Episode 53: Love Gen – How to Deepen Client Relationships and Dominate Your Market – Weinberg Choi Residential

In the ever-evolving world of real estate, building a successful team isn’t just about closing more deals—it’s about building a culture, creating lasting impact, and doing business with heart.

In Episode 53 of The OT Only Teams for Real Estate Podcast, host Daren Phillipy sits down with Josh Weinberg, co-founder of Weinberg Choi Residential, to explore the strategies, mindset, and values that have propelled their Chicago-based real estate team to over $1 billion in sales and more than 2,000 clients served.

“What we get high off of is seeing other people succeed—seeing our teammates achieve things they never thought were imaginable.” — Josh Weinberg

If you’re a team leader, aspiring to scale, or looking to bring more heart into your business, this episode is for you.

💥 Who Are Weinberg Choi Residential?

Founded in 2007 by best friends and college roommates Josh Weinberg and Tommy Choi, Weinberg Choi Residential emerged during one of the most turbulent times in real estate: the Great Recession.

Instead of running from the storm, they leaned into their values.

“We looked at it as an opportunity. We knew that if we always put our clients’ best interest first, the sky’s the limit.” — Josh Weinberg

Today, their team includes 15 high-performing professionals specializing in operations, sales, leasing, and client experience. Their mission? To build legacies for clients, teammates, and their community by delivering the perfect real estate experience.

❤️ From Lead Gen to “Love Gen”: A Game-Changing Mindset Shift

If you’ve ever felt burnt out from traditional lead generation tactics, Weinberg Choi offers a refreshing alternative: Love Gen.

“We flipped it. We call it Love Gen—loving on the people in our world.” — Josh Weinberg

Here’s what Love Gen looks like:

• Calling people on their birthdays with heartfelt messages
• Sending personalized baby gifts from Etsy
• Noticing a client’s success on social media and reaching out to celebrate it
• Hosting community-centered events that bring value, fun, and connection
  

Their marketing dollars don’t go to online ads—they go toward building relationships.

“Everybody wants to be loved. Everybody wants to feel loved. As cliché and sappy as that might sound, we’re literally just pouring into the people that are in our world.” — Josh Weinberg

This approach has paid off. Today, 90–95% of their business comes from repeat clients, referrals, and their sphere.

🎯 Building Culture That Actually Means Something

Josh is quick to point out that “culture” isn’t just a word you slap on a vision board—it’s something felt daily.

“Culture is harder to put in words than it is felt. It’s the things people on your team do for each other expecting nothing in return.” — Josh Weinberg

How They Build That Culture:

• Daily virtual huddles that begin with gratitude
• Weekly team meetings reviewing wins, goals, and performance
• Clear expectations and fierce conversations in a safe environment
• Empowering teammates to speak up directly rather than gossip or withhold feedback
• Emphasis on honesty, transparency, and empathy
  

“When the going gets rough… culture matters most.” — Josh Weinberg

Especially in challenging years, it’s the emotional glue of culture that keeps people inspired, loyal, and productive.

🧠 The Organizational Blueprint: Roles, Accountability & Growth

Weinberg Choi Residential isn’t just a team—it’s a finely tuned machine. Josh walks through their structure:

• Director of Operations: Leads P&L, admin systems, and backend support
• Concierge Admins: Handle scheduling, listings, and vendor coordination
• Client Experience Specialists: Licensed experts assisting with showings, inspections, and appraisals
• Listing Specialists & Senior Associates: Experienced agents serving both sides of the deal
• Leasing Specialists: Managing a crucial rental component in Chicago’s market
• Josh’s Role: CEO, lead generator, recruiter, coach—and yes, still producing because he “loves to negotiate”
  

Their clear structure allows them to attract top talent, especially seasoned agents who once thought they didn’t need a team.

“The senior associate role helps people who felt like they were on an island—now they’re supported, coached, and part of a family.” — Josh Weinberg

🎁 Client Events That Make a Lasting Impact

Love Gen goes beyond calls and gifts. Weinberg Choi runs client events that deepen relationships and support their community:

🍕 Pizza & Love (Valentine’s Day Pie Pickup)

Inspired by another Keller Williams agent, the team created custom pizza kits for clients to pick up and make heart-shaped pies at home. Fun, practical, and personal.

⛳️ Golf Outing for a Cause

What started as a fun event became an annual fundraiser benefiting The Nora Project, a nonprofit teaching empathy to school children. It blends their passion for giving with connection and fun.

🎬 Movie Theater Takeovers

Renting out a theater for clients and their families? Not only a hit with kids—but also a reason to reconnect with clients who might’ve gone quiet.

“It gives you a reason to reach out. That’s what Love Gen is—it’s about making deposits into relationships before you ever need to make a withdrawal.” — Josh Weinberg

📞 Teach Them to Fish: Lead Buckets and Expectations

Josh outlines the three lead sources his team thrives on:

1. Their own sphere – Taught through systems, accountability, and coaching
2. Weinberg Choi’s client base – Past clients and referrals who love the brand
3. Organic opportunities – Open house leads, signs, and agent referrals
   

But new agents aren’t handed deals—they earn them by being all-in, showing up for power hours, and embracing the team’s values.

“I’d rather go so far on one side to make sure they’re not joining for the wrong reasons. We teach them to fish, then reward them when they show up and crush it.” — Josh Weinberg

🧬 Core Values That Power Their Success

Josh shares the five traits every team member must have to be a fit:

1. Honesty
2. Transparency
3. Gratitude
4. Team-first mindset
5. Desire to impact others’ lives
   

“There is nothing more important in business—or relationships—than culture. And that starts with trust.” — Josh Weinberg

🗣 Why OT Exists: To Help You Scale with Intention

Daren Phillipy reminds us why the OT podcast and Zoom Mastermind exist:

“There’s teams out there that don’t know how to scale. Coming here every Tuesday at noon Pacific is the first step.” — Daren Phillipy

He encourages every listener to get in the Zoom room, not just listen later. It’s in the room where ideas are sparked, partnerships form, and breakthroughs happen.

✅ Final Takeaways: You Can Build a Legacy-Driven Team Too

This episode is a powerful reminder that you can build a business that’s both wildly successful and deeply meaningful.

By shifting from “lead gen” to “Love Gen,” prioritizing culture, and leading with gratitude and heart, the Weinberg Choi team proves there’s a better way to scale.

“We’re passionate about giving back to our community. We’re passionate about bringing people together. And we do it with heart.” — Josh Weinberg

🔗 Ready to Take the Next Step?

• 🎧 Listen to the full episode: The OT Only Teams Podcast, Episode 53, available on Spotify, Apple, and everywhere podcasts are streamed.
• 📅 Join the OT Zoom Mastermind: Every Tuesday at 12:00 PM PST at onlyforteams.com
• 💌 Subscribe for new content: Tips, tools, and tactics to grow your team

🌟 Share this episode with a team leader who needs to hear it

Transcription

Announcer  00:00

Welcome to the OT only teams in real estate,

Josh Weinberg  00:15

in any industry, but especially in our industry, it can be it can be right if we’re measuring our wins solely on how many clients we took that week, or Daren how many agents you netted, or how many deals you put under contract, we’re all gonna feel like we’re losing. Unless you’re meeting 365 new clients a year, we’re gonna feel like we’re losing. So what we’ve done is not only get into this mindset of expressing our gratitude and flexing that gratitude muscle we celebrate our wins throughout the week. Culture always matters. I think we can agree, right? Can we all agree that culture matters? And again, you may define it different. What your culture is, where it matters most is when the going gets rough. Talent. Everyone’s talented at something. Find the person who’s talented the most. This is the they’re the most talented at the role you’re looking for. And not only are they the most talented at it, it’s the best role for them.

