Lessons from Trey Willard: Building a Powerhouse Real Estate Team

In the latest episode of the OT (Only Teams) podcast, we had the pleasure of hearing from Trey Willard, the leader of the highly successful W Group, based in Baton Rouge, Louisiana. Trey shared invaluable insights into how he built and scaled a top-performing real estate team, and we’re excited to dive into the key takeaways from the episode.

Trey’s Journey to Real Estate Success

Trey’s journey into real estate began in 2010 when he joined Keller Williams as a buyer’s agent. In just his first full year, Trey was named Rookie of the Year, closing an impressive 33 transactions. His drive for success led him to create his own residential division, which later merged with Berkshire Hathaway United Properties. By 2016, Trey founded the W Group, which has since grown to an incredible 45-50 agents across multiple markets, including Baton Rouge, New Orleans, and the North Shore. In 2023, the W Group became the #1 team in Keller Williams Gulf States.

Mastering Lead Generation and Conversion

A major part of the W Group’s success comes from their robust lead generation strategies. Trey emphasized meeting clients on their preferred platforms, whether it’s Zillow, realtor.com, or their own website. By diversifying lead sources, the team has a consistent flow of high-quality leads from online sources such as Zillow FLEX, Realtor.com, and OJO.

However, the key to Trey’s success isn’t just in generating leads—it’s in **converting** them. The W Group has a comprehensive onboarding and training process, ensuring agents are well-prepared to turn leads into deals. Trey highlighted their **listing certification** program, which requires agents to shadow experienced agents and pass a presentation skills test before they take on their own listings. This focus on preparation has led to impressive conversion rates and listing success.

Technology and Operational Efficiency

A driving force behind the W Group’s efficiency is their strategic use of **technology**. The team relies on the **Follow Up Boss CRM** to integrate leads from various sources and automate many aspects of lead management. For instance, the team uses “**text for info**” riders on property listings, capturing leads directly from potential buyers and engaging them through automated text campaigns. 

Trey is also committed to eliminating redundancies by streamlining operations through technology. The team uses **Sisu** to create checklists and automate tasks, freeing agents to focus on building relationships and closing deals.

Expansion While Maintaining Team Culture

As the W Group has expanded into multiple markets, Trey’s focus has been on maintaining the **team culture** and accountability that led to their success. Regular team coaching calls and site visits ensure that each branch stays aligned with the group’s values and objectives. Trey emphasized the importance of simplicity, consistency, and accountability in his leadership style. He encourages his team to focus on the basics, like the “**do the two**” principle, where agents meet two new people each week and add five new contacts to their database.

Key Lessons for Building a High-Performing Real Estate Team

Trey Willard’s experience with the W Group offers several crucial takeaways for any real estate professional looking to build a thriving team:

1. Diversify Your Lead Generation 

   Meet clients where they are—whether it’s on Zillow, realtor.com, or other platforms—so you never miss an opportunity to connect.

2. Invest in Training 

   A robust training and onboarding process ensures that agents are prepared and confident, improving lead conversion rates and client satisfaction.

3. Leverage Technology 

   Use tools like CRM systems and automation to streamline operations, freeing up time for agents to focus on what matters most—nurturing client relationships and closing deals.

4. Focus on Culture and Accountability

   Especially when expanding into new markets, it’s essential to maintain your team’s core culture and set clear expectations to ensure consistent performance.

5. Keep It Simple

   Success often comes from doing the simple things consistently. Trey’s advice to focus on key activities—like meeting new people weekly—can have a big impact on long-term growth.

Trey Willard’s journey from a rookie agent to leading a powerhouse team offers invaluable insights into the real estate world. By focusing on the right mix of lead generation, technology, and team culture, any agent or team leader can apply these strategies to scale their business and dominate their market.

If you’re ready to take your real estate team to the next level, start by implementing these key lessons from Trey Willard and the W Group. You might be surprised at how quickly your team can grow and thrive with the right approach!

Are you interested in hearing more insights from top real estate professionals? Be sure to tune in to the next episode of the **OT podcast** for more expert strategies and tips!

Transcription

00:00

Welcome to the OT only teams in real estate.

Trey Willard  00:16

So I tell my agents all the time, meet them where they are. Meaning, if you, if you reach out to me from Zillow, I don’t work for Keller Williams. This is Trey Willard Zillow, Premier agent. You reach out to me from realtor.com Hey, Jay. This is Trey Willard, realtor.com preferred or Premier agent Redfin. It could be my website, two to five property search.com or the W group. This is Trey Willard, real estate agent with the W group. But it’s really, really important that you meet them where they are, because you’ve got to make it incredibly convenient and very easy but also less intimidating for these folks in order for them to give you the information that you’re looking for, what does it take to be successful in real estate? Man, I mean, I tell people this all the time, dude, you can’t outwork consistency. You know what? I mean, you can’t out spin consistency. It’s you. Have to be in your office and doing some type of you know business every single day.

01:33

Here’s your host, Darren phillipy, Hey

Daren Phillipy  01:35

everybody, welcome to this week’s ot only team for real estate agents. My name is Daren phillipy. I’m your host, and we got another great guest. And guess what got also another great guest host, Jay Hendrix, one of our OGS and our regulars that show up to the OT he was a substitute for me. I was down man, I think I was in either Phoenix or prompt or something like that. And want to make sure that we’re consistent. So he got one of his buddies, Trey Willard, from the W group. Jay was in a mastermind with Trey last couple of years, and he said that Trey was awesome. And so you’re going to check this out, because you’re going to find out that Trey is awesome. He runs a massive team down in Baton Rouge, Louisiana, over 400 Oh, geez, 536 units and 132 million in volume. He is. He’s a guy that’s super in shape, and he’s all about discipline, but he also runs his team is all about leads, lead generation and all that kind of stuff. He also talks about expansion, and how he’s able to develop and expand into different markets, and why he did that. You guys are going to love this super, super good Jay’s a great guest host, and you can’t, can’t complain when you have someone as good as as Trey drops a couple of nuggets on on what to say, what the script sound like, all that kind of stuff. So this is going to be a really meaty one. You’re going to love it a ton. Now, you guys know, we do this every single week. We do the OT every single week, and we do it at 1130 Pacific, well, starting November, I’ve told you the last episode, starting November, we’re doing it at noon, noon. Pacific, 12 o’clock. So you can eat lunch with us if you’re Pacific Now, if you’re on the East Coast, that’s three o’clock your time, and you guys do the math for all of you guys in the middle. So I want you to be in the room. The magic is being able to ask Trey these questions. So if you want to get into the room, go to only four teams.com and then there’s a and it’s all over the place. Just click join the room, or join the zoom and that will bring you right into the room, but you have to actually click it when it’s 12 o’clock Pacific Standard Time on a Tuesday, otherwise you’re just going to sit in a Zoom Room and there’s nobody in there. So anyway, I want you to make sure you put that in your calendar. And I know I’ve been talking a ton, so let’s get let’s get to Trey and Jay on the OT. Well,

Jay Hendrix  04:03

Trey, listen, let me, let me just say, as we, as we’re getting started, if there’s still some people popping in here, we appreciate all the time that you’re giving us today. Let me. Let me go ahead and let’s just get, just get started here today, Trey, tell us just a little bit about you. And there’s still going to be some people popping in, but just tell us a little bit about you and the W group, just to get started this morning.

