Episode 36: The Personalization Edge: How Personalization Drives Real Estate Success – The Chris Piechocki Team 

Mastering Real Estate Team Success with Chris Piechocki: Episode 36 of The OT Only Teams for Real Estate Podcast

In Episode 36 of The OT Only Teams for Real Estate Podcast, Daren Phillipy sits down with Chris Piechocki, an industry leader and top-performing real estate agent based in Jersey City, New Jersey. With an impressive track record of 354 closed transactions and $67 million in sales volume over the past year, Chris has built a powerhouse team that continues to excel by focusing on client relationships, innovative marketing, and a strong team culture. In this episode, Chris shares the strategies and principles that have driven his team’s extraordinary success.

Building Trust Through Personal Connections

Chris Piechocki understands that real estate is more than just transactions; it’s about fostering meaningful relationships. His team goes above and beyond to build trust with clients by gathering personal details that demonstrate genuine care. Using a “Getting to Know You” form, Chris’s team collects information about clients’ favorite restaurants, hobbies, birthdays, and even their pets. This information is then used to create memorable experiences, like sending personalized gifts or making charitable donations to causes the clients care about.

One particularly inspiring example is the team’s practice of donating to a client’s favorite charity after a transaction is completed. This thoughtful gesture creates lasting goodwill, making clients feel valued and encouraging lifelong loyalty.

Revolutionizing the Listing Presentation

Chris’s innovative approach to the listing presentation is a game-changer. Instead of using traditional slides or brochures, he employs a Monopoly-themed board to visually guide clients through the entire home-selling process. The board serves as both a practical tool and a memorable experience, easing anxieties while standing out from competitors. By gamifying the process, Chris ensures that clients are engaged, informed, and excited about their journey.

Mastering Social Media for Real Estate Growth

Despite joining the social media game relatively recently, Chris has made an incredible impact. Over the past nine months, he has grown his Instagram following to 7,500 followers by sharing engaging, relatable, and authentic content. His posts include humorous takes on real estate life, behind-the-scenes moments, and community-focused stories.

This social media strategy not only helps generate leads but also strengthens his team’s brand by connecting with potential clients on a personal level. For agents looking to grow their online presence, Chris’s example underscores the importance of consistency, authenticity, and creativity.

Systematic Database Management and Lead Nurturing

One of the keys to Chris’s success is his team’s 36-touch database system, which ensures consistent and meaningful engagement with clients and leads. This plan includes a combination of calls, emails, handwritten notes, and gifts throughout the year, keeping the team top of mind for their sphere of influence.

In addition to database management, Chris’s team dedicates two hours daily to focused prospecting. This disciplined approach ensures a steady flow of leads and maintains a robust pipeline, a critical component for any high-performing real estate team.

Creating a Culture of Accountability and Positivity

Chris has built a team culture that prioritizes positivity, accountability, and personal growth. To maintain a strong mindset, the team organizes quarterly events such as yoga sessions, barbecues, and team-building outings. These activities foster a sense of camaraderie and balance, preventing burnout and keeping team members motivated.

Accountability is another cornerstone of the team’s success. Using a WhatsApp group, agents track their performance and share daily goals. Monthly awards celebrate top performers, reinforcing a culture of excellence and motivating everyone to reach higher.

Engaging the Community for Long-Term Impact

Chris and his team are deeply committed to community involvement, hosting events like comedy nights, Easter egg hunts, and neighborhood cleanups. These initiatives not only build the team’s brand but also strengthen their reputation as trusted, active members of the community.

By consistently showing up for the community, Chris creates opportunities to connect with potential clients and showcase the team’s values. This level of engagement has been instrumental in fostering trust and driving referral business.

Big Goals for the Future

Looking ahead, Chris’s vision is to expand his success to new markets while maintaining the same high standards of service and efficiency. Rather than building a massive team, his focus remains on cultivating a tight-knit group of top producers who share his commitment to excellence.

Key Takeaways from the Episode

Chris Piechocki’s journey and strategies offer invaluable insights for real estate agents and team leaders aiming to scale their businesses while maintaining exceptional service. Here are some key lessons from the episode:

1. Build Deep Relationships: Personal touches like client donations and personalized gifts create unforgettable experiences that drive loyalty.
2. Innovate in Presentations: Stand out with creative tools, like the Monopoly-themed board, to make complex processes simple and engaging.
3. Leverage Social Media: Authentic, relatable content can rapidly grow your brand and connect you with a wider audience.
4. Focus on Systems: A disciplined approach to database management and prospecting ensures consistent growth.
5. Foster Team Culture: Positivity, accountability, and team-building activities create an environment where everyone thrives.
6. Engage Your Community: Hosting events and supporting local causes builds trust and strengthens your reputation.

Why This Episode Is a Must-Listen

Chris Piechocki’s story is a testament to what’s possible with creativity, discipline, and a commitment to excellence. Whether you’re a solo agent or leading a growing team, the strategies shared in this episode can help you take your business to the next level. From leveraging social media to building a strong team culture, Chris’s insights are practical, actionable, and inspiring.

Watch the full episode on YouTube or listen on your favorite podcast platform. Don’t forget to subscribe, like, and share to help others discover the tools and strategies that can transform their real estate careers.

Ready to grow your business? Join The OT weekly Zoom mastermind or visit onlyforteams.com for more resources and expert insights. Let’s build something amazing together!

Transcription

Chris Piechocki  00:15

The first step is really making sure you’re friends with everyone on social media, making sure you know their birthday, you know, making sure you know their spouse’s name. If you know their dog’s name, we have a form called getting to know you that we send out with our paperwork for our listing agreement, and it basically they have to fill in what their spouse’s name is, what their favorite restaurant is, their dog’s name, their birthday, what’s important to them, You know what, and how we treat them during the transaction, so they fill this out, and then they also put their favorite and this is another way we build our database, but their favorite charity, and then at the closing, we’ll send, maybe, if it’s like a cancer hospital, we’ll send a gift on behalf of them. Instead of giving them a gift, they’ll get, like a certificate that we donated on their behalf. So to their favorite charity. But just really getting to know our clients, like, on a deeper level, is really important, and the deeper you can get to know them, the more they’re going to really send they’re going to want to work with you and send you their business. But that’s really the first step. And what you could do is you could also go on Google, and you could, like, have a Google form that you have all these questions written down, and you can just send them a text message and say, you know, hey, Mary, it’s been a little while. I’m just updating my database. When you get a chance, can you answer some of these questions? And then they’ll send it to you and get a lot of that personal information. Well, I tell them, if you’re not going to follow through on your goals, I can’t want your goals more than you want them.

