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Recruiting Doesn't Need to Be a Bad Word w/ Brody Saunders · Massive Agent Podcast

• 0:00
  SPEAKER_02: Oh boy, today we're talking about recruiting.
• 0:03
  SPEAKER_02: Dun dun dun.
• 0:04
  SPEAKER_02: Recruiting has gotten such a negative, a negative reaction and a negative connotation.
• 0:09
  SPEAKER_02: And honestly, it's earned it.
• 0:11
  SPEAKER_02: We've all been recruited the wrong way.
• 0:13
  SPEAKER_02: We've all had somebody try to recruit us the wrong way, like one of these jokers that has their assistant text you to set up a call with the broker.
• 0:21
  SPEAKER_02: Like, don't even get me started on that.
• 0:23
  SPEAKER_02: But here's the thing: you were recruited to wherever you're at now, whichever brokerage you're with now, or whichever team you're with, you are recruited.
• 0:30
  SPEAKER_02: So it doesn't, you know, for somehow that resonated with you.
• 0:34
  SPEAKER_02: There's a right way to do it, there's a wrong way to do it.
• 0:36
  SPEAKER_02: And so today we're talking with Brody Saunders, the founder of Ideal Estate.
• 0:40
  SPEAKER_02: He's coming back on the show for the second time to talk about some trends that he's noticed because Ideal Estate has built an agent attraction tool on their platform.
• 0:49
  SPEAKER_02: He's noticed some trends about what's working for recruiters and what isn't.
• 0:54
  SPEAKER_02: What are those who are successful doing that those that are unsuccessful are not doing?
• 0:59
  SPEAKER_02: Super enlightening.
• 1:00
  SPEAKER_02: So if you have any desire to build a team or recruit to your brokerage, no matter who your brokerage currently is, this is definitely the episode for you.
• 1:17
  SPEAKER_01: I'd like to buy houses, I'd like to sell houses.
• 1:35
  SPEAKER_02: What is up, everybody?
• 1:36
  SPEAKER_02: Welcome to episode 183 of the Massive Agent Podcast.
• 1:40
  SPEAKER_02: I am your host, Dustin Brohm, and uh today's my birthday.
• 1:44
  SPEAKER_02: So there.
• 1:45
  SPEAKER_02: Little uh little new episode for my birthday.
• 1:47
  SPEAKER_02: Turned 38 today.
• 1:49
  SPEAKER_02: I've got big plans, big goals before I hit 40, so I gotta get my ass to work.
• 1:53
  SPEAKER_02: I have two years to do it, plenty of time, excited, but I'm excited to be here with you guys today.
• 1:59
  SPEAKER_02: Um, and we're talking about recruiting.
• 2:02
  SPEAKER_02: If if that word makes you cringe, well, hopefully we can change that a little bit.
• 2:06
  SPEAKER_02: Because here's the thing nobody likes to be recruited, but everyone wants to recruit.
• 2:12
  SPEAKER_02: Okay.
• 2:13
  SPEAKER_02: And here's another another way to look at it.
• 2:15
  SPEAKER_02: You were no matter which brokerage you're with, you were recruited there somehow.
• 2:20
  SPEAKER_02: Okay.
• 2:20
  SPEAKER_02: You're but you weren't recruited there with some random DM from a stranger or a text message from some broker's assistant trying to set up a meeting with the broker.
• 2:31
  SPEAKER_02: You know, you were you were recruited the right way.
• 2:33
  SPEAKER_02: Okay, you were attracted to whichever brokerage you're with or whichever team you're currently with.
• 2:38
  SPEAKER_02: And here's the thing if you have any aspirations to build a sales team and to bring on agents to join you, or you just want to attract agents to your brokerage, you've got to understand this shit.
• 2:50
  SPEAKER_02: You have to understand that recruiting doesn't have to be a bad word.
• 2:54
  SPEAKER_02: It does not have to be this negative thing.
• 2:57
  SPEAKER_02: Okay, call it recruiting, call it agent attraction, whatever the hell makes you feel better.
• 3:02
  SPEAKER_02: But everyone, like we all want to recruit, but when we say, do you want to be recruited?
• 3:08
  SPEAKER_02: Most people would say no.
• 3:09
  SPEAKER_02: Yet we've all been.
• 3:11
  SPEAKER_02: We've all been recruited.
• 3:12
  SPEAKER_02: So those that are successful with recruiting or attracting agents to their team or brokerage, what are they doing?
• 3:19
  SPEAKER_02: What is it that they're doing that is successful that those who are giving recruiting a bad name are not doing?
• 3:26
  SPEAKER_02: We're gonna talk about that today.
• 3:27
  SPEAKER_02: Okay, I'm gonna give you some of my points of view on this, but but today we're bringing on Brody Saunders, the founder of Ideal Estate.
• 3:34
  SPEAKER_02: He uh, his his platform, they've just built an agent attraction tool that they're rolling out right now.
• 3:40
  SPEAKER_02: It's uh it's brand agnostic.
• 3:42
  SPEAKER_02: It does not matter which brokerage you're with.
• 3:44
  SPEAKER_02: So if you're somebody that wants to attract agents to your team or brokerage, you're gonna want to check this out.
• 3:50
  SPEAKER_02: And he's he has a bunch of data.
• 3:52
  SPEAKER_02: Like they have over 1.2 million agents using the Ideal Estate platform.
• 3:57
  SPEAKER_02: Not all of them using the agent attraction tool, of course, as you'll hear about.
• 4:00
  SPEAKER_02: But for those that are, they've been able to look at a shitload of data that uh, you know, and notice trends.
• 4:07
  SPEAKER_02: Those that are being successful with growing their teams and and attracting agents to their brokerage, they're doing certain things certain ways.
• 4:15
  SPEAKER_02: And that's what Brody's gonna come on the show to share with us here in a second.
• 4:18
  SPEAKER_02: If you are new to the show, welcome.
• 4:20
  SPEAKER_02: I am your host, Dustin Brohm.
• 4:21
  SPEAKER_02: I'm an agent in Salt Lake City, Utah.
• 4:24
  SPEAKER_02: I am the founder of the Massive Agent Society, and I'm super excited about what we're working on behind the scenes.
• 4:31
  SPEAKER_02: The Massive Agent Society has been cool.
• 4:34
  SPEAKER_02: Okay, it's about to be frickin' amazing.
• 4:37
  SPEAKER_02: It's about to be we're about to four or five X how much value it provides.
• 4:43
  SPEAKER_02: We're about to 10x the impact that it makes on your career.
• 4:47
  SPEAKER_02: And that's all I'm gonna say right now.
• 4:48
  SPEAKER_02: Okay, so stay tuned.
• 4:49
  SPEAKER_02: Massive Agent Society is where um big things are happening for every single agent, no matter where they're at in their career, as assuming they want to sell more, be more profitable, have a better lifestyle, and basically just kick ass.
