Latest / The Real Estate Agent Playbook / Transforming from Introvert to Entrepreneur: Open House Success! | Scott Kumler

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Transforming from Introvert to Entrepreneur: Open House Success! | Scott Kumler · The Real Estate Agent Playbook

• 0:00
  what is up today
• 0:00
  I have the pleasure of bringing Scott Koomler on
• 0:03
  from Phoenix Arizona
• 0:04
  an introvert who relocated to the area
• 0:07
  absolutely blew up his business through open houses
• 0:09
  then
• 0:10
  developed one of the most thriving team environments
• 0:13
  in that same area
• 0:14
  and then recently joined the Wolf Pack
• 0:17
  because of all the things that we offer
• 0:19
  as a collective community
• 0:20
  super excited to bring this one to you
• 0:23
  if you are interested
• 0:24
  in partnering with Scott and myself
• 0:26
  both at Carbon Collective and the Wolf Pack at EXP
• 0:29
  we have co sponsorship we can make that happen
• 0:31
  and you can have two absolute
• 0:33
  amazing resources to help you grow your business
• 0:36
  no matter what you go we got an introvert in Scott
• 0:39
  we got an extrovert in me
• 0:40
  so we can meet you wherever you're at
• 0:42
  and help you grow your business
• 0:43
  if you're interested in that comment below
• 0:46
  go to the link r E agent Wolf pack.com
• 0:48
  but for now let's bring Scott on
• 0:50
  and listen to his incredible story
• 0:53
  about how he has transcended his real estate business
• 0:55
  over and over and over again
• 0:57
  through the years through the differences
• 0:59
  through the changes and let's get to it
• 1:03
  what's up
• 1:04
  welcome to another episode of the Wolf Pack way
• 1:07
  as I mentioned we have Scott Koomler from Phoenix
• 1:09
  Arizona here Scott
• 1:11
  thanks so much for popping on
• 1:13
  can you start by
• 1:13
  just giving us a little bit of background
• 1:16
  about your real estate career
• 1:17
  your 30 second elevator speech
• 1:19
  just so people kind of know who you are
• 1:21
  and what you're about and then we'll dive in
• 1:23
  yeah for sure
• 1:24
  so um
• 1:25
  you know so
• 1:26
  my real estate career
• 1:27
  actually started in another state
• 1:27
  so I originally from Illinois
• 1:28
  I moved down to Arizona about uh
• 1:31
  9 years ago um
• 1:33
  got into real estate about 8 years ago
• 1:35
  um about a year after I uh
• 1:37
  moved down to Arizona um
• 1:39
  started off as a production agent
• 1:41
  um just kind of did my own production
• 1:42
  my wife eventually joined me in real estate
• 1:45
  as a full time real estate agent
• 1:46
  our first five years in the industry is just kind of
• 1:48
  us doing our own thing our own production
• 1:49
  and then about 2022 we decided to start growing a team
• 1:53
  we grew from about three to
• 1:54
  three agents to 55 agents within a couple years
• 1:57
  and here we are now I love that
• 2:00
  so take us back 2,017
• 2:02
  uh here's the deal right
• 2:04
  this is something I hear
• 2:05
  new agents tell me all the time
• 2:07
  and it's like well
• 2:08
  I'm not from here I can't build a business
• 2:10
  so tell me how you scaled your business
• 2:12
  um the one
• 2:13
  you know lead generation tool that you used
• 2:16
  and how you expanded it for immediate success really
• 2:20
  yeah so when I first got into real estate
• 2:22
  and I think this is important for any real estate agent
• 2:24
  who's starting out to really grasp and understand
• 2:28
  is I was very clear on who I was
• 2:30
  and I was honest with myself
• 2:32
  and so one of the things I knew
• 2:33
  one of the reasons why most people assumed
• 2:34
  I would fail in real estate is
• 2:36
  I'm a huge introvert so I don't like to just
• 2:38
  you know just reach out to people I don't
• 2:40
  I don't like being around a big community
• 2:42
  or anything like that
• 2:43
  and so because I understood that I was introverted um
• 2:45
  I knew I wasn't gonna want to call call expirates
• 2:48
  Fizbo's things of that nature and so
• 2:49
  so what I started doing
• 2:50
  when I first became a real estate agent um
• 2:52
  is I got clear my vision and then I said okay
• 2:54
  what makes the most sense
• 2:55
  um and so I decided to start doing open houses um
• 2:58
  and one of the reasons why I
• 2:59
  decided to start doing open houses
• 3:00
  was because it allowed people to come to me
• 3:03
  I felt more comfortable in the environment
• 3:04
  because I was face to face with them um
• 3:06
  and then of course while I was there
• 3:08
  you know I'd build those could build the relationships
• 3:10
  build the conversations
• 3:11
  and then I could kind of follow up with people
• 3:13
  afterwards
• 3:13
  and because follow up still part of the process
• 3:16
  I'd already met them I felt more comfortable um
• 3:18
  and so that's kind of really where I started you know
• 3:21
  I got very systematic from uh from the early on um
• 3:24
  I knew that you know from my previous job
• 3:26
  I used to be in retail management
• 3:27
  and I used to work about 60
• 3:29
  70 hours a week salary so
• 3:31
  I just knew
• 3:31
  I didn't want to work 60 to 70 hours a week anymore
• 3:33
  and so as a brand new agent
• 3:34
  I'm like okay
• 3:35
  I don't mind working like 30 to 40 hours a week
• 3:37
  you know and so what I would
• 3:38
  did is I created a system where I basically said
• 3:41
  I was gonna do five open houses a week
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  every single week um
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  and I did that for about six months
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  um as a brand new agent was consistent with it
• 3:48
  never missed a week there was a non negotiable
• 3:50
  I've never canceled an open house
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  even when I was selling 50 homes a year
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  I've never canceled an open house um
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  but I did open house five days a week
• 3:57
  every single week for six months
• 3:58
  took me about four months to get my first closing
• 4:00
  from those open houses um
• 4:01
  but by about month 6
• 4:03
  I'd closed an additional seven homes after that as well
• 4:07
  too and that's kind of where I started it
• 4:09
  was with open houses
• 4:10
  I did a lot on social media as well too
• 4:12
  I think social media is extremely important
• 4:14
  and so when I first before I got into real estate
• 4:17
  I used to always see a real estate agent
• 4:20
  I know out in California who's now
• 4:22
  does like celebrity and luxury real estate
• 4:24
  but I used to always see him
• 4:25
  talk about doing all these open houses
• 4:27
  and so as an outsider looking in
• 4:28
  I'm like oh man
• 4:29
  this guy's crushing it he's extremely successful
• 4:31
  look at all these listings that he has
• 4:33
  now I didn't know anything at the time
• 4:34
  I assumed they were all his listings
• 4:36
  but when I first got into real estate
• 4:37
  I realized none of those were his listings
• 4:38
  so I'm like well
• 4:39
  if I thought about that you know
• 4:41
  then
• 4:41
  everyone else probably thought the exact same thing
• 4:43
  so not only was I doing those open houses
• 4:45
  but I also paired up with social media where I'm like
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  I'm just gonna make it seem like I'm highly successful
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  and I post about all my open houses I was doing
• 4:51
  I'll let everyone know
• 4:52
  I was out there working and grinding
• 4:54
  um and that just kind of started spiraling
• 4:56
  yeah I think and eighteen uh
• 4:59
  homes in your first year right out after that seven
• 5:02