Announcer  01:38

Here’s your host. Daren Phillipy, Hey

Daren Phillipy  01:42

everybody, welcome to this week’s ot only team for real estate agents. My name is Daren Phillipy, I’m your host, and we did it. Got another great guest. Why does that happen? Oh, because it’s a great place to come. If you want to learn how to build a team or make your team better this week, you’re going to love it. Chris Bucha, that’s how you say his name. I think, from Jersey City, New Jersey. He covers something. He’s going to show. A couple things that you’ve got to see. Now, the reason why I say you’ve got to see is because he actually created a PowerPoint presentation to lead us through through this. So if you’re listening on iTunes or Spotify, fine, no problem. But I want to refer you to YouTube recording, because the PowerPoint is going to show you a couple things. Specifically. One thing, it is jaw dropping. I watched the people who were in the room when he pulled this up and he showed it, our face just goes, oh my gosh, genius idea. So I’m not going to spoil it. You’re going to have to wait, but I’m telling you, listen to this and then go and watch the video on on YouTube, on my YouTube channel, and you can find it just by searching by the title. Now I’m so glad that you’re here. One of the things I want to make sure that you can do is two things. Well, I said one of the things that two things, number one, I want you to make sure that you’re in the Zoom Room. So if you want to be in the room when we do our our zoom call, all you need to do is go to only four teams.com and click on that little link up at the top. It’s all over the place, actually, that says, join the Zoom Room. And you can actually join the Zoom Room. There’s, we have a good room. There’s lots of people in there, and you have an opportunity to sit there and talk to guys like Chris. I remind you about it. Just do it. Second thing is this, I need you to help me out. If you’re listening on iTunes, if you’re listening on Spotify, if you’re watching on YouTube or wherever you’re at, how about you just click like a follow, or like a like, or whatever it is that you can do. Let the algorithm know that we’re here. Let them know that we’re someone to listen to. And the guests that are on here are worth something, because every single week there’s gold, and I want everybody who’s trying to build a team to hear it. The best way to do that is to be able to share it. So like it, share it, friend it, follow it. Follow the follow YouTube, follow the podcast, follow all of the stuff. Do your thing. You guys know it. That’s all I gotta say about that. Alright, I’m done talking. You’re going to love it. Chris is going to cover. He’s going to talk about systems. He’s going to talk about how he gets listings, some very specific things that he does to get get listings, and a whole bunch of other stuff. I’m done talking. I’ll go. I’ll see you guys at the end of the OT. Alright. Guys, here we are welcome the OT super happy to have Chris Bucha from Jersey City. Jersey it was, it was funny. I chased him down. I found I came across him in the Millionaire Real Estate Agent playbook number two. And I chased him down. And we. Had a lot of back and forth, of of understanding a little bit about his business and and I’m been super excited. And he was like, I’m not really sure. I don’t want to really you. I hope I’m as cool as you think I am. And from the time that I spent with him already, there’s no doubt he’s going to knock out the park. So so no pressure, but I hope you don’t suck. No. Anyway, I’m Chris. Thanks for being being on the OT with us, dude. No

Chris Piechocki  05:26

problem. Thank you for having me, and nice to meet everyone. Yeah, for sure, you’ll

Daren Phillipy  05:30

see more people jump in here. So Tell, tell me a little bit about your team and where you’re located and all that kind of stuff. Sure.

Chris Piechocki  05:38

So I am located in Jersey City, New Jersey, and that is right outside of, like, right next to the Statue of Liberty, basically. And it’s northern New Jersey. So, you know, if I look, if I’m on my roof at my home, I see New York City, not too far from the Jersey Shore, where Snooki is from does not make me proud. It’s the

Daren Phillipy  06:02

reason why I called you, by the way. I didn’t want to say anything, but yeah,

Chris Piechocki  06:07

but the northeast, our markets doing pretty well. It really is what we’re holding steady. And think things are great, so awesome.

Daren Phillipy  06:15

Well, well, you we have a standard of to be on the OT must close at least 100 transactions a year and the last 12 months. I know you’re a little bummed by these numbers, but 354, units, with 67 million in volume for the last 12 months. And so you definitely know how to do this business. And you shared a couple of really cool things that you know at the beginning, you said you were doing you’re a teacher, and also being real estate agent, and you said you did about 40 million doing that. Not too shabby. So what a way to start start the career? So would you tell us a little bit about what your org chart looks like now? Sure,

Chris Piechocki  06:52

so I was trying to share my screen, and there’s something that I got to change in my preferences, so I’m not going to be able to do it, but I have a transaction manager. I have a director of ops who really kind of steers the ship. And then I have five sales agents, and I have one agent that does rentals, mostly, and that’s why you’ll see, like, the high the high unit count. So where we, where I live in the city, there is, you know, there’s a lot of opportunities for sales, but there’s rentals also count as, like, strong relationship builders, and eventually turn into business and volume as well, you know. So when, you know, we have a month that’s light on closings, and we did, you know, say 30 rentals or something like that. I mean, it’s a, it’s a good, really nice paycheck as well,

Daren Phillipy  07:37

well. And, yeah, the rentals in Vegas and rental link renting in by the city. My guess is two completely different things. So Chris, tell me, tell me a little bit about if you’ve got how many agents did you actually have on

Chris Piechocki  07:49

your team? We have five sales agents and one agent that handles rentals, perfect. So

Daren Phillipy  07:53

what are the ways that you feed your agents on your team? How do you feed all five of those guys?

Chris Piechocki  07:59

So a lot comes from, from my database, and we have a really strong 36 touch plan with our database. And, you know, a lot of the leads will come through, through that, through that source, and we’ll feed them the, you know, the leads from there. You know, I’m primarily a listing agent, so the most of the buyer leads that we get will will come, will go right directly to the to the agents on the team, so that they can handle the buyers. Because prior to being with Keller Williams, I was with another company, as I mentioned. I paid Rosello. I never did. I never really took advantage of the leads. I never really did open houses, and I basically only represent the sell, represent the seller. So when I came to Keller Williams, you know, we talked about the model of actually having a buyer’s agent, which made a huge difference. And really, like, doubled my business. And then we wound up, you know, having, you know, multiple buyers agents, things like that. So, you know, there are open house opportunities for them. We do. I have a lender that pays for all our Zillow leads. So they, they’re, you know, they’re obviously on Zillow, but I mean, they do a lot of their own prospecting as well. So everyone builds out two hours a day in the office and and they prospect, and, you know, many different ways.

Daren Phillipy  09:15

So you said, you said, Let’s there’s two things that you said. The first thing was this, actually, the second thing you said, they come in and they lead gen two hours a day together, yes, right? Yes, yes. What does that? What does that look like? What does that environment look like when it comes to that lead gen? Who are they calling?