• 5:05
  SPEAKER_02: So if that's if that's you, if you meet one of those things, stay tuned.
• 5:08
  SPEAKER_02: Uh pretty excited about that.
• 5:10
  SPEAKER_02: I'm also the co-founder of the Industry Syndicate.
• 5:12
  SPEAKER_02: This podcast is a proud founding member of the Industry Syndicate Podcast Network.
• 5:16
  SPEAKER_02: We have 20 or so of the industry's, the real estate and mortgage industry's best shows, uh, best podcast.
• 5:23
  SPEAKER_02: You can check that out over at industry syndicate.com or search industry syndicate in any podcast player.
• 5:29
  SPEAKER_02: Um, okay, uh let's jump into it.
• 5:31
  SPEAKER_02: Let's talk recruiting.
• 5:33
  SPEAKER_02: And if again, if you're cringing, you need to hear this because uh here's here's just the truth.
• 5:40
  SPEAKER_02: There's a lot of agents out there, and I I speak with them daily.
• 5:43
  SPEAKER_02: Um, maybe you're one of them, that recruiting, you hear that and you just kind of cringe, and it's because you were approached the wrong way many times.
• 5:52
  SPEAKER_02: A bunch of DMs on LinkedIn, some text messages, some bullshit phone calls, you know, just spammy, spammy, spammy crap.
• 6:00
  SPEAKER_02: I've received that stuff too.
• 6:02
  SPEAKER_02: And honestly, in the beginning, I did that stuff too because I didn't get it.
• 6:05
  SPEAKER_02: I didn't understand.
• 6:06
  SPEAKER_02: So I've I've learned some things along the way.
• 6:08
  SPEAKER_02: Uh I've learned many things along the way, and some of that we'll be sharing with you today.
• 6:12
  SPEAKER_02: But what's what's so what you need to understand is I imagine if you're listening to this show, you want to grow.
• 6:20
  SPEAKER_02: You want to grow your business, you want to grow your sales, you want to be more profitable, you want to make more money, you want to have more income streams coming in than just commission.
• 6:30
  SPEAKER_02: All of those things, right?
• 6:31
  SPEAKER_02: I I can't imagine any of you said no to any of those.
• 6:34
  SPEAKER_02: If you aspire to those things, you have to get comfortable with the concept of recruiting, but it has to be done the right way.
• 6:41
  SPEAKER_02: Okay, call it whatever the hell you want, agent attraction or recruiting, whatever.
• 6:45
  SPEAKER_02: But there's so much value for you, for the person that you are trying to attract or recruit, and then wherever you're trying to attract them to, your team, your brokerage, okay, that they're if you're doing this right, you're really finding an opportunity.
• 7:01
  SPEAKER_02: You're finding the right people for an opportunity.
• 7:04
  SPEAKER_02: You're a headhunter, so to speak.
• 7:06
  SPEAKER_02: Okay, and those that can do that well make a great living.
• 7:09
  SPEAKER_02: So if you have any desire to build a team or recruit to your brokerage, no matter who your brokerage is, doesn't matter.
• 7:15
  SPEAKER_02: These concepts hold true.
• 7:16
  SPEAKER_02: So let's get into the interview with Brody Saunders, founder of Ideal Estate.
• 7:20
  SPEAKER_02: What's up, guys?
• 7:21
  SPEAKER_02: I'm here with Brody Saunders, the founder and CEO of Ideal Estate, and we're talking agent attraction today, uh, but not the way you'd think.
• 7:30
  SPEAKER_02: You know, recruiting has gotten a bad rap, it has a negative connotation, and you know, if we're being honest, for good reason.
• 7:38
  SPEAKER_02: But uh Brody and Ideal Estate has built something super cool that is doing agent attraction the right way.
• 7:45
  SPEAKER_02: So I want you guys, no matter which brokerage you're at, if you are trying to get people to come work with you, work for you, join your team, whatever that looks like for you, you're gonna want to hear this.
• 7:55
  SPEAKER_02: So, Brody, welcome back to the Massive Agent Podcast, my friend.
• 7:58
  SPEAKER_02: How's it going?
• 7:59
  SPEAKER_00: Awesome.
• 7:59
  SPEAKER_00: Hey, thanks for having me, Dustin.
• 8:01
  SPEAKER_00: Great to be here.
• 8:02
  SPEAKER_00: Always uh, always a fan of yours and uh excited to talk about you know what we're doing here.
• 8:07
  SPEAKER_02: Thanks, dude.
• 8:08
  SPEAKER_02: Yeah, um, you know, you you're a friend and it's cool to see what you've what you've been working on over these last couple of years and uh and you're doing some cool stuff.
• 8:16
  SPEAKER_02: So uh for anyone that doesn't know you or ideal estate quite yet, um 30 seconds or less, just kind of you know let everyone know what ideal estate is, and then we'll jump into the um you know the meat of the conversation, how to properly attract agents to your team or brokerage.
• 8:32
  SPEAKER_02: Of course.
• 8:33
  SPEAKER_00: So for for those of you that aren't familiar with us, we're sort of known as the LinkedIn Real Estate at this point.
• 8:39
  SPEAKER_00: And so we've got about 1.2 million agents on the site, and we create a really great feature to help agents attract that's really taking the R out of recruiting and putting it into relationship building.
• 8:52
  SPEAKER_00: And what I mean by that is two-way insight.
• 8:54
  SPEAKER_00: So if you're going to build a relationship with someone you're going to work with, usually helps if they can look at you and you can look at them and get to know one another.
• 9:03
  SPEAKER_00: And so we actually created a feature that helps, you know, pair agents almost like a dating site.
• 9:09
  SPEAKER_00: And, you know, it yields better outcomes because there's nothing worse than bringing someone over that leaves because it's not the right fit.
• 9:17
  SPEAKER_00: Um, and so we'll use probably a lot of dating analogies today, but we've created something that really aligns agents in a meaningful way to help both of you grow.
• 9:28
  SPEAKER_00: And part of that is answering the question from the recruiter standpoint or agent attractor standpoint why should someone join your team?
• 9:37
  SPEAKER_00: Well, you know, because you, you know, sold a bunch of homes and you do a good job and you're gonna answer the phone and you're gonna be a good partner.
• 9:45
  SPEAKER_00: Um, so we've created something that really aligns with that part of the process, which you know a lot of people struggle with in this industry, and we've seen that.
• 9:54
  SPEAKER_02: They do for sure.
• 9:55
  SPEAKER_02: Um, I've been an agent for 11 years, almost 11 years.
• 9:58
  SPEAKER_02: I've been recruited the right way, and I've been recruited the wrong way 98% of the time.
• 10:04
  SPEAKER_02: And and everybody listening has, even people that maybe aren't agents yet, have probably been recruited to be a real estate agent on LinkedIn, especially.
• 10:13
  SPEAKER_02: And the problem is, and and you alluded to this, Brody.