Daren Phillipy  01:17

That’s the reason why I started doing the OT is because I know there’s teams out there that don’t know how to scale, you don’t know those questions, the answer to the questions that you’re asking. And there’s people in the room, there’s people across the country that have the same thing. And so coming here every Tuesday at noon Pacific is the first step, and then as a team leader, and I’m here to serve you, so I’m happy to help you get through that part too.

Announcer  01:46

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

Daren Phillipy  01:49

welcome this week’s ot only team for real estate agents. My name is Daren Phillipy. I’m your host, and we got a great partnership here. Today you’re going to hear a couple of guys that are are best friends, really, that they’ve grown an awesome business in Chicago, and it is Weinberg Choi residential. And you there’s going to be a couple of things that you guys going to love about these guys. Number one, they have coined the coolest phrase of lead gen, called Love Gen, and it’s an example of how they approach their sphere of influence and how they approach their their database. It’s not picking up fun and grinding, but it’s all about loving on those people that are in their world. And so they’re going to go deep into that super stoked about this. And then the second thing, well, there’s so many things. They’re going to talk a lot about culture and team culture, and what it takes to have that team culture. You guys going to walk away from this ot loving it, and you guys are going to be on your game, because Josh, he’s got a motor that you’re going to have a rough time keeping up with. So be ready. He’s going to blow your mind. Now I need you guys do me a favor. Two things. Number one, you guys know I need you in the room. Join the room by going to only for teams.com on Tuesdays at noon Pacific, join and click that. Join the room. Zoom Room, and you could be a part of these conversations. You’re really missed out on this. You could listen to it, but you got to be in the room. That’s the first thing. Second thing is, I need you to share this. I need you to like it. If there’s a way for you to be able to review, as long as a good review, do that. This is the only way for me to be able to get the word out. And it’s from you guys listening, you guys watching, to be able to to get the word out on the only team zoom mastermind anyway, that’s pretty much it, guys. I’m going to get straight to it, because you guys gotta hear a lot of Josh, and it’s pretty much it. So until then, I’ll see you guys at the end of the OT. Alright. Guys, super excited. Josh, you are the man for helping us out. We’ve been, this was a very difficult book booking for me to get because we, you know, we have our family reunion event happening, and it’s next week, and everybody’s trying to get all their grind done before coming to Vegas and Tom you, you and Tommy, well, Tommy, he’s not a slacker, but he’s not able to be here today. So, so Josh run, and Tommy, his business partner, run, Weinberg Choi residential in Chicago, Illinois. The numbers that I pulled from command is 172 close units in the last 12 months, and 62 million in volume. That’s going to give you a ballpark of what he does. Josh, thanks for hanging out with us, dude.

Josh Weinberg  04:44

Yeah, you got it pumped to pump to be with you. I love I’m I much prefer being together, and I’m pumped to be together in person next week. But love to spend the time with everybody. I feed off your energy, and I want to share anything I can and learn from you all. So I’ll share a little bit about. Team. And then we can, we can jump into everything you guys, you all want to cover, but basically, long story short, Tommy and I So Tommy, my partner. He is the President of the Illinois Association of Realtors. He was the president of the Chicago Association of Realtors. So very, very involved on the national level. And for any of you, is there any of you that have a partner or talk to me, maybe a hand raise or light up the chat with like partner? If you have a business partner, saw a couple of hands go up? Cool. So yeah, I’m beyond blessed, honored. He’s, you know, outside of my wife, he’s my best friend, and we are blessed to have been in business together for now. 18 years, we started Weinberg joy. 18 years we went to college together, and we knew we were going to go into business together, and at the time, we didn’t know what we were going to do. And I worked for a home builder, Pulte Homes. Are any of you familiar with Pulte? They own Del Webb. They are on the West Coast. They’re probably the biggest builder in the country now, if not the biggest, if not one of the biggest. So the training was unbelievable. And I worked there right out of college. So I started there like two and a half weeks after I graduated college, and was selling homes to people like my parents age. And I was saying words like, look at this kitchen. This is sick. And real quickly I learned like, okay, probably got to pick it up a notch. But the training was, it was unbelievable. Well, Tommy and I come from entrepreneurial backgrounds, and I actually, hey, I used to, I’m not even, like, ashamed to say it. I used to sell Beanie Babies when I was younger. You remember Beanie Babies? I used to know like, every Hallmark store, every like florist store, and I would literally, like my buddies and I we’d go to, like, Cracker Barrel, and they were getting a new batch and and like, sleep out to get Beanie Babies. Then I had, like a memorabilia business, which it went from collecting to, like a business to now just totally my hobby, and collecting sports memorabilia, music memorabilia. So that’s how Tommy and I really connected in college. We I got him into it, and a bunch of my buddies. And so anyways, we knew we were going to go into business together and oh seven, who here can light up the chat with, with, like, with OG, if you’ve been in business since like, oh seven,

Daren Phillipy  07:14

I was thinking, I was thinking, you’re going to put the the crying emoji if you’ve been in business from oh seven,

Josh Weinberg  07:19

okay, yeah, or the smile emoji or whatever, right? It sounds like a few you haven’t. So basically, oh, seven comes around, and I’ve been working at Pulte for three years. Tommy was in IT technology sales, and everyone was coming to us for

