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What Agents Need to Know Before Starting a Team w/ Brian Covey · Massive Agent Podcast

• 0:00
  SPEAKER_00: On this episode, we're going to talk about some of the common mistakes that agents make when they go from a solo practitioner, a solo agent, to growing a team.
• 0:08
  SPEAKER_00: How do you start to build a sales team when you've never done it before?
• 0:11
  SPEAKER_00: Well, today we're having Brian Covey on the show.
• 0:14
  SPEAKER_00: He's a great leader within the real estate industry who's built one of the largest, most successful, most productive teams in real estate, and we're lucky to have him today.
• 0:25
  SPEAKER_01: The Massive Agent Podcast.
• 0:28
  SPEAKER_01: We lead generation tips and strategies to give you more leads and sell more homes.
• 0:33
  SPEAKER_00: I love to buy houses.
• 0:34
  SPEAKER_00: I like to sell houses.
• 0:36
  SPEAKER_01: It takes brass balls to sell it.
• 0:38
  SPEAKER_01: Wait a minute.
• 0:41
  SPEAKER_01: You're a week.
• 0:42
  SPEAKER_01: I've had better.
• 0:44
  SPEAKER_01: Oh have I got your attention now?
• 0:47
  SPEAKER_01: Here's your host, Dustin Brome.
• 0:51
  SPEAKER_00: What is up, everybody?
• 0:52
  SPEAKER_00: Welcome to episode 215 of the Massive Agent Podcast.
• 0:56
  SPEAKER_00: I am your host, Dustin Brohm.
• 0:58
  SPEAKER_00: I'm an agent out in Salt Lake City, Utah.
• 1:01
  SPEAKER_00: And today I'm excited to bring on my friend Brian Covey.
• 1:05
  SPEAKER_00: He is the VP of regional production at Lone Depot, and he's built a very large, very productive team over at Lone Depot.
• 1:14
  SPEAKER_00: And he's going to talk to us about what that process looks like when you are just a solo producer, you're doing well, but you're ready to scale.
• 1:22
  SPEAKER_00: You're ready to start bringing on buyers' agents or listing specialists, or in his case, other loan officers.
• 1:27
  SPEAKER_00: How do you do that?
• 1:28
  SPEAKER_00: Uh he may be on the mortgage side, but the process is exactly the same.
• 1:33
  SPEAKER_00: The principles are exactly the same.
• 1:36
  SPEAKER_00: And he's done it at a high level, uh, at a very, very high level.
• 1:40
  SPEAKER_00: So we're lucky to have him on the show.
• 1:42
  SPEAKER_00: Uh anytime I can listen to wisdom from Brian Covey, I do, and I recommend you as well.
• 1:48
  SPEAKER_00: Uh recommend that you do as well.
• 1:49
  SPEAKER_00: You guys really enjoy it.
• 1:50
  SPEAKER_00: So uh before we get into that, I just want to give a shout out to the sponsor of this show.
• 1:55
  SPEAKER_00: They are a great partner of agents all across the industry.
• 1:58
  SPEAKER_00: You've heard of them, you've heard them, you've heard of them a lot, whether you're a brand new agent or you've been in the in this game for a long time, follow up boss.
• 2:06
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• 2:14
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• 2:21
  SPEAKER_00: But what it's really there to help you do is to scale.
• 2:24
  SPEAKER_00: Okay, if you are if you clicked on this episode and you're like, that's interesting.
• 2:28
  SPEAKER_00: I want to scale.
• 2:29
  SPEAKER_00: I've been doing well, I want to bring on agents myself.
• 2:31
  SPEAKER_00: How do I do that?
• 2:32
  SPEAKER_00: Well, you're also gonna need some tools to do it.
• 2:35
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• 2:42
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• 2:48
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• 2:50
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• 2:56
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• 2:57
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• 3:07
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• 3:15
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• 3:20
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• 3:25
  SPEAKER_00: Once you get it, you're never gonna go back to what you're currently using.
• 3:29
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• 3:30
  SPEAKER_00: There's no secret that there's no secret why the largest, most successful, most dominant real estate teams and agents in our industry all use follow-up boss.
• 3:40
  SPEAKER_00: Kind of a clue.
• 3:42
  SPEAKER_00: Okay, so let's get into this interview uh with this this talk right now with Brian Covey.
• 3:47
  SPEAKER_00: I've known him for you know three, four or five years just through social media.
• 3:51
  SPEAKER_00: We've met once or twice at a conference, and he's a great human being, a great father, he's a former professional athlete, and he's just become one of our industry leaders uh for he knows marketing, he knows social media, and he knows people, and then he also knows the real estate mortgage world.
• 4:12
  SPEAKER_00: And he's become uh he's he himself has gone from a solo loan officer to a leader who's built leaders, and it's really cool to see.
• 4:21
  SPEAKER_00: So I can't think of anyone more qualified to teach you as somebody who's maybe had a great year or a previous couple years, and you're like, okay, how do I start to scale this?
• 4:29
  SPEAKER_00: How do I start to leverage other agents?
• 4:32
  SPEAKER_00: How how can I sell more homes without working more?
• 4:36
  SPEAKER_00: Brian's the one to talk to.
• 4:37
  SPEAKER_00: So, and by the way, hopefully you are asking yourself that question.
• 4:41
  SPEAKER_00: How can you sell more homes and make more money without working more yourself?
• 4:46
  SPEAKER_00: That is the million-dollar question.
• 4:48
  SPEAKER_00: That is a high quality question that will that will yield high quality results, high quality answers.
• 4:54
  SPEAKER_00: If you're just asking how can I sell more homes, you're gonna figure it out, but it's usually gonna mean working more.
• 5:00
  SPEAKER_00: Well, how do you sell a bunch more homes and work a lot less?
• 5:05
  SPEAKER_00: Build a team, build a sales team, but build it the right way.
• 5:09
  SPEAKER_00: How do you build it the right way?
• 5:11
  SPEAKER_00: Let's jump into it right now with Brian Covey.
• 5:13
  SPEAKER_00: Guys, I am here with Brian Covey from Lone Depot.
• 5:16
  SPEAKER_00: He's the Veg, he's the VP of regional production at Lone Depot, and he's become a good friend over the years, somebody that I really look up to and respect, who he's a leader.
• 5:27
  SPEAKER_00: Okay, he's he's maybe in the mortgage space, but he understands real estate uh intimately and he he understands leadership.
• 5:34
  SPEAKER_00: And so that's why I wanted to talk to him today.
• 5:37
  SPEAKER_00: He's grown, um you know, he he started with just a couple people, and now he's grown a large team of very, very productive lenders, and they're doing some big stuff.
• 5:46
  SPEAKER_00: And since so many of you guys are wanting to step out from just being a solo practitioner, a solo agent or lender, into growing a team, having some other agents, and and really understanding leverage, I couldn't think of anyone better to talk to.
• 6:00
  SPEAKER_00: So, Brian Covey, welcome to the Massive Agent Podcast, my friend.
• 6:03
  SPEAKER_02: Austin, dude, I I love this.
• 6:05
  SPEAKER_02: And and thank you for uh the kind intro, as I'm sure we'll dive into.
• 6:09
  SPEAKER_02: You typically learn more from your failures than you do your successes.
• 6:12
  SPEAKER_02: So I'm sure we'll dive into that and and talk about the lessons learned.
• 6:16
  SPEAKER_02: But kudos to you, man.
• 6:17
  SPEAKER_02: You've made some shifts and pivots in your business, and I think that's what people are looking for.
• 6:22
  SPEAKER_02: And you're you're providing not only like good education, but also just good entertainment, right, and helping people win in real estate, which is awesome.
• 6:29
  SPEAKER_00: Thank you, man.
• 6:30
  SPEAKER_00: I appreciate you saying that.
• 6:31
  SPEAKER_00: And I hope that we learn the most from failures because then I am one well-educated son of a bitch.
• 6:37
  SPEAKER_00: Um certainly have have lots of lots of failures in my past, but it's all good.
• 6:42
  SPEAKER_00: It's all good.
• 6:43
  SPEAKER_00: So, Brian, you um I mean you you didn't even it's not like you were born into mortgages.
• 6:49
  SPEAKER_00: You didn't even start there, you know, as a as an adult.
• 6:52
  SPEAKER_00: You you were a professional soccer player, right?
• 6:55
  SPEAKER_02: That was that was my gig after college, got to live out my dream and and play a little bit of professional soccer, and a lot of lessons from that season as well.
• 7:03
  SPEAKER_00: Awesome.
• 7:04
  SPEAKER_00: And so then what got you into mortgage?
• 7:06
  SPEAKER_00: I I want to give a brief background into you know how you even landed in this seat uh and then dive into you know your real area of expertise.
• 7:14
  SPEAKER_00: But how did you get into the mortgage game?
• 7:17
  SPEAKER_02: Yeah, so both of my parents were very influential in my life, right?
• 7:20
  SPEAKER_02: So, you know, I tell stories about them often just because it's who made me who I am today, my mom's positivity to my dad's drive.
• 7:27
  SPEAKER_02: And one of the commitments I made to them was I would I would graduate, and that was a big thing in our family.