• 10:17
  SPEAKER_02: The problem is you're trying to like attract, no, you're trying to convince someone to come with you and sell them, okay, and and persuade them.
• 10:26
  SPEAKER_02: Yeah, but what you're missing is the relationship.
• 10:30
  SPEAKER_02: This is what drives me nuts.
• 10:31
  SPEAKER_02: I'll get a random phone call uh or a voicemail, and they're like, Hey, this is this is Susie from you know Stonebrook Real Estate or you know, insert brokerage here.
• 10:40
  SPEAKER_02: Our broker would love to talk to you and blah blah.
• 10:43
  SPEAKER_02: It's like, cool.
• 10:44
  SPEAKER_02: That's very personal, first of all, it's a very personal touch when their assistant calls you.
• 10:49
  SPEAKER_02: It happens all the time.
• 10:50
  SPEAKER_02: I'd say that's more common than not.
• 10:52
  SPEAKER_02: Uh, but they're they're just like, hey, we want to bring you over to our brokerage and tell you all about it.
• 10:57
  SPEAKER_02: I don't have time for that shit, and I'm perfectly happy.
• 11:00
  SPEAKER_02: And even if you're not perfectly happy, you're gonna tell someone you are because you don't you're just not open to that tactic.
• 11:07
  SPEAKER_02: So with what you've built on ideal estate and the agents that have been using it now for for a minute, what are you seeing?
• 11:15
  SPEAKER_02: What kind of you know, what was your thesis before you built your agent attraction tool?
• 11:20
  SPEAKER_02: And then, you know, how has that changed or been uh solidified you know, since?
• 11:26
  SPEAKER_00: It's really all about messaging.
• 11:28
  SPEAKER_00: And so with our site, and I can share my screen and do whatever if we want to in a few, but sure.
• 11:34
  SPEAKER_02: Yeah, the YouTube viewers can can watch it.
• 11:37
  SPEAKER_00: Okay, so um I'll just share my screen real quick.
• 11:40
  SPEAKER_00: So, what we're doing that's different is you can actually add in your pitch, which is sort of you know, here's why, you know, sort of your one paragraph thing, like you're on a dating site.
• 11:50
  SPEAKER_00: Here's here's a little bit about me, what I can do for you.
• 11:53
  SPEAKER_00: You can also set what you're looking for in the ideal candidate, which you can do right here.
• 11:58
  SPEAKER_00: And so, what's phenomenal here is people can see you and you can see them.
• 12:02
  SPEAKER_00: And so we're going away from you know, what I talked to a lot of agents about, and I've talked to thousands of agents, as you know, um, their alternative to this is basically getting, you know, a list of agents with maybe their metrics and then cold calling.
• 12:18
  SPEAKER_00: Um terrible way to build a relationship.
• 12:21
  SPEAKER_00: And then it's the you know, come join my brokerage, you know, throwing out some like random stats, nothing about the other person.
• 12:30
  SPEAKER_00: So where we're switching everything here is what can you do for someone else?
• 12:35
  SPEAKER_00: And that's the most enticing thing.
• 12:37
  SPEAKER_00: So we recommend people ask questions rather than lead in with recruiting with a capital R.
• 12:43
  SPEAKER_00: And we've created so many different features to help.
• 12:46
  SPEAKER_00: And we actually have so many people on the site that are actively looking to join new team or switch brokerages.
• 12:52
  SPEAKER_00: It's as important for them to find the right fit as it is for the agent tractor or recruiter to be able to connect with them.
• 13:02
  SPEAKER_00: We also have all these folks looking to grow their team, and they're actually landlocked.
• 13:07
  SPEAKER_00: I mean, they they're solid people, they want to you know grow their business, but they can't.
• 13:13
  SPEAKER_00: And so we're trying to help align people, you know, a lot of people are moving these days.
• 13:18
  SPEAKER_00: It just makes it really, really easy to uh to connect and share and to build that relationship.
• 13:24
  SPEAKER_00: And obviously, you know, we're also always building your pipeline here.
• 13:29
  SPEAKER_00: That's something unique to ideal estate, you know, LinkedIn of real estate, once again, right?
• 13:35
  SPEAKER_00: So the more people you're connected with, every time you get a new you know, listing or promotion or post a service or whatever it might be, you're actually uh promoting yourself automatically while you're while you're in bed sleeping.
• 13:48
  SPEAKER_00: So it's something we're really excited about.
• 13:50
  SPEAKER_02: What's so cool is I mean, LinkedIn is open to every industry, right?
• 13:55
  SPEAKER_02: This is a real estate specific networking, um, social network type of platform, right?
• 14:03
  SPEAKER_02: And and that that's oversimplifying it, there's more to it than that, of course.
• 14:07
  SPEAKER_02: But that's also the power of it, is it's industry specific.
• 14:11
  SPEAKER_02: And so um, you know, you you kind of alluded to this.
• 14:15
  SPEAKER_02: You are if you're gonna recruit, guys.
• 14:18
  SPEAKER_02: I don't care which brokerage you're at, or maybe you just want to start a team.
• 14:22
  SPEAKER_02: If you want people to come work with you, partner with you, first off, you have to start looking at it as you're partnering with them.
• 14:30
  SPEAKER_02: They're coming to work with you.
• 14:32
  SPEAKER_02: So you are a very important part of that conversation.
• 14:35
  SPEAKER_02: It's not just, hey, check out what our brokerage can do.
• 14:38
  SPEAKER_02: Here's our split, here's our cap, here's the you know, this, that, and the other thing, company stock or not.
• 14:43
  SPEAKER_02: You know, that's great.
• 14:46
  SPEAKER_02: But they then above and beyond where they're going, they need to think about who they're going with, who they're gonna go work with.
• 14:55
  SPEAKER_00: Yeah, and that might be something personal, like you connect on you like a certain sport, or you like wine tasting or food, or whatever it might be.
• 15:04
  SPEAKER_00: It doesn't matter, yeah.
• 15:05
  SPEAKER_00: Um, so that's the connection.
• 15:07
  SPEAKER_00: You know, anyone can look at any website and see the splits.
• 15:11
  SPEAKER_02: Yeah, or that's informational.
• 15:13
  SPEAKER_00: See any any of that information for many big brokerages, like you know, the information's out there, it exists, it's about who you're gonna connect with.
• 15:21
  SPEAKER_00: And you know, it's something we talk about a little bit, like no one's loyal to Microsoft, they're loyal to the people they work with there.
• 15:29
  SPEAKER_00: Um, it's the same sort of relationship building that we're trying to foster here.
• 15:34
  SPEAKER_00: And it kind of comes down to the analogy we're talking about, you know, if in this kind of a crude analogy, but if you're at a bar and you watch, you know, some guy hit on every girl at the bar and strikes out every single time and just keeps going around.
• 15:49
  SPEAKER_00: That's not a good strategy to have for anyone there.
• 15:54
  SPEAKER_00: I mean, you have to present value, ask questions, really put the other person first.
