Speed to Relationship: Daniel Dixon’s New Real Estate Blueprint – NexGen Homes

In this landmark 50th episode of The OT: Only Teams for Real Estate Podcast, host Daren Phillipy sits down with Daniel Dixon — a powerhouse in the Denver real estate scene — to talk about how building real relationships (not just chasing leads) is the key to thriving in today’s market.

If you’ve ever felt frustrated by the old “speed to lead” game or are looking to transition your business to something deeper, this episode is a must-listen.

Meet Daniel Dixon: A Trailblazer in Real Estate and Leadership

Daniel Dixon has been a top producer for years, building a massively successful team focused on internet lead conversion. But instead of sticking with the traditional team model, Daniel has now reimagined his business into what he calls a “team brokerage” — blending the best aspects of a team and an independent brokerage.

With over $800M in sales volume and more than 2,000 transactions under his belt, Daniel knows what it takes to grow fast. But as the market and consumer expectations have shifted, so has his philosophy: it’s not just about speed anymore — it’s about speed to relationship.

Key Takeaways from Episode 50

1. Stop Selling. Start Listening.

Daniel challenges agents to move away from a transactional mindset. Instead of trying to “sell” their knowledge, agents must first uncover their clients’ fears and motivations. By asking better questions — like “What’s your biggest concern about this process?” — agents can build trust quickly and set the foundation for a lasting relationship.

2. Speed to Relationship > Speed to Lead

The old days of calling leads fast and being the first agent to respond aren’t enough anymore. Daniel emphasizes getting face-to-face with clients ASAP — whether it’s at a coffee shop, on Zoom, or while showing homes. Real conversations create real connections, and real connections lead to loyalty and referrals.

3. Becoming a Consultant, Not a Salesperson

The most successful agents today act more like trusted advisors. It’s about providing real value, guiding clients through market changes, and being their go-to resource — not just “another agent.”

4. Building a Team Brokerage Model

Daniel’s business evolution is fascinating: rather than forcing agents into a one-size-fits-all team model, he now provides resources, leads, technology, and support through his brokerage, allowing agents to build their own brands under a powerful umbrella. This shift keeps agents longer, creates more autonomy, and builds a stronger culture.

5. Discipline > Motivation

One of the biggest frustrations Daniel shared is the lack of discipline among agents. He’s clear: success doesn’t come from hype — it comes from consistent effort. Agents need to do the small things every day (like making 5 calls) and stop relying on “motivation” to get them through.

6. Create an Ecosystem Where Agents Can Thrive

Instead of pushing people out for not meeting lofty standards, Daniel has created a more inclusive model that meets agents where they are. Whether an agent wants to sell 5 houses a year or 50, the Next Gen Network provides a path, the tools, and the support they need.

Bonus Highlights

• Using Fellow CRM: Daniel shares how they use tools like Fellow to send custom home value reports and engage their database proactively.
  
• Teaching Wealth Building: His brokerage doesn’t just teach sales skills — they host a “Wealth Club” to help agents learn about investing, taxes, and building long-term financial security.
  
• Raising Standards with Better Hiring: Daniel has tightened his hiring process, focusing on attracting athletes, teachers, and sales professionals — people who understand hard work and discipline.
  

Final Thoughts: Why This Episode Matters

Daniel’s message is refreshing and real: the future of real estate belongs to those who can lead with relationships, discipline, and value.

If you’re tired of feeling like just another salesperson or want to grow a sustainable business that lasts, this episode will light a fire under you.

🎧 Listen to the full episode now on Spotify, Apple Podcasts, or YouTube. And don’t forget — join us LIVE every Tuesday at 12 Noon Pacific at onlyforteams.com to be part of the conversation!👉 Like this episode? Share it with your team, and help us spread the word!

Transcription

Announcer  00:00

Welcome to the OT only teams in real estate.

Daniel Dixon  00:15

I think agents have done a really poor job of really providing their value to clients, and so it’s like, you get this lead, you go show a house, you write a contract. They’re under contract, you do the inspection phase, appraisal, bam, you’re closed. And you really never got to dig in with those, with those people. And so this is a different mindset for us, where we’re really transitioning to more of a consultant rather than a salesperson, and we’re meeting our clients. Like, man, what do you want to do? What’s up? How can I help? Like, I have all the knowledge, all the knowledge, all the experience. Like, what is it you guys want to get accomplished? And let’s see if this is a good if this is a good fit for the two of us, we got to stop selling, and we got to start listening. And so when we start asking really good questions to our clients, we understand, like, what are your fears? That’s one of the questions I ask every single buyer or seller that we work with. Like, what’s the biggest thing you’re concerned about? I don’t want to talk about all the, all the beautiful things. We want to talk about, what you’re nervous and what keeps you up at night about this process. So we can talk about that, that elephant in the room, and just get past that. So I can make you feel at ease, versus not addressing and talking about what I want to talk about, like, listen, I invest in real estate. I flip real estate, I own real estate, I sell a bunch of real estate, I have all of the answers, but people don’t care about that. Which one of these answers can I align with what you want to talk about? We always say, learn to do. Don’t learn to know. And so that’s a lot of what we’re building here is like, it’s more workshops rather than trainings. It’s more I don’t need to sit up in front of a room, or have Sarah or RTL set up in front of a room and talk at everybody and have a PowerPoint, a slide like, no, I need you guys to do the work. If you’re not gonna do the work, it’s a complete waste of everybody’s time. And whether that’s lead generation, or whether that’s prospecting, or whether that’s sending thank you notes, or whether that’s doing house for money. It doesn’t matter what the lead generation technique is, it’s just a matter of doing the freaking

