Episode 46: The Power of Being Intentional – Holt Homes Group

Welcome back to The OT Only Teams for Real Estate Podcast! In our latest episode, I had the privilege of sitting down with two phenomenal industry leaders, Jen Davis and Dan Holt. These two powerhouse agents have built an incredibly successful real estate team in Springfield, Missouri, and they share their invaluable insights on leadership, systems, and the mindset required to build and scale a high-producing team.

If you’re an agent looking to take your business to the next level—whether you’re just starting to build a team or refining your existing one—this episode is a must-listen. We dive deep into everything from lead generation to leadership strategies, and there’s no shortage of golden nuggets you can apply to your business immediately.

Meet Jen Davis and Dan Holt

Jen Davis and Dan Holt have a combined wealth of knowledge in real estate and business development. They have structured a real estate team that consistently closes more than 300 transactions annually, generating over $82 million in volume. Their ability to build scalable, efficient systems while fostering a high-performance culture has set them apart as top leaders in the industry.

Jen started in real estate as a buyer’s agent and quickly became a standout performer, closing more than 200 transactions on her own in a single year. Her ability to maintain consistency while leveraging systems has been a game-changer in growing their business. Dan, on the other hand, has focused on refining operational efficiency, scaling their business strategically, and ensuring that every team member follows a proven model for success.

Key Takeaways from the Episode:

1. Master the Basics Before Scaling

One of the most common mistakes real estate agents make when attempting to scale their business is skipping foundational steps. Dan and Jen stressed the importance of mastering the basics before adding complexity.

A prime example is quarterly calls to your database. Many agents get caught up in trying to implement advanced marketing tactics but fail to execute simple, high-impact activities consistently. Dan emphasized: “Don’t build out the other 32 steps until you master the quarterly calls.” If you’re not consistently staying in touch with your sphere, no amount of advanced strategies will compensate for that.

Before you scale, ask yourself:

• Are you making your quarterly calls?
• Are you effectively tracking and following up with leads?
• Do you have a system in place to maintain client relationships?

Once you’ve nailed these, then you can start adding more layers to your business.

2. Systems and Leverage Are Key to Growth

Jen shared how she was able to close 200+ transactions as a buyer’s agent, and the secret was simple—structured systems and leverage. Too many agents try to do everything themselves, but real growth comes when you begin to delegate and create repeatable systems that ensure consistent success.

Some of the systems Jen and Dan recommend include:

• Lead tracking and follow-up: Every lead should be nurtured through a structured process, whether through automated emails, scheduled calls, or a CRM workflow.
• Time-blocking and prioritization: Agents often struggle with balancing lead generation and servicing clients. Sticking to a strict time-blocking schedule ensures that essential revenue-generating activities don’t get neglected.
• Hiring and onboarding: Building a great team requires hiring the right people and giving them a roadmap for success. Their team has a structured onboarding process to ensure new agents are productive quickly.

A great real estate business isn’t built on personal hustle alone—it’s built on scalable systems and strong leverage.

3. Lead Generation and Follow-Up: The Non-Negotiables

Lead generation is often where agents struggle the most. Many agents believe they don’t have enough leads, but in reality, they’re not effectively following up with the people they already know.

Dan made a critical point: “Saying the wrong message to more people doesn’t help. If your lead generation isn’t working, when was the last time you adjusted it?” The key to success in lead generation is consistency and continuous refinement.

Actionable strategies for better lead generation:

• Daily lead gen power hour: Block out time every single day to make outbound calls.
• Segment your database: Prioritize leads based on their readiness to buy or sell and tailor your messaging accordingly.
• Script practice and role-playing: The best agents refine their scripts constantly. Practicing how you communicate with leads will make a massive difference in conversion rates.

Remember, lead generation isn’t about volume—it’s about quality and consistency. A well-executed follow-up strategy will generate more business than buying more leads without a plan.

4. Leadership and Team Culture: The Game Changers

One of the biggest differentiators between a struggling team and a thriving one is leadership. Dan and Jen have built a high-performing team by creating a strong culture and ensuring that every member is aligned with the team’s mission.

Key leadership principles they shared:

• Lead by example: If you want your agents to be consistent in lead generation and follow-ups, you need to model that behavior.
• Create accountability structures: Weekly check-ins, progress tracking, and goal-setting ensure that everyone stays on track.
• Develop a growth mindset: Encouraging ongoing training, skill-building, and personal development leads to long-term success.

Great leadership isn’t about managing—it’s about empowering. When agents feel supported, motivated, and challenged, they naturally perform at a higher level.

5. Technology and Automation: Scaling Smarter

Technology has revolutionized the way real estate teams operate, and the most successful teams leverage automation to increase efficiency. Jen and Dan incorporate various tech tools to streamline their operations, manage transactions, and maintain client relationships without overwhelming their team.

Some of the tools they recommend:

• CRM systems for tracking leads and automating follow-ups.
• Email and text automation to keep leads engaged without manual effort.
• Transaction management software to ensure smooth closings.

The goal is to remove manual bottlenecks and allow agents to focus on what they do best—serving clients and closing deals.

Join Us Live for Future Episodes

This episode was packed with valuable insights, and if you want to be part of these conversations live, join us on The OT Only Teams Mastermind Zoom Call every Tuesday at 12 Noon PST. This is your opportunity to interact with top-producing agents, ask questions, and learn cutting-edge strategies before the episodes go public. Just visit onlyforteams.com to register!

Final Thoughts

Building a successful real estate team isn’t about grinding endlessly—it’s about working smarter. By mastering the fundamentals, leveraging systems, staying consistent with lead generation, and fostering a strong team culture, you can build a thriving business just like Jen Davis and Dan Holt.

If you found value in this episode, don’t forget to subscribe, leave a review, and share it with other agents looking to grow their teams. Let’s keep raising the bar in real estate together!

🚀 Stay tuned for the next episode of The OT!

Transcription

Announcer  00:00

Welcome to the OT only teams in real estate.

Dan Holt  00:15

The point is, are we married to the model?

Speaker 1  00:19

Are we married to the goal, and if we’re married to the model, that means that you could potentially write a model all the way to less productivity. I think that we all use technology, and we all use things such as newsletters, like if we were to look at a 36 touch program, I think we focus on the 32 and we don’t do the four. I think the 32 is a bullcrap excuse to to distract you from the fact that you don’t actually want to lead, generate or follow up. I should say follow up. It’s not even lead generation. It’s probably enough people, you know. And the point is, don’t build out the other 32 steps until you master the quarterly calls. That’s the four of the 36 by the way. So for the 36 touch points in a year is the quarterly call. I don’t care if you do anything else. Matter of fact, I don’t want you to do anything else. Until you have the quarterly phone call, you don’t have permission to do anything else. So you have a quarterly

Speaker 2  01:14

call, sending the wrong message to more people doesn’t help. Saying the wrong message to more people doesn’t help. So if your message in lead generation isn’t working, when was the last time you adjusted it? When was the last time you practiced it?

