Building a Thriving Real Estate Team: Insights from Joy Marie and Corey

Introduction

Building a successful real estate team is no easy feat, especially when working with part-time agents and navigating a growing business. Joy Marie and Corey, partners in the JMC Sales Team in Collegeville, Pennsylvania, have done just that. Over the past decade, they have developed a strong, structured team that focuses on action over perfection, accountability, and leveraging technology to enhance efficiency. In this episode of The OT Only Teams for Real Estate Podcast, they share key insights on leadership, team management, and growth strategies.

The Journey to Partnership

Joy Marie and Corey’s partnership evolved over time. When they first started working together, Joy Marie had five years of experience, while Corey was just entering the industry. The transition from assistant team leader to a 50/50 partner required patience, open communication, and a structured approach to equity.

One of their biggest takeaways? Success in a partnership requires both parties to thrive. They worked with an accountant to ensure a fair split and had crucial conversations about contingency plans for potential business disruptions.

Structuring the Team for Success

Today, the JMC Sales Team consists of 12 licensed agents, including a full-time transaction coordinator and a listing coordinator. However, the majority of their agents are part-time, presenting unique leadership challenges.

Their approach prioritizes:

• Setting clear expectations: Open conversations about each agent’s goals and what they hope to achieve.
• Providing resources and coaching: Support is available, but agents are responsible for their own success.
• Accountability through meetings: Weekly team meetings track activity and progress to address roadblocks early.

Leveraging Listings, Reviews, and Networking

A crucial part of their success comes from effectively leveraging their listings and client reviews:

• Professional and organized listing presentations ensure clients see them as trusted advisors.
• A strong vendor and referral network provides added value to clients.
• Amplifying reviews across social media builds trust and credibility for all team members.

By sharing social media posts and testimonials as a team, even their newest agents benefit from the established credibility of the group.

Managing and Motivating Part-Time Agents

Since most of their team consists of dual-career professionals, Joy Marie and Corey emphasize:

• Realistic expectations: Understanding each agent’s availability and business goals is key.
• Consistent communication: Weekly meetings help keep everyone aligned.
• Providing structure and accountability: Support is available, but agents must take ownership of their success.

Continuous Improvement and Automation

To stay ahead, they focus on streamlining their systems and automating processes. Their key initiatives include:

• Organizing and improving their database, currently at 59% health.
• Implementing smart plans and automation for better client engagement.
• Adding more client appreciation events to strengthen relationships.

By continuously evaluating their processes, they ensure their team operates efficiently while maintaining a high level of service.

Conclusion

Joy Marie and Corey’s journey highlights the power of teamwork, accountability, and strategic growth. Their ability to balance leadership, structure, and innovation has positioned their real estate business for long-term success.

Their story is an excellent roadmap for any real estate professional looking to scale their business—whether through partnerships, team building, or leveraging technology for efficiency. The key takeaway? Success isn’t about perfection; it’s about taking action, learning, and constantly improving along the way.

Transcription

Announcer  00:00

Welcome to the OT only teams in real estate.

Joymarie DeFruscio-Achenbach  00:16

We were on the precipice of something as a team when we set in on the first ot call, and who, I don’t remember exactly who you were interviewing, she said something that she Corey and I had been having a back and forth about pulling the band aid off sometimes getting rid of, you know, people who are on the wrong bus right nice people, but they’re on the wrong buffs that, you know, and we were, you know, really, it was a great piece of advice. We were able to pull the trigger in the next couple of days after that, because it was just like that one thing that puts you over the edge, you’re like, you needed to hear it one more time. So thank you. And I’m a big fan of Done is better than perfect. So I you know, it doesn’t have to be ideal. It doesn’t have to be perfect. I don’t have to have the perfect weather. I don’t have to think through it too hard. I just need to execute. Action is more important to me than perfection. You’re doing this to benefit you and your family, if you’re not doing the work and you’re not getting the benefit of it, that’s That’s your problem. That’s on you. If you come to us and say, I’m doing all these things and it’s not working, that’s when we can help, because we can go and take a look at the past activity reports and say, Okay, we see the problem, right? We can see in the pattern we see where it’s going wrong, or let’s talk about your scripts, or what are you saying, or what are you not saying, but we’re not going to drag you along.

Announcer  01:54

Here’s your host, Daren Phillipy,

Daren Phillipy  01:57

Hey everybody, welcome to the OT only team for real estate agents. My name is Daren Phillipy. I’m your host, and check this out. This guest this week was actually, they’ve already been on the OT, but they came as a guest. I was so excited to meet with them. In fact, if you are in a partnership, or you’re looking to get in a partnership. We’ve got Joy Marie and Corey. I’m not even going to attempt to say Joy Marie’s last name. We’ve got Joy Marie and Corey. And they they share how Joy Marie started in the industry and she was growing her business, and how, over a period of time, became partners. That’s always difficult when you’ve got two different agents working at two different types or levels of business, and how do you bring that together? That’s what joy Marie and Corey share with us today. This is something that’s also really interesting. First of all, love partnerships. I love the dynamics of it. But the second thing that I also love is the majority of their team is part time agents. So if you’re in a partnership, or you are looking for ways to be able to serve or build a team that is part time, you’re going to love this episode. They cover so many other great things too, and and I’m glad that you guys came to to listen, so pay attention to this. That’s that’s the first thing, I guess. The second thing, though, is you guys weren’t in the room. How are you able to ask questions? Joy Marie and Corey, if you’re not in the room. So what I need you to do is this, go to the only four teams.com website and click that little button at noon, your at Pacific Standard Time. Click that button at noon, Pacific Standard Time and join the room. I want you in the room now check this out. We just got done with the first ever only team live where we were doing the whole zoom thing. But we were in person right here in Las Vegas, and it was awesome. I will tell you, I got rave reviews from those who came. We had a full room. Everybody learned we were surrounded by people who were doing massive production. We had some of the OG guests. We had Tyler and Matt in the room, and they shared some great stuff. It was awesome. You guys missed out. And if you can’t be in the room, in in person, then just jump on the room. In the room on Tuesdays at noon. That’s the answer. Alright? So that’s it. I’m done with the lecture. This is what I also like you to do. Do me a favor. Follow this wherever you’re listening to by the way, I found out it’s not iTunes anymore. I guess it’s Apple, Apple podcast. I don’t use the Mac. I don’t use. An iPhone. I know I’m a horrible person, please forgive me, but follow me. Leave me a message, all the stuff, subscribe, do whatever you can to and share. Do all those things that make guys like me happy. I’m done talking. I can’t wait to hang out with joy, Marie and Corey, and I’ll see you guys at the end of the OT. Alright, guys, welcome to the OT. I’m super excited. We this is kind of some something that we’ve never been able to do before. Usually, we’ll have people who are guests on the OT, and they’re on the guests of the OT, and then they come to OTS that have are in the past. Well, I spoke to joy Marie and Corey quite a few months ago and booked them for today. And they said, well, we want to kind of see what this is all about, before we commit ourselves to something crazy like this. And this is our day. So they’ve been in the OT a couple of times, ask some great questions, and now we’re ready to learn from this amazing partnership. And I love that it’s a partnership, because we were just talking before you guys jumped in. Having a partnership is a different ball game. You’ve got a couple of leaders, you’ve got a couple of it’s just a different ball game. And so I love hearing I’m excited to hear from them. So they’re from it’s Jay. The team’s name is JMC sales team there in Collegeville, Pennsylvania, which is basically the east part of Pennsylvania, Philadelphia area. And they in the last 12 months, when I pulled these numbers, 248 transactions and 113 million in volume. Now I did pull it from command, so it may be a little bit off, but basically they’re pretty good. And so join Marie and Corey. Thanks for hanging out with us.