• 7:33
  SPEAKER_02: So when I'd gone to play soccer, I had to leave college early and I had not graduated yet.
• 7:38
  SPEAKER_02: When I came back to graduate, you know, that was one of the promises I'd made.
• 7:40
  SPEAKER_02: It's like, I'm gonna finish.
• 7:41
  SPEAKER_02: Okay, mom and dad, you you've done so much for me, the sacrifices you've made to even get me here.
• 7:46
  SPEAKER_02: I'm gonna come back and finish this.
• 7:48
  SPEAKER_02: Well, I found out I did have another love and passion outside of playing soccer.
• 7:52
  SPEAKER_02: I loved business, economics, marketing, like some of that was fascinating.
• 7:55
  SPEAKER_02: Well, like everybody that comes out of college, you think you're gonna be offered a job and go in financial services, you're gonna make a ton of money.
• 8:01
  SPEAKER_02: It's gonna be like magical.
• 8:04
  SPEAKER_02: Yeah, nobody would hire me.
• 8:05
  SPEAKER_02: Um, I had nothing on my resume but soccer, some more soccer, and more soccer.
• 8:11
  SPEAKER_02: So, what do you do when you can't get hired?
• 8:13
  SPEAKER_02: You keep interviewing, but I went to a job fair at school, and I actually ended up, and I say it was fate, because I met someone that their whole thing was we hire athletes, we train you, we teach you, and it was in the world of consumer finance.
• 8:27
  SPEAKER_02: So, Dustin, you know those commercials you see of like 0%, no payments on furniture for four years, all of this like real consumer finance.
• 8:36
  SPEAKER_02: I got a job in a beautiful strip center, driving about 45 minutes, 50 minutes a day, one way, leaving where I was in Memphis all the way into Mississippi, and started to learn what is credit, what's income, what's what what is all this loan business?
• 8:50
  SPEAKER_02: And I got to do all types of consumer lending.
• 8:53
  SPEAKER_02: And it was the foundation for I started to fall in love with, okay, this this is a lot harder, there's a lot more to this.
• 8:59
  SPEAKER_02: There's a lot of people that aren't educated around this, like myself.
• 9:01
  SPEAKER_02: I didn't understand money.
• 9:03
  SPEAKER_02: Well, fast forward, my wife and I, we were engaged at the time, we decided to buy a house.
• 9:07
  SPEAKER_02: Didn't have such a great experience.
• 9:09
  SPEAKER_02: Probably some people can relate.
• 9:11
  SPEAKER_02: And I said, you know what?
• 9:13
  SPEAKER_02: I have some friends that want to buy houses.
• 9:14
  SPEAKER_02: I've got people that I know that are real estate agents, some friends at our church that are home builders.
• 9:19
  SPEAKER_02: Why don't I try this?
• 9:20
  SPEAKER_02: And I had somebody over on the mortgage side over at Wells Fargo and said, we'll give you a chance.
• 9:24
  SPEAKER_02: Whopping$2,000 a month.
• 9:26
  SPEAKER_02: I think it was two months, maybe three months.
• 9:28
  SPEAKER_02: Um here you go, your full commission.
• 9:31
  SPEAKER_02: Here's the 4155, like FHA handbook, here's some guidelines, here's your laptop.
• 9:36
  SPEAKER_02: Go at them, buddy.
• 9:37
  SPEAKER_02: Make it happen.
• 9:39
  SPEAKER_02: That was my that was my entry point into mortgage.
• 9:42
  SPEAKER_00: Right into the deep end.
• 9:44
  SPEAKER_02: Yeah.
• 9:44
  SPEAKER_02: I'll tell you that because like no one starts intentionally, right?
• 9:47
  SPEAKER_02: And I think, but what I look back at for all of us, there are seasons and lessons that we can take from that make us who we are, that if if we applied those now, those are things that we learned that make us unique and different in the marketplace.
• 10:01
  SPEAKER_02: And I say I'm thankful because that experience of doing cold calling, pulling credit, running applications, all of that stuff taught me valuable lessons about sales, about building relationships, and just overall about lending in general.
• 10:12
  SPEAKER_02: So thankful for the experience, it kind of chose me.
• 10:16
  SPEAKER_00: Right, right.
• 10:18
  SPEAKER_00: Well, I didn't know how I would do this, but I probably since like uh middle of high school, I started really being interested in in the stock market and finance in general.
• 10:30
  SPEAKER_00: And really, it was just you know, how do you get rich?
• 10:33
  SPEAKER_00: You know, like how do you how do you turn this money into more money?
• 10:37
  SPEAKER_00: How do you how do you grow it?
• 10:38
  SPEAKER_00: How do you accumulate it?
• 10:39
  SPEAKER_00: And so I s I was like, well, the stock market, that's interesting.
• 10:42
  SPEAKER_00: You put some money in this, and if it goes up in value, you have more money uh if you sell it.
• 10:48
  SPEAKER_00: And I'm like, okay, that's interesting.
• 10:50
  SPEAKER_00: And so I was always kind of fascinated too, and and that's interested, interesting that you kind of fell into that and became passionate about it and really educated yourselves.
• 11:00
  SPEAKER_00: And let's be honest, so many of us agents and lenders in this industry, we think we have the answers, we think we're educated, but there's so many details that we're missing or a lack of context that screws us over.
• 11:13
  SPEAKER_00: You know, um it it is what it is.
• 11:16
  SPEAKER_00: And one of those things that we're missing is we see on social media that that this agent now now they have four agents on their team, and they just closed 20 million this year, and this this person now has 15 agents, and they did this, and they see all that.
• 11:30
  SPEAKER_00: What's missing is how the hell do you go from this, from selling houses by yourself, to that?
• 11:37
  SPEAKER_00: Right?
• 11:38
  SPEAKER_00: So you you were a solo loan officer for a while, correct?
• 11:43
  SPEAKER_02: Yeah.
• 11:43
  SPEAKER_00: Okay.
• 11:45
  SPEAKER_00: Tell us how you you trans you not transferred, but how did you go from the solo lo to being a leader and growing teams of loan officers?
• 11:56
  SPEAKER_02: Yeah, that's a great question.
• 11:57
  SPEAKER_02: I attribute some of that to one of my managers at the time.
• 12:00
  SPEAKER_02: Um, Mike, I'll never forget, is this is out when like you know, Todd Duncan's high trust sales and marketing discs were being shipped to the branches and all that.
• 12:08
  SPEAKER_02: And I realized I was kind of that still a student, right?
• 12:11
  SPEAKER_02: I was just out of college and I started to learn.
• 12:14
  SPEAKER_02: So at branch sales meetings, at events and things, I would show up and and I would teach other people about what I had learned.
• 12:21
  SPEAKER_02: And you know, social wasn't as big then, wasn't really even on the radar.
• 12:25
  SPEAKER_02: And so the small ways is I would just show up and give information.
• 12:29
  SPEAKER_02: I would learn something, whether it was in the CRM or how to actually attract and bring in a new real estate agent to work with me and partner to how I would call on listing agents.
• 12:39
  SPEAKER_02: I mean, I remember, Dustin, this is my wife and I were joking about the other day.
• 12:42
  SPEAKER_02: I would drive around to open houses on the weekend.
• 12:44
  SPEAKER_02: Saturdays and Sundays were spent going to neighborhoods we couldn't afford, looking at houses that we hoped and dreamed we'd ever buy into.
• 12:52
  SPEAKER_02: And so what that allowed me to do is have a perspective, and I started to show up differently.
• 12:56
  SPEAKER_02: And so, not even being a sales manager, branch manager, any title, I just started volunteering.
• 13:02
  SPEAKER_02: Hey, I'll teach on this product.
• 13:03
  SPEAKER_02: There's a new product rolling out.
• 13:04
  SPEAKER_02: Cool, guys, I would raise my hand and I would volunteer because I recognized as an athlete, it was the same thing.
• 13:10
  SPEAKER_02: If I volunteered to do a drill on the soccer field, if you do it enough, you're under pressure, you perform, you know where you're good, you know where you need to improve.
• 13:19
  SPEAKER_02: The same thing's true in life, right?
• 13:21
  SPEAKER_02: I started to realize if I volunteer for enough stuff, I'm gonna have to study because I don't want to be embarrassed in front of my peers.
• 13:27
  SPEAKER_02: I need to learn it.
• 13:28
  SPEAKER_02: And the more you repeat this process, then you start going out doing sales meetings in front of, you know, real estate agents.
• 13:35
  SPEAKER_02: I would go out to offices that nobody else would go into and buy the food and come in and do all that.
• 13:39
  SPEAKER_02: I was willing to do whatever it took to be successful.
• 13:41
  SPEAKER_02: And I think that's what people probably saw in me.
• 13:44
  SPEAKER_02: And then they said, Hey, Brian, we'll let you hire your first assistant.
• 13:46
  SPEAKER_02: We're gonna let you start hiring some other loan officers on your team.
• 13:50
  SPEAKER_02: And I wish I had known then what I know now, which is I needed to be more in a creation mode.
• 13:56
  SPEAKER_02: You know, back then it was more I was following what people told me to do, right?
• 13:59
  SPEAKER_02: Like with the manager says, do this, you go do it.
• 14:02
  SPEAKER_02: And I wasn't as probably as confident.