Announcer  02:08

work. Here’s your host, Daren Phillipy. Hey

Daren Phillipy  02:11

everybody, welcome this week’s ot only team for real estate agents. My name is Daren Phillipy, and I’m your host, and I got a good one, like always. We got Daniel Dixon. Now, if you guys are new to the scene, I wouldn’t be surprised you guys don’t know them, but Daniel’s been around for so long. He’s got a very he’s got a lot of influence online, lot of influence here in the real estate community. He runs an awesome podcast the color of money, and he runs a team, well, kind of a hybrid type thing. Up in Denver, he has run his team for years and years and years, and his philosophy has always been speed, rather than speed to lead, speed to relationship. And he talks about how important that is in these internet leads. That’s what he’s been famous for over the years and years and years. Well, he’s actually transitioned his team to now be kind of its own brokerage. And so he’s going to talk about, first of all, the internet leads, and how to deal with those, and how to get in relationship. But then he’s also going to talk about how he has been transitioning into a brokerage, a team type brokerage environment. So you guys are gonna love it, if you guys know him, Daniel’s big deal, and I’m so grateful that he was able to spend some time with us. And that’s pretty much it. Now I really wish you guys were in the room. If all you need to do to get in the room is just click Go to only for teams.com click that join the room at 12 noon Pacific on any Tuesday, I’ll be right there, and I’ll have a bunch of great producers in the room. We’ll be interviewing someone just like Daniel. You could be asking them the internet league questions, but you missed out because you weren’t in the room. So only for teams.com go and say, Join the room, and you’ll get in there. Now I also need you guys do me a favor. I’m getting some traction. We’re getting some great follow followers, but I need you to continue to share these videos, share these audios, share this podcast, like subscribe, and do all those things that just, you know, tell Google and everybody else that I’m here, and I want to keep on sharing the good news. I’ve got lots of great guests coming. And I know it says right there, it’s my birthday. It was my birthday yesterday, and they decorated my office. And it was nice to come into the office today and party now I need you guys to party by partying with the only team zoom mastermind, so I will see you guys. Listen to Daniel Dixon, and I’ll see you at the end of the OT. Alright, guys, welcome this week’s OT. I’m super excited. This was a double booking. There’s a thing called Daren is not in char and not not great at his calendar. And. Sometimes he does invites and they don’t go out. And so we, we’ve actually booked Daniel a couple months ago, and Daniel is back. He says, I want to be fresh for the new year and tear this place up. So Daniel Dixon covers, call Denver, Colorado. His team is the next gen homes with 213 units and 91 million in volume. That’s what pulled from command few months ago. So we’re just going to stick with so it’s generally that area. But Daniel, thanks for being being here. Man, I really appreciate it.

Speaker 1  05:36

Yeah, my pleasure. Thanks for having me. So tell us a little

Daren Phillipy  05:39

bit about your team. How long you’ve been running, you know, being in the business and running your team?

Speaker 1  05:47

Yeah, so I’ve been in the business for about a decade. We’ve sold just, just under, we’re like, 800 and some million in volume over the last 10 years, well over 2000 units. And we’ve, done, we’ve done a lot. I think the uniqueness about what, what I’ve built over the years has really been it’s really been driven through internet lead conversion, internet lead generation, and working with brand new people. So my background before I got into real estate, I used to work for a company called lending tree loans back in the day in Southern California, and before the market crashed, and so we were originating loans all across the country, and I was working internet lead generation at an early age. And then after I had moved to Denver, I started working for this really cool startup named Trulia. So I was selling internet lead generation to agents all across the country, prior to me actually getting a real estate license. So Little did I know that my background with working internet leads and working with people over the phone and converting people to do business with us became our secret sauce, and that’s the reason we’ve been able to grow so fast and do so much business in such a short amount of time. My database isn’t isn’t my database, and my sphere of influence isn’t large enough for me to be selling two to 300 units a year. So we had to go work on building a bigger business with with new people. You know

Daren Phillipy  07:06

your your episode on Millionaire Real Estate Agent podcast was so, so good dude, and I know you told that whole story. Tell, tell us a little bit, because we’re going to eventually get into how you do your conversion of your internet leads. But what is your your org chart look like right now?

Speaker 1  07:23

So it’s it’s evolved over the years. We’ve built everything from the single agent business, which was just supporting me selling 10 years ago, to the big, massive, mega team, the Dixon group, where we had as many as 44 agents on our team. And through the challenge over the last couple of years, we’ve really had to refocus on, what do we want to build now? So we’re in the middle of a rebrand, which is the next gen network. So our org chart now has evolved over the years. Rather than building my team, I own the Keller Williams franchise, and so rather than over the last 10 years, we’ve done a really good job of agents selling a ton of houses and building my brand. And I’m on this new journey now where I want to be able to still provide the resources, the leads, the the support, the systems, the technology that we have, but allow all the agents to plug in and kind of build their own businesses and build their own brands. So that’s the big pivot that we’ve made this year, building a network, rather than hiring agents to my team, per se. So our org chart now our leader of the of our network, is Sarah justice. She’s also our manager. She’s also our team leader for the brokerage. And so when agents come into our brokerage, we’re treating our brokerage almost like a really big team where we provide leads and systems and technology and all the other fun stuff for them to plug in and and go build their business. So our MCA is our ops director. You know, we have a dofi. We’re not running the traditional real estate team anymore, from an org chart perspective that we’ve done in the past. We’re running it more through the brokerage with the brokerages resources and hiring to building that. And the way that we see it, it doesn’t make sense for agents to be solo agents inside of our world. You might as well just plug into our network, utilize all of our systems, tools, support, one on ones, accountability. You know, we have all the all the top stuff in the industry,

Daren Phillipy  09:12

so it’s basically kind of like a team bridge model type thing. Is that? Right?

Speaker 1  09:17

Yeah, that that word has been kind of watered down, and has its own spin to, you know, inside of our inside of our own ecosystem. So for the most part, yes, it’s the best of both worlds. It’s allowing agents to plug in and have the team feeling slack, channels, camaraderie, contests, all those things, but really be able to build their own brands and being, you know, independent agent inside of the brokerage. Of the brokerage. Awesome,

Daren Phillipy  09:43

awesome. I’m kind of curious, before we get into that, what made that decision to transition from I’m building my team to basically building a brokerage instead.

