Episode 60: The Power of Community – The Siefert Team

Building a Real Estate Empire in a Small Town: How Haley Siefert Closes 300+ Units a Year with Heart, Hustle, and Leverage

“You only get one life, so you gotta just… pay for it. You’re gonna earn more, and it’s gonna make your life bigger.” – Haley Siefert

In Episode 60 of The OT Only Teams for Real Estate Podcast, Daren Phillipy sat down with powerhouse team leader Haley Siefert from Danville, Illinois—a small town with a big personality and even bigger results.

Despite operating in a market where the average home price is just $120,000, Haley closed 327 units and $44 million in volume in the past 12 months. Yes, you read that right. Her journey from overwhelmed solo agent to influential team leader is full of wisdom, grit, and community-driven strategies every real estate agent needs to hear.

From Drowning to Thriving: Haley’s Early Hustle

When Haley started her real estate career in 2017, she was at a small mom-and-pop brokerage. She later joined Keller Williams in 2021, already doing 225+ deals per year—but with no admin and no team.

“I was drowning. I had a newborn baby… every single document was on me. And I didn’t even know the word ‘leverage’ yet.”

That all changed when a Keller Williams recruiter showed her a bigger vision. She quickly realized she couldn’t do it all forever—and shouldn’t.

“Miss Haley the Bulldog”: How She Dominates a Small-Town Market

Haley built her business by focusing on first-time homebuyers and winning over their families.

“I sat in my office and taught myself how to build a house… I wanted to be the smartest person in the room so that the dad or the uncle would trust me with their daughter.”

That commitment led to lifelong clients. Today, 80% of her business comes from past clients and referrals. In a town where word-of-mouth is everything, Haley’s reputation as a “bulldog” who gets results is her strongest asset.

She also owns her brand through omnipresent local marketing:

• Billboards
• Radio ads
• Branded events
• Constant social media content
  

“The biggest compliment I get is: ‘You’re everywhere.’”

Community First: Creating Loyalty That Lasts

Haley’s team gives back through budget-friendly, high-impact community events:

• Coffee on Us for first responders (with cost-sharing from an insurance partner)
• Meals for fire and police departments
• Annual Teacher Appreciation Nights
• Back-to-school movie nights
• Free Christmas photo sessions for 40+ families
  

“None of our events cost more than $1,000 because we partner with businesses. And we always capture data with a giveaway—email, phone number, name—and add them to our database.”

This kind of engagement makes Haley’s team more than a real estate group—they’re a pillar in the community.

New Construction in a Dying Market: How Haley Sparked a Revival

One of the most jaw-dropping moments in the episode came when Haley shared how she took a chance after hearing Junior Ibara speak at a Keller Williams mastermind.

“I literally said, ‘What am I gonna do?’ And then I did it—I met with the city, the Chamber, and a builder. We’re now starting new construction where there was zero last year.”

After years of having no new builds in Danville, Haley found a way to spearhead affordable housing development through:

• Partnering with a builder
• Working with the city to demo blighted areas
• Getting free lots from the municipality
• Leveraging local tax incentives (50% tax savings for five years on new builds!)
  

She turned a “never gonna happen” idea into real, buildable solutions for her town.

Scaling with Leverage and Love

Haley finally hired her first admin two years ago—a major turning point.

“I would say ‘It’s just five minutes’… but that five minutes added 90 minutes to my night. I had to start asking—would I pay someone to get that time back? Absolutely.”

She now has:

• 1 admin
• 4 buyer agents (including her mom!)
• A growing territory in two counties
  

But she doesn’t believe in handing off files cold. She stays personally involved in every deal and maintains high communication with her team.

“I’m still very hands-on. I think that’s why I have 80% repeat and referral business.”

Lessons in Leadership

Leadership hasn’t come easy—but it’s a role Haley embraces with humility.

“I just want to be the best leader I can be… If they ever leave, I want them to say they learned so much from me.”

She’s learned to:

• Prioritize communication and one-on-one time
• Lean on trusted voices (especially her mom!)
• Train with intention and high standards
• Let go slowly and wisely
  

One mistake she shared? Hiring too quickly without alignment.

“She was on her phone during training… I realized I never got to know her first. That was on me.”

Now, she shadows new hires before making a commitment.

Final Word from Haley

“Old school works. Partner with your people. Love your clients. Stay top of mind. And always be the person they can trust with their family.”

Key Takeaways for Real Estate Agents:

• Leverage early—even if it’s scary
• Get embedded in your community with simple, authentic events
• Start local—referrals beat paid leads in tight-knit areas
• Think bigger—even in a small town, you can spark change
• Lead with care—relationships with clients and your team are everything
  

🎧 Listen to the full episode on The OT Only Teams for Real Estate Podcast and subscribe for weekly interviews with top-producing teams.

📩 If you want more tips or to connect with Daren, visit onlyforteams.com

Transcript

Announcer  00:00

Welcome to the OT only teams in real estate.

Haley Siefert  00:15

I was at the point where I was starting a family, and I was like, and sometimes still do, like, I was staying up late, I was working all the time, and I’m like,

Speaker 1  00:26

I lost my brother. And I’m like, life is way too short. Like, dude, you gotta leverage, you know, like, you don’t want to miss these days. And so it sounds so silly, but it’s like, okay, you only get one life, so you gotta just, like, just, just pay for it. It’s a little bit. You’re gonna earn more, and it’s gonna make your life bigger. I’d be like, it’s just five minutes. I can send that document. It’s just five minutes. Well, that five minutes, I would notice, would add about an hour and a half to my night. And it’s like, okay, it might just be a five minute document. But if I could get home and gain that hour and a half back with my family, would I pay someone to do that absolutely like, would if you could get that time back in your life? And so I think I just started to notice that every like, five or 10 minutes or hey, this simple task, hey, this won’t take me long. This won’t take me long. It truly adds up as you continue to grow.