• 15:59
  SPEAKER_00: Um, you know, uh, that's really what we're all about here.
• 16:03
  SPEAKER_02: You know, it could be worse, Brody.
• 16:05
  SPEAKER_02: He could have had his assistant go and hit on these women for him at the bar.
• 16:09
  SPEAKER_00: And that's even worse.
• 16:10
  SPEAKER_00: That's even worse.
• 16:10
  SPEAKER_00: Yeah, you don't want to have your virtual assistant do it for you.
• 16:14
  SPEAKER_02: Uh I laugh every time I get one of those calls or texts.
• 16:17
  SPEAKER_02: It's it's mind-boggling to me.
• 16:19
  SPEAKER_02: They don't understand that the relationship is everything.
• 16:23
  SPEAKER_02: So whatever you're doing to cultivate and and grow relationships and start new ones, it has to actually do that.
• 16:32
  SPEAKER_02: So when you first showed me the ideal estate agent attraction tool, um, you know, you remember in the beginning, I was like, Well, I don't know about that, Brody.
• 16:40
  SPEAKER_02: Like it could get spammy if you have all these people.
• 16:43
  SPEAKER_02: Um, you know, if there's no limits to how many people can raise their hand and say, I'm looking to grow my team or I'm looking to join a new one, and you have all these recruiters just like hounding them.
• 16:52
  SPEAKER_02: I'm like, that's not that's not good.
• 16:54
  SPEAKER_02: I don't want to participate in that.
• 16:56
  SPEAKER_02: Yep.
• 16:56
  SPEAKER_02: How have you prevented spam and you know, overwhelm and shit like that?
• 17:00
  SPEAKER_02: Let me show you.
• 17:02
  SPEAKER_02: Please.
• 17:02
  SPEAKER_00: So what's really cool here is we didn't just make this exclusive, you know, on that level, we did it in general.
• 17:10
  SPEAKER_00: So we only allow so many people to even have this feature.
• 17:13
  SPEAKER_00: Nice, and that's really to preserve the quality of the product.
• 17:17
  SPEAKER_00: And so if I go to recruit here, let's say I recruit Scott, for example, and I can check his metrics, I can connect, I can message, I can do those things.
• 17:25
  SPEAKER_00: If I go to recruit him, no one else can do it for six weeks.
• 17:29
  SPEAKER_00: Takes them off the table.
• 17:31
  SPEAKER_00: So, you know, essentially we're dating, and you know, from his perspective, if he was in the market looking to move, I mean, he can look at anyone who wants to.
• 17:40
  SPEAKER_00: I mean, that's his prerogative.
• 17:41
  SPEAKER_00: We have two different um, you know, needs that we have to fill.
• 17:45
  SPEAKER_00: We have to help the people looking to attract, and we have to help the people looking to find a new home find a new home.
• 17:51
  SPEAKER_00: And so we're doing that.
• 17:53
  SPEAKER_00: Um, so they're not limited at all, but it's it's pretty phenomenal to be able to be able to click a button, see what their stats are, you know, and and get to know them a little bit better as an agent.
• 18:04
  SPEAKER_00: So four listings, price range, this is where they work, check out their profile, check out their network.
• 18:10
  SPEAKER_00: You can search the entire network and find people you want to talk to.
• 18:14
  SPEAKER_00: Um, you know, and it really is about that first step of starting a conversation, which is where most people struggle with attraction.
• 18:22
  SPEAKER_00: So it's intimidating to put yourself out there to you know try to attract that way.
• 18:29
  SPEAKER_00: So, first step of attraction, you have to be in front of a lot of agents and they have to be able to see you and see you as an agent or as someone they would, you know, want to potentially partner with.
• 18:39
  SPEAKER_00: Um, second part is they need a way to evaluate you and you them.
• 18:42
  SPEAKER_00: You have to have a great way to reach out, you have to constantly be building your pipeline.
• 18:46
  SPEAKER_00: We've solved all these problems in spades, and so that's where we're very excited.
• 18:53
  SPEAKER_00: Yeah.
• 18:53
  SPEAKER_00: Uh okay.
• 18:54
  SPEAKER_02: So I love that Scott, for example, you know, he's not gonna have eight different agents trying to recruit him through your platform with this functionality, right?
• 19:05
  SPEAKER_02: That's correct, yes.
• 19:06
  SPEAKER_02: Okay, no, obviously, anyone can send a message to another person, but that's that's a separate deal.
• 19:11
  SPEAKER_00: It's not you you could Google anyone and call them.
• 19:14
  SPEAKER_00: I mean, you can abuse a phone book.
• 19:18
  SPEAKER_00: From from our standpoint, it's really about creating that relationship that matters.
• 19:23
  SPEAKER_02: Yes, yes.
• 19:24
  SPEAKER_02: Uh what I I love that it it shows sales and all that, and you know, depending on the state you're in, that may or may not be accurate information.
• 19:33
  SPEAKER_02: But let's assume that that it is, or at least partially so.
• 19:36
  SPEAKER_02: Yeah, how awesome is that if you're trying to start a team, a sales team, and you're looking for the right people rather than posting on Facebook, hey, I'm looking for an agent, or posting in a local, you know, local agent Facebook group, hey, I'm looking for a licensed agent.
• 19:51
  SPEAKER_02: And then you just get applicants that may or may not have any um that you that you wouldn't be a good fit with, or they wouldn't be a good fit for you.
• 19:59
  SPEAKER_02: This way you can do a little bit of research, you can seek people out specifically for a reason and and start to cultivate a relationship.
• 20:07
  SPEAKER_02: And you may find out it there is no relationship there.
• 20:11
  SPEAKER_02: Okay, well, there's you know 1.2 million agents on your site, right?
• 20:15
  SPEAKER_00: Yeah, but the good news is maybe you can share referrals, or maybe they have someone who moves locations.
• 20:20
  SPEAKER_00: Yes.
• 20:21
  SPEAKER_00: Well, I see a lot of agents, you know, that are kind of landlocked is they use broker metrics or they use you know other other tools there.
• 20:30
  SPEAKER_00: Well, they're limited by their location.
• 20:32
  SPEAKER_00: Now, right now, the world's changed.
• 20:35
  SPEAKER_00: Everyone's moving.
• 20:36
  SPEAKER_00: Uh, people are moving to new locations to find listings, to find brokers that they want to work with.
• 20:42
  SPEAKER_00: If you're a boutique shop and and you're in New York and you want to move to Florida, it you know, it's not as simple as just changing Keller Williams, you know, uh designations.
• 20:53
  SPEAKER_00: Um, you have to find the right folks.
• 20:55
  SPEAKER_00: And and if you're looking to attract people coming to your area, which is this is like the biggest thing out there right now, uh, with the low inventory.
• 21:04
  SPEAKER_00: People are moving to find listings to sell livelihoods.