Speaker 1  09:57

So a few things, buying the. Brokerage is one thing, and we realize, as we’re as we’re trying to create the resources in the and the opportunities for agents inside the brokerage. We’re running two of the exact same place. We’re running the same place, same lead generation. We have two separate CRMs. We have different one on ones. And we just realized that through condensing, I think that we can plug everything together and then inspire the agents to go again, build their own businesses. The second piece is, just like we, when you run a team, and you run a team that at a large scale, and you’re, you know, we’ve, we haven’t done less than 100 million since like 20, 2019, or 2020, and when you’re building that big of a business, you have a lot of attrition. And so you hire these new agents, you teach them, you grow them, you lean into them, and then they’re like, Well, I don’t want to go. I want my name on this, on the sign in the front yard. I don’t want the team’s name necessarily. So we started thinking like, is there a way that we could go? Is there a way that we could still provide all the same things, but create an ecosystem where agents don’t have to leave? So if you want to get leads, you can qualify for lead flow. If you don’t want to get leads, you can go be your own solo agent and build through open houses in and sphere of influence, or however, like whatever you want to build, we can build it together. We wanted to create an ecosystem again where agents didn’t have to leave and they can lock arms with us and go build again, whatever it is that they want to build some I love it.

Daren Phillipy  11:18

Well, I reached out to you, Daniel, because you were in the Millionaire Real Estate Agent playbook Volume Two, where you covered this, the steps to lead conversion in a real estate relationship focused world, super awesome. And what I’d like you to do is is spend a little bit of time kind of leading us through these steps, and then, more importantly, fill in the blanks of what you couldn’t, couldn’t cover in, in, in this one sheet.

Speaker 1  11:50

Well, I think the the big, the big part about that, we’ve been, again, my background is internet lead generation, and we spent a lot of time over the years with speed being, you know, speed to lead. And what’s happened as the market slowed down and Transact transactions has shrunk. What we’ve what we what we’ve really done is we’ve really had to pivot our entire business model where we’re never going to stop buying leads. I mean, we have a massive database of like 62,000 people that we systematically touch and talk to, but we always have the new we understand that the leads that we buy today are going to be the people that transact at the end of the year, the early part of next year, so it’s just really about having those funnels. But rather than speed, we’ve had to start spending a lot of time on with the with our agents. Is really understanding this is a speed to relationship conversation nowadays. It’s not really so much speed to lead. And so as we’ve really started to see what didn’t work, what did work, and how we reinvent ourselves. It’s it’s really had to change from just getting on the phone and having the the client hire the first agent they talk to to now it’s really a speed of getting getting face to face, and then a speed to really delivering value and creating a relationship with the client. This is no longer like we’ve transitioned out of this transactional mindset that we’ve been in for probably the last like four or five years, and we really had to go deeper with our clients and really build again a relationship with them. And so we really had to start thinking about, well, how do you do that? How do you build relationships with people? How do you we’re talking about a cold lead that wants some real estate information. How do we take that first conversation and then go build that into a relationship where we’re providing you value. We’re providing you resources and guidance along how to how to win at this thing, whether you’re a first time home buyer or a repeat home buyer, the markets change. The world’s changed. How do you get prepared? How do you how do we create this relationship moving forward with our clients.

Daren Phillipy  13:45

So let’s go through this first step on that when, when, when you say, get face to face fast. That’s always the biggest challenge. And yes, speed to lead, and you also have to build that relationship fast.

Speaker 1  14:00

Help us out with that. So I think this, I think this model really works. Whether you’re talking about a sphere based agent, whether you’re talking about a open house based agent or an internet based agent, if somebody has an interest or wants to talk about real estate, we’ve got to go meet face to face. So whether we’re meeting for a buyer strategy meeting, whether meeting for a listing strategy meeting, meeting at Starbucks, going and showing properties, whatever the situation is, we want to hop on Zoom, get face to face, or we want to meet you in person and get face to face, because our our level of conversion skyrockets when we have that ability to get face to face,

Daren Phillipy  14:38

gotcha. And so then from from that, what are some of the techniques that you’re using to get people in front of you face to face?

Speaker 1  14:47

Well, we it’s really, if you’re talking to a first time home buyer, oftentimes they want to know about the process. And so we’re really pitching a strategy it’s not a buyer consultation meeting, like no one wants to do that. It’s a strategy meeting where we’re talking about what’s happening in the market, what’s happening in. World and what you need to do to be prepared for home ownership. If it’s a repeat home buyer, then we’re talking about meeting at their house so we can evaluate their home, talk about whether or not we want to have it as a rental, or whether or not we want to sell it, and then again, go through the process and get them prepared for either buy sell or flipping that into a rental, having no mortgage debt, and then jumping into the real estate side of things. So there’s not really much that you can sell people inside of your office. So we don’t really want to bring people to the office. We can do a quick buyer consult or a buyer strategy meeting while we’re going and looking at houses and getting them excited about what they’re going to what they’re going to see. So it’s just a matter of like, Let’s go meet for coffee and just, let’s talk. I think agents have done a really poor job of really providing their value to clients. And so it’s like, you get this lead, you go show a house, you write a contract. They’re under contract, you do the inspection phase, appraisal, bam, you’re closed. And you really never got to dig in with those with those people. And so this is a different mindset for us, where we’re really transitioning to more of a consultant rather than a salesperson, and we’re meeting our clients. Like, man, what do you want to do? What’s up? How can I help? Like, I have all the knowledge, all the experience. Like, what is it you guys want to get accomplished? And let’s see if this is a good if this is a good fit for the

Daren Phillipy  16:13

two of us. Totally right. And one of the challenges that I’ve heard a ton from those who work internet leads is the level of trust that you have, and obviously the loyalty that you have with with those leads and the people that you’re talking to are it’s like one of the biggest challenges to get over that, that hump. What are some of those things that you do to help you? Said, don’t be a a salesperson. Bring them value. How do you separate yourself from all those other places where they can actually have loyalty to you and trust you.