Announcer  01:26

Here’s your host, Daren Phillipy, Hey

Daren Phillipy  01:30

everybody. Welcome this week’s ot only team for real estate agents. My name is Daren Phillipy, and I’m your host. And welcome to the new studio of the OT. We decided to switch some things around, and it is looking tons better. And I’m wanting to make sure that we bring the OT with a higher value and higher quality every single week, and you guys are going to be super excited to hear from our OT this week. Her name is Haley Seifert from Danville, Illinois, and she’s closed a ton of business. And if I’ve ever seen someone love her, her business and love her community, I mean, she is the epitome of real estate and loving her career. She’s a hustler, man. She works hard. She’s just expanding her team. She is doing a lot by herself, and she has she shares with us some of the the excitement and the pains of growing and scaling your team and having that trust that your systems and the people that are in your in your world be able to lighten that load, she can hand it off and move it to someone else. So you guys gonna love, love, love her. She’s so cool and and I’m really grateful that we’re now friends. She’s going to talk a lot about how to really work in a smaller market, and she shared a couple of really cool ways to expand into different counties and and different areas. And so you’re going to want to make sure you pay attention to this. Now what I do need you guys to do is to to share this video, share this audio, make sure you share it with other people, and then make sure that you follow me and and make sure you like me, and you do all the things that help the algorithm find the OT. I’m doing this because I want to make sure that our teams in this in this real estate industry, is able to be taken care of, and this is my way to be able to make sure that, you know, teams are not on an island by themselves. So I’m super excited to do the OT. I love that you guys are here, and I’m super grateful for that. Now, that’s pretty much it, guys. I will see you guys at the end of the OT, but this is the deal. When we’re done with the OT, keep on listening, because I still got more stuff to share with you. Okay, I’ll see you guys the end of the OT. Alright, guys, it is that time for the OT. I am so glad to hang out with Haley Seifert, and by the way, I apologize. I’m a little foggy. Normally, I’m a little chubbier than I am, but I’m sucking weight for wrestling tournament. And so I told, I told Haley that she’s gonna have to carry the weight. And so, which means guys, that I need you guys also to ask awesome questions when we get near the end. So and by the way, no cheating. Sometimes you guys try to ask questions before, and you guys know the rules. Write down your notes, and probably last 1510, or 15 minutes, we’ll open it up to the room. So anyway, that’s it. Haley, thanks so much for hanging out with us. You the numbers that I pulled up from you. You’re in Danville, Illinois, which is middle of the state, and last 12 months, 327 months, 327, units and $44 million in volume, and so thanks for being on the OT.

Speaker 1  04:48

Yeah, super I’m super excited. Yeah, me, me

Daren Phillipy  04:51

too. So tell me a little bit about how you are you and how you built the team that you have there in Danville. Yeah.

Speaker 1  04:59

Okay, so I started real estate in 2017 and I started with a small mom and pop brokerage, and I joined Keller Williams in 2021 I was a solo agent. I when I joined Keller Williams as a solo agent, I was probably doing about 225 units, and that’s without an admin, without anyone, because I went to, I was just kind of drowning. I had a newborn baby when I didn’t do 925, units, and that’s like, every single document. So I, I’m like, Okay, what? I come from such a small town that we didn’t have teams. We didn’t it was just, you were a realtor, right? That’s, that’s all. It was very basic. And I’m like, I know there’s something bigger. I know that there’s more that could happen. I talked with my mom about potentially joining my team. So there and I went to I went to my old boss, and I said, you know, hey, like, Can I have a team? What can I do? I just need to leverage. I didn’t know the word leverage at that time, and that’s when actually somebody from Keller Williams approached me, and really, that’s how I how I got introduced to kW, and I’m like, Yes, this is everything I need. You know, I’m thinking bigger I need bigger.

Daren Phillipy  06:15

Love that. Awesome. So, so now you’ve you said before we we push record. You’re like, I’m not the traditional Keller Williams team type stuff. What does your team look like? What? What is your org chart look like?

Speaker 1  06:29

Yes, okay, so just as of January, we really started to expand. So as of last year, was just me and my buy one buyer’s agent and an admin. So this year we have four agents. So my mom is one, and then three other buyers, agents and and one admin. So myself, four agents and an admin.

Daren Phillipy  06:56

You did all of that to do 300 plus units.

Speaker 1  07:00

So Caden is my, was my buyer’s agent. Last year, it was Caden and I, yes, we did 327, units, and then we had Sarah as our admin.

Daren Phillipy  07:09

That is awesome. Congratulations. Uh, I’d like to give you now, hopefully over the over time, we’re going to work more assistance, so you can probably have a little bit more of a life, because you probably worked your tail off last

Speaker 1  07:19

year I did. I think that’s what my coach, or always tries to pull out of me. And he tried to teach me more leverage. And I think that’s a, you know, a day to day thing that I’m learning, and I think I’ve gotten better at it. I know I could improve, but I really think that’s where maps coaching has has truly helped me. I love my coach, and he’s taught me a lot of things that I really had no idea about, even just a profit and loss statement. I never had that coming into Keller Williams,

Daren Phillipy  07:48

um, so do we need to make a profit? What’s this? Yeah,

Speaker 1  07:52

why do we need to know our numbers? I did, you know? I mean, if you saw my wall, it’s crazy with numbers and tracking and so that all just really started in 2021 when I joined kW, love it. I

Daren Phillipy  08:05

love it. So for someone to close 300 plus transactions, how do you create those leads?

Speaker 1  08:12

So, okay, when I started in real estate, this might be really long winded, so you can cut me off.

Daren Phillipy  08:17

No, you just go, Dude, you just know that, and you got 50 minutes?

Speaker 1  08:21

Yeah, I would say, like, a luxury a bigger listing in our area, it’s like, yes, is if it’s about $250,000 right? So that’s like, you hit, you hit the jackpot. Um, so I knew that I wasn’t going to get that person right off the bat. What do I you know, I’m very confident myself, but truly, I’m starting. I’m like, How can I succeed? So I looked at, you know, okay, well, my friends people my age. So what I did for the first three months of real estate, before I ever sold a house, I literally sat in my office, I closed the door, and I learned how to build a house. I’m like, okay, so if I’m going to be with somebody’s daughter, then I need to be the smartest person in the room, and I have no idea about a house I need, you know, I need to learn. I talked to contractors, I met with inspectors, I sat down, I learned about a seal plate. I learned about foundations, you know, I learned about what to look for in a home. So then that dad would feel comfortable with me, and he would be like, Oh, my daughter’s in good hands. And then from that, I could, not only, you know, because again, if you’re thinking first time homebuyer, young, younger person, they’re going to bring their parents most likely, or grandparents or an uncle or someone they trust. So I’m like, Okay, if I can win the first time homebuyer, then can I become a family realtor? You know, can I be their realtor for life? So that’s kind of how I started, when I was 23 with that motto, and I just really helped first time homebuyers until I could gain that like the the grandma’s listing, or, you know, whatever that was. So I started that way, and I have, I’ve become like the family realtor. So probably about 80% of my business. Comes from past clients or client referrals. And I mean, we pay for, like, a little bit of Zillow. I mean, I know, crucify me, but I would say a majority is from our community. And just having that, that that relationship with our past clients, that it’s huge for us. That’s,

