $1,000 to the winner. Fit 500 for second place. And then we have a team challenge in the middle of that. So we created two teams, and so then the loser has to cook dinner for the other team as the reward and the friendly competition gets probably more competitive from that than the money. But I do that because $1,500 to me, you should easily get 1015, 20 sales off of three months of pop buys in the next three to six months. So to me, I see it as like, Look, I’m just showing you guys that the opportunities here if you guys just put in the effort, you know, and everyone’s scared to do a pop by, I don’t know why. It’s like, the easiest thing in the world. I mean, you’re just stopping by. There’s a little criteria to it. So they gotta, if they’re not there, they gotta take a photo of it at the doorstep. Do they stop by and give it to them if they’re not there, and send them a text and say, Hey, I was in the neighborhood. I just want to stop by and give you this you weren’t here. I hope you’re doing well and engage in a conversation. So our whole thing is connect. So if you have 20 connects a day, and you’re a new agent, you’re going to win. So this is just another way to connect with people. We’re really big on a connects and appointments met and set.

Daren Phillipy  19:53

And those pop bys, like, right now it’s fourth quarter. What are those pop bys? Consist of. Yeah,

Speaker 1  20:00

it’s the easiest time of year to do it. So pop buys for us are right now, obviously Halloween. So like, my wife even made me some I’m not really doing sales myself, except for listings that I have on my own. I kind of created my own storm with my own new constructions. So that’s most of my listings are my own stuff. But I do stuff for people, so I’ll still just to lead the team with activities. I’ll stop and do it with them. So I’m going to do it with them. So my wife created a little Halloween packets with candy, a little pumpkin carvers my card, and I just stopped by past clients house or people that I know like me, and give me referrals. And I just say hi and I do it for Thanksgiving. We’ll do like turkey basters or empty containers to put their leftovers, simple stuff, like, literally, dollar store stuff. It doesn’t even matter. I mean, in Vegas, I know you guys probably have higher end clientele on some of them compared to us, but either way, it doesn’t matter. You could stop by with just your card and say hello, and it means something to them, but it’s a lot easier when you have a little gift. So then we’ll do something for Christmas. So October, November, December, we got covered it. We do it every year, and it works every year. Yeah, it’s super easy. Yeah,

Daren Phillipy  21:03

especially smaller towns. This is that’s got to be your like superpower, man, yeah,

Speaker 1  21:07

it works really good. But it does work in big cities too. It’s the same concept. So I encourage all of you, if you’re in a big city, don’t, don’t deny the power of what that can bring you, for

Daren Phillipy  21:17

sure, how do you what do you do on the listing side of things that separate yourself? Or how do you use that as leverage your business?

Speaker 1  21:26

Well, we’re really big on being very honest about we won’t take over price listings, and then we’re really big on helping them prep. Like, in our area, people don’t know how to stage. They just like, it’s a lower price point clientele, so it’s like, they’re not used to higher end listings, so we have to coach them up on how to get their house ready. So we take a lot of time to just show them those two basics of showing them data and making data the bad guy, and not my opinions, is huge. I’m sure you guys are all familiar with this at a high level, but like, when you show them the data, like, right now we’re hitting a lull in the market. I don’t know if it’s elections. I don’t know what it is, but it’s important to make sure your house is perfect condition and you’re priced slightly under everybody if you want to get activity. So we’re really big on that right now. So showing them data on what the market and how things are sitting longer, and what their competition is. We’re really big on showing them, if you’re an active buyer, you have these 35 homes you’re competing against. What makes you think yours is going to sell up here when yours is no different than these other 25 homes? So we’re really big on that too, so we’ll show them that data, lot

Daren Phillipy  22:29

of price reductions or price adjustments and things like that.

Speaker 1  22:33

Yeah, our inventory, we’re only a two month supply, whereas Bullhead City and Havasu and other cities are pushing four or five six months right now. So we have a our our location in particular is, like, 13% more affordable than other areas in the county, and so the demands pretty high because it we don’t have a secondary home location. It’s this all primary residence and maybe some investments, but it’s mostly just primary residence purchasers and people escaping like areas in California, just for affordability and, like, not such oppression with the businesses that they’re running, yeah, with compensation and stuff.