Daren Phillipy  07:34

advice. Oh, dang, sorry. I’m sorry. I didn’t mean to mute you, but

Josh Weinberg  07:37

good, you’re good. No worries. Anyways, how is I’m giving you the shortened version, because otherwise we’d be on here for hours just talking about how and and all that. But essentially, oh, seven, everyone started coming to us for advice, and because they knew we both had a passion for real estate. We both owned our homes. And we looked at each other, we’re like, Why are these people not asking the realtor these questions? And what we found was a number of answers. So we looked at each other, we’re like, Alright, let’s do this. Well, thankfully, we had both seen success at our previous jobs, and I’ll say job, because, right, it was a different mindset than career and business owner. And so we, you know, we’re like, Alright, let’s do this. So we started a brokerage in 2007 and basically we were just out meeting as many people as possible, hustling as much as possible, for anyone that was in the business or even was familiar with what was going on in real estate from oh eight to 2012 it was not a great time with that. Said, we looked at it as an opportunity, right? We knew that if we always put our clients best interest first, the sky’s the limit. So maybe we were a bit naive. Both of us got engaged to our now wives within like, a month or two of leaving our jobs where we had seen success to go to making, like, 15% of what we made the year before in years one and two, probably, probably even three, honestly and but what happened was, as most people were getting out of the business from oh eight to 2012 we were Seeing our business grow as offices were closing, and so what we realized was the all the reasons we started the business right to change the way real estate’s done in Chicago, and to change the landscape of the real estate community, and to put our clients best interest first, are all the same reasons we’re doing it today. What when you fast forward 18 years from when we started, what’s changed is now what we get high off of is seeing other people succeed, seeing our teammates achieve things they never thought were imaginable, right? Or doing it, doing it faster than they thought were imaginable. And our team’s mission is to build legacies for our clients, our team, our friends and family, through delivering and supporting their perfect real estate experience. So seeing our team become the go to for everyone they know, not just for real estate, but right like them, building a legacy like that’s what it’s evolved into for us. So and it’s not just our team, it’s the people in our Market Center, it’s the people throughout our real estate industry in Chicago. So we’ve always looked at it as collaboration over competition, right? There’s enough to go around for everyone, but honestly, like, collaboration is so key. And so there’s 19,000 members the Chicago Association of Realtors, and I’m sure it is similar to your markets, where it’s like the 95 five rule, right? Where 5% of the agents do 95% of the business. We’re really like we’ve always embraced it, and we always want to give back and help, because the industry has been so good to us. So that’s the abbreviated version and shortened version. And if you fast forward to where we are today, we’ve sold over a billion in real estate and served over 2000 clients. That’s awesome. What we’re most proud of is what I was saying is seeing, seeing the success and the people in our world and our team and we have a philanthropic arm called 365 days of giving, where we give back to our community throughout the year and support different amazing organizations, either by raising money, raising awareness, or by going there and volunteering. So our team today is 15 amazing human beings, and I our team is a family, and no one is actually blood related. Ozzie, we gotta get that going, man, we gotta get you up to a four or five, bro, no one on our team is actually like blood related. But when I don’t use that word lightly, family, and the way our and I’ll share more about that in a little bit, when we talk about culture, because I think that is 100% the foundation of any relationship, and especially any business partnership. Only having a business partner, but having partners within your team, and colleagues and teammates, it’s all about culture. So we’ll talk more about that, but just so you get an idea of what we look like, what the organization looks like, I wish I had a whiteboard up here. Essentially, we have our director of we have our leadership team. That’s our Director of Operations, Anita, who she’s running point on everything we have. We go over P and L, she’s running the operations team, the admin team, right? So none of our teammates have a have a the word assistant in it. I just personally don’t like that. So we have an operations concierge. We have two, one, actually, that is overseas in Philippines, and one that’s local. So one that’s local is handling major leverage for our sales team with scheduling, handling all the scheduling for showings, inspections, I’m sorry, anything before they go under contract. He’s handling our 365, days of giving, and then he’s supporting on some of the listing management on the leasing side of it. Because just remember, in Chicago, there’s like, a big opportunity for a leasing business, right? There’s a lot of people with rentals on the sales and then on the sales side, we have our listing specialist. So Tommy is our lead listing specialist. He’s running the listing team. We have a list, a listing, another listing specialist underneath with our with Tommy on the listing team, who he moved here from LA. He’s been in real estate for over 40 years. He’s the listing guru alongside Tommy. Then we have four senior associates. And what I mean by senior associates, that’s someone who has been in the business for five plus years and or have done 100 deals. And senior associates in our team, we used to have it in really specialized and we still have specialized roles. We used to have it where it’s either buyer side or listing side, and we wanted what, what we created and what we realized, to not only support growth, but to be able to attract talented people who’ve been in business for a while. That right? I know we probably have all felt like we’re on an island, and may even feel like that today, and we can talk about that, but a lot of people feel like they’re on an island, especially people who didn’t think they wanted to be on a team or needed a team before. So we wanted to be able to support and attract those people that right have been in business. So we created the senior associate role. We have three client experience specialists. They support with showings, inspections, appraisals, photos. Now they’re not just a door opener. These are literally three people who are licensed, who know 90 more than like 99.9% of the realtors in our in our market, one of them is a licensed inspector, so when he’s shown our clients properties, he’s pointing out things they would have never thought of. And then we have two we have one person who specializes in leasing, and two people that are just specialized specifically on buyers, until they decide if they want to get onto the listing side as well. So I know I just brain dumped and dumped a lot on you, but I wish I could draw it out for you. But essentially, 15 human beings, operations, listing, buyer, rental side, and my role as CEO, so I’m generating business for the team, finding talent for our team, and coaching and mentoring the team. And I do a little bit of production because I still love it and want to stay sharp, because it’s kind of hard to coach people in your world if you haven’t done a deal in 510, years. And I love to negotiate, so So I still like to do a bit here and there, but hopefully that helps a little. Daren, where do I go from here, buddy?

Daren Phillipy  14:38

That is, that is exactly, it’s like you’ve been in the room before you know exactly where we go. So you got, you’ve got Tommy, another listing agent, four, senior associates, two, two of those buyers. Agents. How do you feed those guys? Where do they where do you guys get your leads to make sure you make the closings that you need? I

Josh Weinberg  14:58

love it. I. For one, we’re, we are. We hover between 90 to 95% referral sphere, repeat. So our business is very much relationship and repeat and sphere. So our marketing dollars basically go directly into loving on our people. You know, we hear the word love lead gen thrown around a lot, and it’s like this overwhelming thing of like lead gen and Legion. So we flipped it. We call it love Gen, right? We’re loving on the people in our world, like and what I mean by that is we have these people who are raving fans, whether we’ve helped them or not, people in our world who are really important to us and know what we do, and are big supporters of us. And so we are just we want to make more deposits into the world, and we’ll talk about that in a second, but when we realize is, especially in 2020 right, what worked for us in 2018 is different from what worked for us, especially in 2020 right, regardless of the size of each of your teams, right? Obviously, what works at 30 transactions to 80 to 200 plus is, yes, it’s not reinventing it’s ripping everything apart, but it’s lifting up the hood of the car and looking at your systems, right? But when 2020 rolled around, it was March of 2020 and none of us knew what was about to happen. We took a step back and we said, listen, the bottom line is, everybody needs more love, and everybody needs people to look out for them, because there was a lot of people that were really uncertain, and there still are today, right? It’s not like all sudden that’s gone. And I think, I think we can all agree that everybody wants to be loved, and everybody wants to feel loved, and as cliche and sappy as that might sound, we are literally just pouring into the people that are in our world. So that doesn’t mean we do zero marketing to like, to like. We don’t, but we, but we don’t do really like online leads. And nothing wrong with it. I There’s a million ways to be successful in this business, and for us, it’s we go super deep on our sphere, right? So to answer your question, Daren about where, how they’re getting leads, three buckets. One is, we’re not just saying hey, we don’t set the expectation with anybody that joins our team that they’re joining our team for leads. And really quickly, I define a lead different than a client. Personally, a lead to me is someone who reaches out online, through one of the online sources, or walks into an open house. That’s a lead a client is someone who says, Hey Josh, my friend told me to call you so we can work with you to buy or sell. Or a client is, Hey Josh, we’re ready to work with you all again to sell and buy. And I know that sounds like a lead, and it is a lead, but like to me, a lead is somewhat like you still need to nurture those clients, but a client someone who’s ready to be teed up and start the process right. So anybody who joins our team, we definitely explain that, yes, there is abundance of opportunities, not just for leads or clients, but leadership and training and mentorship and culture and all of those things, right? But we don’t set the expectation that they’re going to get it. They’re earned. Those opportunities are earned. So we’re going to teach them how to fish. We’re going to teach them how to go deep on their database, right? And yes, there’s an abundance of opportunities that’s going to come from Weinberg joy from the business to our team, but we set the expectations so far. I always like to I never want to keep a promise. I like make a promise I can’t keep, and and we’ll talk about honesty and transparency in a little bit. But I sometimes, and this could be a fault of mine, but honestly, it’s who I am, so I don’t even mind it. I tend. I learned early on in my career, before we ever started Weinberg joy, that it’s all about setting expectations right, and the whole like under promise and over deliver. And I realized, like I’d rather go so far on one side to make a not make a promise. I can’t keep that, even though it might feel like I’m not casting the vision for them, it’s making sure that they’re not coming in or joining for the wrong reasons. Right? So back to your actual question, how they’re getting it one we’re supporting them with accountability, and that is an opportunity to we’ll talk about with teaching them how to fish, teaching how to go deep. And yes, there’s a lot of loving from our operations and the leverage for our sales team. So yes, we’re helping them, helping them love Jen, and teaching them how to do it. Then there’s the bucket of right leads that come in, whether they’re online or whether they’re just random sites. Again, we don’t do online leads, but like some of these referral sites. And then the third one is Weinberg Joy clients, so they’re expected. It’s not a it’s not like some, we don’t have this like, formula where, like, hey, once you do six of your own sphere that we’re going to give you a one. It’s like, when people are crushing it, right? And people are showing up, and they’re raising their hand, and they’re dominating, and not just crushing it from the standpoint of showing up for our power hours, but like, they’re they’re all in, and everyone’s going to define all in differently, and they’re earning the opportunities. There’s an abundance that are coming from the team. So I don’t know if that answers your question, but it’s coming from their sphere and our sphere, and then a portion from, you know, maybe sign calls and things like that. Perfect.