Daren Phillipy  10:21

that’s awesome. And I, you know, I expected that small town, small town, goes to the people that they know, not typically through Zillow or any of these other other platforms. And and you’ll, you’ll find most of these teams, they you have to play some of the game. You just make sure that it’s red light, green light on where they spend the money, like,

Speaker 1  10:42

well, and then in a smaller town, it’s like, the first thing that they’re going to say is, oh, she did a great job for us, you know, because somebody’s asking who sold your house, they’re asking that person for a recommendation. Oh, well, you know, I have this, this gentleman. I love him. He is a pillar of our community. He’s on our foundation board here at the local school, and he’s like, Oh, if you want, you want Haley, she’s a bulldog. And I’m like, You call me a bulldog. I mean, he’s like, in his he’s like, 75 and he’s like, yeah. I’m like, if you want, if you want your household, you call Haley, she’s a bulldog. I’m like,

Daren Phillipy  11:12

Oh, I love that. Miss Haley the Bulldog. So that maybe that’s what we’ll call this episode. Oh, goodness. So, so what are some of the things that you do to really own that community when it comes to the production there? Yeah,

Speaker 1  11:26

so I, I agree, or, okay, so let me get into, like, what I do for the community, but I believe in always staying top of mind. So you’re literally seeing my face everywhere. I’m like, people probably hate seeing my face, but it’s, it’s all over billboards. It’s on radio. It’s on obviously, it’s on signs. Like, I just do everything in my power to stay top of mind. Like, it’s the biggest compliment, a compliment to for me to hear, like, Oh, you’re everywhere. Like, I get that a lot, you’re everywhere. So that’s number one. But I would say for the community, we do stuff all the time. Like, I found a local insurance agent that I could partner with because I want to keep costs, you know, at a minimum. And I found out that his agency will will pay for for half of it. So let’s say we’re having a coffee on us. That’s something we do a lot. So we with nurses, appreciation, with firefighters, with police officers. We went to our local coffee shop. We said, Hey, you’re going to be all over our branding. You know, can we do this? From seven to nine o’clock, all nurses are going to come. Our card is on file, and his insurance will pay for 50% of this, and then him and I only have to to split 25% of the total cost, which is amazing. So I found a partner in our community. I think that’s the the most important thing that you can do to just offset some of these expenses. So like, we do four major things a year or community events. So coffee on us is just an easy one. We don’t even really consider that as one of our major events. Every year we feed the local firefighters. We do that probably twice a year. We just went to all three shifts of the police department, and we brought them a different meal every time we bring them, like little tokens, or, you know, just some swag that’s branded by us, but it’s all genuine. It’s like we genuinely, really appreciate you. So we are constantly doing that, and that’s just something so, so easy, and then, like something new we’re going to do this year is, well, okay, so last year we did. We invited every school, so every school in our entire county, so grade school, junior high, high school, because we knew not everybody would show up. But we rented out a bar. They actually gave it to us for free because they liked this event, and they actually paid for the band. So we got them to give us a venue for free and the band for free, and we paid for dinner and just one beverage for all the teachers as a as a just like thank you for your service. Thank you for your year. So they came, we’re doing this again may 30, and they came out from four to seven, and they stayed. So, you know, the venue made more money because we were only providing one drink, but it was just like a Teacher Appreciation Event. And then back to school, we’re going to do, we have, like, a small local baseball field, so we’re doing an outdoor movie for the kids. We’re going to do sandlot, because it was actually part of it was shot here in Danville, and we’re just going to do a blow up screen, and then we’re going to ask the kids to just bring, you know, like pencils or something that we can donate to our local school district. But we just try to think of different, different community events that we can do, and that help our kids, help our community, and just try to give back in that way. And I think that goes a long way as well. That

Daren Phillipy  14:50

is so cool. I love how simple these ideas are that you can tell don’t cost a whole lot of money because partner up with the right people. People. And then if you can get into the policemen, and that in the in the the nursing and and those teachers, you’re hitting all of these people that those referrals, they spread like wildfire. That is so smart of

Speaker 1  15:15

you. And I promise you nothing is costing us a lot of money. I mean, like, literally, I don’t think any of these events even cost me $1,000 by the time you have partnerships. Or, like, if it’s, if it’s even something that’s going to cost us a lot. You know, I’ve talked to our title company. I’m like, Hey, you have all my business. Can you sponsor this? But it doesn’t have to be anything that’s so flashy. It’s simple things. And guess what? We do invite our clients. We call our clients, especially if it’s like the movie event that we’re going to do in August, The Back to School movie, we invite our clients, and then we open it up to the entire community. So you can still use it as like a client appreciation, but tie in your community and it will go one step further.

Daren Phillipy  15:57

Love it. One last question, then we’ll move on. Do you have something at these community events that captures their data, where you can add them into your database and stuff like that? Yes,

Speaker 1  16:10

so we always do just some type of giveaway. And to do the giveaway, you have to do your name, number and email, and then that way we get all of that, and then it’s just a drawing, and then our admin put it in our database, and then we can follow up. We also did just really fast, like one. We did free Christmas movies, or free Christmas movies, free Christmas pictures for 40 families last year. And then when they entered to participate, or to, like, block out a time, they had to give all of us all their information for that picture. And then also we had a photo booth there, so then we could again, email it to them or text it to them and have all of their information. So just little things that you can do. But yes, we’ll do some sort of giveaway, and that’s how we do it. We try not to be too crazy pushy on that stuff. So it’s just something simple that we do.

Daren Phillipy  16:59

So smart? Well, I’ve got Tell me a little bit about or tell the group about your conversation with junior, junior Ibara. He was on the OT about four months ago, and you said you ran into him at Gary’s mastermind. Tell me a little bit about what that conversation looked like, and then what did you do? What action did you take after that conversation?