Chris Piechocki  09:31

Sure, so everyone comes into the office and and breaks out into their own space. We talk about the importance of like, No, you know, Bs, ing, during that time that, you know, lead gen is not like following up on current deals that you’re working with. It’s actually having conversations. So, I mean, the goal is in two hours to have like, 10 to 15, like, solid conversations. And you know, they can either use. Joe and dial around like, you know, listings that we currently have, or something under contract, or something that had, you know, recently sold, they can, like, focus on, like letters and mailings and just, you know, prepping that those types of things, you know, phone calls to their database. You know, things like that. For the most part, it’s mostly just like conversations and make and calling their database.

Daren Phillipy  10:29

Gotcha. Well, you I want to the reason why we were speaking is I wanted you to go over this playbook. It’s called the Small Business soI playbook that’s in the Millionaire Real Estate Agent volume two. And I don’t mean to brag, Chris, but here we go. I’ve got your presentation so you’re able to, you’re able to go ahead and and do that. Let’s go to present and go ahead and if you need me to just kind of wave your hand and and, or whatever you want me to do, or you just say next and I’ll just step us through this. You guys are all able to see this, right?

Chris Piechocki  11:10

So, yeah, so if you want, if you want to click to the next slide, okay, I’m sorry I’m not able to do it. Yeah, keep going. That was, again, where we’re located. Keep going, well, we

Daren Phillipy  11:22

need to know this, because if we’re sending referrals to you, a lot of people like, I live in Vegas, I don’t know anything past like the Colorado mountains, dude. So you cover this whole area, all of this,

Chris Piechocki  11:33

yeah, there’s an arrow there that kind of points to the area where my focus gotcha, or the New Jersey, yep. So, yeah. So that’s our team. That’s actually at, we just took that picture a few months ago. That’s actually at Ellis Island or Liberty State Park. That’s the train station where the immigrants came in in the late 1800s in Jersey City from Europe. They pulled in right on the coast there. And everybody, kind of like, you know, went to different towns and took trains at different towns. My grand, my grandparents, came in in 1890 and we’ve, I’ve just stayed in the same community. So that is great.

Daren Phillipy  12:07

You said you’re 5/5, generation US states, right? Yep, and then same town, yep. So cool, so cool.

Chris Piechocki  12:16

So if you want to move along, so, you know, we talk a lot about mindset. You know, on my team, talk about self talk. You know, what are you telling yourself every day when you wake up, when you’re at a stoplight? You know, it’s super, super important. And I mean every day you when you wake up, you have a have, you know, an opportunity to spiral up and spiral or spiral down, depending on what what your thoughts are. And you know, I find that, you know, mindset is super, super important, because if you do not have that foundation of a strong mindset, it’s really hard to get through the day. It’s hard to believe in yourself. And of course, you know, doing the hard things are really are what are going to bring the best results? And success begins at the end of your comfort zone. So,

Daren Phillipy  13:00

so, and I apologize, I’m going to, I want to I want to turn this into a little bit of a conversation. There’s no doubt, as a leader of a team, um, mindsets the key. How do you set the mindset of your agents when they come in and either their their heads not right? What? What’s going on? How do you set that standard? Or how do you help them with their mindset? What do you do? Well,

Chris Piechocki  13:24

I tell them that, you know, to really build a build a moat around the things that they’re letting in and out of their head. And they really have to have a separation between what they’re doing at home and what’s going on personally in their lives than their business. And they have to kind of turn off everything that’s happening in their personal life while they’re, you know, block using that time that they’ve blocked out for the few hours, you know, on that on the calendar each day. And, you know, we have a great culture on my team. We have, like, a WhatsApp group. We’re constantly encouraging each other and helping one another. Everyone has their strengths. All of the people on my team have been with us for quite for a long time. We’re, you know, just always trying to help each other. And, I mean, sometimes, you know, one person could be having a bad day, and everyone kind of chips in and make sure that they’re, you know, feeling a little bit better. I mean, we’re all always trying to row in the same direction. And just, do, you know, just do good things. Like, you know, we have, we do something quarterly together as a team as well. You know, we have, we’ve had a yoga instructor come in with our team. We’ve had a masseuse come to our barbecue. I mean, we try to, you know, keep everybody feeling really, you know, good about themselves and staying positive by encouraging each other love that these are just like the five important attributes for for a successful salesperson, you know,

Daren Phillipy  14:47

so as you’re as you’re as you’re looking to add people to your team. How do you make sure that you hit these or what are you using these anchors of, I guess, a descript. Of traits. Use this to recruit people.

Chris Piechocki  15:03

We definitely, you know, like to see that every person that is joins our team has at least sold about 10 homes in the past. Because I found that hiring someone brand new, it just takes way too much to get them, to get them, you know, up and running and successful. And it’s hard to tell just by meeting someone the first time if they’re going to be a successful agent, but we definitely follow the 3630 6090, model of interviewing and also, you know, setting goals for each agent on the team, holding them accountable, seeing how they’re going to perform under pressure, seeing if they’re going to meet the goals that we’ve set, taking some time and explaining our standards. We’re very, very strict on our on our team, standards, and what we expect of them, and what we expect them to to to show the community about, you know, how we behave and how we treat people and and, you know, just our forms of communication. And I try to, I tried to do once I was a single as I was a single agent, and I found success. I tried to think about all of the things that I do. And I tried to, you know, just teach every agent on my team exactly, you know, what I say in specific conversations and how I handle, you know, our clients when they’re, you know, emotional about, you know, selling their home or, you know, I find that I think most agents do this, but I find that if you put, you know, the person first, put the person before the sale, and really try to figure out exactly what the what their goals are and what why they’re selling because we know that anytime anyone ever sells a home, they’re selling it because they’re an emotional point of their life. So it’s either a divorce or death or someone’s having a baby. But I try to actively listen to exactly what they need, and for every client, I create a customized experience around what they are telling me and what they need. And I always ask my clients. I always ask them, if there’s one or two things that I could do during this transaction to to get you know, to give you a five star service, what would that be? And they’ll tell you right away. So let’s say I need you to be honest, or I need you to call me back within five minutes, or whatever that might be that’s important to them. And I always repeat that back to them at the end. I understand, you know, this is what you need. I understand this is your goal, and I’m going to help you get there, just to kind of like re you know, reassure them, love it, love it. You know, knowing your value. Everyone on our team, you know, really has to know their value. We did an exercise where we wrote a value proposition for buyers and for sellers. And you know, if, if, if you’re not confident, and you don’t really know your value, and you’re on an appointment, you know the clients are going to know right away. They’re just going to be able to see it on your face. And we try to create the strongest value proposition for our buyers and our sellers, because we know that opportunities are always going to go to whoever is able to explain their their value the best. So on the next page, you’ll see our value props. So everyone has these hanging behind their desk, just as like key pointers of what we do and and where our value is. And then, you know, they could also take some of these key points in initial email and send it to their clients, but I think it’s a great exercise for every agent or team to just really stop and, you know, take an hour and write down what your value prop is and why you are different from anyone else in the market. Yeah,