Speaker 1  16:48

I think it’s really just, I mean, it’s gonna sound so simple, but it’s really just being a human. We’ve gotten out of being humans because we’re so transactional. We’re on to the next transaction constantly, and now it’s just an opportunity to slow down and talk through, what does this thing look like, and so providing real value, worth the worth the point of our, of our, of our industry, where we have probably the most information that we can give people right now, because things are changing so Fast, the markets changing so fast. Buyer credits, different loan programs. Rates are moving constantly home. Values aren’t what they were six months, 12 months ago. So we have a really unique value of really, really, really unique opportunity to really just provide value. Like, once you we got to stop selling and we got to start listening. And so when we start asking really good questions to our clients, we understand, like, what are your fears? Like, what are your fears? That’s one of the questions I ask every single buyer or seller that we work with, like, what’s the biggest thing you’re concerned about? I don’t want to talk about all the all the beautiful things. I want to talk about what you’re nervous and what keeps you up at night about this process, so we can talk about that, that elephant in the room, and just get past that, so I can make you feel at ease, versus not addressing and talking about what I want to talk about. Like, listen, I invest in real estate. I flip real estate, I own real estate, I sell a bunch of real estate. I have all of the answers, but the people don’t care about that. Which one of these answers can I align with what you want to talk about? And that’s really the goal, and trying to provide the value with them, and kind of step three being the consultant, not the salesperson. I think both step two and three kind of go hand in hand, because we, like, you can’t be a consultant if you’re constantly selling. Part of being a consultant is really actively listening, understanding what’s going on, and then providing solutions to the client to solve their problems. That’s

Daren Phillipy  18:40

right, that’s right. Is there anything else you’d like to cover or go into explanation on on this sheet? Well, I think

Speaker 1  18:49

the most important piece is the end and like when we when we do a lot of a lot of prospecting, a lot of times the clients, a lot of times our agents, a lot of times our agents, they do a good job. They get LP mama, they do the things, but they don’t commit to next steps. So while you’re making these phone calls and talking to people, they’re not really listening to you, the kids are doing something. The TV’s on their minds elsewhere. They’re not really listening to you. So that’s one of the values of getting face to face, is now you have like they’re actively listening but we what is most important on the call is committing to whatever the next step needs to look like for your client. So whether you are getting with a lender, you’re going and doing a listing console, you’re going and showing houses you are like, whatever that next step needs to look like is the most important piece of any phone call that anyone makes. Let’s recap what we talked about, and let’s commit to whatever to whatever is going to be happening next. And so if you guys are doing that, if agents are doing that, it makes it really, really simple to keep moving people forward in the process. People want to be led. They don’t want you to follow. And I feel like, again, being so transactional, we followed clients. They’ve looked on Zillow. They saw a house that just got listed. Did we got to write an offer immediately. We’re not leading that transaction. We’re we’re following what our clients are doing. And I think this is, this is a unique opportunity for us to really lead our clients, to show them kind of what’s happening next, what what needs to happen, what most of my buyers or sellers do in this moment, and then just getting them to commit to whatever that next step looks

Daren Phillipy  20:22

like. So good, so good. Well, I’ve got the next question that all teams are wondering, Where’s the best place to go and get those listing leads, obviously, from your sphere of influence, but if you’re doing online stuff, where do you typically lean towards when it comes to online leads on the

Speaker 1  20:40

listing side. On the listing side, the majority of our leads on the listing side come from buy sells. So the old, like back in the day, it used to be my home value type of leads, and because Zillow so prevalent now that those don’t really work so much anymore, so couple of lead sources that work for listings, or my agent finder is a really good one. We have a Zillow flex account here locally as well. And so those things work for us significantly. But if you get your if you take your database and you plug into a system like fellow that allows you that list, that allows you that that home value opportunity, but you got to just see what your people are clicking and just come from a place of providing value, and not, Hey, I saw that you wanted, you wanted to look at the value of your home like, what are you thinking you want to refi, you want to sell, and just coming from more of a consultative approach of, what do you think about the value you guys done? Any upgrades is there? I can customize this for you, and then through conversation, we’re still going to get the need out of there on what, what are they looking for? The value of your home only matters if you’re going to be borrowing again. Borrowing against it, you’re going to sell it. So if my home shows a million dollars today and I’m not doing anything with it, and then in three months from now, it shows 700,000 and I’m still not doing anything with it, it doesn’t it doesn’t matter. So there’s usually a need there that people are trying to plan for, but we can’t go directly there first. We’ve got to do a roundabout way of providing value and then uncovering what is what are you thinking? What do you what are you up to? And how can I help you?

Daren Phillipy  22:09

Love it. Love it. It’s been a while that we’ve talked about fellow. And so how have you used fellow? Give a little overview of fellow and how you’ve used it. So

Speaker 1  22:20

fellow is a really cool system that will send, I think it sends two times a month, home valuations, just different nudges to try to get our clients engaged. And all we’re trying to get them to do is click and then respond. And so what it does, it gives them a really, really customized home value estimator on their home that, again, you can provide value. You can customize on the back end. It has some landing pages where you can do some cash offer stuff for our investment business. That we do, we’re able, we’re even able to send stuff to our mortgage company, because we understand there’s a mortgage need there. So it’s just at the end of the day, it’s, again, it’s providing value. Like, how can we continue to provide value to our databases because our phones aren’t ringing like they used to, because your friends and family want to go buy or sell a house. And so how do we get them into our funnel? How do we get them into our ecosystem and then drip them and provide value to them and to get in relationship with them? So once they do have a need, it’s very clear on where they’re going to go with

Daren Phillipy  23:18

it. So good, so good. So I’d like to talk a little bit about leadership and on on the leverage side of things, when you’ve ran your team and before you’ve made that transition, and also now as an opiate and own owner of a brokerage, what are some of the things that you do to help lead your team, to help them get what they want so you can get what you