Trey Willard  04:32

Yeah, for sure, man, I’ll try to keep it pretty short and sweet. So 2010 in October. License with Keller Williams, first year in the business. I was a buyer’s agent for a team. How it grew and in 2010 I guess 11. I was Rookie of the Year, 3033. Transactions. My first, I guess, full year that 12 months in the in the business. So not, not a bad year coming in 2010 you know what I mean? Like, I was pretty naive. I. A, you know, I guess we had a market crash in 2007 and eight. I didn’t, I didn’t really know about but, man, I read the MRA dude, and it said three day, three hours a day of lead generation. So I made that just a priority, just to make sure I was having business focused conversations every day around real estate and, you know, in 2012 outgrew the team, went on to an independent commercial real estate company, but I started the residential division later on that became Berkshire Hathaway, United properties. So it was with Berkshire until 2000 or 2015 officially, until 2020 and then I made a move back over to Keller Williams, the W group. 2016 was the inception of the W group, and it just got to a point 2000 earlier. 2016 was the best year of my career. I sold 113 units as a fellow agent with an assistant, and just realized I was, I was it was crazy. I was losing out on a lot of opportunities I wasn’t really leveraged. So I was like, We gotta, we gotta figure this thing out. And just went back to the the mrea man, and, you know, followed the organizational chart, if you will, and made my first hire, you know, as an assistant. And then, and then we hired a buyer’s agent, and we’ve grown from there. So today, so we moved back over to Keller Williams in April of 2020, and today we have probably 4546 agents. And I also have two expansion teams. Our hub is in Baton Rouge, Louisiana. And then if you go 45 minutes to 60 minutes east, you’re in a little place called the North Shore. And then if you go 60 minutes south east, you’re you’re in New Orleans. So you have the North Shore and then the South Shore. And they’re, they’re separated by a lake, Lake Pontchartrain. So we really kind of work this triangle, if you will. And we’ve got seven agents in New Orleans, and then we’ve got another eight agents on the on the North Shore, and then I’ve got about 32 maybe 30 here. So yeah, so I think we’re sitting somewhere around 45 agents, and we’re hiring, recruiting every day. So today, I’m not 100% sure, but we were real trends, number one team, and sides and volume both in 2023 and they just, are just released 2023 numbers, and then in 2022 and then we’re the number one team in Keller Williams and the entire Gulf States, which is Louisiana, Mississippi, Alabama and the the panhandle of Florida. So that’s, that’s me. That’s the team. So, yeah, fire away. Man. Any any questions, if you want me to go, yeah.

07:36

So tell me how many, how many sides and and what is your volume right now? What do you think it is at the last I know, yeah,

07:45

yeah. So, so if we’re talking year to date, I actually have those numbers right here. We’ve closed 162 and we have 85 under contract right now. So 600 is the goal this year, 100 and 70 million in volume. Last year, we sold just under 400 units for 114 million. In the year before that, we actually 2022. Is a better year. We sold just under 500 units for 146 or 140 5 million.

Jay Hendrix  08:15

So very nice, very nice. Tell me a little bit. So I know, obviously you’ve got two expansion teams as well, but so tell us a little bit about your org chart. It may be a little bit different than everybody else’s here, but give us. Give us a little bit about what is it? What does the W group look like?

08:31

Yeah, so it’s a little unconventional for now, and the reason I say that is I’m the team leader, and obviously still in production, I’m representing about 18 to 20% of the total volume year to date right now. Yeah, so, you know, I kind of play the role right now, the team leader and the CEO of the company. We have an Operations Director, we’ve got a marketing director, we’ve got a full time listing coordinator, we’ve got a transaction coordinator. I’ve got an inside sales agent that only calls for sale of owners, FSBOs expires, and then seller leads. I have an executive assistant who runs the New Orleans the North Shore and South Shore team as a transaction slash listing coordinator. And I have a team leader on the south shore and a guy named Stan who used to be the team leader of the market center and is now inevitably running our team as a team leader.

09:29

So, so tell me when you How long have you had the expansion side of your business?

09:35

Yes. So that was kind of organic. We became a Zillow flex team in 2020 I think in October, maybe 21 and then they basically, they’re like, Well, look, we’ve got some connections available in the North Shore and South Shore. You know, do you have any agents that can take those, those connections? And I was like, yeah, absolutely. So we built this little hybrid company where I basically just said. Look, we’re going to pay Zillow off the top on the referrals, and then we’re going to split the remainder, but you don’t have to be on the team. And then we learned, after about a year of doing that, it unfortunately was not a great way to run it. So we we pivoted, and then said, Look, if you still want to be a part of our Zillow FLEX program, you’re going to have to be part of the team, and everybody joined. I think we had one person who didn’t join the team. So that’s how we started, you know. And I tell, you know, Gary says this all the time. He always says, lead, lead with revenue. So before we ever made our way into any of these markets, we were already generating revenue. So as long as we were coming from a place of generating, you know, leading with revenue, then we started to take on the expenses. We brought on the office, right? We brought on the administrative team, which we did that virtually before, but so that’s, that’s kind of how that happened. I mean, it wasn’t like it was ever a real big vision, but once we got it into motion and into momentum, then that became, hey, if we can do this in these two markets, we can continue to expand further east. And our goal is past Christian Bay, St Louis, getting into Gulf Shores, Fairhope, Alabama, and then inevitably ended up in the panhandle of Northwest Florida. That’s that’s the that’s the trajectory and the direction we’re heading.