Jen Davis  01:33

I would be obsessed with the system.

Speaker 2  01:38

The people come and go. But if you know this system and you can duplicate it and you can scale it, that’s where success comes.

Announcer  01:51

Here’s your host, Daren Phillipy, Hey everybody,

Daren Phillipy  01:54

welcome this week’s ot only team for real estate agents. My name is Daren Phillipy, and I’m your host, and I knew, I knew I was going to hit it out of the park when I reached out to Dan Holt and Jen Davis of Springfield, Missouri. They do. They run a massive, massive business, 300 plus transactions, 82 million in volume. Both of them are masters of the industry. Jen Davis, she has previously been the vice president of maps and one of the mastery coaches that really changes a ton of lives and works, works with some of the best, best producers across the country. Dan Holt runs one of the the brokerages there in Springfield, and also has been running this team for years and years and years where this team has done 300 400 500 transactions a year. Now check this out in their systems of being able to handle this this volume, Jen Davis was able to do over 200 transactions as a buyer’s agent. She kind of busted my chopping chops in it because I didn’t give her the exact number. But imagine your buyer’s agent on your team being able to create systems to make it so they can hit that kind of numbers. That’s what we’re going to be talking about today in the OT and you do not want to miss a bit of this. You probably want to listen to this multiple, multiple times. Now, I’ll tell you this, we had a full room. It is getting more and more full every single time. I’m going to have to update, upgrade the the Zoom membership. But that being said, there’s still space in the room. There’s lot of great questions in there, and I expected, actually more. So if you want to be in the room where you can sit and ask questions with agents like Jen and Dan, all you need to do is go to only four teams.com click on that little link, and at 12 noon, Pacific Standard Time, just jump on into the room. You’ll be able to ask the questions, you’ll be able to learn, and you won’t have to wait three months for these to be released to the public. So I challenge you do it, and that’s pretty much it for me. I’m going to spend all of our time now with Jen and Dan. They’re so good, you’re going to love it, and I’ll see you guys at the end of the OT. We are here at the OT today. I’m so excited to have all you guys here and and spend some time with Dan and Jen. We got Jen Davis and Dan Holt. I met Dan Holt a handful of years ago. He Keller Williams sent him specifically to us here in Vegas, and said, This is one of our smartest guys we have in the town and the whole company come and teach these guys. And he talked about his director of first impressions. Her name was Jen Davis, and found. Found out that she was just his partner, but he wanted to look really cool in front of us. So Dan and Jen, thanks for being on the OT with us.

05:10

Thanks for having us love it.

Speaker 1  05:12

Thanks for digging that hole for me didn’t exist till you spoke out loud.

Daren Phillipy  05:16

We’re not done. Alright, so let’s, let’s do this. Tell us a little bit about the history of your your team and and what does that look like? Jen, go,

Speaker 2  05:27

Well, Dan created the team. I thought you were going to take this one. Okay, Dan created the team 2008 which 2007 2008 was just, was just Dan, um, and eventually hired me as his buyer’s agent. So 2012 I was the lead buyer agent for our team for six years. Um, during that time, Dan was our primary listing agent. We had a great administrative team. We brought in the first round of isas in our area, um, inside sales agents and I built out a team within a team. So Dan was 50% of production. I was the other 50% we were closing roughly 450, to 475 units a year. 2019, Dan allowed me to become his business partner. So I bought in to the business, started running the team midway through that year, crossed over to 550 units. Stayed there for a couple of years, 40% profitability. And then Dan and I both took some other opportunities along the way. He was is the OP of our market center. Was the Regional Director for Mid American region for several years. I became vice president of maps coaching, and now we’re both back leading the team, so we’ll close 300 units this year, and are both excited to to be with you guys today. Dan, does that. Yeah, good. So

Speaker 1  07:00

perfect. That’s home. Drew in a computer nutshell in 30 seconds.

Daren Phillipy  07:06

It’s all truth. What he says a couple things. This is what I love. First of all, I couldn’t wait to hang out with you guys, because you guys are from Springville, Missouri. We’ve always wondered where Springfield is in from The Simpsons, and apparently it is in Missouri number one. Uh, second thing is, over the last 12 months, you guys have closed 300 transactions and 82 million in volume. Um, could you go over your org chart? What does that look like?

Speaker 1  07:38

Sure. Um, so Jen and I running on the team. We have immediately to the side, to the side over here, I like to do a visual right. We have a director of operations, we have a listing coordinator, we have a train contract, close coordinator, and then we have one kind of EA that kind of helps facilitate both. We have one VA that helps with compliance, so everything within kW to the market center. And then we have two isas. Currently we have an agent whose daughter happens to be one of our EAS, and she primarily focuses on investments and commercial real estate transactions. And then we have two kind of general practitioning agents, and then myself. So there’s really four agents currently on the

Daren Phillipy  08:34

team. So perfect, perfect. I am

Speaker 2  08:37

not in production, so I am so that 300 that they’ll close this year, I have, I have not sold a house this year. So when you look at like unit count of 300 with four agents, it’s pretty impressive.

Daren Phillipy  08:50

It’s pretty impressive. And I think one of the claims of the fame that we all know about you, Jen, is that you were able to close 100 plus units as a buyer’s agent and a team within a team. And, oh, excuse me. And so we’re going to talk about it. I didn’t mean to

09:07

insult you

Speaker 1  09:10

like you mean, which quarter were you talking about?

Speaker 2  09:14

I think we were when, when we were running 450, I was closing 225, buy sides a year, three years in a row, Dan was closing 225 list sites a year. So he was taking on average, 270 listings per year. And I had a couple of showing partners. He had more administrative help than he has now. So he would go on the appointment and just pass paperwork back. So I get a lot of attention from the buy side. And I know very few, few humans that have taken 270

Daren Phillipy  09:47

listings, that’s no doubt about it. And we’re going to talk a little bit about how you were able to do that, just to lay the foundation of this call. What we do is I’m going to talk to. So Jen and Dan for about 2030, minutes, probably 30 minutes, and I will open up the room for you guys to be able to ask questions to them. Near the end, when I start asking stupid questions, is when we’ll transition into that so they’re going to say some amazing stuff, and you’re going to write it down, and when it’s time, you’re going to push that digital hand. So on the on the bottom of the zoom, if you’ve never seen it before, you can Google it while we’re we’re actually talking, and you’ll be able to find where it’s at, because half, half the time people like so that’s, that’s the the format of of this call. So let’s talk about leads. You guys have got to create leads for you’ve got four people right now. You’ve had bigger, bigger production. What are the ways for you to be able to run a team to feed all the leads to a large team like that?