• 14:04
  SPEAKER_02: I didn't have that going for me.
• 14:06
  SPEAKER_02: So I don't want you to think that was there.
• 14:08
  SPEAKER_02: Um I just showed up.
• 14:10
  SPEAKER_02: And I think through that I started to develop the muscle to move forward, and I'm lucky that people gave me a shot.
• 14:17
  SPEAKER_02: And and that's where I started to realize, you know, I like this, like sports.
• 14:21
  SPEAKER_02: I like I like being on winning teams.
• 14:22
  SPEAKER_02: It's not a solo game for me.
• 14:24
  SPEAKER_02: It's it's absolutely a team sport.
• 14:26
  SPEAKER_00: So as you well, and it's so perfect that you that you played soccer at a high level and then going into business, which is a team sport, it's just incredible.
• 14:34
  SPEAKER_00: Now, the mortgage industry is slightly different than what agents would would be used to.
• 14:40
  SPEAKER_00: Like it me, if I'm like, hey, I want to grow a sales team, I want to bring on a bunch of buyer agents and listing specialists.
• 14:48
  SPEAKER_00: I have to be the one to be like, all right, let's do this.
• 14:50
  SPEAKER_00: In the mortgage game, um, did you have to initiate that process or or voice your desire to do so?
• 14:57
  SPEAKER_00: Or did they kind of come to you and be like, hey, let's let's give you an assistant, let's you know, help with with this or that.
• 15:04
  SPEAKER_00: Um, kind of highlight that a little bit, if you would.
• 15:06
  SPEAKER_02: Yeah, so it was definitely me initiating most of that.
• 15:10
  SPEAKER_02: When I remember when I was hiring my first assistant, it was okay, great.
• 15:13
  SPEAKER_02: Um you're gonna pay for them.
• 15:16
  SPEAKER_02: Like if you're gonna do that, and I was willing to bet on me.
• 15:20
  SPEAKER_02: I remember in that moment thinking, okay, I'm starting to make good money, right?
• 15:25
  SPEAKER_02: I'm starting to get my flow, I'm starting to get good, good volume months, starting to repeat those, coming off the roller coaster a bit.
• 15:31
  SPEAKER_02: And I knew I couldn't continue to do it all myself, right?
• 15:34
  SPEAKER_02: Like at that time, we didn't have kids yet.
• 15:36
  SPEAKER_02: So it's really like it was just me.
• 15:38
  SPEAKER_02: I just needed, I needed a quality of life that I I couldn't get to.
• 15:42
  SPEAKER_02: And I always I go back to my days of playing sports because I realized like if you bring on a great player, the team gets better.
• 15:48
  SPEAKER_02: So I always just kind of had that in my mind of like, well, if I could bring somebody on to help me with this, and I recognized, you know, Dustin, through that as I grew, where I wasn't good was pipeline management, doing the reports every day, following up on some of those phone calls.
• 16:00
  SPEAKER_02: I love to build and to grow, and and that was my my nurturing there.
• 16:05
  SPEAKER_02: And that's where I could grow the business.
• 16:08
  SPEAKER_02: But you know this, you can bring in relationships, but if you don't take care of them on the backside and actually deliver and have the follow-up and the pipeline management, you're not getting the repeat business.
• 16:16
  SPEAKER_02: You're losing some.
• 16:17
  SPEAKER_02: Even if you're good, you're not great.
• 16:19
  SPEAKER_02: And so I hired someone that had some experience and plugged them into my team, and then we started to build from there.
• 16:24
  SPEAKER_02: And we started to mentor and train and add other loan officers to the team because I realized what we did was repeatable.
• 16:31
  SPEAKER_02: It wasn't because Brian was great, not at all.
• 16:33
  SPEAKER_02: I was willing to work hard.
• 16:35
  SPEAKER_02: I was a learner, but we could teach other people.
• 16:37
  SPEAKER_02: And so I think for many people out there, as you're listening to this, one thing I would say is start writing down what your process is and then identify areas that are pulling you away from your primary objective and where you're actually enjoying things and you're skilled at.
• 16:52
  SPEAKER_02: If you can identify those roles, then you can identify the people and go, okay, this is what I'm looking for specifically.
• 16:59
  SPEAKER_02: Right?
• 16:59
  SPEAKER_02: Because you mentioned this earlier.
• 17:01
  SPEAKER_02: Like if I need someone to come help me with marketing, then I'm gonna hire somebody that's an expert in marketing.
• 17:05
  SPEAKER_02: I'm not gonna hire someone that's great at managing the pipeline and doing reports.
• 17:09
  SPEAKER_02: That's right, that's not the same role.
• 17:11
  SPEAKER_02: So I think just having clarity of that.
• 17:13
  SPEAKER_02: So that was that was part of my journey, is is honestly making some mistakes, trying to do it all on my own, not being willing to let go, thinking I was the only one that could do it right.
• 17:21
  SPEAKER_02: Right.
• 17:22
  SPEAKER_02: Clearly, that was not true.
• 17:23
  SPEAKER_02: And one of the lessons I share to this day is I start to bring more people onto the team.
• 17:29
  SPEAKER_02: What they did is they had different perspectives and different ideas that would challenge me.
• 17:34
  SPEAKER_02: And it's like, well, why can't we do it that way?
• 17:36
  SPEAKER_02: I don't know.
• 17:37
  SPEAKER_02: And so that's been something I've just taken with me is when you surround yourself with great people and you start to scale out your team, however big or small it is right now, you need people in the right seats, the right roles, and know that the common mission, what are we doing?
• 17:51
  SPEAKER_02: And and I'm always a big growth mode guy, you got to find people that want to grow with you, right?
• 17:56
  SPEAKER_02: So you're not having to replace them later.
• 17:58
  SPEAKER_00: Yes.
• 17:59
  SPEAKER_00: Um, okay, so two questions.
• 18:02
  SPEAKER_00: I'm sure that I'll forget this, so I'll ask it now.
• 18:05
  SPEAKER_00: Um, you know, as you are initiating that process, first you have to decide, I want to do this.
• 18:11
  SPEAKER_00: Like you have to set the intention and decide, I need to build the sales team, I need an assistant, I need whoever.
• 18:19
  SPEAKER_00: And most agents don't know, or most agents stop right there, they just have the desire, but they're like, I don't know how to do it.
• 18:27
  SPEAKER_00: Well, have you heard of YouTube?
• 18:29
  SPEAKER_00: Have you considered finding a mentor within your brokerage or even outside your brokerage or listening to some frickin' podcasts, you know?
• 18:37
  SPEAKER_00: Right.
• 18:37
  SPEAKER_00: Um you can do all that.
• 18:39
  SPEAKER_00: But once you get past the how-to and figuring out who to put where, what are some of the things you've learned on how to do that the right way from the get-go?
• 18:47
  SPEAKER_00: Because for me, it's been a lot of trial and error, and I'm still learning, but you know, what are some things that uh that you wish you would have known when you first started growing?
• 19:00
  SPEAKER_02: Man, great question.
• 19:01
  SPEAKER_02: So first, like after I kind of moved out of production, the first few years were really tough.
• 19:05
  SPEAKER_02: Um, as I tried to scale a team because I decided, okay, I'm gonna let go of this, which was like what I was good at was producing, I'm gonna build a team.
• 19:13
  SPEAKER_02: And I wasn't good at it at all.
• 19:15
  SPEAKER_02: Sure.
• 19:15
  SPEAKER_02: And and I started to realize, like, okay, did I make the right decision?
• 19:19
  SPEAKER_02: What's happening here?
• 19:21
  SPEAKER_02: And I share that for context because I'm probably like a lot of you listening, going, Well, I'm not good at that yet.
• 19:29
  SPEAKER_02: What it took was an intentional growth mindset of shifting and saying something you said a minute ago, Dustin, I'm gonna go back to this, is I needed to have clarity of my vision to understand like where am I going and why am I going there?
• 19:42
  SPEAKER_02: Like, why am I doing all this stuff?
• 19:44
  SPEAKER_02: Because you you could produce and be a solopreneur over here and and crush it and build all this stuff.
• 19:50
  SPEAKER_02: If you build a team, you can impact more people, you can have a quality of life, things that may matter to you.
• 19:55
  SPEAKER_02: But if you don't have clarity of your vision, and and I say it's even a step further, what do you define success to be?
• 20:03
  SPEAKER_02: Because if it's just money, look, you can make a lot of money in real estate and mortgage and all that.
• 20:07
  SPEAKER_02: You can, like, awesome.
• 20:08
  SPEAKER_02: But if you don't have a bigger purpose and understand why you're doing it and your legacy and time with your family, and you know this for me, like both of us with our health, I want to be able to do all of those things.
• 20:18
  SPEAKER_02: And so I wanted to build an integrated life.
• 20:21
  SPEAKER_02: That was what my vision started to become very clear is yes, I want to be successful in business because I want to take great trips with my family.
• 20:29
  SPEAKER_02: I don't want to have to worry about having to buy my kids their next pair of soccer cleats.
• 20:32
  SPEAKER_02: I don't want to worry if they're traveling to a soccer tournament.
• 20:35
  SPEAKER_02: Do we have enough money to get there?