Joymarie DeFruscio-Achenbach  06:50

Thank you. Thanks for having and I’ll tell you real quick before, before we get into any of the questions or whatever, but I will say that we were on the precipice of something as a team when we set in on the first ot call. And who, I don’t remember exactly who you were interviewing, Willie

Cory Rupe  07:09

hare. She I like her on Instagram. Yeah, I think she might have been

Joymarie DeFruscio-Achenbach  07:13

from Tennessee, maybe. Uh, anyway, she said something that I she Corey and I had been having a back and forth about pulling the band aid off sometime, getting rid of, you know, people who are on the wrong bus right nice people, but they’re on the wrong bus that, you know. And we were, you know, really, it was a great piece of advice. We were able to pull the trigger in the next couple of days after that, because it was just like that one thing that puts you over the edge, you’re like, you needed to hear it one more time. So thank you.

Daren Phillipy  07:46

Oh, I love that makes me so happy that you that it’s paying off. And that was the point of doing the OT is because when you’re when you’re the top of your game, and you’re in a market center or brokerage, you don’t have a whole lot of people to to resource and talk to, and so that that’s the vision, is putting our top producers in the same room, have discussions, share ideas. And so I’m glad that that that was able to be helpful. So tell us a little bit about your guys’ team.

Cory Rupe  08:15

Okay, you want to start Sure? Um, so joy, Marie and I teamed up 11, almost 11 years ago, and we have a full time transaction coordinator. We were pushing her into director of operations role, but right now she’s just transaction coordinator, and we have a listing coordinator. I still

Joymarie DeFruscio-Achenbach  08:36

think it’s 10 years because it was 2014 so it’s, this is 220, 2024, and I was in five years. I think it’s 10 years. We’re gonna have to go look, it’s either 10 or 11. But anyway, well, doesn’t matter. Yeah, 10 or 11,

Cory Rupe  08:52

and then we have, currently, there’s 12 licensed agents on the team, including myself and joy Marie and our listing coordinator, who is licensed, but her primary focus on the team is just to help us with listings. So yeah, so we, we focus on, like Daren was saying, we’re right out so we’re the suburbs of Philadelphia, so we focus on Tri County area, but we we cover different counties as well. And yeah, that’s pretty much it, yeah.

Joymarie DeFruscio-Achenbach  09:22

And most of the people on the team are part timers. Are dual career, yep. So I think it’s important to note that, because it does come with its own challenges of coaching through those kinds of you know, dual career is tough. Yeah,

Daren Phillipy  09:36

that’s I’m really interested to get into that because, because I do know that having dual career is is challenging and difficult at the same time. Sometimes you run into someone who’s dual career and they’ve got a lot of talent, you want them in your world. So there, it’s difficult to have that, the accountability and the standards and all of that kind of stuff, and then, oh, by the way, you don’t have to. Because you’re part time. So tell us a little bit about what is your org chart look like right now.

Joymarie DeFruscio-Achenbach  10:06

So Corey and I are 5050, partners at the top of the org chart. So we consider ourselves co team leads. We were not at first, so I had been in the business for five years when Corey, Corey and I met through our children. And can I wonder if they can see that? Can you see my messages popping up? You can’t. No, okay, secret, I was going to say, you don’t want to see all that. So, so I had been in the business since 2009 and then Corey and I met through our children. And Corey, at the time, said, you know, hey, I think I want to go back to work. She was home with her kids and but had been in real estate marketing prior to that, prior to being staying at home, she said, I think I want to go back. Turns out, our office was looking for an assistant team leader. I introduced she got the job. You know what part time job turned into, you know, Corey can’t turn it off, and neither can I, which is what works for us, we both work at the same pace, which is all the time, unless we’re at the movies, and even then. But we teamed up, but I already had a book of business, so we came up with a plan with our accountant to retroactively, sort of work our way to the 5050, we got close enough and where, you know, we were both doing the same amount of work. And it was, it was worth it to me to not walk past dollars to get to pennies. You know what I’m saying, you know, at some point you go, you see the value in what somebody’s bringing that might not be tangible. And you go, you know what? Let’s just go. And then we did, and we’ve been 5050, ever since. It only took us, what, three years, maybe three years, to get to that point. And so we’re at the top. And then we’ve got, we have an agent who handles some of our marketing, who’s who we we do idea meetings with and then she executes. She’s much younger than us, and so she does a lot. She’s She, I mean, listen, pretty good for a 50 year old tech wise, but she’s better. And you, when you have people around you that are better at something, you let them run with it. At least I do, right? I’d rather her run with it, and she enjoys it, and she feels and she gets, not only does she get paid, but she gets connected, and that’s her love like one of her love languages is feeling connected and feeling heard and feeling valued and feeling like she has input that, you know, as a leader, and so She gets more from it than just the money. So that solves one of those things, too. And then we have a transaction coordinator who works from nine to two. So technically she’s like part time, but she’s as invested in this team. No, she’s as invested in this team as we are, and we are as invested in her as anyone could ever be. And we always tell her all the time, if it, if the everything all blew up, and it was just the three of us that would be okay, yeah, because we want her to know how much we we value her and and then we have a listing coordinator who is also a licensed agent, which we just started. I don’t even think we’re in a year,

Cory Rupe  13:19

just a year in August. I know that. Okay, so we’ve had that

Joymarie DeFruscio-Achenbach  13:23

for a year, which, of course, Corey tells a funny story about how we were at family reunion one year early on, and a team was up there, and the girl goes, and I’m the listing coordinator for the team, and Corey looked at me and goes, a listing coordinator who would ever need a listing? That’s crazy. And here we are with one. And secretly

Cory Rupe  13:43

I was like, I want a listing that’s like, I want to do a fitness where we can hire somebody to do all of our listing stuff, paperwork and signs and lock boxes and all that stuff, because it just

Joymarie DeFruscio-Achenbach  13:54

can’t be everywhere all at once and again. Sometimes you need to give up some of those things don’t make you money, right? Well, that that right? The takeaway from your what you do best, whatever that is, yeah, yeah. Love it. Did that answer the question. I

Daren Phillipy  14:10

don’t know exactly what I wanted to hear from you. So we’re and we’re going to get into in the leverage portion of it. We’re going to talk a little bit about what that transition looks like, and how you were able to partner up in that way, because I know there are are teams that would like to have all of a sudden they run into that talent and they’re like crap. I want you in my life, but how do I I do more business than you? What does that look like? So I want to talk about that, and I also want to talk about your part time agents on the leverage portion, but you gotta feed them. So how do you feed your team? Where do you get your leads? Where do you get your business?