Daren Phillipy  23:07

Great, great price point there, by the way. Yeah, it

23:10

works for that. So, 100%

Daren Phillipy  23:13

let’s talk a little bit about leverage. You’ve got, you’ve got a team. You’ve had large teams before. What are some of the things that you’ve learned when it comes to leading those large teams and and attracting the right talent and all of that kind of

Speaker 1  23:25

stuff. Yeah, for the key positions, you just have to make sure you’re vetting them with the proper questions and making I’m actually speaking that I don’t have this nailed down, like, out of all people, I’ve learned the hard way. You make the wrong hires. You’re it’s not, you’re not going to grow. If they’re in the wrong position, they’re not going to operate from their strengths. So you got to make sure you’re vetting them through. I think it was, it’s called something different now, not the KPA, but it’s, yeah, the disc. Oh,

Daren Phillipy  23:58

and you’re thinking of rstlm. Yeah,

Speaker 1  24:02

I can’t remember the name, but like, there’s different versions of it through the KW system. But then there’s the disc, there’s the Enneagram, and I’m big on the working genius. If any of you haven’t read Paul ancient his book on the working genius, highly recommend. It started with churches, but it’s spread into the business world very heavily. A lot of high level business guys are using it right now. It basically shows you your strengths and your weaknesses, and it’s very accurate. Okay,

Daren Phillipy  24:29

so that’s what you use to hire your talent. That is, my guess, is admin and behind the scenes, key

Speaker 1  24:37

positions, yeah, for agents, I find that everyone’s like, yeah, hire all Di’s on the disc, you know. But if somebody needs money and they have bills to pay, it doesn’t matter their personalities. I try to look for people that know, people in the community, more than anything, that they’re somewhat involved with some level of success or community involvement. I. And if I’m hiring agents, but for key positions, I’m looking more at like their their history. I ask them what they’ve done that they would consider valuable in their lives, that they’ve won at, you know, and what they built, and what they consider themselves a success from. And that usually open if I ask a lot of questions, I usually learn from them. Of I hear stories of success clue. Success leaves clues. So I usually ask those questions. I I like working with athletes or people that work out or that take pride in a routine military guys or girls, any of them, I’m big on that, because it usually shows that they’ve had to work under a team environment of some sort and accomplish something and follow the lead of somebody, and that they’re willing to learn from that, and if they didn’t make it, I usually ask why, and I try to look for clues as to why they sometimes they’re just not meant to be in that so.

Daren Phillipy  25:55

So especially in a smaller town, I can imagine this be a challenge. So like you have your missing persons report of the athletes root, you know, the people who who have won consistently. How do you find those this and I know this is like the everybody wants to know this question, but where do you go get them? Where have you found

Speaker 1  26:14

them? It’s a funnel system, so it’s your own sphere. So right now, I’m not concentrating on recruiting. I’m just trying to build with who I have. But when I am concentrating on recruiting, which is a controversial topic, because if you’re not growing, you’re dying, in my opinion, but right now, I need to get activities and people functional at a high level, right now on my team, so I’m not really pouring into that, but I’m always looking for talent. So it’s fear of influence, but there’s a recruiting funnel that we follow that we really nailed really well through some ads that we run. And I the guy that just parted ways with me, he set all that up, and I have all the templates to that, but it’s an incredible program, and it works really well, where it funnels in people every week that you vet with a BA or your assistant, and you just have a meeting once a week for interviews with them. And it was bringing in a lot of recruits, but it was a lot of non licensed people. So if we have a non licensed program to get people through the door, through our investment team, to get them done, but to get them licensed over time, but they it’s a pretty rigid thing, and no one seemed to ever get through it. It’s not that hard. But like, we had certain tasks that they had to do or they couldn’t qualify, we’d pay for their license if they did it all.

Daren Phillipy  27:25

So let’s that. This is the first time I’ve heard something like this, and so I’d like to tear into that a little bit more. Would you be able to tell us what those steps look like? And even though I know you’re you

Speaker 1  27:36

just yeah, that they’re not. They got to get in the office. They got to make 200 calls a day they have to make trying to remember the amount of connects. I think it was 20 connects a day, and they had to set one appointment a day, and they could only miss, like two out of 90 days that of work to qualify for it, like we gave them a like, a couple sick days to where they could miss. But it had to be a very rigid thing that they had to do. It was kind of like a boot camp in a way, and it really what we found is the people that even attempted it have been successful as agents because they were willing to do the hard things that other agents are. Because a lot of agents just want to come in and just do your basics that thinking like the business is going to come to them, which can work if you have a heavy sphere, but if you don’t have a sphere, it’s not going to work. So, like, we would do that, and then if they did x, x and x, they would qualify to get us to pay for their license. I think only two people have made it. And it is, it’s a burnout. It could really knock you off the podium really quick, but it kind of separates out who’s going to be mentally tough through it or not, and who wants it and who doesn’t. Plus, we would pay them for finding deals off market. So it’s legal to do that for our area. I don’t know about Nevada, but they would be calling, and we do a lot of cash offer scripts and so on the calls, we were just making offers and appointments, and then if it converted into a deal, they got paid that way. If it converted into a listing, they get paid off the listing side, just a flat fee. And we 1099, them, so they’re not agents, so they can’t get commissioned. But right, we would do that.