  so you kind of picked up some great momentum after that
• 5:05
  you know first four month low
• 5:07
  and that's our business right
• 5:08
  anything takes 90 days so to nurture that relationship
• 5:11
  get a closing in four months is pretty amazing
• 5:14
  but you you said two keywords right
• 5:16
  I'm an introvert and you were new right to the area
• 5:21
  and these are common things that I hear
• 5:23
  and I want people to really focus in on
• 5:26
  yes Scott's an introvert
• 5:27
  so he created an ecosystem right
• 5:30
  that he was comfortable in you would say
• 5:32
  well open houses
• 5:33
  like here's the deal
• 5:34
  if you're an introvert or an extrovert
• 5:35
  you still have to talk people to people to sell homes
• 5:38
  so but that environment was a lot more steady
• 5:42
  one to one communication first
• 5:45
  you know networking event
• 5:46
  where he's on a stage talking about her
• 5:48
  like a BNI or things like that
• 5:50
  so I want to really hone in on that
• 5:52
  and the importance of conversation
• 5:54
  but then the next thing you said was
• 5:56
  you know five a week
• 5:57
  so can you explain to me when
• 5:59
  obviously probably not all on the same weekend
• 6:02
  on the Saturday Sunday
• 6:04
  maybe they were but when did you have the five
• 6:07
  was there key times and when
• 6:09
  did you realize that
• 6:10
  it had to be more than just a weekend activity
• 6:13
  yeah I mean
• 6:13
  so um
• 6:14
  well so at
• 6:15
  as a brand new agent I didn't have any clients anyway
• 6:17
  so I'm like what else am I gonna do right
• 6:18
  so I'm like
• 6:18
  might as well just go out and do a bunch of open houses
• 6:20
  I actually technically did 22 open houses
• 6:22
  my first 25 days in real estate
• 6:24
  then I ended up going back to five a week
• 6:25
  once I kind of did all that
• 6:27
  but um
• 6:27
  with the five a week
• 6:28
  so typically what I did was I would do
• 6:31
  I would get myself off on Mondays and Thursdays
• 6:34
  um and when I say off
• 6:35
  I mean I was working like showing clients properties
• 6:37
  things of that nature but um
• 6:38
  and maybe even the follow up at that point too
• 6:40
  but Mondays and Thursdays were the days
• 6:41
  I didn't do the open houses um
• 6:43
  I would do one house on Tuesdays and Wednesdays um
• 6:46
  and then I would do another home on Friday
• 6:48
  Saturday and Sunday if it was during the week
• 6:50
  I would typically do it from two PM to six PM
• 6:52
  if it was the weekend I would do it uh
• 6:53
  10:00am to two PM um
• 6:55
  but then when I would do it on the weekend um
• 6:57
  I would
• 6:58
  when I would get that schedule with the listing agent
• 7:00
  I'd always tell the listing agent hey
• 7:01
  I'm gonna be here till 2 o'clock however
• 7:03
  if I don't have any other appointments that come up
• 7:05
  I'll stay till 4
• 7:06
  and the reason why is because I set up a ton of signs
• 7:09
  so I typically put out about 20+ signs
• 7:12
  for my open houses sometimes getting
• 7:14
  getting up to like about 50 signs at some
• 7:15
  at some locations and so I'm like
• 7:17
  while putting all these signs anyways
• 7:18
  I might as well stay for a couple extra hours
• 7:20
  and collect more business from it
• 7:21
  and so if I don't have anything else that's going on um
• 7:23
  I might as well stay
• 7:24
  but I did like to leave my weekends open
• 7:26
  after the open house in case I had showings
• 7:28
  because eventually once you start getting really busy
• 7:30
  then I started getting a ton of showings
• 7:32
  after those open houses
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  so sometimes I leave my house at 8:00am in the morning
• 7:35
  wouldn't get back till like
• 7:35
  eight PM or nine PM at night
• 7:37
  after doing all these um
• 7:39
  all these showings but then eventually
• 7:40
  once I started kind of building some momentum
• 7:42
  in that first year then my next year after that
• 7:45
  I was able to scale it back to three open houses a week
• 7:46
  so I did open houses every single Friday
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  Saturday and Sunday then my next year after that um
• 7:51
  doing that consistently then my third year
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  I scaled it back to two open houses a week
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  where I was just doing it Saturdays and Sundays
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  after that because by this point
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  I had a ton of clients I was working with
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  so it was hard to maintain
• 8:01
  so you're doing that on the open houses
• 8:03
  you still offer open houses on the listings
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  now that those are coming your way
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  do you still do those or did you still do those
• 8:08
  when you were mainly in production
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  not team leading so I uh
• 8:12
  so with my so with listings
• 8:14
  so I'd always find listings within our brokerage
• 8:16
  I typically wouldn't hold a lot of my own listings open
• 8:19
  unfortunately I always been some big brokerages
• 8:20
  obviously the NAR rules have changed um
• 8:22
  so that kind of makes it a little bit tougher
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  I have
• 8:25
  hold other listings open for other people's brokerages
• 8:27
  um back before you know
• 8:28
  the new NAR rules um
• 8:30
  but um
• 8:31
  I typically never I've been very particular
• 8:33
  about where I've done open houses um
• 8:35
  so as far as like the amount of turns
• 8:36
  I typically
• 8:37
  don't like to do open houses with more than two turns
• 8:39
  in the community
• 8:40
  I also like two main entrances in the community
• 8:42
  at least sometimes
• 8:43
  I'll do three or four main entrances in the community
• 8:45
  um so because of that
• 8:46
  I would do on my own listings
• 8:48
  if they were in a great location
• 8:49
  but as most agents know
• 8:51
  typically most homes don't sell via open houses
• 8:53
  so the main purpose of that was for me to get buyers
• 8:55
  I've done
• 8:56
  hundreds and hundreds and hundreds of open houses
• 8:59
  in my career um
• 9:00
  I've sold one home via an open house
• 9:02
  it's just the only time I've ever done it
• 9:04
  you know but
• 9:05
  so
• 9:05
  you might get lucky and sell a home via an open house
• 9:06
  but for me it was more about getting the
• 9:08
  the buyer leads um
• 9:10
  you know when they would come in
• 9:12
  and then building their relationship
• 9:12
  and then converting them into clients
• 9:14
  yep and I think that
• 9:15
  you know
• 9:16
  that metric has a little bit of a misnomer in it right
• 9:20
  you're talking about someone random coming in
• 9:22
  unrepresented and buying the house
• 9:24
  not someone that's agent doesn't want to show them
• 9:26
  and schedule the showing and comes in right
• 9:28
  that doesn't count as you know
• 9:30
  an open house sale
• 9:31
  and I think that's ultimately important
• 9:33
  because you were picking the house right
• 9:38
  you were picking the listing and yes
• 9:40
  you know depending on brokerages and things like that
• 9:43
  you're you have to stay within your brokerage however
• 9:47
  um it wasn't about just doing the
• 9:50
  any open house because you could get it easily right
• 9:54
  your two metrics were two turns
• 9:55
  and what was the two entrances so
• 9:58
  uh yeah
• 9:59
  no more than two turns to get to the home from like
• 10:01
  the main entrance and then at least two main entrances
• 10:03
  so you have like two main roads
• 10:04
  that would send outside of the community