Joymarie DeFruscio-Achenbach  14:43

So we’re a big fan of the concept of teach them how to fish, rather than give them the fish but, but you have to, you know, keep them alive at first. So we it took us a long time to be able to figure out how to share our sphere with. Buyer’s agents without, without our clients feeling like we were handing them off and but also feeding them, and also allowing us to not have to be everywhere all at once. So we do, we stay involved. So we do, sort of, we kind of call it the hug and hug and roll. Does anybody know what I’m referencing? Any Oh, and I can’t wait to hear you. Gotta go look it up. It’s Ross from Friends. It’s the hug and roll, or maybe it’s Chandler, I don’t know. It’s from friends, but hug and roll. It’s their trick to it’s their trick to get out of the bed without waking the girlfriend. So I will,

Daren Phillipy  15:31

I will put, I will put the link in in the chat. You guys pay attention to this and copy it for later. Don’t

Joymarie DeFruscio-Achenbach  15:41

Yeah. So we, you know, embrace the client. We do a little bit of the needs analysis, then we bring in the other agent, we stay involved, and then as everyone gets more comfortable with each other, then we let them kind of run with it, and we stay involved in the conversation. But it’s easier, because we don’t have to be on every showing, and everyone is getting what they need. That’s the that’s the most important thing to us, is that everybody feels the team is working for their benefit. All the clients, whether you’re a seller or you’re a buyer or an investor, you feel the entire push of the team working for your benefit, including us, and we haven’t had a problem since we sort of adopted that hug and roll concept. Now

Cory Rupe  16:27

this is only for people, like, if somebody finds us on the internet and they’re looking for a buyer’s agent, typically we will. We send those

Joymarie DeFruscio-Achenbach  16:33

leads out pay for buyer leads, though we don’t. We don’t currently pay for buyer leads. We have in the past. We are a part of, like, home light and Redfin and like the things that you pay on the back end, but we don’t pay upfront for buyer leads, right? But we do. We do active prospect we do a lot of social media. We share, oh, I think this is an important thing. We share all of our social media as a team. So when a post goes out, a just listed, a just sold something like that, you don’t know whose it is, so a brand new agent looks like they’re killing it on social media because we are giving them that, hey, stand on our shoulders, because we want you to win. We want you to win, and, and, and it works. It works.

Cory Rupe  17:25

Yeah? It definitely works. Yeah. So then,

Daren Phillipy  17:27

how do you, how do you do that? If you, if you’re, my guess is, you create the content and then you give it to them. How do you give it to them? I know it’s a stupid question, but like, yeah, no,

Cory Rupe  17:36

not at all. So Sheridan, who’s our marketing coordinator, as as dore had mentioned, she creates the post on our on our team page, and then the agents share it from the team page. Okay, so they’re essentially like they’re borrowing it, but it’s already on the team page. So anyone who likes us on, you know,

Joymarie DeFruscio-Achenbach  17:55

and we don’t, even though a lot of us know each other from other things, you know, our kids grew up together, or whatever the case may be, we all have different spheres, so if one person sees it twice, who cares a but B? More likely they’re not good. They’re only going to see it from one person, because most people aren’t on social media all day. They get quick, quick hits, right? So they might see it on cory’s feed, but not see it on mine, because I posted it later, yeah, but it’s coming. It comes from the team page, and it goes out to everyone’s sphere. So it, it, it strengthens everybody’s branding at that point. Gotcha, I

Daren Phillipy  18:35

love it. So you say that you you kind of let them tuck in. Or, I guess. What is it? Was it hug and roll? Hug and roll with your own database. You teach them how to fish. What does that look like? Yep.

Joymarie DeFruscio-Achenbach  18:51

So it’s learning the language of sales, learning how to reach out to somebody that just got engaged or just had a baby or whatever, and over in your everyday life, branding yourself, making sure that people you are top of mind and people know what you do, right? So we obviously, we’re not the first and we won’t be the last people to tell you not to be a secret agent, right? That sort of cliche thing. But so I taught fitness in my 20s and 30s, and I also sold real estate, but they they were the same. I was the same person. It wasn’t like I separated them out. So in 2009 I tell this story once in a while. In 2009 I very vividly remember my leadership at the time saying you have to have a business Facebook page and a personal Facebook page, and neither the two shall meet. I I don’t, I don’t. I can’t do that. My brain drive to that. My brain doesn’t work that way. I am who I am. I’m all of these things all at once, right? And so I was all these things at once, and it, you know, I think that’s the trick. So when Katie’s teaching a yoga class, she says, All right, guys, it was so great seeing you. I got some showings. I have to go on. You know, blah, blah, blah, blah, blah. And as she’s connecting with all these people in this other part of her life, they’re also seeing on her social media that she’s a real estate agent. And so conversations happen organically, and this is a relationship business, so they already have a relationship with her. It’s much easier after class to go. You know, I saw on your Instagram that blah blah blah. I was also thinking about blah blah blah. What do you know about that? Or know that kind of they already

Cory Rupe  20:36

know you and they like you and they’re going to trust you. And those are the three things you know, obviously, that are super important in this business.

Daren Phillipy  20:44

So So Do do you? How many agents you have on your team?

Cory Rupe  20:51

There’s 1212, so out

Daren Phillipy  20:54

of those, out of the 12, do do you? Do they give you your data, their database? Do you? Do you teach them how to work the database? Do you do it for them? What does that look like? If it’s on command,

Joymarie DeFruscio-Achenbach  21:05

you mean specifically, whatever,

Cory Rupe  21:07

however, all of their so their database is uploaded to the team account, and as is ours, what we do is so our team meets every Monday. We meet either Well, in person. And those that can’t be in person meet via zoom. And every Monday we are talking about, you know, our our business. What did you do? How many, how many people did you talk to? Are you prospecting? We are constantly asking people about, oh, oh, you got a listing, great. What are you going to do? Are you going to send letters out to the neighborhood. Are you, you know, are you doing Popeyes like we are constantly giving our team, asking them what they’re doing to, like Jeremy said, let people know what they do. And so every week, we’re talking about that with with our sphere or with our team, and they’re, in turn, talking with their sphere and and getting out there, and it’s, and, you know, the point

Joymarie DeFruscio-Achenbach  22:02

is, I think, you know, one of the things we have our team do is read the book, the platinum rule. Um, it’s a great book. Highly recommend. It’s a small, small, thin book. It’s, it is the same concept as the DISC profile, but it’s a really good way to understand how to read people’s needs quickly. Okay, so it applies to clients. So once you get to a client’s house and you’re going to list their house, you figure out who’s who and what’s what and what language they speak. This one wants to look at all the data. This one just wants the bottom line, right? We we all do that, but as team leaders, we also need to understand the language of of the people on the team. It’s not their job to speak our language. It’s our job, in our opinion, it’s our job to speak their language. And so not everybody prospects the same way. So again, Katie Loves to farm her her mom’s neighborhood, her parents neighborhood, and it really, really works out for her great. She grew up there. She’s got it’s warm. She wants to help them. There’s a connection for her. Other people hate farming.