11:17

Gotcha. Gotcha. So let’s talk a little bit about So, so So now you’ve got this, this, this, this, this larger organization, and you’ve got these 4750, I guess it’s changing every day, the number of agents every day. So in the area of leads, man, how are you, I mean, what’s it look like from the W group? How are you guys, uh, feeding these agents? Are, are bringing your, you know, support to them in the areas of leads,

11:46

yeah, so I mean it again, you know, we were fortunate enough to be on Zillow FLEX program early on, and then we, I was always a Zillow premier agent, and we performed really well. I had a great relationship with my growth advisor. And then when that opportunity came to Louisiana. I was the first person that they came to, because they knew we were pretty operationally sound at the time and and sure enough, we got those connections, and we’ve been in the program now, so that, I would say that would be our, like, like, number one online lead generation source. Aside from that, you know, we do realtor.com We’ve done ojo. We’re signed up with every referral site you can imagine. On the seller side, home, light, fast, expert, I mean, pretty much all of them. We made the run at Redfin for a little while, and and did that, and we, you know, we paid the referral fees. But I mean, inevitably, the goal Jay is in full transparency, demand is to monopolize the online lead generation sector in our markets, and basically become the dominant player to where we control a lot of the value there. So that’s really where we started. But I mean, we still predominantly are. We’re probably 6040, sphere of influence, past client online lead gen. So our business is pretty healthy. We’re probably 65 to 60% on the buy side, versus 35 to 30% on the sell side. So we’re really trying to get to that 5050, buyer, seller mark. I mean, it’s crazy hard. But so far this year, we’re, like I said, we’re probably trending closer to the 6040, 6535 buyers versus sellers.

13:27

Gotcha, gotcha. So. So do all of your agents do both? Or do you have some people that just their specific listing agents, buyer agents, and then maybe some hybrids that are in between, or how does that work?

13:41

Yeah, so I will not discriminate against anyone, meaning anyone can take a listing specifically, if they bring the listing in themselves. Now we have our mentor agents, and we have our veteran agents who the ISA is more likely going to set those appointments for. They’re going to get the first crack at it. They’re also what we would consider what are our killers? So it’s like our top, you know, 10% of of the team, you know. So when we generate a lead, and we have some amazing systems and processes, and we can, we can chat through that, but when we have the hand raisers, right, first thing we do is we drop it in the killers group, because they’re the highest producers. So we obviously want the best leads, you know, in the most capable hands, to get those converted. So they’re the ones that are going to get the ISA leads, the hottest leads that you know, sellers are raising their hand and saying, Hey, we want to, we want to work with you guys. But yeah, we don’t. We don’t discriminate. You know, you need to be listing certified. Just inevitably means, like you’ve got to present the listing presentation to me. You’ve got to show me that you’ve got the skills to go and when you do meet a seller, you know you’re not going to botch this appointment. Because, you know, like, right now, our conversion, which, which, this is just nasty. It’s not even realistic. I don’t know how this is happening, but, you know, year to date, we’re at nine. 9% appointment set to met on the listing side, and then 98% met to signed on the listings. Which is, which just means we’re not going to enough listing appointments, right? But we are. We have a process, we have a listing presentation, you know, and I think we’re really good at that, so we know that we need to go more listing appointments, right? But the majority of of the lead gen that we do is, you know, it’s on the buyer side, so, so we just have significantly more online leads than than seller leads. So

15:32

gotcha, gotcha, gotcha. So you said listing certified. So then I’m assuming that’s probably a full blown program of when somebody so let’s say Jay Hendricks comes and and you decide to give me an opportunity to join your, your your group, and I say, you know, I want to be, I want to be able to list homes for the W group. You must have some kind of program you’re going to put us through to be able to be listing certified.

16:00

We do. Yeah, most, most of my agents have mentor agents, right? And when they’re ready to go through that process, it really comes down to go memorize and learn the listening presentation, right? Then you’re going to internalize it, and then you’re going to come back and you’re going to present it to me. And when we feel like you’ve got it down pretty well, and people normally don’t automatically say, I want to do it today. They know they’ve got to go through and learn that process. They’re going to go and they’re going to shadow a mentor agent, probably on a couple listing presentations, right? They’re going to, if they want to come with me, they’re more than welcome to come and hang out with me on any of those. It’s the same thing on the buy side, right? So we want them to get some reps. We want them to get some experience there, and really, like, sit through these objections that you’re going to get from the seller with a mentor agent, where someone can, can, you know, they can see how they handle those. And then they’re going to come to us, and they’re going to present the listing presentation, and at that point, we’re going to, we’re going to school, and we’re going to say, hey, you know, we’re going to give them objections. We’re going to have questions for them, you know, tell me more about this piece of marketing, and when they’re ready, right? We let them lose. And I think, you know, Jay, the big thing is, is everybody has to go out there and do the job. At some point, they’re going to have to fail. They’re going to have to make mistakes. And like, we’re a culture where we’re okay with that, right? Go out, make mistakes. You know what I mean, go out and get the experience, but like, you know what I mean, if we can’t get it right after a certain period of time, then there’s a skills problem, and we really need to stop and dial in what’s the issue here, and then make the improvements moving forward. So

17:34

Gotcha. So most of these lists, I mean, I know you said fastest person, so you’re doing those things as well, but a lot of those, I mean, I mean, I we’re on fast for expert experts, and I have, I’m still wondering, how you set the appointments for like, a fast expert lead, and you get, I think you said 99% hell, that’s that blew my mind when you said that. So unpack that a little bit well, that’s a that,

18:01

yeah, so that’s a listing set to hell, meaning they’ve committed to meeting with us, right? Then we meet them, then we sign them. Now, most of our businesses is hand raisers, right? We’re familiar with your brand. We know who you are. You’re a past client, right? You’re a sphere. But like I said, when we go on these appointments, we’re really prepared. And I tell my guys that all the time is like you’ve got to be prepared, like you’re giving a listing presentation to a total stranger every time. I don’t care if it’s your brother, your sister, your grandmother, your best friend, you’re going to give the same presentation the same way every single time. And you know, I believe those metrics, I would, I would prefer to see them at around 75 to 80% than 99 that just tells me or 98 it just tells me that we’re not, we’re not going on enough. Now that’s over 100 listing appointments year to date, just FY. So this isn’t, this isn’t. It’s actually, I’m saying the number. I think it was 104 let’s see. No, it was 107 108 listing set, 107 met and 105 signed. So it’s not a but it’s still not enough. You know what I mean, like that, we still need to be going on more listing appointments. So, you know, speed to lead Jay is, is the most important thing in the world, and then consistency. So my, my Isa, his only job, right? There is no other job. He has one job. His one job is to generate and convert seller leads. That’s it. And when you can focus again, Gary Keller talks a lot about that in the one thing, right? If you’re into one thing and everything else was, was not important or irrelevant, right? What would that one thing be that’s going to move the needle in your business? For this guy, seller leads. And so when he can come in every single day and he’s calling FSBOs expired, you know, withdrawals, and he’s calling. The fast expert leads, most agents are going to give up on the probably third. I think they say most agents follow up like 1.87 times. I don’t even know how that number is even possible, but let’s, let’s call it less than two. Let’s call it two. Michael Smith is, is following up with these people probably 15 times. Yeah. So obviously speed to lead consistency, right? And then just being very, very focused and dialed in on, on what it is that you know that that one thing, and that one thing is, is stellar Legion for him.