Speaker 1  17:22

Okay, so we were, we were in Austin. We were at Gary’s mastermind and honestly, he wasn’t even slated to speak. He I was sitting right next to him. Had no idea anything about him. We were having a good conversation. Gary mentioned something. He raised his hand, and he then he, Gary’s like, Okay, now you need to get to the front. You need to tell all of us about this. But it was about having new construction, basically in his area, and how he helped bring that to his his area in Iowa, because I don’t think that they had a lot of new construction. They were really struggling with that. And just for reference, like our average market price is about $120,000 here in Danville and vermillion County. Um, so I’m like, Okay, we haven’t just again. Last year, Danville, Illinois, did not have one new build, not one we we really lack in that area. Most of our homes are built between 1920 and 1940 so you get a lot of repairs needed. You still have a lot of knob and tube wiring. People can’t afford to do that, so we that’s just something. I’m like, wow. Okay, we need to have a conversation, after which we did, and then I need to go to my chamber of commerce, and I need to go to my city and see what can we do? Because we need to have new construction that’s somehow affordable in new buyers price range. So I had a meeting with our local Chamber of Commerce in our city, and it felt really defeating. It was like, how are you going to do this? How are you going to build a new construction house and not have it cost 250,000 because somebody can’t afford that, especially when it’s like a two bedroom home. You would have to have like, for it to be 250,000 you have to do like a four bedroom, two and a half bath with a primary. You can’t build that for 250,000 so that’s why it felt so defeating. But our city and our chamber of commerce, and I just decided we’re going to start meeting monthly. We are going to figure this out like we’ve got to. It’s so important if we want to attract new businesses and if we want to track attract actual professionals, we have to have quality housing. And so I asked that family reunion. I asked if I could meet with junior again. I’m like, Okay, we have to, like, how can I do this? How can I do this? And we had a conversation. And before

Daren Phillipy  19:33

you get into this, this is just a couple months ago. You had another meeting with junior.

Speaker 1  19:37

Yeah, this family reunion. Crazy. Okay, yeah, keep on going. So 2025, for for us, has been all about expanding into our like the the areas that touch our county. And so when I was expanding, I heard about this builder, his realtor, decided to take another avenue. He didn’t want to represent him anymore. And I’m like. Guy’s building 40 homes in this county we want to be in. I’m going for it. I’m getting his number. I’m going to call him and just ask for, like, just give me an interview, please. I mean, I barely sell in Champaign County, but somehow I’m going to win his business. And we did. We met at his brand new shop. We had like, this, like, roller cart, and I had my whole presentation ready, and he’s like, yeah. Like, I knew I was going to choose you before we even gotten here. I’m like, okay, great. Well, so our relationship really just started, what, a month and a half ago, and I had this conversation with him. I’m like, It’s not affordable housing, it’s quality, it’s it’s actual stick built homes. I’m like, how do we do this? He’s like, Well, I can do it. I’m like, Oh, shut up. Like, it’s not this easy. Like it can’t be this easy. You’re telling me you can do this. Like I really thought this would never happen, and literally. So it was last week I got a meeting with my builder, with the city, and again, with our chamber. We sat down, we identified it was nine lots in total, and then three blocks that can totally be demoed. It’s all blight. It’s all but we built a beautiful new hospital, and we want to get doctors here. We want to get nurses here, but it’s all blight. And so the the city said, How about we test it? How about we test it with these six lots, we will give you the property for free. There’s another property right behind it. We’re going to tear it down for you, so it’s going to be a beautiful area to build new houses. Um, and I looked at Wes. I’m like, if we can keep this at 129, nine, you’ll probably have multiple offers, and we can sell the heck out of these homes. Like, I’m fully confident this evening, I we went around, we walked I’m like, Yes, Wes these. These lots are great, and they’ve already, they’ve deeded him the property. They actually bought a property from Crosspoint, expedited title work, gave him the property, and he’s going to start construction. He’s going to have the houses built within about eight weeks. And if they sell, well, then the city is going to give him these three blocks and just tear all of it down. They’re going to buy the properties that are that the city already doesn’t own, because the city did start to buy these properties with the hospital. And I hope, my hope, is that I’m going to bring actual quality, priced, right homes to our community. And I truly never thought that would happen. I never did. And if it wasn’t for like, those masterminds or Keller Williams, I would have never thought outside the box. Because I always, you know, you heard Gary say, like, go to your city. Go, go do something about it. And I’m like, yeah, what am I going to do? What am I going to do? So I

Daren Phillipy  22:35

remember that, and that’s exactly what Junior was sharing with us. He said, he said, Gary told us to go to our city. So I went and did that. Did my thing. I went back and said, Hey, Gary, I did this. And he’s like, you actually did what I told you to do. And his results were just big, just like yours. Yeah, these ideas that we get in these masterminds, if you just take action on them, could be a massive boost to your business. So that is so cool

Speaker 1  23:04

financial community and like, Thank you, and to like, just have, you know, I feel all like it feels so bad to have houses that are so old and like, FHA loans aren’t going to pass, and your clients just feel defeated. And so the fact that I can bring this to young buyers, maybe older buyers, looking to downsides, but can’t afford to, like, it’s something that I feel like will be life changing, and then I think just a great incentive. And we were talking about this a little bit before our city didn’t even know about the tax incentive they had. Like, when we were when we started talking about this, they found out that for the first five years of a new construction home, you’ll save 50% in taxes. And they’re like, why are we not advertising this? I’m like, Well, I don’t know, because this is amazing, and we haven’t had any new construction, and you just find out all these secrets when we finally start to dig into this. So it’s super exciting. Oh,

Daren Phillipy  23:59

that is super exciting. Well, good, good job for that and taking action. Yeah, let’s talk a little bit about your listings and what you do to separate yourself from everybody else on the listings.

Speaker 1  24:13

Okay, so I love my community, you know, again, it’s a little bit more old school. We’re just super, just small town, so even just coming in, you know, seven years ago, I’m like, okay, nobody was using drones like that was a wild thing that I did drone photos, but I just really try to a make my listings like, I take pride. I know that might sound silly, but I take pride in how I’m going to portray your home, and so I’m going to have the best photos I love, like before we list, I do videos. So I have a professional videographer. He charges me $200 per video. He puts it together. He’ll put it on our new YouTube page that we just created, but I put on all of our social platforms, and it’s a coming. Soon, and within 12 hours, every like, every video will have over 20,000 views. And then the last three we’ve done have had five showings just from that video. And then, boom, it hits the market. And it then has, you know, hopefully showings all day, and we get a multiple offered situation, just because it’s like, it sounds silly, but it’s kind of like a hype video. It’s like, okay, this is new to market. It’s coming soon. It’s like, boom. It just it’s so simple, and it produces big results,

Daren Phillipy  25:26

so cool. So Kent. Kent pozak. Pozak, posseck pozak, there you go. Be very proud of you.