Cory Rupe  23:13

That’s okay. And Cathy doesn’t mind cold calling. Oh, Cathy is fine with it, where other people would rather, you know, crazy, right? Like, I mean, it’s just she fine, and she can take it, and she is the nicest person you would think she’d get that rejection and just feel like terrible, but it really doesn’t bother her. It’s hysterical.

Joymarie DeFruscio-Achenbach  23:30

It is. And then there’s other people who really want to do the whole in person, connecting with people, either through their children or whatever, but they we kind of help them prospect the in a way that feels really authentic for them, because otherwise it’s just going to be drudgery. Yeah, I would rather. I would rather. I don’t know. I don’t know what than cold call, to be honest with you, I there’s, I don’t know. I don’t know what I’d rather do awful and how do

Daren Phillipy  24:01

you how do you figure that out? How do you figure that out with the with the with the agents that are on your team.

Joymarie DeFruscio-Achenbach  24:06

We do do in a needs analysis. I think the same way we work with our clients, we do the same thing. We sit down with them and say, Who are you, who are you? What do you like? Tell us about who you are. What do you? What else do you do? What else? How do you define yourself? And I think

Cory Rupe  24:22

we also give them the permission to be honest with us, right? So if we’re, if we’re presenting to the team, like, hey, we have this great idea. We think that everybody should do this, right? And Maria says, you know, it’s just, I don’t want to do that. And listen, okay, Maria, your goals are? You want to, you know, make $100,000 this year, you know, and sell this many houses. How are you so far like, what? Where’s your business this year, right? Are you on track to to meet those goals? And if you’re not, then maybe you need to push yourself a little bit beyond your comfort zone, if that’s something that you’re not okay with, right? So we kind of figure out, but we. Do give them, you know, the permission to be honest with us and transparent, and talk to us and and work through it, and if they really are against it, like we had one agent that was like, not wanting to be on social media, and we’re just like, I don’t know how you’re going to survive. Like we don’t survive. Like it is

Joymarie DeFruscio-Achenbach  25:17

things. There are some things you can’t, you can’t not do that’s just nearly impossible. Yeah, if you want to actually build a business, you know, if you want to do one or two deals a year with your family and stuff, sure, yeah, but yeah, there’s some things for

Cory Rupe  25:33

what she wanted to obtain. It just wasn’t realistic, you know. And we weren’t telling her to, like, put every picture of everything on her, on her social media, but we were very honest with her about it, right? So, love it. Love it.

Daren Phillipy  25:47

Let’s, let’s transition to listings. How do you, how do you leverage your listings in your business? What? What do you do unique that helps you get more listings?

Joymarie DeFruscio-Achenbach  25:59

What get more listings? I think that, I think that we leverage our reviews quite a bit, because one of the things is that Corey and I we don’t say this to our clients, but we kind of say it to ourselves, is we don’t necessarily need them to like us. We need them to trust us. And so a lot of times you’ll see in our reviews that they’ll say, A, they were available when we needed them, and B, they told us what we needed to hear, even if it’s not what they wanted to hear. So we, I think we leverage our reviews quite a bit. We do have a great, strong word of mouth network where people say, you know, you need to talk to these two. I know you’re interviewing so and so, but you need to talk to these two too. We also leverage our resources. You know, when you meet a seller and they need to go to market in two weeks, or even it’s if it’s next year, they need resources. They need electricians. They need contractors. They need plumbers, they need ideas. They need designers. They need whatever landscapers. We have a strong network that way too. And so while they don’t necessarily bring us business, we bring them business, and that is good for our sellers. And people will say, Oh, they take care of everything, right?

Cory Rupe  27:18

You know you need us to where you don’t need us to right, like we can be there, but we’re not going to insert ourselves. If that’s not something, sometimes we’ll go and everything’s already done and we just have to list the property, but, but then there’s always the negotiation, and I think we’ve worked really hard, and, you know, I attribute a lot of this to joy Marie and that we have perfected our listing presentation. We teach it on Ignite. It’s a two step class that we teach for our region on it on listing presentation and and it’s, it’s evolved, right? It was very, you know, a couple pages long, and then it was like a booklet. And now it’s an online, you know, storybook. And we it’s a digital story. We set up our our systems in place to be able to be successful, to allow us to do the things that we, you know, do well, I think,

Joymarie DeFruscio-Achenbach  28:06

I think functioning at a professional level, and really, you know, amping up your delivery, the delivery of your presentation is impressive, and therefore they’ll hear you, I think, getting past the point where you’re telling them that their house isn’t worth what you they think it’s worth, because that is, you know, we’re in a more balanced, I don’t know where you guys all are, but we’re getting to a more balanced market right now. We’re still on the rise, but like, not the way it was a couple of years ago. And so we’re having to kind of pull the reins back. And once you establish your professional, your professional sort of looking for platform, they’ll hear you. And I think that’s I think that’s the trick. Yeah, as far as getting listings, also we do we practice what we preach. We’re still out there networking and going to chamber events and, you know, winning foundation joining. Yes, we’re doing all of those things. And we’re doing all those things because they make us happy, but also because we can double up and and be the real estate agent at those things as well. Oh,

Daren Phillipy  29:15

good. So good. I love it. You know, this a little nugget on the side you said something, Joy Marie, that that we’re emboldened right now, I told you. And they said, he said, our bold coach said, source your referrals that you give to your partners, your your allied resources. He goes, if you source those, you’re going to find that you’re sending a lot of business to a lot of people. Yeah. And now you have the ability to go to those people at the end of the year and say, Hey, I’ve sent you 75 transactions. Yep. So how do we make an Ignite

Cory Rupe  29:51

class that we used to teach, like, years ago, remember that it was like working so we work with a civil engineer who does all. Of our like, sewer and septic inspections, and he’s just our go to, like, he’ll answer the phone anytime we call him, and we’ve given him a lot of business and

Joymarie DeFruscio-Achenbach  30:10

but we don’t necessarily need a lead from him. We need him to answer the phone when we call right? That’s, do you know what I mean? Yeah, it’s not, it’s not the tit for tat. The thing that I think a lot of people think about, even with their lenders, they think, Oh, well, I’ve given them so much business, and they’ve never given me a lead. But people don’t always go to their landscaper and go, I’m thinking about moving. Who do you? They don’t, they don’t do that, but,

Cory Rupe  30:32

but what he did, well, come back around and he’s given us too, yeah, his own house and another house, but

Joymarie DeFruscio-Achenbach  30:40

I think the more important thing is that he answers the phone when we call, and so we can call from that house right at that listing appointment and get in touch with somebody to be able to answer a question. I mean, what more could they ask for? Is somebody who is on top of it, right? And besides, I don’t know if you’ve, you know you meet me for 10 minutes. You’re pretty damn sure that I’ve got ADD right

Daren Phillipy  31:08

and I want to say anything.

