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Why We're Hiring a W-2 Salesperson · The Investor Shed Podcast

• Nick: The reason is that we are live. We started debating before we started the I know. That's how you know it's gonna be a good one. I guess, yeah, yeah. Good morning. Welcome. Hey, good Jeremy: The reason is the reason is we started debating before we started the show today. I guess, yeah, yeah. Good morning. Nick: morning. Everybody, welcome to the investor shed podcast. We're getting right into it. My name's Nick Beverge here with Jeremy Kitchen, the best damn media guy and friend. Thank you. In all of North Idaho. We don't have a best friend contract, but I appreciate it, and I you are my best friend. Jeremy: Damn media guy and friend. Thank you. In all of North Ida. We don't have a best friend contract, but I appreciate it. And I you are my best friend too. So like you don't have yeah, you're right up there. You're in the top two. You're the top twenty. You're you're number one right now, but you y you and Joe Turner go back and forth. You're at least in the top fifty. Right now you're in the number one spot. Right, but if I had a list of a hundred, you'd be in the top one hundred. Thank you guys. Let's keep keep making it bigger. Nick: So you're right up there. Like you don't have yeah, you're right up there. You're right up there on the top two. You're the top twenty. You're you are number one right now, but you you the you and Joe Turner go back and forth. You're at least in the top fifty. Right now you're in the number one spot. Right. You should have the best. You'd be in the top one hundred. Thank you. I appreciate that. Yes. so today's topic is about best friends. It is. No, it's not. it's about business. Yeah. We're gonna we're gonna chat a little bit about Jeremy: It is. Yeah. No, it's not. it's about business. Yeah. We're gonna we're gonna chat a little bit about you know, we're we're winding down the year of twenty twenty six and it's been it's been a pretty good year. It has been a good year. It's been struggling year here and there for a lot of people. Yeah. Nick: You know, we're we're winding down the year of twenty twenty six and it's been a it's been a pretty good year. It has it it's been a struggling year here and there for a lot of people. Yeah. how's your year been? Crazy. Just crazy. Crazy. You've had a lot go on. You had a you had a new human pop into your life. Yeah, a new human a literal pop. A little pop. Literal pop, yep. Uhhuh. that that's a crazy part of course, but just business itself has been crazy and more busy than I've ever like had. Yeah. Jeremy: Crazy. Just crazy. Crazy. I had a lot going on. You had a you had a new human pop into your life. Yep, a new human. Literal pop. A little pop. Literal pop. Yep. that that's a crazy part, of course, but just business itself has been crazy and more busy than I've ever like had. Yeah. Which has been just a wild road of navigation, of course. You know what that deserves. That deserves a big celebration, Jerry. Nick: Which has been just a wild road of navigation, of course. You know what that deserves. That deserves a big celebration, Jeremy. Congratulations. We've got visual effects on the show now, everybody. Does that happen in the camera or does that happen on I don't know. I'm gonna I'm Jeremy: We've got visual effects on the show now. Is that happen the camera or does that happen on I don't know. Okay. Nick: gonna hope and I'm gonna I mean I would love if it does. There's all these we gotta get a Steam Deck so you can actually have the sound effects and everything. Jeremy: If it does. There's all the We gotta get a Steam Deck so you can actually have like sound effects and everything. Now if people don't Nick: Now if people don't see these effects, I'm gonna get really angry about it. That's rain. That's rain. There's a rain cloud or or when it was just me, there was a rain cloud over me. And it was Jeremy: That's rain. There's a rain cloud or when it was just me, there was a rain cloud over me. Gotcha. Nick: but since there's two of us, now the rain cloud's above the camera. I can't even see. Okay, we can stop with the visual effects. Yeah, we'll have to see. This is how we test things. Yeah. no business has been good, man. It's like I said, it's been it's been busier than I ever imagined. It's been a lot of navigations as a solo entrepreneur on that. Jeremy: so I've ruined the rain crowd. Got got it. Okay, we can stop with the visual effects. It'd be funny if they're like not showing up though. Like it's it's only on your computer and not over here. Yeah, we'll to see. This is how we test things. Yeah. no business has been good, man. It's like I said, it's been it's been busier than I ever imagined. It's been a lot of navigations as a solo entrepreneur on that level. Yeah. but it's been great at the same time. You you're doing a lot for one man show still. I mean, it's it's pretty impressive to generate the kind of production you do. Yeah. Nick: level. Yeah. but it's been great at the same time. You you're doing a lot for a one man show still. I mean, it's it's pretty impressive to generate the kind of production you do. Yeah. and create the production you do as a one man guy. Yeah. Also navigating family life with two new kids. It's it's even it's even harder, I will say that now that Arthur's born 'cause like my job is when I get home is basically take care of the two and a half year old, make sure she doesn't like try to kill herself and and the house. Jeremy: and create the production you do as a one man guy. Yeah. Also navigating family life. Yeah. Two new kids. It's it's even it's even harder, I will say, that now that Arthur's born 'cause like my job is when I get home is basically take care of the two and a half year old, make sure she doesn't like try to kill herself and and the into the house. Nick: two year olds are good at that. They're pretty good at that. They're good at like time from like six to nine PM is like gone. Mm-hmm. You know what I mean? Yeah. It's like I get back at like five, I just like rush import my stuff, Jeremy: two year olds are good at that. They're pretty good at that. They're good at anyway, so like my work time from like six to nine PM is like gone. Mm-hmm. You know what I mean? Yeah. So like I get back at like five, I just like rush import my stuff. Nick: and then I'm like, how can I help the family? Everyone goes to sleep and then I like bust it out until midnight. Yeah. So Yeah. Kind of hard once like have you ever like laid in bed with a toddler while they're trying to sleep and you're like, alright, go to bed? Late humble laid in bed? Well, not like laid in the room with them or been in the room with them. Jeremy: And then I'm like, how can I help the family? Everyone goes to sleep, and then I like bust it out until midnight. Yeah. So kind of hard. Once like have you ever like laid in bed with a toddler while they're trying to sleep and you're like, all right, go to bed. And you come laid in bed. Well or not like laid in the room with them or been in the room with them. Of course, yeah. You've got like this white sound machine on like low dim lights, and you're waiting for them to go to sleep so you can go do your thing. Yeah. And then you come out. Yeah. You know, like when they're small, sometimes just to get them to go to sleep and then you slowly Nick: Of course, yeah. Yeah. Usually usually we would sit in a rocking chair in their room, you know, like when they're small sometimes just to get to go to sleep and then you slowly put in their bed and and you run out of the room without making any noise. Like a ninja. And you're just like And then you're like, time to go to work again. Yeah. Lovely. Yeah. Jeremy: Yeah. Run out of the room without making any noise. Like a ninja. But when you but when you get out, like you've been in this like dark room with like calming music, uh-huh and you're just like you've got to like re- re-beawake. Yeah. Lovely. Yeah. No, it's it's a it's a navigation, but it's a good thing. And it's yeah, I learned a lot this year, and I hopefully in the next coming years I continue to learn a lot as well. So do you do you have anything that you've been watching? Nick: No, it it's it's a navigation but it's a good thing and it's yeah, I learned a lot this year and I hopefully in the next coming years I continue to learn a lot as well. So do you do you have anything that you've been wanting to implement to make your job easier, more productive, or just more manageable since you've been on, you know, red hot for the last year or so? And you're gonna love the answer and you probably already know. It's it's like AI implementation. okay. you are looking into that? I I'm not looking it's something I want to do. I just haven't had like Jeremy: easier, more productive or just more manageable since you've been on, you know, red hot for the last year or two. Sure. And you're gonna love the answer and you probably already know it's it's like AI implementation. okay. you are looking into that? I I'm not looking it's it's something I want to do. I just haven't had like the sit down time to be like all right, let's break implemented some parts of your business AI that can make it a little bit easier and that's like photo editing. And sometimes it's good options, sometimes it's Nick: sit down time to be like And y but you've implemented some parts of your business with AI that can make it a little bit easier and that's like i photo editing and sometimes it's a good option, sometimes it's it's inconsistent right. And you can pay more like I I there's different models you can do with the photo editing with the AI software. you can pay more to get like really good photos. Yeah. But then it's more than my virtual editors. Okay. Yeah. Wow. And they're they're consistent, you know what I mean? Yes. Jeremy: It's inconsistent. Exactly, yeah. And you can pay more, like I I've there's different models you can do with the photo editing with the AI software. you can pay more to get like really good photos. Yeah. But then it's more than my virtual editors. Okay. It's like two fifty a photo and I'm like, well my virtual editor's only a dollar a photo. Wow. And they're they're consistent, you know what I mean? Nick: so it's like not gonna try these new models for three times the price unless I three four X my prices, which isn't feasible. Right. So those Jeremy: so it's like not gonna try these new models for three times the price unless I three four X my prices, which isn't feasible. So those Nick: those models will probably tweak and get cheaper over time or something. Yeah. But like there there's tw there's so many options, like, but there's like you get the classic one for free or your fifty cent download or whatever. Anything else is like just a charge. Right. And it's a per photo charge, not like a per session charge. Yeah. So that's how they get ya. Do these AI photos ever accidentally screw up and modify the image? Jeremy: cheaper over time. I'm sure they will. But like there there's tw there's so many options like but there's like you get the classic one for free your your fifty cent download or whatever. Anything else is like just a charge. Right. And it's a per photo charge, not like a per session charge. Yeah. So that's how they get you. Do these AI photos ever accidentally screw up and modify the image instead of just enhancing the image? Not often. I will say there are times when it does virtual twilights where it like I have a photo of a house Nick: Instead of just enhancing the image? Not often. I will say there are times when it does virtual twilights. Uh-huh. Where it like I have a photo of a house and it'll like change the structure of the house a little bit to make it seem like it fits more in the photo. Uh-huh. But then I just have to keep regenerating it 'cause it's a free regeneration to do it. Yeah. And it's like, right. right, don't change the house. then anytime I do obviously like chat GPT or Grok or anything like that, I've got strict instructions like I'm a real estate photographer. Jeremy: And it'll like change the structure of the house a little bit to make it seem like it fits more in the photo. But then I just have to keep regenerating it because it's a free regeneration once I do it. And it's like, right. Don't change the house. and then anytime I do obviously like chat GPT or Grok or anything like that, I've got strict instructions like I'm a real estate photographer. Yeah. It's imperative that everything you don't change anything. You just like modify it the color base or edit it in a way that would make it Nick: Yeah. It's imperative that everything you don't change anything. You just like modify it the color base or edit it in a way that would make it not enhancing the image, not altering it. Yes, exactly. Yes. And ChatGPT likes to give me like, ooh, you're you've done every time you do it. Because you're a realist I'm like, I don't need that. Just you don't need reaffirming. They need to affirm your job. Just do the job. Yeah. Jeremy: not altered. Yes, exactly. Yes. And and Chat GPT likes to give me like, ooh, you're you know every time you do it. Because you're a real s I'm like, I don't need that. Just just do the thing. Yeah. I don't need you to tell me you're doing the job, just do the job. Nick: Yeah, that's funny. Okay. So yeah, that's a that's I didn't know you actually used Chat GPT for Jeremy: Yeah that's that's a big thing. Nick: that. I thought it was some service that is using some other thing. It's it's mostly chat GPT for like I've got it pretty dialed in for what I need for like item item removal, item adding. Okay. yeah, it's pretty good. And then anything that like so I missed a photo the other day. Uhhuh. I'm I'm gonna call myself out right now. I missed a photo the other day. And the the client was like, Hey, where's the photo of this bathroom? And three people were talking to me, so I like Yeah Jeremy: It's it's mostly chat GPT for like I've got it pretty dialed in for what I need for like item item removal, item adding. Okay. yeah, it's pretty good. And then anything that like so I missed a photo the other day. Uh-huh. I'm I'm gonna call myself out right now. I missed a photo the other day and the the client was like, Hey, where's the photo of this bathroom? And three people were talking to me, so I like Yeah. Unfortunately when people talk to me like Sometimes you get distract I'm either gonna do way too much or way too little. Yeah. And that I missed a bathroom, I'm like Nick: Unfortunately when people talk to me like Sometimes you get distracted. I'm either gonna do way too much or way too little. Yeah. And that I missed a bathroom, I'm like crap. I looked at my three sixty tour, I found the image. Uhhuh. So I s took a screenshot of that photo. Yep. I deleted a little watermark that said like to the hallway or whatever. Sure. Yeah. And then I put it in chat. I said, Hey, can you make this look like it was taken from a professional camera? And it did a really good job. I bet. So it like recreated a little bit but not noticeable. Yeah. Jeremy: Crap. I looked at my 360 tour, I found the image. Uh-huh. So I s took a screenshot of that photo. Yep. I deleted a little watermark that said like to the hallway or whatever. Sure, yeah. And then I put it in chat and I said, Hey, can you make this look like it was taken from a professional camera? And it did a really good job. I bet. So it like lucrated a little bit but not noticeable. Yeah. It it it like not all all of the the decor in the bathroom was exactly how it was. Nick: It