• 10:06
  and then take you into that uh
• 10:07
  into that house hard race yeah
• 10:09
  or you know veins
• 10:10
  I guess that would be coming back so that's awesome
• 10:13
  um and very good stuff right
• 10:15
  so if this is going to be a strategy to grow buyers
• 10:20
  right you need to have some rules right
• 10:23
  I had an
• 10:23
  an agent who really crushed open houses and I said
• 10:28
  where where's your target client right
• 10:31
  where do you wanna meet buyers
• 10:33
  where do you wanna serve
• 10:34
  and that had to be his his domain
• 10:37
  would he take listings outside of that
• 10:39
  yes and would he do open houses
• 10:42
  he tried it but eventually got frustrated
• 10:44
  but it's because he got away from the Avatar
• 10:47
  like who you're trying to attract
• 10:49
  who's going to come to these
• 10:50
  how are we going to get the most people in two turns
• 10:54
  two main thoroughfares
• 10:55
  those things are absolutely massive
• 10:57
  you create the rules
• 10:58
  you create your SOS and you just go with it right
• 11:01
  probably why you're an excellent team leader as well
• 11:03
  and we'll get into that in a second
• 11:05
  so tell me about okay
• 11:07
  you're doing five open houses and you're extending time
• 11:10
  right if
• 11:11
  if it was busy or whatever right
• 11:14
  tell me about your
• 11:16
  work ethic and what you were doing in that time
• 11:19
  because here
• 11:20
  obviously we're both now d X P without offices
• 11:23
  sometimes
• 11:24
  doing an open house and getting some work done
• 11:26
  undistracted is is a part of it
• 11:28
  so what did you do when you had slower
• 11:31
  you know open house traffic
• 11:32
  and what did you do when it got more busy
• 11:34
  yeah I mean
• 11:35
  you know I always look at
• 11:36
  you know open houses
• 11:37
  my office for the day you know
• 11:38
  a lot of times people want to go to an office
• 11:40
  but it's like okay
• 11:41
  well if you're going there to make phone calls
• 11:42
  that's one thing because you get out of your own house
• 11:44
  I'm like bud
• 11:45
  I'm like you should be out there working anyways
• 11:47
  you know versus just going office and like hey
• 11:48
  socializing talking
• 11:49
  so I use my
• 11:50
  open house is kind of like my office for the day um
• 11:52
  and so there's multiple things that I would do um
• 11:54
  first of all um
• 11:55
  you know if any leads were ever come in those
• 11:57
  leads I'd build in my database right away
• 11:58
  I wouldn't wait till after the open house
• 12:00
  I would do it right there
• 12:01
  typically I do a lot of follow up um
• 12:03
  for my open houses um
• 12:04
  you know
• 12:04
  that's typically when I would do my CRM management
• 12:07
  um you know checking in with leads
• 12:09
  things of that nature um
• 12:10
  I also did a lot of social media posting
• 12:12
  obviously we talked about um
• 12:13
  you know the uh you know
• 12:15
  putting a post and I always rotate the type of post
• 12:17
  like one day
• 12:18
  I might do a selfie of me just in front of the house
• 12:19
  saying hey
• 12:20
  come check out my open house today
• 12:21
  another day I might do a video tour
• 12:23
  I mean so there's a lot of different things
• 12:24
  I would kind of rotate with when it comes to that um
• 12:27
  but I'm someone who likes to be extremely
• 12:29
  efficient with my time so I don't like to waste time
• 12:32
  so when I'm there I'm there to also do work
• 12:36
  um and so that way when I leave I can be more uh
• 12:39
  you know diligent with my time with my family
• 12:41
  you know I can spend more time with my wife
• 12:42
  I'm not now going home and have to say OK
• 12:44
  now I have to build all these leads in
• 12:46
  well I'm doing nothing else there anyways
• 12:47
  might as well build leads in there
• 12:49
  and when I go home I can spend time with my wife
• 12:50
  watch TV go on a date night
• 12:51
  stuff like that so optimizing your time
• 12:53
  I think is huge
• 12:54
  and I think a lot of times we're out of the open house
• 12:56
  and we don't necessarily see that
• 12:59
  um and so as we kind of transition now
• 13:02
  I'm sure that you're hammering on your new agents
• 13:04
  open houses and those kind of things
• 13:06
  at what time did you decide um
• 13:09
  obviously
• 13:10
  with your wife and yourself in solo production
• 13:12
  to really go there you touched on it in the intro
• 13:15
  but you know
• 13:16
  what leverage you know
• 13:18
  what leverage have you gained because of that
• 13:20
  and was there a specific thing where you're like
• 13:22
  okay this solo production I'm
• 13:24
  I've reached my limit
• 13:25
  like now we need to scale through a team
• 13:27
  yeah I mean so um
• 13:29
  so there's a couple different things to that right
• 13:31
  so you know
• 13:32
  when I started so in 2020 and 2021
• 13:35
  I had my best years yet without doing open houses
• 13:38
  so that's typically when I was selling about 50
• 13:39
  homes a year
• 13:40
  wasn't doing open houses or anything like that
• 13:42
  um and
• 13:44
  and so you can kind of see the snowball effect right I
• 13:46
  I worked my butt off at the beginning
• 13:48
  and then I was able to start scaling it back
• 13:49
  but then I wasn't able you know
• 13:51
  wasn't doing any open houses
• 13:52
  um during those two years
• 13:53
  but what I was doing was
• 13:54
  I was getting a lot of referrals from open
• 13:55
  house leads I was getting
• 13:57
  you know I had open house leads
• 13:58
  I'd be closing
• 13:58
  three years after I met them at an open house
• 14:00
  you know
• 14:01
  and so there was a lot of snowball effect from that
• 14:02
  from those two years
• 14:04
  then in the middle of the beginning of 2022
• 14:06
  and we had a few agents join our team
• 14:07
  like that's why I say
• 14:08
  we grew from three agents to five agents
• 14:10
  we got three agents on our team just from like
• 14:11
  word of mouth looking for some additional coaching
• 14:13
  mentorship stuff like that but at the beginning of 2022
• 14:17
  um I started uh
• 14:19
  you know seeing the shift in the market
• 14:20
  you know obviously what was happening between 2022
• 14:22
  interest rates were going up um
• 14:24
  and so I knew that it was gonna be harder to produce
• 14:27
  and to sell as many homes
• 14:28
  and you're gonna have to work
• 14:30
  you know double the amount of
• 14:32
  you do
• 14:32
  the double
• 14:33
  amount of work for the same type of business
• 14:34
  so that so I kind of knew that was gonna happen
• 14:36
  but the thing is at that time
• 14:37
  I also started getting really burnt out
• 14:39
  because I was selling a ton of homes
• 14:41
  doing a lot of work all that good stuff
• 14:43
  which I don't mind working
• 14:44
  but I just started getting
• 14:45
  burnt out from working with buyers and sellers
• 14:47
  and so I understood that if I wanted to be successful
• 14:49
  I'd have to go back to grinding
• 14:51
  doing open houses all the time again
• 14:52
  and doing all this work to get business um
• 14:55
  but I this is why it's very important
• 14:58
  be very clear on who you are and being very um
• 15:02
  be very understanding with what you're capable
• 15:04
  and what you're willing to do
• 15:05
  at the time because I'd already done all that at 20
• 15:08
  20 two
• 15:08
  I decided I didn't want to go back to doing all that
• 15:10
  again and so I'm like
• 15:11
  well instead of me going back and grinding it out
• 15:13
  like I used to what I'm gonna do is
• 15:14
  I'm just gonna go ahead and bring a bunch of agents
• 15:16
  on board and I'm gonna teach them everything
• 15:18
  I know people that are not burnt out yet
• 15:21
  and then have them go out there and just hustle
• 15:22