• 20:36
  SPEAKER_02: Like I had a bigger picture of what's our family dynamic gonna be.
• 20:40
  SPEAKER_02: And if that was the case for me, what you said is very true is I realize there's people out there that it's sometimes hard to access the truth about how do you grow and scale a team.
• 20:49
  SPEAKER_02: People would tell me all the time, but it was usually for their own benefit.
• 20:52
  SPEAKER_02: It was like, yeah, I'll do it, but I want to do it with you and like and take a cut and all of that.
• 20:57
  SPEAKER_02: Well, as you go through this journey, once you get clear on this, here's what I found out, and I'm sure we'll we'll tackle some of this in social, because this is where some of this started to really exponentially grow.
• 21:06
  SPEAKER_02: Is you start putting that out there, I believe in the law of attraction.
• 21:09
  SPEAKER_02: Look, like hard to dispute that that's not something that's relative in most of our lives.
• 21:13
  SPEAKER_02: You can probably think about a time in your life you've actually attracted someone in, and your values and your beliefs aligned up, you end up being friends or doing business together.
• 21:21
  SPEAKER_02: So I started getting clear on that, which then allowed me to communicate what I believed, what my core values were.
• 21:27
  SPEAKER_02: Well, guess what?
• 21:29
  SPEAKER_02: People started being attracted, and I was attracted to them because we believed the same things about being coachable, about integrity mattering, about being loyal.
• 21:38
  SPEAKER_02: All these things I started to find out.
• 21:41
  SPEAKER_02: I wasn't telling people.
• 21:42
  SPEAKER_02: I was a salesperson.
• 21:44
  SPEAKER_02: Like Dustin, remember I started consumer finance.
• 21:46
  SPEAKER_02: I just thought you just sold people like sell, sell, sell, features, benefits, all over.
• 21:51
  SPEAKER_02: Horrible way to build a team, by the way.
• 21:53
  SPEAKER_02: Um, because you've sold them a bill of goods and they sold you a bill of goods on their resume, how awesome they were.
• 21:57
  SPEAKER_02: And then you get together and you realize oh shit.
• 22:00
  SPEAKER_02: Neither one of us are really what we said we were.
• 22:02
  SPEAKER_02: Right.
• 22:03
  SPEAKER_02: So be your true self, know what you're looking for in that clarity.
• 22:08
  SPEAKER_02: And then as you start to share your message, either in person or on social, right?
• 22:12
  SPEAKER_02: Different vehicles, then you're going to attract the right people and you're going to know if they're the right fit as you go through.
• 22:18
  SPEAKER_02: And that's how you'll start to scale.
• 22:19
  SPEAKER_02: And what's cool about this is you can repeat that process over and over and over because you have clarity.
• 22:24
  SPEAKER_02: You almost have like this targeted avatar of like, who do I want?
• 22:27
  SPEAKER_02: Why do I want them?
• 22:28
  SPEAKER_02: And then you start to build that and you start to build success.
• 22:32
  SPEAKER_02: People want to be part of a successful team, right?
• 22:33
  SPEAKER_02: Nobody wants to be on a losing team.
• 22:35
  SPEAKER_02: Just saying.
• 22:37
  SPEAKER_02: So build that, show them how to be successful, what's in it for them.
• 22:41
  SPEAKER_02: And that's where I think you start to see how do I actually scale this even further?
• 22:46
  SPEAKER_00: Yes.
• 22:47
  SPEAKER_00: The the team leaders and the real business operators, not operators, the business owners that I look up to that have done this at a high level and found great people to run their companies and their teams, they are excellent at pitching their vision, at express at expressing where they want to go, what they see uh that looking like, why, why you're going there, what that means.
• 23:12
  SPEAKER_00: And they all have that common thread.
• 23:15
  SPEAKER_00: You know, can you effectively share your vision, pitch your vision or not?
• 23:20
  SPEAKER_00: And you know, you've built a big team, you've obviously gained some um some talent for sharing, sharing a vision.
• 23:27
  SPEAKER_00: Uh do you want to talk at all about uh about that vision part?
• 23:31
  SPEAKER_00: Because it for the more I look into growing and scaling, that right there, the ability to do that, first off, you have to know that you need to do it, but that seems crucial, is it not?
• 23:44
  SPEAKER_02: It is, it is.
• 23:45
  SPEAKER_02: And you know, what I would share with you is sometimes we make this really overcomplicated.
• 23:49
  SPEAKER_02: And and I've written vision statements and I've written things and they didn't land for me.
• 23:53
  SPEAKER_02: So I'll share some of mine.
• 23:54
  SPEAKER_02: Just if it lands with you and it helps you, I wanted to be passionate about it, wake up every day, and and it was, you know, Dustin, it was irregardless of being in the mortgage or real estate or technology, I wanted a bigger vision.
• 24:08
  SPEAKER_02: And for me, it went back to again like sports and the things that were there.
• 24:13
  SPEAKER_02: Is it's interesting, the best coaches were always able to, in whatever age group, whatever season it was, they were able to produce great athletes.
• 24:22
  SPEAKER_02: And and out of where I was in Memphis, I mean, there was probably a handful, five or more of us that went and played professionally within like a year or two of each other.
• 24:32
  SPEAKER_02: Well, but why is that?
• 24:33
  SPEAKER_02: Like why do successful people come out of that?
• 24:35
  SPEAKER_02: There's a program, there's a process, there's things that are there.
• 24:38
  SPEAKER_02: So I started to write my vision.
• 24:40
  SPEAKER_02: I wanted to create leaders that created other leaders that created other leaders.
• 24:45
  SPEAKER_02: So it would be generational, it'd be a legacy play.
• 24:48
  SPEAKER_02: And I felt like most companies, most leaders stopped at they wanted to become a great leader themselves.
• 24:56
  SPEAKER_02: While that's admirable, that's awesome.
• 24:58
  SPEAKER_02: I think it does start with you.
• 24:59
  SPEAKER_02: You need to lead by example, you need to do those things.
• 25:02
  SPEAKER_02: But if you're not clear on your vision, and mine was very clear, is I wanted to create other leaders that also wanted to create other leaders.
• 25:09
  SPEAKER_02: Because through that process, it doesn't matter what your title is, it doesn't matter what you're doing today.
• 25:15
  SPEAKER_02: My vision was I would create leaders that one day would help build scale teams and take that mission and that vision out to the marketplace with their own stamp, their own individuality.
• 25:26
  SPEAKER_02: And it was less about the company and more about the vision of leaders that truly cared about people by creating them into a better version and leader who then they wanted to pass that through.
• 25:38
  SPEAKER_02: And I will tell you, that's been one of the things that for me, I can tell if somebody has that drive and passion in their heart, we are gonna do exceptionally well together.
• 25:46
  SPEAKER_02: If they're ego-based and they just want to create an amazing career for themselves, that's awesome.
• 25:51
  SPEAKER_02: Not a leader that I'm looking for right now.
• 25:53
  SPEAKER_00: Right.
• 25:54
  SPEAKER_02: And I think when you get clear on that, that was our vision, which has allowed us to attract people that believe that and they live it.
• 26:01
  SPEAKER_02: That's the biggest difference.
• 26:04
  SPEAKER_00: Correct me if I'm wrong, but um, you know, that that in that simple shift in the way you you set the intention, that you weren't just gonna hire somebody great, you're gonna hire someone who could be a leader, who could create a leader, right?
• 26:20
  SPEAKER_00: And and so you approach the conversations differently, you're looking for different people.
• 26:26
  SPEAKER_00: Um I've uh I'm being coached right now on you know scaling a real estate sales team because I want to help my group do the same thing.
• 26:35
  SPEAKER_00: And I'm being told the same thing from those that are really doing it at a high level.
• 26:39
  SPEAKER_00: Don't just go hire one buyer's agent, go hire three or four right off the bat.
• 26:43
  SPEAKER_00: And like, wait a minute, well, what if you can't support three or four?
• 26:47
  SPEAKER_00: Well, you usually can, uh, but what if that one, if you just hire the one and they don't work out, everything comes back onto your plate, all of it.
• 26:56
  SPEAKER_00: And now you're doing so much more than you were before, and so that's a problem.
• 27:01
  SPEAKER_00: So, do you agree with that?
• 27:03
  SPEAKER_00: And if you know, add a little bit more context to to that concept, because that that really struck me as being brilliant, but also like the key.
• 27:12
  SPEAKER_02: Yeah, it shifts your mindset.
• 27:15
  SPEAKER_02: So, so I think too often it's very much like in our business where if we treat it transactionally, like I'm hiring this one person to do this one job, and that's all they're ever gonna do, and there's no vision for them of what a life and what they could create, then you're gonna get that.
• 27:31
  SPEAKER_02: It's gonna get probably an average investment from them.
• 27:35
  SPEAKER_02: You're probably gonna not put in everything that you can, and and you might even view it that way.
• 27:40
  SPEAKER_02: Whereas, what if you shifted?
• 27:41
  SPEAKER_02: You said, Man, this is a leader on my team that they're the future of this business that they can scale a team and with their own unique individuality that you know, I believe we're all gifted, like God's given us unique talents and gifts and all.