it like not all all of the the decor in the bathroom was exactly how it was. And I just gave it like I fed it a sample image and like this is what another bathroom looks like if you can kinda give it the same color, same whiteness, same whiteness color grade. Yeah. It did a really good job. And I'm like, here it is, my editor's So how f Jeremy: And I just gave it like I fed it a sample image and like this is what another bathroom looks like if you can kinda give it the same color same whiteness same whiteness color grade. Yeah. It did a really good job and I'm like, here it is, my editors had it. So how Nick: how far how far away was that house from your body at the time of discovery? I d I didn't even remember it. Jeremy: I d I didn't even remember it. No, I mean like where where was the property located? it's in it's in Queerlane. In Cordelane. Yeah. And you live in a wrath room. So it's a twenty minute drive. Yeah. Forty minute round trip plus you have to set up everything. It would have been an hour, hour and a half. Would have been an hour and a half of your time and setting up and and getting you know, telling the the seller, Hey, sorry, we missed a photo. Right. You have to get your bathroom clean again. Yeah. Or something like that. So easily a couple hours, right? Yeah. Nick: No, I mean like where where was the property located? it's in it's in Quarter Lane. In Quarterlane. And you and you live in a rough room. So it's a twenty minute drive? Yeah. It would've been an hour, hour and a half. Would have been an hour and a half of your time and setting up and and getting you know, telling the the seller, Hey, sorry, we missed a photo. Right. You have to get your bathroom clean again. Yeah. Or something like that. So easily a couple hours, right? How much time did it take for you to j get that image that you needed? Jeremy: How much time did it take for you to j get that image that you needed? Four minutes. Four minutes. Yeah, if Yeah. This is this is how cool AI is. Yeah. It saves you real time that people don't really think of. Right. because that not only was that convenient for you, it was also very convenient for the seller. Yeah. The seller's agent who didn't have to like, Hey, we gotta reschedule Nick: Four minutes. Yeah if Yeah. This is this is how cool AI is. It saves you real time that people don't really think of. Right. because that not only was that convenient for you, it was also very convenient for the seller. Yeah. The seller's agent who didn't have to like, Hey, we gotta reschedule Jeremy: Right. I didn't have to look like a dummy, which was like the best part. Neither did the seller selling agent. And I'm sure the seller would just prefer what happened. Right happened. Nick: or we gotta have the guy come back in dummy, which was the you didn't have to look like a dummy. Neither did the seller and a selling agent. Yep. And the I'm sure the seller would just prefer what happened to happen. Jeremy: Sure. so nice work. Yeah. No. And you couldn't tell. No, you couldn't tell. You couldn't tell that it came from a three D tour. Yeah. That's awesome. It was pretty good. That's very creative. Yeah. Yeah. I could show you after we're done. It's not I'm not gonna be able to show anybody on here. Yeah, no, that's fine. Yeah, it's it's pretty cool how it done it did a good job. Yeah, you know how good photos can look. Nick: so nice work. Yeah. And and you couldn't tell. No, you couldn't tell. You couldn't tell that it came from a 3D tour. Yeah. That's awesome. It was pretty good. That's very creative. Yeah. Yeah. I could show you after we're done. It's not I'm not gonna be able to show anybody on here. Yeah, no, that's fine. Yeah. I think people can visualize that. Yeah, they know how good photos can look that are AI Jeremy: Yep, just strict instructions of course, like hey yeah, make sure you don't change the structural integrity. That's what I always tell, like, don't change the structural integrity of the photo, just enhance it. Yeah. And it does a good job. Nick: enhancer generated. That's what I always tell. Like, don't change the structural integrity of the photo, just enhance it. Yeah. Nice. It does a good job. Jeremy: so what are have you tried any of these AI agent tools yet to see if they can help you manage the accounts that you already have, like your your systems? Instead of changing your systems, sure. But just getting help from Grockbot or MetaMuse. Nick: so what are have you tried any of these AI agent tools yet to see if they can help you manage the accounts that you already have, like your your systems, instead of changing your systems, sure, but just getting help from Grockbot or MetaMuse to log into your stuff and help you just by you like talking with voice like from appointment to appointment. Hey, I'm just this is uploading now or it will upload later, just watch it and then go ahead and do the process. Jeremy: to log into your stuff and help you just by you like talking with voice like from appointment to appointment. Hey, I'm just this is uploading now or it will upload later, just watch it and then go ahead and do the process. I haven't done any of that yet. Okay. Are you afraid of that or like screwing up? No, I'm not afraid of screwing up. I don't I don't think I would like fully implement it until I knew it was foolproof, of course. I I think I'm afraid of like not knowing how to prompt it to do exactly what I need correctly. Okay. 'cause Nick: I haven't done any of that yet. Okay. Are you afraid of that or of like screwing up? No, I'm not afraid of screwing up. I don't I don't think I would like fully implement it until I knew it was foolproof, of course. Yeah. just do screen. And I think I'm afraid of like not knowing how to prompt it to do exactly what I need correctly. Okay. because a lot of my business is pretty nuanced, I will say. Like like making sure things get uploaded to the right folders and then downloaded to the right folders and then Jeremy: A lot of my business is pretty nuanced, I will say. Like like making sure things get uploaded to the right folders and then downloaded to the right folders and then read and every time it's not like it's a the same fold three folders every day, it's a different folder every day. Yeah. You know what I mean? I just don't know how to like prompt a thing correctly to be like, This is what I need and where I need it. Yeah. Since you you pay for Grok now, right? Like thirty bucks a month or something? I don't yeah. I pay for GPT still. GPT. Yeah, okay. Yeah. Never mind that. But I mean I'm not opposed to it. I just don't Nick: And every time it's not like it's the same fold three folders every day, it's a different folder every day. Yeah. You know what I mean? I just don't know how to like prompt a thing correctly to be like this is what I need and where I need it. Yeah. Since you you pay for Grok now, right? Like thirty bucks a month or something? I know, yeah. I pay for a GPT still. GPT. okay. Never mind then. But I mean I'm not opposed to it. I just don't I don't know where to start if I started. You know what mean? Okay. So the over the last week or so we I have been using Grok's Jeremy: I don't know where to start if I started, you know what I mean? Okay. So the over the last week or so we I have been using Groc's Nick: Grockbot has a newer voice feature. and it is pretty incredible and underrated, I think. Okay. because it's like, you know, usually when you're interacting with AI, it's through text. Sure. unless you want a dumber model to talk to. Right. And it's just like going back and forth, you know, just with Jeremy: Grok bot has a newer voice feature. Mm-hmm. and it is pretty incredible and underrated, I think. Okay. because it's like you know, usually when you're interacting with AI it's through text. Sure. unless you want a dumber model to talk to. Right. And it's just like going back and forth, you know, just with Nick: pre kind of generated answers. It knows whether it's gonna answer based off, you know, it's just pattern matching. Sure. But it's not actually doing as much research as you would Jeremy: pre kind of generated answers. It knows whether it's gonna answer based off, you know, it's just pattern matching. Sure. But it's not actually doing as much research as you would imagine or like knowing who you are exactly. Right. Depending on the model and how you have it set up and stuff. But the the grokbot voice feature is pretty insane because you you can you can essentially just like start a grok bot and you just go right to its computer and you just log into all your stuff. Yeah. Nick: imagine or like knowing who you are exactly. Depending on the model and how you have it set up and stuff. But the the grokbot voice feature is pretty insane because you you can you can essentially just like start a grokbot and you just go right to its computer and you just log into all your stuff. Yeah. Right through its computer. You know, your Google your Google Chrome or whatever and your your things. And then you can Jeremy: right through its computer, you know, your Google your Google Chrome or whatever. Yeah. And your your things. And then you can just hit the little voice button and just have a conversation. Yeah. While it it's working. Okay. Just as if you hired somebody, they're sitting there, and then you can just talk to instead of trying to, you know read and write text. Right, right. And go back and forth and hope that it understands. Sure. Nick: Just hit the little voice button and just have a conversation. Yeah. While it it's working. Okay. Just as if you hired somebody, they're sitting there, and then you can just talk to instead of trying to, you know, read and write text. Right, right. And go back and forth and hope that it understands. Sure. and then it will ask you questions, you'll ask it questions, it will be r doing work at the same time. Jeremy: and then it will ask you questions, you'll ask it questions, it will be r doing work at the same time. And it can do multiple things at the same time because it's just responding agents as it's talking to you. Yeah. It's like, okay, I just got back the info on this and this. Yeah. But it is I've noticed 'cause I have so many different jobs running, I like seventeen bots now. Okay. But I can just talk to one. Yeah. Or I can talk to them all. You've got your like main bot, right? That like that can give orders. And the the advantage of that is like if you have so many different Nick: And it can do multiple things at the same time 'cause it's just spawning agents as it's talking to you. And then it's like, okay, I just got back the info on this and this. But it is I've noticed 'cause I have so many different jobs running. I have like 17 bots now. Okay. But I can just talk to one or I can talk to them all. You got your like main bot. Yeah, the main bot. And then that bot can talk to all of them and kind of see what they're all working on because they all have different specialties. And the the advantage of that is like if you have so many different categories or pipelines or business or you know, whatever, Jeremy: Mm, whatever. and you don't want your context windows to kind of get scrambled. Sure. it's just a better way to separate things so that like, this particular bot it just manages my emails. Yeah. This particular bot it just it manages my trust. Mm-hmm. This particular bot it just manages my financials. Sure. This particular bot it just manages my legal like stuff. Sure. Like anything legal risk. Nick: And you don't want your context windows to kind of get scrambled. Sure. it's just a better way to separate things so that like, this particular bot, it just manages my emails. This particular bot, it just it manages my trust. This particular bot, it just manages my financials. Sure. This particular bot, it just manages my legal like stuff. Sure. Like anything legal risk. and then you know, this particular bot, blah, blah, blah, blah, and you keep going. Jeremy: And then you know, this particular bot, blah, blah, blah, blah, and you keep going. Yeah. but and then over time, you know, you start just doing tasks and having them do tasks. Yeah. And keeping up on almost everything that you do throughout the day, you try to get that bot to know what you do. Yeah. And try to mimic it. And then at the beginning of each day, I can just talk to my main bot and just say, Hey, is there anything that you are waiting on me for? Right. Nick: But and then over over time, you know, that you start just doing tasks and having them do tasks and keeping up on almost everything that you do throughout the day, you try to get that bot to know what you do. Yeah. And try to mimic it. And then at the beginning of each day, I could just talk to my main bot and just say, Hey, is there anything that you are waiting on me for? Right. And then it's like, Hold on, let me check with the other guys And then it's got like seven things that we want to just discuss. Jeremy: And then it's like, hold on, let me check with the other guys. No, yeah, let me check with the crew. It's got like seven things that we want to just discuss. Okay. So it's waiting for you on this and this. What do you want to do here? What do you want to do there? What do you want me to start anything here? And and you just have a conversation like with your chief of staff of all the things in your business that need attention from you. Okay. And you talk talk it out instead of like physically having to, you know, text or look things up. Sure. And as long as it has access to everything, it's just such an easier way to get stuff done. Yeah. Nick: So it's waiting for you on this and this. What do you want to do here? What do you want to do there? What do you want me to start anything here? And and you just have a conversation like with your chief of staff of all the things in your business that need attention from you. Okay. And you talk talk it out instead of like physically having to, you know, text or look things up. Sure. And as long as it has access to everything, it's just such an easier way to get stuff done. Yeah. And that's why I've just noticed it's just incredibly valuable. And then not only that, but just the planning too is amazing. Yeah. So we started Jeremy: And that's why I've just noticed it's just incredibly valuable. And then not only that, but just the planning too is amazing. Yeah. So we started, it Nick: It I decided to not try to start a new business next year. Yeah, let's talk about we'll talk about that too. But yeah. Okay. and I and I really just like we have such a golden goose that I've been working on for fifteen years as a real estate agent. And we have an incredible database. We have the incredible tools. Jeremy: I decided to not try to start a new business. Okay. Yeah, let's talk about we'll talk about that too, but Yeah. Okay. and I and I really just like we have such a golden goose that I've been working on for fifteen years. Yeah. As a real estate agent. And we have an incredible database. We have the incredible tools. we have incredible talent between Joe and I and Sabra. we have all this opportunity, but really no one in sales. Nick: we have incredible talent between Joe and I and Sabra. we have all this opportunity, but really no one in sales. Jeremy: Sure. And we've and we've hired salespeople before and and in a real in the real estate world when you hire them, you know, you bring them on as a di as a 1099, not a W-2. Right. And and then you kind of depend on them to actually do their job, even though you can't force them to, because it's a 1099 relationship. You can't force them to, but you can