• 21:09
  SPEAKER_00: So from our perspective, we're helping making helping to make connections, and you have the broker metrics that are out there, but it only works for your local area.
• 21:19
  SPEAKER_00: So we're doing this nationwide, which is unique to what we're doing, even international.
• 21:25
  SPEAKER_02: Yeah, that's so cool.
• 21:26
  SPEAKER_02: And you know, the brokerage I'm with, I chose because it's borderless, or or rather, there's no geographical limitations to where or how you can do business, which is super cool.
• 21:38
  SPEAKER_02: And you know, there are other brokerages that are moving in that direction as well.
• 21:41
  SPEAKER_02: And so you guys just you skated to where the puck's going to be, and you're like, this is it.
• 21:47
  SPEAKER_02: Like, you know, it's not just limited to Salt Lake City, this is limited to the United States or North America or the freaking world.
• 21:54
  SPEAKER_02: It's pretty cool.
• 21:55
  SPEAKER_00: Yeah, that that's very true.
• 21:56
  SPEAKER_00: And the other part, too, is you know, a lot of agents looking to Grow or limited by their location with the low inventory.
• 22:03
  SPEAKER_00: And the world has changed.
• 22:04
  SPEAKER_00: I mean, I think it was I read a stat recently, maybe 60% of the people, you know, out there maybe won't go back into the office going forward.
• 22:15
  SPEAKER_00: I mean, that was in, you know, the Wall Street Journal, you know, a bunch of different publications.
• 22:20
  SPEAKER_00: But, you know, going virtual and being able to work and collaborate anywhere is becoming more and more, you know, important for everybody.
• 22:28
  SPEAKER_00: I mean, I my office is in Salt Lake City.
• 22:31
  SPEAKER_00: I live in New Hampshire.
• 22:32
  SPEAKER_00: Right.
• 22:33
  SPEAKER_00: Um, and it's great to be able to have both.
• 22:36
  SPEAKER_00: But my team's in Salt Lake City, I'm in New Hampshire.
• 22:39
  SPEAKER_00: Um, but nothing's changed because you have great tools to be able to do that.
• 22:44
  SPEAKER_02: Yes.
• 22:44
  SPEAKER_02: Yes.
• 22:45
  SPEAKER_02: Uh I mean, I'm in Salt Lake and I have agents on my team in 30 or more states now.
• 22:50
  SPEAKER_02: And it's it's just so cool, thanks to this, you know, the interwebs.
• 22:54
  SPEAKER_02: Um question about tactically, you know, what are some of the things that you are seeing on your site, in messages, in these relationships being built on ideal estate?
• 23:07
  SPEAKER_02: What are those that are doing it well and and having traction from from what you can see, what are they doing that others aren't?
• 23:15
  SPEAKER_02: What what can what can anyone learn?
• 23:17
  SPEAKER_02: What can we learn from those that are being successful?
• 23:20
  SPEAKER_00: Of course.
• 23:21
  SPEAKER_00: So basically, if you go back to the other example I I gave you, you know, the alternative is you get a phone book and you make cold calls.
• 23:28
  SPEAKER_00: Yeah.
• 23:29
  SPEAKER_00: So that's that's kind of like plan, you know, B to what we're doing.
• 23:33
  SPEAKER_00: On our site, you get to see people, you get to get to know them, everything else.
• 23:37
  SPEAKER_00: The the people that are having great success with this, ask a question first.
• 23:43
  SPEAKER_00: That's simple.
• 23:44
  SPEAKER_00: And it might be, hey, I saw your profile, congratulations on the new listing.
• 23:49
  SPEAKER_00: Would love to chat with you and uh send me your phone number.
• 23:54
  SPEAKER_00: Let's let's connect.
• 23:55
  SPEAKER_00: Just like you would do if you were introducing yourself to, you know, on a date or something.
• 24:01
  SPEAKER_00: Um, you wouldn't lead in with let's get married tomorrow.
• 24:05
  SPEAKER_00: And uh, you know, what's your name?
• 24:08
  SPEAKER_00: So people who ask a question, they're thoughtful, and it seems like that's a lot of work.
• 24:14
  SPEAKER_00: It's really not, and you know this.
• 24:16
  SPEAKER_00: Um, you know, maybe five minutes a day just doing a little bit of follow-up, you'll have great success here.
• 24:22
  SPEAKER_00: We're seeing agents that have phenomenal success here as well and brokerages.
• 24:27
  SPEAKER_00: Um, but it's really about just tailoring a little bit of the approach and reach out to 10 people well, not a hundred people poorly.
• 24:37
  SPEAKER_00: And you'll have far better success.
• 24:39
  SPEAKER_00: If you're gonna go try to reach out to all these people, it's not gonna work.
• 24:43
  SPEAKER_00: They're gonna know the difference.
• 24:45
  SPEAKER_00: And you're really asking someone to make a very intimate relationship with you uh without any context.
• 24:53
  SPEAKER_00: So if you lead in with that, you're asking them to quit their job, to come be with someone they've never been, they don't know you, they don't know if you're gonna be a good fit at all.
• 25:04
  SPEAKER_00: So you're just gonna throw your stuff you know out and move.
• 25:07
  SPEAKER_00: Um, and then how do you be successful going forward?
• 25:11
  SPEAKER_00: And so we see a lot of agents really lead in with coaching, that helps.
• 25:15
  SPEAKER_00: Um, but that's a relationship-building tool, it's not a closing tool.
• 25:20
  SPEAKER_00: And I say this all the time: like people ask, like, what is our closing rate?
• 25:25
  SPEAKER_00: And the answer is, what is yours?
• 25:28
  SPEAKER_00: Because you have a Rolodex of everyone, you have all the tools you need to evaluate them.
• 25:33
  SPEAKER_00: It's about your messaging.
• 25:34
  SPEAKER_00: So you have to make sure your messaging is solid.
• 25:37
  SPEAKER_00: And that's not a cop-out, it's just a it's a full-blown fact.
• 25:40
  SPEAKER_00: That's not a cop-out at all.
• 25:42
  SPEAKER_00: Yeah.
• 25:43
  SPEAKER_00: So if you have bad messaging, it doesn't matter what your tools are.
• 25:48
  SPEAKER_02: Right.
• 25:49
  SPEAKER_02: Yeah, I mean, uh it's like asking Facebook, you know, will will Facebook messages work to uh, you know, find me a girlfriend or to, you know, communicate with my client or or convert a lead through Messenger, you know, what's your uh what's your conversion rate, Facebook?
• 26:06
  SPEAKER_02: It's like, what are you talking about?
• 26:07
  SPEAKER_02: What's yours?
• 26:08
  SPEAKER_02: You know, what are you gonna say?
• 26:09
  SPEAKER_02: When are you gonna say it?
• 26:10
  SPEAKER_02: Are you likable?
• 26:12
  SPEAKER_02: Um, are you like all that stuff, a million different variables that's not on the platform, that's on the individuals who are having the conversation.