20:33

So it sounds like, so it sounds like on the listing side, as far as the leads go, you’ve already got a, you’ve really got an ISA, that’s, that’s doing the, doing the initial really lining them up and getting them and getting appointments that on. Let’s switch over to the to the buyer side. So obviously, you’re doing a lot of buyer leads as well. I mean, you said you 6040 so you’ve probably got this mountain of buyer leads. So what does on the buy side? What does that look like? I mean, yes, I mean, again, say, on this, am I correct that? You know,

21:03

there’s zero isas on the buy side. And the reason is, is because, now, listen, we’re going to move to this model. But the thing is, is, like, number one, it can get really expensive if you start hiring, because they’re salaried employees, right? I mean, you want to have people who show up and you tell them what to do, they’ve got to be salaried employees, and then there has to be a level of accountability around that. I find that it’s really hard. And I don’t know how many team leaders are on this call, but they’re going to tell me all the same thing, it is incredibly hard to get your agents to make phone calls consistent. I don’t care who you are, what you do. It’s hard unless you’re paying someone to sit down and make phone calls all day, every day it is incredibly challenging. So the Zillow flex, these are calls that mostly come in. There’s real time tour, and then there’s obviously a broadcast. And Jay, the script is this, Hey, Jay, I see you inquired about, Hey, Jay, it’s Trey Wheeler, Premier agent with Zillow I see, inquired about the house at 123, Main Street. It looks like you guys want to see that property today at four o’clock. Does that time still work for you? And you say, yep, awesome. And I say, hey, awesome. Hey, Jay, what other homes would you like to see while we’re out and about? And you’re going to tell me, oh, I want to see 125, Main Street. 126, Main Street. Perfect. And hey, Jay, what was it specifically that had you guys reach out to us about those homes today? You know, we love the backyard, we love the neighborhood. We love the open concept, whatever it is, but it’s called ALM, right? And I can share some pretty good scripts with you guys on this call that I think might be game changers for you and your and your lead follow up. And then we set the appointment. And it’s Hey, Jay again. Trey Willard Zillow, Premier agent. So I tell my agents all the time, meet them where they are. Meaning, if you, if you reach out to me from Zillow, I don’t work for Keller Williams. This is Trey Willard Zillow, Premier agent. You reach out to me from realtor.com Hey, Jay. This is Trey Willard, realtor.com preferred or Premier agent Redfin. It could be my website, two to five property search.com, or the W group. This is Trey Willard, real estate agent with the W group. But it’s really, really important that you meet them where they are, because you’ve got to make it incredibly convenient and very easy, but also less intimidating for these folks. In order for them to give you the information that you’re looking for, right? They just, they just want some information. They don’t necessarily want to feel like they’re being sold. Does that make sense? Sure. Yeah. So, yeah. So like, I’ll give you a PPC lead. For example, somebody who’s looked at a house multiple times. Now they don’t need to know that, you know that they’ve looked at this house multiple times, or they favored it. I’m going to the good old um, Phil Jones tactic, and I’m saying, Hey Jay, you know Trey Willard with the W group. Hey buddy, I’m not sure if it’s for you, but there’s a home that just hit the market at 123, Main Street calling to see if you guys were available to see that in person tomorrow afternoon, or does Wednesday morning work better for you? And then I’m just going to shut up. I’m not, you know, just just, just look you inquired about it. You don’t realize you don’t know that. I know that you’ve looked at that house three times, right? Hey, I’m not sure if it’s for you, but, and you would say, Well, what do you mean? It’s not for me? What? Of course, it’s for me, right? And using the magic words from Phil Jones’s book is really good. So, you know, people, are you? We have all the information available to us, and I think sometimes we just, we make it too complicated, yeah, absolutely. I just try to keep things in. Just try to keep things incredibly simple. I’m a very simple person. I’m, you know, I’m just, I like to keep everything easy, because if it’s too deep. Difficult. I you know, I know I’m not going to do it. I know my agents aren’t going to

25:04

do it. Gotcha, gotcha. So let’s, let’s, let’s move on to sort of listing. So now we got these leads. We, we’ve already had 100 listing appointments already that’s been held this year. You, you can sound like me, you’ve listed carrying

25:18

the 100. Currently carrying, yeah, currently carrying 68 oh, by the way,

25:24

very nice. 68 active listings. Yeah, so. So tell us a little bit about what you guys do tonight. You’ve got this, this big book of business that that’s that you’ve taken sold, and you’ve got, you know, all these that are available. What do you guys do to really utilize those to generate new leads as well. Or do what you know, what kind of system do you guys use to really, you really leverage those listings?

25:51

Yeah, so we were using call action before, and what we did was we have riders, and those riders have a text to info number, right? We’re using Twilio to do this now it’s significantly less expensive, so shout out to Twilio, but I don’t have a rider in here. But basically, we have our signs, and it says, you know, text for info, and it says Text, and it might say, 1234290210, right. It’s got a number, and that with that text, it’s connected. We use follow up boss as our CRM, and what happens is, when somebody’s driving out there and they see the the text for info, they’re just going to text it, they’re going to get the info, and then we’re capturing their information, and then now that information is all imported into our CRM, right? So now we can use that, and what we do is we set automated drip text campaigns to just consistently, just drip and nurture these folks until they raise their hand. So, you know, I would prefer that the agent would follow up, right? If the agent would say, Hey, Jay, I see you. Inquired about the home at 125, Main Street. Did you get the information you were looking for, right? Or Hey, call and a follow up. When would you guys like to see this home, in person? I’m just going to assume they want to see it. They may say, no, no, I’m not interested. Oh, cool. Hey. What specifically is it that you guys are looking for? Right? And I’m just going to just, and then if they don’t answer me, or they tell me to kick rocks, I’m probably just going to put them on a little, text, nudge, nudge, or slash nurture campaign that’s just going to just keep touching them. And what happens is, over time they see you enough, right? They’re getting, you’re getting enough information from either at some point they’re going to raise their hand when they are ready and say, This guy, Trey, has been pretty persistent, at least to keeping me up to speed on, like, you know what’s going on in the market, or did I need anything specifically? Let me reach out to him now that I’m ready to go see a home in person. So that’s, that’s a big one. Man, the text for info. If you guys don’t have that, man, that’s like a that’s a piece of gold, you need to go and implement that in your business, like tomorrow, and then make sure that when they do text that you have something that’s importing that information into a CRM, because lord knows when we’re on the road and someone calls us, we’re not, we’re not going to stop, pull the car over and take notes and say, you know, Jay Hendricks, what’s your phone number? You know, he called about x property like I got 10,000 other things on my mind I got to go take care of. So this really helps with us capturing those leads. And those are free. I mean, those are organic. They’re free. There’s no referral fees that have to be paid on those. And that’s how you leverage your inventory to create additional leads. Gotcha.