hold them accountable. You can hold them accountable, you can like cancel your agreements. Nick: Sure. And we've and we've hired salespeople before and and in a real in the real estate world when you hire them, you know, you bring them on as a d as a ten ninety nine, not a W two. Right. And and then you kind of depend on them to actually do their job even though you can't force them to, because it's a ten ninety nine relationship. You can't force them to, but you can't hold them accountable. You can hold them accountable, you can you can cancel your agreements, but you can't really tell them you gotta come in the office from this time to this time and make these calls here. Jeremy: But you can't really tell them you gotta come in the office from this time to this time. Right. Make these calls here. you're actually in Idaho getting into territory where you're treating somebody that has a ten ninety nine like an employee. And when you're doing that, you you could get in trouble by the Labor Department. so to get past that, to actually get the results that we want, what that we kind of need. Nick: you're actually in Idaho getting into territory where you're treating somebody that has a ten ninety nine like an employee. And when you're doing that, you you could get in trouble by the labor department. so to get past that, to actually get the results that we want what that we kind of need, it it makes more sense for us. And there are people around the country that do this. If we just hired a salesperson Jeremy: it it makes more sense for us and there are people around the country that do this. If we just hired a salesperson with a W two base salary like fifty grand a year. Yeah. We we had the financial ability to do that starting next year. Joe and I can split it and and we have all the opportunity in our database and we know what what works. The the thing that we struggled with in the past is we would bring agents on board Nick: With a W two based salary of like 50 grand a year. Yeah. We we have the financial ability to do that starting next year. Joe and I can split it and and we have all the opportunity in our database and we know what what works. The the thing that we struggled with in the past is we would bring agents on board and we tell what works and what we think that they should do. And then they don't do it. They want to be creative because they do have the freedom. Yeah. Jeremy: And we tell what works and what we think that they should do. And then they don't do it. They want to be creative because they do have the freedom to do it. And most of the people that you bring on as kind of more of a partner, they also have this thing in their head where they still want to be a little independent. Sure. That's why they're an independent contractor. Yeah, yeah. That's why they got into real estate. What we really need is someone who's more just a they just follow orders and they want the security of a paycheck. Nick: To do it and most of the people that you bring on as kind of more of a partner, they also have this thing in their head where they still want to be a little independent. Sure. That's why they're an independent contractor. That's why they got into real estate. What we really need is someone who's more just don't they just follow orders and they want the security of a paycheck Jeremy: Mm-hmm. But also the ambition of doing well to get bonuses. Sure. just like most salespeople, like somebody from a car dealership. Right. You know. Nick: but also the ambition of doing well to get bonuses. Sure. just like most salespeople, like somebody from a car dealership, you know. Jeremy: 'cause there's there are all these personalities out there that exist that that they they just want to be in sales and they want to make c the contacts and and go on employment, but they don't want the risk of no paycheck. Right. They don't want th they can't stand the idea of like Nick: 'cause there's there are all these personalities out there that exist that that they they just want to be in sales and they wanna make c the contacts and and go on appointments, but they don't want the risk of no paycheck. Right. They don't want they they can't stand the idea of like, Jeremy: shoot, I can make zero dollars this month and my family won't eat. Yeah. It's wild. If if it because I don't have complete control. Yep. but what we can do as, you know, Nick: shoot, I can make zero dollars this month and my family won't eat. If if it because I don't have complete control. Yep. but what we can do as, you know Jeremy: as experienced agents with money and a big database and have been in it for over a decade, we can take the risk of that financial burden could be on us, where if they don't produce, but they're doing everything that they should, it's okay to let a month here and there slide where they're getting paid but they're doing the activities. Right. Nick: as experienced agents with money and a big database and have been in it for over a decade, we can take the risk of that financial burden could be on us where if they don't produce, but they're doing everything that they should, it's okay to let a month here and there slide where they're getting paid but they're doing the activities. Right. But then there's gonna be some months where they're they're making us quite a bit of money. And and you know, overall it's more of an annual thing. Is this making sense annually for us, not month to month? Right. Jeremy: But then there's gonna be some ones where they're they're making us quite a bit of money. And and you know, overall it's more of an annual thing. Is this making sense annually for us, not month to month? Right. Because real estate is a long term game with sales. It's like you make a sale, but you may not see the money for months. Right. It's true. You know? So this could be a really good blend of, yeah, we'll put up we'll put up the money. We just need someone to do what we tell to do. Yeah. And and it should be a win win. Nick: Because real estate is a long term game with sales. It's like you make a sale, but you may not see the money for months. You know? So this could be a really good blend of, yeah, we'll put up we'll put up the money. We just need someone to do what we tell to do. Yeah. And and it should be a win win. And you said a lot of people around the country have implemented this model? A few people, yeah. A few people? Yep. Where they have a a W two, an actual employee that's doing the real estate sales. Mm-hmm. Jeremy: And you said a lot of people around the country have implemented this model? A few people, yeah. A few people? Yep. Where they have a a W to an actual employee that's doing the real estate sets. Mm-hmm. There's pros and cons to both, obviously. I mean like like you were saying, like I think you know, speaking from personal experience watching your team grow and and learn the learning curves, like you just didn't have I'm not saying you had to rule like an iron fist. Yeah. But the culture was pretty lax. It was. Yes. Nick: There's pros and cons to both, obviously. I mean, like like you were saying, like I think, you know, speaking from personal experience, watching your team grow and and learn the learning curves, like you just didn't have I'm not saying you had to rule like an iron fist. Yeah. But the culture was pretty lax. It was. Yes. Cause we we're trying to find this healthy balance of like being the cool, yeah. We want the cool kids. Yeah. And and we did find a couple that were Jeremy: 'Cause we we're trying to find this healthy balance of like You wanted to find a self starter and yeah, I get it. The cool kids. And and we did find a couple that were definitely the cool kids and can still do their jobs and and go out and produce a lot of business. Yeah and then eventu eventually they go off on their own. Right. and and they did they did show up daily, but they wouldn't necessarily they still even the best of best weren't using our database like they should have. Right. They were just so good at their jobs. Nick: Definitely the cool kids and can still do their jobs and and go out and produce a lot of business and then eventu eventually they go off on their own. Right. and and they did they did show up daily, but they wouldn't necessarily they still, even the best of the best, weren't using our database like they should have. They were just so good at their jobs, they were just making sales. Yeah. Those are like natural born sellers that are just the what we really want is our database taken care of. Right. You know. Yeah. Jeremy: Or just making sales. Yeah. Those are like natural born sellers that are just the people who just want is our database taken care of. Right. Yeah. And and obviously you and Joe, you both have your own kind of ambitions and quests that you're on right now. So like being nitty gritty in the sales business for you isn't exactly an answer, is it? For me, dri you do you mean like if I were doing it? Yeah, like if you were doing the calls. no, I bet I've been there. Yeah. Nick: And and obviously you and Joe, you both have your own kind of ambitions and quests that you're on right now. So like being nitty gritty in the sales business for you isn't exactly an answer, is it? For me, dra you do you mean like if I were doing it? Yeah, like if you were doing the calls. no, pi I but I've been there. Yeah. Yeah, I mean I have. I'm just curious, like if that's like is that part of your eyes' ambition as well? Like I know you don't neither of you it seems like are like salesmen anymore. You're more like managers. And like yeah. Jeremy: Yeah. Yeah, I you have. I'm just curious. Like if that's like is that part of your guys' ambition as well? Like I know you don't neither of you it seems like are like salesmen anymore. You're more like managers and like Yeah. Yeah, we want to work on the business and in the business. Yeah, absolutely. Because we've done so much in the business. we have this well oiled machine that does work when we have an o when we have operators in there. Right. Like the train works. We just need somebody to th throw some coals in there. And the coal's there. Nick: Yeah, we want to work on the business, not in the business. Yeah, absolutely. Because we've done so much in the business. we have this well oiled machine that does work when we have an o when we have operators in there. Right. Like the train works. We just need somebody to th throw some coals in there and the coal's there. Yeah. All the the all the le all the contacts. Yeah. I mean that's our coal. Sure. We just need somebody with the shovel that can go you know, keep throwing it in the fire. Jeremy: Yeah. All the the all the le all the contacts. Yeah. I mean that's our call. Sure. We just need somebody with the shovel that can go ch you know, keep throwing it in the fire. Yeah. And then and then, you know, steer the train. Yeah. I don't know if trains need steered. But Yeah, I think they need a little bit of direction. I mean the tracks diverge and stuff. They do need to wash out for cars. You're giving me a lot of good analogies right now. People are like, What are they even talking about? What are they even talking about? No, I like I'm just saying, like, I mean, like I remember like being on your team. Nick: And then s and then, you know, steer the train. Yeah if I don't know if trains need steered, but probably not. I mean the tracks They need to watch out for cars. You're giving me a lot of good analogies right now. People like, what are they even talking about? What are they even talking about? No, I like I'm just saying, like, I mean, like I remember like being on your team and being like well I understand why half these people aren't working. I I did understand why half of them are working because Because they had the option. The option was to not have to work, right. Jeremy: And being like, well, I understand why half these people aren't working. I did understand why half of them aren't working 'cause they had the option. The option was to not have to work. Right. Nick: and 'cause we weren't paying them directly. Right. We were sharing in a in a profits. Right. And set you know, sharing sharing when yeah when work was getting done. And I think I remember like even talking to you a few years back, like, why don't you just like force them to like like I'm gonna use a a team name like Embrace. Jeremy: and and I think people weren't paying them directly. Right. We were sharing in a in a profits. Right. And so you know, sharing sharing when yeah. When work was getting done. And I think I remember like even talking to you a few years back, like, why don't you just like force them to like like I'm gonna use a a team name like Embrace. Nick: Yeah. Right? Like you you look at their structure, like they're very heavily like this is what you need this is your expectations every single day. Yep. Jeremy: Yeah. Right? Like you you look at their structure, like they're very heavily like this is what you need this is your expectations every single day. Yep. And y they're not exactly ruined with an iron fist either, like they seem like they have fun as well. Yeah. But it it seemed like they were getting a lot more results from their underdog agents than you were at the time. Sure. Yeah. At the time, I think we we wanted to be we we wanted to attract people. Nick: And y they're not exactly ruined with an iron fist either, like they seem like they have fun as well. Yeah. But it it seemed like they were getting a lot more results from their underdog agents than you were at the time. Sure. Yeah. At the time I think we we wanted to be we we wanted to attract people that didn't need that push. Yeah, I remember. And we also didn't want to if we weren't doing those activities, we were doing different activities to get clients. Yeah. Jeremy: That didn't need that push. Yeah, I remember that. And we also didn't want to, if we weren't doing those activities, we were doing different activities to get clients. Yeah. We were we're going on regular meetup meetings. We didn't have to make 20 calls in a day. Right. but what we learned over time was like we need somebody to do this. Right. We we have too many opportunities that just we have too many clients that aren't getting the attention they deserve. Yeah. Nick: We were we're going on regular meetup meetings. We didn't have to make twenty calls in a day. Right. but what we learned over time was like we need somebody to do this. Right. We we have too many opportunities that just we have too many clients that aren't getting the attention they deserve. And they're just not gonna get it from me or Joe or Sabra or the other people that were part time on our team because they have other priorities and jobs. Sure. We actually just need someone in sales. Jeremy: And they're just not gonna get it from me or Joe or Sebra. Right. Or the other people that were part time on our team because they have other priorities and jobs. Sure. We actually just need someone in sales. We need somebody. Yeah. We need the Bill Clark of the team. You know what I mean? we need somebody that's their job is to show up at eight thirty and get their station ready. Yeah. And then by nine o'clock they click a button in our CRM. Yeah. And they make Nick: We need somebody Yeah. We need the Bill Clark of the T or you know you know what I mean? we need somebody that's their job is to show up at eight thirty and get their station ready. Yeah. And then by nine o'clock they click a button in our CRM and they make eight calls, eight texts, eight emails, at least some back and forth. And it might take a lot more than that to get some back