Speaker 1  25:35

His YouTube channel and his Instagram is way more professional than mine, but I just keep in mind, like, you have to start somewhere. And like I’m telling my new agents, you might feel so funny in front of a video, but just do it like just and see how it evolves. And so now it’s all of our goal, to every person on my team to do at least one Tiktok a week, like one of our agents got married this week, so we did a Tiktok at the wedding, just like we’re so excited for our team member, but it’s just staying top of mind, and it’s so easy to do, and it’s free, and then you’re just literally like that video within one hour had 3000 views, and it’s just another way stay top of mind.

Daren Phillipy  26:17

So cool. Love it. Love it. So I want to talk a little bit about the leverage portion of your business. It blows my mind that you were able to do so many units with really a buyer’s agent and yourself, and you’ve added more sense or recently, what are some systems that you’ve implemented that helps you handle that volume?

Speaker 1  26:41

I would say hiring an admin takes a lot off. That’s so simple, um, but hold

Daren Phillipy  26:48

on, before we I don’t so before this, you didn’t have an admin.

Speaker 1  26:53

So I just had my first admin probably two years ago. Okay, yeah, so because I was scared, well, I think any small business, it’s like, just taking that next step, and like, step and like, oh my goodness, I’m supporting someone’s life. I have to produce enough business to pay this expense, right? And then when I got my coach, it was like, Okay, I’m hiring an admin, and then we have to do this right? So you have to create an LLC, and you have to do taxes, and you have to have payroll, and that was scary. I’m like, Oh my gosh, this is so much, like, just extra expense for this, but it I had, I was at the point where I was starting a family, and I was like, and sometimes still do like, I was staying up late, I was working all the time, and I’m like, I lost my brother, and I’m like, Life is way too short. Like, dude, you gotta leverage, you know, like, you don’t want to miss these days. And so it sounds so silly, but it’s like, okay, you only get one life, so you gotta just, like, just, just pay for it. It’s a little bit you’re gonna earn more, and it’s gonna make your life bigger,

Daren Phillipy  27:57

right? So tell us about when you added that first admin, how did that impact your business and your life and and all of that, to remind those who have done it in the past, the steps on that, but the people who are wanting to do that and make that step, that there is a value to that.

Speaker 1  28:16

So I think that you, at least me, I’d be like, it’s just five minutes. I can send that document. It’s just five minutes. Just five minutes. Well, that five minutes I would notice, would add about an hour and a half to my night. And it’s like, okay, it might just be a five minute document, but if I could get home and gain that hour and a half back with my family, would I pay someone to do that absolutely like, would if you could get that time back in your life? And so I think I just started to notice that every like, five or 10 minutes or hey, this simple task, hey, this won’t take me long. This won’t take me long. It truly adds up as you continue to grow. So I think the impact was just like gaining time back. And it’s made a huge it’s made a huge difference in my life and my admin, I mean, they work at a very high level. I mean, we again, I we’re already at 100 closings this year, so it’s kind of like, you know, hey, we’re throwing things at them constantly, and that takes a while to adapt to, but we’re really lucky to have a great admin.

Daren Phillipy  29:17

Okay, love it. So you add an admin, what else? What are other systems that you’ve done that helps you with that volume?

Speaker 1  29:24

I would say, I mean, it sounds so simple, just adding agents, because I think that’s a scary step too. I think that’s a really scary step for a small business to know, like, okay, I can let go. So I think it starts with, like, the profit and loss statement. And really that woke me up, like, Okay, I was finding out that I was 77% profitable. And my coach is like, you think you can leverage those photos? I’m like, Yeah, I could probably leverage those photos. And so really, Jim is Jim rifus is my coach, and he. I was like, Okay, if you can give this much back, you know, like, if you can hire a buyer’s agent and you can look at this number, and if you pay him, let’s say it’s even, you know, he makes $60,000 what is that worth in your life? And I’m like, oh, it’s worth so much. Like, I would do that. And so I would just say my leverage truly is in my business to produce the level we do now. We don’t do any of our exterior photos. I’m still crazy and like to do my own interior photos, but we leverage photos. We have

Daren Phillipy  30:33

you yourself,

Speaker 1  30:35

yeah, with our Matterport camera. Okay, I’m not there where I’m ready to, like, let that one go. It For Me, it’s like, it sounds crazy, but I’m i It’s one thing at a time that I have to, like, learn to let go. So the interior photos and the floor plan were just here and then. So we have four, four agents now, but we did expand into two new counties, so one of our agents is covering one county, and then another agent is coming covering another one. So it’s really just like having the agent, leveraging photos, exterior photos, and then having an admin, yeah, is kind of the system we do, and it works for us. I’m young, and I really like to hustle still, so I’m okay with that.

Daren Phillipy  31:15

Love it. What about, what about? So you had your buyer’s agent? What was his name? The one that that you did,

Speaker 1  31:22

Hayden. Caden. Hayden, yes.

Daren Phillipy  31:26

Um, so you’ve been working with Caden for a couple of years, is my guess right? About two years? Yeah. How did he feel about you adding multiple people? Was he concerned with a takeaway? Was he concerned with any of that stuff? How did you coach him through that?

Speaker 1  31:44

Oh, definitely. Um, there was definitely some growing pains, because he really wanted to take on the champagne market, which is one of the markets we just expanded to. But I just had to help, like, sit him down and say, like, I need your help here, and we still have so much market share to take here, and such a big footprint to do. And this is, I think, where real estate agents fail is okay, because our price range is 120,000 here, and champagne, it’s 250,000 like, if you don’t work your system and your people and your sphere here, and you just go to an area where you don’t know anyone, you’re never going to be successful, right? I’m not saying you’re never going to be successful. I know people do that, but I’ve seen a lot of realtors. Realtors fail because they just see it the price, um, so I just had to tell him, like, this is where you know people. These are where your friends are. This is where your family is. Like, we still have so much growing to do here. I need you know. I need Heather. I need her in Champaign County. She knows people over there. She has this fear, like, let’s keep growing here. And I think I just had to open his eyes to that, because, again, you just see that the higher price and we have to grind like, our average commission, you know, is just over 3000 and that’s before any expenses. So that was just honestly a conversation. We really, I probably sat him down, we talked two or three different times, like, you’re still my partner. I still really need you. I value you, but I need you here, and this is where you can succeed, and I need you to see it from my eyes.