Daren Phillipy  29:09

So couple things. Who’s in charge of the people that are being put into this? I know Jay’s like, that sounds like something I would actually have to do if you have this funnel and they’re going through this process, who leads the people who are making grind? James

Speaker 1  29:28

Bovard, he was on my team, he was running my investment team, and he was actually leading my team and the investment team, but we just parted ways very amicably. Actually, it was a very healthy split, because we had different visions of the direction we want to go. But he was, he was running that, and he had the recruiting program going, but it wasn’t operating at a high level the market stuff right now. I mean, no doubt about it, but we gave us a steady amount of people coming in in a small town, which was hard to do, because you either got to do it through that system and building people up, where you got to recruit people that are known in the community, that have a doubt. Sphere, in my opinion, to make a small town agent work in today’s environment, and then teaching them different things at the same time isn’t critical, but those are our two options that we had. Okay,

Daren Phillipy  30:10

and so then how would you get people to come in, and what would that give me? The generic Okay, well, you’re posting it where, and you’re sending it where, and they come in.

Speaker 1  30:19

I can. I just downloaded the whole process today. I I’ve had James break it down because I vetted it with them by I just I wasn’t the one implementing it, so I’m a bad person to ask the details of, but I know the generic process of it. There was an indeed ad. The ad attracted people very heavily that were interested in real estate. We get a lot of non licensed people, basically because it gives them an opportunity. Because everyone’s big hang up is, I don’t have my license yet, right? So it was a way for us to get a lot of people in the door and find out through 10 different people that came in that day. Usually one or two would have any opportunity. There was a lot of low level talent in that group, but it would produce a lot. It was kind of like a percentage of like a percentage of making calls. You know, you’re only going to connect with 15 20% of the people you call, right? So, like, it’s, it’s just a numbers game and a way to recruit in a small town that worked very steadily for us. We never really developed heavy rock stars out of it yet, but we have some talent still on our team that’s still working through that. Indeed, ads. You bring them in, it was a funnel. They would get vetted. They would have to answer a series of questions. They’d have to follow directions to be able to get in the door. And if they couldn’t do that, they couldn’t get in the door. And then all that was done through a virtual assistant and a whole process. And if they just completed that, they would come in that James would talk to them about the process of what we follow, what we do, how many properties we find, what we’re looking for, and go over the details and ask them questions, and let them ask questions to us. And then he would have, usually invite a couple people to stay after, to talk to him, and then have them come back in for a second interview. That’s deeper at that point. And then group

Daren Phillipy  31:55

meeting, group so you’re you’re funneling them into Tuesday at three o’clock, this one, we’re doing this, and whoever

Speaker 1  32:01

shows up Friday at one o’clock, and it was clockwork. Every week, we’d have at least five to eight people minimum every time in a small town coming through the door. It worked really well. And we worked with some high level coach I’ve gotten coaching for some of the top coaches in the country, and all of them loved the system, and actually several of them started implementing it. That’s

Daren Phillipy  32:18

right, dude. It’s, I mean, the key is always trying, as when you have a team, it’s finding that talent, and this is one way to find that emerging talent,

Speaker 1  32:29

yeah, so I, I’ve coached a lot of guys that run massive teams in large cities, and they always said, look it. And it was an eye opening experience, because I complain about the lack of we have 250 agents, and only maybe 20% of them do any work, right? So it’s hard to recruit from an agent pool because they’re all kind of stuck in their ways. And I’m not saying you can’t ever get somebody, but it’s very few and far between. So you gotta either recruit new talent or recruit people in a town that have a sphere, one of the two, and start them fresh on your team and have them learn the habits the way you want. It’s hard to recruit existing agents in this town, unless you just are, like a realty one or something like that, where you bring them in it. They just want to hang their license somewhere, you know. So that that worked really well for us, but a lot of these guys started implementing it in other in other cities, and we learned the basics of it from my original coach in Phoenix, Brett Tanner. I don’t know if you know Brett. He still runs kW wealth. I coached with him for 10 years. My team looks very similar with the investment team as his, and so I stopped coaching them about a year ago for not any negative reason, but I’m going to probably join back up in their be wealthy program, which is a high level coaching for investors, which I highly recommend any of you if you’re into investing, but any case, but that’s that’s the basis of what we did. But like I said at the moment, I’m not focusing on that. At the moment, I would, I would almost be fine if my team stayed very small and just sold the product that I’m creating, as long as the profitability was there. If I’m making 250 to 500,000 a year in that business. And it’s quiet. I’m happy.