Daren Phillipy  18:39

no, no doubt, especially as as we’re dealing going into this NAR and making sure that’s all we’ve got, being able to to articulate your value to your clients is really there. That’s the main thing. And if you can’t do it, you’re not going to get

Chris Piechocki  18:54

paid absolutely so over the past couple years, you know, I feel like I was like a chicken without a head, and just getting a piece of business from here and a piece of business from there, and feeling like I didn’t know where the my next piece of business was going to come from. So I created a model within my team where we try to create more of a predictable and sustainable business that, you know, was, at some point we’ll be able to, you know, sell our database. But so what we did was we looked at the past, say, five years of our business, where all the sources came into, came in from, and then we started to double down, triple down, and we had meetings about each one of these sources. And how can we, at a high level full leads out of each of one of these buckets, and what can we do? And what are all the action steps that we can do? So, you know, during the week, personally, I’m working on all of these buckets, but I’m working on them on different days, so I’ll actually spend purposeful time to work on these buckets specifically and try to pull. Business, you know, out of them, and, you know, pay attention to them and try to feed them as much as I can to get business back from them. And that’s really what this presentation is about, that we realize that we’re able to get a specific amount of leads and sales from each one of these buckets. And this is where we focus our time, so you can so we got, last year, we had 40 sales from our sphere of influence. And, you know, we definitely do four events a year for our database. We do, like an Easter event, where everything’s pretty much sponsored by vendors. And we had a petting zoo at this one, and we had the Easter Bunny. And, you know, we played games and had a craft table and food for the parents in the community. But we also, we invite everyone within the community. So we put it on all of our local Facebook pages and social media pages where we, you know, allow, you know, everyone to come. We’re having a comedy night on November 15 in a local restaurant, where we’re also inviting all of our sphere, everyone on the team, so that should be a lot of fun.

Daren Phillipy  21:07

And we also, Chris, are you going to be telling jokes or because I wanted to hear one of them? Dude,

Chris Piechocki  21:16

yeah, I don’t really have many. Well, I do have them, but they’re kind of on the cuff.

Daren Phillipy  21:22

I’d have to change the rating of this podcast.

Chris Piechocki  21:25

Okay, so we do have everyone on a 36 Touch system. Basically in October of every year, we build out our touch system on like one of the big, kind of old teacher calendars that would have a desk, and we write down what we’re going to do for each day. We have all of our clients birthdays on there as well. So I’ll always send every year like a video to to one of my clients, you know, with my phone and just happy birthday, just a nice personal message, which, you know, clients seem to love. We do newsletter every month on the first of the month, which is also a great a great touch. We do quarterly gifts as well through quarterly gifts, drop drop offs. So everyone on my team has 100 advocates. There’s an app. It’s called S, as in Apple A as an S A contacts. So it’s S as in Sam a, as in apple contacts. And basically what it does is you download the app, and it will pull all of your your contacts from your cell phone, and then it will turn it into an Excel spreadsheet, and you can just go through it and highlight all of the people that know, like and trust you and that you know that you can get business from, and those are our advocates, and that’s where I get it, you know, a really good amount of business from, and everyone on my team, you know, does that as well, but we drop quarterly gifts off, just like, you know, something that maybe like $1 $2 you know, July 4 sparklers. Your Business sparks up your your referrals spark up our business, little things like that that can be very helpful and pull a lot of you know, business

Daren Phillipy  22:54

out. Love us. What about social media here?

Chris Piechocki  22:58

So social media, I started about nine months ago. When I started, I knew that this was a bucket that I needed to pay attention to, because in 2024 if you’re not really mastering social media and claiming the mind space of you know people that are either you’re friends with, or people that are in your world, then you know you’re not really maximizing your potential. So I started nine months ago, I had 2500 followers on Instagram, and now up to 7500 and I know that’s not a ton, but you know, we’re definitely seeing growth. And if I go to like a local restaurant or I’m walking in my community, people will always say, Hey, I love your social media. I mean, you know, I do like humor, so I try to mix that into my social media. So if you go to the next page, you could see one of the recent that’s

Daren Phillipy  23:44

your Instagram. And I told you how much I love I had fun watching your Instagram. Is that showing up right there? Right? Yes, yeah. And it’s you got some great content. And so if you just started nine months ago, man, so cool.

Chris Piechocki  23:59

There’s a there’s a video that I did that got a good amount of, you know, leads. So I’m not leads, I’m sorry, likes. So, yeah, so that’s our social media. I

Daren Phillipy  24:13

got you that’s very, very cool.

Chris Piechocki  24:18

So, farming, I do 100 letters a week for farming, all based around the current like business that we have going on. And that’s always very, very helpful. Everyone on my team also does that. Does 100 letters a month to one specific farm. And they really had, they understood that they had to stay, stay consistent. And we didn’t start really seeing results until about month four, where they were actually starting to get calls and getting listings from it. But you know, I personally got, you know, 24 listings in the past year, you know, from direct mail and pharma.

Daren Phillipy  24:59

Okay, so cool.

Chris Piechocki  25:03

So this is like a silly property evaluation certificate. Every year I send out in the beginning of the year this calendar, which is, you know, older people seem to like them a little bit better. There’s a lot in my market that people you know, are, you know, retirees. But this property evaluation certificate as as you know, basic as it is, I have a lot I put it at the bottom of our letters, which you’ll see. And I have a lot of people that actually like cut it out and hand it to me when I walk in. So especially the older people, because they don’t understand that they can get something for free, like that. So, so

Daren Phillipy  25:36

cool. I love again, being able to articulate the value is, is what separates you from from others. So good