  because like when I was still doing open houses
• 15:24
  towards the end
• 15:25
  when I was still trying to do an open house
• 15:26
  here or there one of the things I started noticing
• 15:28
  is that I wasn't converting
• 15:30
  any open house leads anymore
• 15:31
  I was getting a ton of traffic in
• 15:32
  but I wasn't converting them
• 15:34
  one of the reasons why I wasn't converting them is
• 15:36
  I wasn't really trying
• 15:37
  and my heart wasn't in it anymore right
• 15:39
  and so you have to be very consistent
• 15:41
  whatever activity it could be open house
• 15:42
  it could be call expired we call this bows
• 15:44
  you have to be very passionate about what you're doing
• 15:47
  and you have to be motivated
• 15:49
  and at the time I started realizing
• 15:51
  my motivation for working with buyers and sellers
• 15:53
  was starting to dwindle so
• 15:54
  I didn't want to go through the motions
• 15:55
  and do all these open houses
• 15:56
  and say oh
• 15:57
  look all these open houses I'm doing
• 15:58
  and not get any business from it
• 15:59
  because I was burnt out so I'm like
• 16:01
  let me go ahead
• 16:01
  and just bring a bunch of agents on board
• 16:03
  teach them everything I know
• 16:04
  and then you know
• 16:05
  have them go out there and perform the activities
• 16:07
  because they were still motivated
• 16:09
  they were they were new
• 16:10
  you know they hadn't had the success that I had
• 16:12
  you know so I could help more people
• 16:13
  so that's my passion is now
• 16:15
  my passion is actually coaching agents
• 16:16
  and helping other agents uh
• 16:18
  you know have that type of success
• 16:19
  because I love when our agents make money themselves
• 16:22
  and kind of change their own families lives
• 16:24
  yeah and that's
• 16:25
  that's awesome so
• 16:27
  you know
• 16:27
  super productive team leader realized that obviously
• 16:30
  a lot of self reflection but it came from the grind
• 16:33
  right it came from
• 16:34
  five open houses a week for that first year
• 16:36
  and then three open houses
• 16:37
  and then to you know
• 16:38
  whatever that that step down was
• 16:41
  and then it was like okay
• 16:42
  now now you're gonna bear the fruits of the labor
• 16:45
  right that three years of hard work
• 16:47
  you built the sphere
• 16:48
  you didn't rest on your laurels and just say oh
• 16:51
  you know
• 16:51
  I'm just gonna keep doing open houses because that's
• 16:55
  that's at in at the heart of it
• 16:56
  it's transactional and you need to be relational
• 16:59
  so that's that's a
• 17:01
  a great kind of timeline of of exactly what it can be
• 17:05
  and then you got to the point where you're like okay
• 17:07
  these referrals are kicking
• 17:08
  all these people that I just helped
• 17:10
  you know they're
• 17:11
  they're sending me people
• 17:12
  and these old leads that are starting to
• 17:15
  you know kick and be be
• 17:17
  you know produced
• 17:18
  you know be ready to go buy a house qualified
• 17:21
  whatever that is and so then you're like okay
• 17:24
  now what 2022 the market changes a little bit life
• 17:28
  you know of
• 17:28
  of Realtors changed a ton during that time
• 17:31
  from constant just like receiving everything and
• 17:35
  you know everything coming in automatically
• 17:37
  and then all of a sudden
• 17:38
  the market cooled a little bit
• 17:39
  because of interest rates
• 17:40
  and you went down the the coaching route
• 17:43
  so a a ton of respect for just knowing that
• 17:46
  seeing that skill set and
• 17:48
  you know
• 17:48
  leading people now now we both obviously lead people
• 17:51
  we coach agents and we help
• 17:53
  and we'll talk about EXP in a second
• 17:55
  but the fact that now you don't have to be
• 17:58
  you know limited to Phoenix
• 17:59
  to help people replicate what you've done
• 18:02
  is a huge thing so if you're interested
• 18:04
  you're watching this and you'd like to partner
• 18:06
  you can actually partner with both of us through co
• 18:08
  sponsorship and have two very different uh
• 18:11
  skill set coaches uh
• 18:13
  to help you out if you do want to do that
• 18:15
  re Agent wolfpack.com or click the link below
• 18:18
  mention Scott Kumer's name and we'll
• 18:19
  we'll make sure we get there
• 18:21
  um so let's talk about the explosion
• 18:24
  the growth of the team right
• 18:26
  three agents to 55 agents
• 18:28
  um three agents were kind of natural
• 18:31
  how did how did 55 happen
• 18:33
  how did you get to that that number and that scale
• 18:36
  because in a short amount of time
• 18:37
  that's that's pretty impressive
• 18:39
  yeah so I
• 18:40
  I will tell you this
• 18:41
  this actually kind of gets a little bit of the XP
• 18:42
  thing as well too
• 18:43
  um it's important as a team leader
• 18:46
  to leverage as much as you can
• 18:49
  other people's skill sets
• 18:50
  and so when like
• 18:52
  a lot of times I see so many team leaders that like
• 18:54
  want to do on their own
• 18:55
  they create to train themselves or whatever that may be
• 18:58
  and they don't leverage other people
• 19:00
  and then it makes it a lot harder for them to grow
• 19:02
  and so I was very fortunate
• 19:04
  um when I actually first got into real estate
• 19:06
  um I actually joined a team without knowing
• 19:08
  I was joining a team and so
• 19:09
  um I uh
• 19:11
  I was we were talking to a bunch of different brokers
• 19:13
  um I had talked to eight different brokers at the time
• 19:15
  and then all of a sudden out of nowhere
• 19:17
  uh some uh
• 19:18
  random guy sends me a video text message
• 19:20
  wanting to meet because I'm fresh
• 19:21
  new out of school and they want to talk about it
• 19:23
  I'm like okay
• 19:24
  who's this weird guy sending me a video text message
• 19:25
  I'm like well
• 19:26
  let me go ahead and meet them
• 19:26
  because it's something different
• 19:28
  let me go ahead and check it out
• 19:29
  um that uh
• 19:30
  video text message that guy actually used to uh
• 19:32
  was a recruiter for a guy named Joshua Smith
• 19:34
  um and I thought Joshua Smith and
• 19:37
  and Revistol was the brand was actually a brokerage
• 19:40
  I had no idea that they were actually a team
• 19:41
  I never looked at myself as joining a team
• 19:43
  um I always thought myself as a team leader
• 19:45
  and so um
• 19:47
  I end up joining what I thought was a brokerage
• 19:49
  which happened to be Joshua Smith's team
• 19:51
  and by far
• 19:52
  it's been the best decision I've ever made in my life
• 19:54
  Joshua Smith who's a top producing agent
• 19:56
  you know sold over 7,000 homes himself
• 19:58
  done things at a very high level
• 19:59
  has this amazing training
• 20:01
  university that all of our agents can plug into
• 20:03
  so what that allowed me to do is as I was on his team
• 20:06
  I actually started growing a team within his team
• 20:09
  now they didn't give leads like
• 20:10
  like people normally think of team is like
• 20:12
  teams that give leads and stuff like that
• 20:14
  all he really did was have the systems
• 20:15
  and he gave TC help and some other help as well too
• 20:19
  but he's had systems in place
• 20:20
  training university and said
• 20:21
  hey agents go out there and do it on your own
• 20:22
  well I took what his systems were
• 20:24
  and then I created more of a team structure
• 20:26
  within a structure so
• 20:27
  I didn't have to go ahead and create the training
• 20:28
  myself
• 20:29
  I didn't have to go ahead and do any of that work
• 20:31
  he had already done it at a very high level
• 20:33
  his training is better than mine
• 20:34
  I sold 18 homes my first year
• 20:36
  Josh of the Open Houses
• 20:37
  Josh sold 48 homes this first year of the Open Houses
• 20:39