Speaker 1  10:54

Um, well, our lead sources are no different than anybody else’s, and that our top are always going to be 50% of our business is always going to be repeat referral business. We have increased our reviews. I think right now, we’re at about 580 reviews, which is nowhere near where it should be for a team of our size and transaction account, taking into consideration that we’re about to close our 5000 transaction yet, online reviews weren’t really anything of focus that we we paid attention to years ago, and they’re hard to get right. And so in addition to that, we have always been in this business. Our business in particular, was built. Keep in mind, the year that Jen was talking about, 2008 was built on for sale by, well, not for sale by owners as much as expired. So we are very, very heavy prospecting based business. We still have kept that a large focus of our business, and yet we’re questioning that right now.

Daren Phillipy  11:49

Why are you questioning that?

Speaker 1  11:52

I’m questioning it because it goes back to the question of the 8020 principle of where are results actually coming from, and how much time are we spending on activities that aren’t necessarily yielding us the results that we want, like our to the point is, are we married to the model? Are we married to the goal? And if we’re married to the model, it means that you can potentially write a model all the way to less productivity. Yet, if we’re constantly evaluating and we’re not abandoning anything, we’re just evaluating, is our time being appropriately spent in the right lead generation buckets, if you will. I

Speaker 2  12:24

think if I were to add on to that, you know, we talk about, we date the model, and we marry the mission, right? And the mission is to help as many families as we can, and the model by which we get there, right? That’s, that’s what’s flexible. The goal is not flexible. And I think with all of the changes over the last several years, what we’re understanding is a couple of things. One, we were very prospecting based, right? We were of the mentality of kind of the hunters, right? We were, we were transaction, count focused. And with all of the adjustments and all of the things that have come and as we have gotten older and and maybe taken stock in relationships a little bit more, we’re looking up and saying, just like Dan said of you know, our our past clients, the people that know, love and trust us, that yields the bigger results. So so where we used to spend so much time on new business. Now we’re looking and saying we’re not going to abandon it. We’re simply going to flip flop maybe the time we spent so most of our time will be in going really deep in relationship, where a little bit of our time is still going to be for sale by owners and expires. We still want to add people to our database. We still want to grow and maybe this is the point where, where we’re all kind of looking up and saying, relationships really matter. They’ve always mattered, but they really, really matter right now who you’re in relationship with,

Daren Phillipy  13:55

yeah, no doubt about it, relationships rule the world. So if you’re gonna go deep in relationship and go into the nurturing of that and maximize it that way. What are some of the things that you guys are going to be doing, or are doing to maximize that part of your business? One of

Speaker 2  14:13

the things, you know, I took the summer off so I’m I’m kind of coming back in q4 to help coach and train our agents, and they don’t need a lot of training. They maybe are at the point where they need more coaching. And one of the things we’re doing is we’re actually looking at what their goals are for next year, right? And so let’s say somebody’s goal for next year 60 closed transactions. What we’re doing is we’re saying, Let’s build a database for you within our database, right? That that 600 people strong? Because what we know is we can communicate effectively with 600 people per quarter. And from what Jay and Gary and everybody talks about, the number one touch that you can do in. 36 touches that quarterly call. And so what we’re looking at is, you know, sometimes there’s so much in our database. People have 18,000 50,000 100,000 people in their database, and it actually creates, like this panic. You You log in and you’re like, I don’t know who to call, and so I’m going to spend the three hours I should be lead generating, deciding who to call, and so I never actually call anyone. And so what we’re doing is we’re saying less is, let’s do less better, right? Let’s actually look at this and dive in and say, if you want to do 60 transactions, let’s do it with people that you like to work with, that are that are the the avatar of the of the home buyer, home seller, that you can really nail, that you can really build relationship with. And so what we’re building out are these conversation plans around, what do we say, q1 what do we say, q2 What about q3 right? And so we’re being super intentional with our agents on on what their database looks like. Where before we were like, just make the dials. I don’t care who you call, just call someone. And now we’re saying we know we’re going to have other leads. Dan’s incredible, and he is single handedly, just by proximity, you will close transactions if you’re in the office, because he stirs up deals, so we can actually beat 60. If we’ve got this 600 that you as the agent are committed to building a relationship with, you’re on mute Daren,

Daren Phillipy  16:39

I will edit that out. Dan, that is one strike against you. What? What? What deep thing do you have to say about, about what you just talked about? Because I know that you’re part, part of these conversations.

Speaker 1  16:54

I think that we all use technology, and we all use things such as newsletters, like, if we were to look at a 36 touch program, I think we focus on the 32 and we don’t do the four. I think the 32 is a bull crap excuse to to distract you from the fact that you don’t actually want to lead generate or follow up. I should say follow up, because any lead generation, it’s following up with people you know. And the point is, don’t build out the other 32 steps until you master the quarterly calls. That’s the four of the 36 by the way. So four of the 36 touch points in a year is the quarterly call. I don’t care if you do anything else. Matter of fact, I don’t want you to do anything else until you have the quarterly phone call. You don’t have permission to do anything else till you have that quarterly call.

Daren Phillipy  17:37

So awesome. So Jen, I see you’re going to say something, and I was going to ask you this, coach us up, because all the big teams, they’ve got agents that don’t want to or kind of do, how does a team lead coach up their agents to do what Dan just said?

Speaker 2  17:57

They do what Dan does. Right? They go in the office every day. They make their phone calls, they have those conversations. I think sometimes leadership, the easiest way to lead others is to is to model what we should be doing. I think oftentimes we judge others by our expectations of them or their actions, and we judge ourselves by our intentions. And so as leaders, I actually have to look at myself and say, shoot right. Am I showing up? Well, am I doing this? And so I would say, Dan’s the first one in every day, and he is sitting in there, and he is making calls we took bold as a team last year in October, and he was the only one on our team that did a bold 100 right for those of you maybe that haven’t taken bold number one, you should number two, it is simply talking, having a two way conversation with 100 people in a day, 50 of them needing to be phone calls. So as a leader, number one, I think model what you expect and actually follow through. Number two, I would check your messaging right now. Dan referenced the newsletter, and I think many of us send out a newsletter, and we put pumpkin pie recipes in there, or gift giving ideas, or close your vents in a crawl space, whatever it is that we’re sending out and we’re sending out these blanket messages, but I don’t think that that builds relationship. And so when we look at the newsletter, the technology, the text messages, the emails, the newsletters, whatever that looks like, I would suggest you looking at your database and actually having some micro messages with your database. So if I’m coaching you, I would say sending the wrong message to more people doesn’t help. Saying the wrong message to more people doesn’t help. So if your message in lead generation isn’t working, when was the last time you adjusted it? When. Was the last time you practiced it. You know, I think Dan very, you know, is very cognizant of let’s build on the wins, right? Let’s look at the last four families that we loved helping. Where did we get them? What did we say? How do we replicate that? But we’re not sending that out as a blast to 18,000 people. We’re sending first time homebuyer stuff to first time homebuyers. It’s that idea show me that you know me when I get invites, emails from agents inviting me to their open houses and they live in Des Moines, Iowa. I’m like, Well, you have no idea who I am, right? So looking through your database and actually cultivating the message, I think is important. So