Daren Phillipy  34:06

But let’s, let’s, we’re going to, I want to spend a little bit more time before we get into the questions. See Scott. See what Jay did he push that button that says, raise your hand. Okay, Hey, Jay. Now I’m sorry. Scott Taylor, um, so before we get into that, I want to take advantage of your knowledge of investments, because you’re doing something that I think a lot of us would love to do, where you’re transitioning and you’re building, you know, become a developer and doing spec homes and doing other things like that. Tell, teach us a little bit about what you know, or what the first steps are in the next five minutes, I guess 10 minutes max,

Speaker 1  34:43

yeah. I mean, I’m, I’m a big believer that you got to find a funnel of what you’re good at to make a bunch of money and then deploy it. And I was doing that for people selling homes. I was finding homes for people to flip. And I was like, why am I not doing this? So I started doing my own flips. My dad and I started. Doing them together. And then I’m like, I just want to go this route more so. And then I had somebody leading the team at the time, so it was easy for me to build the investment side while I had somebody leading the team when things were good during the seventh level agent side of the days, you know. So I just got really heavy into Brett’s group with be wealthy, and I started looking at different opportunities. And what we found is I got really heavy. I sold all my rentals. I had, I don’t know, 1518, rentals at the time, and I sold those to divert that money into notes. So I do a lot of seller financing, and we have to go through an rmlo process to vet them and stuff. If they’re buying under a non LLC and they’re individual buyers and stuff, there’s a whole process you have to legally follow, but it creates a lot of passive income that you don’t have to worry about, like if you’re doing rentals, you got to worry about repairs, vacancy, taxes, insurance, all these different factors. With your notes, you’re just collecting money. So you want to be the bank, and so all my notes operate between 20 and 30% return my my rentals were only bringing me in like 10 to 13% on average. So I bought those at the bottom and sold them more towards the peak, and cashed out and start pushing my money that way. And then I also, we have 17 Airbnb doors that I do, which I know Airbnbs are kind of like on the downturn, but in our area, it does really well. I make almost double what I make in rent, because I have a heavy, heavy data on that, because I I can turn any of those into rentals and still make money at any time, but those are bringing in good money too. But I do cost segregations on those, so I usually build those and then do a cost segregation to offset my taxes for the year. I’ll do one or two of those a year to offset taxes, little duplexes. They’re all small, very small units, right in good locations, and then hard money loans. I’m getting into that that’s not heavy on my list right now, really, right now, what I’m doing is super charging my IRAs. I have a whole process for IRAs for a tax play. It’s like a triple tax play that I do, but I push a lot of money through those, as much as I can possibly. But a lot, a lot of my money I’m super charging with spec homes, because I was finding that flips sound great, but by the time, you do the math on the time, the energy and the returns, I was making a lot better money on spec homes for the same amount of time that I was doing. I’m not a builder. I don’t want to be a builder. I my brother in law is a builder, and I pay him a flat fee to build everyone. And we have a template for him. We build the same model over and over. So it’s easy. I’m getting into higher end stuff as a side thing, but those are my main Money plays right now. I’m I make about 25% return on all my specs, 20 to 30% on notes. Hard money is more around 15, 18% when I do it, you got to have all the right docs to protect yourself. Depends on which entity you do. Sales team right now is my lowest producer out of all my businesses.

Daren Phillipy  37:55

So so good, so good with with this, my guess as you learn from years of coaching with Brett and kW wealth, is that right?