• 26:20
  SPEAKER_00: Yeah.
• 26:20
  SPEAKER_00: And so if you lead with bad content, you're gonna have a bad experience, not just on our site, but anywhere.
• 26:26
  SPEAKER_01: Yeah.
• 26:27
  SPEAKER_00: And so we were very hands-on with coaching and support, as you know, to make sure that people reach out in the right way.
• 26:34
  SPEAKER_00: I mean, it's in our best interest.
• 26:36
  SPEAKER_00: We're not a company that you know says sign up and then good luck.
• 26:41
  SPEAKER_00: Uh, it's in our best interest to make sure you attract well because we have a lot of people that are on the site using it for other reasons, and we want to make sure they have a great experience as well.
• 26:51
  SPEAKER_00: And and, you know, in terms of you know, attraction though, I really won't be shy to say this really is the best product out there if you use it well.
• 27:02
  SPEAKER_00: Um, you know, your alternatives, you know, again, the phone book, cold call stuff, not fun, not fun for anyone in the process.
• 27:10
  SPEAKER_00: Um, but we're excited about and we're excited to enhance it.
• 27:13
  SPEAKER_00: So we have a new uh feature that we're gonna be launching that will actually pair you based on personality as well.
• 27:20
  SPEAKER_02: Interesting.
• 27:21
  SPEAKER_02: Explain that a little more.
• 27:23
  SPEAKER_00: So we partner with a company called Echovate, really great company, and they do all kinds of different, you know, simulations, evaluations.
• 27:30
  SPEAKER_00: And so you'll be able to see, you know, at a glance how someone might fit.
• 27:36
  SPEAKER_00: You'll be able to say, here's my a player.
• 27:38
  SPEAKER_00: How's Brody compare to my a player?
• 27:41
  SPEAKER_00: And what are the areas that I might make Brody become an A player?
• 27:46
  SPEAKER_00: Really exciting stuff.
• 27:48
  SPEAKER_00: It'll be out soon.
• 27:49
  SPEAKER_02: That is cool.
• 27:50
  SPEAKER_02: Um, what I what I love about this, and from my point of view, how this is different, and when you say it's the best thing on the market for recruiting or attracting agents to your brokerage or team, I I see that.
• 28:04
  SPEAKER_02: I I agree with that.
• 28:05
  SPEAKER_02: I haven't seen anything better because, and here's why you guys are the Google ads to everyone else's, you know, billboard.
• 28:13
  SPEAKER_01: Yeah.
• 28:14
  SPEAKER_02: What I mean is with a billboard, you just it's a spray and pray strategy, you know, like you just want as many people to see it as possible and and in hopes that some of them will be the right audience and resonate with it and actually, you know, want to uh buy the product or service or whatever, right?
• 28:33
  SPEAKER_02: That's it's it's like putting business cards.
• 28:36
  SPEAKER_02: You go to a movie theater parking lot and you put a business card on everyone's freaking window, right?
• 28:40
  SPEAKER_02: Yeah, you're just throwing shit out there to see what sticks.
• 28:43
  SPEAKER_02: Well, here's the problem with that.
• 28:44
  SPEAKER_02: And what the real problem is sometimes it works, you know, sometimes you'll get one or two people and then you you confuse yourself and and delude yourself into thinking that, oh, this strategy is a good one because it got me somebody.
• 28:57
  SPEAKER_02: Well, here's the problem if you attract an agent to your brokerage or your team that way, in this highly impersonal, spammy uh way, where it's like, hey, boom, you want to, you know, let's get married.
• 29:11
  SPEAKER_02: What's your name?
• 29:12
  SPEAKER_02: You know, that kind of thing, uh or have your administrative assistant do it for you, then you're training people how they should do it as well.
• 29:21
  SPEAKER_02: So if you're at a brokerage that encourages um uh collaboration, you know, like like mine and and a few others, that uh they encourage us to bring our friends and to bring people with us to partner with them.
• 29:34
  SPEAKER_02: And if we show them how we brought them in, they're gonna think they have to do the same thing.
• 29:41
  SPEAKER_02: We're we train people, uh whatever we do to bring on a new team member or a new agent to the brokerage, whatever we do will duplicate.
• 29:50
  SPEAKER_02: Are you duplicating the right things?
• 29:53
  SPEAKER_02: And so what you guys are doing based on the platform, people have raised their hand and said, Hey, I'm I'm looking to join a different team or I'm looking to grow my team, those are qualified, like those are uh those are intent-based versus just like the masses.
• 30:08
  SPEAKER_00: A hundred percent.
• 30:09
  SPEAKER_00: And then from that standpoint, though, even though they're intent-based, if you reach out to them and say, Hey, um, I heard you're you know super dissatisfied with your current job, no one wants to answer that question in the affirmative.
• 30:22
  SPEAKER_00: Correct.
• 30:22
  SPEAKER_00: No one wants to say, Yes, I'm super upset, I've been waiting for your call all day, they'll say no.
• 30:29
  SPEAKER_00: Um, you have to reach out and ask them a question.
• 30:32
  SPEAKER_00: Hey, how are you doing?
• 30:34
  SPEAKER_00: How how is your business going?
• 30:36
  SPEAKER_00: Um, you know, from our standpoint, I think we have sort of a you know uh bird's eye view of the entire market.
• 30:44
  SPEAKER_00: And where we can see it is it's moving virtual for one.
• 30:49
  SPEAKER_00: Um the second part is people are moving all over to find listings because there's no inventory.
• 30:55
  SPEAKER_00: And so you, you know, if you're if you're a listing agent and you're lucky enough to get a listing, great.
• 31:00
  SPEAKER_00: But then you've got 30 buyers agents bidding on it, they're all doing the same amount of work, but they, you know, one of them is going to get it.
• 31:09
  SPEAKER_00: So it's like being on the bachelor.
• 31:11
  SPEAKER_00: And so it's uh it's a little bit difficult from that standpoint.
• 31:15
  SPEAKER_00: And so what we're trying to do is kind of break down those barriers where people are, you know, landlocked or they can't feel like they can grow, even though they're rock star agents.
• 31:27
  SPEAKER_00: And so that that's part of what we're what we're really excited about.
• 31:31
  SPEAKER_00: And you know, obviously we're you know uh continuing to evolve the product, but you know, from our standpoint, it's a great alternative to anything anyone else could do.
• 31:42
  SPEAKER_02: Yes.
• 31:43
  SPEAKER_02: So some thoughts I have, and I want to get your take on this too.
• 31:47
  SPEAKER_02: When it comes to attracting agents or recruiting, I understand why those have negative connotations because of how most of us have been recruited before by somebody's freaking assistant.
• 31:57
  SPEAKER_02: But what you're really doing if you if you zoom out, depending on the brokerage you're with and the the opportunity in the business model that you are offering, um, there's some of them that it you are doing somebody a disservice by not at least showing them, hey, um, you've you've said you're looking for something better, you're struggling with a lack of inventory, you don't know how to get your own clients, at least at the level that you want, but I do.