Daren Phillipy  20:41

good, so good. I wrote this down. You sent me down a path from what you said, and I’m kind of ruined now because I gotta fix myself. My intentions. Never paid any of my bills or ever put any money in my account, and I can’t tell you how where my intentions are, because they’re really good. I need to fix that. So thank you for saying that. Jen, so good. Let’s talk a little bit about the listing side of things. What do you guys do to capture more listings, separate yourself from all the others, or leverage your listings?

Speaker 1  21:17

Well, I think it becomes, I think it starts with the focus of the team. And quite frankly, let’s go back to an old Mike ferry. And everybody does know Mike ferry. Mike ferry was the organization, I think, with which Diana and Tony both came from, and the focus of the entire business was always and if you have any REMAX offices in your area, you’ll know that this was their old mantra. I don’t know if they know have a mission or direction. Now, I’m sorry I’m talking about people I don’t need to be. But my point is this, their focus was listings. That’s all it was. And kind of back to the point of, you know, we were talking about the 36 touch program and having quarterly calls. The only thing that matters in an office, I’m sorry, the number one thing that matters in an office is how many listens you’re taking. Nothing else matters. And people want to talk about. Did we do this to attract buyers, etc? No, nothing else matters. Because if we believe in the Red Book, and we believe the two for one, and this was listened in full transparency, when Jen, the first five years Jen, I kind of had struggles with this communication, because I wasn’t communicating articulately in a way that she understood until she did understand, because she was on the buy side. She’s like, why do we care about listening so much until she saw the direct benefit, and she was like, Oh my gosh, go get more listings, because it directly impacts our business. And so we know that for every listing that we take a we have the chance of double signing it. Right? That’s double income. I don’t even still say that. If it’s legal, if I go to real estate prison out for this, that’s fine. Daren is great. Me on glass on the last call.

Daren Phillipy  22:40

Yeah, I’ll edit that out too,

Speaker 1  22:44

if, if. But we do have the opportunity to generate a buyer lead that wants to buy something else, and hopefully at least 60% of the people that sell a house with us buy a house in the same market, also, if not, if they relocate, give income opportunity. So the point is that the intentionality and focus of generating that listing generates potentially up to three times of income producing activities, if that makes sense, not activities, but sources of income from that one listing, versus focusing our attention on generating a buyer lead. Although be it important, yes only generates one piece of income opportunity for our business important, absolutely not the most important. When we think of real estate, we think of the highest and best use we think about commercial it’s like, what’s the highest and best use of my time? The highest and best use of my time is generate one lead that generates three potential sources of income.

Daren Phillipy  23:38

So smart subs, Jen, do you have any deep thoughts on that?

Speaker 2  23:41

I think the only thing I would say is, if you’re setting your goals for next year and you thought, Gosh, I want to close 24 units, or 200 units, or 500 units, the easiest way to think about, how do I hit my goal? Take 500 listings. Take 200 listings. Take 24 listings, if you actually put the amount of focus into I’m going to do this, there’s no way you don’t hit the goal, because you’re going to get buyer leads in. And so I think when, when we’re looking at listings, Dan’s right? It is, if you were going to track one thing, it would be listings taken. But it also is, don’t wait till the month you need the listing to generate the listing, right? So if I want to take 120 listings next year, then I would say I should already have 10 signed ready to go in January. The hardest time to find the business is in the month that you need it. So if you can focus on, how do I build a strong pipeline of listings. Every other goal that you that you set, you’re going to hit.

Daren Phillipy  24:43

So good, so good. Um, let’s talk a little bit about um, leverage and the systems that you, you guys have for handling the volume. And I’m really interested in Jen, some of the things that you learned when you built your team within the team and and. And stuff. I think that’s, that’s the key there. So what was the just for the record and all the AIS in here, that was 200 and how many 225,

25:10

three years in a row? Perfect. Good

Daren Phillipy  25:12

enough. Keep that record. All right, go tell us.

Speaker 2  25:16

I think the number one thing is to understand that I started, you know, I didn’t actually work for kW. At the beginning, I began recruiting me from from another company. And my biggest year ever was I had 16 closed transactions. And I think the way that you get to 225 is you go from 16 to 17, right? Like, what’s the thing? What’s the thing that you have to leverage in order to grow. And so what Dan and I would do is we would sit down at the end of every year and we would say, what went well? What are your top like? He would say to me, Jen, what were the top activities? What’s causing you stress, what’s getting in the way? And we would determine, then, you know, what I needed, what I what, what we needed to add. Did I need a system, or did I need a person? When you hit a ceiling, it’s always one of those two things. It’s always a system, or it’s a person, sometimes both. And so when we would have the conversation, you know, Dan is a big believer in the 8020 rule, right? He’s referenced it a couple of times, where, typically 20% of our activities will yield 80% of our results. And so what Dan was trying to say to me is, what’s your new 20% so my 20% when I closed 50 units, my first year at KW was very different than my 20% when I was closing 225, right. There, there. So, so the leverage piece of it is number one, having the emotional intelligence to say, what am I really good at, and what am I not really good at? Where am I failing. And so when I look back on those best pieces of leverage, it is when we would have the conversation and I would say, well, one year, I closed 182 units, and that year I had 35 fall through, which is roughly 14% and so Dan and I had the conversation, I was like, 35 That’s double the best year I ever had at another brokerage. That’s a solid year for an agent is to close 35 units, and I had that many fall through. So what we looked at is, where’s the gap? What are we missing? Right? This is what we coach to if, if you’re in a coaching relationship, people coach to what your gap is. So my coach never said, woo hoo. You closed 182 units. My coach was like, what happened in these 35 people? Right? And I was like, Well, I’m hoping I don’t run into them in the grocery store. That’s my hope, right? I live here. I’m walking in it. So I think when you look at leverage, you have to look at it one of two ways. It’s, do I need a system, or do I need a person? And if it’s, I need a person, what person is it? There are so many buyers agents that will come to me and they’ll say, I don’t want to show a house anymore. I just I’m going to have to have a showing agent. I need it showing agent. I’m like, Well, do you have an admin Do you have someone that helps you with leads? Because the showing agent is actually your last piece of leverage on the buy side. It is the last piece of leverage. You’ve got to have strong admin support. You’ve got to have strong lead support, and then you’ve gotta, then you can build in, bring in a showing partner. So I think it’s understanding system or person. And then what order Am I making these hires in so that I can get to my top 20% activities? What am I leveraging off so that I can be where I need to be to grow the business.