  who's the better open house trainer me or Josh
• 20:41
  probably Josh cause he sold 48 homes this first year
• 20:43
  right
• 20:43
  so I was able to plug all my agents into his training
• 20:47
  when I was growing the team
• 20:48
  and then what I did was
• 20:49
  I just kind of create the system and the structure
• 20:50
  around that and so
• 20:51
  what most of my role was at that point
• 20:54
  was having high level conversations of like
• 20:56
  you know whether it's lead sources referral companies
• 20:58
  stuff like that and then basically just recruiting
• 21:00
  and doing more of the one on one training and stuff
• 21:03
  and that's that's important right
• 21:05
  because Josh did have some success with open houses
• 21:07
  he also had some success in other areas
• 21:09
  so that partnership allows your agents to you know
• 21:13
  on this team plug in to different pathways to success
• 21:18
  because maybe someone who's an extrovert
• 21:20
  isn't gonna love the open houses
• 21:21
  or maybe they're a single parent
• 21:23
  and they don't have that prime time
• 21:25
  you know weekend open or whatever
• 21:27
  and there's other routes and other methods within that
• 21:30
  through leveraging other people
• 21:31
  other team leaders
• 21:32
  other coaches under the Joshua Smith tree
• 21:35
  those kind of things and if you're in those ecosystems
• 21:38
  you can easily make those connections
• 21:40
  which is I mean
• 21:41
  Paramount to the culture of the Wolf Pack
• 21:43
  and everything that we've done um
• 21:45
  as well at at the you know revenue share level um
• 21:49
  so let's go into a little bit of top producers
• 21:52
  because there's been hundreds of top producers
• 21:54
  thousands of top producers because that's what it is
• 21:57
  right you sell you know real estate
• 21:59
  you're on the hamster wheel
• 22:00
  and then all of a sudden people start knocking like
• 22:02
  when you gonna start a team
• 22:03
  are you gonna start your own brokerage
• 22:05
  so why do you think that top producers
• 22:08
  who try to build teams sometimes
• 22:10
  and maybe more often than not fail
• 22:12
  and you know is it a misunderstanding of leadership
• 22:15
  accountability structure
• 22:17
  what do you think the No. 1 problem is
• 22:19
  and the difference between a failure
• 22:22
  you know of a top producer to go that route
• 22:24
  and somebody who's successful
• 22:26
  um I
• 22:27
  I think
• 22:27
  I do think structure is a huge important factor
• 22:30
  that and then systems um
• 22:31
  I think as as top producers you get very big ego's um
• 22:35
  where you basically say I need to do it on my own
• 22:37
  or I need to be the one that trains all my agents
• 22:39
  or I need to do this um
• 22:40
  and you know then there's a lot of
• 22:42
  has to do with like delegation as well too
• 22:44
  you know
• 22:44
  and so you have to be able to delegate things out
• 22:46
  and that also includes some of the coaching
• 22:48
  and so you know
• 22:49
  I feel like that a lot of top producers that try to
• 22:51
  become team leaders they
• 22:52
  they don't have the systems in place
• 22:54
  and the leverage
• 22:55
  to then allow them to go out there and grow the team
• 22:57
  and then what ends up happening is two things happen um
• 23:00
  as a top producer um
• 23:01
  you are still rely
• 23:02
  so much on your own personal production
• 23:04
  to be successful
• 23:05
  because your agents are not selling any homes
• 23:07
  so instead of you spending time with your agents
• 23:09
  training them
• 23:09
  coaching them and teaching them how to be successful
• 23:11
  you're going out there and producing
• 23:13
  or you have to sit there and say okay
• 23:15
  I'm gonna step back from production a little bit
• 23:16
  and then rely on my agents to produce well
• 23:18
  what happens is especially
• 23:20
  if you don't have the systems in place to train
• 23:21
  your agents those newer agents now we're not producing
• 23:24
  they're not making any money
• 23:25
  but because you're step back from production now
• 23:27
  you're not making any money
• 23:28
  um you know
• 23:29
  from your own personal deals
• 23:30
  and then you basically go broke and decide okay
• 23:32
  this team's not worth it I bet
• 23:34
  you know I'm not gonna run my own team anymore
• 23:36
  and they eventually get out of that business right
• 23:37
  as far as growing a team um
• 23:39
  and so that's why it's
• 23:40
  important that you have the correct systems in place
• 23:41
  that you can plug your agents into
• 23:43
  which still allows you to produce if you want to
• 23:44
  like if I wanted to be on production
• 23:46
  I could you know
• 23:47
  it still allows your systems to produce
• 23:48
  but then also your agents are taken care of
• 23:50
  and they get the right type of training so um
• 23:52
  to me I've always had a super
• 23:54
  you know like low ego
• 23:55
  like no
• 23:56
  like I'm not I'm not egotistical or anything like that
• 23:57
  so it's like me like
• 23:58
  hey I'm gonna use all the resources I have
• 24:00
  and then I make sure you know
• 24:02
  myself and I don't care about splits
• 24:03
  I don't care about you know
• 24:04
  financial anything like that
• 24:06
  you know I'm like
• 24:06
  how do I partner
• 24:07
  with some of the top people in the industry
• 24:10
  that I can give my agents the best access possible
• 24:13
  and that's kind of why you know
• 24:14
  we partner with Josh now we partner with Mike
• 24:16
  because it's like
• 24:16
  I'm partnering with some of the top people
• 24:18
  that I can help our agents grow even further
• 24:20
  I think
• 24:20
  I mean I think that's pretty incredible
• 24:22
  and also incredible that Josh had that organization
• 24:25
  outside of you know
• 24:26
  a revenue share cloud based model
• 24:28
  um but as you kind of jumped into it
• 24:31
  you saw immediately okay
• 24:32
  I'm good at this and I can speak to this
• 24:35
  and I also have access to Joshua Smith's training
• 24:38
  and all of those Joshua Smith has been on the channel
• 24:41
  if you want to go check out his video
• 24:43
  it's it's a couple weeks ago
• 24:44
  but if we're talking about this right
• 24:48
  in 23 from 23 to 24 right
• 24:51
  your numbers are absolutely insane
• 24:53
  and you're you're telling me that it's because
• 24:57
  it wasn't just Scott and your wife blowing it up
• 25:01
  it was because of that partnership
• 25:03
  that you didn't even know
• 25:04
  that you made that choice
• 25:05
  that you said was the best choice of your career
• 25:08
  right to do that and it's only scaled from there
• 25:10
  obviously with Joshua and
• 25:12
  you know moving over to the Wolfpack
• 25:13
  but tell me a little bit about 23 to 24
• 25:16
  88% transaction growth and 147% volume growth
• 25:21
  that's not just like making it as a team leader
• 25:23
  that's like changing the game
• 25:25
  so
• 25:26
  how did you develop a system to make sure those agents
• 25:28
  plugged in to someone else
• 25:30
  even though they were walking in your office and
• 25:32
  talking to you about joining
• 25:34
  and then you're like okay
• 25:35
  well here's what I'm good at
• 25:36
  but go check this out
• 25:38
  like how was that that system and how did that
• 25:41
  you know take place
• 25:42
  because obviously
• 25:42
  it was a key point in that massive growth
• 25:45
  from 23 to 24 yeah
• 25:47
  I mean so for first of all
• 25:48
  I'm obsessive
• 25:49
  so my goal is always to get get better every single day
• 25:52
  and you know
• 25:52
  like to me it's like how do I plug every single hole
• 25:55
  so you know like
• 25:55
  what we were a few years ago
• 25:57
  is a lot different than we are today
• 25:59
  and so every single day it's like
• 26:00