Speaker 1  23:44

it’s an interesting it’s an interesting thing. I think that before, it was constantly trying to provide more and more opportunities for everybody. But what I’ve learned along this journey is people don’t necessarily they they want what they they want. People are not committed to the process. They want the result. And it’s been a it’s been an astonishing thing to me, because I’m addicted to the process like I don’t count closings. I count how many meetings we have. Because if we have the meetings and I do what I do at a high level, the closings will just take care of themselves. But so many people, I don’t know if it’s I don’t know if it’s society that we’re in today that they just want this immediate gratification type of thing. It’s just really, really interesting. I’m trying to figure out, well, how do you how do you help you live? My leaders are different than my agents. My leaders is helping them see the vision of what we’re trying to build together, showing them the path to continue to make money pouring into them on the next level of things, which is not necessarily how to be a better leader, but like they want to learn more about investing and they want to learn more about passive cash flow and paying less taxes. So for everybody in the brokerage, I teach wealth club once a month, where we’re going over a plethora of different things. Every month is a new new topic, new speaker. Um, again, just talking about how to evaluate deals. Everyone wants to flip, but no one wants to do their first flip. Everyone wants to invest in real estate, but they don’t want to invest the money to do it. And it’s just, it’s getting people comfortable with with the things that aren’t talked about frequently, we don’t talk about how to pay less taxes. Frequently we talk about our GCI. We don’t talk about how you know how to manage cash flow from the money you’re making on your closing. We talk about, how many more closings Can you have? Well, I know a lot of agents that sell a lot of houses and they’re still broke and live closing to closing because there’s no money management. So how is that flow going? How is the entity set up, set up effectively? So you have yourself at an S corp, and you’re paying yourself a wage just doing some of those things. I think that’s the next level for some of my top producers, and some of my leadership is really understanding that there’s a whole other game being played. The first level of entry is like using this business to be able to create enough revenue to then go to phase two, which is investing in flipping, and we do some wholesaling. And just really, really leaning into that phase of stuff. Because once you figured out how to sell 20, 3040, houses a year, like not everyone wants to go to the next step and go build a mega team. Well, how do I, how do I truly build wealth, and not just, not just build cash.

Daren Phillipy  26:20

So, so how do you transition from, I guess, dealing with a society and and really an industry of numbers and growth and GCI and all of that kind of stuff, how have you been able to change that language and change that dialog? I

Speaker 1  26:38

don’t think that we’ve changed. We’ve changed the agents yet. Unfortunately, I don’t know that I can, to be honest with you, I think, I think there’s a lot of people in our industry that are complete full of nonsense. They talk about what they want to achieve, and they talk about, you go through four one ones, and you do the business planning, you do all this stuff, and then you show up on Monday and they’re not in the office doing what the things that they need to do. And so we’re, what we’re doing with our brokerage is this is kind of opposite what the regions want, which is higher, higher, higher, more people, more people. We’re hiring the right people that see and want to go build. I’m not interested in like, like, I know how to do all of this stuff. I’m not interested in going and sitting in front of room and teaching people. We always say, learn to do don’t learn to know. And so that’s a lot of what we’re building here is, like, it’s more workshops rather than trainings. It’s more, I don’t need to sit up in front of a room, or have Sarah or RTL set up in front of a room and talk at everybody and have a PowerPoint, a slide like, no, I need you guys to do the work. If you’re not going to do the work, it’s, it’s a complete waste of everybody’s time. And whether that’s lead generation, or whether that’s prospecting, or whether that’s sending thank you notes, or whether that’s doing house money. It doesn’t matter what the lead generation technique is, it’s just a matter of doing the freaking work. Super frustrated with just the amount of people in our industry that are unwilling to do the work, drives me freaking nuts. It’s not that hard, but for some reason, there’s this entitlement that I have a real estate license and I’m gonna go make six figures and I don’t have to go make calls every day. Like your job as a real estate agent is to be a lead generator. That is literally your job. Everything else from that point forward can be outsourced, but it doesn’t. You’re not gonna have homes the show if you don’t have people you’re talking to and convince them to do business with you. Drives me nuts. So you guys can see a little bit of my passion.

Daren Phillipy  28:22

I can’t see any of that frustration at all for me, Daniel, I just, I don’t

Speaker 1  28:26

think there’s so much low hanging fruit and there’s so much opportunity that this industry has truly changed my life. And looking at agents that could do the same, the only difference with me and everybody else is like, I’ve just, I’ve done more faster. That’s it. Like, I’ve spent more hours, I’ve pushed harder at not being okay with okay and not saying everyone needs to be me or go build a big business or sell hundreds of houses a year. But I think one thing, and being in relationship with Gary Keller has taught me is like, are you living to your full potential? And I if you’re not living to your full like, is that not, is that not the Purgatory? Isn’t that suck? Like, if you look at yourself in the mirror and say, I could do so much more, I’m just not doing it. Oh, that’s that. Like, that would, that would break my soul. And so that’s a lot of what I’m trying to get agents to understand and realize. And this is, I mean, it’s no different than what I teach my children, right? Like, if you’re my goal inside of my household is not straight A’s, but it’s that you’re doing the absolute best. And like my son, for instance, he’s straight A student and doesn’t have to try really hard. But that doesn’t mean that you can get 92 in classes. Can you be getting 98 or hundreds? Can we get you in AP classes? Are you doing your absolute best? My daughter is a little bit different. I’m okay with you getting a B or a C, as long as you’re doing your homework and you’re trying your absolute best, I think that for whatever reason, in our society, in today’s world, trying your absolute best is is an anomaly. It doesn’t happen very frequently. So we’re really trying to identify the people inside of our world that we want to be in business with, because we spend a lot of time, effort, energy, money, and really. Pouring into to these agents, to like, do you want to just, do you want to be an agent that just gets what you get? Or do you want to build a real estate business? That’s a question we’re asking people in interviews now, do you want to just have a license and whatever happens happens? Or do you actively want to go build a business?