Chris Piechocki  25:45

and back to, uh, back to database. I mean, you know, I am always trying to add people to my database. You know, every single day, you know, if I go to the doctors or anyone that I meet, I try to get their email and add them to my database, because that’s how I could really start a touch system and claiming mind space. And then, you know, they may see a sign of mine. And I also buy boxes of pens, so like boxes of 500 pens, and I’ll deliver them to like, you know, local like a chiropractor or a restaurant or a diner. And over time, you know when that, when you have those multiple touches and people see you, you begin to claim, you know, mind space, and they, you know, you’re the first one that they think of when they, you know, need to, you know, need a realtor. So, yep, probate is something that I do as well. So you can go to your local surrogates office, and you could find out which wills might are being in the process of being probated. And you can get the address of the next of kin, and we have, we put those people on a touch system, where we have, like, seven steps, and we have this really nice book here that kind of explains the process, and we’re just, you know, offering a little bit of, you know, help and knowledge, because usually when people inherit a home, they really don’t know what to do with it. But we’ve also taken that a step further, where we have, and this was a designation that I got just it was like a seven hour course, but we have relationships with attorneys and financial advisors and CPAs, where we deliver these books to them, and we they keep them on their desk, and when their clients come in and say, Hey, I’ve just inherited a home, they hand them The book. So we’ve developed relationships with those, you know, CPAs and attorneys, where we nurture them as well, and they’re part of our touch system with our gifts. This was I coach with Tom Ferry. And listen, I’m not reinventing the wheel, and I’m sure, you know, people have done things like this before, but I just want to share what we find success in. So we we do a lot during our prospecting time. We do we look up on Zillow. We can. We’ll take their value and we’ll like circle it, and we’ll screenshot it, and we’ll send it to someone that we might have bought a home two years ago, and we’ll just shoot them a text and say, Hey, Sally, you know, it’s been a while since we spoke. Can you can you believe that you’ve gained, you know, $200,000 of equity in two years on your home? You know, what do you think at this price? Do you think it’s high or low? And it usually starts a conversation right there on the top. It shows, you know, someone, Angela, so my team had sent it. She got into a quick conversation with them, and they were saying, if that’s the number, then we’ll, we’d definitely consider selling. And he said, Hi, Angela, I spoke with my wife, Tara. Well, we’ll be happy to have you over as our listing agent. Please send over a contract. So that came from, from that ZMA, and you could do drop offs as well. And then the congrats on your equity, on the that you’ve gained on the right. What we did last year, 2023 was a tough year, so I went back 20 years, and I had a VA cross check everything that I had sold into every property that I had sold in 20 years, and cross check it with to see if they still are living in the same home. And then we pulled all those people back into our world by putting them on a monthly mailer where, you know, first we said, congrats on your equity. Quick little note, it’s been 10 years. How’s everybody doing? So we’ve started to get business from that, from nurturing all those old people that are kind of like unclaimed but yet they’re in the time frame of five to 20 years where they’re going to be selling at some point.

Daren Phillipy  29:10

Dude, Chris, this is so smart. It’s just such it’s a simple thing to do, like you said, not recreating the wheel. Many of us have seen this in the past, and you bringing this up, I think has ignited. I mean, there’s money sitting in our in our databases by just reaching out with a value like this. So good, so good. Thank you. Open

Chris Piechocki  29:30

Houses. I mean, we try to make a big splash. We have every open house, we have one of these guys out front of the house. I mean, we bought it off of Amazon. We do a minimum of 10 signs. We try to put the signs out at like nine o’clock in the morning with directionals and some flyers there. And we also door knock on the door knock that morning, inviting people. And our script is, you know, hey, we apologize. We’re going to be having a really big open house today. You know, I apologize in advance for any of the traffic, but stop by. I’m going to have coffee and. And some and some, like, some small, you know, bites to eat if you’d like to swing by. If they do stop by, obviously, I put them on my database. I put them into my database after I get their email. But we also go with the promise script, you know, thank you so much for stopping by. I appreciate you coming. I promise to let you know the results of this property and when it sells and when it goes under contract, and then it’s like, Hey, Sally, thanks for stopping by last week. I know I promised to let you know, but we’re actually under contract, and we’re closing in 30 days. And then, Hey, Sally, we’ve actually closed. If you know anyone else thinking of selling in your neighborhood, please let me know I have extra buyers, and it’s just building those relationships, and that promise script, you know, makes them realize that you’re like, legitimate and that you are following through.

Daren Phillipy  30:43

So good. Love that. Community involvement. Yeah,

Chris Piechocki  30:50

community involvement. So I’m in the local my Polish organization, and last year I was chosen as the Grand Marshal for the Polish parade in New York City on Fifth Avenue. So that’s that picture. Awesome. That was great. You know, just getting involved and, you know, getting to know, you know, the local community staying true to my roots. And I recommend that everyone on my team is always involved in some sort of, you know, organization to build business, you know, from that so

Daren Phillipy  31:21

lean into your culture, right?

31:23

Absolutely,

Chris Piechocki  31:26

and I do a lot of speaking. That left was me at Mega camp. The right was me at, you know, family reunion. You know, I definitely am a part of many different masterminds, and I really try to maintain a lot of these relationships by, you know, going to dinner, visiting different communities and speaking at the different market centers. But also, I’m a part of a couple different groups where we have a VA that is, you know, searching for, constantly searching for different, you know, opportunities for listings or for working with buyers. And then, you know, I have like, about 50 people in one group. So everyone will put the link in into the like chat, and then everyone will kind of tag and recommend me, or put my phone number or something like that. And it’s usually a good way to get business on on social media. So good.

Daren Phillipy  32:18

Yeah. Love it, small business. This is, this is what I’d like you to spend a little bit of time, time talking about. Also is lead us through building a small business. SoI

Chris Piechocki  32:30

Sure. So this was just an idea that we had, and it’s one of the buckets that we nurture a lot. I mean, I didn’t think it was that great, but when Jay Abrams called me from his cell phone and said, Hey, are you going to mega camp? And I said, No. He’s like, Well, we’re putting you in the in the playbook. He said, would you come if I told him to be on stage? And I was like, yeah, absolutely. So it’s been, it’s been pretty cool, you know. So basically, what we did was we created these brochures and we chose 16 businesses from our local community that we, you know, knew they had a big sear of influence and got a lot of traffic, so like, you know, a restaurant, you know, a doctor’s office, a small, small cafe. And then what we did was we bought these acrylic brochure holders, which, I don’t know how well you could see it from the angle that but you know these plastic brochure holders, and we, we, I stopped in each of these businesses, shook hands with the business owners and told them that I wanted to highlight them in my local guide for my community, and that they were also going to be featured in 15 other businesses where people were going to walk in, grab the brochure and get to learn a little bit more about their business and hopefully patronize their business. But also, I’ve learned that by developing relationships with these 16 business owners from my community that have the largest sphere of influence and the most amount of traffic, in essence, I was spear hacking by getting them to recommend all of their clients to me by bringing them value and supporting them. So on top of that, we’ve taken it a step further. I facilitate a mastermind on a monthly basis with all of these business owner owners as well, trying to bring them value and I we discuss, like small business pain points and solutions, how everyone is dealing with certain issues that they have, and they’re all networking as well, and I’m at the nucleus of it. So I get a lot of referrals from all of these different businesses. So I mean, just say, like, a super popular, you know, cafe, there’s people in and out all day long. I’m the one that’s getting those referrals. And then we also highlight each of these businesses on our social media as well. So that’s another, you know, value point. And then they call me and they say, Hey, you know, I ran out of brochures. Can you drop off more? And it’s so much easier for me to just stop in and shake their hand. And you know, also, they now want to sponsor my events like so my my comedy event that I’m having. Is $6,000 but these other businesses are actually paying to come and to, you know, to be a part of the event and to have their name mentioned again to my sphere. So it’s a really nice, you know, community that I’ve, that I’ve created, you know, by using these, you know, silly flyers. And the flyers, you know, they folk. One part of it is just, you know, highlighting 16 of the business, telling a little bit about it. Another part is five. Part is fun facts about our community, and then the last part is a little bit about me, and then offering a free market analysis.