28:34

Gotcha. So that’s really interesting. So I mean, when you said that, because, I mean, I think, you know, when I think, you know, when I think of fast expert and all these other places that we have to pay these, these, these commissions and things, and then sometimes you get the same lead from each one, and that’s another problem. And so it’s just, it really, really gets difficult when you’re trying to handle all these different leads. So that’s awesome. So I appreciate that about the about the text writer, that’s, that’s really, really cool. So let’s, let’s talk a little bit about leverage in your life, because it sounds like to me you’ve got a lot of great leverage. So let’s start in the area of the CRM. What kind of CRM do you use?

29:11

Yeah, so we use follow up boss. And the reason that we moved over to follow up boss is follow up boss is an open API CRM, which means it can connect and talk to anything that you want. And I’ve got an absolutely genius operations director, and when we look, because we were with Boomtown before, and we love the look of Boomtown, and we love the search ability, and we love the back end for Boomtown, but it just didn’t connect with anything, you know, it was kind of, we were very limited to how we could stack our technology. And again, being part of Zillow, we went to the Zillow unlocked, which is Zillow yearly conference for their premier partners and their flex partners. And they had just purchased follow up boss for 300 $50 million right? So I was like, Well, shit, we they’re on with something, something’s going to change, and when, when that thing changes? But also when I’m starting to talk to guys like George Lawton, I’m talking to, you know, Gary Ashton, I’m talking to these massive teams, you know what I mean, that are absolutely just destroying it, their tech stack all was the same. Everybody’s like, we’re on Sierra interactive, or they were on like, while oppo and they were using follow up boss as their CRM. So we started to explore that, and when we did, we realized, like, wait a minute, this is endless opportunities for us to stack. So you had mentioned something earlier, Jay, we were talking about seller leads, we recently moved over to fellow. And fellow is Josh? Not Josh? What’s his name? Ryan Young. Is it Ryan Young? Ryan, anyways, Kelly Keller Williams. Guy, red hair. Red hair guy created this basically like a home valuation. It kind of does something similar to, like, what home bot would do, but its interface is really, really pretty. You can do a lot of cool things with it. So we did that, and we’re finding that when people get on there and they’re they’re doing their home valuation models, that it’s lot of those are turned into listings, right? Because most, most people are pretty curious of what the value of their most expensive asset is yet, for whatever reason, we as agents have this fear of calling them and providing value to them for whatever reason. So you know fellow or homebot or whatever you want to use, you know what I mean, as long as you’re sending out some emails and you’re staying in touch with your influence, your past class, even your leads, for that matter. So to give you an example how this all works together, so fellow works with it’s all integrated, right? With follow up balls. Lead comes in from a signed call. Now, if we can’t get their email, obviously we can’t get their email, but let’s say a lead comes in from Zillow, realtor.com, FACEBOOK, you name it, and we got an email captured. It automatically imports them right in a follow up boss, and our campaign for felon starts. So we start now sending them seller a home valuation opportunities. So we have all these crazy just text campaigns to hate to fellow, to you name it. So they’re, they’re just, they’re now getting something from us, from what’s your home worth? Oh, by the way, you know, what’s your motivation? Agents calling, you know, all these things are happening, and all we’re trying to do is just get them to raise their hand somewhere. And we’ve created all these, these filters and notifications, where, when somebody does raise their hand, agents get a notification on their cell phone, and they can reach out immediately to those consumers. And I’m telling you like we have now found out a way to connect zillow’s activity to follow up boss, which we had to write all this through API keys, through meg.com, and by doing that, now, instead of having to go to Zillow and then back to follow up boss, we can do everything we want in follow up boss. So we’re creating. We’re getting rid of a lot of redundancies, and we’re just streamlining everything in one place. Because when people have to go to multiple places, they’re just less likely to do anything. It creates a little sense of paralysis.

33:34

Wow. That’s That’s amazing. That’s awesome. So tell me. So when what do you do, right? Let’s, let’s say the the agent they, they’ve Tell me, what? What a agent, when they, when they’re, when they called somebody, they’ve met with somebody, they now have, they’re, they’re working with them. They’ve, they’ve, they’ve got a, they’ve got a accepted contract. What kind of stuff do you do on the operational side to bring leverage to that agent?

34:00

Yeah, so we use sisu, right? And we’ve built out our entire checklist in sisu. So they go into sisu, they put their undercon, they fill out a form, right? Once that form is filled out, it automatically sends an email over to the transaction coordinator, and the transaction coordinator starts their process. They’re going to send an intro email to the buyer, or they’re going to send it to the seller and they’re going to start the entire piece. The only things the agent is responsible for, right? Is they are responsible for, obviously, following up with their leads, right, going, setting and meeting with with buyers and sellers. They’re responsible for, you know, showing homes, negotiating contracts and going to closing. That’s it. Everything else is leveraged out to the transaction coordinator, to the listing coordinator, or to, if it’s an operational efficiency thing, the operational director takes care of it,

34:58

all right? So real quick now. So guys, this is. Point, we’re going to transition a little bit. So listen, if you’ve got a question, go ahead and raise your digital hand and I will see if I can figure out how to find it. If we can, we will get you’ll get some questions answered by Trey. So one, while they’re, while they’re thinking about raising their hand and getting their questions, Trey, one pivotal question here. So if I so, we’re going to, we’re gonna, we’re gonna switch from a non real estate thing for just a second to give you a chance to get get caught up. But hey, listen, so if I come to Baton Rouge, where is the best place to go eat? So it

35:32

depends on what you’re looking for. Man, I don’t eat, like most people. I eat pretty, incredibly healthy and clean all the time.