and forth with people. Yeah. But they need to Jeremy: Eight calls, eight texts, eight emails, at least some back and forth. Yeah. And it might take a lot more than that to get some back and forth with people. Yeah. But they need to they need to make twenty or thirty contacts in a couple hours, which is very doable. Easy. or and then set one to two appointments a day. Yeah. and these appointments d can be, you know Nick: They need to make twenty or thirty contacts in a couple hours, which is very doable. Easy. or and then set one to two appointments a day. Yeah. and these appointments d can be, you know, with vendors, investors, buyers, sellers. Sure. and then go in even deeper, but they can't all be like the easy softballs. Right. so it's it gets very complex, but I'm trying to make a very simple Jeremy: vendors, investors, buyers, sellers. Sure. and then go in even deeper, but they can't all be like the easy softballs. Right. so it's it gets very complex, but I'm trying to make a very simple expectation list. And the the Grockbot is actually really helping me with this because I could just talk to a c like a consultant about building out this expectation list perfectly to where there's no there's no guesswork. Nick: expectation list and the the grock bot is actually really helping me with this because I can just I could just talk to a c like a consultant about building out this expectation list perfectly to where there's no there's no guesswork. Like I think what I I what we really had an issue with for a decade with like growing a team and not being able to force them to do a particular thing. Yeah. Because then you get into that's more of a W two thing. We can't force somebody to sit down and you do this Jeremy: Like I think what what we really had an issue with for a decade with like rowing a team and not being able to force them to do a particular thing. Yeah. Because then you get into th that's more of a W two thing. We can't force somebody to sit down and you do this right out of here. And then we also just didn't have the balls at that time. Now I think I do. Yeah. You you couldn't force but you could s manage the expectation. Like, hey, this is what we expect. If if this isn't getting done, we need to start talking. Like you know what I mean? Like you can let somebody go for not doing those expectations. Yeah. Nick: Or you're out of here. And then we also just didn't have the balls at that time. Now I think I do. Yeah. You you couldn't force but you could s manage the expectation. Like, hey, this is what we expect. If if this isn't getting done, we need to start talking. Like, you know what I mean? Like you can let somebody go for not doing those expectations. Yeah. But if they are clocked in or on a salary, essentially, a lot easier to set these expectations of, Hey, this is all you gotta do to not get fired. You're gonna have a great salary. Yeah. and and all you have to do is sell a couple homes a year to make a hundred grand. Jeremy: But if they are clocked in or on a salary, essentially, a lot easier to set these expectations of, hey, this is all you gotta do to not get fired. You're gonna have a great salary. Yeah. and and all you have to do is sell a couple homes a year to make a hundred grand on average. Right, right. You're gonna make fifty if you do nothing, but if you do nothing, you're gonna get fired. Right. But don't worry, you're not gonna get fired as long as you're doing these expectations. Right. And we can monitor it all. Right. You know. Yeah. Nick: On average. You know. You're gonna make fifty if you do nothing, but if you do nothing, you're gonna get fired. But don't worry, you're not gonna get fired as long as you're doing these expectations. Right. And we can monitor it all. Right. You know. Yeah. and it's and it's with with our AI tools, with the way we built out and the way that the our database is being modified and created, it it will track text, emails, phone calls. The only thing it won't really track is like Jeremy: And it's and it with with our AI tools, with the way we built out and the way that the our database is being modified and created, it it will track text, emails, phone calls. The only thing it won't really track is like incoming calls. Sure. They'll just have to go back and make a note of that. Okay. and then they'll and then they take a lunch from eleven thirty to twelve thirty, mm-hmm and then they have appointments either at one or four. Nick: incoming calls. So they'll just have to go back and make a note of that. Okay. and then they'll and then they take a lunch from eleven thirty to twelve thirty. And then they have appointments either at one or four Jeremy: Right. Or one or three. Sure. so they have like two appointment slots in the afternoons and then once a month on the on the Thursday night meetups, you know, that's when you take the half of the morning off and then you're working in the evening. Mm-hmm. Nick: or one or three. Sure. so they have like two appointment slots in the afternoons and then once a month on the on the Thursday night meetups, you know, that's when you take the half of the morning off and then you're working in the evening. Mm-hmm. Jeremy: And and it could get very structured, yeah, very predictable, where there's just no the salesperson doesn't have to get creative. Sure. They just have to follow a list. And that's I think that's really what our business needs. Yeah. Nick: And and it could get very structured and very predictable where there's just no the salesperson doesn't have to get creative. Sure. They just have to follow a list. And that's I think that's really what our business needs. Yeah. Is no more creativity, no more trying to create new leads. Yeah. Just service all the thousands of people that we already have, the opportunities in there. Yeah. And do it this way. Sure. You know what I mean? Yeah. I know what you mean. I I think like Jeremy: It's no more creativity, no more trying to create new leads. Yeah. Just service all the thousands of people that we already have, the opportunities in there. Yeah. And do it this way. Sure. You know what I mean? Yeah. I know what you mean. I and I think like this could go one of two ways. And I'm I'm sure like there's only two here on the Yeah. Like obviously like a salesman's incentive is typically to make money. But also, like you're saying, like some people Nick: This could go one of two ways. And I'm I'm sure like Yeah, I want to hear all the devil's advocate stuff. Like obviously like a salesman's incentive is typically to make money. But also, like you're saying, like some people they just have to have that like panic button of like, what if I don't make money this month, right? So I see that this could work on that standpoint. Or like a natural born salesman, like like somebody who's gonna be a topic. Well this is going And and let's let's hit on that before you move on. Yeah. yes, so Jeremy: they just have to have that like panic button of like, what if I don't make money this month, right? So I see that this could work on that standpoint. But like a natural born salesman, like like somebody who's gonna be a top dog in the company. And and let's let's hit on that before we move on. Yeah. yes, so the fear of I'm not gonna make money this month is now going to be eliminated. Yep. Because you're at least gonna make fifty grand a year. Nick: The fear of I'm not gonna make money this month is now going to be eliminated because you're at least gonna make fifty grand a year divide by twelve. You're at least making that. Yeah. Even if you sell no houses. The fear is should still be there of like the fear is Am I doing my work? Am I doing what I'm supposed to be doing? Right. And that can be eliminated as long as they Jeremy: You're at least making that. Yeah. Even if you sell no houses. The fear is should forty, two hundred a month. Yeah. The fear is Am I doing my work? Right. Am I doing what I'm supposed to be doing? Right. And that can be eliminated as long as they do what they said they're gonna do. You know I mean? Yeah. now there there are some things that might be out of control, like, I I just can't seem to set an appointment. Mm-hmm. Well then Nick: Do what they said they're gonna do. You know what I mean? Yeah. now there there are some things that might be out of control, like I I just can't seem to set an appointment. Mm-hmm. Well then we just need more coaching or consulting or training on that. It should be it's easier than most people think. In my experience, 'cause I've been in a lot of sales jobs in the past, I've sold I've sold cars, I've sold knives, I've sold T Mobile services. Yeah. I know I've sold other things in the past, but Jeremy: We just need more coaching or consulting or training on that. It should be it's easier than most people think. In my experience, 'cause I've been in a lot of sales jobs in the past, I've sold I've sold cars, I've sold knives, I've sold T Mobile services. Yeah. I know I've sold other things in the past, but houses are the easiest things to sell. They kind of sell themselves. It won't have to be a sleaze bag. Right. All you have to do is stay in touch with people. Yeah. And just hit at the right time. Yeah. Nick: Houses are the easiest things to sell. Because they sell themselves. You don't have to be a sleaze bag. All you have to do is stay in touch with people. Yeah. And just hit them at the right time. Yeah. And just make a certain amount of contacts and not be annoying. Sure. that you just gotta get people people to talk. but you don't have to you don't have to try to sell, you know, door to door bug pest services or anything like that. This is the easiest. Like everybody. Jeremy: And just make a certain amount of contacts and not be annoying. Sure. that you just gotta get peop people to talk. but you don't have to you don't have to try to sell, you know, door to door bug pest services. Right. You're not selling dish satellite services. Like everybody almost people want real estate. Right. And if they don't, there's a lot of people you can call that do. Right. They just they just want somebody that they can call on when they're ready. Yeah. I just think, you know, as far as expectations go Nick: Almo most people want real estate. Right. And if they don't, there's a lot of people you can call that do. Right. They just they just want somebody that they can call on when they're ready. Yeah. I just think, you know, as far as expectations go, I think you could do this on a ten ninety nine, and you could do it on a W two. Well, th so that's the thing. I've already tried so many times with a ten ninety nine. Yeah. I I and yes you have, but I also don't think you've been as serious about it as you think. Jeremy: I think you could do this on a ten ninety nine and you could do it on a W two. Well th so that's the thing. I've already tried so many times with a ten ninety nine. Yeah. I I and yes you have, but I also don't think you've been as serious about it as you think. Again, this this is with your lax company culture, right? This is like the the expectation is like you want these self starters to show up and just automatically be great. Nick: Again, just this is with your lax company culture, right? This is like the the expectation is like you want these self starters to show up and just automatically be great. And I'm not sure how much coaching you guys actually do or anything. Yeah, but it it seems like you and Joe are pretty busy with your own endeavors most of the time to actually put your heads in the business and work alongside with somebody to show them the ropes. But I could be wrong on the outside perspective of that. there's some of that. Yeah. It depends on how much how motivated that agent is to want to be curious and learn. Yeah. And I mean the the Jeremy: And I'm not sure much coaching you guys actually do or anything, but it it seems like you and Joe are pretty busy with your own endeavors most of the time to actually put your heads in the business and work alongside with somebody to show them the ropes. But I could be wrong on the outside perspective of that. there's some of that. Yeah. It depends on how much how motivated that agent is to want to be curious and learn. Yeah. And I mean the the anytime anybody's ever on our team, they know pretty clearly that the the door is always open for you to come shadow. True. Nick: Anytime anybody's over on our team, they know pretty clearly that the the door is always open for you to come shadow and come on appointments with us. you know, get help anytime you want with any situation, lead generation i ideas or tactics. Yeah. Like that is always open door and they they're very aware of that. Sure. Okay. the problem is there are a lot of people who just struggle mentally Jeremy: And come on appointments with us. you know, get help any time you want with any situation, regeneration ideas or tactics. Yeah. Like that is always open door and they they're very aware of that. Sure. Okay. the problem is there are a lot of people who just struggle mentally with doing what they know they should be doing. Yeah. You know what I mean? Mm-hmm. because they Nick: with doing what they know they should be doing. Yeah. You know what I mean? Mm-hmm. because they Jeremy: still have the option and they know we're not that we can't force them to make calls. Right. Necessarily. But as a W two we we can. Yeah. And and just knowing that, just not having that mental blocker of like, okay, I don't have to worry about the state of Idaho. Right. The way I treat this person. Right. You are an employee. Nick: still have the option and they know we're not that we can't force them to make calls necessarily. But as a W two we we can. Yeah. And and just knowing that, just not having that mental blocker of like, okay, I don't have to worry about the state of Idaho. Right. The way I treat this person. You are an employee. Jeremy: You are an employee. I can set very clear expectations about the timing. now you I I'm not just gonna make recommendations anymore. Nick: You are an employee. I can set very clear expectations about the timing. now you I I'm not just gonna make recommendations anymore. These are now our policies. Right. And it's so much easier for me to can somebody or hire or or reward them by just like just do just do it do what you're supposed to do. and the great thing about like AI tools and stuff is like it can really help me Jeremy: These are now our policies. Right. And it's much easier for me to can somebody or or or reward them. Yeah. By just like just do just do it do what you're supposed to do. and the great thing about like AI tools and stuff is like it can really help me get what I know. Like I think what I've struggled with the last few years is like try to get what's in my head and relay it to that person. Yeah. Nick: get what I know like I think what I've struggled with the last few years is like try to get what's in my head yeah and relay it to that person. Yeah. Or put it in writing or paper and be very specific about what to do with your time. Sure. If that makes sense. And now it's just becoming so much easier to be able to do that and also have a system to monitor it. Yeah. No, I I don't see like the downside is I I minimal to be honest with you. I don't I don't see a ton of downside with going with it Jeremy: Or put it in writing or paper a and be very specific about what you do with your time. Sure. If that makes sense. And also have a system to monitor it. Yeah. No, I I don't see like the downside is I I minimal, to be honest with you. I don't I don't see a ton of downside with going