Daren Phillipy  35:28

So awesome. So good. Thank you.

Chris Piechocki  35:31

So yeah. So that was 178 residential sales last year from all of these, from all these buckets. So let’s talk

Daren Phillipy  35:39

a little bit about your listings. And we do talk a little portion of that on the OT What’s the main part that you want me to hit on this portion?

Chris Piechocki  35:47

So if you go back to the previous page, I’ll just explain. So I have let me just take this blur off because you can’t really see it. Sorry. Choose a virtual okay. Okay, so this is my listing bag that I have here, and it’s kind of like one of those, like, tree hardware bags, you know, that’s like, made by, like, recycled material, just in case. So no one gets mad at me. Basically, my listing appointments go like this. So Sally calls me and she says, hey, I’m interested in selling my home. Have a conversation with with Sally, ask her, you know, the important questions, ask her about our motivations, things like that. I set the appointment, and then within a half hour after the appointment, I have this bag dropped off at our house. So our book that’s inside is, you know, pretty much already customized to to, you know, to show how we do what we do, but it’s also customized to their home, so that people are usually pretty amazed when this shows up at their doorstep. We either sound like an Uber driver we’re in the city, or, you know, I’ll send my assistant to run over and ring the bell, or just drop it off or hang it on their doorknob if they’re not home. But if there’s a multiple like, you know, Agent, you know, multiple agents competing for the listing. This usually sets me apart right from the beginning, and it kind of shows that I’m different. And I always say I have inside I have a thank you card, thank you for calling me, reaching out to me, looking forward to seeing you Wednesday at 12 o’clock. Please review the listing presentation and let me know if you have any questions. Usually they never have any questions because they’ve already looked at it. So you know, it helps me with time. I’m not sitting. I can’t really sit with the volume that I do. I can’t really sit for an hour with each person and explain everything. So also, what people really love is we created this Monopoly board, and it starts with go, and that’s the beginning of the process of selling, and every single little step of the entire process of selling, all the way to, like, leave the keys on the kitchen counter. It’s time to get your boxes because the buyer has their mortgage commitment, stuff like that. So I found that doing a larger volume of sales, it was really hard to keep up with everyone and explain to them what’s next. And people get anxiety and they’re worried. So really, that’s really just trying to, like, address their anxiety, let them feel comfortable knowing where we are with every step of the process. But it also sets me aside, you know, with my personality, and shows that, you know, I like to have a little fun with it, with it. And they’ll put it on their on their fridge, you know, and they’ll, they’ll write notes. And I also added all of my support staff on there so that they’re not really calling me with any questions. I say, open houses. This is Jessica. Call Jessica. Anything related to paperwork. Call jaylene. So you know they’re not calling me, asking me all these questions. And then lastly, we have a Callum, I’m sorry, a candle that’s in a box that’s a little ripped up this box because I crushed it in my trunk before, but you’re crushed. Yeah, it just says inside, it says, We promise to sell your home before this candle burns out. So we try to grasp I

Daren Phillipy  38:44

want to talk about, I’m sorry. I gotta go back to this thing. I watched Chelsea’s jaw drop to the ground.

38:51

I love it. I love it so

38:53

much. I love that.

Daren Phillipy  38:55

And so I want to know how this gamify of the process. How has that helped you leverage wise? Because to me, it’s like, oh my gosh, you just gave them something totally out of the box, brilliant. I love it through the whole process, and so tell me how, but yeah, tell tell me about your leverage and how this has impacted your business. So

Chris Piechocki  39:20

you know, I, like I said, I do a larger volume of listings, like transactions at any given time, you know, and I found that everyone was always wondering what happens next, and I was always worried that my clients didn’t know what happened next. So, and if they don’t know what is going to happen, then they’re just concerned and worried, and they feel like they’re kind of left in the dark, and might not feel like you’re really supporting them the right way, but by giving them this, it really just puts them at ease and lets them understand, you know, the entire process. And you know, are we on pace and what is going to happen after this, and once we have the home inspection, well, it says within the next week, we should hear. Or, you know, whether or not their buyer, their buyer, had any concerns, you know. And then after that, in my market, you know, within the next 10 days, we should have our the appraisal, which is when the bank comes. I explain every little detail about it. So, you know, it just really gave me a lot of leverage to spend the time that I would normally be spending explaining this to everyone the process like actually focusing on getting more business and working on feeding my buckets to pull more business out of them.

Daren Phillipy  40:27

Last question, then we’ll move on on this. Did this? Was this more impactful or less impactful than you expected when you implemented this?

Chris Piechocki  40:38

I knew that it was a good idea, and I really loved it because it gave, I feel like it gave me a lot of freedom. But it’s been more impactful because every appointment I go on, when I take it out and I show them, they’re like, Wow, they love it. I mean, it’s got my emoji on it, and they just think it’s silly and fun. And, you know, it’s just something that, like, I can pair with my clients, and that they like, we kind of laugh together. And I know that no one else is bringing that so I feel like with, you know, with value prop again, and you know within the first five minutes that you’re at that listing appointment, you know they know whether they like you or not. So it really depends on what you do those first five minutes that’s going to make the decision whether you’re getting the listing or not. So I try to really jump right in and just really, like, make a splash right in the beginning.

Daren Phillipy  41:25

Well, I will tell you, I do a lot of these. First time I’ve seen anything, anything like this at all, and they’re all big producers like you. So congratulations. So, so awesome. Let’s, let’s move towards, we’ve got Shel, Chelsea’s got a question. I know she does, and she’s driving, so we’re, I’m gonna, I’m going to ask one more question, and then I’m going to open it up to the group, and then Chelsea can do her thing, because I know she’s dying, sure. So I’m going to Jersey City, Jersey What do I need to eat? What where do i Where do I go to eat? Because you have a guy that likes to eat food. So it’s

Chris Piechocki  42:01

very, very, very multicultural where we live. It is the melting pot. And it started that way in the late 1800s when everyone was taking boats over from Europe. So, you know, there’s there’s some, there’s some really great middle eastern food. There’s some amazing Mexican restaurants.

Daren Phillipy  42:18

Be specific, I’m the president United States, and I’m going to one spot in Jersey City. Jersey I’m not present. I like

Chris Piechocki  42:26

Orale, which is O, R, a, l, e, which is a really cool, like, kind of like an American, Mexican, like, combination. So sounds good? Yeah, they have great drinks and just some really, really interesting food.

Daren Phillipy  42:43

Okay, you have convinced me I’m coming to Jersey and staying at your house. Okay, Chelsea, Chelsea, couple things. If anybody else have any has any questions, we’re going to start off with Chelsea. Raise your digital hands that you push that little button down there. Raise your digital hands. I’m going to let Chelsea go first, and we’ll go from there.