Speaker 1  38:05

Yeah, so Brett and I started at the same time, but He improved a lot faster than I did, and got out of sales faster than I did, which is my mistake, because he did it after 10 years. I I stayed in it for 15 years, so he had a five year head start, and he’s just crushing it. I don’t know if any of you on here know Brett, but he’s good friends with Gary Keller, and Gary offered him an opportunity when he was going to change brokerages to run kW wealth, and so he stayed on board, and he’s loving it, and he’s really exploded in that category and changed a lot of people’s lives. And so yes, he taught me a lot about insurance, believe it or not, life insurance. I got a guy that you would never think life insurance can be a huge policy, but right now, I got about $500,000 in equity that I draw a line against. I’m big on lines, so I get 95% loan to value on that, and it pay, they pay me 4% to have the money in there, and they only charged me about 4% to use it, so I’m at a 0% arbitrage on that. And so I borrowing that money, and I just put that to work all the time, and I’m making 20 to 30% on that money, just rolling it so. And then I put lines against homes that I cost segregate like my duplexes. So I have a couple million in lines that I just put out, and I use to put in, put out, put out. You know, I don’t use it as long term debt. It’s all short term turns

Daren Phillipy  39:32

Okay, well, I’m going to have to go spend a little bit of time with Brett kW wealth, because this, this sounds like what I need to do for the next 10 years of my life. So what do you what do you feel like you need to to? What did you learn over the last 12 months of leading your team?

Speaker 1  39:47

I answer this on, let me go to my email because I typed it i i said, not cutting fast enough and going with my gut on things that drug on when they didn’t have to I needed to have tougher conversations. And faster.

Daren Phillipy  40:02

Why didn’t you make those conversations faster?

Speaker 1  40:06

Sometimes it’s easier just to let things roll that are mediocre, and if you want to do bigger things, you gotta have tougher conversations. And that’s what happened with my team leader, James. Recently, I had a tough conversation that wasn’t bad, it’s just it called it to the table, and we both agreed with he wasn’t going that direction. And why do I want to continue with somebody that’s not going that direction to be mediocre?

Daren Phillipy  40:32

Got that what do you feel like you need to learn over the next 12 months in leading your team?

Speaker 1  40:38

I would say, patience. I say like I wrote this down. I said, high achievers and drivers want to make quick decisions, which is good most of the time, because you don’t want to sit and indecision, but sometimes it can hurt you if you go too quick. So sometimes I need to sit 24 hours or a week or a month to really think, and that’s where I’m at right now, because that could easily just go in and wipe the slate clean and start fresh, but I want to just take the time to think a little bit

Daren Phillipy  41:03

gotcha, what’s a mistake that you’ve made, that you’re like I learned a lot from that that you could share with us.

Speaker 1  41:13

Well, I mean, I made tons of I mean, there’s so many mistakes I made, but I would say it was meant to be, but I tolerated stuff that I knew. My original team leader that helped get me to seventh level was very insubordinate to me, and I had the right vision, and he didn’t want to listen to me, and I turned the other way to just let the market ride, which let me make a lot of money, but at the same time held me back in a lot of ways. So that was a mistake. But I’d say not planning and looking in reverse engineering your future for the next five to 10 years is a critical mistake I’ve made, and a lot of people make and not getting very clear in reverse engineering what you want. Sometimes we get stuck in a cycle just doing what we’re doing, and if you’re not doing what you love. Sometimes that’s okay to make money for a certain amount of time, but it should lead towards something that you do, that you love, in my opinion. You know, over three to five years worth of work, you should be have enough outcome from that to spin it into a direction that you can control more that you’re you’re enjoying.

Daren Phillipy  42:15

Yeah, I’m right in the middle of that reverse engineering right now. I’ve been working on a plan, and it was like it happened like this, I turned 50, and all of a sudden, like I got 10 years left to get what I want to get done done. And I feel that, and I wish I would have done that earlier. Yeah. Okay. Well, if I go to Kingman and I’m dying for a burger. Where do I go?

Speaker 1  42:45

Stuff it burger? Actually, it’s not in a nice neighborhood, but you’ll be shocked at how good their burgers are.

Daren Phillipy  42:52

If I’m not wanting a burger and you’re going to bring me to some secret place of Kingman. Where do I go?

Speaker 1  42:58

Latinas downtown. That’s good. Tina’s. What is that we have one of we have two real chefs in the city, and she’s one of two that it’s a real culinary chef. She knows what she’s doing. It’s an Italian steak, Italian food Steakhouse. Place downtown. Downtown is very quaint and cute. They’ve done a great job of renovating it. It’s kind of like a little behind the the eight ball of what Boulder City looks like, but it’s got a same vibe as the route 66, five, you know, all kind of very good stuff. Yeah, a couple cool bars and stuff

Daren Phillipy  43:26

I love, I love boulders. Say, I think it’s, it’s got that cool got a very

Speaker 1  43:30

similar flow to that. It’s just not quite as nice yet, but it’s got, it’s getting there gotcha Well,

Daren Phillipy  43:34

Jay, Jay’s arms getting tired, so I guess I’ll give him some time. I’m not watching. Sorry. Go, go, do your thing, dude. But he always loves to ask questions without unmuting himself.