Daren Phillipy  33:10

So how is how was that? That’s fantastic, by the way. How is that moving forward? How have you been able to lean into him and make sure that he still feels loved and paid attention to and priority and all of those things. What do you do to help him

Speaker 1  33:29

feel we we talk very often. I will just check in with him and say, Hey, what do you have today? Um, he loves to go with me on an empty house, like if we were just going to do photos. So probably at least once a week, I’m like, Hey, I have this listing, come meet me. And that just shows like, Hey, I care about you. Look at what we’re having. Like, let’s brainstorm some ideas to get this sold. We still do weekly meetings, but I still will do that one on one as well. So I think it’s just literally communication. It’s just easy. And then again, if it’s something where I can invite Him in. I I just had a listing where we sat down with the seller, and it helps him to just hear again, my conversations, because I know the contracts like the back of my hand, so he can hear this and be like, oh, like, that’s, that’s a great way to explain Commission, or whatever. That might be

Daren Phillipy  34:17

awesome. Love it. So, um, what are, what’s a mistake that you’ve made, or maybe a big mistake that you’ve made when, um, scaling your team?

Speaker 1  34:28

Hmm, I think hiring anyone, you know, um, you know, adding to our team is still kind of newish, um, but I did hire someone that I didn’t really know, like, I sold a house to them, and the husband worked with my dad. So I’m like, Oh, she’s fine, yeah, come on my team. And we just did not drive out all because, you know, I just feel like, if I’m training someone, I really want them to, like, take notes. Like, I really respect when somebody’s teaching me something. And I’m like, all ears. I’m off my phone. I’m taking. Notes, like I’m writing it down, so then you don’t have to tell me two or three times. And I didn’t do that. I didn’t sit down with her, and then when I’m trying to train her, and then she asked me the same question, like 15 minutes later, and I’m like, we just had this whole conversation about this, but she didn’t take notes. She was on her phone. So I think just not taking the time to really get to know the person, to make sure that we match. And I can help them grow as much as they can help me grow.

Daren Phillipy  35:26

So do you use now the CVE or or what you what do you do moving forward?

Speaker 1  35:32

So the last couple hires have been pretty easy for me, honestly, but I think it’s just, I think again, it’s getting to know them. It’s really just having conversations. I don’t do anything fancy. I meet with them a couple times. I have conversations with them. I have them follow me like they’ll come in the car with me for a day. I can see how they like respond to others, what kind of conversations if they’re interested, if they’re paying attention, if they’re not paying attention. So even just, like having them, yeah, come with me for 24 hours. Like, let me, let me get to know you and see how you, how you drive with others, and like, how we drive. So it’s just, I mean, I don’t have anything fancy. Like, none of my systems are super fancy. I feel like they’re old school. But, yeah, it’s worked for me.

Daren Phillipy  36:20

So old school has worked a long time. And look, you look at some teams that have been doing business for a long time and now, what’s one, one lesson that you’ve learned earlier in building your team that you’re that you feel is most valuable to you and building

Speaker 1  36:38

Hmm, okay, so I have my mom on my team now. She has a full time job, so she does not, by any means do this, like, full time or, you know, like her goal is literally to have five clients this year. Like, it’s very, you know, but she’s obviously a very big person in my life, and she makes my life bigger, and, you know, she can help me a lot. So I think one thing that I’ve learned is to, like, listen to her, because, I mean, she usually has a pretty good instinct on a situation. Or, like, I can go to her and be like mom, like, I don’t know what to do, because I can’t win in this situation. How do I navigate this? How do I talk to people? How do I respond? Because she’s so good at that, she’s so good at, like, being very kind and hearing people out. She’s a counselor at our local prison, so I think it’s just leaning on her to how to, how to navigate certain situations. I’m like, Okay, you’re right. Like, that’s how you do that.

Daren Phillipy  37:39

Love it. It’s great to have a mentor, especially if you’re related to

Speaker 1  37:43

him, yeah. Well, my mom and I have such a special bond, too, so, and she only wants to see me, you know, grow and grow as a person. And so my mom was a type of person growing up like she would leave me little letters of encouragement, you know. And so she still does that, and that helps my mentality, because it’s tough. I feel like in 2025 you know, people are just they’re not always so kind, and that gets really defeating. And so hearing just like a words of encouragement from someone on your team, even if it’s your mom, it helps you keep moving forward and realize you do a good job. For so many people, don’t let that one bad apple just get you down, because I definitely can allow that one bad apple to, like, really affect me and question like, am I a good agent? Like, what? What am I doing? You know, and, and so that helps. It helps to have something like that in your corner, whether it’s your mom or just someone you’re close to on your team. So

Daren Phillipy  38:34

good, so good. So what have you What have you learned over the last 12 months in leading your team?

Speaker 1  38:41

Oh, that it’s hard, um, you know, just being honest. I, you know, it’s I, I went from one agent to then now having four agents in total, and trying to be there. It’s learning how to navigate and giving everyone time, helping them grow, and knowing that it’s just going to take time. Like, I can, I’m I can do one on ones with you every week. I can have our team meeting. But I think it’s also just communicating that, hey, Rome wasn’t built in a day. Every real estate transaction is different. You know, you are going to learn. I’m going to help you, but I can’t teach you everything, like right away. So we’re going to learn together. I’m going to help you as we go. I’m going to teach you things, um, but just learning balance, because that expanding, having a family, being a good agent yourself, like, that’s a lot of balls to juggle. And it’s like, you know, we’re just learning it, taking it day by day, honestly,

Daren Phillipy  39:39

for sure. For sure. What do you feel like you need to learn? Or the next 12 months and leading your team?

Speaker 1  39:47

I just want to learn honestly, like, how to be the best leader I can be, and be a positive role model. Be a positive leader. I feel like I can I do a good job. For my community, but I also want to be that person for each person on my team. And I know I have a lot to learn, and I definitely lean on my coach a lot for that, but I still, I just want to be the best for them. And I I know everyone at some point is going to leave me, but I want to leave, you know, if they ever do like I want to be a really positive person that they learned from, and I want to be give them so many nuggets of knowledge that I didn’t have when I just navigated and was figuring it out on my own every transaction.