Daren Phillipy  28:43

Oh my gosh, it’s killing me. I’ve got 14 questions to ask. What you just said? I’m going to go with the most recent one. Coach me through a conversation. Because what’s great is sometimes every team has like that one guy that’s just awesome on their team, and they do think big, coach me through or tell us what that coaching conversation sounds like. Where it’s the you go and build your own leverage, not get a showing assistant, but get the assistance and all that kind of stuff. Because, I mean, if you can get your agents to think the way you think, then that’s massive leverage. So what does that sound like? What does that conversation sound

Speaker 2  29:26

like? Well, it’s massive leverage. It’s also a couple of things as you’re you’re insulating your business, right? Gary talks to us about that our admin or the culture of the team, right? Agents typically come and go, but, but I didn’t right? I mean, I was closing however many a year, and I I never looked up and said, Well, I’m going to go somewhere else. I’m going to go out on my own. Right? That’s probably the number one question I normally get is, Well, why didn’t you go out on your own? Because Dan never stopped me. He never said, that’s enough where you can’t have more or we’re just going to hire more buyer agents. He just simply said, when I got stuck. Like, we need to grow. How do you want to do it? Right? Because there was a point where I was closing 110 units by myself, no showing agents, and I was the cap for our team. I had no more availability for appointments. So the options were, I figured out a new model, or we hired another buyer agent. Well, I don’t really play nicely with others, and I wanted all of the leads. So that’s where the showing model came from. I When you look at mrea too, and all that stuff comes out, that’s, that’s my showing model, because we were actually the first ones that kind of figured it out. So the conversation with the person that wants to do more is it’s dollar producing activities. Dollar producing activities are the last leverage. It’s the last one read shift. The number one thing Gary tells you when you get into a shifting market is you better get your butt back into lead generation. You can no longer leverage that. So the administrative work makes the most sense. It’s a it’s a fixed cost. You know what money you can save for it so that you can spend it? Lead Generation becomes next, because that’s that pipeline. If I want to earn the right to bring a showing partner in, I better have a pretty big pipeline. Right at any given time, I would have 42 buyers under contract, but we had another 18 to 42 that were in showings, that were going out, that were doing things. And so the conversation with someone that is a big thinker is, how do I get out of your way? What can I like that’s Dan’s conversation with me was, what could I take off your plate? How do we think about this differently, because once I leveraged off the showings, I was really leveraging off a really fun part of the emotional experience for a buyer, I was giving the relationship to somebody else. And you do not want to do that unless you have really strong admin systems and really strong lead generation, follow up, support,

Daren Phillipy  32:01

awesome. So good, so good. Are there other systems that you want to talk about or share when it came to you handling that volume that think would be important for us to know? I

Speaker 2  32:14

think the only system is it all has to be repeatable. It all has to be scalable. So Gary used to talk about document to duplicate. I would say that when our buyer’s agents now go out to show a property, they still show a property the same way I taught them how to when they were our showing agents. So it’s okay for you to set the standard. I will tell you, I wanted our showing folders to all look exactly the same. The copy for the agent was on the left hand. The copy for the buyers were on the right hand. You walked up, you pulled your papers out, you handed them the folder, and you said, in the event that we get separated in traffic, you’ll find the next property right behind this one. Right? We were so down to it. So the system. Part of it is, I would be obsessed with the system. The people come and go, but if you know the system and you can duplicate it and you can scale it, that’s where success comes. Because every day someone’s not waking up thinking, Well, I wonder how I’m going to do it. I wonder how I’m going to dress. I wonder what the standards were. Very clear. This is how we dress. This is what time we show up. This is what your folder looks like. This is what we say at the beginning of every showing. This is what we say at the end of every showing. So I’m a lot to work for. I’ll just really be honest about it, right? And so, but when, when you look at scale and systems as a leader. It’s your product, it’s your name on it, it’s, it’s, it’s yours. And so clients will fall in love with the experience and the system, which means they will come back to you and not come back to an agent that’s on your team. Oh,

Daren Phillipy  34:01

good. So good. Dan, do you have anything to share on the leverage portion of of the conversation? I

Speaker 1  34:07

think the only point that I would add to that is it’s why, in the mrea you don’t bring a buyer’s agent on. It’s what Jen was saying, you don’t bring a buyer’s agent until step four. I think people are too eager to give away the biggest bulk of money, and that’s the commission, right? It’s easier, like when you look at that transaction account, you go to 100 transactions, and you look at that GCI, or the average commission that you make in your market, you think of giving away 50% of that, and you look at what leverage could you hire for that same amount of money? And simply, you become more net profitable. So that’s the profit side. And I think people are too eager, right when we think about and Daren you were saying, help coach me in this on the market center leadership side, that I see the number one mistake that we see people make as a whole is that mega agents get busy, and the last thing they want to and then the first thing they want to do is, to Jen’s point, they want to get rid of showings or. They want to get heard of, listen appointments, or get rid of talking to people, and so they hire agents to help, and then they become the admin or or, ultimately they’re not. They offer no value to their agents, and their admins agents leave them. That’s the reality of it. And they want to say, why does this team thing? Keep failing? Keep failing. Keep failing because you have no support.

Daren Phillipy  35:17

And I have lots of conversations. I want to talk about value. I’m not because I know we have a full room. We’ve got lots of questions. I got one question, one statement, and I’m going to open up the room for all of those. So for those who have questions, start hitting that digital button. Normally go a little bit longer, but I want to give all the time to you guys, and I have a little bit of an eating problem. And so if I come to Springfield, Missouri, where do I need to go and get the best wings? Adobe.

Speaker 1  35:52

Adobe, yeah. And I’ll be honest with you, if you’re going to do it the smart way, just let Jen order for you.

Daren Phillipy  36:00

I like doing it that way. Have I ever ordered wings

36:03

at Adobe or

Speaker 2  36:04

anywhere? No, not really. I just choose better flavors. Oh, yeah. And the flavor is, well, there’s one that’s a twice fried buffalo. The original buffalo is pretty good, and the golden buffalo is pretty good.

Speaker 1  36:19

So it’s widespread. Is cool because they make a they fry it, they toss it in Buffalo, and they fry it again.