Daren Phillipy  30:16

Perfect so, so then tell me this, because I I’ve been the team leader for 12 or 13 years now. I mean me and you have been friends on Facebook for years, so I’ve watched you from from a distance and that and from all the teams that I talked to, this is where the struggle is. You get one or two really amazing people that are on your team, and they are that fit, and then you spend most of our time stressing and working with these others that aren’t bought into the vision or whatever that is. How do you how do you attract more people that fit your vision?

Speaker 1  30:58

I think you got to be a lot more strict on your hiring stand. And again, this is where I push back a little bit with my region and how many people they want me to hire and whatnot. But I think there’s really just this. This is really just this idea of like, I don’t, I don’t think there’s, if you’re an agent that just wants to get what you get. There’s nothing, honestly, I truly in my heart feel there’s nothing wrong with that. What’s wrong with it is when we, when we sit down a business plan and you talk about these big goals that you want to hit, and we do vision boards and all the things, and you’re not willing to do any of the work. Like, that’s what drives me absolutely nuts. And I think it’s just, it’s truly just being honest on like, what are you willing to do? There’s always going to be a sacrifice. What are you willing to sacrifice? You don’t just walk into an industry and make six figures. Like, that’s not the way the world works. How big are your goals? How big are your sacrifices, and how strong is the work ethic to be able to achieve it? I just it’s really just having people. Be honest. Be honest with yourself. Be honest with your family. Be honest with your leaders. Don’t say what you think I want to hear, what’s RTL wants to hear, like, let’s just be real. You know what I’m gonna I’m gonna kind of kick it this year. I’m gonna sell a couple houses a year. We can create a plan for that, and that way I can truly have you have that, that fulfillment and that quality of life, and that’s like 100% but when you say you’re gonna be in the office four days a week, and we’ve gone through three weeks of the year, and you’ve been in the office one and a half days a week, like, do we need to change the goal? Like, what’s what’s going on. I just think it’s so much more fulfilling for people if they can just be honest with themselves. You don’t have to feel because a lot of what they do is, they say they want to do this, they do something different than they feel bad. Stop feeling bad. Let’s just be honest about what you want to do. It’s totally fine, but let’s, let’s set small goals. Let’s start reaching them. Let’s build momentum. And I think it’s just really just really just again, aligned, like with people that we’re interviewing, we’re trying to find more athletes, because they’ve dealt with adversity, and they know what hard work looks like. Teachers. They work their asses off, and they don’t get paid very much at all. So working with them, a lot people that have coming from a sales background understand what it’s like to be in sales and make a bunch of phone calls every day, and so it’s really just trying to identify who fits our culture and who, who’s gonna be a positive member to our society. You know, like, we don’t need bodies. We’ve played that game. We were leading our region and in hiring and like that doesn’t we’re never gonna show up to the I don’t know how to provide value to agents that work from afar, because then it’s like, Oh, I’m not getting enough value for my office. From my office. And I’m like, we gotta be here. If you’re here, we can, we can inspire you, we can help you, but you gotta freaking be here.

Daren Phillipy  33:30

So, um, you have some passion, and that’s which I love. I just there’s so

Speaker 1  33:34

much, there’s so much opportunity. Again, this industry has completely changed my life, and I see so many agents that I that that have, what it takes, but are just unwilling to do it, unwilling to go to the next level. You made your first six figures. Well, how do we do more? And how do we achieve more? And how do we again? It’s not necessarily committing more time to that. When you think when your last question was about leverage, then it’s realizing, like, I would rather go do the work all by myself than have leverage, to be completely honest with you, because leverage is taught, it’s not bought. And so the amount of hours that I’ve had to spend teaching people how to do things and then even either having turnover in that spot or being patient with having them learn in their learning curve, it takes a whole heck of a lot more time than you just going and doing it yourself. So it’s like Gary says, sometimes you have to slow down before you go fast. So I just, I love this industry, and I love the I love what this like. There’s no There’s no caps, there’s no ceilings, there’s there’s nothing that you can like, you can have whatever you dream of through this industry, and all you have to do is apply yourself and push through that, push through the failure and the disappointment, and then keep driving and keep pushing

Daren Phillipy  34:48

perfect so, Daniel, when you back back to when you were running your team, even just last year, you you, what would you do with those who, I guess, weren’t up to par? And. Would you keep them around? Would you raise the standard? Was it coach them up or coach them out? How did you deal with that? So I think

Speaker 1  35:07

that’s one of the main, one of the reasons we moved into a network, because there’s no like, we have pushed them out of the organization before, but not everybody’s going to be a high achiever. And so it’s like, if the agent wants to do four or five houses a year, like you’re welcome here. And so we’ve lost agents in the past that only wanted to do five or six and just didn’t fit again. They felt bad by being with this high performing team and not living up to standard, or feeling feeling less than everybody else. And so I want to create something that’s a little more inclusive to everybody, and then just really like, I think the one of the biggest lessons I’ve learned is I’ve got to do a better job of meeting better job of meeting people where they’re at. So it doesn’t necessarily mean lower my standard, but I’ve got to meet people where they’re at and help them see what is it that you want to achieve, and then help you create that blueprint. It’s five transactions a year, like, awesome. Let’s go create it’s 30 Awesome. Let’s go build that. But I’ve got to meet them where there are versus saying, Here’s a standard. If you don’t like it, you need to leave. I think that’s the lesson I’ve learned as a broker owner, a team is very different. If I was only running a team, we probably still have a really high standard and keep pushing on people. But within the brokerages, it’s a different it’s a different animal.

Daren Phillipy  36:15

Oh, good. So what have you learned over the last 12 months when running your team or or transitioning into your brokerage

Speaker 1  36:23

patience, I think the last last couple of years has really forced us to go slower and really, really think about and reimagine what we want to build. How can we lean into our database more, rather than going at our height when we were generating 1200 leads a month for our team, for our team members, and now we’re down to like, 100, 150 and we’ll start growing again this year. But how do we how do we re engage? I think the biggest thing that we’ve learned is, how do we teach agents to really go build relationships, like you can teach contract classes. That’s cute, but how do you go build your relationship with people? Or how do you go through that contract, and really build a relationship through that contract and communicate that effectively and put your clients at ease, because you care, you know what their fears are. So a lot of what we’ve been doing recently, rather than script practice, is call listening. We’ll demonstrate how to do it, and then let’s go listen to those phone calls and then coach up and critique so they can give real life reps on how to actually do this.