with a W two person, but I also don't see downside. Well yeah. Burning fifty grand. Right. Nick: there's a downside. I mean you're burning burning fifty grand a a year if it doesn't work out. Have you ever burned 50 grand in a year that for something didn't work out? Yeah. yeah. Right. Well, last year, I mean we spent I think we spent 30 grand on marketing or earlier this year. Sure. that really went nowhere. Yeah, that was the one where you guys were in the We had a lot more opportunities again. We did a lot of mailers and all that kind of stuff. And it's like, man, that's half of an employee. Jeremy: A a year if it doesn't work out. Have you ever burnt fifty grand in a year that's for something that didn't work out? Yeah. It happens, right? Well last year I mean we spent I think we spent thirty grand on marketing earlier this year. Sure. that really went nowhere. Yeah, that was the one where you guys were gonna do your opportunities again. We did a lot of mailers and all that kind of stuff. And it's like, man, that's half of an employee. Mm-hmm. Why did you stop that? well, we weren't following up Nick: Why did you we already have Well, we weren't following up. Okay. We we did actually did get some leads. Yeah. But we just didn't have you know, everything else is a priority. We already had a bunch of opportunities. We're just creating more opportunities we couldn't get to. Right. So that's why I think a salesperson would really And the thing I've heard. Would really fill the biggest hole we have in our boat is that we don't have a salesperson following up with people and taking it Jeremy: Okay. Actually you did get some leads. Yeah. But we just didn't have you know, everything else is a priority. We already had a bunch of opportunities. We're just creating more opportunities we couldn't to. Right. So that's why I think a salesperson would really And the thing I've heard about mailers. The biggest hole we have in our boat is that we don't have a salesperson following up with people and taking it to a contract. Now what happened to this Kyle Reese that you were gonna have reach out to people like the your AI agent that you were gonna have do all this? Nick: Now what happened to this Kyle Reese that you were gonna have reach out to people like the your AI agent that you were gonna have do all this? Jeremy: a sales someone in sales doing that. You're you're it's just you're gonna have an AI version of sales who's gonna be getting appointments for you guys, right? Yeah. And going through your database. That's just not it's just not gonna work. Okay. we need a real person. Sure. Yeah. have you have you gotten a call? Even th the best Nick: a sales someone in sales doing that? You're you're it's just too have an AI version of sales who's gonna be getting appointments for you guys, right? Yeah. Yeah, I'm pretty convinced that's just not it's just not gonna work. Okay. we need a real person. Sure. Yeah. have you have you gotten a call? Even th the best Jeremy: AI agents that talk to you on the phone still is it's still just a weird like it's feels informal. It's just you you need a real person. I agree. Nick: AI agents that talk to you on the phone still, you s it's still just a weird like it's it's just not it's just you you need a real person. A real person that that the because this person their job is not just to make calls, their job is to set appointments and go on appointments. That's that's where the money making is. It's not in generating calls and touches. Right. That's just what it requires to so what Kyle Reese Jeremy: That the because this person their job is not just to make calls, their job is to set appointments and go on appointments. Sure. That's that's where the money making is. It's not in generating calls and touches. Right. That's just what it requires. Right. So what Kyle Reese, Nick: This AI assistant can absolutely help with is prepping that person's day. Yeah. These are all the people in the database that we've identified that are probably the best to follow up with right now. Sure. Jeremy: his AI assistant, can absolutely help with is prepping that person's day. Yeah. These are all the people in the database that we've identified that are probably the best to follow up with right now. Sure. Nick: And here's all the drafts too. All you have to go through is all these text messages, your phone's connected to the database through each one. You know, before you hit send, do you want to tweak anything in this text? Right. Tweak anything, hit send, move on to the next, tweak something, hit send, move on to the next, tweak something, hit send. Jeremy: And here's all the drafts too. All you have to go through is all all these text messages, your phone's connected to the database through each one. You know, before you hit send, do you wanna tweak anything in this text? Right. Tweak anything, hit send, move on to the next. Tweak something, hit send, move on to the next. Yeah. Tweak something, hit send. And then, you know, you gotta do that so many times before you start might be getting replies. If you get replies, that counts as a contact. Right. Okay. You know what I mean? Yeah. For all these text messages. And the same thing with emails. Yeah. Nick: And then, you know, you gotta do that so many times before you start might be getting replies. If you get replies, that counts as a contact. Right. Okay. You know what I mean? Yeah. For all these text messages. And the same thing with emails. Yeah. Here's all these emails. Need to tweak anything. Yeah. So so it's it should be very easy. And then here's all these people that need actual phone calls. Yeah. Hit the call button. It call you know they'll they're wearing probably just a a headset or they're like airpods connected to their Mac. The the Mac Jeremy: Need to tweak anything. Yeah. So so it's it should be very easy. And then here's all these people that need actual phone calls. Yeah. Hit the call button. It call you know they'll they're wearing probably just a a headset or like air pods connected to their Mac. The the Mac is connected to the database. and then it can record the calls and transcribe everything as you're talking back and forth. And then when the call is up. Nick: Is connected to the database. and then it can record the calls and transcribe everything as you're talking back and forth. And then when the call is up, it automatically summarizes what that call was, puts it in the notes. Yeah. It keeps track. Hey, you had a good contact here, and it automatically schedules, you know, a follow up in the system where they don't even have to. Right. They can manually tweak it if they want to, but it's like already set up. Hey, you should really call this person in a few days or Jeremy: It automatically summarizes what that call was, puts it in the notes. Yeah. It keeps track. Hey, you had a good contact here. And it automatically schedules, you know, a follow up in the system where they don't even have to. Right. They manually tweak it if they want to, but it's like already set up. Hey, you should really call this person in a few days or whatever. Okay. next month, next year. Whenever it is. Yeah, but it counted as a contact and it's already like, you know, keeping track on the list. Yeah. That goes towards your twenty. Yeah. Nick: Whatever. Ne next month, next year. Whenever it is. Yeah, but it counted as a contact and it's already like, you know, keeping track on the list. Okay, that goes towards your twenty. Yeah. You know what I mean? Yeah. I think it's a really good way to to to force accountability. I really do. I it it'll be interesting to see how it plays out. Like statistically, there's not a lot of W two agents, from what I understand. Right, because I think just a lot of agents don't really have the Jeremy: You know what I Yeah. I think it's a really good way to to to force accountability. I really do. I it it'll be interesting to see how it plays out. Like statistically there's not a lot of W two agents from what I understand. Right, because I think just a lot of agents don't really have the Nick: systems or the experience or the money to kind of put that all at risk of hiring somebody and you know they they agents want the path the path of least resistance like most people. Sure. Jeremy: systems or the experience or the money to kind of put that all at risk. Sure. Of hiring somebody and you know, they they agents want the paths the path of least resistance like most people. Sure. And it's so it's so much easier just to bring on somebody and not have to pay them and try to get them to make make you money and then take half their money. Right. That's a lot of agents actually prefer that. Did you know that? Yeah. They will bring somebody on, they'll teach they want them to go make them money, Nick: And it's so it's so much easier just to bring on somebody and not have to pay them and try to get them to make you make you money and then take half their money. Right. That's a lot of agents actually prefer that. Did you know that they will bring somebody on, they'll teach them, they want them to go make them money Jeremy: and when they make money, they take half. Yep. And that works well for a lot of people. Even that person starting, 'cause otherwise they probably wouldn't have all that mentorship, coaching, leads, whatever, all the advice on how to get that done. Yeah. Nick: And when they make money they take half. Yep. And that works well for a lot of people. Even that person starting, because otherwise they probably wouldn't have all that mentorship, coaching, leads, whatever, all the advice on how to get that done. Yeah. And they'll gladly share it until eventually they're not glad anymore. They're like, I can do a lot of this on my own, stop taking my money. Sure. That happens. That does happen. But they they also don't if they don't see the value in a team, they don't. I speak to a lot of agents. Yeah. You know, some people are on teams and they're like, they love being on a team. Yeah. Jeremy: And they'll gladly share it until eventually they're not glad anymore. Like I can do a lot of this on my own. Stop taking my money. Sure. That happens. That that does happen. But they they also don't if they don't see the value in a team, they don't. I speak to a lot of agents. Yeah. You know, some people are on teams and they're like, they love being on a team. Yeah. I speak to a lot of solo agents who are like, I freaking hate anything dealing with teams. I'm gonna do it myself. And like I I c I don't really care, you know what I mean? This is not my game like but I'm like, Well there's all kinds of different personalities Nick: I speak to a lot of solo agents who are like, I freaking hate anything dealing with teams. I'm gonna do it myself. And like I I c I don't really care. You know what I mean? This is not working like but I'm like Well, there's all kinds of different personalities that are perfect for a different type of role. and not everything's gonna last forever. I mean statistically every five to seven years people completely change their career anyway. Right. So you can't really expect to have anyone longer than a few years. It's always just funny, like with your solo agents who are like, I'm doing everything. Jeremy: Perfect for a different type of role. and not everything's gonna last forever. I mean statistically every five to seven years people completely change their career anyway. Right. So you can't really expect to have anyone longer than a few years. It's always just funny, like with your solo agents who are like, I'm doing everything, I'm doing my own T C work, and then they're calling me and they're like, How do I upload the photos to the MLS? And I'm like, If you had a team you'd probably be able to do that better. I don't know how to help you. I don't have MLS access. I have no idea how to help you. Nick: T Z work and then they're calling and they're like, How do I upload the photos to the MLS? And I'm like if you had a team, you'd probably be able to do that better. I don't know how to help you. I don't have MLS access. How do I upload? No idea how to help you. Yeah. My job is to deliver you the photos. It's your job to figure that out. Twenty twenty six. Jeremy: My job is to deliver you the photos. It's your job to figure that out. Twenty twenty six. Nick: I don't know how to upload photos to a website. You would be so surprised how many people are like, What do I do with the video? Like like Yeah. And I'm like, Well, I gave you a YouTube link. Jeremy: You would be so surprised how many people are like, What do I do with the video? Like like yeah, and I'm like, Well, I gave you a YouTube link. This is how I know AI's not taking a lot of us. Because I still think, you know, the majority of people are not gonna implement AI. Right. Because the majority of people aren't already implementing the easy stuff anymore. Yeah, it's true. We've had we've had all the information of the world in our pockets like twenty years. yeah. People have not taken advantage of that. A few have. Nick: This is how I know AI's not taking everyone's jobs. Because I still think, you know, the majority of people are not going to implement AI. Right. Because the majority of people aren't already implementing the easy stuff anyway. We've had we've had all the information in the world in our pockets for like twenty years. yeah. People have not taken advantage of that. A few have. but I I don't see AI just taking over everybody's jobs because people have to implement Jeremy: but I I don't see AI just taking over everybody's jobs because people have to implement right. I do see like AI being able like if you gave it like ways to access your MLS or whatever, you could like hey get this video on the MLS. I'm sure it could figure that out. Yeah, it's very very hard. Yeah, is it? Yeah, because the the MLS doesn't want you know, it tracks who's logging in where. Sure. So you can't really give it to like an a like if you gave it to your GrockBot or Muse Nick: Right. I do see like AI being able like if you gave it like ways to access your MLS or whatever, you could like hey, get this video on the MLS. I'm sure it could figure that out. Yeah, it's very very hard. Yeah, is it? Yeah, because the the MLS doesn't want you know, it tracks who's logging in where. Sure. So you can't really give it to like an a like if you gave it to your GrockBot or Muse Jeremy: Right. And logged in. It it could flag it as, you know. You could also like ask Groc Nick: and logged in, it it could flag it as, you know, you could also like but you could have a Jeremy: how to do it. Yeah. So the way I thought about how how could this actually work? Gruck can access your local device and open up a local window while you're in the office as long as you're not logged in anywhere else. Right. And it can start messing with the MLS on your browser in the background. That's about the old way. Just crazy like the the people who are too Nick: how to do it. Yeah. So the only way I've thought about how how could this actually work, Grock can access your local device and open up a local window while you're in the office as long as you're not logged in anywhere else. And it can start messing with the MLS on your browser in the background. That's about the only way. This is crazy like the people who are too Jeremy: It's very technology inept right now. And and they're asking me a lot of not gonna do that. No, I know. Yeah. Nick: very technology inept right now. And and they're asking But that's a lot of people are not going to do that. No, I know. Yeah. Jeremy: But but it's so hard for me to be like, okay, like