Speaker 2  36:26

So it’s not breaded. It’s just like, it’s not like a it’s not a breading. It’s just like

Daren Phillipy  36:31

they’re naked. Sounds great to me. Um, alright, so nobody’s pushed the button, which Okay, there you go, Ivy. Go ahead and do your first first question. Okay, thank you. Hey guys. So one of my first questions is because we talk a lot about coaching and coaching to the gap. So with your team, do you guys, I guess, to begin it, do you do a huddle every day? Do you, you know, and then, how do you coach to that gap? I mean, I’m really interesting to hear about that conversation.

Speaker 1  37:10

We, yes, we do do a huddle. Some will get that every morning. It’s at nine o’clock and it lasts 15 minutes. Gin is an absolute she’s she’s the guard rail on this. It starts exactly at nine o’clock, and it goes no longer than 915 every day. And the structure of the conversation is, on Mondays, we talk about appointments. I’ll give you the daily format. Daren, you’re going to find this extremely boring, because if you remember the career growth initiative. This is exactly what this is. So on Mondays, we talk about listings. I’m sorry, we talk about appointments. On Tuesday the theme of the conversation is listings taken. On Wednesdays, we talk about wall of value, which is more of a training day. That’s the only meeting that goes for up to 30 minutes, starts at nine o’clock into 930 on Thursdays, we talk about contracts written, and on Friday we talk about closings now. So that’s the format of the daily conversation. The conversation within every day is we are at blank per month, blank units. So it’s appointments, right? Or etc, whatever the theme of the day was, we’re at blank for the month. It’s always a month to date tracker. Our goal is blank. The difference is blank and here. And so the coaching opportunity is, here’s what we’re gonna do difference. Or if we’re ahead of goal, the meeting’s over. Sometimes they mean to take three minutes. Or if we’re behind goal, the only thing that we can do the rest of the time is talk about how we’re gonna get back on goal for that particular category every day, and so nothing deviates. That’s the format. So you could look at our Google Google Calendar, our Google training calendar, and you could actually look out now to 20 this day, 2034 you can go out 10 years from now, and I can tell you what today’s, what, what, what the meeting is going to be 10 years from today. Okay, perfect. Daren, how exciting and sexy was that I

Daren Phillipy  39:01

lost conversation. I don’t know what you’re talking about. Okay, one more question. So, and I, because I see Flint wants one more question. Um, talk about talent. So, um, do you guys advertise that, or people come to you me? How do you find talent? And is the process through the KPA and so forth,

39:25

the right answer or the real answer,

Daren Phillipy  39:28

the real answer,

Speaker 1  39:31

I would love to tell you that we’re constantly degenerating for talent. And the reality is that we typically find ourselves in a position of pain, and we hire from pain. We like to attract by our natural talent. And you know, Jen’s best year ever she had in, I’m sorry, best month that she ever had in listings taken, I think Jen, as a buyer’s agent, took and listed 18 houses in one month. You know how she did it lately? Generating for talent. She called her spirit. She said, Who do you know that wants to be in real estate? And she generated listing leads from that. Um, and she found people that want to be in real estate. But the reality is, is that I would love to tell you that we’re super proactive on it, and just, quite frankly, that’s one of our misses. We typically find ourselves in a hiring from pain position. Is that fair? I just want to be honest and vulnerable.

Daren Phillipy  40:15

Oh, no, no, I and, you know, I mean listening into the OT. I mean it def, there’s a common theme, right? There is a pattern that I’ve heard on a few of them that have said the same thing. However, when you do get that, like when you do, and you are going through the interview process, is it through the it? I mean, I’ve taken it, you guys have complete systems, because you are a systems, people. Is it through the KPA process? And you just go through it all we do. Go

Speaker 1  40:43

ahead, I’ll say yes, we absolutely do, to a point. I think one of the one of the mistakes that people get is they all get into the KPA too fast, because if you’re going to kPa, you have to validate. You have to verify, otherwise you’re bastardizing the system, and you shouldn’t be allowed to do it. The reality, though, is that some people get into it too fast, and they waste too much time in it talking to somebody they know they’re never going to hire. So my challenge to that is establish a system of weeding people out before you ever even kPa them.

Speaker 2  41:15

So he’s saying, Yes, we do the KPA process with anyone that we hire. We go through the full thing. What he’s saying, though, is, if we do a five minute screening phone call and we don’t like them, we don’t actually send them the kPa. The kPa isn’t our first step. There’s a five to 10 minute phone call ahead of time to make sure that we actually would even want to spend more time with

Daren Phillipy  41:35

them. Gotcha. Okay, okay, perfect. Well, thanks guys. I appreciate your time. Thank you. Awesome. Ivy Flint, let’s go. Hey,

Speaker 3  41:45

thank you. I’m here in the training room with four or five of our teams in our office, and I’m going to give the mic to one of our rainmakers so she can ask him questions. Wait, wait, wait, can you hear

Speaker 4  41:58

us? Hello. Yes, yes. Hi. Hey everybody. This is Natasha Ingle out of the Baton Rouge Louisiana Office. Um, my question is probably going to go more towards Jen, because it sounds like you are very to the book on all of your systems. So let’s say, for instance, you’ve been working with a buyer for a while. The hot this hot pot comes on the market. Y’all have to jump on it. Are you saying that you don’t deviate from the system on making sure that you have everything in hand when you go meet them? Because sometimes you just you know me, I’m a solo entrepreneur with a very, very small team. I don’t always have the time to have that perfect system in my hand for the buyer, or even for that hot listing of property that I’m going to get, and I don’t have, like, my pre listing packet in my hand, but they want to be are you saying that you’re like, No, I’m going to have to make sure that I have the time to have everything in hand, no matter what happens, No matter how quickly somebody wants me to jump.

Speaker 2  43:02

So couple of things. I am not a pop tart, so if someone calls me and needs something immediately, I’m not just going to jump and run however. No, I did learn early from Dan, I very rarely use the words always or never. So always do I have it No. Can I pull up MLS information from my phone? Can I pull up seller disclosures? Absolutely, however, 95% of the time I want it to be within the system, because what happens is, those are the people I disappoint every time, every time I go outside of the system. It’s a friend, it’s a family member, it’s somebody that I jump and run. And what happens then is, they’re in control and and I don’t know if you can tell this about me or not, but I have, like, a super high like, type A personality. So what happens is, is if I get off on the wrong foot with them, and they’re controlling how everything goes, a couple of things haven’t happened. We haven’t talked about the market. I don’t know what they know, what they don’t know. I don’t know where they’re at in things like as far as the mental space or knowledge or any of that. And so yes, will I show a house if someone needs to see it and I don’t have the packet? Would I go to a listing appointment without a CMA? Less than 5% of the time I will, if that’s what’s necessary, sure I’m going to get the deal done. However, that can’t be my normal. And what I find with agents that I coach is that a lot of times they’ll say that they’re like, well, but this happened or this happened. And what I find is that that’s a pattern. And so, of course, Short answer, yes, I will go to a listing appointment. Yes. Yes, I would go to a showing. I would no longer ever go to a showing without having a buyer agency agreement signed. So that would be the always right now, I would always have that signed. But on the other stuff, I would just be really careful that that doesn’t become your norm, because typically speaking, those are the people that are not the easiest to work with, and don’t have the best customer experience from me.