  how do I get better how do I get better
• 26:02
  how do I get better and obsessive um
• 26:04
  I'm a I'm I'm a super analytical guy too
• 26:07
  so like to me like
• 26:08
  if I were not to do more transactions
• 26:10
  the previous year like that probably make me so upset
• 26:12
  so it's like it not even the money aside not commission
• 26:15
  like that's not really a big deal
• 26:16
  I'm super competitive when it comes to that
• 26:18
  so I'm just obsessive all the time
• 26:19
  so what I did was
• 26:20
  I basically kind of created a system where we try to um
• 26:23
  try to plug every single hole possible
• 26:26
  and so like for example
• 26:27
  one of the things that we've done a lot better recently
• 26:29
  in the prime last
• 26:31
  well last year and a half or so
• 26:33
  is we got our onboarding process to improve
• 26:36
  you know so for example
• 26:37
  like with onboarding
• 26:39
  like we make sure now that we're very structured
• 26:41
  so when a new agent comes on board
• 26:43
  we get them going right away
• 26:44
  we have the exact step by step every single day how to
• 26:47
  what they have to do um
• 26:49
  take them through all the training
• 26:49
  but then on top of that we also have
• 26:51
  because one of the things we started realizing up front
• 26:53
  was when we put people through our training videos
• 26:55
  like for example Josh's training videos
• 26:57
  people would tell me they would watch them
• 26:59
  and then they would ask me questions
• 27:00
  that they should have Learned in these videos right
• 27:03
  and so you start realizing
• 27:04
  I'm like are people really watching these videos
• 27:05
  like for example our buyer consultation training right
• 27:07
  we did
• 27:08
  everyone watch our buyer consultation training video
• 27:10
  the next thing you know they do a buyer consultation
• 27:12
  and they don't know what to do
• 27:13
  you know and so
• 27:13
  one of the things that we started doing was
• 27:15
  we started pairing his training videos
• 27:17
  but we also started pairing it with activities
• 27:20
  so meaning that like
• 27:20
  when they would watch the buyer consultation training
• 27:22
  video they had to role play the buyer consultation
• 27:25
  training with my sales manager
• 27:27
  same thing with the listing presentation
• 27:28
  listing presentation
• 27:29
  you had to role play the listing presentation
• 27:30
  with my sales manager um
• 27:32
  you know we talk getting into some of the mindset stuff
• 27:34
  Josh has a lot of mindset training videos
• 27:36
  and then there's also sheets that you fill out
• 27:39
  you know like the
• 27:40
  uh you know uh
• 27:40
  uh the
• 27:41
  I forget the exact names like the vision board document
• 27:44
  all that stuff and then we would have the
• 27:46
  have our agents on the training would specifically say
• 27:48
  okay complete this document
• 27:50
  and then email me the document showing it's complete
• 27:53
  you know
• 27:53
  and so we start putting activities along the way too
• 27:56
  to kind of prepare
• 27:57
  our agents to make sure they're doing it
• 27:58
  now obviously
• 27:59
  as a traditional team we do provide leads to our agents
• 28:01
  so we kind of use that ability to provide leads
• 28:04
  as kind of like that or that
• 28:06
  that on boarding process is a way to test
• 28:08
  people as they're going through it
• 28:09
  so to determine that
• 28:11
  once we are ready to start getting leads
• 28:12
  they're prepared ready to go and ready to rock and roll
• 28:15
  yeah and I think that that's absolutely key
• 28:18
  and I think you know
• 28:19
  if let me just ask you this question
• 28:22
  if the Wolf Pack model was like it was
• 28:25
  and Josh was over here you know
• 28:27
  when you first started do you think
• 28:30
  that would have been a positive move for you
• 28:33
  to go revenue share plus team build
• 28:35
  or
• 28:36
  did you need to go through the process to develop that
• 28:38
  you know close and accountability with a team before
• 28:42
  you know seeing this opportunity
• 28:43
  as we kind of talk about the EXP move
• 28:46
  yeah I mean
• 28:47
  so obviously as a new agent
• 28:48
  I probably didn't know what EXP was
• 28:50
  I mean obviously
• 28:51
  the benefits just from people talking to me about it
• 28:52
  you know sound very appealing
• 28:54
  so as a new agent you know
• 28:56
  what would I have thought of
• 28:57
  I mean I
• 28:57
  you know um
• 28:58
  I don't know but
• 28:59
  you know I think that the
• 29:02
  the ability to leverage
• 29:03
  and grow is very important to me
• 29:05
  and so as an opportunity when it comes to EXP
• 29:08
  you know um
• 29:09
  like if for example
• 29:09
  if Josh was with the EXP at point and his team like
• 29:11
  was recruiting me there I probably would have joined
• 29:14
  because I wouldn't have even known
• 29:16
  I wouldn't even know right
• 29:17
  I've been like yeah
• 29:18
  I love the training because
• 29:19
  you know like
• 29:19
  I interviewed with a different brokerage at that time
• 29:22
  um and um
• 29:23
  the other brokerage that I interviewed with um
• 29:26
  he to actually they told me
• 29:27
  I'm not gonna mention broker's name
• 29:29
  but they told me at the time that
• 29:30
  if I wanted to be successful in real estate
• 29:32
  I have to co call expired listings
• 29:34
  and I'm like well
• 29:35
  that sounds absolutely horrible
• 29:36
  I'm like I hate the cold call expired listings
• 29:38
  well with
• 29:39
  you know when I interviewed Josh's uh
• 29:40
  recruit the time you know
• 29:41
  he didn't talk about that
• 29:42
  he talked about
• 29:42
  Josh being one of the top coaches in the country
• 29:44
  but he also talked about you know
• 29:45
  doing videos doing
• 29:47
  he actually talked about YouTube and doing like
• 29:48
  like um
• 29:49
  like reviews of restaurants and things of that
• 29:51
  nature and doing videos and stuff like that
• 29:52
  I'm like well
• 29:52
  that sounds more new age sounds more in line
• 29:55
  and on top of that
• 29:56
  the splits were better than what I was with
• 29:57
  this other broker
• 29:58
  which I thought had the best training in the world
• 29:59
  so um
• 30:00
  to me as a new agent it was all about training
• 30:02
  I didn't really care about splits
• 30:04
  um other than the fact
• 30:05
  I didn't think I wanted to be on team splits
• 30:07
  but I'm like you know
• 30:07
  I just wanted the best training available
• 30:09
  because I knew nothing you know
• 30:10
  real estate school
• 30:11
  doesn't teach you how to be successful in real estate
• 30:12
  so yeah um
• 30:13
  that's all I want really wanted as a new agent
• 30:15
  yeah
• 30:16
  I think people join people right at the end of the day
• 30:18
  and that's
• 30:19
  that's essentially what you're saying here with
• 30:21
  with Josh so if you're a top producer
• 30:23
  and that's out there listening to this video
• 30:26
  what what is one thing that you would have
• 30:29
  done a little bit differently
• 30:30
  or one thing that you absolutely didn't know you needed
• 30:34
  at that time of transition
• 30:37
  um
• 30:38
  so it goes back to the on boarding as a brand new team
• 30:40
  I didn't have my on boarding as dialed in as I do now
• 30:44
  um now obviously when you're doing it
• 30:47
  you know you start to find holes
• 30:48
  so I just went ahead and did it
• 30:49
  you know um
• 30:50
  I will say the other thing
• 30:51
  that I probably would have done differently
• 30:53
  is that I would have I overthought growing a team
• 30:56
  and so like I said I had a few agents
• 30:57
  join my team before I really started putting
• 30:59
  focus on it
• 30:59
  but it took me about two to three years to really start
• 31:01
  putting focus on
• 31:02