• 32:27
  SPEAKER_02: So there's actually a way if you come join us, that I become a coach and a mentor and no money changes hands.
• 32:33
  SPEAKER_02: You're not going to pay me for that mentorship.
• 32:35
  SPEAKER_02: You're going to join my group.
• 32:37
  SPEAKER_02: And now the only way that I'm financially incentivized is to help you smash it.
• 32:42
  SPEAKER_02: Yeah.
• 32:42
  SPEAKER_02: That is so powerful.
• 32:44
  SPEAKER_02: That is absolutely changing the industry, I believe, for the better.
• 32:48
  SPEAKER_02: And it's it's high time that people start to see that recruiting is not necessarily a bad thing.
• 32:54
  SPEAKER_02: Um, the agents, part of my group that I've personally brought in or or that they've brought in, you know, there's been dramatic upticks in in homes sold.
• 33:04
  SPEAKER_02: Uh, in the for example, Jeff West, a good friend of mine in um in Oregon, he he left his team.
• 33:10
  SPEAKER_02: He'd only been a buyer's agent prior at his team, and he was doing pretty well.
• 33:15
  SPEAKER_02: But he came over and joined with us.
• 33:16
  SPEAKER_02: He's now a listing agent and a buyer's agent.
• 33:19
  SPEAKER_02: He sold a crap load more homes.
• 33:21
  SPEAKER_02: He has a much better lifestyle and more freedom because he's calling his own shots.
• 33:26
  SPEAKER_02: And and he he just uh hit the icon award, which gives him his entire sixteen thousand dollar cap back in stock.
• 33:33
  SPEAKER_02: So he's basically getting paid to be with us.
• 33:37
  SPEAKER_02: And uh and that happened because he linked up with the right people who could help him cultivate and grow his strengths and and focus on those.
• 33:48
  SPEAKER_02: That is so cool.
• 33:49
  SPEAKER_02: And if that wouldn't have happened if we're like, no, recruiting's bad, recruiting's bad.
• 33:54
  SPEAKER_02: It's it's done poorly.
• 33:56
  SPEAKER_02: It doesn't mean that the concept is poor.
• 33:59
  SPEAKER_00: Well, I I have to say one thing about recruiting that I think is really important.
• 34:03
  SPEAKER_00: Um, I think I've become an expert on the whole process.
• 34:06
  SPEAKER_00: And then you can see it happen from a very high level, don't you?
• 34:10
  SPEAKER_00: Everyone recruits.
• 34:11
  SPEAKER_00: So if you're it doesn't matter who you are, what brokerage you have, you know, you're recruiting all the time.
• 34:18
  SPEAKER_00: So if you're a brick and mortar brokerage, you're using broker metrics in your area and you're recruiting, you're not recruiting from your own pool, you're recruiting from everyone else.
• 34:27
  SPEAKER_00: And they're recruiting from you.
• 34:29
  SPEAKER_00: And so it's really just a pass-around where it's a zero-sum game.
• 34:35
  SPEAKER_00: And especially if you're local that way.
• 34:38
  SPEAKER_00: And so, from our perspective, everyone's always recruiting.
• 34:41
  SPEAKER_00: It's how you do it.
• 34:43
  SPEAKER_00: Um, and I think that's the most important part, which is it's not like some brokerages don't recruit and they're against it.
• 34:51
  SPEAKER_00: Everyone is.
• 34:52
  SPEAKER_00: Um, it's, you know, are they afraid of other people doing it better?
• 34:56
  SPEAKER_00: Of course they are.
• 34:57
  SPEAKER_00: Um, from my perspective, I think that we've created an approach that's very, very solid in terms of helping you not just we don't recruit at ideal state.
• 35:10
  SPEAKER_00: We build relationships, and sometimes they'll happen over a period of time.
• 35:13
  SPEAKER_00: You might connect with someone today that six months later becomes the person.
• 35:17
  SPEAKER_00: But that's gonna add to your bottom line.
• 35:19
  SPEAKER_00: It's gonna help you, and you're going you're going to retain more people.
• 35:23
  SPEAKER_00: Absolutely.
• 35:24
  SPEAKER_00: That's the most important thing.
• 35:25
  SPEAKER_00: Like you have recruiting and you have retention.
• 35:28
  SPEAKER_00: Um, retention is more important.
• 35:30
  SPEAKER_00: A lot of people don't focus as much on that.
• 35:33
  SPEAKER_00: Um, and if you're not getting good listings and you're you're bored in your area, and you know, you can't really go next door because you're in the same situation, um, you know, retention becomes a problem for a lot of different folks, and we're trying to help everyone.
• 35:47
  SPEAKER_02: I'm so glad you mentioned that, Brody, because um you're right.
• 35:52
  SPEAKER_02: You if you are bringing people over and it's all it's all about if you've never if there's no personal connection or no relationship and they're just joining you because of your split or your low fees or you know, whatever, you you've told them that you'll give them leads, cool.
• 36:06
  SPEAKER_02: If that's the only thing that it's about for them, they'll leave for the same things.
• 36:12
  SPEAKER_02: If they'll come for the money, if they'll come for the leads, if they'll come for whatever, they'll leave for the same damn thing.
• 36:19
  SPEAKER_02: And do you blame them when there's no relationship keeping them there with when there's no uh, you know, if but if they're joining for those things and to work with you and for you to introduce them to your mentor who can help them, you know, go from 50 sales to 200, and all of that, you know, is just part of the deal for joining the group, that's what they're there for, you know.
• 36:43
  SPEAKER_00: That's why I brought up the example with Microsoft.
• 36:45
  SPEAKER_00: Like people aren't loyal to Microsoft, they're loyal to the people they work with there.
• 36:50
  SPEAKER_00: Yes, that's true, and that's kind of a broad example.
• 36:53
  SPEAKER_00: I mean, probably a lot of people don't like Microsoft uh philosophically, but I I think the example, you know, is is you know, it goes across every plane here, where if you don't have a good relationship with the people you work with, you don't want to work there.
• 37:10
  SPEAKER_00: So the whole point is you build a good relationship, bring people on, they're going to be loyal to you and to your organization.
• 37:17
  SPEAKER_00: So you're an extension of that.
• 37:19
  SPEAKER_00: They're loyal to you, and by extension, they're loyal to whatever organization you're working with.
• 37:24
  SPEAKER_00: That's how they build loyalty.
• 37:26
  SPEAKER_00: And retention is the most important part of this because you know, I looked at these stats and I think it costs like somewhere around$12,000 to$15,000 to lose a Walmart bag checker.
• 37:40
  SPEAKER_00: That's the cost to Walmart if they lose someone that leaves.
• 37:44
  SPEAKER_00: Holy crap! It's insane, and so retention is very, very important.