Joymarie DeFruscio-Achenbach  31:13

But the thing is, I need to do it right away. I need to do it right away. And most people want you to do it right away. And so it works out that they respond. We give them enough business that we’re valuable to them, and so we’re able to provide value to our listing, which enables us to win it when we’re up against other people. Yep, perfect.

Daren Phillipy  31:32

I love it. Let’s transition into leverage. I’m really curious. Joy Marie, how did it work? You’re a solo agent, and you you guys said, Okay, let’s start doing this partnership thing. Step us through a couple of things that you think would be very valuable for us to know, if for those who are running a team solo, and then they’re wanting to partner up. So give us a few steps on on what you could share with

Joymarie DeFruscio-Achenbach  32:00

us. So interestingly, I was actually on a team when, when this whole thing happened, but I was I was doing my own thing. So at the time, I was doing 44 transactions a year by myself, with no transaction coordinator, and it was exhausting. And I was working all the time, and Corey was thinking about getting her license, and she came to me and said, I think we should team up. And I was immediately, at first, I was like, no way I would never and I was here, I was at this brokerage. I worked for my brokers team. So at first I was like, no way I would never do that to Therese, you know, blah, blah, blah. So being who I am, which is pretty straightforward, I went to Therese, and I said, this is what it, you know, has been presented to me. I don’t hate the idea of it, and she being the person she is, said I always knew that you’d spread your wings and fly off someday, and so I absolutely give you my blessing. Go do it right. And but I was a single parent, and I had established a very strong business at that time, and I could not re could not give up my income at the time. So we had to come up with a plan, yep. So what we did was we sat down with an accountant who gave us an awesome idea, which was basically work independently for a while, just like a year, and then at the end of that year, well, actually, I think, no we, I get you, I took a split, we did a we did a reverse, a reverse split. We did a reverse split. So if I brought the deal, it was 7030 or whatever. She brought the deal, it was 7030 and we right, we did that. We get

Cory Rupe  33:42

70, you know, of her deal, and I would get 30. And then on the vice versa, you know, on the flip side. So, right.

Joymarie DeFruscio-Achenbach  33:48

Well, anyway, then, then, after the first year, we went back and looked, and we would say, all right, who brought what percentage of the business? And I believe that the first year was still, I was still bringing 70% of the business, right? When you broke it all down, or whatever it was, or close enough. And so the next year, we did that same 7030 and then we looked at it and and it started to get like, like gap got close. Well, we decided we knew the person, no matter who they called, if they called me or if they called her, but we were mutual friends. We would call that a 5050, right? So now we have category, yeah, because we had our kids were growing up together, so there was, like, mutual friend overlap. So then we, then we went, you know that we had a third variable in there. So then at at the end of that year, we looked back and it was close enough that we could go to the 6040 and then we looked back, and I think there was another 6040 year. And then we were like, You know what? This is dumb. We’re talking about. We’re talking about dollars here. Like, let’s just go 5050, it’s easier. And and we formed an LLC, and we combined, we got a joint bank account. It’s like. We got married, you know what? I mean, like, we really committed, yeah, we’re dating, and then we got engaged, and then we got married, because then we created

Cory Rupe  35:07

a partnership, you know, our attorney created a partnership. Talked about all the weird things, like dying, like dying and, you know, breaking

Joymarie DeFruscio-Achenbach  35:14

up, and, well, that stuff 100% I mean, and, and then they, and they and they do seem like morose conversations to have, like, what if this doesn’t work? Or, God forbid, what happens if somebody’s injured and can’t work, not even just dying, but like, all the weird things you have to talk about. And thankfully, none of that has happened. And and we were telling Daren earlier that one of the things we talked about, and I think right from the go, we both understood that we both had to be successful for this to work. It could not be one sided, right? It could be one sided for a temporary period of time, because the value that I was bringing, having had five years of experience, branding, marketing, understanding, the contracts, all the stuff that I was bringing to the table was worth money, right? But also she was bringing things to the table too, which a lot of things like marketing ideas, a new sphere, just body doubling,

Cory Rupe  36:13

if you noticing her to finally do a transaction coordinator. I was, I was

Joymarie DeFruscio-Achenbach  36:17

a superhero, right? I mean, I don’t do it myself. Why would I pay somebody to do my con, like, by my conveyancing, and then I think one too many use and occupancies, you know, got overloaded on me. And I was like, okay, yeah, this time, yeah. And then we’ve never looked back. Well, we made a bad hire. We made our we got our first transaction coordinate, coordinator, yeah, made it. She was a great human being, just not the right person for the she didn’t work at the same pace we worked. She wasn’t as invested as we were. It was a job for her, and it wasn’t the way that we were. I don’t know if anybody’s familiar with enneagrams. Is anyone familiar with them? They’re similar to the DISC profile, similar to understanding your your personality profile, but once you get to know me, I am as loyal as they come, right like, once I’m in, I’m in, I got your back, like I’m loyal, and so I also appreciate that loyalty to an incredible degree. If you’re loyal to me, I’ll do anything for you. And we found somebody after that. We found somebody who was like, I’m in Yep. And I’m telling you, she’s a treasure, yep. And we, and we, we let her know that often, yes, every day to every client hears us saying it like that’s at this point, once you go under contract, you’ll meet Jill. She’s amazing. You’re going to love everything about how detail oriented she is. She’s everything we aren’t. She’s glued

Cory Rupe  37:50

to the team. No, yeah, yeah. So tell

Daren Phillipy  37:53

me, or tell us, how do you lead part time agents? If the majority of your team is part time, how do you do that?

Cory Rupe  38:01

So I think one of the things that we do when we first meet with them is, obviously, we have a contract with our team members, and you know, they’re all different based on on who they are and what they’re looking for, but we really try to understand their goal, right? So we know that they’re looking to pay off a debt, or if they’re looking to go on vacation, right? Whatever that is, we say to them, Look, we’re going to help you attain this goal. And if at any point that changes right in either direction, like, I want more or, oh my gosh, this is too much, like, I can’t do this. You need to communicate with us, and we have that open line of communication with the agents, so we understand and we what’s important to us is, if you say you’re going to be there, you’re there, right? If you can’t, just let us know, just communicate so that Monday meeting, most of the agents are there. They’re able to be on Zoom, or they’re able to be there in person, and then they work their schedule around, because they know how valuable that time is. And we’re, we’re pouring out all of our knowledge and all of our assistance and coaching to help them, really, with their business, and they see how valuable that is. If they don’t, then they’re probably not, you know, meant to be on the team and and that was someone you know recently that we found out was not going to work out. But, you know, we’re available all the time. We really are. And we tell them, text, both doremary and I, whoever can make it, you know, or whoever can talk at that moment, and they’re really good at it. They say like, Hey, who’s up for a call? And if Joy Marie can respond, she responds. I can respond. I respond. So they have both of us, which is great.