Daren Phillipy  19:53

So, so yeah, I was going to to to restate. So the three buckets are, teach them how to fish their own bucket. Bucket you you have leads from your referral sources that come along in and then the third bucket is just the team clients and the team sphere that reach out and raise their hand and say, We want to work with all right, yeah.

Josh Weinberg  20:12

And that, yeah. So again, yeah, I’d say the two buckets that are you mentioned were that were different. Was our Weinberg Troy clients and sphere and referrals. I mean, we’re getting referrals from agents, not just across the country, but like in our market, that don’t service an area we do. And then the third bucket is like the leads, like Open House leads, sign calls that are that are cold or not necessarily, like our warm spear. Does that make sense? Yeah, perfect.

Daren Phillipy  20:34

Perfect. So you said something that we’ve never had phrased before on the OT you said that you love Jen and that you guys go super deep with your sphere. So can you specify what does love Jen look like, and what is going super deep with your sphere? Yeah,

Josh Weinberg  20:52

for sure. So, you know, a lot of people use social media in different ways. I’m going to share one way we go deep. A lot of people use some. People post a lot, right? And I love it, and people that are really, really good at it. And if you follow Tommy, my partner, you will see you will know exactly who he is in real life. And he’s an amazing follow, right? There’s a lot of other good people in the KW world who are really good, like Ken posack. If you follow him, he’s amazing, and his content is amazing. So what I like to do is this, remember the last time you took a test, whether it was like continuing ed or real estate license or whatever it was, and you didn’t know the answer to a question? However, the answer to that question was actually in another question. So I call it like you asked to take the test, right? Follow me. What I like to do is I like to see what’s going on in my people’s world through social media, so I can then love on them. For example, if I see someone just got a big opportunity or a big promotion, or their kid just achieved something, or they just got back from the Bahamas and they were swimming with the dolphins, or, you know, they just achieved something professionally. Or if there’s an area of opportunity for us to make a deposit, which I’m going to talk about in a second, right? I love on them through that. So I’m calling people. You know, a lot of people are like, anti call or anti leaving message for whatever reason, and that’s okay, but an element of the love Gen has to be calling people. So here’s one thing that you could literally take and start tomorrow, okay? Who here likes getting called on their birthday, type in B day on the chat or raise your hand, okay? Who here has gotten like, a text message, or, let’s say, even sad enough, like just a Facebook message from like, one of your best friends, cousins, family members that literally, they write like HPD with the balloon thing and Facebook, and that’s it. That’s what they send you for your birthday. Not Not that there’s anything wrong with that. It’s better than nothing. But like, you don’t even remember who all wrote you on Facebook. I guarantee you you remember who called you. And so every morning, if there’s one thing I’m consistent on with my love gem every morning, on my drive in, or when I get into the office, or once I start love Jen, I’m looking at whose birthdays it is in my world, and I call them, and literally, this is what I say. And depending on who it is, I may sing to them, depending on my relationship with them, right, or who it is, but what I’ll say is this, Hey, Ozzy, it’s Josh, thinking about you, brother. I wanted to send some birthday love your way, and I just wanted to let you know how important you are to me and how important our relationship is and friendship, and I’m super grateful for you, so no need to call me back. But cheers to an amazing year ahead, filled with all good things and many more healthy and happy birthdays to come. I can’t wait to see you soon. Brother. Much love. Okay, first of all, do you know how many people either call me back, text me back, or now say, Hey, man, I’ve been waiting for this call because I know you do this ever you’re so good about that, and you may be saying to yourself like, okay, yeah, these people don’t want to talk to you on your birthday. Maybe they don’t, and then you leave a voicemail, right? However, there’s people who have told me, like, dude, this made my day. You call me before my mom called me, or like, hey, like, I’ve been thinking of waiting for this call because you call me the last few years. And as weird as it sounds, people are going to remember that, and all you’re doing is loving on them. Okay, so Daren, you asked what we do? We’re doing. We do events, and we’ll talk. We could talk about that, but here’s something that I want to talk about. I think this is important about love. Jen, okay, this isn’t just with clients. It’s about anyone in our world. Tommy, my my partner, Tommy Choi, he does, he, he both, he, both of us do. He speaks all across the country, right? And there’s a talk he does. And one of the things he talks about is the making deposits, okay? And what I want to talk about is this, what are the three I know? Let’s I know none of us really use ATMs very much anymore, with Venmo and Zell and all that, but someone you can come off mute and share. What are the three things you can do in an ATM machine,

25:03

withdrawal, deposit and check your balance. Damn

Josh Weinberg  25:06

Ozzy, let’s go turn it turn it up. Dude, turn it up. Okay. He said, deposit, withdrawal, check your balance, right? So think about this, if all you’re doing when you’re calling or reaching out to the people you love in your world, or people that are important, making withdrawals, right? Meaning you’re asking them for something, whether it’s Hey, who do you know looking to move or, Hey, how can I get tickets to the Golden Knights game? Or, Hey, how can I get into carbon right? Or, hey, what can you do for me? Eventually, when you go it’s like the ATM machine. You keep taking withdrawals out. Eventually you’re going to go check your balance, and it’s going to show up as what NSF, right, non sufficient funds. And that person that you always ask for stuff, and the person that you’re only making withdrawals to when you call them, it’s gonna likely they’re not they’re not gonna want to answer, right? And maybe you’re not even calling to ask them for some so I’m not saying to go make deposits to people because you want to make a withdrawal. That’s not the reason to do it. The reason to do it is because you sincerely want to help those people out and make a deposit and impact their life. However, the result of that is you’ve earned the right to make a withdrawal, and more likely than not, they’re going to ask, What can I do for you? So some ways that you can do that. If someone’s struggling with something in their life, I’m not calling them to help them out because I want them to refer business to me. I’m calling them because if I can help positively impact their life, whether that’s by being there for them to be an ear, or maybe that’s helping them find a new job. Think about it. Think about making a deposit at someone looking for a job. I’m sure you know people who own businesses who are looking to hire people, and I’m sure you know people that are looking for new opportunities. So you can make two deposits at once and positively impact both their lives. And if you’re looking for talent in your world, and someone you knew told told you about someone that was talented, I think that would be a huge deposit into your world. So that’s a way that you can do it. So Daren, when you talk about love gem, we’re spending, like I said, our marketing dollars are really going back to the people that we love and care about. So for example, if someone has a baby, we’re sending a baby gift. It’s not about the dollar amount or the spend or what it is, it’s that we thought about them. And the moment I see on Facebook or I find out they had a baby, we go in and we order it through Etsy and it gets delivered to their house with a puzzle with their kid’s name on it. That’s one way we do it, right?