43:03

Okay, I came in late, so a lot of this I missed, and I hope that it is recorded and I get to watch it again, because brilliant. So much of what you’re sharing resonates in in what I enjoy, in real estate. So being able to to I already have a couple notes for my coach for tomorrow. I was saying, Okay, I want to think I need to implement this, or this is my new my new path. One of the things I heard you say was, you know, preparing building your business, not just for today and and and creating income, but building your database and how, and I love the app that you have, because I have about 4000 contacts on my phone, and it’s daunting to me of the next step so you have you mentioned virtual assistance. How many people are you working with? Or how many people are are on your admin portion of things keeping this all going,

Chris Piechocki  44:03

sure. So my director of Ops is a maniac. She’s really, really a hard worker. So she manages my database. But a lot of is is automated. The things that we do, like the emails that are sent out and things like that, and I have a transaction manager, and then like VA, we’re really using VAs on a case by case basis. Like, if we need them to do like, a really hard task, we’ll pay them for a short period of time to go through and like that research that we did over the past 20 years, we found that everyone that lived in the house that still lived in the house that we we had sold them to. But there’s a, there’s a, there’s a Facebook page called Riva, R, E, V, A, and you could literally just put on that Facebook page exactly what you’re looking for, for a VA specifically, and like, you’ll get, like a like 100 different resumes of people that are can you know are mastering whatever you know you need them to do. So the first step for, for really, like building out your database. But so. So when you have that Excel spreadsheet, you’re going to do first list of all the people to know, like and trust you one color, and then you can do another color of all the people that you want to pull into your world that may not trust you completely. And then the first step is really spending time. Now this is like building the foundation of your database. So it’s the hardest work, it’s the most grueling work, but once it’s done and you have all that information, it’s so much easier to really pull these people closer as you continue to touch them, but the first step is really making sure you’re friends with everyone on social media, making sure you know their birthday, you know, making sure you know their spouse’s name. If you know their dog’s name, we have a form called getting to know you that we send out with our paperwork for our listing agreement, and it basically they have to fill in what their spouse’s name is, what their favorite restaurant is, their dog’s name, their birthday, what’s important to them, that you know what, and how we treat them during the transaction. So they fill this out, and then they also put their favorite and this is another way we build our database, but their favorite charity. And then at the closing, we’ll send, maybe, if it’s like a cancer hospital, we’ll send a gift on behalf of them. Instead of giving them a gift, they’ll get, like, a certificate that we donated on their behalf, so to their favorite charity. But just really getting to know our clients, like, on a deeper level, is really important, and the deeper you can get to know them, the more they’re going to really send they’re going to want to work with you and send you their business. But that’s really the first step. And what you could do is you could also go on Google, and you could, like, have a Google form that you have all these questions written down, and you could just send them a text message and say, you know, hey, Mary, it’s been a little while. I’m just updating my database. When you get a chance, can you answer some of these questions, and then they’ll send it to you, and you can get a lot of that personal

46:35

information. Okay, that is brilliant. Thank you so much. No problem, problem. And I’ll be your new follower on Instagram, because I can’t wait. I love, I love the running video. That’s yeah, thank you. And

Chris Piechocki  46:44

if you want that Monopoly board, if you guys like it, and you’re in different markets or not, I can give you the number to the graphic designer. And basically you just need to create your steps, because every step is different, every community and your emoji, you know,

Daren Phillipy  46:59

so good dude. Thank you so much. Great question, Chelsea. Chelsea Ivy, it’s nice to have you back on the OT,

47:09

okay, I have a couple questions. Sure, you mentioned your agents and you mentioned they all come in for two hours, and it’s no nonsense. And I don’t know if I missed it, but let’s talk about the accountability. I mean, do you have standards on your team? You know? I mean, how are you holding these guys accountable to make sure they’re doing what they’re doing?

Chris Piechocki  47:30

Well, I tell them, if you’re not going to follow through on your goals, I can’t want your goals more than you want them. So we set goals. We set standards. Everyone has to sell two units a month on the team. And you know, there are months where people don’t do as well, and you know, they might have an excuse or an issue or whatever, but at the end of the day, at the end of the week, each day, on Friday, we have our WhatsApp group, and we will put in the WhatsApp group everybody’s name and every and and who showed up that that week. And then, like, if we have a task that we’re doing and we’re trying to, like, you know, build out, like, say, our database or whatever, if I will tell them I need 100 contacts by next Monday, you know, people that you want to, you know, start mailing a farm to, and if they don’t do that, if one person doesn’t do it. I say we’re not having a meeting because it doesn’t make any sense to have a meeting next week if we would not go, if we can’t go to the next step. And then they’ll see, like, just like John and Mary were the only two that didn’t do it, and it just kind of adds, you know, pressure to them. But then if they if they aren’t prospecting at least four days a week, we’ll take them off of Zillow for the weekend, so they’ll lose leads for the weekend, and sometimes people, but

48:49

so they’re the consequences. They get removed from your the Zillow lead source or whatever. Okay, okay, that makes sense. And then if, and then you’re asking them to bring in 100 contacts. So are those new contacts, or is that just, well, that

Chris Piechocki  49:04

was like starting that was, for example, like starting the database. You know, a couple other fun things that we do. We do lucky leads in our WhatsApp group to make sure everybody’s paying attention. So if we get a lead in our email, we’ll drop it in, we’ll call it a lucky we’ll drop it into the WhatsApp group, and then they kind of like fight to grab it and you know, I try to create, like, racehorses amongst the agents as well. Like, I want everyone to be competitive. So we do, like, create that competitiveness. Every month, we have a top producer of the month. They get to, they get a post about, you know, that they’re the top producer. They get to choose all the first open houses. They get to choose the open houses first. And then we have, like, a private little office that they get for. That they get for the month that they can use. So, you know, it’s silly. I mean, it’s, we’re not talking about, you know, working at like a fortune 500 company, but, you know, we have fun together, doing these little things.