Daren Phillipy  37:25

Still Awesome. Awesome. What have you What do you need to learn over the next 12 months?

Speaker 1  37:34

I don’t know that there’s we’ve I don’t know that there’s I need to learn commercial real estate. That’s a personal thing for me. For me specifically, we’re getting out of we’re selling all of our rentals we own, like 14 doors, like 11 houses 14 doors, and we’re liquidating those and moving the money into commercial real estate of some sort. So understanding that a little bit better familiar with it, but I’m definitely not an expert by any means at it. And then from from like, a brokerage perspective, it’s really, I think the thing that we need to learn, we need to we need to learn. How, how do I inspiring people? I think is, how do you get people to be disciplined? I think is the thing, because I can’t motivate you like, motivation is not, I’m not a motivational speaker, that’s Tony Robbins. That’s not Daniel Dixon, right? So I can’t be the inspiration to your dream. So how do we teach you discipline? We’ve tried cracking the whip and that scares people. We’ve tried just rubbing your back and telling you you’ve got it, and that helps some people. So it’s really identifying who is who. And then how do we meet them where they’re at to be able to go achieve what they say they want to achieve. Understanding people more. I feel like it’s communication, it’s people management. My coach, Brett Tanner, told me, like, whether I like it or not, I’m in the people business.

Daren Phillipy  38:55

Yeah, no doubt, yeah, I’ve become a better leader. It’s difficult to impact more widespread because to get to where you’re at as in that relationship takes time, takes patience, can’t be rushed, and you have to understand the person. And that doesn’t just happen in a 15 minute accountability conversation,

Speaker 1  39:21

yeah, agree, their goals where they want to get to Sarah’s. RTL is phenomenal at doing that. I’m less patient with that because I think at the end of the day, Daren, like, it’s like, it’s just, it’s just about, like, Nike created an entire brand on just do it, yeah? Like, it’s really not that hard if you can stay consistent, but if you keep, if you’re pushing, I always use this analogy, if you’re pushing a car, the first the first push is really, really difficult, and as soon as you start getting momentum, like it’s just, it’s easy, but if you get that car to come to a complete stop again, and then you’re trying to push it again, like it’s. Selling real estate is going to be incredibly difficult. So how can we just consistently do things every single day, make five phone calls a day? It doesn’t have to be 20 contacts, five calls a day. And we see this incredible growth during bold, and everyone goes to bold, and everyone sells more houses. And then you go back to your old ways, and it’s just like guys, it’s not that hard. It’s a very since, not easy, but it’s a very simple math problem. Do a little bit every day. The compound effect get a little bit better every day. Do a little bit towards your goal every day. And then when you look up like I’m not, I’m not more special than everybody else, I’m not smarter, I’m not a harder worker, necessarily, but I understand the math of a little bit every day creates an immense amount in the future. That

Daren Phillipy  40:43

car analogy is so spot on, man, all right, well, before I open up to the room for all of those, I know, honey, you’ve asked a couple of questions, raise your digital hand. I’m going to ask one more question and then open it up to the room for any of the questions you guys might have for Daniel question, pay attention. Jay, why is? Why is the 40 Niners the greatest football team of all time?

Speaker 1  41:12

Well, you have the greatest receiver of all time. You have incredible colors. The Bay Area is an awesome place, arguably the one of the best quarterbacks of all time, one of the greatest coaches of all time. They beat the Cowboys constantly. You know,

Daren Phillipy  41:30

yes, yes, yes, see Jay, or Jay tried to say something, I just threw him right back and mute.

Jay Hendrix  41:40

Amen. I will have to say that Kelly Washington is a fantastic receiver.

Daren Phillipy  41:47

Probably came from Tennessee, is my guess. He

Jay Hendrix  41:49

did. He did. He’s amazing. That guy’s a go getter. So I’ll give you, I’ll give you that one.

Daren Phillipy  41:53

Jay, do you have a question? Are you just trying to disrupt the thing I actually

Jay Hendrix  41:58

I do? Well, first of all, I got, I got a comment, and then a question. The comment is, I’m absolutely going to use that, that line that you just said while ago about rubbing their back and say you’ve got it, that was that. It was amazing that, you know, I think everything that you have said so far, Daniel has just hit me so on the head. Because, you know, we’re, we’re, obviously, we’re, we’re a large team. We’re trying to find people that, that, that, you know, that not only are good people, because there’s a lot of people that are good people, but they really just don’t fit with what you’re trying to do and and it, you know, I get so frustrated because I feel like I’m frustrating them, you know, and that’s not what I brought you to our team for. Was me to frustrate you. So I appreciate everything you said. I’m going to watch it over and over and over. I think it just it helped clarify. You know, really a lot of things that I’ve been feeling personally as trying as we continue to hire people, bring people on, train people, you know, to get them to be able to have something like you said that. You said it just real estate. Changed your life. So fantastic, dude. I really appreciate that. The thing that I wanted that you went by real quick, and I know you were telling a lot of stuff, you covered so much ground, but, you know, when you said, when you said that, you know, we say speed to lead here all the time, all the time. We’re like, Hey guys, it’s, you know, win the deal. Speed to lead you, okay? But when you said speed to relationship, it literally made me stop, because, you know, I’ve just never really heard it that way. I’d love to hear a little, just a little bit deeper on how when you’re when you’re walking your people through that, and really, what does that look like, the speed to relationship. So