• 27:54
  SPEAKER_02: So I'm looking for people with gifts and talents that can disperse those out in the marketplace.
• 28:00
  SPEAKER_02: And I think when we can move from that transactional mindset into this is a relational now partnership.
• 28:07
  SPEAKER_02: And I tell my group, look, I am not your boss, I am not your manager, I'm here to partner with you.
• 28:12
  SPEAKER_02: While my responsibilities and the things that are on my plate might look different, we are partners in this.
• 28:17
  SPEAKER_02: We're gonna collaborate, we're gonna come up with the best ideas, and then we are gonna go execute that together.
• 28:22
  SPEAKER_02: And when you can shift into that world, it doesn't matter what their title is.
• 28:26
  SPEAKER_02: Like in my world, I could be a loan officer today that I collaborate with, and they're giving me input on how we can improve a process or can we do this with our technology?
• 28:34
  SPEAKER_02: I think that's where you start to get ownership.
• 28:37
  SPEAKER_02: And one of the things I would share with you, Dustin, as you're going through that is one of our big core values is on entrepreneurial spirit.
• 28:44
  SPEAKER_02: I am looking for people that have the entrepreneurial mindset, the spirit, the drive, the hunger, the passion.
• 28:50
  SPEAKER_02: But maybe they're an entrepreneur, meaning they're working for like Lone Depot, right?
• 28:54
  SPEAKER_02: Or company.
• 28:55
  SPEAKER_02: They're not actually the owner and truly out, but they still are wired like an entrepreneur.
• 29:00
  SPEAKER_02: Those are the people I'm looking for, and I've realized over time that I can find them.
• 29:06
  SPEAKER_02: They can be part of something and feel like it's their company.
• 29:10
  SPEAKER_02: It's theirs.
• 29:11
  SPEAKER_02: They just didn't have to put the money up and the risk and the things that like a business owner might do.
• 29:15
  SPEAKER_02: But it's not, it's not different.
• 29:17
  SPEAKER_02: It's really not.
• 29:17
  SPEAKER_02: And I don't think we should separate those anymore.
• 29:20
  SPEAKER_02: And that will help as you start to scale your team, is find those people and then find the ones that want to be leaders.
• 29:26
  SPEAKER_02: And if you really start to invest in them, they will take things off your plate.
• 29:31
  SPEAKER_02: They will drive the culture even more than you do.
• 29:34
  SPEAKER_02: Because when you're not in the room, the conversations that are being had, you want to make sure that those are aligned with what you're driving.
• 29:42
  SPEAKER_02: And so that's why I got very intentional about anybody that comes on as a leader in our group, they typically are going to interview with myself, two to three other leaders on the team, and no one gets invited in on the team unless they passed all of those.
• 29:54
  SPEAKER_02: Just doesn't happen anymore.
• 29:55
  SPEAKER_02: Because when I started, I was doing my old ways.
• 29:58
  SPEAKER_02: Two of my first four managers I hired are no longer here.
• 30:01
  SPEAKER_02: Since then, we haven't missed one.
• 30:03
  SPEAKER_02: 20 leaders.
• 30:04
  SPEAKER_02: Haven't missed one because I got clear on who I wanted and why I knew I could add value to them because I knew what they wanted, and I could say yes or I could say no.
• 30:13
  SPEAKER_02: Like maybe I can't help you hit that goal.
• 30:15
  SPEAKER_02: Maybe maybe you shouldn't join, right?
• 30:17
  SPEAKER_02: Like that, that for me, there's freedom in that.
• 30:21
  SPEAKER_02: I'm not pressured to go hire people.
• 30:22
  SPEAKER_02: I I want to I want to invite people on the team and attract them in.
• 30:26
  SPEAKER_00: Yes.
• 30:27
  SPEAKER_00: I think far too many, far too many business people that are trying to s to start and grow a team, they settle too quickly.
• 30:35
  SPEAKER_00: Like you know, landlords do this with with renters.
• 30:39
  SPEAKER_00: They just want to get somebody in in there so they'll be not as picky as they should be, and then they get a crappy tenant.
• 30:44
  SPEAKER_00: That's happened to me personally.
• 30:46
  SPEAKER_00: I've I've learned what that's like.
• 30:48
  SPEAKER_00: Um same thing, like if you're not picky and if you're not taking your time to really be thorough, and not just thorough, but like you said, you know, really defining this narrow avatar of who you want and you know the attributes they have, all of that, and then sticking to it.
• 31:09
  SPEAKER_00: And was that hard to do in the beginning when you when you had a need to scale and grow?
• 31:14
  SPEAKER_00: Is this something that you've grown into, or did you kind of figure out this is just how it is right from the get?
• 31:20
  SPEAKER_02: No.
• 31:21
  SPEAKER_02: Like I said, we lessons are best learned from failure.
• 31:25
  SPEAKER_02: And when I made the change over to LD four years ago, two of the first managers we hired, I did it out of my old habits, out of the old, I wanted to make a great impression on my new boss, right?
• 31:36
  SPEAKER_02: Like I wanted to do all those things.
• 31:37
  SPEAKER_02: And it was all the ego driving me, saying, You gotta, you gotta hire people.
• 31:41
  SPEAKER_02: Well, people wanted to join our firm, and that's gonna happen to you.
• 31:44
  SPEAKER_02: You're gonna have people that want to join.
• 31:47
  SPEAKER_02: You can't let everybody in because I missed the mark on two of them.
• 31:51
  SPEAKER_02: The headaches, and we all hear these stories, but let me just save you the pain.
• 31:54
  SPEAKER_02: When you hire people and you have that gut feeling, on one of them, Dustin, I remember very vividly.
• 32:00
  SPEAKER_02: I'm in the airport and I'm talking to them, and I'm just listening them talk.
• 32:04
  SPEAKER_02: I'm like, I don't want to talk to this person again, much less invite them on the team.
• 32:09
  SPEAKER_02: I let them on.
• 32:11
  SPEAKER_02: I made the cardinal sin.
• 32:13
  SPEAKER_02: I let them on.
• 32:14
  SPEAKER_02: What do you think that relationship looked like?
• 32:18
  SPEAKER_02: It's horrible.
• 32:19
  SPEAKER_02: Um basically wanted to fire them, let them go, like part ways, like maybe they'll just resign today, like you're just hoping and praying, it's just gonna work out.
• 32:27
  SPEAKER_02: It's not.
• 32:28
  SPEAKER_02: Uh so when you have that instinct, you need to follow it.
• 32:33
  SPEAKER_02: But what that allowed me to do, those two biggest lessons in failure of those two, it allowed me to go.
• 32:38
  SPEAKER_02: If I ever see that in someone else, that I recognize, and it's not that they were bad people, they just didn't align up with what I believe and our company and where we were going.
• 32:45
  SPEAKER_02: So I want to be clear on that is they can go somewhere else, and maybe that aligns up, they fit the culture.
• 32:50
  SPEAKER_02: It wasn't here.
• 32:51
  SPEAKER_02: But it allowed me to recognize those patterns.
• 32:53
  SPEAKER_02: And when that came up again, I've passed on several leaders that I'm leaving a phone call or leaving a meeting going, Ooh, they got a little so-and-so in them.
• 33:04
  SPEAKER_02: Uh they're not gonna fit here.
• 33:06
  SPEAKER_02: And I've had to tell people that is you know what?
• 33:08
  SPEAKER_02: I don't think we're gonna be a great match.
• 33:10
  SPEAKER_02: It would be a disservice for me to allow you to join the team because I don't think I'm the right leader for you.
• 33:14
  SPEAKER_02: Right?
• 33:15
  SPEAKER_02: Like, I'm I'm a positive leader that likes to see things for the opportunity, not dwell in the sorrow and the drama and all of this.
• 33:24
  SPEAKER_02: Like, I'm I'm not jumping in the pity party with you, and you you might need that comforter.
• 33:30
  SPEAKER_02: Um I'm I'm gonna drive you, I'm gonna help you get better, not only in the office, but outside the office.
• 33:35
  SPEAKER_02: So that's what we're about.
• 33:36
  SPEAKER_02: And when you get clear on that, that's the freedom, man.
• 33:38
  SPEAKER_02: You get to tell people what you believe, and if they're attracted to it, awesome.
• 33:41
  SPEAKER_02: If they're not, cool.
• 33:43
  SPEAKER_02: You just missed a hire that wasn't right for you.
• 33:46
  SPEAKER_00: What do you say to an agent or LO who because they they believe that there's no one out there that will be a good fit just because they don't know them yet?
• 33:58
  SPEAKER_00: They haven't met that person yet.
• 34:00
  SPEAKER_00: And I've struggled with this before.
• 34:02
  SPEAKER_00: I'm like, okay, I need somebody who's great at email marketing and can edit a video and knows the social algorithms and this and that.
• 34:09
  SPEAKER_00: It's like there's nobody out there like that.
• 34:12
  SPEAKER_00: Well, that's how do I know?
• 34:14
  SPEAKER_00: I'm like, I haven't I haven't tried, I haven't really put anything out there.
• 34:17
  SPEAKER_00: I'm assuming, which is stupid, right?
• 34:19
  SPEAKER_00: So speak to that.