Joymarie DeFruscio-Achenbach  39:41

And I will say that both of us happen to be married to men who are not or they’re totally okay with it, like they understand who we are. And both of them are, like, she’s on the phone again, like it’s okay. Like, no, nobody is Yeah, nobody Yeah. And the kids too, like, I have three boys and she’s got two girls. And a boy, and they get it. They get it. I mean, they get families bought in they are, they understand that that’s part of who we are. And we talk

Cory Rupe  40:09

about that with the new, I’m sorry. We talk about that with when new agents come on our team, like, if they have little ones, like, we have, like, a little contract that they can sign with their family, and, you know, rewarding them, like, tell them about your John box. Like, Oh,

Joymarie DeFruscio-Achenbach  40:22

yeah. So we call, well, it’s called an upfront contract. I’m sure I got it from some training I was in. I we call it that an upfront contract where you’re saying, Listen, this is, this is what I’m doing. This is why I’m doing it, and this is why it’s going to benefit all of us, but it is also going to require a little sacrifice on all our parts, and I’m asking you to buy in and but when John was little, he got to a certain age, when they’re little, little, it’s fine, they’ll go anywhere with you, but when they’re seven, they want to play games, but they have to go with you, because you can’t leave them home alone. I made up fake money with my face on it, and I called the mom bucks, and he could, he could earn a mom buck for every showing that he would go on with me, and I try, obviously, tried to avoid it when I could, but, um, but he liked earning the money, and he liked going on the things. And it’s funny, because I found that it was benefit. It they didn’t care. Clients didn’t care, no, no, as long as you were still plugged in with them. They didn’t care that you needed to make an adjustment, because all they want is a set expectation, too. So the expectation is, hey, I can absolutely show you the house at that time. I’m going to have to bring my son with me when we go, but he’ll, you know, he’ll be, he’ll have some screen time at that time, right? And, and, and nobody cares. And I think that goes back to answering your question, yeah, which is setting expectations. So if a cell, if a if a part time agent, of a dual career agent, says, I want to make $250,000 a year, but I’m only available between five and 7pm and every other week and every other weekend, we’re probably going to say to them, we’re not entirely sure that’s going to be feasible. Let’s talk about setting some realistic goals, or if you know vice versa, that’s the kind of thing that we have to deal you know we want to deal with. But this is this job is working in the pockets of time that other people have. We are not on no matter what anybody says. This is not a flexible job. I’m probably speaking to the choir here. This is not a flexible job. This is you’re kind of a beck and call of a lot of people. You can set boundaries, no doubt. But there was this weird sort of thing that happened maybe six, seven years ago where everybody was like, they would make their voicemail say, if you’re reaching me after 6pm I’ll call you tomorrow,

Cory Rupe  42:44

next business day.

Joymarie DeFruscio-Achenbach  42:48

Get out of here. Like, that’s crazy. Like it’s not, that’s not how it works, right? And so we’re very honest. We’re very, very transparent. And we think that setting expectations, whether it’s with the team members, with clients, with each other. Like, for instance, I’m a little overwhelmed, or I’m a little burnout, I’m gonna need to to I can’t work today, like Corey. Corey said the other day, she’s like, work every day, like normally we do. Clearly, she needed a break, right? And so that’s trick. That’s me to say I got you today. Don’t answer the phone or stop responding, which stop responding to the text. I got this right, and vice versa. Yeah. So, you know, I we do that for our agents as well. Yeah, we do that for our agents as well. Like, if they’re going away, we tell them, Go away. We got you Yeah,

Daren Phillipy  43:37

so good, so good. Alright, we got a couple more questions. And then what I for those who have never been in the OT before, after I ask these next two questions, raise your digital hands while I’m going to be asking these questions. That allows you guys to be able to ask questions, to join Marie and Corey. So think of your questions. Write them down. This is your chance to be able to hang out with great teams. So number one, what have you guys learned over the last 12 months from leading your team?

Joymarie DeFruscio-Achenbach  44:09

Well, I’ll answer for myself. I don’t know. Sometimes you want to add more people, or people want to add themselves to your vibe, and you have to evaluate whether or not you have enough to give to everybody, or if it changes the dynamic too much, you might lose some of the authenticity of what makes you a vibe. So, you know, that’s something that I’ve been thinking about.

Cory Rupe  44:36

Like, I think one of the things that I’ve learned in the last year that, you know, obviously, Jeremy and I are very different people, you know, we we’re alike, but we’re different and that, you know, she, she challenges me and our team to do some of the things that you know aren’t really my favorite things to do, like take classes or go to regional. Know, events, or, you know, like we’re so over stressed with work sometimes that it’s hard to make the time for, you know, like we’re going for a broker’s license right now. Like that was never on my radar. And, you know, I’m grateful that I have a partner that is willing to and and is challenging me and the team to be able to to do those things. So for me, I think learning this past year has really elevated who we are as a team. So

Daren Phillipy  45:27

good. Love it. Um, so if I’m coming to Philly, where do I get my Philly cheese steak? Oh, man,

Cory Rupe  45:35

I love gyms, but I’m unpopular opinion. Sometimes I

Joymarie DeFruscio-Achenbach  45:39

don’t it’s not, it’s not what you think it is, though, right? It’s Angelo’s, to be honest. It’s, yeah, Angela’s,

Cory Rupe  45:44

but it’s angelos, it’s Angela. So many different types of cheesesteaks. You you’d be surprised, right? Like, how could it be so hard? But whenever we’re out of town and somebody has on their menu Philly cheesesteaks don’t get it No.

Joymarie DeFruscio-Achenbach  45:58

Except there’s a place in San Francisco, because my brother lives out there. There’s a place in San Francisco that actually imports amoroso roles. Oh, okay, but you can get it there. It’s Angelo’s. It’s Angelo’s gyms. Is pretty good too. Yeah, simulated stuff, though, the touristy stuff’s no good.

Daren Phillipy  46:15

Okay, note to self, yeah, I’m I kind of have a bad habit of eating bad food, so

Joymarie DeFruscio-Achenbach  46:20

that’s okay when in Rome, right? Yeah, I’ve got

Daren Phillipy  46:24

more questions. I haven’t seen any digital hands raised, so do you guys not know how to push the button? Other question, then, what do you guys feel like you need to learn over the next 12 months?

Cory Rupe  46:41

Learn Well, I mean, we’re going for our broker sizes.