Daren Phillipy  40:32

Yeah, so cool. You could tell that you love your agents and you love your community. Last question, guys, this is the time now where you guys raise your digital hand. Um, remember, I’m tired, so you guys need to do some of the heavy lifting and come with a couple of really great questions. Um, so if I’m going to downtown Danville, Illinois, um, we all know those small towns have the greatest diners, the greatest burgers, the greatest whatever. Remember, I haven’t eaten like, two weeks. Oh my gosh. Where do I go in Danville to be able to get the greatest small town meal? Yeah, you’d

Speaker 1  41:11

go to vermilion River Brewing Company. So the owner not only has like, Great selections of beer, but now he’s doing this entire garden. He loves live music. He takes like, like, great pride in bringing great acts from Nashville here. So they’re totally redoing the out outdoor garden center. So, and they actually brought a restaurant from Indiana to Illinois to be in a, oh gosh, a food truck on the lawn. So that’s definitely the vibe that you’d want to see when you visited downtown,

Daren Phillipy  41:42

you sound like you just sold me. I love it. Okay, guys, room is open for those who have a question. You’re welcome to answer it now and then, if we don’t have any, I’ve got, I’ve got so many more questions here for okay. Hey,

Speaker 2  42:01

everyone. Aaron, go ahead. What are you doing for? Like, I can’t imagine that you’re showing all your properties with 200 plus 300 plus transactions. So what is your process of your hands on versus passing it off?

Speaker 1  42:17

Yeah, that’s a good question. I’m really hands on, so I’m still doing a majority of my showing. So all of them, all of the houses that I’m selling, I am showing, and anything that I pass off to my team members, like they can 100% have if I say, Hey, you’re showing it to this person. And I really don’t believe and whatever works for everybody, please, like in models, but I don’t believe in, like, getting a file and passing it off to, like the closing coordinator. I’m in every file every step of the way. But that’s again, how I truly think that I have 80% past client referrals, because they hear from me. It’s not just some random, like person now, or like a robot, you know, or, you know, every email sounds the same. It’s me fighting for them, getting it to the end of the finish line, every step of the way, and holding their hand. But that’s truly what I take pride in, and I make sure that weekly, like, it’s usually way more than weekly, but at least weekly I’m sitting down to make sure I’m providing them, like actual updates with the transaction. And I think that goes a long way. Awesome

Daren Phillipy  43:30

question. Aaron, anything else you want to dig into that? Okay, Jay, I saw you unmuted. I’m not sure if you just weren’t paying attention. You got something awesome to

Speaker 3  43:39

ask. No, I was just, you know, it’s not, obviously I didn’t hear everything. I apologize that I’ve been sort of in and out. But, but Haley, with the number of transactions that you’re doing and the way that you talk about the way you want to handle the transactions, how do you get all of that into a 24 hour day?

Speaker 1  43:59

So I truly wake up, like, probably between, probably around. I wake up at 430 I go work out for 3045, minutes, I get myself ready, I get breakfast for the boys ready, and then usually I have a little bit of time to, like, catch up for the day. And then it’s just constant, like, I’m going from place to place, but I’m also following up in the car, but it’s a lot of times like, my husband has to leave for work at 430 in the morning, so it’s nothing for me to just get a workout in. I send the updates via email or text. I learn what people feel comfortable with, obviously, at that early time. And I just like, I just do it then, or I do it at night once my boys go to sleep. Because I just, I like, I like to do that. So, yeah, my day is usually pretty full. My day, my days are usually pretty

Speaker 3  44:46

full. I can imagine, I can imagine, that’s amazing, but

Speaker 1  44:51

I’m also not ready to, like to just let go. Like, I’m, I’m 32 so I like to be busy. And if I’m not busy, I feel like anxiety, like, Oh my gosh. Nobody. Is ever going to buy a house for me again? So I have to be busy. That’s just my mentality. So I’m fine with it.

Daren Phillipy  45:06

Yeah, well, that’s great. Awesome, awesome question. Jay, love it. If there, I’ve got one more question before we get into if there’s any other questions out there, what’s the hardest leadership lesson you’ve learned in real estate, because you’re you’re going through that part Haley, where you’re used to doing it yourself and now trusting the people, and you’re trusting your systems to be able to do what you need to do, and that transition is very difficult. So

45:38

what are questions?

Daren Phillipy  45:40

How’s your leadership and and your mistakes and the challenges that you

Speaker 1  45:44

come with? Yeah, so, oh, that’s a really good question. Okay, um, I think as far as, like, something maybe that I’ve learned, right is that kind of, um, that like, I I’ve always been this personality. I don’t know what, what, you know, where that came from, but like, I don’t like, it doesn’t as much as I want it to be me. It doesn’t always have to be me. And I have great people on my team for that reason, you know, like, like, they are amazing. I’ve taught them like, I can let these people go. So that’s something that’s like, I don’t have to service every single client. I don’t have to, like, I can, I can give them. I’m trying to make their lives bigger. That’s okay. That’s a really hard like, that’s really hard for me. That’s like, because I feel like, everybody, everybody needs me. Well, as as long as that buyer gets to the door, they probably don’t care. Like, as long as you’re good to them and, you know, you help them, they don’t. They don’t care who’s helping them, the sellers do. But I think, I think that’s just something that I’ve really had to like let go and realize I’m making their lives bigger, and they’re really making my life bigger because I have more time with my boys. So it’s just letting go. That’s a really, that’s a really hard step when it’s your brand, and if you’ve never done anything like that before, because I really haven’t,

Daren Phillipy  47:05

that’s right, yeah, there’s no doubt you’re going through that transition where letting things go is so difficult, and at a certain point, I think you’re getting to that point as you are scaling so

Speaker 1  47:19

But it’s so rewarding, because I get so many compliments. Where even the people I connected them with an agent on my team, and it’ll be post closing, and they’ll text me, they’re like, she was fantastic, like, Heather was fantastic, or Caden was fantastic. And now I’m like, that’s helping me. Like, okay, it doesn’t have to be me again. That’s why I’ve hired them. Like, they are amazing people. They’ve got it. They can do it. They can win. And I just have to let that go.

Daren Phillipy  47:43

So good, so good. Is there anything else that you want to share that you think we should hear?