there's an additional media field. You need to click this embedded code that I sent you. It's a big long code that I sent to the email. Copy that code, put it in this like people that's even like way too much. Yeah, what's embedded? I'm like, it's like a code that doesn't make any sense. There's arrows. Yeah, exactly. This is why you have a team. Nick: But but it's so hard for me to be like, okay, like there's an additional media field. You need to click this embedded code that I sent you. It's a big long code that I send to the email. Copy that code. Put it in this like people are like no what's embedded. Yeah, what's embedded? I'm like, it's like it doesn't make any sense. How do I copy this? There's arrows Yeah, exactly. Click the button that says copy. This is why you have a Jeep. Yeah. Yeah. Jeremy: yeah, no, but I I think like again, just like going kind of back to where you guys were like, Nick: Yeah, no, but I I think like again, just like going kind of back to where you guys were like Jeremy: you guys have always been like very lax and you I I feel like you've been the cool bosses. Yeah, and that works with some people. It does. But not most. Right. And and that's why we've had most people just not not work out. Right. Because we've been a little too relaxed and they just need more pushing. Yep. And but I struggle with that 'cause I'm like, dude, if I push too hard, I'm breaking laws. Sure. You know what I mean? That's what that's what I struggle with in my head. Right. Nick: You guys have always been like very lax and you I I feel like you've been the cool bosses. Yeah, and that works with some people. It does. But not most. Right. And and that's why we've had most people just not not work out. Right. Because we've been a little too relaxed and they just need more pushing. And but I struggle with that 'cause I'm like, dude, if I push too hard, I'm breaking laws. Sure. You know what I mean? That's what that's what I struggle with in my head. Right. But that that's where it's like you don't have to be breaking laws. Jeremy: that that's where it's like you don't have to be breaking laws, it's just a conversation like, hey, like these are the expectations. If we can't like get close to this, we have to find a different solution. Yeah, and that struggles with and I struggle with that too because we don't set those expectations right when we bring somebody on board. These are the expectations. This is what you are expected to do. Very black and white. Right. This because this will be the whole job. The whole job is learning what your expectations are. Right. So there's no confusion. Yeah. And that's what I think might really help is like Nick: conversation like hey like these are the expectations. If we can't like get close to this we have to find a different solution. Yeah and that struggles with and I struggle with that too because we don't set those expectations right when we bring somebody on board. These are the expectations. This is but but this would be like very black and white. Right. This because this will be the whole job. The whole job is learning what your expectations are. Right. So there's no confusion. Yeah. And that's what I think might really help is like the lack of what should I do today. Mm-hmm. You don't have to worry about it. No. Jeremy: the lack of what should I do today. Mm-hmm. You don't have to worry about it. No. You don't what should I wear today? You don't have to worry about it. Yeah. You just wear the black shirt. Yeah. You know, you don't have to make decisions. Right. You just have to the only thing you have to decide is if you're gonna get fired or not. Right. And if you're you don't want to get fired, you just do you just come into work at a certain time. Yeah. You do what the AI b tells you to do that day. Yeah. You you check the boxes and then you get to go home at night. Yeah. Nick: What should I wear today? You don't have to worry about it. You just wear the black shirt. You know, you don't have to make decisions. Right. You just have to the only thing you have to decide is if you're gonna get fired or not. Right. And if you're you don't want to get fired, you just do you just come into work at a certain time. Yeah. You do what the AI b tells you to do that day. Yeah. You you check the boxes and then you get to go home at night. Yeah. Knowing that you did you check the boxes or you didn't. Jeremy: Knowing that you did you check the boxes or you didn't. Right. And there're plenty of excuses. Right. Of, you know, I I had a great call but it lasted two hours and then I had to get to my lunch or my appointments. True. And I only made two calls today. Right. Yeah, that happens. It does. but you gotta make it up. Right. You know? i so we'll have to figure out how do we navigate that. Yeah. Because I've had great calls sometimes that last couple hours. But you should also be aware of shoot I really gotta Nick: And there's plenty of excuses. Right. Of, you know, I I had a great call, but it lasted two hours and then I had to get to my lunch or my appointments and I only made two calls today. Right. Yeah, that happens. It does. but you gotta make it up. Right. You know. i so we'll have to figure out how do we navigate that. Yeah. Because I've had great calls sometimes that last a couple hours. But you should also be aware of I really gotta you gotta learn how to talk to people where you can cut it short. Yeah. Or Jeremy: You gotta learn how to talk to people where you can cut it short. Yeah. Or Nick: save this for an appointment. Right. Or maybe that counted as an appointment. Yeah, it's true. You know, if this person So anyway, we can figure out those mines and less. Of course, and that'll be just part of the learning curve of it. when are you look planning to implement this beginning of the year? I think so. Yeah. Yeah, I think in January, if everything works out well with the subdivision, we c we we're less than two months away I think from getting closed out on Jeremy: save this for an appointment. Right. Or maybe that counted as an appointment. Yeah, it's true. You know, if this person So anyway, we can There's a lot of pluses and minuses and levers you guys gotta figure out, of course, and that'll be just part of the learning curve of it. when are you look planning to implement this beginning of the year? I think so. Yeah. Yeah, I think in January, if everything works out well with the subdivision, we we're we're less than two months away, I think, from getting closed out on Nick: that big deal. Cool. Congratulations. Yeah, thank you. Jeremy: Big deal. Cool. Congratulations. Yeah. That's awesome. Can I just say that I'm like really proud of you for I know you said you're not gonna do the the d welling business anymore or the septic business? The well to. Yeah. The wells as well. I'm really proud of you for like learning in your head, like you've got a lot of stuff going on right now. Yeah. Yeah. And I think like getting back to roots of what works, yeah, is is really important for you. This is the one opportunity I think. Nick: Can I just say that I'm like really proud of you for I know you said you're not gonna do the the welling business anymore or the septic business? The well too. Yeah. Yeah. I'm really proud of you for like learning in your head. Like you've got a lot of stuff going on right now. Yeah. Yeah. And I think like I gotta just keep saying no works. Yeah. Is is really important for you. This is the one opportunity I think that like it just It makes sense Jeremy: It just it makes sense to just go with it. True. Like there's like this is what I've been doing forever. This is the biggest hole in our boat of our real estate business. Mm-hmm. We don't really have anybody in sales. It's true. And we haven't for like two years. Yeah. it's been more reactionary than anything, but no really hardly any pushing to serve all these people that have wandered other places, but we can get them. Nick: To just go with it. Sure. Like there's like this is what I've been doing forever. This is the biggest hole in our boat of our real estate business. Mm-hmm. We don't really have anybody in sales. And we haven't for like two years. Yeah. it's been more reactionary than anything, but no really hardly any pushing to serve all these people that have wandered other places, but we can get back. We can get a few back. Yeah. And you know, like obviously like with these Jeremy: Right. Yeah. And you know, like obviously like with these with somebody being on the phone all day, you're gonna find that your database is gonna grow exponentially as well. Cause not only are are they gonna be asking like for appointments, they're gonna be asking this anyone else like this c who else can I contact? You're supposed to like get them in their sphere, right? So I mean like once you start like entangling these webs again, I think you're gonna have so much work that it's gonna be impossible to like you're gonna have so much work. Yeah. Which would be great. Yeah. Yeah. And we've been that we've done that before. Nick: With somebody being on the phone all day, you're gonna find that your database is gonna grow exponentially as well. Mm-hmm. Because not only are are they gonna be asking like for appointments, they're gonna be asking us anyone else you like who else can I contact? You're supposed to like get them in their sphere, right? So I mean like once you start like entangling these webs again, I think you're gonna have so much work that it's gonna be impossible to like do anything. Yeah. Which would be great. Yeah. Yeah. And we've been that we've done that before. We we were selling a hundred homes a year. Yeah. And Jeremy: Selling a hundred homes a year. Yeah. And and at the same time I think eighty percent of my focus was on other things. Yeah. But we just had the right people in place. Sure. Where that business really was running itself and I was only really involved with like there's a fire. Yeah. I need someone to put the fire out or like have a really difficult conversation or figure out, you know. Yeah. Figure out something. And I was fine with that. That was that was great. Can I make a suggestion? You don't have to take it. So when you hire this new person, I want you and Joe. Nick: And at the same time I think eighty percent of my focus was on other things. But we just had the right people in place. Sure. Where that business really was running itself and I was only really involved with like, there's a fire. We need someone to put the fire out or like have a really difficult conversation or figure out, you know figure out something. And I I was fine with that. That was that was great. Can I make a suggestion? You don't have to take it. So when you hire this new person, I want you and Joe to like both sit down with this person. Jeremy: To like both sit down with this person and literally do a day of making calls with him or her. sure. Right. Yeah. Like like they don't they want they wanna know that yeah, they wanna know that you're a team, right? They wanna know that you guys are capable of doing the job as well, right? Yeah. Because I would hate to like if I got on a real estate team and my bosses like just didn't care about any I care. You know, I know it's you care, but like I wanna if I if I was an employee, I would wanna know that you could do the job too. Like I'm I'm work I'm working for people who are tried, trusted and true. Nick: And literally do a day of making calls with him or her. sure. Right. Yeah. Like like that's how that's how we usually start. Yeah, they want to know that you're a team, right? They want to know that you guys are capable of doing as well, right? Yeah. Because I would hate to like if I got on a real estate team and my bosses like just didn't care about any I care. You know, I know you care, but like I wanna if I if I was an employee, I would wanna know that you could do the job too. Like I'm I'm work I'm working for people who are tried, trusted, and true. Yep. So Jeremy: So do you like call that do the job. Yeah. I mean I know you can. I'm saying like but like your your normal day to day is not calling your d database, neither's Joe's, and that's why you guys are hiring a salesperson. No, it's not. But it but it has been in the past. Yeah. Here and there, whenever we needed to pick up business, it's just pick up the phone. Yeah. If we if we're if we feel like we're getting slow and we need to do more, it's just I need to s I need to start calling and texting people. It actually I do it more than I think I tell you. Nick: It can actually do the job. Yeah. I mean, we wouldn't have got Yeah. But like your your normal day to day is not calling your d database, neither's Joe's. And that's why you guys are hiring a salesperson. No, it's not. But it but it has been in the past. Yeah. Here and there, whenever we needed to pick up business, it's just pick up the phone. Yeah. If we if we're if we feel like we're getting slow and we need to do more, it's just I need to s I need to start calling and texting people. It actually I do it more than I think I tell you. Jeremy: I'm sure you do. Nick: I'm sure you do. Jeremy: a lot of it though is reactionary. Right. But I will still follow up with people that I know should be followed up with. But there's just so many ninety-six percent of these people that I should have followed up with are not because I just there's just too many. Sure. And we really we really could use somebody in their full time. Yeah. Well that's what I'm saying though, like a a day of like you guys all three making c Nick: a lot of it though is reactionary. Right. But I will still follow up with people that I know should be followed up with. But there's just so many ninety-six percent of these people that I should have followed up with are not because I just there's just too many. Sure. And we really we really could use somebody in there full time. Yeah. That's what I'm saying though. Like a a day like you guys all three making Jeremy: phone calls, you know what I mean? And like we've done that so Nick: phone calls, you know what I mean? And it's like we've done that stuff before. Yeah. Seeing like like my bosses are this is kinda how it's this is how you should talk. This is yep. Yeah. No, I think that'd be cool. And that's and that's totally doable. Totally easy. Yeah. Mm-hmm. Cool. I'm excited for you. I think that's a big step. What are the issues that you'll see with this though? Since you've seen a lot of this. the issues I would see is is you're not use you're not gonna find this self starter. You know, like your your superstar that you think you're looking for. Jeremy: Seeing that like my bosses are like they're good at this. This is how you should talk. Yeah. Yeah. No, I think that'd be cool. And that's and that's totally doable. Cool. I'm excited for you. I think that's a big step. What are the issues that you'll see with this though? Since you've seen a lot of this. the issues I would see is is you're not use you're not gonna find this self starter. You know, like your your superstar that you think you're looking for. But you are gonna find somebody to go through your leads and get you the c employments that you possibly need. Nick: But you are gonna find someone to go through your leads and get you the c employments that you possibly need. Like they will make you money as long as they stick to what you're doing. but they're also not going to be the the entrepreneurial type. That's what we would need. Yeah. Yeah. But they're not going to be that with like a a steady paycheck. But I could be wrong. depends on what their growth