Daren Phillipy  27:35

No, smart dude. I just so you know, I’m getting blown up on this, and people are like, this guy’s so freaking awesome. So, um, first of all, thank you for coming and and bringing your game. Um, you got it, dude. So this what we’re gonna do. We’re gonna, we’re gonna skip the listing portion of it, because I want to talk a little bit more about your because you could tell your passion for loving your your people and things like that. You said you do do client events. Um, and, and, to fill in the blanks, again, of deposit, deposit, deposit, what are some of the events that you do that, just like you feel are are different makers for you?

Josh Weinberg  28:11

Um, so we’re doing this thing is tomorrow. We got this idea, I think, from Jenny Wallach. Do any of you know Jenny in Tulsa? She’s a, just an absolute awesome human being. And she’s just, like, amazing. She’s a She’s She’s a beast in a good way. She, I think we got this idea from her, and what it was was around Valentine’s Day pizzas, but we kind of took it a little like, instead of doing like, a wine basket with pizza, I think that’s what she did, or at least does, or did a few years ago, we there’s a restaurant by us called Summer House. It’s Lettuce Entertain You, restaurant, which has a bunch of restaurants in Vegas. Actually, it’s and what we do is we get with them, and they put together a pizza baking kit with like dough, cheese sauce, and then we send it out to our clients, and they RSVP, we pick it up, and they come to our we go pick them up from the restaurant, and then our clients come to the office to pick it. Office to pick it up. So it’s kind of like a pie event, right? Except it’s like, Valentine’s Day, and it just keeps them from having to go out, you know, instead, like, I mean, some people want to go out on Valentine’s Day, but some people, depending on if they have kids or whatnot, they might rather, like, make a homemade heart shaped pizza at home, right? So that’s one thing we do a lot of what we do well, like the biggest thing we do throughout the year, I talked about our 365, Days of Giving we do a golf event. We do a golf outing. It started from us wanting to do outing for no reason other than we thought it’d be fun to do a golf outing. And it turned into, hey, we can impact and we had a purpose behind it. And it’s rather than me going into detail about this organization, a past client and or a client of ours and a friend of ours, his nephew, his niece. Her name is Nora. She was born premature and had some complications, and her parents started this organization called the Nora project okay and it to teach empathy for children in schools that. For not only children, but also teachers, how to interact with kids that might be different from them. And it’s really it turned into this program that started to now it’s evolved into this, like, amazing organization. I don’t even know how many schools are in, but they’re in a lot of schools now, and how awesome is that for these kids want to know how to interact with kids that are not just like them. And two, their biggest fear was their daughter was going to go to school and, like, not have not know how to interact or have friends. So it started when we started year one of this golf outing that was, I think, eight years ago. They had, they were just starting out. So, like, every dollar is still very, very meaningful to them. But especially in year one, like, you know, we did one of those big checks, like, in Happy Gilmore, like, with how much we raised, or, like, the profit share check in the market center. Anyways, that’s one of our big events. And it’s like the best of all worlds are some of our people have been into it. Like, every year everyone looks forward to it’s an awesome day. People get to meet and hang out with a lot of cool people, and we raise a ton of money. So, like, it goes hand in hand, right? So it’s like we’re passionate about giving back to our community. We’re passionate about bringing community together, and we get to play golf and have an awesome day. And it’s like, so that’s, that’s an event, um, we’ve done movie theater events like keeping it Some of that’s keeping it simple, like last year when trolls came out, it was actually not last year. I think it was the year before we pulled it together. In like two weeks, we just reached out to our lender partner and said, Hey, like, we’re going to rent a theater. Do you want to help sponsor it? They did it and, like, it’s more about back to love Gen. I think it’s like this thing where, like, you’re like, shit. What am I gonna say? I gotta call this person or text this person. I talked to them a couple weeks ago or a month ago or three months ago, whatever. So the whole thing around events, and I know you’ve probably heard this a million times, but it’s like it gives you a reason to reach out, right? So who cares if you talk to them three months ago and had nothing to say now, it’s giving you a reason to reach out to ask them, so you’re making a deposit to them, especially if you’re renting a movie theater, and they’re bringing their kids, and it’s giving them a way to get their kids out of the house, right? So anyways, trying to think, what other events I mean, those are the ones that like stand out to me. Some. We do like our events, but then also, right? We are a culture. Our culture is very important to us, our team culture, right? And we’ll talk, we can talk about that, but now, like Dan’s part of Dan’s role, who he’s handling 365, days of giving, right? He’s also a firefighter, so he’s on one day off two days at the firehouse. So he wanted, he we went to college with him, and he was licensed, and then he wanted to get more involved. And it started like a part time role, and now it’s like going into like this. His role is evolving, and he’s an operations beast. Where was I going with that? Where I was going with talking

Daren Phillipy  32:37

you were you’re talking about your culture, which is exactly where I kind of want to go. First of all, so good. You miss some of these others. Sometimes I do have to do a lot of heavy lifting. I’m just able to sit back and enjoy the ride on this one man. I really appreciate it. So so good. Let’s talk about your culture. You said your culture is so important. You’re leading this family, and and how do you bring that culture and set that culture where it’s a place where people do want to produce and love and all that stuff that you do? Yeah? Well, so