  when I should have been growing a team quicker
• 31:04
  um and so I think for me
• 31:05
  it was just overthinking
• 31:07
  the team building aspect of it
• 31:08
  um but once I started doing it
• 31:10
  it wasn't as hard as people make it out to be
• 31:13
  because I had the right leverage in play
• 31:15
  so um
• 31:15
  that's probably the one thing is
• 31:16
  I probably wish I would have grown my team quicker
• 31:18
  or earlier in my career right
• 31:21
  so
• 31:21
  look out for leverage and develop systems immediately
• 31:25
  right and I think like you said
• 31:27
  you know the people that really struggle
• 31:29
  it's because they have to keep doing the production
• 31:31
  and they don't have time to build that system out
• 31:34
  that accountability out which
• 31:35
  you know you didn't have to build the whole system
• 31:38
  but you did have to build some accountability
• 31:40
  within the team which is
• 31:42
  you know pretty incredible
• 31:43
  so fast forward
• 31:45
  I think this year you moved your team to EXP May 1st
• 31:48
  right that's my anniversary year as well actually
• 31:50
  I remember that from being on your channel
• 31:52
  yeah um
• 31:53
  what were you seeing in the traditional model
• 31:56
  that made you realize or was it just hey
• 31:58
  you know Joshua's made the move over
• 32:00
  let's let's continue to follow in those footsteps
• 32:02
  everything's working why change it
• 32:04
  or what was the the thing that had you
• 32:07
  I'm sure it wasn't just like
• 32:08
  oh I'm just following Josh
• 32:09
  like what was the thing in the traditional model that
• 32:12
  that had you uh
• 32:13
  thinking and seeking other opportunities
• 32:15
  so um
• 32:17
  so Josh uh
• 32:18
  I moved in December 1st of 2024
• 32:21
  um and so he approached me
• 32:23
  because Josh had about 100 agents
• 32:25
  um on his team
• 32:26
  but about 55 of them were my agents
• 32:28
  you know so when he's moving over
• 32:30
  he obviously wanted to buy in for me
• 32:31
  so he is one I'm one of the first persons he talked to
• 32:34
  other than his director of operations that said hey
• 32:35
  I'm thinking about making this move
• 32:37
  um you know
• 32:38
  so he approached me about two months prior to him
• 32:40
  officially making the move over to EXP um
• 32:42
  he connected me with a lot of
• 32:43
  you know a lot of people as well too
• 32:45
  you know because I had to think about it
• 32:46
  and after about a bunch of time
• 32:48
  a bunch of month or a bunch of weeks thinking about it
• 32:51
  um
• 32:51
  I made the hardest decision I've ever made in my career
• 32:54
  which was basically
• 32:55
  telling Josh that we were not moving over to XP
• 32:57
  and we were staying with our previous brokerage
• 33:00
  um and one of the reasons why
• 33:02
  I decided to stay with our previous
• 33:03
  brokerage was
• 33:04
  I didn't understand how it was gonna benefit
• 33:06
  our agents um
• 33:07
  and no one has explained to me how can benefit
• 33:09
  I understand how it's gonna benefit me revenue share
• 33:11
  I get it I have a team
• 33:12
  makes a whole lot of sense
• 33:13
  why I'd make potentially more money over XP
• 33:16
  but I have about 55 agents to think about
• 33:17
  and so I'm like
• 33:18
  I'm not willing to move unless I know for certain
• 33:21
  that this is going to be the best move for the agents
• 33:23
  within my organization and so what I think by far
• 33:27
  that's the best decision I've ever made though
• 33:29
  by not moving with Josh d X P at that time
• 33:32
  and one of the reasons why that's the best decision is
• 33:34
  for one
• 33:34
  if I approach all my agents about at that point
• 33:37
  I couldn't explain it so you know
• 33:39
  they would probably all not moved over with me
• 33:41
  and I probably would've been s O L right um
• 33:43
  and second thing is
• 33:44
  that gave me about 5 months to really analyze
• 33:47
  how we can make this a huge win for our agents um
• 33:50
  and so there's actually I think
• 33:51
  there was one day that I was sitting in Josh's office
• 33:53
  because I was dropping back his open house signs
• 33:55
  since we were no longer gonna move on with him um
• 33:57
  I was sitting in Josh's office
• 33:58
  and we're just having a conversation um
• 34:00
  and he said something that sparked an idea in my head
• 34:03
  and also a light bulb went off
• 34:04
  and I forget exactly what he said at that point
• 34:06
  but I just know
• 34:06
  the light bulb went off while I was in his office
• 34:09
  and I realized
• 34:10
  that there's a way that I could structure it
• 34:13
  to where it could be a huge benefit to our agents
• 34:14
  and so
• 34:15
  we kind of create this agent leader mentor program
• 34:17
  where one of our top producing agents
• 34:19
  they come underneath me
• 34:20
  but anytime we recruit a new agent to our organization
• 34:22
  we put underneath one of our top producing agents
• 34:24
  as well too
• 34:25
  because one thing that I got asked all the time from uh
• 34:27
  newer agents is there anyone I can shadow
• 34:30
  well you can probably shadow
• 34:31
  some of our producing agents are nice people
• 34:33
  but there's no benefit to them
• 34:34
  so you're probably gonna get met with a lot of nose
• 34:37
  right and me
• 34:38
  I'm not in production anymore
• 34:39
  so you can't really learn from me
• 34:40
  you can sit you know
• 34:41
  sit in my office and watch me on zoom all day
• 34:43
  if you want
• 34:44
  but it's not really gonna be a huge benefit
• 34:45
  so we're able to kind of create that agent leader
• 34:48
  mentor program
• 34:48
  where then we can put our new agents underneath our
• 34:51
  top producing agents
• 34:52
  um and then uh make them a lot more money too
• 34:55
  and that's ultimately
• 34:55
  what's kind of a big factor to me is
• 34:57
  how can I make our agents a lot
• 34:58
  more money but then on top of that too
• 35:00
  it also allowed me to help more agents
• 35:02
  because as a team leader one
• 35:04
  of the biggest frustrations
• 35:04
  for most team leaders out there
• 35:06
  is that they recruit a bunch of agents
• 35:08
  they make their agents top producers
• 35:10
  and then their top producers one day say okay
• 35:12
  appreciate you love everything you said
• 35:15
  I'm ready to move over as a
• 35:16
  to the independent agent within the same brokerage
• 35:18
  well now
• 35:19
  this allows us to basically
• 35:20
  still move them over as independent agent um
• 35:22
  or even if they want to grow a team
• 35:24
  we still because of the revenue share model
• 35:25
  we still have the incentive
• 35:26
  to help them grow their team too
• 35:28
  so this gave me the ability to help more people
• 35:29
  and then took away some of those pain points of
• 35:32
  people leaving us in the future um
• 35:34
  you know especially once we made them
• 35:35
  like a top producing agent yeah
• 35:37
  so that's key right and I hear that time and time again
• 35:40
  from these successful team leaders like
• 35:42
  what's it gonna be for my agents
• 35:44
  like what's what's the positive
• 35:46
  positive result for the agents that I'm asking to
• 35:49
  uproot their business and change
• 35:50
  and I think sometimes in the revenue share world
• 35:53
  we make it not that big of a deal to change brokerages
• 35:56
  and I think that we always need to understand that
• 35:59
  that's you know
• 36:00
  equivalent to walking into your boss at a 9 to 5
• 36:04
  and saying hey
• 36:04
  I'm gonna go work over here at a different competitor
• 36:07
  right that's a big deal
• 36:08
  so you've got relationships
• 36:10
  you got all the things and I think that
• 36:13
  sometimes we downplay that a little bit
• 36:16
  so for an agent who's already producing
• 36:18
  or already leading people