is. Yeah. Like, yeah, yeah, of course. Like, yeah, I think what we've what we've decided is we don't need someone who's Jeremy: Like they will make you money as long as they stick to what you're doing. but they're also not going to be the the entrepreneurial type. That's what we would need. Yeah. Yeah. But they're not gonna be that with like a a steady paycheck. But I could be wrong. depends on what their growth is and like yeah, yeah, of course, like and what their bonus structure is. Mm-hmm. We just need someone who's gonna do what they say that we need a forescription. Nick: Overly ambitious. We just need someone who's gonna do what they say they're we need a force comp. Yeah. You know it. That's all we need. We just need someone who's like, this is a pretty good income. And yeah, and if I make if I only sell two houses a month, I'm gonna make a hundred grand. Yeah. Fifty at least. Yeah. So sell twenty four houses a year. You know. I I don't I think we can find someone who's not crazy overly ambitious, but they can sell more than two homes a a month if they're if that's their full time job, no other distractions. Jeremy: Yeah. Yeah. Yeah. Love it. That's all we need. We just need someone who's like, this is a pretty good income. And yeah, if I make if I only sell two houses a month, I'm gonna make a hundred grand. Yeah. Fifty at least. Yeah. So sell twenty four houses a year. You know. I I don't I think we can find someone who's not crazy overly ambitious, but they can sell more than two homes a month. Right if that's their full time job, no other distraction. Sure. You know? Yeah. They're not flipping houses, they're not buying rentals. Nick: You know? Yeah. They're not flipping houses. They're not buying rentals. They're not working other jobs. You're not looking for somebody who's flipping. You're not looking for an investor. You're looking for somebody to just dig through the trenches. Yeah. Someone who this is just their full time job and then they go home. That's why we're having the conversation. I just want to make sure you know what you're thinking and what you want. Yeah. Totally. Which is like you shouldn't be looking for This is someone who doesn't distract Yeah, they're not distracted with anything else and they just want to make a really good living. Mm-hmm. And and have the Jeremy: So that's what you're looking for. You're not looking for somebody who's flipping. You're not looking for an investor. You're looking for somebody to just dig through the trenches. Yeah. So th this is just their full time job and then they go home. That's why we're having the conversation. I just want to make sure you know what you're thinking, what you want. Totally good. Like you shouldn't be looking for somebody who's like distracted. Yeah, they're not distracted with anything else and they just want to make a really good living. Mm-hmm. And and have the Nick: But be in a sales position where it's it's actually pretty desired, I think, because you're just you're selling houses. Right. you're not selling cars or office equipment or you know, paper. Yeah. it's like it's it's pretty exciting and easy. You just gotta ha you're just a relationship builder. That's what you do. You I think realtors don't talk to realtors don't want to sell paper, you know what I mean? Like we're looking for people that like they Jeremy: But be in a sales position where it's it's actually pretty desired, I think, because you're just you're selling houses. Right. you're not selling cars or office equipment. Yeah. Or, you know, paper. Yeah. it's like it's it's pretty exciting and easy. You just gotta ha you're just a relationship builder. That's what you do. I think realtors wanna be realtors. Realtors don't want to sell paper, you know what I mean? Like we're looking for people that like they get energized by talking to people. Yeah. And that's and there there are people out there. Yeah. there are people out there. There's like t that's like twenty percent of the population or something. The high eyes. Mm-hmm. People that just like yeah, they just like to talk to people. That's that's what they do. But they have no you know, I I don't I don't want to take the risk of starting my own thing or my own business. I'd rather just have a job. T Weg was was like that. Like anyone he talked to, you know what I mean? Yes. It just completely like these loving this is also Nick: get energized by talking to people. Yeah. And that's and there there are people out there. There's there are people out there. There's like t that's like twenty percent of the population or something. The high eyes. Mm-hmm. People that just like yeah, they just like to talk to people. That's that's what they do. But they have no you know, I I don't I don't want to take the risk of starting my own thing or my own business. I'd rather just have a job. Was was like that. Like anyone he talked to, you know what I mean? Yes. It just completely like these loved but he was also Jeremy: an entrepreneur. Right, exactly. Nick: An entrepreneur. Right. And he also was a property manager and bought rentals and was building stuff and was flipping houses here and there. Yeah. but also the Tom Brady of the team selling a bunch of stuff. Well, and that's that's the But imagine if we had someone like that that wasn't doing anything else, but just showing up to work and just doing his job. Love it. Like the we can absolutely find somebody like that. We just have to interview enough people and I think the the care it's gonna be pretty huge 'cause like how often do you have that opportunity in this market? Right. Jeremy: Right bought rentals and was building stuff and was flipping houses here and there. Yeah. but also the Tom Brady of the team selling a bunch of stuff. Right. Well and and that's that's the I mean imagine if we had someone like that yeah that wasn't doing anything else, but just showing up to work and just doing his job. Love it. Like th we can absolutely find somebody like this and just have to interview enough people and I think the the care it's gonna be pretty huge 'cause like how often do you have that opportunity in this market to get a job as a real estate agent and get paid Nick: To get a job as a real estate agent and get paid day one. Yeah, it's true. And I I think like the problem like it might it may be turnover based off what I'm hearing. Sure. and and the because of that, like if somebody's really good at this position, they're gonna realize like they can make more money doing this by themselves. Or they can realize they can make more money just by selling more. That's true. I guess that it could go. Without any of the other eighty percent of the things to worry about it with a real estate transaction. Yeah. Are you comfortable firing people? Jeremy: Day one. Yeah, it's true. And I I think like the problem like it might it may be turnover based off what I'm hearing. Sure. and and the because of that, like if somebody's really good at this position, they're gonna realize like they can make more money doing this by themselves. Or they can realize they can make more money just by selling more. That's true. I guess I could it could go either way. Are you comfortable firing people? yeah. Nick: yeah. Jeremy: Okay. If they if they don't do it so I'm uncomfortable firing people where I didn't set proper expectations. Yeah. And just tried to be right up front, like the cool guy. Yeah, yeah, you can sell, you don't have to, like it will do y you know what I mean. Sure. And the reason why I ask and is because I think this is a long stemming issue of like, you know, Liz Dill. Yeah, we fired her game one. You fired her. Sam fired her. Sam fired her. Sam wanted to. Yeah. Nick: If if they if they don't do it so I'm uncomfortable firing people where I've didn't set proper expectations. Yeah. And just tried to be right up front, like the cool guy. Yeah, yeah, you can sell, you don't have to. Like it will do you you know what I mean. Sure. The reason why I ask and is because I think this is a long stemming issue of like, you know, Liz Dill. Yeah, we fired her day one you fired her. Well Sam fired her. Sam fired her. Sam wanted to. Yeah. I was going to, but Sam's like, I'll do it. I'll do Jeremy: I was going to, but Sam's like, I'll do it. Okay. Nick: it. Do you remember that? I don't remember that. Yeah, I was go I was going to, but Sam Sam wanted to. I thought she she stepped it up. You said to for her to do it. No, she you can ask her again. She actually she wanted to. Yeah. But of course she also knew it was like very nerve wracking. Okay. the reason why I ask is because I think like, you know, statistically, like you've had people on your team. Not not just that example, possibly salespeople who've been on your team a long time. Yeah. without Jeremy: Great. Remember that? I don't remember that. I don't remember who told him. Sam Sam wanted to. I thought Sam said you said for her to do it. No, she you can ask her again. She actually she wanted to. Yeah. But of course she also knew it was like very nerve wracking. Okay. the reason why I ask is because I think like, you know, statistically, like you've had people on your team, not not just that example, possibly salespeople who've been on your team a long time. Yeah. without earning or fulfilling their capacity and you kinda let them sit and linger for a while. So that builds that expectation of like two employees I have fired. Okay, cool. I you know I fired two assistants before we ever had Sam. Yeah. I've hired many contractors. Cool. a property my personal assistant that one time. Sure. Yeah that's right. project managers. Yeah. all because they Nick: earning or fulfilling their capacity and you kinda let them sit and linger for a while. So that builds that expectation of Yeah, but W two employees I have fired. Okay. I've you know I fired the two assistants before we ever had Sam. Yeah. I fired many contractors. Cool. a property my personal assistant that one time. Sure. Yeah that's right. project managers. Yeah. all because they Jeremy: For the most part, either we didn't have the funds. Right. Or we don't have the funds because they weren't doing what they were supposed to be doing. But it was it was just a it was a pretty Yeah. It it was hard with to do that with some, not with others, depending if they if they weren't doing their job. Right. It was it was actually a pretty easy conversation. I think once like obviously if you guys think this would be even easier if like now Nick: For the most part, either we didn't have the funds. Right. Or we don't have the funds because they weren't doing what they were supposed to be doing. But it was it was just a it was a pretty Yeah. It it was hard with to do that with some, not with others, depending on if they if they weren't doing their job. Right. It was it was actually a pretty easy conversation. I think once like obviously But but this'll be even easier if like now because I've I've been through the reasons why it was so hard in the past was because I did not set proper expectations. I was gonna get there, yes. Jeremy: been through the reasons why it was so hard in the past was because I did not set proper expectations. True. I was gonna get there, yes. But I think this is this is gonna be the magic formula. You just set proper expectations right up front. Yeah. Right up front. Yeah. And and if they're not hitting those expectations or not producing, either either they're not doing their job or I still don't understand how to sell real estate. Nick: But I think this is this is gonna be the magic formula. You just set proper expectations right up front. Yeah. Right up front. Yeah. And and if they're not hitting those expectations or not producing, either either they're not doing their job or I still don't understand how to sell real estate. Jeremy: Right. And h th I still don't have the formula right of you call this amount of many people and these appointments and you know. It's either it's gonna be one of those two things. Sure. Nick: And the I still don't have the formula right of you call this amount of money people and get these appointments and you know. It's either it's gonna be one of those two things. Jeremy: And I'm pretty sure at this point it's gonna be that they didn't actually do their job. Nick: And I'm pretty sure at this point it's gonna be that they didn't actually do their job. We have balloons. Balloons going. Did you say something? Did you say party or something? No, I thought I turned this off. Okay. that was hilarious. Okay, I I I have a really good point with that. Yeah, I think with Incredible. Incredible Let's talk. Real state, sorry. It's okay. Jeremy: Look. Did you say something? Did you say party or something? No, I thought I turned this off. Okay. that was hilarious. Okay, I I I had a really good point with that. Yeah, I think with Incredible. Incredible Let's talk, real estate. It's okay. no, I think with you setting expectations right at the gate, it's going to be huge for you and them. 'Cause somebody knows somebody who's coming into this role wants to know that like this is what's expected of me. This is how to keep my job. Yeah. Nick: No, I think with you setting expectations right at the gate, it's going to be huge for you and them. Because somebody knows somebody who's coming into this role wants to know like this is what's expected of me. Yeah. This is how to keep my job. Yeah. And we had that success with Sam. Yeah. So before I hired Sam, I went through a couple assistants, because I wasn't setting proper expectations and didn't actually have here's the checklist, here's what we do when we have buyers under contract, here's what we do when we have listings. Jeremy: And we had that success with Sam. Yeah. So before I hired Sam, I went through a couple assistants. because I wasn't setting proper expectations and didn't actually have here's the checklist, here's what we do when we have buyers on our contract, here's what we do when we have listings before and after. Yeah. And I and I created between firing the last assistant and hiring Sam, here are the two things. Nick: before and after. Yeah. And I and I created between firing the last assistant and hiring Sam, here are the two things. These checklists, here's this, and then here's this monthly of what we gotta do. Yeah. As long as you're doing all these things, you won't get fired. Right. And you're showing up every day and not trying to work from home, you won't get fired. And she's like, Got it. Yeah. She never got fired. She just she knew. Jeremy: These checklists, here's this, and then here's this monthly of what we gotta do. Yeah. As long as you're doing all these things, you won't get fired. Right. And you're showing up every day and not trying to work from home. Right. You won't get fired. Yeah. And she's like, got it. Yeah. She never got fired. She just she knew to follow she knew what the expectations were. That's good. And she knew to follow these checklists. Yeah. And she took it to the extreme. She did. And then and then there was a there was a time. Nick: follow she knew what the expectations were. That's good. And she knew to follow these checklists. Yeah. And she took it to the extreme. She didn't. And then and then there was a there was a time, a couple years in or three years in or something like that, where I remember all of a sudden this one thing was not getting done. We weren't getting these books delivered to our listings. And it was on the checklist, but it just wasn't getting done. Yeah. And I and I had a little issue with her and I remember Jeremy: a couple years in or three years in or