Jay Hendrix  43:49

You gotta unmute. There we go, there we go. Here we go, here we go. I was, that was my arm. I was

43:54

sorry. I was counting on Daren there. I

Daren Phillipy  43:55

wasn’t watching. Sorry, no, he’s not supposed to answer any ask any questions, Daren.

Jay Hendrix  44:00

Daren’s The guy that holds all this up back. I would even if I thought what, I’d give you $100 until Cracker Barrel while I go that would, I’d love to see Daren Daren. That’s a

Speaker 1  44:09

big one. Yeah, people love that Cracker Barrel.

Jay Hendrix  44:13

It sounds like, you know, maybe I got this wrong, but just from your conversation, it sounds like your investment group probably that’s doing sales or hunting down these properties. It’s probably, it sounds like it’s kicking it pretty good, though, right? Did I get that? Right?

Speaker 1  44:29

Yeah, my, my traditional sales team, like he showed the stats of where we’re at. I’m not making it in a great money in that business at the moment. It was my money maker for 10 years, but it’s not in the last two years,

Jay Hendrix  44:41

right? So, so what does it look like for for your for your sales team on the real estate side to work with that investment? So, I mean, it seems like there would be a lot of, a lot of great opportunities for, you know, just some you know, to work together and really expose the business. What does that look like for you? Yeah,

Speaker 1  45:01

well, I’m letting them vest in if they’ve been with me two years, I’m letting them vest in on deals too that they find. So if they find a lot that I build on, and they have 40 grand and they want to invest it, they’re that percentage of ownership that they get in return if they want. So that’s been fun for people. A couple of guys have done that. That probably didn’t answer your question, but it’s they’re using a lot of the stuff we do to vet leads and bring in leads, because listings drive leads, right? So the three l’s and Gary Keller’s model are always hold true. So we have a lot of listings. We’ve gotten back to 5050 so 50% buyers, 50% listings. We pay for leads too. We do a lot of we don’t just lead gen the old fashioned way. I do have organic Zillow stuff that just flows to me because there are accounts and stuff like that. But we have lead days. I didn’t get into that, but that we have lead days. So agents will get between 15 and 25 leads in a day, between sign calls to internet leads, between paid leads, between all of it and it all funnels down to them, so they they have to convert that and then I have to hold them accountable according to our CRM standards and the

Jay Hendrix  46:09

flow there. Gotcha. So I think earlier, you said you had 30 I’m sorry, Daren, I’m just going on to my next question,

Daren Phillipy  46:14

Yvonne, going, nobody else has raised their hand yet. Okay,

Jay Hendrix  46:17

so you said you had 37 spec homes that you’re in the process of building, or whatever kind of thing. So I’m assuming those things are coming on and you’re getting Gosh. I mean, it seemed like that would be a great source of buyers leads. I mean, you should have agents all over that is that sort of the way that works,

Speaker 1  46:34

or that was my vision, because I’m creating my own storm of inventory, and a lot of builders are just crushing it right now. And I was tired of trying to find lots for builders and trying to beg them for the listings, and I got screwed by several different builders that said they were going to give me listings on little subdivisions. I found them and stuff, and I’m like, screw that. I’m just going to go find my own stuff and do my own stuff, and I’ll be the builder. And I found a builder that would do it. And so in theory, it should spin off a lot of leads. Now, granted, the first set of homes that have done over the last two years have been lower end homes. We’re getting into a lot better quality homes that should spur off a lot of leads, especially with this shift in the way our industry went with a lot of people are calling the listing agent right now. So if you’re heavy on listings, people are calling you, and it’s our job to convert those so now I’m making sure my agents that get the leads are higher quality conversion if they’re not converting, and that’s why sisu comes into play, because you can see their conversion levels are 10 times different from each other. So once you see that conversion, I’m going to reward the converters, and other people are going to

Speaker 2  47:37

have to work for it. Gotcha. Very good. Thank you. Yeah. Thanks. Jay,

Daren Phillipy  47:41

good question, bud. Scott, you’re next. I found the button,

Speaker 3  47:47

alright. Question I have is, is two full one is, you know, you laid out what your team structure looks like, assuming that’s the residential or the real estate side of the team. What does the investment flow chart, your investment team. What does that look like? How many people do you have? What are the roles within that? And then how much of how much time and effort do you spend on either side of the business, whether it’s the real estate team versus the investment team? How much direct input do you have one.