• 36:20
  what did EXP make possible for you
• 36:23
  you know
• 36:23
  outside of this kind of revenue share stacking model
• 36:27
  that you maybe were surprised by when you
• 36:29
  you came over so
• 36:31
  the biggest thing I was actually
• 36:32
  surprised by was the community
• 36:34
  um the
• 36:34
  with because
• 36:35
  you know you think of a cloud based brokerage
• 36:37
  everyone thinks oh
• 36:37
  it's virtual I'm not gonna see people
• 36:39
  you know I wanna like a brick and mortar location
• 36:41
  stuff like that I'm a huge introvert
• 36:43
  my last brokerage was a brick and mortar location
• 36:45
  um I never saw anyone
• 36:47
  you know so um
• 36:48
  I didn't go into the office
• 36:49
  I didn't do any type of stuff
• 36:50
  so the virtual model allows me to be
• 36:52
  feel like I'm more connected
• 36:53
  um I feel like I mastermind with a lot more
• 36:55
  higher producing people
• 36:57
  um you know
• 36:57
  obviously I that's how I met you
• 36:59
  you know that's how I met a lot of other people
• 37:00
  you know we're
• 37:01
  we have our wolf pack
• 37:02
  leader calls every single Thursday
• 37:03
  so it gives me an opportunity to listen to other
• 37:04
  top producers and top leaders
• 37:06
  within the organization you know
• 37:07
  we went to EXP econ everyone came up to me
• 37:09
  like they've known me for the longest time
• 37:11
  even though
• 37:11
  it's the first time I ever saw them in person um
• 37:13
  so I felt like to me that's the biggest surprise
• 37:15
  was how good the community was gonna be
• 37:17
  that I didn't expect that
• 37:19
  I actually did a video on my own YouTube channel
• 37:20
  about how that was my biggest surprise as well too
• 37:23
  um the community
• 37:23
  and so to me
• 37:24
  that's kind of the coolest thing about EXP
• 37:26
  in the model that I wasn't expecting
• 37:28
  well I think that's so important right
• 37:30
  community and we all like
• 37:32
  associate community with having a brick and mortar
• 37:35
  and don't get me wrong
• 37:37
  there are some great brokers out there
• 37:38
  some great team leads that offer an amazing community
• 37:42
  but the more and more I talk to agents
• 37:45
  the less and less I
• 37:46
  I think that a brick and mortar it means community
• 37:49
  right but as
• 37:50
  as somebody who is looking to join and
• 37:53
  and those kind of things having those similar thoughts
• 37:55
  my number one you know
• 37:57
  piece of joining the Wolf Pack
• 37:58
  four and a half years ago
• 38:00
  was absolutely that community
• 38:01
  and the lack of geographical restriction
• 38:04
  I think is the way that that community thrives right
• 38:09
  you guys do a good job in in Phoenix
• 38:11
  you and Josh and Armando are all kind of in that area
• 38:13
  and you know
• 38:14
  kind of kind of share because of the common leadership
• 38:17
  but that's not normal in a traditional brokerage model
• 38:21
  right it's not normal
• 38:22
  that's like yeah
• 38:22
  come on you can shadow me
• 38:24
  you can do whatever
• 38:24
  there are specific people that are like that
• 38:26
  but more often than not it's not necessarily like that
• 38:29
  so the ability to network
• 38:32
  and grow with people that aren't necessarily
• 38:35
  you know in your market
• 38:37
  I think makes opens the door for that
• 38:40
  and then allows us on the back end to be like okay
• 38:42
  like we're thinking abundantly over here
• 38:44
  like
• 38:45
  we can work with this other agent who's in this market
• 38:48
  who's not in my organization
• 38:49
  you know in that
• 38:51
  in that same realm
• 38:52
  so certainly huge pieces of the EXP model
• 38:55
  so I think ultimately that
• 38:59
  that piece of where you were at
• 39:02
  right production and that self reflection
• 39:04
  I think a lot of agents that are watching this
• 39:07
  certainly are are there
• 39:10
  right as a producer
• 39:11
  how do I do this how do I become this team lead
• 39:13
  how do I scale my business like that
• 39:15
  and
• 39:16
  I think that's a bottleneck that a lot of people have
• 39:18
  so in closing just give a few words or
• 39:22
  you know a
• 39:22
  a words of inspiration
• 39:23
  to that person who's thinking about that
• 39:25
  and maybe they'll they'll reach out to us and we can
• 39:28
  we can have a conversation and help them along
• 39:30
  but give us give us the
• 39:31
  the dirt there yeah
• 39:33
  I mean so um
• 39:34
  you know our uh
• 39:36
  you know fearless leader
• 39:37
  Mike Schroder um
• 39:38
  has abused this quote multiple times and I love it um
• 39:41
  and uh he says that the
• 39:43
  most expensive thing you can own is a closed mind
• 39:45
  you know and so
• 39:46
  and that's so true
• 39:47
  and that kind of goes back to even like
• 39:48
  when I first got into real estate
• 39:49
  like I assumed
• 39:49
  I don't want to join a team
• 39:51
  because I had a closed mind
• 39:51
  not realizing it but it ultimately
• 39:54
  that mistake made the best decision of my life
• 39:56
  because I had an open mind right
• 39:57
  so you know when it comes to anything and I tell people
• 40:00
  you know like listen
• 40:01
  whether it's within our organization
• 40:02
  will pack or another XP organization
• 40:04
  it's important
• 40:06
  that you talk to multiple different people
• 40:07
  to find out what's available out there
• 40:09
  and what your options are
• 40:10
  even within XP
• 40:11
  because not every organization is created equal
• 40:13
  they're all a little bit different
• 40:15
  and so some of the biggest mistakes I see people make
• 40:16
  is joining the wrong organization
• 40:18
  and so it's very important to have your clear
• 40:20
  understanding what your goals are
• 40:22
  and then make sure that you align yourself
• 40:23
  with the right community
• 40:25
  that helps you achieve those goals so um
• 40:28
  definitely I always feel like it's important to
• 40:29
  at least have a conversation
• 40:30
  to find out what um
• 40:32
  how this can have an effect on your business
• 40:34
  always go in with an open mind
• 40:35
  I can't tell you how many people I've talked to before
• 40:37
  that I'll talk
• 40:38
  to go be on a recruiting appointment or whatever
• 40:40
  um they want to find out more about us
• 40:41
  and you can just tell right away they're already like
• 40:42
  oh no this is not for me
• 40:44
  even though
• 40:44
  you feel like it's gonna make the most sense
• 40:45
  because we do offer the best training
• 40:47
  available out there but always have an open mind
• 40:50
  always listen
• 40:51
  because you never know when good can become great
• 40:53
  so I think that's very important as well
• 40:55
  that's awesome and if people want to reach out to you
• 40:58
  and connect with you
• 40:59
  what is the best place to to have that conversation
• 41:02
  yep I mean
• 41:03
  either you can call Facebook
• 41:04
  you know
• 41:05
  just Scott Koomler Instagram Scott Koomler AZ realtor
• 41:08
  um
• 41:09
  you know
• 41:10
  you can be friends with me on both those platforms um
• 41:12
  or you can text me 6 2
• 41:13
  3 3
• 41:14
  8 7
• 41:15
  2 6
• 41:15
  8 8 um
• 41:16
  it's pretty easy to get a hold of me uh
• 41:18
  one way or another so um
• 41:20
  you know don't hesitate to reach out
• 41:21
  I mean I'm I'm pretty open book
• 41:22
  so even if it's just to
• 41:23
  to pick my brain about something
• 41:24
  I'd be more happy to help
• 41:25
  yep tons of experience from my own experience
• 41:28
  Scott is is more than an open book
• 41:30
  we'll link all of his stuff below
• 41:32
  but thanks so much for watching the Wolf Pack way
• 41:34
  throw me a like comment
• 41:35
  let me know what you think and we'll see you
• 41:37
  next time alright
• 41:38
  bye guys