• 34:21
  SPEAKER_02: Well, if you can't believe it's possible, you're not gonna see the opportunity even if it hit you square in the face.
• 34:27
  SPEAKER_02: Um, I've learned that.
• 34:29
  SPEAKER_02: Is if you don't think something is able to happen or it's actually possible, you've now labeled it as impossible.
• 34:37
  SPEAKER_02: You're not gonna see the opportunity when it comes your way.
• 34:40
  SPEAKER_02: And so what I would share as you go through that, I've been there before.
• 34:43
  SPEAKER_02: And the reality for all of us is this is why it's so critical to build your network every day.
• 34:49
  SPEAKER_02: This is why you show up on social media, this is why you show up and do videos, this is why when you have an opportunity to speak somewhere or to engage with people and to engage in their posts on social, this is why you do all of that because one day you might have that need.
• 35:03
  SPEAKER_02: And when you have clarity of the role and the person and all those things that you want, wouldn't it be great if your network was thousands and thousands of people that you could put that out to?
• 35:11
  SPEAKER_02: And they go, man, we love working with Dustin.
• 35:12
  SPEAKER_02: We love what he puts out there.
• 35:14
  SPEAKER_02: You know what?
• 35:14
  SPEAKER_02: I've got a friend.
• 35:16
  SPEAKER_02: I like Dustin, I'm gonna refer them over, or they see your content and they go, Right, that's me.
• 35:23
  SPEAKER_02: And I like what you're putting out there.
• 35:25
  SPEAKER_02: The problem for many of us is we won't show up online and be our true selves and be authentic and actually share what we believe and who we are.
• 35:32
  SPEAKER_02: So people look at us and they're like, I mean, yeah, that was good.
• 35:36
  SPEAKER_02: Nice post.
• 35:38
  SPEAKER_02: You you gotta stand for some things out there and be yourself.
• 35:41
  SPEAKER_02: And you know, I don't I don't hold back nearly as much as I used to around some of the passions, some of the things I believe in and what we're doing and why we're doing the way we are, because I found it attracts the right people.
• 35:54
  SPEAKER_02: Yes.
• 35:55
  SPEAKER_02: So I'm I'm not in a desperate mode.
• 35:58
  SPEAKER_02: I've been there.
• 35:58
  SPEAKER_02: That sucks.
• 36:00
  SPEAKER_02: When you feel like you have to make the next hire, you're gonna make the wrong move.
• 36:03
  SPEAKER_02: It's like anything.
• 36:04
  SPEAKER_02: Like if you're in real estate, you feel like you have to go do something, you've lost all the negotiation power that you have, and your brain doesn't work.
• 36:12
  SPEAKER_02: And so I will I'll give you one tip.
• 36:13
  SPEAKER_02: This is a little different, so I'll take you down a different alley.
• 36:16
  SPEAKER_02: Um, you probably know this.
• 36:16
  SPEAKER_02: My dad's a psychologist.
• 36:18
  SPEAKER_02: I was taught in my teenage years sports visualization.
• 36:22
  SPEAKER_02: And basically as simple as you can Google this, but check it out is I would close my eyes before games, five, ten, fifteen minutes, depending on the game, and I would visualize plays, I would visualize things that would happen.
• 36:33
  SPEAKER_02: I would visualize everything that could happen in that game so that when the game happened, it's like a movie I've seen before.
• 36:40
  SPEAKER_02: I've seen it multiple times.
• 36:41
  SPEAKER_02: So when the ball goes over there, I'm already looking.
• 36:43
  SPEAKER_02: I know what could happen here.
• 36:44
  SPEAKER_02: I've seen this movie.
• 36:46
  SPEAKER_02: You should do that with your business.
• 36:48
  SPEAKER_02: This is something I do quite often is you know, people will call it like manifesting and all those things.
• 36:52
  SPEAKER_02: And there's things that I think align with that, but visualizing what you want, why you want it, who's gonna come in, you can actually start to create these back to the law of attraction.
• 37:01
  SPEAKER_02: And I know some people are like, oh, that's so hokey, Brian, that's so hokey.
• 37:04
  SPEAKER_02: Well, here's my thing.
• 37:05
  SPEAKER_02: It's worked for me, and so I'm sharing it.
• 37:07
  SPEAKER_02: Uh, and it's worked for a lot of people on our team.
• 37:09
  SPEAKER_02: I got really clear on who I wanted, why I wanted them here.
• 37:12
  SPEAKER_02: And I I believe at that point, then I started to be open to an opportunity.
• 37:18
  SPEAKER_02: So I'll tell you this short story.
• 37:20
  SPEAKER_02: I wanted to invest in another property, right?
• 37:22
  SPEAKER_02: So I'm looking for real estate, I make it known, I tell several people, I start putting it out there, I'm visualizing what's this property gonna look like?
• 37:28
  SPEAKER_02: My family's gonna be in it, we're gonna be on vacation there, all these things.
• 37:30
  SPEAKER_02: I'm going through it.
• 37:31
  SPEAKER_02: I was very clear.
• 37:33
  SPEAKER_02: I passed on probably about five or six.
• 37:35
  SPEAKER_02: A couple of them I got out bid on all that.
• 37:37
  SPEAKER_02: Dustin, when I found the right property, I went in, I actually got it under asking price.
• 37:41
  SPEAKER_02: It was technically off the market, it had just come on, some different things to it.
• 37:46
  SPEAKER_02: I knew that was it.
• 37:47
  SPEAKER_02: I'd visualize, I had seen this happen.
• 37:49
  SPEAKER_02: You can do the same thing with scaling your team.
• 37:51
  SPEAKER_02: You have to get clear about who you want, why you want them.
• 37:53
  SPEAKER_02: What do you want your team to look like?
• 37:55
  SPEAKER_02: If you want your team to look like 15 people next year, and you got five of them that are buyers' agents, and you got two marketing people over there, you need to visualize that in such detail that you're not just in Franklin, Tennessee.
• 38:06
  SPEAKER_02: You're in Franklin, Tennessee at this specific address at this time, and you have all of it.
• 38:11
  SPEAKER_02: There's some power, I think most people don't tap into that.
• 38:13
  SPEAKER_02: So I took you down a different route because sometimes it's like, oh, make more calls, make more calls.
• 38:19
  SPEAKER_02: Until you're clear on who you want and why you want them and what that team's gonna look like, you can make all the calls you want.
• 38:24
  SPEAKER_02: Yes.
• 38:25
  SPEAKER_02: You don't know what you're looking for.
• 38:27
  SPEAKER_00: You're speaking by language, man.
• 38:28
  SPEAKER_00: Um, for so long I was just giving tips and strategy and tactics.
• 38:36
  SPEAKER_00: And then you'd start to realize like most people don't just need tactics.
• 38:41
  SPEAKER_00: Like the if there's a hole in the bottom of the bucket, you have to patch it first before you can fill it up.
• 38:46
  SPEAKER_00: Uh so if you're if your mindset is not right, if you have limiting beliefs that are holding you back, if you feel like you're not uh a competent listing agent, you're not gonna get the listing.
• 38:57
  SPEAKER_00: You know, if you show up without and lack confidence and and conviction, you're not gonna get it.
• 39:03
  SPEAKER_00: Someone else with confidence will.
• 39:08
  SPEAKER_00: That's key.
• 39:09
  SPEAKER_00: And uh, you know, especially as you want to go from just being on your own to being in charge of and responsible for others and building an actual business.
• 39:19
  SPEAKER_00: I can't think of uh you know when that's more crucial that that you grasp.
• 39:25
  SPEAKER_00: And you know, the law of attraction is absolutely real, just like gravity.
• 39:28
  SPEAKER_00: And you know, I I think the the secret, at least the movie, kind of gave it a bad rap with uh for some people that like, well, if you just think about the red bike, then it shows up on your doorstep.
• 39:39
  SPEAKER_00: Well, no, no, but what you focus on expands and you you you become what you think about all day long.
• 39:48
  SPEAKER_00: So you're you're saying the same thing, a few different words in a different context.
• 39:52
  SPEAKER_00: It is reality.
• 39:54
  SPEAKER_00: It's amazing.
• 39:55
  SPEAKER_00: So I'm glad that you took us there.
• 39:58
  SPEAKER_02: It is, and I would add one layer to that for anybody out there.
• 40:01
  SPEAKER_02: If you're wanting to scale a team, if you can think of yourself as the product or service, you're gonna be a coach, you're gonna be somebody that helps them with their career, you might be providing you know financial advice, you're gonna be providing all these things.
• 40:15
  SPEAKER_02: Your ability to raise your capacity is going to be your lid, so to speak, right?
• 40:22
  SPEAKER_02: If you can't grow and constantly be raising your capacity, you're only gonna attract a certain level.
• 40:28
  SPEAKER_02: Maybe you're attracting five and sixes today, but you need seven and eights.
• 40:31
  SPEAKER_02: And so where I would challenge people is the route I went very tactically here is I started to invest and I had someone challenge me and they said, Brian, you need to be investing about 10% of your gross income in personal coaching, your brand, all these things around you.
• 40:44
  SPEAKER_02: If you want to go to the next level and you want people to want to be a part of that and you want to be able to help them, you need to get serious about it.
• 40:50
  SPEAKER_02: You need to go invest.