Josh Weinberg  33:10

we’ll talk about that. What I was, let me just finish the thought with Dan, because he will tie it back into that. So Dan’s role, part of his role, is also planning our team events. And by team events, not just like going to the Chicago association of sales awards, but like us curating events within the team, because our team wants that, especially we’re all not. We used to be. We used to get together every single day in person before COVID, right? We were together meeting every day, so that’s part of his role. So let’s talk about culture. Okay, I could probably talk for hours about this, and I do a class. I wrote a class I wrote a class called blueprint to building a championship team, where I talk about that a lot. So culture, to me, is harder to put in words than it is felt. What I mean by that is this, our culture is known throughout the Market Center, throughout Chicagoland and even across the country. People know a lot about our culture, and I could sit here all day long and tell you that our culture is the best, but nobody totally gets it, unless you’re in the locker room. I love sports and I love music. Okay, so I like everything. That’s how I apply things, is to sports and music. And what I mean by culture is the things that the people on our team do for each other and with expecting nothing in return or wanting nothing in return. That’s culture to me, right? And so when I share like our culture arc, we are a culture of honesty and gratitude and family and having fun and celebrating and giving back to our community and lifting each other up, right? And what I mean by that is this, we start every single morning. You know how I said pre COVID? We were meeting every day in person. Well, COVID rolled around and we couldn’t, so we were meeting every day, still, Monday through Friday for our huddle, virtually, okay? Monday is our bigger team meeting, where we cover, like, what we had, what we achieved last week, what’s on the dot, what’s on the. Up horizon for this week, where we are year over year, all that we start every single day off with gratitude. Okay? And what I mean by that is this, everybody on the team shares who and what they’re grateful for. And some days it’s I’m grateful for the sun shining, or some days it’s I’m grateful for the barista who ran after me because I grabbed the wrong coffee at the coffee shop, right? But some days it’s I’m grateful for being healthy, and here’s why. And what it does is, not only does it get our mindset into a place of positivity and just thinking of who and what we’re grateful for, which that alone starts our day off on a positive note, when we express that, it literally has gotten probably people on our team through some times that were pretty wild, and they share that, and I know that, and so I can tell you that it’s that my world has changed, not because I’m positive now and I wasn’t then. That is just who I am. But those days, let’s just we can all agree whether, in any industry, but especially in our industry, it can be it can be right. If we’re measuring our wins solely on how many clients we took that week, or Daren, how many agents you netted, or how many deals you put under contract, we’re all going to feel like we’re losing. Unless you’re meeting 365, new clients a year, we’re going to feel like we’re losing. So what we’ve done is not only get into this mindset of expressing our gratitude and flexing that gratitude muscle, we celebrate our wins throughout the week. Okay? Why? Because here’s why the last two years have been down, meaning our numbers are down, right, like what we achieved last year compared to two years ago. And it’s not just about numbers. Let me make sure to be clear on that, however, clearly when you set a goal or standards, or you have standards for what you’re going to achieve if you come up short, I don’t look at that as failure. However, I hate losing Daren, and I kind of started talking about this a little before you hopped on. I am a very, very, very, very competitive person, and whether it’s like sports, whether it’s anything, so it’s not like I’m saying we’re losing because we didn’t achieve it. I do hate losing, but I don’t look at it as a loss. Where culture matters most is culture always matters. I think we can agree, right? Can we all agree that culture matters and and again, you may define it different. What your culture is, where it matters most is when the going gets rough. So for example, you know, like your client, that you sell your house, their house in three weeks, two weeks a month, whatever it is in your market a week, they’re like, Oh, that’s awesome. But you know that client that, client that, if it’s sitting first now, even now, like 60 days as long, which is where, but let’s just say 9020, days, and they start questioning, like, the order of their photos that you put their photos in for the listing, or like the description of some word that you included. They don’t care when they’re listing cells in a week, what order your photos are in, or that you have a photo of, like this towel that slightly hanging out in the corner in the bathroom. But when it’s not selling, they do, and so when the when it gets challenging, and when people aren’t achieving what they what they need to or want to achieve, both not just for goals, but like for what they need to live right for their family or themselves, everything’s under the microscope, and culture matters most, so we have curated a culture of my door is closed right now because we’re on this but that people can share any ideas they have. They can speak up when something’s bothering them. They go direct to the person that they’re having an issue with. Does that mean that there’s no water cooler talk, no, but that’s the goal. And the goal is that if someone has an issue with something I did, I want them to come direct to me, because them going because Krista going to Anita to share something I did isn’t going to solve the issue. That’s like high school BS, right? Her coming direct to me and knowing that it’s a safe environment, or if something about compensation, or something that they would like to see change or they don’t feel right about. I have wanted to, I’ve made it very important to curate that culture, not just by saying it by by living it and championing it. Champion is that a word? Now I think it’s a word by they can come to me and have that conversation now I sit out tell them the answer is not always going to be yes. However, I’m always going to really give thought to what they’re requesting, and whether the answer is yes or no, I’m not going to make a decision right away, but we’re curating a culture where people want to be and what I’m saying is, last year was a challenge. It was. We were profitable, yet very few people on our team achieve what they wanted to achieve. Now, do I look at that as a loss or a failure? No, but people start to get antsy and question and right, and that’s okay, and that’s normal. So we’ve had, we’re having some what we call, like, I’m gonna call it laying the fish on the table conversations, where we have to have fierce conversations, or not even fierce, but. Just like open conversations, there was some clarity people needed on, like, hey, now that we have this senior associate role, like, who can do listings, who can’t? I thought it was pretty clear, but it doesn’t matter what I think, because if they if it’s not clear to everyone, then clearly I’m failing forward. So I just went off on, like, a whole deep thing. But it all ties back to, there is nothing more important in business, or, for that matter, relationships, that you’re in culture, and it doesn’t mean like how you are, like what your belief system is, and like religion or things like that, but who you are as a human being. And there’s one common theme with all 15 people on our team, and we don’t all agree on everything, and we don’t all bring the same skill sets, because if we did, we wouldn’t be achieving what we are or what we’re about to the common theme is this, every single person on our team sincerely cares about human beings and other people succeeding and get fulfilled off other people’s success, and they sincerely want to help other people. And are one thing, there’s five things that that are the most important things to me, for anybody that’s looking to join our family, and the number one thing, nothing more important, is honesty and transparency. And it’s not just for big things. It’s for literally everything. And what I mean by that is this, if someone needs a day or a week for like, mental health or just to unplug or to be with their kids. Cool. I support that 1,000,000% because before you guys have done Daren and I were talking about, there is nothing I love more than coaching my kids and watching them play sports, dance, gymnastics, all of that stuff. So I want everyone on our team to have the world they want, not just here. So when someone needs a day, rather than them saying, Oh, I feel sick. I can’t come in today for this 365, Days of Giving or this hot team meeting. And I happen to, like, be driving somewhere, and this has never happened, but I see someone shot gunning a beer, like on the Wrigley Field, like, if they need to go a day to go, like, hang out, go do it. But I want honesty and transparency, because when we trust each other on those things, right? When we can trust each other on the little things, I don’t ever have to second guess anything. When someone reaches out to me, whether it’s another agent in our industry or one of our clients, I know I can back our team 1,000,000% and so the foundation we talk about going deep, to go wide, rather than wide, to go deep, right? So, so

Daren Phillipy  42:25

good. Okay, so this is what we’re gonna do. I’m gonna ask everybody, get ready for your questions. Start pushing your digital hand, because I know we’ve got some. I’m skipping all of my questions. I got one though I’m coming to Chicago to get deep dish pizza. Where the crap Am I going?

Josh Weinberg  42:43

Okay, right by our market center, there’s this place called Pequots. Okay, it’s money. So a lot of people like lumales and giordanos, and they’re good. Those are, like, the Chicago staples, but P quads is money really, really good. I’ll say, though I actually like New York style pizza better than Chicago, like, deep dish. I like the big like, where you can, like, fold it over and, like, just, you know, like, that’s my favorite. But if you’re coming to Chicago, P quad students,

Speaker 1  43:11

how do you want all that? Because I’m kind of into food,

Josh Weinberg  43:15

P, E, Q, U, O, D, S, um, but yeah, yeah. I’d say P quads is kind of like, it’s if you know, like, if you know, you know, you know, like, hidden gem. But it’s not like, it’s as much of a touristy thing, because it’s not like in downtown, like River North, yeah.