Speaker 1  48:20

Well, it’s gonna change a lot now that I’m in the saddle again. But it doesn’t have to be crazy. I’ll probably say I’m gonna spend four to five hours a day now in it. I was spending maybe an hour or two a week in it before, because I had people leading that until I build up another leader again. I don’t I’m just going to have to sit in it for a little while and try to build people and enjoy that ride. But right now, I have three, three people that are on the investment team. It’s not much, and they’re digging Off, off market properties. So we go through different sources of data. We do old fashioned stuff. We do driving for dollars. We do we have different programs. We bought a ton of data. So calling is big cash offer script, lot of Facebook marketplace stuff off market, stuff that you make offers on. We’ve found a way to get into the MLS on expireds on vacant lots that we want to purchase. Go back 10 years on expired withdrawns and canceled. We cross vet them. We find out who’s resold them in the meantime before, and we get rid of we narrow it down to the ones that haven’t sold out, that have expired, so we knew what they wanted at some point, and we just make them offers. And that worked really well in key locations. So we’ll kind of like hyper focus on certain areas right now. I’m trying to find a lot of land to build on, but we do a lot of flips and like wholesales too. So we’ll wholesale stuff out to people. If we find I have a list of 10 or 12 guys that’ll buy stuff that want to flip things here. And so if I’m making my key there is, if I’m making four times what I could wholesale it by flipping it, or what I call whole tailing it, where I just clean it out and put it back on the market, I’ll take it down. And if it’s a guarantee, but if it’s not going to make me four times what I could on a wholesale fee, I’ll just wholesale it because I don’t have to take it down. So I do that a lot, but we haven’t been doing a ton of wholesaling in the past six months. You’re

Speaker 3  50:11

wholesaling, you’re talking about wholesaling lots. Are you wholesaling actual properties? Any of it?

Speaker 1  50:16

But I can wholesale lots that are buildable all day long, but I’m just taking all those myself, because I’m buying them for about half the price. So

Speaker 3  50:22

are you doing any paid lead to PPC, anything like that for your not

Speaker 1  50:27

for investments, but we are for traditional sales side. Yeah, we do have a platform to receive leads from the investment side of the team, but we didn’t really push on that super hard, because we were driving we’re finding them more organically through our own stuff.

Speaker 3  50:45

It was kind of really interesting to dump that like, once they’ve gone through that process, to dump that information into the ylopo Follow up boss and see if they pop up on the on the retail side. We haven’t even scratched

Speaker 1  50:58

the surface with the AI side of it, because my database so we had over 200,000 people, and in a small county, there’s only three cities here with a 75,000 homeowners, so we have 200,000 people with landowners, homeowners. If I can get this narrowed down and use some of the new technology that they’ve talked about, it could be huge, because we’ve had over 4500 sales for our team in the past 10 years, 1012, years, roughly, that we can go back and re engage with I was using what’s Ryan Young’s fellow, the fellow lead source, and I believe in that heavily, but my agents were dropping the ball. Have hardcore so I, I didn’t. I dropped it, but I’ll probably re pick that back up.

Speaker 3  51:44

You have staff person that’s watching the AI interaction, so that when people realize it’s AI and they want to be they want to chat with a human, yeah, probably ran into it mine,

Speaker 1  51:53

unfortunately. Which platform Do you have? I was using the Y lowpo Follow

Speaker 3  51:58

us platform and actually have a small enough organization that I didn’t have the bandwidth to add a human to that to keep an eye on it, and went sideways on me, and I, I had a few people get mad at me about

Speaker 1  52:11

it. Okay, yeah, I can see that. So I feel like we have a little little easier on that. I’m not, I don’t know yet, so I can’t speak for it, because I haven’t gone through it. We’re in the middle of the switch right now, we’re literally switching from Sierra to them, which I’m really happy about. Sierra has been an absolute nightmare for us. I know some people love it. I’m not trying to talk trash about it. I like the people inside the organization, but it went downhill really quick. So I’m very excited to get away. So is my team. Like, no one wants a CRM change, but I’m gonna see how it works. And then I think we have the lead day process that we have with our agents on lead should solve that through the AI, because we’ve talked a little bit about that, but that’s all new territory to me, so I can’t answer that.

52:50

That’s cool. All right. Thank you. Ton of information.