Joymarie DeFruscio-Achenbach  46:46

I think that, I think that there’s still a little disorganization in I don’t know how to I don’t know how to explain it. There are, there are moments where I think there’s still some things falling through the cracks. I still think that there’s a way to automate. That’s what I’m looking for. I think that. So what? Right now, we’re in the process of, we hired a virtual assistant just recently because we have 10,000 people in our database, but it’s not cleaned up. The databases, yeah, yeah, it’s not healthy. It’s like at a 59% health assessment, you know, on command. And so we hired somebody to go in and add the data that’s not there. One of corey’s goals was to have everybody’s birthday in there so that we could say, Happy Birthday, and it’s not there, so we have someone cleaning that up. So I think that there are some other ways that that we are lacking in right now where we can automate some of the connections that we don’t have the ability to make as often as we need to make. That that would be my answer, yeah. Automation.

Cory Rupe  48:01

A goal of ours is to, you know, more smart plans, more automation, you know, keeping in touch with our sphere. More we

Joymarie DeFruscio-Achenbach  48:08

have one big client event every year. I’d like to have another one, but we have to be able to make it so that it’s easy, meaning everyone gets the invite. We don’t have to follow up, we don’t have to spend too much time on it. It just it exists. And you and I’m a big fan of Done is better than perfect. So I you know, it doesn’t have to be ideal. It doesn’t have to be perfect. I don’t have to have the perfect weather. I don’t have to think through it too hard. I just need to execute action is more important to me than perfection.

Daren Phillipy  48:40

Yeah, no doubt about it. And if you you’ve been coming to the OT for a while, client appreciation events is is a staple to the mega teams. And we do

Joymarie DeFruscio-Achenbach  48:51

a photographer for our clients every year. We hire a professional photographer and then and they can come with their families, their spouses, their dogs, whoever they want to take a photo with for their holiday card. And we make it non. We don’t make it religious at all, so that it’s welcome. Yeah, welcoming for everyone. It’s either a wintry theme or a fall theme or whatever. And of course, fall in, fall in in Pennsylvania, is magnificent. So so we have that every year, and everybody looks forward to it. Became, it’s our sixth annual one now. So yeah, highly recommend taking that idea and going with it

Daren Phillipy  49:26

for sure. So good. Love it Ivy. Go ahead, ask away. So I’m not sure I missed it, because it may have been in the beginning, but I know that you said part time agents, so I am very curious. And then you kind of start talking about realistic expectations and a couple of different things. So I just wanted to get a little clarity. I mean, what is the expectation that you are setting for your part time agents? I mean, is there a goal, a standard they have to hit?

Joymarie DeFruscio-Achenbach  49:57

No, honestly, we the X. Expectation is really set by them. Well, let’s say this, they share with us what they’re doing this for. What are you doing it for? Right? What are you getting your license? And what do you want to sell real estate? What? What? What do you want to get out of it? And so Corey referenced, we, you know people who have you know they want to pay something off, or they want to pay for vacations, because they’re they’re what they do for a living now really covers their life, but they don’t have, they don’t have the money to to go on other things. So we find out what their goal is, and then we set the expectation from there. If their expectations are unrealistic, like I said, if they want to make $200,000 but they only want to work a couple hours a week, that’s not how this works.

Daren Phillipy  50:50

Okay? And then who, who holds them accountable to their goal? And how do you guys meet? We do.

Joymarie DeFruscio-Achenbach  50:57

We really do. And Corey referenced that our Monday morning meetings, okay, where we ask them for their activity from the previous week, and we’ve told them all, it’s, there’s no one’s going to be like, Why didn’t you? And you know, you got to do more, and nobody’s going to do that, because we’re all grown ups here. This is, you’re doing this to benefit you and your family. If you’re not doing the work and you’re not getting the benefit of it. That’s That’s your problem. That’s on you. If you come to us and say, I’m doing all these things and it’s not working, that’s when we can help, because we can go and take a look at the past activity reports and say, Okay, we see the problem, right? We can see in the in the pattern, we see where it’s going wrong. Or, let’s talk about your scripts, or what are you saying, or what are you not saying, but we’re not going to drag you along, right? We’re going to share everything we have, and you’re and we’re going to encourage you, and we’re going to hold you accountable, but we’re not going to reprimand you, and we’re not going to demand anything specific. It’s, you know, I don’t

Daren Phillipy  52:05

know, and I was just curious. And then I know I saw someone else raise their hand, so maybe, like in one minute, my next question was, you know, what are your requirements to hire? I mean, right, so you’re recruiting. So where are these people coming from? We’re not

Joymarie DeFruscio-Achenbach  52:19

recruiting. So interestingly, they’re kind of coming to us. One of the things I manifested a couple of years ago, and I said to Corey at one point I was and I was probably at family reunion or something, I said, you know, there’s an enormous, well, we had a client. So we have some Spanish speaking people here, not a ton, but we’ll get one once in a while, and we have a huge Indian population, most of which speak fantastic English, but some do not, and we feel that they weren’t being served properly. These are legal contracts, and we didn’t have enough of that. So one of the things we manifested was a couple of agents who who spoke different languages, and we wanted to create some diversity on the team, because it was just a bunch of white ladies, right? And, and, and so we wanted to, we wanted to create some diversity, um, and, and it happened on its own, yeah? And we really just put, I know, I know I sound really crunchy right now, but like, we just kind of said that’s what we want, and we didn’t actively seek it out. But someone came to us from my fitness world and said, I want to get my license. And she’s fluent in Spanish. And then we had someone come to us from a referral from someone else. One of our clients referred him. He had gotten his license and didn’t even tell anybody, and he’s like, I think I need to be on a team, because I work. He works in science and, and he speaks Gujarati and and Punjabi. And we were like,

Cory Rupe  53:50

like, crazy. It was crazy. Yeah,

Joymarie DeFruscio-Achenbach  53:53

it was, you know, manifest, manifest.

Daren Phillipy  53:56

Oh, I believe in that. So you’re not the only one. Well, thank you very much. Great question. Ivy, appreciate it. Um, hi, by the way, hi is smiling and laughing to air it off, on, on, some of the stuff that you guys are saying. So Hiya, go ahead and wrap it up with the last question we got. Oh, you got, you’re unmuted.

Joymarie DeFruscio-Achenbach  54:18

She unmuted though I can’t hear. Oh, there’s no. Oh no,

Daren Phillipy  54:21

hiya, we can’t hear you.

Cory Rupe  54:25

Just strange because she is. I’m

Daren Phillipy  54:26

going to ask a quick question if you Hiya, if you want to go ahead and type it in the chat, I’ll go ahead and ask the question for you

Joymarie DeFruscio-Achenbach  54:35

while coming up. You love your glasses.