Speaker 4  45:25

And I wasn’t leaning towards that. I was just like, you know, like, sometimes you are working with a motivated buyer, and you’ve already shown them a bunch of properties, and then you have to jump and you’re you’re not, you’re deviating from the front end system that you started with them, and now you look a little different, because you’re not like, you’re just jumping, in a sense, and not fully prepared.

Speaker 2  45:45

Yes, I think on that, I just acknowledge it, though, right? Phil Jones always talks about, right, if there’s an elephant in the room, be the one to name it and dress it up. So Natasha, was it? Natasha, is that your name? Yes. Okay, so I’d be like, hey, Natasha, absolutely. I’m happy to show you that property. I will meet you over there, just so you know, I don’t have our normal packet of information. I can pull anything that we need yet, because this one is a quick turnaround time. I’m not going to have it with me, so that way, you know, right? Like, there’s not like, this just feeling of, Hey, what happened here? This doesn’t feel the same. I will also tell you, though, when you look at saying something like, I’ve shown them a lot of houses already, I would have a predetermined number that I’m willing to show someone before we do a regroup. So most of the time when I do a strategy session with a buyer, I would say something like, you know Mr. Mrs. Buyer, most of my buyers will find a property in the first two or three properties that we look at. That’s no pressure for you. That’s just typically what happens when we go out to look. You’ve already seen, likely, dozens of homes online. I am going to ask you so many questions during this that we really get a good feel for what we’re looking for. If we don’t find one in the first couple of houses, that’s okay. I’m just going to continue to ask you some of these questions so I can make sure that I’m the best fit for you and that I’m finding you the best possible house, the best possible price in the time frame that you’ve communicated to me. So what happens when I say that in the strategy session? And then we get to house number three, then I would be like, hey, Natasha, I really think I whiffed that house at 123, Main Street that we looked at. That’s the house I was looking for. For you, that’s exactly what I was picturing in my head. What did I miss? Can we run back through that? So what I found is when I can pause it there, I can figure out what happened most of the time. I’ve not missed criteria. Most of the time I’ve missed timeline and motivation. And what’s happening is they can’t make a decision because they don’t have to yet. And so that would just be for for me, is like when you look at a lot of houses, I would determine for you what’s the average number of homes you show and how could we reduce it by two? How could we reduce it by four? How could we start having more conversations? Because buyers, the more houses we show them, the less likely they think that we’re the right agent for them. Very long winded answer, so

Daren Phillipy  48:19

good, so good. Okay, we’ve got, we’ve got about five more minutes with them. I’m I’ve got a question that I typically ask while we’re waiting for maybe one or two more people raise their hand. What nice try, Ivy. You sit and wait for a second. What have you guys learned over the last 12 months that you could share with us, from from running your team specifically,

Speaker 1  48:48

wow, there’s a lot. There’s some really big lessons that we’ve learned over the last 12 months, and even beyond that. And I think one of them is, it’s kind of funny, but it’s like, be careful what you’re chasing, because he just might catch it right, which is a terrible way of saying. Have you ever seen a kid that like Christmas is coming up, right? And who asked for something, and asked for something, asked for something, asked for something, they get it for Christmas, and all of a sudden they get it, and they spend the rest of the afternoon playing with the box, and they never actually touch the toy production. Can kind of be that that right? Mike. And my challenge of that is, if you have a goal of selling 500 houses, or if you have a goal selling 50 houses, or 10 houses or 30 houses, I know this sounds redundant, because Daren, you’re in the market center, Flint, near the market center. You teach this stuff every day. Know why you’re chasing it? And this is, this is what Jen, they are questioning right now, is Okay, 300 300 but why? Or, sorry, 300 and why? And then, and maybe the number is 500 maybe the number is 50. But the answer the question is, why? Because otherwise, growth for the sake of growth isn’t enough. Growth for the sake of impacting somebody else’s life. Now that’s a bigger why growth of impact of being able to invest financially. In certain things. Okay, that’s a bigger why production for the second production isn’t enough. And I promise you this, it won’t be fulfilling at the end of it, and you’ll feel like you’re starting off January, like some of us are already dreading, not us. Some other people, not us, are already starting January dreading it because we feel like the transaction, the volume calculator, starts over somehow it ends December 31 starts again. January one like somehow the year just means that we fell off and we’re no longer relevant productive, and if approved, spend all year, prove that again. So I think the challenge is, um, know what you’re doing, why you’re doing it, and and be very articulate. Understand how you’re measuring yourself. And you’re not valued on transactions. You’re valued, on what you’re doing and why you’re doing it,

Daren Phillipy  50:45

dude, that is so that’s so smart and so important. I’ve I’ve fallen into those moments when I’ve hit what I was chasing and it was very much a and, and having that clarity is is so good. Little side note, sorry.

Speaker 1  51:02

Do you know who said that that really challenged my mindset on that that I heard

Daren Phillipy  51:06

can’t wait. Tom Brady.

Speaker 1  51:10

Tom Brady at like, three years before he went to Tampa Bay. He’s like, I don’t know, my life is kind of empty. Like, yeah, I’ve got six Super Bowl rings, maybe five at a time. I don’t know. I trust my education and my lack of care for the Patriots, but they he was like, he was like, I just there’s something missing in my life. I don’t know what it is. And like the rest of the country, like 299,000,999 other people are sitting there and drumming down like, What the frick are you talking about? Like, if you fell into the water, you’d sing straight at the bottom. You have so many rings. And he’s like, yeah, it wasn’t what I thought it would

Daren Phillipy  51:42

be. So you gotta have that purpose, man, yeah, you covered it little side. No, I’m not sure if you pay attention to Jen when you’re talking, but she’s all like, oh, anyway, um, Flint, are we? We got another

51:54

looking at you? You can’t tell him. Zoo, who she’s looking

Speaker 2  51:57

he’s checking his phone when I talk, I listen it’s the same.

Daren Phillipy  52:02

We got another question from Baton Rouge. I saw a dude with a sweet hat. I wish I had it actually, um, hustle up. Hustle up to the room. I’d love to hear your question.