Speaker 1  47:51

So I would just say, like, we again, like, this year has just been about expanding and expanding into different areas. And that’s just take, like, just take one day at a time, because it some days it can feel defeating. Like, how do we do this? Like, today we are brainstorming, how do we meet people? You know, we can door knock, we can join organizations, but it’s just going to take time. Like, everything takes time. We can build a brand. We can do it again. Rome wasn’t built in a day, so it’s just like, you can do it, just get the right people in your corner. You know, I feel like my coach really did change my life. Like, that’s something that I feel like, if you don’t have, like, truly, get a coach, because he not that he makes me uncomfortable. But it’s like, like, I wasn’t ready to leverage, but I was like, I didn’t realize it, and I didn’t track my numbers like I do now, and the the systems as basic as they are, you know, it’s what I needed. And I would just say, like some sort of coach will change your life, like I promise, and I’m not drinking the Kool Aid.

Daren Phillipy  48:55

Haley, I’m so proud of you. I love hearing your story. It’s so cool, so refreshing, and thanks for being such an awesome agent. Before we wrap things up, I’m going to ask a favor of everybody in the room, if everybody can go to the chat real quick. I’m working on tweaking the OT to be more valuable to you guys. So I’m bringing the guests that you want. I’m bringing the conversations that will help you, and things like that. If you guys can take seriously three minutes, click that link. This is my payment today for you guys. So I know there’s 10 people in in here. I’m one of them. If I can get some surveys back of of what we’re doing, well, what we need to increase, what conversations need to change that would be massively useful, because I am making, we’re going to change, I would say change the format a little bit from leads, listings leverage to go a little bit deeper, and I’d like to, but I need to know where you guys want to go deeper in. So, yeah. And so Mike, you’ve done, I saw that you did your A plus work. So two golden stars and a smiley face for Mike to class. Anyway, thank you for doing that. So do that for me and Haley. There are people that are wanting to send referrals to not only Danville, but also Champaign County and the surrounding what’s the best way for them to send referrals?

Speaker 1  50:28

I mean, they could just, I mean, I love being on my phone. So 217-918-0087, or just email me Haley [email protected] and I would love to return that favor. I just refer again, $120,000 area. I just referred a $2 million client to someone in Kentucky, and I am just so happy. So I’d love to return that favor of any business owners that might come to your area. I

Daren Phillipy  50:53

love it. So let’s pretend that we were actually ready to hear phone number. That was okay. I know it was like a 22nd commercial type thing, nice and slow, so we can write this down. 2217918,

51:09

okay, 0087,

Daren Phillipy  51:12

and what’s your email? It’s H,

Speaker 1  51:15

A, y, L, E, y, s, as in [email protected]

Daren Phillipy  51:25

Okay, you get an A plus and two golden stars to Haley. That maybe three. What do you think, Mike? Should we share an extra star for her? I think so. I mean, I hope I helped. I so good dude. Of course you did hearing, hearing that story, and hearing, especially, you’ve said you just been at Keller Williams for since 2001

Speaker 1  51:46

no, 2021, I’m not that old. I don’t know what I’m thinking. I’m just kidding. No, I mean, I told you, I’m foggy. I think the biggest thing is like, it doesn’t all just have to be like, yes, systems and models help. But it doesn’t have to be that complex at the end of the day. Like, don’t get so crazy on on systems and models. Like, just keep it simple, because honestly, then your life gets to be too much when you try to expand or grow. Just keep it simple. And like we talked about before, I mean, you don’t have to just, like, like, Don’t overthink. Like people have been a real estate agent for, you know, 100 years. You don’t have to just, like, think, I mean, oh, okay, I’m sweating, sorry. Um, it just, just keep it simple. I think with anything like, you don’t have to overthink it. Look at what people are doing at Keller Williams. I think that’s like, the greatest thing ever. See what somebody else is doing, and you can copy it and put it in your area and make it work. You know, I think somebody so many times because of being on stage at like, family reunion, you have to just like you want to try to get like, think of that, you know, the one thing, or think of that thing that’s so different, and it’s like, just keep your business simple and be kind to people and be a good agent, and that’ll be the best part of your business.

Daren Phillipy  53:05

And you were, you were actually saying that loud and clear, and I think that is awesome. Oh, we got a Diane’s got a question right before we wrapped up. So Diane, go ahead and ask your question. I love it.

Speaker 4  53:19

I have a comment. Haley, what you just said is a model. Yeah, you’ve done it. It works. You’re probably not the only person who’s done it. That’s a model. So don’t, don’t love that model’s not a bad word. No, totally Not. Not. You’re I know you’re not saying this, but other people’s might not work for you. You found the one that works for you, and I guarantee it works for other people. So good for you, for being an

Daren Phillipy  53:40

inspiration. Yeah, sure. Love it. All right, that’s it, guys, that’s the OT. Can’t wait to hang out you guys next week. Hope you guys like my new background. It’s way better than that lame wall over there. I figured I need to make make it look like we’re actually doing something here that’s not in someone’s closet. So thank you tons. I will see you guys next week, and Haley a plus two golden stars and a smiley face.

54:05

Thank you. Thanks for having me bet. Alright

Daren Phillipy  54:08

guys, we are back, and how do you not love Haley? Is she not the sweetest lady, and she is building a business and doing an amazing contribution to the community, and I love it. I love seeing agents do the right thing while they’re scaling and building a big business. Now, you guys know I don’t do this just as a hobby. I I have built the only team, Zoom mastermind, specifically to help agents like you, agents that are looking to build their team or scale their team or or find leverage in their in their life, where they can actually do what they want to do, or do what they are best at. And my job is to help you. I spend most of my time coaching and helping non kW agents with the business. I run one of the largest Keller Williams broker, one of the largest brokerages here in Las Vegas. Yes, and we are top producing office, and we have 30 plus teams in our in our brokerage. So if you’re looking for help and you’re in Vegas, or even if you’re not in Vegas, contact me. My number is 702-706-4949, I’m here to help you out. I’d love to be a resource for you and make sure that you show up every single week and to be in the room of the OT, all you need to do is go to only four teams.com click that, join the room, and you could be a part of the OT and ask questions to Haley and all the other guests that we have here. So that’s pretty much it, guys. Thank you so much for tuning in. I’m having so much fun doing the OT and learning so much. And pay attention. We’ve got some tweaks over the next few weeks, and I think you guys will really enjoy what you’re gonna be seeing in the future. Okay, pretty much. That’s it, and until next time,

Announcer  55:56

do some good. 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 [email protected] See you next week. You