35:41

When you don’t eat incredibly clean, where is it you go? So there’s lots of things. I

35:45

mean, it depends on, like, what you’re feeling. I mean, like, I’m a steak and and like, I’m a filet guy. I’m going to eat a filet I’m going to drink a really, really nice California cab and, I mean, that’s, that’s what I’m going to do. Now, if I’m looking for something that’s more like traditional Louisiana, you know, I’m not. I don’t eat a lot of fried food. I don’t actually eat any fried food. There’s a place called jubins that is jubins, maybe Louisiana land Yap, or maybe, I don’t know, there’s just a few, like, good seafood places, yeah, French market Bistro, if you’re looking for, like, some of the best charbroiled oysters you’ll probably ever have. I mean, those are the places, and we go to those places. There’s also this Mexican place here called superior grill, which has the best freaking top shelf frozen animal on the rock margaritas you’ll ever have. So, yeah, I can be your tour guide. But like I said, I don’t need, I don’t need a lot of, not a lot of fried stuff. If you want some fried fish, there’s a place called route 61 Mike Anderson seafood. I mean, there’s, there’s a lot of really, really, really good food here, between here and New Orleans, for sure. Alright. Well, I’ll

36:51

reciprocate not tell you some stuff, but it’s about Vegas sometime when you want to but, but hey, alright, so Ignacio, so you got your hand up. So Ignacio, go ahead and unmute yourself, and let’s hear your question.

37:04

Alright, my question has to do with, you know, because we do get some leads that come in, that, you know, get assigned to us. A lot of them are quick to want to see something right away, and what we are, what we strive to do, is to set an appointment. First, you know, get them in the office, see exactly what their needs are, and, you know, try to get them to do a BBA, if at all possible. But you said that with the Zillow leads that you guys get. I mean, it really doesn’t matter what kind of inbound lead it is. You’re meeting them at the property, and I understand, you know that you’re, you’re trying to, you know, meet them where they’re at, as far as where they’re at mentally. And so I’m having a sort of like, okay, well, we do this. And then there’s the way that I just heard about meeting them at properties first. You know, maybe they have three lined up that they want to see. And so I just want to get clarification on what it is exactly that, like, what the best practices, given the fact that we strive to get them in the office first, or if it’s actually better to meet them at the property? Yeah. So,

38:37

so Zillow has a lot of data around this, right? And again, I think, think you have to again, this goes back to meet them where they are, right? They’re looking for convenience, right? I don’t necessarily like, I want to think about, you guys think about, like, DoorDash or something, or Uber for a second, right? Like, why, or Amazon, right? Why do you guys use those services for convenience? Right? Yeah, Zillow is north star there. It’s the consumer. They don’t care about Trey, they don’t care about J they care about the consumer, and what the experience is when the consumer comes to their website. But, yeah, so, so meeting where? So you guys use all these services because it’s convenient, right? So a consumer, they’re not looking for this. Meet me at my office, and let’s do a buyer consultation. You know, go meet them at whatever house that they want to see now. Now Zillow is telling us, you know, this is what, this is where your metrics need to be. So we’ve got metrics that we need to, we need to hit. And those metrics are appointments, set, appointments met, you know, appointment sign showing homes and under contract, and, of course, closed. So for us and for me, you know, I’ll give them one. I’m not giving them multiple, but I’ll meet you where you are. I’ll build the rapport with you, and I’ll say, Hey, Jay, has anybody sat down with you guys for 15 or 20 minutes and explain? In the home buying process, and in most cases, they’re going to say, No, awesome. Do you have you guys have a few minutes after this we can kind of discuss what the next steps are. Yeah, perfect, right? So, so again, how do you set yourself apart from everybody else? What value do you? Do you bring to this relationship? And then how can you help them achieve whatever the goal is that they want? And I think sometimes, more, more times than not, people are probably not going to want to say, is Ignacio? Is that how you pronounce your name? Yeah, yeah. So I would, I would ask you, you know, like if you said, Well, you I want to meet I want you to meet me in my office. Well, I don’t, I don’t want to meet you at the office. I just see this house. You could potentially lose that opportunity to further that relationship by taking that additional step. Now, if it’s a referral from from someone else, yeah, let’s, let’s meet in my office. Let’s sit down. Let’s look at, you know, let’s look at the TV and let’s, let’s, let’s go through a buyer consultation. But if it’s just somebody who just wants to go and see a house, man, I mean, I’ll probably give them one every time Gotcha. Is that helpful?

41:14

Yeah, that’s good. It’s alright. So alright. Ed, unmute like this too, because you know where there’s one.

41:22

Hey, Trey, thank you very much for doing this. We appreciate it. Um, have some I have a couple questions. So do you do any other lead generation for your teams, like running your own ads, or is everything through a third party? Yep,

41:36

no. We run our own ads and we have a full time marketing director, okay? And then so everything from like, you know, it depends on what we’re trying to do. We’re retargeting. This is what fellow allows us to do too. We get to retarget all of our past clients. Retarget all of our leads, right? If they’re on Facebook or meta, or wherever they are, we can send different messages to them. So if we’re looking to recruit agents. We got a whole funnel for agents. If we were looking for buyers, if we’re looking for sellers, we have campaigns that we run for those. So we run the ads for the team. I don’t run them for big individual,

42:12

okay? And then for like here in in Vegas, in Nevada. You when you list a house, when you’re part of a team, everything gets listed, typically in the team’s name, yeah, I don’t know, Louisiana is it the same way under

42:31

400,000 so everything is listed as me, as the lead agent, and then whoever the co op agent is is listed as a co listing agent. A lot of that stuff is for it’s for numbers, man, it’s for MLS. It’s for, you know, we do these things. It’s not, it’s not just the ego of the W group. It’s more or less to say, if an agent’s looking to join our team, and they see the volume that we’re doing, they’re like, these guys do a lot of business. We want to be a part of that group, right,

42:56

right? No, no, I get that. But that do you on the on the particular listings because I do, I do similar to what you do. We don’t have buyer’s agents, or we want agents, right? It doesn’t matter what you do. You can list, you can sell, you can do both. But do the buyers? Do the sellers, the listing agents, when they pick up a listing on your team, do they get their own leads back for that position? Yeah,

43:20

absolutely. Oh, yeah, we funnel all of the leads back to the listing agent. So say, say it’s a text for info, and we know it’s Aaron’s listing, right? Aaron will receive every listing, every lead that comes from that listing, because it’s her listing. Now she chooses to pass that lead off to someone else that you know, that’s up to her at that point, okay?

43:39

But then, but then they keep it there and and everything you do funnels through follow up, boss, right?