Daren Phillipy  52:52

I appreciate it awesome. Scott, yeah, you’re exactly right. Scott Taylor, if you this is probably one of those OTS that you’re going to want to listen to again, Scott has dropped so many good things in this if you just slow it down and listen to what he said, the nuggets that he’s dropping us if you’re really wanting to get into investments, if you’re really wanting to get into the the wealth building, um, one, one of the best we’ve ever had. Scott, so I really appreciate you sharing, sharing with us. Man, it’s good stuff.

Speaker 1  53:28

Yeah, I appreciate you guys having me on and if any of you need to reach out or anything, I mean the KW wealth thing with Brett’s team or his be wealthy group, one of those two. KW wealth a little more affordable and a bigger group through kW, but be wealthy is his group with it’s way deeper into investments, and they meet quarterly, and then they do calls every week. And his information inside of his platform is so invaluable what he’s created to do all these side things, but you gotta lead with revenue, make sure you’re not jumping into all these too fast, and that you have an overflow of abundance with one thing, and so you’re not hurting yourself. So awesome.

Daren Phillipy  54:09

Awesome. If we had, if we had a bunch of because the people that are in the room going to want to send business to you, but also, there’s going to be other people going to be listening, uh, Kingman, Bullhead City, if they’re dying to send business to you, what’s the best way for them to be able to send referrals to you?

Speaker 1  54:26

I’m on Facebook. If you Google me like Scott lander, Kingman, Arizona, you’ll find all my platforms, but my email is always great. Lander [email protected] l, a, n, D, E, R, S, C, o, t, t, no hyphens, no dashes. I had like I was a beta user with Gmail 20 years ago, so I got that one, and then I if you know all the different platforms on social but my phone number, if you guys need it, 928-897-8007, that’s my personal line. Text me, call me. I’ll do my best to direct you any way I can and help. Yeah, I like and enjoy telling people different things and to help them, you know, get off their feet, especially in everyone’s position here, it sounds like we have a lot of top agents and teams so and leaders, so that it’s they’re at a good spot to do that and take advantage of

Daren Phillipy  55:16

it. So good little so good. And little side note we are when comes the family reunion, the Sunday before family reunion starts, we’re actually going to be holding a live ot I’ll have the details of that in there, where we’ll be able to do a lot of networking and things like that and do some real masterminding that’s going to get happening. So I’d love to have you, Scott, there at that event. I think it’d be amazing for you and for everybody else involved. So that’s it,

Speaker 1  55:46

guys, yep, I love your referrals too, guys. So if you guys want to send them over, anything in Mojave County, just let me know. I’ll take care of you guys. So I know the whole area. Well,

Daren Phillipy  55:54

we’ll just send it if, if it’s in Arizona, we’ll just send it to you, and you figure it out.

55:58

I know everybody in Arizona, so you just tell me and I’ll send you the

Daren Phillipy  56:02

right guy. Awesome guys. That’s it. Thank you, Jones. All right. Appreciate it. All right. There you go. Am I right? Did Scott not just he cruised through a bunch of stuff. It was probably two thirds of the way through, and I’m like, Oh my gosh, I’ve got a ton of notes. Look at Oh, I got, I got tons of notes. That’s just chicken scratch for me, but I know what it means, and I was able to get so much stuff from him that I’m building my wealth. It’s it is it is time for me to be able to re engineer my what is it? What do you call it? He didn’t call it re engineer. He called it reverse engineering your business. So go back. Listen to this sucker again. It was so good. And there you go. There. Now my guess is you’re not here in Vegas, but you want to build a real estate team, or you have a team and you’re looking for help. Contact me, because my job is to help other people build and build their team and build their business. I run one of the largest real estate companies here in Vegas, and I spend most of my time coaching and helping agents just like you. So if you’re in Vegas, contact me, 702-706-4949 and I’ll help you face to face. We’ll work through some stuff, not from here. We’ll do some zoom and then I’ll connect with someone who knows the models and systems of building a team, and that why we do. Hope you guys are having fun. Hope you’re enjoying all of these episodes. I’m super excited for the future, OT and we’ve got so many more coming your way. So keep on enjoying it. Keep on taking notes. Keep on sharing with other people, like it on Facebook, like like it on on iTunes, and Spotify and wherever you’re listening to it, because, gosh dang, we need more people to be able to know what what we’re covering here. So that’s pretty much it. Go out and do some good.

Announcer  57:57

Thanks for coming to the OT. Remember, you can join us every Tuesday at 1130 Pacific, Standard Time on Zoom, gain zoom, access the OT archive and other team resources at only four teams.com See you next week.

58:13

You