Daren Phillipy  54:39

Is very cool. Alright, last question before haya ask her. Last question is, if you could share with us a mistake that you have made and how you were able to what you learned from it,

Joymarie DeFruscio-Achenbach  54:51

and and, well, I can definitely address one. I back to Ivy’s question, which is interview. How do you hire so we had someone recommended to talk to us. Came to us. We did a we did not do a thorough interview, and we didn’t ask the right questions. We liked her, and so we were like, Let’s do it, but we didn’t ask the right questions, and it turned out to be just not a great fit at all. It wasn’t a good personality fit. She I think you guys at this point can understand, like, we’re like, we when you’re in, we want you in. We’re family. We were right. We we really want you to this isn’t a just a job. This isn’t we don’t want people to come in and we want you invested, like, for instance, like team events and things like that. We want you to want to come. We don’t want you to come because you feel obligated. We want you to want to come and and I we want to create an environment like that. And if you don’t, if you don’t want that, that’s cool. We can still be friends. But maybe, maybe this isn’t the team for you, you know, right

Cory Rupe  56:01

on our team, like a lot of you know, mega teams do, so you know it, you might hear that differently from other agents and other teams, and that’s okay, right? That’s what works for them. This is what works for us. And we’ve always said that. And you know, we’re, we’re mentioned this prior to everyone getting on, but like, you know, with with her relationship, you know, our partnership, like, if I’m not winning, you know, she’s not winning, and if she’s not winning, I’m not winning. And it feels that way, we’re

Joymarie DeFruscio-Achenbach  56:28

not winning, right? We want them to make tons of money and be happy and be, you know, fulfilling whatever their goal is, and and if they’re not, we’re not happy. So, you know, everybody has to rise together. Everybody,

Cory Rupe  56:41

so probably be the awesome.

Daren Phillipy  56:43

So this is the question from Haya. She wants to know how you work everybody else’s database in the team account from I guess, CRM. And how do you work that?

Cory Rupe  56:54

Yeah, go ahead. So we obviously do the client event. That’s one thing we do, smart plans, but we do allow them to do their own, you know, their own smart plans. And we have invested in certain products that go out like fellow. I’m not sure if you’re familiar with fellow, but we have uploaded all of the team contracts, or the team database, database to that. So that goes out to their their sphere as well. So

Joymarie DeFruscio-Achenbach  57:26

when something comes back that’s theirs, it automatically goes to them. So from us, from me, so it’ll be tagged with them, and then I email it to them right

Cory Rupe  57:35

away. So and so is looking for an evaluation on their house. You should reach out to them. They’re probably going to be looking to sell Exactly. So that’s one benefit. And we

Joymarie DeFruscio-Achenbach  57:44

are. We subscribe to the Keller Williams culture of your listing, your lead, right? Like, all that stuff. So, so like, I’m the listing agent and they’re the CO listing agent, because I was the listing agent before she was, that’s the only reason. But like, when, when a team member lists their property, I’m listed first, and then they’re listed as the CO Lister. But any leads that come in, if they want to be a dual agent, they get all their leads. We don’t touch them. So again, we want, we want them to go out and get their own business, and then we will feed them with all the other stuff. You know. Yeah. So yeah, pretty much, did that answer the question? Sort of, sort of, I can’t hear you, but feel free to type it. Could have answered the question. So, so I don’t know whether the question was, do we market to their database as a team? Everything that goes out is the team stuff. So a team picture, a team thing, their clients are never getting anything from joy Marie and Corey, specifically, it’s, we’re never going to try to take their database or whatever, but our transaction coordinator does do some of the smart plans, and so they benefit from not having to do it themselves. You take, you take the database.

Daren Phillipy  58:57

And I, I’m sorry we’re going a little long, but I want to make sure this is answered. You take the, let’s say someone joins your team and they’ve got a database of 200 you take the database, put it into your guys’s, I guess you guys are using command. Put it in the command along with everybody else’s and their tags, and then you do the marketing for them,

Joymarie DeFruscio-Achenbach  59:17

right, right? But, but anything that that’s theirs. Is theirs Gotcha? Yeah, and they can do their own, if they feel so inclined, they can certainly do their own. All we ask is that they include the team name on the stuff, and they no one has a problem with that, because we

Cory Rupe  59:33

have certain compliance that we have to, you know, abide by with Heller Williams and the state Real Estate Commission. Yeah.

Daren Phillipy  59:40

Love it. We good. Hiya, well, my guess is, is this, this will be good for us too. So if we’re sending referrals to to you ladies in East Pennsylvania, what’s the best way for us to be able to

Cory Rupe  59:56

reach out to you? Probably phone, yeah, phone, our email. Talk. Next, text, email, way, like, every hour we’re happy to give you our information. Yeah,

Joymarie DeFruscio-Achenbach  1:00:04

do you want to type it? Yeah, I can type in the

Cory Rupe  1:00:09

chat. And honestly, we’re on Facebook too, so Oh yeah, please find us there.

Joymarie DeFruscio-Achenbach  1:00:14

Please do. Please do. I mean, the more the merrier. I know. I know they say not to, like, mess up your algorithm with all the other agents, but we love it. We love it. People mind, yeah.

Daren Phillipy  1:00:24

So love it, guys. Thank you so much. Hi, is it okay? Hi, I might have a little bit more questions on the details of your guys’ database stuff. And would it be okay if she reached out to

Joymarie DeFruscio-Achenbach  1:00:35

you? 100% Absolutely, absolutely. Yep. And we can zoom, you know, we can always zoom and have a private conversation or whatever, but, yeah, listen, thank you so much for having us on. Thank you, even from before, like, you really, that real, that that little thing, she said, that little nugget, like you called it, right? That little nugget just was, like, I looked over at Corey, or I maybe we were in separate places, and I texted her, I’m like, See, see, we gotta, we gotta pull the trigger. We gotta do it. And you just need somebody else to say, this is, this is how we’re doing things, or to just give you the confidence to because it’s, I think we’re all, we all, we’re all doing the best that we can. And some of this stuff you’re not trained for. You just kind of kind of have to figure it out as you

Daren Phillipy  1:01:18

go. No doubt about it, we’re so grateful for you. I think it’s so awesome to hang out with you guys. Thank you for your time, and I’m looking forward to seeing everybody. Yeah, I can’t wait to hang out with you guys next time, and thanks everybody for listening. I’ll see you guys next week. Oh, side note, it is going to be starting at starting at noon next week, so no more 1130 it is now noon every Tuesday, Pacific Time, Pacific Standard Time, okay, all right, that’s

Speaker 1  1:01:48

it. See you guys. Thank you. Okay, there you go.

Daren Phillipy  1:01:53

We did it. Joy. Marie and Corey, so cool. I love their dynamics. I love their friendship, and I love how they’re able to build an awesome, awesome business. Now, if you want to build an awesome business, like these two ladies here, you can do it on your own, or you can partner up with someone, or you can have someone lead you through that process. And my job is not to do this thing. My job is to help teams who are trying to grow a massive business, or people who are growing and building teams and and to help them make it as easy as possible. So I don’t cost anything. My company actually pays me to do it. So I run one of the largest Keller Williams real estate companies here in Vegas. And I know you’re probably not in Vegas. If you are in Vegas or out of Vegas, I don’t care. Contact me, and I’d love to help you my number 702-706-4949, and I could be the guy that can help you grow your real estate team and fix some of those challenges and all that kind

1:02:59

of stuff. That’s pretty much it.

Daren Phillipy  1:03:03

I think that’s it. So I have a feeling I’ll see you guys next week. So until then, go

1:03:09

out and do some good

Announcer  1:03:12

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