• 40:51
  SPEAKER_02: If you're the product or service, if you were technology, you would be investing in you.
• 40:54
  unknown: Right?
• 40:55
  SPEAKER_02: Why are we any different, man?
• 40:56
  SPEAKER_02: Like we gotta invest in ourselves and stop messing around with this.
• 40:59
  SPEAKER_02: Like, I'm gonna invest a couple hundred dollars here, a couple hundred dollars there.
• 41:02
  SPEAKER_02: Like, no, you gotta be intentional.
• 41:04
  SPEAKER_02: You've got to be all in on this and realize when you start to do this, this is when the game changes and you start to attract people, you start to change lives, you start to become more successful.
• 41:14
  SPEAKER_02: Don't wait for it to happen.
• 41:15
  SPEAKER_02: Go invest in yourself.
• 41:17
  SPEAKER_00: The word invest is crucial there.
• 41:19
  SPEAKER_00: I mean, Brian, I just started learning this, like really learning it in 2021.
• 41:25
  SPEAKER_00: I I had taken courses, I had hired coaches, I had, you know, made some small incremental investments in learning and growing.
• 41:33
  SPEAKER_00: And I did, I did grow, but it wasn't until I really like wrote a big check, like a big one, like 40k for a coach.
• 41:41
  SPEAKER_00: Where before I was like, 40k for a coach, are you out of your mind?
• 41:45
  SPEAKER_00: Um, yeah, and I've had the best year of my career, and the groundwork is laid for 3x that this year.
• 41:52
  SPEAKER_00: It's it's just amazing what happens, but it takes seeing it as an investment.
• 41:59
  SPEAKER_00: Most people see it as an expense.
• 42:03
  SPEAKER_00: If I if I saw that$40,000 check that I had to write a mindset coach as an expense, I wouldn't have done it.
• 42:11
  SPEAKER_00: But I saw, okay, I invest this, and here's the return, that's an investment I'm willing to make.
• 42:18
  SPEAKER_00: So even that takes a paradigm shift.
• 42:20
  SPEAKER_00: Even that takes uh you know looking at it differently, but it's true, man.
• 42:24
  SPEAKER_00: Invest in yourself uh rather than seeing it as an expense.
• 42:29
  SPEAKER_02: It's a game changer, and and I shared this this weekend at the event we were in in Atlanta, is try to outinvest yourself.
• 42:38
  SPEAKER_02: When I put money behind something, there is a trigger there, there isn't a commitment at another level, like you said, putting 40K, putting 100K, putting 10K, five, wherever you are in your life, like whatever that number is for you, there's a number that's gonna, in a way, almost piss you off that you're needing to spend it, but it's gonna motivate you to go, you know what?
• 42:57
  SPEAKER_02: This is what's gonna get me to the next level.
• 42:59
  SPEAKER_02: And what I've learned, and you've probably seen this, Dustin, is like the most successful people that I've had the opportunity to be around, that is a common thread that every single one of them puts their money into this.
• 43:12
  SPEAKER_02: Why are we trying to shortcut it, man?
• 43:14
  SPEAKER_02: Like, if that's working, you and I, we've both done it now.
• 43:18
  SPEAKER_02: I wouldn't have any other way.
• 43:19
  SPEAKER_02: I wish I'd started sooner.
• 43:20
  SPEAKER_02: I'm like you.
• 43:21
  SPEAKER_02: For a while I just dabbled.
• 43:22
  SPEAKER_02: Now I'm all in.
• 43:23
  SPEAKER_02: Like, there's no going back.
• 43:25
  SPEAKER_00: It becomes a hack.
• 43:27
  SPEAKER_00: You know, but it you've got to get there.
• 43:29
  SPEAKER_00: And then once you experience it, you're like, oh, so this is why people spend six figures to hire a coach.
• 43:35
  SPEAKER_00: Okay, well, if my forty thousand dollar coach was great, what would my what would a hundred thousand dollar coach be?
• 43:41
  SPEAKER_00: And and now I'm start, I'm thinking like that, like, how can I just pay to speed things up?
• 43:46
  SPEAKER_00: How can I s how how can I pay for the growth?
• 43:48
  SPEAKER_00: Um, which is really what it is.
• 43:50
  SPEAKER_00: And it gets exciting, but it again, it's it takes that leap of faith.
• 43:56
  SPEAKER_00: But what I love so much about investing, making a big investment.
• 44:00
  SPEAKER_00: Investment with wherever you're at currently, maybe it's a$500 investment, maybe it's$40,000, whatever.
• 44:05
  SPEAKER_00: When you make it and it stretches you, you take that very freaking seriously.
• 44:10
  SPEAKER_00: It is top priority.
• 44:12
  SPEAKER_00: You are absolutely all in.
• 44:14
  SPEAKER_00: If it's a$99 course, it's easy to blow off.
• 44:18
  SPEAKER_02: Yeah.
• 44:19
  SPEAKER_00: It just is.
• 44:21
  SPEAKER_00: So, Brian, I'm glad that we took this uh this little turn here in the conversation.
• 44:26
  SPEAKER_00: I think it's fantastic.
• 44:27
  SPEAKER_00: Um, I want to be respectful of your time.
• 44:28
  SPEAKER_00: We're coming up on top of the hour, so I want to make sure that we get our rapid fire questions in.
• 44:33
  SPEAKER_00: Every time we bring a guest a guest onto the show, we ask a series of rapid fire questions.
• 44:38
  SPEAKER_00: Yes or no, or sorry, it's this or that responses.
• 44:42
  SPEAKER_00: You can elaborate if you choose to, or just blow through them.
• 44:45
  SPEAKER_00: Totally up to you, and then we'll let everyone know where they can find you and follow you and learn more about you.
• 44:50
  SPEAKER_00: And uh we'll have you know, you can tell them about your podcast, of course.
• 44:54
  SPEAKER_00: So are you ready to rock with the rapid fires?
• 44:58
  SPEAKER_00: Let's do this.
• 44:59
  SPEAKER_00: All right, man.
• 45:00
  SPEAKER_00: Facebook or Instagram?
• 45:02
  SPEAKER_02: Instagram.
• 45:03
  SPEAKER_00: Instagram or LinkedIn.
• 45:06
  SPEAKER_02: Ooh, that's a tough one.
• 45:08
  SPEAKER_02: I'm going with LinkedIn.
• 45:10
  SPEAKER_00: Okay.
• 45:11
  SPEAKER_00: Your LinkedIn game's on point.
• 45:14
  SPEAKER_00: LinkedIn is powerful, man.
• 45:16
  SPEAKER_00: Powerful.
• 45:17
  SPEAKER_02: I started why I went with that.
• 45:18
  SPEAKER_02: I'll just put the caveat in there.
• 45:20
  SPEAKER_02: I started there.
• 45:20
  SPEAKER_02: It's where it gave me a foundation of people that a tribe that I've ported over to Instagram and Facebook that have been loyal and people that I've done business with, that have mentored me, coaches.
• 45:29
  SPEAKER_02: Like it's had the most impact on my life.
• 45:33
  SPEAKER_02: Fair enough.
• 45:33
  SPEAKER_02: Awesome.
• 45:34
  SPEAKER_02: Books or podcasts?
• 45:37
  SPEAKER_02: Right now, I'm probably both, but I'm reading a couple of new books.
• 45:41
  SPEAKER_02: I'm gonna go books.
• 45:43
  SPEAKER_00: Nice.
• 45:44
  SPEAKER_00: Podcasts or audiobooks?
• 45:46
  SPEAKER_00: Podcasts.
• 45:48
  SPEAKER_00: iPhone or Android?
• 45:49
  SPEAKER_00: iPhone.
• 45:50
  SPEAKER_00: I should probably just eliminate that one.
• 45:52
  SPEAKER_00: It's a stupid question.
• 45:53
  SPEAKER_00: Only the weirdos say Android.
• 45:54
  SPEAKER_02: Like iPhone or iPad?
• 45:56
  SPEAKER_00: Almost.
• 45:58
  SPEAKER_00: That would be better.
• 45:59
  SPEAKER_00: Yeah, let's keep it within the Apple family for uh for normal people.
• 46:03
  SPEAKER_00: Uh burgers or pizza?
• 46:05
  SPEAKER_02: Pizza.
• 46:07
  SPEAKER_00: New York or LA?
• 46:08
  SPEAKER_00: LA.
• 46:10
  SPEAKER_00: NFL or MBA.
• 46:12
  SPEAKER_02: Ooh.
• 46:14
  SPEAKER_02: Let's go NFL.
• 46:16
  SPEAKER_02: Can we put MLS in there?
• 46:18
  SPEAKER_00: I mean, we need MLS in there for me.
• 46:20
  SPEAKER_00: I I will switch these up for you, okay?
• 46:23
  SPEAKER_00: Baseball or soccer?
• 46:25
  SPEAKER_00: Soccer.
• 46:26
  SPEAKER_00: Football or soccer?
• 46:27
  SPEAKER_02: Soccer.
• 46:28
  SPEAKER_00: Okay.
• 46:29
  SPEAKER_00: Um college or pro.
• 46:33
  SPEAKER_02: College.
• 46:34
  SPEAKER_02: And here's why.