Speaker 1  43:49

I think from from like a prospecting perspective, when you’re calling leads or calling people, I think it’s, I use this term, stay in the funnel. So oftentimes what happens is, like, all right, what part of town Do you want to be in? And they’re like, oh, I want to be in. I want to be in? Summerlin, I’m like, Oh, great, cool. And then you’re on to the next question. And we’re trying to teach more of our agents to understand is, how do we go two or three layers deep on every question? Summerlin, Oh, someone’s an awesome town. Like, What? What? Why do you want to live in? Summerlin, what’s, what’s so important about that? Oh, the school district. Oh, man, the schools are awesome. What? How old are your kids? Oh, cool. So are you thinking more this is more of a middle school thing or high school? Okay, got it, and it’s staying in the funnel and understanding like the motivation comes on Question three, not the fact that that person wants to buy a house in Summerlin, because now you might have a different another better idea for them, if you understand what they’re exactly talking about. So our, oh, I have a dog. And they go, Oh, that’s really cool. So what monthly mortgage payment Are you coming like, no, what dog do you have? How many pets do you have? Do you want to have another dog? Oh, my gosh, I have a dog too. I have plenty of like, so it’s just really teaching them again, like, you keep saying it was like, how to be. A human you talk to your friends like this is whether, no matter where the lead comes from, even if it’s open house, lead, talk to them like you’re talking to your friends. Stop making it weird and awkward, right? Just be normal. We’re so focused on what we’re gonna say next, we stop listening.

Daren Phillipy  45:18

That good. Jay, yeah, very

Speaker 1  45:22

good. I think if you haven’t listened to the episode on I went, I went fairly deep with with Jason Abrams in the episode of the The Millionaire Real Estate podcast. So be worth a listen.

Daren Phillipy  45:32

Yeah, for sure, honey, it is your turn.

Speaker 2  45:37

I’ve enjoyed everything that you’ve said. I’ve been an independent for 15 years, and you are right on as far as the the newer agents, a lot of them don’t want to work. And how do you My question is, how have you trained yourself to look for the, I don’t want to say quality agents, but the agents that that do have the want and the desire to work and grow.

Speaker 1  46:15

I’m looking for adversity. Give me a situation in your life where your back was against the wall and how you performed. Give me an Give me, give me a time in your life where you faced adversity and you came out on the other side. What did you learn from it? I want to I mean, again, it’s the sports analogy. But like everybody who’s been in sports has been in a close game at the end, like you, you’ve gone, you’ve been on a bad team, you’ve been on a good team. Collegiate sports, ideally, but it’s really, it’s really like high performance. It’s not even just athletes, like you can be, you could be a top person in a spelling bee. It doesn’t matter what it is exactly, just the fact that you’re competing, you’re competing, you’re working hard, you’re striving, you’re focused, you practice. A lot of agents come in, they get their practice when they come to work. And I’m like, You guys, this is your career, so you should probably do some work outside of work, and do some personal development and grow yourself, and then come into the office, and then we can, like, those two things together will create significant results, rather than just, all right? Well, I’m I’m here. Can you train me now? Come on, guys,

Daren Phillipy  47:26

awesome question, honey. Thank you. You are welcome, Daniel, dude, you know, I’ve been sitting there brewing about this because, you know, I’ve been a team leader for 13 years. Hold 20 to 40 appointments a month or 13 years with agents who are in the business, people who are wanting to get in the business, and everything in between. And I love it when an agent tells me that they competed in in college sport. Mm, hmm. And you’re also right teachers. Man, they, when I get a teacher to come in here, they typically do a really good job. They do work the tail off. They have a network. They have influence, I think. And I’ve talked to other teams too, those two are great places to go and look for your talent. Yeah, for sure. So good. Well, that’s pretty much it, Daniel, unless you got something amazing to share with us, some some bomb to drop,

Speaker 1  48:25

bomb to drop. No, nothing, nothing too crazy. I think it’s really just getting again, I can’t inspire people. My job is not a motivational speaker and an inspiration every morning to get people like that’s not my role. And so it’s really getting agents to understand like my job is to help guide you. It’s your job to wake up and want to go build every day. And if we can, we that creates an incredible partnership. But a lot of times people join teams because they’re expecting you to do all the heavy lifting. So, like, how do we share? How do we share this? This is a partnership. You’re not my employee, right? Right?

Daren Phillipy  49:01

That’s right. Well, that’s pretty much it. Daniel, if, if there are some people that are listening or watching that are dying to send referrals up to Denver, um, what’s the best way for them to be able to send those referrals?

Speaker 1  49:12

So you guys can just reach out to me on a lot of lot of lot of referrals I’m getting are through the networks, on Facebook, social media, some Daniel Dixon on Facebook, and then at Dixon sold it on Instagram, or you can shoot me a text, 303-506-7106,

Daren Phillipy  49:32

awesome. Okay, Daniel, go do your thing. I appreciate it. Thank you very much. Great to meet you guys. You’re so cool. Thanks, Daniel, talk to you guys. Bye, okay, there you go. I told you guys. Daniel killed it. The guy made me feel smarter. By the time I was done talking to him, I was all coached up. He he knows how to inspire, and he knows this business and and I want you guys not just. To take the stuff that he did and put it in your pocket. I want you to take the stuff they shared and put it in your business and implement it so you can make lots and lots of money, scale your business to a point where you could actually turn it into a brokerage. How awesome is that? Man. Love it. So anyway, thank you, Daniel. You’re awesome. And you guys do know I don’t do this just as a hobby. I actually do this because I run one of the largest real estate companies in Vegas, called Keller Williams mark, and I spend most of my time coaching and helping non kW agents for the business, specifically helping them build teams. If you want to learn how to build a team and you want to get a stronger team, or you want to scale, you want some of your life back. Contact me. Number 702-706-4949, I’m here to help you guys out and make your guys’s life all better. So that’s pretty much it for me today, guys, thank you so much for listening. I can’t wait to see you guys next week and do it. Join the room Tuesdays noon, Pacific Standard Time won’t won’t regret it, and be able to ask lots of questions. I’ll see you guys later. Until next time.

Announcer  51:14

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