Daren Phillipy  43:33

Love it awesome. Okay, so what we’re gonna do, by the way, by the way, Josh, you’ve been knocking out of the park. We’re freaking happy. I see all these smiling faces, and we’re getting fed. So thank you for feeding us. I’m going to open up the room now. For all those who have questions, raise your hand. No bad question. Ozzy, you’re up, dude.

Speaker 2  43:54

So I’ve been to Pequot, and it is a bomb. It’s delicious. So I second you on that. That’s super good. And Josh, thank you for pouring into us today. It’s I hate that Daren set up me as your barometer because I didn’t do justice. If I was truly your barometer, I would have done the whole spiel. So Daren, don’t ever do that again. Josh, here’s my only one question that I have for you, man, what are you looking to learn at family reunion?

Josh Weinberg  44:28

Great question, man, you know, like, I remember the first couple years I went and everyone was like, Dude, if you don’t go in with a plan, like, you’re going to be walking in circles. And I agree that happens. Um, is a great question, man, I think honestly, what I personally get more out of family reunion. I do love like the like the market, like the state of the market, because those are great talking points for our clients. I personally like seeing the people that I love and want to see that I don’t get to see all the. Time, and so I’m not saying I’m not going there to learn, because, dude, I am making I by no means know how. No matter how long I’ve been doing this, I’m still making mistakes, and I have so much to learn. Yeah, my focus is just going and seeing the people I love. And honestly, I’ve had some of the best conversations and learning from either people that I love, that I’m like, my homies are my, like, my, my people across the country, or just random people you start talking to. And like, I remembered once someone shared this idea with me. This was probably, like, four years ago, and like, this was an idea that I’ve never I I’ve never actually executed on, but, like, something I would have never thought of. They’re like, I think they were in like, Tennessee, and they were, like, I was just talking to them at, like, one of the big in the big room, they’re like, dude, the inventory is so crazy in our market. Like, I’ve just been trying to get if I can’t get a listing, I’ll ask someone for, like, a weekend listing agreement. They’re like, if I can sell it, I sell and if I don’t, maybe I pick up a bunch of buyer leads, right? So, like, what I’m saying ultimately, is is like, yes, those sessions are awesome. I’d say I don’t have one thing, and probably need to figure that out in the next five days. What I’m going there to do other than just meet, see my people and play golf, but it’s really just connecting and hearing people’s stories and people sharing ideas, because some of those ideas are next level and the and the big room. So yeah, that’s That’s it. Ozzy, that’s

Speaker 2  46:18

valid. That’s valid. Josh, that’s your intention for family reunion. And that’s not, you know, that’s super valid. So then let me rephrase this question, what do you need to learn in the next 12 months, or in this year, for you to progress in your journey? Because I know you’re a journey, or you talk like a journey, or so what are you looking to learn in the next 12 months?

Josh Weinberg  46:39

Yeah, well, and, and, and for one, that doesn’t mean I what I shared, I will definitely be in those, some of those breakout sessions. So I’m not saying, like, I don’t go into those, because I learned in those two honestly, I think the biggest thing is me getting better at accountability, like, like, the actual holding accountability, because I care so much and like, about my people that I also need to care so much about them, and even if they don’t want or need, feel like they need accountability, because I care about them, I should be holding them accountable so I’m getting that’s honestly my focus is figuring out how to be a bit more direct with them, because I care so much and our relationships are so tight and meaningful to me, yet I need to be able to, like, differentiate partner and colleague and friend and all that. So that’s really like something I need to work

Daren Phillipy  47:24

on. I could see that challenge with with loving your people so much. And I remember having a conversation with with our owner, and I was busy loving and she says, Well, Daren, if you don’t take care of that, you’re just telling them that you don’t care about them. And for me to be able to see that perspective was was really eye opening. And so I that’s the way I have approached it since.

47:53

Great question for sharing that

Daren Phillipy  47:56

what other questions you guys got while you guys, if there’s no digital hands, you can still raise a regular hand. I just like busting your chops. I do have a question, because you’ve done this for so long, and you have stepped in a lot of holes, What’s the mistake that you have learned from that you can share with us so we can avoid it,

Josh Weinberg  48:26

maybe taking on too much, or kind of like, I think, all right, first of all, for any of you who either have a team or are starting a team or building a team, it’s like getting out of our own way, right? When you’re used to doing it all. And what we realized the biggest like learning, I think mistake I had is and what we had was Tommy and I were on the path to burnout, right? He’s got three beautiful daughters. I have two, two amazing kids. That’s for us everything. And for a long time, we thought our clients wanted us at everything. And what we realized is, no, they just want the level of service that they were either told they were going to have with our team or that they had with us in the past. So I know like leverage is a big key buzzword, and it gets thrown around, and it’s figuring out what to leverage and whatnot, but I think it was the biggest thing I learned was I need to get out of my own way, which I’ve gotten better at. I still haven’t perfected it, but I think it was the biggest thing for me to have the life I want to have, I want to live. Because sure, if I wanted to, or if Tommy and I wanted to, we could, we could just still do all the business ourselves. And that’s what we used to think was to grow our business, we had to do more deals. And what we realized is that’s not necessarily it. We can impact lives and grow our business and scale it and still deliver this white glove service when we have everyone in specialized roles, or at least being able to get out of our own way, and everybody focusing on like three main things rather than like 30 main things. So I’m still working on that, and that was, like the biggest thing that I think I’ve learned, and like the biggest thing that not only has changed and will. Impact our business most importantly, so I can be the dad and husband and friend to the people that are really important

Daren Phillipy  50:05

to me, right? Love it. Love it. Great stuff. Aaron, ask away.

Speaker 3  50:14

Good afternoon. Thanks for having me on here. I’m from Midwest, and I’m growing a team. I have a full time admin, and between her part time buyer, agent and admin, we did just over 100 deals last year. And so I’m kind of that point where we want to start leveraging more. And where do you find that line, or where do you find the resources of who’s my next? I mean, I know that mrea, you know, two admins, and then a buyer’s agent, that kind of stuff. But where do you decide to juggle that? And then how do you find where to do your splits and where to bring value into the team so they see the value, and all those next steps of building a team? Okay, so

Josh Weinberg  50:59

first of all, just for clarity. You said it’s you and one admin currently correct. And you want to know what you should, who you should hire next, and how to how to create the value prop,

Speaker 3  51:10

I guess. Thank you for asking for clarity. I guess the biggest thing is, where do we find the resources of how to build that those team rules, what kind of splits to provide, what kind of value to provide, to keep people on the team and still finding value in it, and where to find those resources, because we don’t have a lot of teams where we are, okay,