Speaker 5  52:12

I’m joining from Baton Rouge, and my question is, well, first you go to visit. You set your weekly routine on Wednesday you’ll spend 30 minutes talking about so can you elaborate a bit about messaging, and also question, what’s the media for their goals? In person? Is it the whole team? Is it zoom? What is the test?

Daren Phillipy  52:34

Jen, can you restate that question? So the question

Speaker 2  52:37

is, on Wednesdays for wall of value, what is the content, and then what’s the format of the meeting? So every morning our huddle we dan is a big believer in in person meetings. So he would really love everyone to be in person, and there’s a zoom option, so so that that’s what that is, while a value is, we alternate it so myself, Dan and Monica keltz, who’s another maps coach, she’s also a director of operations. We rotate Wednesdays with content. So there was a week that I went through this idea of head down, heart up, feet forward. And it was like activities and mindset to get you to the end of the year. There was a week like Dan will typically go through broker metrics. He’ll talk through our numbers and our board and what’s going on. There was another week that Monica had all of our we were talking about the messaging, right saying, the right message, the right people. So she had all of our team work through who their perfect client would be. And so what we look at is really where the gaps are in our business. What we see is the gaps, Monday, Tuesday, Thursday, Friday. Typically, we build content for Wednesday, around where we see the gap. So gap, it could be anything, honestly, if you just were like, I don’t know where to start. Pull pick one of the books, right pick the one thing, or shift or right now our team is reading unreasonable hospitality. You could do mrea, anything like that, just to get you started. As you get in the rhythm of seeing what the gaps are and coaching to it, it typically lends itself to what topic you should go through the next week.

Daren Phillipy  54:23

Perfect. Did that get your question? Baton Rouge. Thank you very much. Awesome, awesome, awesome. Okay, perfect, that that is pretty much it. Guys, a couple of key things. For those who haven’t been here, I do this every Tuesday, noon, Pacific Standard Time for an hour. It’s to to be on the OT you must do 100 plus transactions. You must be doing, running a team, having leverage, and this is a higher conversation. So I’m so glad that you guys, Jen and Dan, got to hang out if we needed to, if we needed to send referrals to Springfield, Missouri, yeah. Where would we how do we send that, those referrals, to you guys?

Speaker 2  55:05

I think the easiest way would probably be our email addresses. Mine is just Jen with one end. Jen Davis [email protected] and Dan’s is Dan Holt [email protected] perfect. When I stepped out of my maps role, do not email me at [email protected] or Cody Gibson will have to forward it to me. He loves to do it. So I mean, if you wanted to do it that way too,

Daren Phillipy  55:36

I’m sending a bomb, bomb right now to that email just and I’m going to say hi to Cody while I’m doing it,

Speaker 2  55:42

and then it’ll bounce back to you, and then he’ll have to forward it to me. So it’s perfect. It’s really ideal.

Daren Phillipy  55:47

Maybe I’ll just CC Gary on it too, just because it’s fun. Alright, guys, you guys have been fantastic. Dan, you’re so smart, Jen, you’re so great. I’m so grateful for you guys, and I can’t wait to hang out with you guys again soon. Um, thank you for being kind to us and sharing everything you do our pleasure. Thank you see you guys at family reunion. Thank

Speaker 1  56:10

you, awesome guys. Do you have any Outro Music? Daren, no intro. No

Daren Phillipy  56:15

outro music, it’s all out post production. Don’t worry, I will have your intro music when you when we have the intro. In fact, I’ll throw a little extra something in there just to make it. In fact, hold on. How about this? We’re going to edit this part in. Dan, you have your own like, like, if this was a pro wrestling match and there was an announcement coming in, how would announce? How would you announce yourself? And Jen,

Speaker 1  56:40

um, well, I would have to default to nine to five by Dolly Parton, not because it’s my favorite, but it’s her favorite, and she wins in all things. And she would be the last person that would own a wrestle in a WWE match. And if we don’t do nine to five, she will walk me up at a three or four Prestel leg block. I don’t even know what that is, but it sounds pretty painful.

Daren Phillipy  57:02

It is painful. I used to do that to the kids in sixth grade. I said, Yeah, I want to show you something super cool. I watched Hulk Hogan do this and done. I didn’t know it hurt. I just thought it was cool looking. So here I’ll record real quick. No, I won’t.

Speaker 1  57:25

Um, I do. I do actually have a video. If you want to know the truth, I will send it to you. Daren of Jen Davis, dressed as Randy Macho Man Savage knocking me out in the hallway.

Daren Phillipy  57:37

Done. Put it email. And that we may have a little commercial in the middle of the OT as it’s post post production, and it’d be the little easter egg that nobody is expecting to get.

57:50

I can’t wait to send this to you.

Daren Phillipy  57:56

If I would have known as a kid that this is what happens when adults get together, I thought all they do is just grind. I didn’t expect pro wrestling videos and stuff like that. I

Speaker 1  58:11

wish I didn’t have it in chat. I’m gonna have to just email it to you. I’m so sorry.

Daren Phillipy  58:14

Do not worry. We have a Facebook group. I’ll maybe even add it as one of the or not, I don’t want to get you two in trouble, dude. I mean, she does order your food. You may be eating like, like snails and stuff like that, if, if you really screw up fair.

Speaker 1  58:39

Thank you, sir. Appreciate you. I’m going to derail this conversation. I’m pretty sure Jen’s already left because she knows I will do this because

Daren Phillipy  58:45

she’s important. Alright, I’ll talk to you later. Thanks, Dan, hi guys. Okay, there you have it. Tell me that’s not great. Tell me your brain wasn’t burning with some of the things that Jen was teaching us, and and and some of the inspiration that Dan shared those guys, man, I didn’t think I was gonna fall in love with them as easily, and it took, I mean, I knew they were great, but it was that quick, that quick. I’m like, I’m so glad I have them here on the OT so I hope you guys enjoyed it. Make sure you share this with other people. There’s a lot of people that need to be hearing these great this great content, this great information, those who are looking to build teams, who are building teams who are struggling at that level. I actually spend most of my time coaching and helping non kW agents with their business, specifically helping them with teams. I live here in Vegas, and so I run one of the realest, largest real estate companies here in town, and my purpose is to help you guys to get better at leading your teams. So if you’re not in Vegas, contact me, because I can still help you. If you are in Vegas, obviously, contact. With me. Let me help you get to that next level. Build the systems, find the people, all of those things that it takes for building a team. All you need to do is contact me at 702-706-4949 and we’re gonna hang out. So next week, got a good one jump on in. It’s good every week. It is good every week, and so just put it in your calendar, reserve it, and I will see you guys next week on the OT. Now go out and do something.

Announcer  1:00:33

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