43:46

Everything. And again, yeah, it’s, it’s, it seems to be the most superior CRM when it comes to like, layering all these different technology pieces together because it is an open API, which all you need is, if you, if you’re really good at writing code, and, you know, writing, if this, then that make.com there, there’s, there’s nothing we can’t do. We just have to have an imagination large enough, and if we take that imagination and we can go and implement

44:17

it, okay, and do you have an org chart of what your like, admin looks like, and your agents count. Currently,

44:27

we do, but it’s forever changing. So it’s, it’s, it’s, you know, we do a business planning every year, and when we do our business planning, we always have the org chart. And what’s really cool is we go back to 2016 and the inception of the team, and we show year over year, like what the team looked like, and to see it from 16, and see it in 2024, man, it’s bananas, because we’ve got expansions and we’ve got, you know, an executive assistant here. But I mean, we run pretty lean for the most part. We had taken on probably a little bit more staff last year than we needed. But right now, I mean. I think, I think at any given time, a transaction coordinator can handle around 40 to 50 pending contracts, and listing coordination probably close to the same, because most of the work’s done on the front end, like, once it’s in, it’s in, you know, then it’s up to the agents to, you know, they have to stay in touch with their clients and keep them, you know, up to speed on what’s going on through the process. This

45:22

will be my last question. I don’t mean to monopolize it. No, you’re good. Sorry about that. Um, so then, so we have a team in in Vegas, obviously, and then we have a team in South Florida. How do you keep the culture with the expansion teams you have?

45:37

So I’m so so here’s the deal, and this is, I’m really glad you asked that question, because I think it’s a great question. I know a lot of I know people are on the team specifically for Trey. I don’t want that to be like I don’t want to be the lead value piece here, because if I want to continue to do what I want to do in my world and expand and I need to be in a lot of different places. So the hardest thing is, is that culture, it’s making sure now I drive to New Orleans every other Tuesday, and I drive to the North Shore every other Wednesday, so they see me a minimum of twice a month, plus we do a coaching call with all of our team members every week. So North Shore on Wednesdays, South Shore on Fridays, and I’m on those calls, right? So not only seeing me in person twice a month, but they’re also seeing me on the call once a week. So, you know, I think having a leader there who is culture fit, and again, there’s that accountability, and we’ve let people go and people have left, because it just weren’t good fits, and you just That’s why you constantly have to recruit man always and forever. All

46:51

right, thank you very much. I appreciate the answer for sure.

46:53

No, you got it

46:55

so, Trey, tell me something. So you know it just when I was there to listen to you talking to Ed, tell me something, when you look back over the last 12 months, and obviously, the W group is not where it was a month a year ago, what’s, what’s the one big thing that you learned over this last year in leading your your team? I

47:16

mean, the biggest thing is you can’t ever stop recruiting. So although our numbers are down. I mean, the numbers were down on the market, over 30% year over year. And look this year, and this is another thing you’ve got to know your numbers in your market. Like, you need to know what’s the total addressable market, right? What’s your new listings per month? What’s your pendings up down. What’s your close What’s your average days on market? What’s listed, sell price ratio, right? What’s your absorption rate? Like, you have to have an intelligent conversation with your anybody you talk to, I don’t care if it’s a buyer or seller, when you can spit that information off the top of your head, you sound like the market expert, right? So one of the things we learned was, although our sales were down, we continued to recruit and our team grew now. As the market continues to get better, when the floodgates open and two and a half years of pent up demand is finally released into the marketplace, it’s probably going to be a little bananas, right? And when that time does happen, you know, we’ve spent the last 24 plus months preparing for that, you know? And we had to get lean last year. I mean, I was one thing we did. But if it goes back to just like, purely, what does it take to be successful in real estate? Man, I mean, I tell people this all the time, dude, you can’t outwork consistency. You know what? I mean, you can’t outspend consistency. It’s you have to be in your office and doing some type of, you know, business every single day. I mean, you know, 10 business focused conversations a day would be kind of like minimum standard if I was for myself. You know what? I mean, my world’s different today because I’ve got expansion teams and still in production and all the things, but I’d still just go back and focus on, you know, being consistent around having conversations about real estate every day.

49:10

I am so glad you said that. I just said that to our team this morning. You know that, to me, that’s the that’s the thing, that’s the answer to almost every question, is, how many real estate conversations that you have today. It changes everything, but that, I guess, just for well,

49:26

and I’ll give you something to think about. So I don’t know if you guys are familiar with Adam hergenrother. I mean, all you guys are kW folks. So Adam hergenrother started living in right? And I’m a huge fan of Adam, and we’ve become friends, and I follow a lot of his principles. You know he he has a principle called do the two right. And his principle of do the two is you meet with two new people every single week. And he has what he calls the four lead pillars, or four pillars of agent productivity. And in that it’s not. Number one, you know, record your numbers out of sisu five out of seven days a week. Number two, it’s, it’s two met appointments per week, which is 96 met appointments per year. And I want to pull it up, because I don’t want to butcher this. Let’s see,

50:27

oh, the first one actually was, was show up for everything. So if you’ve gotten team meetings, like we do a Monday morning meeting every Monday from 830 to 915 where we go over, you know the numbers and it’s redundant. It’s probably people are bored as shit, and they’re probably tired of hearing the same hearing the same thing over and over again. But it is like, are we winning? Are we losing? Right? Here’s the numbers. Like it, just it. We try to make it fun and as sexy as we can, but sometimes it’s hard. The second one was, report your numbers, right? So we look at KPIs, and if you look at KPIs, the most important key performance indicator, and this is an opinion, is a met appointment. And the reason I think it’s a met appointment over a set, or our conversation, is a met appointment. The appointment set takes care of itself, and the conversation takes care of itself. I just need to focus on meeting with two people, which is 96 if you work 48 weeks a year, that’s 96 met appointments for the year. And then you run that through the MRA models in like a 75% conversion. 70% conversion, it ends up being 46 transactions per year. Now that depends on what your conversion is, right? So if you’re really good, it might be 46 if you’re really bad, it might be 20. But it’s really simple math, right? What do I need to do to meet with two new people every week? And then the last one is just add five new people to your database every week. So, so I’m a, I’m not a super intelligent person, right? I just, you know? I just, I need things to be simple in my world, and the more simplicity you can keep it and just focus on the simplicity, the more likely you are to complete it.

52:05

That’s very good. So

52:07

just just, literally, if I didn’t focus on anything in my world, and I just focused on what, what activities do I need to do today, where I can meet with two new people this week and every week for the rest of the year, and I just, that’s it. That’s it. That’s the only thing I focused on. That’d be, that’s my one

52:24

thing do the two I love that.