something like that, where I remember all of a sudden this one thing was not getting done. We weren't getting these books delivered to our listings. And it was on the checklist, but it just wasn't getting done. Yeah. And I and I had a little issue with her and I remember things changing right away. yeah. Eventually the the books didn't even it wasn't even a thing, but it was on the checklist and it was a it was a it was a pretty good reason to have a discussion. Sure. About like Nick: Things changing right away. yeah. Eventually the the books didn't even it wasn't even a thing, but it was on the checklist and it was a it was a it was a pretty good reason to have a discussion about like, why isn't this getting done? It's on the checklist. Yeah. And it was it was it was an eye opening moment for both of us because for one, she realized that it wasn't important. Right. But she also but I also it was like but that Jeremy: Why isn't this getting done? It's on the checklist. Yeah. And it was it was it was an eye opening moment for both of us because for one, she realized that it wasn't important. Right. But she also but I also it was like but that Nick: We have to have a discussion about before we remove that from the list. I deemed it important right from the start. Wasn't getting done. So there was this like shit moment of like crap, I gotta follow these checklists. Right. I almost forgot. Yeah. Jeremy: we have to have a discussion about before we remove. You've deemed it important. I deemed it important right from the start, wasn't getting done. So there was this like shit moment of like crap, I gotta follow these checklists. Right. I almost forgot. Yeah. Nick: You know what I mean? Yeah, I totally know what you mean. Even though it wasn't necessarily an important thing, but it's like, hey, we we had an agreement. It was like, yeah, boom, it all came right back. Right. Yeah, I gotta have these these lists are important. Right. Sometimes we can get away from that. Yeah. Jeremy: You know what I mean? Yeah, I totally know what you mean. Even though it wasn't necessarily an important thing, right? It's like, hey, we we had an agreement. Doesn't matter. yeah, boom, it all came right back. Right. Yeah, I gotta have the these lists are important. Right. Sometimes we can get away from that. Yeah. So if that happens a few months down the road with a salesperson of Yeah, hey, I notice you've only been making, you know, four calls for the last few days. Do you remember those expectations of you have to do this to keep your job here? Yeah. Nick: So if that happens a few months down the road with a salesperson of hey, I notice you've only been making, you know, four calls for the last few days. Do you remember those expectations of you have to do this in order to keep your job here? That's still in play. shoot, yeah. You know, I I think like we can only have so many excuses. Yes. Exactly. Like give people like, you know, we want shame on you. Jeremy: That's still one play. shoot, yeah. You know And I I think like with that only have so many excuses. Yes. Exactly. Like give people like, you know, fool me once, shame on you, fool me w twice, shame on me. Like hold your end of the bargain. Nick: fool w twice, shame on me. Like hold your end of the bargain. Totally. 'Cause I I think this is this this specific role. I mean, as much as like Sam missing a book, it was important because it was on the checklist, like these people gotta be making these calls. They gotta be making these appointments. You know what I mean? Like you can have a little bit of like gray area because things are gonna happen, of course. Yeah. And one of the one more thing before we get going. you know, Day Smith Motors, I worked there as the Jeremy: 'Cause I I think this is this this specific role. I mean, as much as like Sam missing a book, it was important because it was on the checklist, like these people gotta be making these calls. They gotta be making these appointments. You know what I mean? Like you can have a little bit of like gray area because things are gonna happen, of course. Yeah. And one of the one more thing before we get going. you know, Dave Smith Motors, I worked there. Yeah. It's the w most wildly successful dealership for Dodge Jeep Chrysler in the world. Yeah. and the reason why is because they had a Nick: the w most wildly successful dealership for Dodge Jeep Chrysler in the world. Yeah. and the reason why is because they had a very strict expectations that they made with all their salespeople. You have to which is we're keeping track and you have to make thirty outbound calls in a day and be on the phone, phone time we were recording it of three hours a day. Yeah. During your eight to ten hour shift. Sure. Jeremy: Very strict expectations that they made with all their salespeople. You have to which is we're keeping track and you have to make thirty outbound calls in a day and be on the phone phone time, we were recording it three hours a day. Yeah. During your eight to ten hour shift. Sure. if you did not do those things on a regular basis, you were getting fired and they did they held that true. Nick: if you did not do those things on a regular basis, you were getting fired and they did they held that true to that. Right. People were that were not making their thirty outbound calls and the three hours a day on the phone. Yeah. It was but because they kind of set that expectation, people were able to make yeah big sales more than most people. They were able to sell fifteen to twenty vehicles. You know, on a monthly basis where most people and most salespeople are, you know, selling Jeremy: Right. Now we're not making their thirty outbound calls and the three hours a day on the phone. Yeah. It was but because they kind of set that expectation, people were able to make yeah big sales more than most people. They were able to sell fifteen to They know the formula of how it works. on a monthly basis, where most people and most salespeople are, you know, selling five to ten cars. Right. You know, doing it the traditional way of trying to be creative. Yeah. Nick: five to ten cars. Right. You know, doing it the traditional way of trying to be creative and hanging out on the lot and all that stuff or you know, making calls when convenient. Yeah. Now now question for you on that aspect of Dave Smith, was that a commissions 1099 or were you W 2 as a W two. You were W 2. Okay. With with the bonuses. Yeah. Okay. You know? Great. You you had a you made at least sixteen hundred bucks a month, but if you weren't selling enough cars, you were gonna get fired. Right. Because Jeremy: Right. You know, making calls when convenient. Yeah. Now now question for you on that aspect of Dave Smith was that a commissions 1099, or were you W 2 as a salesman? You W2. Okay, great. With the bonuses. Yeah, okay. You know? Great. You you had a you made at least sixteen hundred bucks a month, but if you weren't selling enough cars, you were gonna get fired. Of course, yeah. They have their own so it was, but if you were hitting those milestones of like thirty outbound cars. Nick: They have their own So it was but if you were hitting those milestones of like thirty outbound calls, Jeremy: three hours on the phone a day. It was pretty hard for you not to sell, you know. Did they give you a list two of people to call? Yeah. great. Yeah. Cool. So you didn't have to like drum up thirty new phone calls every single day out of like your Facebook friends? You didn't have to do any creative marketing. They did it all for you. Here's all these people to follow up with call. Here's some new leads. Yeah. A couple a day Nick: three hours on the phone a day, it was pretty hard for you not to sell, you know, ten plus people to call. Yeah. great. Yep, cool. So you didn't have to like leave thirty new phone calls every single day out of like your Facebook friends? You didn't have to do any creative marketing. They did it all for you. Here's all these people to follow up with call, here's some new leads. Yeah. You get a couple a day. Jeremy: a few people but like the majority of it was following up with people that you've already tried to make contact with or called in the past. Mm-hmm Nick: of new people, but like the majority of it was following up with people that you've already tried to make contact with or you've called in the past. Mm-hmm. And, you know, you have a list of, you know, a hundred people that you could be calling. Yeah. And you're making notes. So you're just working in a database. Sure. Sure. Pretty easy. Pretty easy. It any and I was such an idiot young person at the time, but I was able to do it. Right. Because I knew what my expectations were. I think that's and to get better at sales over time. Jeremy: And you know, you have a list of, you know, a hundred people that you could be calling. Yeah. And you're making notes. You're just working in a database. Sure, sure. pretty easy. And I was such an idiot young person at the time, but I was able to do it. Right. Because I knew what my expectations were. I think that's really good. Right. Nick: but what makes up for that is just making contacts, you know. Volume makes up for quality sometimes. Right. Yeah, no absolutely until eventually the quality Jeremy: but what makes up for that is just making contacts, you know. Volume makes up for quality sometimes. Right. Yeah, no, absolutely. Nick: gets better. Be interesting to see how the whole thing works. It will. I think you're making it right. I think you're making a good choice with it. Okay. Thanks. Yeah. Not like you need my approval, like my approval's not what you should strive for, but like well what you've done in the past with with previous a previous agents hasn't worked. That yeah, that's what I'm trying to say. Yeah. Right. Jeremy: Be interesting to see how this whole thing works. It will. I think you're making it right. I think you're making a good choice with it. Okay. Thanks. Yeah. Not like you need my approval. Like my approval's not what you should strive for, but like what you've done in the past with with previous previous agents hasn't worked. That yeah, that's what I'm trying to say. Right. Being the cool guy hasn't worked in the past. Right. I just gotta be the Hitler. The new do this, nine nine-nine. I I think you we don't have to go to the extreme of Haler. Nick: Being the cool guy hasn't worked in the past. Right. I just gotta be the Hitler. The new do this nine nine nine. I I we don't have to go to the other I think a normal boss has normal expectations of an employee. Right. Again, like but but you guys do have like a really good culture, right? You know, I like you go to Mexico, you do all these team trips and everything like that. That's all super grand and fun. But the expectations need to be met in order to reach those goals. Yeah, we can no longer rely on Jeremy: I think a normal boss has normal expectations of an employee. Right. Again, like, but but you guys do have like a really good culture, right? You know I mean like you you go to Mexico, you do all these team trips and everything like that. That's all super grand and fun. But the expectations need to be met in order to reach those goals. Yeah, we can no longer rely on the the people with all every distraction in the world before sales. Yeah. And I will say, like, I don't know if you guys are still doing like Team Mexico trips or anything like that. You you should be Nick: The the people with all every distraction in the world before sales. Yeah. And I will say like I don't know if you guys are still doing like Team Mexico trips or anything like that. You you should be hold people accountable to what they need to do in order to reach those goals. Because you have been stretchy on those in the past. yeah. We've been w well, it's gotten to the point we we shouldn't be really the people have to make at least five sales in a year to go to Mexico. One hundred percent. Jeremy: Hold people accountable to what they need to do in order to reach those goals. Because you have been stretchy on those in the past. yeah. We've been well, it's gotten to the point we we shouldn't be really have to make at least five sales in a year to go to Mexico. One hundred percent. I'm the only one going to Mexico this year. Right. So we we need to get someone in sales. Okay. I'm like, I'll go to Mexico with you, I'll pay my own way, man. Like Yeah. I got money saved up. I'll go with ya. Thank you. You're welcome. Nick: I'm the only one going to Mexico this year. Right. So we we need to get someone in sales. Okay. I'm like, I'll go to Mexico with you. Yeah. We got money saved up. I'll go with you. Thank you. You're welcome. Anyway. That's Jeremy: That's all we for today. Nick: all we got for today. anything else before we go out? No. I think this is a good episode about sales talk, honestly. Yeah. We should do more of these about just like getting into the nitty gritty of sales and what it actually takes. Yeah, this could Jeremy: Anything else before we go up? No. I think this is a good episode about sales talk, honestly. And we should do more of these about just like getting into the nitty gritty of sales and what it actually takes. Yeah, this could I think this is a great advice for just sales in general for businesses. Yeah. Because this applies more than just houses. Right. This is anything you want to sell. Right. This is a good formula for it if you can do it remotely. Right. And I know like like what's worked for me, it's a completely different industry, but we're kind of interlaced. Is just being willing to outwork everyone. Nick: I think this is a great advice for just sales in general for businesses. Yeah. Because this applies more than just houses. Right. This is anything you want to sell. Right. This is a good formula for it if you can do it remotely. Right. And I don't like like what's worked for me, it's a completely different industry, but we're kind of interlaced. J just being willing to outwork everyone. Yes. Strategically, consistently. Strategically, consistently, the more work I take, the more people are gonna trust me. Thank yeah, yeah, yeah. That's like Jeremy: Yeah. Like like strategically, consistently, the more work I take, the more people are gonna trust me. Yeah. And that's like that's what's built my database, like the trust and the consistency. Like if I ask people if I ask people to ask like what what defines me, give me one word that defines me, I bet eighty percent of them would say consistent. Yeah. You are very consistent. Right. They they know what they're getting every single time they get with me. They know that they can count on me, that I'm reliable. Nick: That's what's built my database, like the trust and the consistency. Like if I trust and consistency. If I ask people to ask, like what what defines me, give me one word that defines me, I bet eighty percent of them would say consistent. Yeah. You are very consistent. Right. They they know what they're getting every single time they get with me. They know that they can count on me, that I'm reliable. These things pan are I'm not even looking at the screen. Jeremy: These things pan for you. I'm not even looking at the screen. We love today's episode. We love you all as well. Okay, we can get going. I really hope those aren't even in the final thing. Nick: We love today's episode about sales. Sales consistency. Okay, we can get going with this. I really hope those aren't even in the final Really cool really cool visual effects today for those watching. All right. See you guys. Bye. Jeremy: Yeah. All right. See you guys. Have a good one.