• 46:36
  SPEAKER_02: My best friends are still some of the guys I played with in college.
• 46:38
  SPEAKER_02: The education, the experience, all those things there, the camaraderie and everything.
• 46:42
  SPEAKER_02: It's unmatched.
• 46:43
  SPEAKER_02: College is like pivotal years.
• 46:46
  SPEAKER_00: Absolutely.
• 46:47
  SPEAKER_00: And even as a consumer, I I love football.
• 46:50
  SPEAKER_00: I hate NFL.
• 46:51
  SPEAKER_00: Won't watch it.
• 46:52
  SPEAKER_00: Don't care at all.
• 46:53
  SPEAKER_00: Something happened, it just broke for me.
• 46:55
  SPEAKER_00: But college football, man, it's just it's special.
• 46:58
  SPEAKER_00: It's something raw.
• 47:00
  SPEAKER_00: It is.
• 47:01
  SPEAKER_00: You can tell they're having fun.
• 47:03
  SPEAKER_00: You can tell it's it's the you know the love of the game and you know trying to make something of themselves and a you know a career one day.
• 47:11
  SPEAKER_00: It's just, I don't know, it's more fun.
• 47:13
  SPEAKER_02: Yeah.
• 47:14
  SPEAKER_00: Um mountains or beach?
• 47:16
  SPEAKER_00: Beach.
• 47:18
  SPEAKER_00: Uh podcasts or vlogs?
• 47:22
  SPEAKER_00: Podcasts.
• 47:23
  SPEAKER_00: YouTube or Facebook Live?
• 47:26
  SPEAKER_00: Facebook Live.
• 47:28
  SPEAKER_00: Uber or Lyft?
• 47:30
  SPEAKER_00: Uber.
• 47:31
  SPEAKER_00: Gary Vee or Grant Cardone.
• 47:34
  SPEAKER_00: Cardone.
• 47:36
  SPEAKER_00: And then what is the most impactful book you've ever read?
• 47:42
  SPEAKER_02: Outside of the Bible, I'm a faith-based guy, so so I'll have to start with that.
• 47:46
  SPEAKER_02: I would probably go with extreme ownership.
• 47:48
  SPEAKER_02: It came at a season in my life, that I needed that kick in the ass and realized I didn't have extreme ownership in most areas of my life.
• 47:57
  SPEAKER_02: And so I can go back to that shift, and it was a pivotal moment in my life.
• 48:02
  SPEAKER_02: So extreme ownership, if anybody hasn't read it, with Jocko and Leif, game changer in my life, and I've given it out to many, many people.
• 48:08
  SPEAKER_00: Fantastic.
• 48:09
  SPEAKER_00: I have not read that, but I've I've listened to some of his podcasts and the interviews he's done on podcasts like Joe Rogan.
• 48:16
  SPEAKER_00: He's a leader's leader.
• 48:17
  SPEAKER_00: He's an incredible human being.
• 48:19
  SPEAKER_02: Check it out.
• 48:20
  SPEAKER_02: And the second one to follow up, they wrote Dichotomy of Leadership, which is uh kind of a graduate level.
• 48:26
  SPEAKER_02: It is phenomenal.
• 48:28
  SPEAKER_00: Relevant to the conversation today as well.
• 48:30
  SPEAKER_02: Very relevant to what we talked about today, as well.
• 48:33
  SPEAKER_00: Brian, where can people follow you and find more about you and just hear more of hear more wisdom from you?
• 48:39
  SPEAKER_02: Oh man.
• 48:39
  SPEAKER_02: Well, thank you, number one.
• 48:40
  SPEAKER_02: Honored to be on the show and jam with you again.
• 48:43
  SPEAKER_02: We don't get to do many repeats, and and you're one of my my guys that I follow and support and want you to win.
• 48:49
  SPEAKER_02: So I hope you know that.
• 48:50
  SPEAKER_02: And thanks, brother.
• 48:51
  SPEAKER_02: Just coming on and doing these things helps me become better.
• 48:53
  SPEAKER_02: I would love, if you guys want to connect up, I'm over on Instagram, and it's the Brian Covey because some somebody took Brian Covey before I could get to it.
• 49:01
  SPEAKER_02: Tells you how late I was to the game.
• 49:03
  SPEAKER_02: And then our website.
• 49:04
  SPEAKER_00: It's not the Brian Covey.
• 49:05
  SPEAKER_00: So you you you want up them.
• 49:07
  SPEAKER_00: They can't they can't undo it.
• 49:08
  SPEAKER_02: That was me basically saying, you know what?
• 49:10
  SPEAKER_02: You thought you did one.
• 49:12
  SPEAKER_02: I'm gonna get it right.
• 49:14
  SPEAKER_02: Um yeah, I'm active on LinkedIn.
• 49:16
  SPEAKER_02: Check out Brian Covey.com.
• 49:18
  SPEAKER_02: We are revamping the website right now.
• 49:20
  SPEAKER_02: Tons of stuff over there with the book, the podcast, um, speaking engagements and things that I'm doing now as yeah, I'm on this journey like you, my friend, is like just testing myself out, trying to get better as a human being and a dad and you know, husband and all that leader.
• 49:34
  SPEAKER_02: I'm on the same journey.
• 49:34
  SPEAKER_02: So hit me up, drop me a DM, let me know about your journey, your story, any way I can help you.
• 49:40
  SPEAKER_02: And um let's let's do something great together.
• 49:42
  SPEAKER_00: Fantastic, man.
• 49:43
  SPEAKER_00: We'll we'll have links to your social, your website, your podcast, all in the show notes, or if you're watching on YouTube in the video description.
• 49:51
  SPEAKER_00: Brian, appreciate it.
• 49:52
  SPEAKER_00: Any I love getting to talk to you anytime we get to connect.
• 49:55
  SPEAKER_00: So I really appreciate you coming on the show.
• 49:56
  SPEAKER_02: Awesome.
• 49:57
  SPEAKER_02: Thanks, my friend.
• 49:58
  SPEAKER_00: All right, guys.
• 49:58
  SPEAKER_00: Make sure you click into the show notes or on YouTube.
• 50:01
  SPEAKER_00: Uh, click into the description, follow Brian on social.
• 50:05
  SPEAKER_00: The links are in there.
• 50:06
  SPEAKER_00: Listen to his podcast.
• 50:08
  SPEAKER_00: Um, definitely check him out.
• 50:09
  SPEAKER_00: He is doing some great content and has some amazing tidbits and advice and and tips that you can learn from his social every single day.
• 50:18
  SPEAKER_00: I know I do.
• 50:19
  SPEAKER_00: Every time he puts out something new, I listen.
• 50:21
  SPEAKER_00: Um, and I recommend you guys do the same.
• 50:23
  SPEAKER_00: Thank you guys so much for watching this week, for listening this week.
• 50:27
  SPEAKER_00: Maybe you're watching, maybe you're on YouTube, maybe you're listening, whatever.
• 50:30
  SPEAKER_00: Thank you very much.
• 50:31
  SPEAKER_00: If you are, uh I'll say this.
• 50:34
  SPEAKER_00: You guys have been such a major, you've played such a major role in the growth of this show.
• 50:40
  SPEAKER_00: I mean, we've been able to do this podcast for four straight years, and we we recently went over half a million total downloads, which is just bonkers, and it wouldn't be without you guys.
• 50:50
  SPEAKER_00: You guys sharing the show with other agents means everything to me.
• 50:55
  SPEAKER_00: It helps us grow, it helps us keep going, it helps us attract bigger and better guests and invest more into the show and all of that.
• 51:04
  SPEAKER_00: So if you would, if you found any value in this episode whatsoever, please share it with someone else in your office, another agent, share it with your broker, share it on social within an industry Facebook group, share it with other agents wherever you can, even if that's a screenshot in your story.
• 51:20
  SPEAKER_00: And if you do that, make sure you tag at massive agent and I will gladly reshare it for you.
• 51:25
  SPEAKER_00: Um, but even if you've if you've already been doing that, I ask you to maybe take it a step further.
• 51:31
  SPEAKER_00: Whether you listen on Apple or Spotify, you can leave a review for the show, which helps us gain uh it helps us grow our audience, helps us reach more people who don't know about the show yet.
• 51:42
  SPEAKER_00: So if you're on Apple, you can simply go to MassiveAgent Podcast.com slash review and leave us a quick five-star review there if you found the show valuable.
• 51:51
  SPEAKER_00: If you're on Spotify, Spotify now allows you to leave reviews and rate the show.
• 51:57
  SPEAKER_00: So please do that on the Massive Agent profile page and uh help us.
• 52:03
  SPEAKER_00: Help me help you.
• 52:04
  SPEAKER_00: How about that?
• 52:05
  SPEAKER_00: Help me help you.
• 52:06
  SPEAKER_00: What show was that on?
• 52:08
  SPEAKER_00: The help me help you.
• 52:09
  SPEAKER_00: I'm gonna have to Google that shit here in a second to find out.
• 52:12
  SPEAKER_00: Thank you guys.
• 52:12
  SPEAKER_00: We'll be back next week with another great episode of the Massive Agent podcast.
• 52:17
  SPEAKER_00: Take care of the city.