• 37:49
  SPEAKER_00: And that's obviously not you know in this industry, but I'm concept, I'd say it's probably far more expensive to lose a great agent.
• 37:58
  SPEAKER_02: Yo, totally.
• 37:59
  SPEAKER_02: Absolutely.
• 38:00
  SPEAKER_02: Um, very interesting.
• 38:02
  SPEAKER_02: It's super cool what you've built, Brody.
• 38:04
  SPEAKER_02: And you know, last time you were on the show, we were just talking about what ideal estate was, and I don't even think this was considered at that at that point, but it's cool to see that you saw a need and you know you looked at what was you looked at the types of communications happening on on the platform, and you're like, Yep, the the why don't we just build this to help them do that?
• 38:24
  SPEAKER_02: Um, so I applaud you for that.
• 38:26
  SPEAKER_02: It's uh it's pretty cool.
• 38:27
  SPEAKER_02: Um, if anybody wants to check it out, um, I'll have you give me a link afterwards, but um let's let's go with massive agentpodcast.com slash Brody, B-R-O-D-Y.
• 38:37
  SPEAKER_02: There you go, Brody.
• 38:38
  SPEAKER_02: You got you have your own link.
• 38:39
  SPEAKER_02: Um, and then that'll send you right to the ideal estate site so you can check out uh this agent attraction tool.
• 38:45
  SPEAKER_02: Um doesn't matter which brokerage you're with, right?
• 38:47
  SPEAKER_00: Yep.
• 38:48
  SPEAKER_00: Okay, agnostic to all.
• 38:50
  SPEAKER_02: So yeah, and and it could just be if you want to start a sales team and bring on buyers agents, like same tool.
• 38:57
  SPEAKER_00: Yeah, yep, a hundred percent.
• 38:58
  SPEAKER_00: And we do you know 50 other things, as you know.
• 39:01
  SPEAKER_00: Yes.
• 39:02
  SPEAKER_00: Um, but I always work with everyone personally.
• 39:04
  SPEAKER_00: So anyone who needs to reach out to me, um, I'll also have you post my uh personal contact info in the link.
• 39:12
  SPEAKER_02: Sure.
• 39:12
  SPEAKER_02: Yep, we'll put that in the show notes wherever you're listening to this, or if you're watching on YouTube in the description, we'll have uh Brody's contact info.
• 39:19
  SPEAKER_02: Brody, man, thank you so much for coming on the show again for the second time, a returning guest.
• 39:24
  SPEAKER_02: There aren't that many of them, so you know it's kind of cool.
• 39:27
  SPEAKER_02: And uh, you know, sharing your wisdom.
• 39:29
  SPEAKER_02: Awesome, my friend.
• 39:30
  SPEAKER_02: Great to see you as always.
• 39:31
  SPEAKER_02: Absolutely.
• 39:32
  SPEAKER_02: I'll talk to you soon.
• 39:33
  SPEAKER_02: Talk to you soon.
• 39:34
  SPEAKER_02: My hope now, after listening to that, is that you guys get it.
• 39:38
  SPEAKER_02: Recruiting does not need to be a bad word.
• 39:40
  SPEAKER_02: It does not need to be loathsome, it doesn't need you don't have to look at people who call themselves recruiters as, you know, like they're they're horrible people or they're slimy or whatever, unless they are slimy, unless they are spammy, then they're just douchebags.
• 39:56
  SPEAKER_02: Okay, then they're just dipshits that are doing it wrong.
• 39:58
  SPEAKER_02: That's fair.
• 39:59
  SPEAKER_02: They're the dipshits.
• 40:01
  SPEAKER_02: But to to think that because that jackass over there did it the wrong way, that recruiting in general is a bad thing, you you're just wrong.
• 40:09
  SPEAKER_02: And and if you think that way, if you have a closed mind, I'm sorry, but one of the most expensive things you could ever own is a closed mind.
• 40:18
  SPEAKER_02: Chew on that for a minute.
• 40:21
  SPEAKER_02: Right?
• 40:22
  SPEAKER_02: Um Having an open mind to new ways of doing things is something that literally every successful person has in common.
• 40:32
  SPEAKER_02: So if you don't have that, you might want to develop it pretty quick.
• 40:37
  SPEAKER_02: PDQ.
• 40:38
  SPEAKER_02: PDQ.
• 40:40
  SPEAKER_02: Might want to do that pretty damn quick.
• 40:42
  SPEAKER_02: What was that thing back in the day when we were kids?
• 40:44
  SPEAKER_02: Like XYZ PDQ?
• 40:45
  SPEAKER_02: Like examine your zipper if you if your fly was down.
• 40:48
  SPEAKER_02: XYZ PDQ.
• 40:49
  SPEAKER_02: Oh my god, I can't believe I remember that.
• 40:50
  SPEAKER_02: Anyhow, guys, it's all about the relationship.
• 40:53
  SPEAKER_02: It's all about the relationship and and showing people what you're offering, what your team is offering, what your brokerage is offering, and helping them understand if it's a good fit for them.
• 41:05
  SPEAKER_02: Because sometimes it's not.
• 41:07
  SPEAKER_02: And you have to be okay with that instead of trying to ram it down their damn throats.
• 41:11
  SPEAKER_02: And if they say no, you say, Well, I guess you don't like money.
• 41:14
  SPEAKER_02: You know, I I'm about to lose my mind just thinking of the recruiters out there that have been trained from a company that's red and white by a certain individual, that that's the script they should use.
• 41:27
  SPEAKER_02: If somebody says no, they're not open to opportunities.
• 41:29
  SPEAKER_02: Oh, well, I so I guess you're not open to making money.
• 41:32
  SPEAKER_02: Shut up.
• 41:33
  SPEAKER_02: Shut up.
• 41:34
  SPEAKER_02: Nobody wants to hear that from you.
• 41:36
  SPEAKER_02: They don't like how they're being approached.
• 41:38
  SPEAKER_02: I get it.
• 41:39
  SPEAKER_02: But they're doing it wrong.
• 41:41
  SPEAKER_02: Okay.
• 41:41
  SPEAKER_02: So, guys, implement what you've learned today.
• 41:43
  SPEAKER_02: Please share this with somebody that you believe will get some value from it, somebody that needs to hear this, an agent that you know, maybe a team leader who's looking to grow their team, or maybe someone that you're looking to do business with and start a team together, or um you're just trying to grow your brokerage, cool.
• 42:01
  SPEAKER_02: Please share this with somebody within the industry that you think would get value from it.
• 42:05
  SPEAKER_02: There is no fee for this show.
• 42:07
  SPEAKER_02: This is a free podcast, but the only fee that we charge, that we charge to you, is we ask that you share this with somebody that would find it valuable.
• 42:17
  SPEAKER_02: So help spread the word.
• 42:19
  SPEAKER_02: We'll see you guys next week.
• 42:20
  SPEAKER_02: Appreciate it.
• 42:21
  SPEAKER_02: Take care.