52:26

I love that do too, man, yeah,

52:28

so, so when you’re, when you’re looking for, you know, obviously you know you’re, you’re, you’re a student of the market, you know your numbers. So when you think about where the W group is it? Where do you want the W group to go? What is the one thing that Trey Willard needs to learn to get the W group from where it is today to where you want it to be 12 months from

52:51

now? You know? So in the MRA, it says that you have to think a million, you have to gross a million. You have to net a million, then you give a million away. I still haven’t completed number three, right, which is the net a million dollars in a year. So, like, right now, if you’d say, like, what’s the next thing for me is, like, how do you, how do you do that, right? And we know what we need to do to do that. But I mean, I want to do 60 transactions a month. To do 60 transactions a month, we need, we probably need 60 people. So right now the focus is, and that’s always going to change Jay for me, right? Like expanding into Mississippi, Alabama and Florida is incredibly important. But getting to the numbers of, what are we doing every month? We have a net of $84,000 every single month, and we net a million dollars at the end of the year on our real estate business. Like, that’s the only thing I’m thinking about right now, because I gotta, I gotta net a million before I can give them a million

53:47

away. Gotcha, that’s awesome. That’s awesome. So, so, so what? So, when you’re talking to these other teams that are here, they’re, they’re, they’re, they’re seeing your accomplishments, and they’re seeing where you’re going, what’s one thing that you’d like to lead them with? If they would just, if they would just concentrate on this, their team would be better.

54:08

Yes. So, yeah. So, I mean, I think the biggest thing is, is, again, the four disciplines of execution. And if you guys don’t know the four disciplines of execution, it’s really simple, right? Number one, it’s creating a wildly important goal. Okay, everybody has to have a wildly important why in the world am I doing this? And if you don’t know why you’re doing it, why in the world? I think you gotta get crystal clear on what it is that you’re trying to do. I just told you I’m very crystal clear on what, what Jay Tell me, what my What am I doing?

54:33

Yeah, on meeting two new people. Well, that that, but I’m saying me personally learning how to net a million. That’s exactly

54:41

not learning netting, not that like that is very I’m crystal clear on what that is. So like any indicator that I do that leads me to the $84,000 of net income per month is what I’m focused on. Okay, number one, so that’s my goal. And again, you should never have more than two to three goals. So. Okay? Because what happens is, you ever heard the story of like you got two rabbits, right? You chase the two rabbits? How many those rabbits you gonna catch? 00, right? Because you distracted. So just keep it simple, man, one, one to two business goals, maybe one to two personal goals. So number one, create the wildly important goal. Number two is act on lead measures. Right? So we say lead measures. We can call them KPIs and call them whatever you want to so what, inevitably, a conversation leads to an appointment set. An appointment set leads to an appointment met. An appointment met leads to a signed buyer or a seller. A signed buyer or seller leads to showing homes. Showing home leads to something under contract. Under contract ends to close, right? There’s really no you can’t skip all those steps, you kind of got to go down that right. Something has to happen in order for you to have a conversation, to set an appointment or meet with someone, right? So those are your lead measures. So when you know what your lead measures are, you got to focus on that right. Do the two? What do we need to do to meet with two new people? The third thing is create a compelling scoreboard. Now a compelling scoreboard. Um, hang tight. Alright, you guys see my screen? Yes, Okey, dokey. Okay, so year to date, right here, full transparency, where we at 162 closed. I The 84 under contract. Okay, look at the appointment set. Appointments met. Buyer, sign under contract right. Close. Same thing with the listings. We went over these numbers. You know, we’re talking, you know, GCI, pending versus net. Look, we these are fun, man. These are probably some of the most fun things we do. Again, I’m giving you guys like an under the hood look of how important tracking and measuring your business is. Sisu is always takes freaking forever, so bear with me. That’s awesome. Alright, so we have these team challenges every every week. And guess what? These team challenges are focused around, but listing appointments set and met now today is only the eight, the fourth day of the month, so there’s not a lot of data in here just yet, right? We’ve already met with 22 people in four days. Okay? 24 signed. We’ve pended nine units in four days, closed four and then, you know, million dollar club. So this is the stuff we go over in our in our meetings. And then we also have these, you know, which are leaderboards. So you can see, you know, this is pending in close forecasted here today, right? So you got to keep score. You got to know if you’re winning, you’re losing. And the last one, and probably the most important one, this is something that we don’t do a stellar job at, and I’m here to admit that, just because there’s only so much time and trades day, but it’s a cadence of accountability. So here’s my goal. Am I doing the things I need to do to get them into my goal? I’m keeping score, and then somebody needs to make sure they’re holding me accountable to the activities. And if no one’s holding you back to accountable to the activities, then you know, there, there may lie the problem,

58:23

awesome. Well, Trey, let me tell you, this has been unbelievably fantastic for me, personally, I’m sure for everybody else. So we just want to say thank you to you taking time out and you have been so transparent that that’s really amazing. Listen, I appreciate your time. Listen, is there, is there anything? If somebody wants to send a referral to the W group, how do they do that? Yeah, so,

58:50

I mean, if you guys and Jay, feel free if you want to drop my I think you have my cell phone. Let me feel free to drop my cell phone. And I don’t mind sharing it with you guys, Jay and Jay will get that to you. And then, you know, Baton Rouge, Mandeville, Covington, New Orleans, we can, we can assist buyers and sellers and all those markets. Yeah, so look me up on Instagram. It’s easy trade. Dot Willard, same thing Facebook. I think I’m like, maxed out on friends, which, you know, I would, you could, I guess you could follow me, but Instagram is probably the best place to go. And then the same thing with the W group, br, all one word that’s our social for for all of our socials. So

59:34

awesome. Alright, well, Trey, listen, thank you so much again. I know, I know we caught you today after vacation, and you gave us an hour of your time. I bet you’ve got a mountain of work that’s sitting there staring you in your face. So listen, thanks so much. And listen, we appreciate it.

59:48

Yeah, you gotta say Thanks, Jay, I appreciate you having me. Guys, y’all, y’all take care. Holler if you need anything. All right,

59:53

thank you, man. See you, bud. All right. We’ll see everybody next week.

Daren Phillipy  59:59

Jake, there you. Go Trey and Jay. What a team. They did such a good job. I love listening to Trey share his nuggets, and I just like listening to Jay. He’s one of my good buddies here, and I’m glad he’s in my life. So thank you, Trey for doing this. Now I do this because I run one of the largest real estate companies here in Vegas, and I focus on helping teams grow their business. And so if you are here in Vegas and you’re looking for ways to, you know, get better, better systems, all of that kind of stuff, contact me. My number 702-706-4949, and I want to be your partner and help you out through all of this kind of stuff. You don’t have to get kW, don’t worry about that. Now, most you guys, I know, not in Vegas, and you’re like, Aaron, I’d like to have some help too. Don’t worry. I got you back. Got a zoom. We can go and do this thing. So just reach out to me and I’ll work with you, and also connect you with the people in your area that know, models of teams and stuff like that. So that’s pretty much it. Guys love having you guys here. Thank you so much for being a part of the OT. And you know, it’s better if you’re in the room. So I will see you guys next, next week in the OT, 1130 Pacific. Well, or is it 12, depending on when you’re listening to this, and I will see you guys later. So come in, go out and do some drink.

1:01:27

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.