49:54

Oh, I agree with you. I think the competitiveness definitely drives right at. Absolutely drive. So okay, well, that’s cool. So then my next question would be, like, your future right? Like, right now you’ve hit. I mean, what is your next plan of action? Like, where do you see your team being in the next year or two? Like, are you going to expand? Are you looking to do more transit? I mean, obviously more market share. But yeah, so yourself headed last

Chris Piechocki  50:22

year was a terrible year. This year, 2023 this year, we’re on pace to do 100 million, which is usually where we’re at. But my primary focus, because my market, where I work, I’m we’re expanding it now. So part of getting the social media was try to take over other markets to replicate what we’re doing where we are, and just continue to do it and expand and work in other places. I mean, honestly, I’m happy with the amount of money that I’m making. I’m happy with the volume that we’re doing. I don’t want, like, a team of like 25 people. I think keeping it simple and small is really good, and it’s more sustainable. So, you know, I eventually want to get to the point in my business where I’m, I basically don’t, I know that I can continue to nurture these relationships around me, because that’s the most important. And everyone that has bought homes for me over the past 20 years, eventually they’re going to sell again. So I don’t feel like I’m ever going to retire. I love what I do, and I love their relationship, part of it. And, you know, putting the people’s, you know, figuring out what their problem is, solving their problems and putting that before the sale is, is really what I love to do most, and like, really be there for them. Like, today, I was listing a house, and the lady was 87 years old, and she she was so upset that she had to leave, but she was going into a nursing home, and I put down the papers on the kitchen table because she can’t sign electronically. And she picked up a tissue box, and she walked over and she put the tissue box next to say, I’m really going to need these, you know, really try to make her feel better. And by the time I left, I just, you know, I just said, listen, the majority of people that do move, you know, away after being in a home for so long that, you know, they love it, and it’s going to be great. And, you know, I tried to like comfort as much as possible, but I love that part of the business. Of the business, you know? It’s great. Well, that’s

52:05

what I mean primarily. That’s why most of us did get in the business, is to help people. And it’s always those, those ones that touch our heart, right? That, you know, regardless of all the crap we go through, it’s always that one that’s like, this is why I’m doing what I’m doing, right? That reaffirmation, right? So awesome. You are awesome. And I’m sure you’re going to give the phone number and I’ll give you a text. Yep. Thank you. No problem. Thank

Daren Phillipy  52:30

you. Thanks, Ivy. Great question. I’ve got one more question, and then we’re going to wrap it up. Typically ask it a little bit earlier, but what have you learned over the last 12 months and leading your team? Chris, that’s a

Chris Piechocki  52:43

good question. So what I learned was, coming out of the pandemic, business was being handed to us, and you really could be a brand new agent and do really well, but I learned that the only the in this market, the only thing that is working is actually working. It’s spending time in your business to pull, you know, as much business out of it as possible. So it’s action is creating reaction. And you know, just daily activities. Coming up with daily activities is something you could do every day, putting it on your calendar. If it’s not on your calendar, it’s not it’s not happening. So building out that calendar for the week and being in the office and being purposeful and not paying attention to your text messages. I have a timer that I have on my wall as well. And when I’m in my office, I wait once it goes off, then I can kind of leave the room, but really spending a lot of time working. And then, you know, like I said, we devised that model of figuring out what we were good at, and just focusing on those eight or nine buckets only, rather than kind of being all over the place, that really has helped me, you know, figure out how to make a very predictable business.

Daren Phillipy  53:54

So good. So good dude. My

53:55

last question, Director of Operations, how did you train that person?

Chris Piechocki  54:04

So she started off with me just as basically, like lead generating. I was, I was, I was asking her if you could find me business, you know, I will, you know, reward you. So she was looking into, initially looking into, like for sale by owners and expireds and expireds and things like that. And she was really like, good at it. And then once we got a buyer’s agent on the team, it became her job to hold the agents accountable. So I could kind of step back. So she just, you know, I put her through ops boss training, which is through Keller Williams, and she really learned how to she was coached into how to coach our team members, and her pay scale is, is, is a direct reflection of the amount of sales that we do. So, you know, she starts on a $50,000 a year salary. I add her to. To one listing a quarter. And so she’s, like, learned the business as well, but also she gets 2% of our net, our net profit each quarter. So, you know, she works really, really hard in order to try to push these agents to sell. Because the more they sell. And the more listings I get, and the more I sell, the more money she makes. So but, yeah, I mean, I put her through the ops training, basically, and I basically, you know, I wrote down all of my standards and all of my beliefs and in my business, and what the direction I wanted the business to go in. And she’s just happens to be a very extraordinary, unique person that just gets it, and she almost loves my business more than I love my business. But she was a an event planner, so she’s just like the perfect like, because she’s like a control freak. And it was just, it’s just great. It works really well.

55:54

I love that. I love finding the people that I am not. And so I was looking at the Monica Reynolds, perfect assistant, but I didn’t know about ops boss, so thank you. Yeah, yep,

Daren Phillipy  56:08

no problem. So good. Thank you. Thank you. Chelsea. First of all, Chris, you are better than expected. I’m so grateful for you and the time that you spent with us putting together that that presentation meant a lot to me. I think you articulated the way you go about your business. It’s very unique, and also following the model, which is also very traditional. So thank you so much for following the model, and thank you for all you’re sharing. Now, if we if anybody in this one in the room, but also listening in the future, they want to send referrals to to Chris and jersey. What’s the best way for us to be able to send send to you? How do they get that?

Chris Piechocki  56:53

Yeah, so, I mean, I guess through like, you can message me on on Facebook or or send me an email you know, or call me you know.

Daren Phillipy  57:01

So what’s your email and what’s your phone number? My phone number is 201-978-1110,

Chris Piechocki  57:11

and then my my email is C, as in Charles P I, E, C, as in Charles H O, C, as in Charles K [email protected]

Daren Phillipy  57:24

Chris, dude, so good. I’m so grateful for you. I’m glad we’re friends, and if you ever in Vegas, you know, hit us up, and I look forward to hopefully seeing you in in the room in the future.

Chris Piechocki  57:35

Absolutely, guys, thank you so much. It was really nice meeting everyone. Awesome.

Daren Phillipy  57:38

Thanks guys. See you guys next week, take care. Hey, there you have it. Another great episode, Chris, you are the master. And, dude, I’m not going to lie. I’m the big board game guy. Like, I’m a sucker for the board game. And when you pulled out that genius Monopoly board, and that one thing, that simple thing that lays out the process and separates you from all the others with something that just makes so much sense that everybody can relate to you. What an amazing this, this, if you’re, if you’re going against someone else, that’s same level. That’s one of those things where it’s like, I get it. I’m gonna go and so Chris, thank you for being speaking to my heart and doing that board game thing. So cool. Now, you guys know I don’t do this just as a hobby. I do this because I run one of the largest real estate companies in Vegas television marketplace, and I spend most of my time coaching and helping non kW agents with a business. And so if you are here in Vegas and you’re saying, Gosh dang it, I need to get better production. I need more help. I need more systems, and I’m building my team where I’ve got my team, and it needs to be better, contact me. My number 702-706-4949, and we can hang out. I’ll help you out, dude. The second thing is, if you’re not from here, you’re somewhere most, most you guys aren’t, by the way, but if you want help, I’m here to help you. Zoom zoom it up, and then I’ll connect you with an amazing leader in your area that can help you. So that’s pretty much it, guys. Thank you so much for being a part of this. Make sure you add a do a follow, follow the podcast, follow the YouTube and tune in every single week. I’d love to see you in the room. And until then, go out and do zoom. Bill,

Announcer  59:34

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