Josh Weinberg  51:35

I’m going to share this. I don’t know if this is going to be a long winded answer, and it, hopefully it answers your question. I’ll shorten it for purpose of time, and I’m happy to talk to you later, Aaron and like, go deeper on this. Your if your admin right now is like this, the Empire Builder, the person you want to build this with, first of all, have them create the role description for what they need next and what they feel you need, because they may know better than you what you need, and create a role description around the things you and that person doesn’t want to do and you’re not good at because someone’s really good at that and wants to do that. Now, here’s what I’ll say, here’s the best way to do, what, what I what to find that person. And this is like such a long winded answer, and it’s probably need more necessary. We’re gonna need more than three minutes. Here’s the things I already shared. Honesty is number one. Number two, go find people that are in culture with you and who you are and your belief system, right, whatever that is for you. So if you need to, kind of like document it, you can give thought to it, or sit down with your teammate, your admin teammate, and draw that out so someone who’s in culture. Number three, someone that’s aligned with your vision, meaning not just the vision statement, but the vision of where you’re going, how you’re getting there, what that person’s opportunity is in your growth chart, right? And making sure they’re aligned with how you do it and where you’re going. Because if they’re not doesn’t mean they’re not a good person, or they’re not going to be good in the role, but they might not be the right fit for you. Right? Number four, this word thrown around a lot talent. Everyone’s talented at something. Find the person who’s talented the most. This is the they’re the most talented at the role you’re looking for. And not only are they the most talented at it, it’s the best role for them. And this is the fifth thing that I think is most important. And this could apply to any business, and should apply to any business. Whether someone’s looking for a new opportunity, or someone that’s looking to bring someone into their world, is finding not only those four things of being honesty and transparency, vision, culture, talent is making sure that person, and this is where a lot of people fail forward, that person is in a role that that fuels their fire to wake up and come in every day and doing it with people they love, and if you don’t have the love Gen mindset, nothing wrong, but at least people they want to be around. Why? Because we all have crappy, stressful, bad days, and those crappy days are a lot better when you’re doing it with people you love and you’re doing something you love. Think about like and again, I apply to music or sports. Think about these artists who are the most talented in the world, and their band breaks up because they’re either not doing what they actually love, or they don’t agree on things. Or an athlete who takes their jersey off, walks off the field and never walks on again, who could have been one of the probably great, greatest receivers. Clearly, something was off, and it was that something didn’t fuel his fire, whether it was the culture or whether he didn’t love who he was doing it with. So not sure that that answers your question, but those are the five things that I based anyone that looks to join our family to even see if we should continue the conversation. So back to what your question was about, like, how do you figure out what splits if someone’s aligned with all that, they’re going to be aligned with your vision, whatever your splits are, because what your splits are and what mine splits are may be totally different, but what we’re offering may be totally different. So someone who’s going to get hung up on splits, don’t get me wrong, that’s a normal thing, but if they don’t know what they’re getting for 20% or 80. Percent or 50% it’s like, okay, hey, this car is 40, $40,000 that one’s 120 Why does someone spend 120 for the same thing? It’s clearly not, but they’re more. That’s what they’re looking for, even if they’re both in their budget, right? So I don’t know, Aaron, if that answered your question, but I’m happy to talk to you more later, like if you want to hit me up, we can talk about it

Speaker 3  55:20

that that was great and great direction. Thank you very much. Awesome.

Daren Phillipy  55:25

Seriously, Aaron, that was such a great question. Little side note, um, write down my number. I know you have my number, Aaron, but I’m going to have you write it down again. 702-706-4949, that’s the reason why I started doing the OT is because I know there’s teams out there that don’t know how to scale, they don’t know those questions, the answer to the questions that you’re asking. And there’s people in the room. There’s people across the country that have the same thing. And so coming here every Tuesday at noon Pacific is the first step, and then as a team leader, and I’m here to serve you, so I’m happy to help you, lead you through that part. Too. Awesome. Okay, so we’re Josh, we are dying to send you freaking referrals, for sure. In Chicago,

Josh Weinberg  56:14

where do we send our referrals? So we didn’t even talk about it. We also serve Western Michigan, so we’re in Chicago, Chicago land. If there’s an area we don’t service, we will tell you who the best is. If it’s somewhere in Illinois and Western Michigan, one of our teammates, amazing teammates, moved there to be closer to families, and he was a professional hockey player, and he was the who to go grow in Michigan. So if you have anybody, or just if we can be a resource, yes, we would be honored and love to help anyone you know. My emails there, my phone numbers there, my Instagram is there. Find Tommy Choi on Instagram too. You will love his stuff. He’s, he’s a G, he’s, he’s like, he will drop so much knowledge on you about where to get the best shoes. But also he’s a sneaker head. But also, like everything, real estate, he’s next level. So I love being on with you all, and hopefully I’ll get to meet some or all you next week. So look for me, or hit me up, or would love to see you. Oh,

Daren Phillipy  57:11

dude, for sure, for sure. So, just so you know all the Vegas people, you come and find me, Josh, I’ll be the dude with the big red sign, and I’ll be one of the better looking bald guys in the whole place, as far as I’m concerned.

Josh Weinberg  57:25

Oh, the perfect that one person with the big sign in that big room.

Daren Phillipy  57:29

That’s right, I’ll be that one guy and but I’m glad to connect with you. And for Dude, you are freaking awesome. That’s all I gotta say. Do you have one last mic drop before we just I’m gonna you’re gonna say it, and then I’m gonna stop.

Josh Weinberg  57:47

Yeah, I think this. I said it already. I’ll reiterate, and I’ll close it with a quote that someone shared with me. But it’s so important to do what we all love with the people we love, and surrounding yourself with people that you want to be around every day. And it’s not just people you want to be around every dates, people that are aligned with you. Here’s what I’ll what I’ll say if you’re looking to hire, follow the CV process, because it works at a very high level. There’s nothing like it. Here’s the quote, and it’s actually a John Wooden quote. I heard Dick Dillingham share it. For any of you that know Dick Dillingham at q l quantum leap, like years ago, and I never remember quotes. And this one is stuck with. Is stuck with me. It’s, don’t let the things you can’t do get in the way of the things you can.

Daren Phillipy  58:29

That is it wise words from Dick and Josh both. I’ll see you guys next week. Just kidding, you will hear it on on iTunes, but the next week, you will not be in the room. We’ll see you in two weeks. So grateful for you guys and Josh, you’re the man. Thank you.

Josh Weinberg  58:47

Thank you. Yeah, you got it. It’s great to be with you. I’ll see you soon.

Daren Phillipy  58:52

See there you go. I know you love Josh bum that Tommy wasn’t able to make it, but Josh man freaking killed it. He’s got so much content. He loves his team. He loves his people. It’s evident. No wonder they’re one of the biggest teams in Chicago area. So I’m so glad we’re friends. Josh, I can’t wait to hang out with you, and specifically love to hang out with Tommy looks. Seems like you got a lot of great style that I just don’t have. So super cool dude. Anyway, that’s pretty much it on the OT side of things. Now you guys know this. I do this because I want to help build your team, build your business. I run one of the largest real estate companies here in Vegas. Kelly is a marketplace. So if you need help and you’re looking for ways to scale, looking for ways to be able to get some of your life back when you’re doing higher volumes in the real estate business, contact me. That’s what I do. My number 702-706-4949, I could be that guy to help you out make your life a little bit easier. And I think that’s pretty much it, guys. So I’m done. I. We’ll see you guys on the next OT. Can’t wait and until then, do some good.

Announcer  1:00:05

Thanks for coming to the OT. Remember you can join us every Tuesday at 1130 Pacific, Standard Time on Zoom, gain zoom, access the OT archive and other team [email protected] See you next week. You.