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From Librarian to Powerful Broker Owner w/ Brittney Kosev · Massive Agent Podcast

0:00
SPEAKER_00: This week we are talking with one of the great entrepreneurs of real estate named Brittany Kosev out of the Dallas-Fort Worth area.
0:07
SPEAKER_00: She started as a solo agent just six years ago.
0:10
SPEAKER_00: And now through some very creative marketing tactics that she breaks down and shares with us today, you're gonna want to take notes for those, by the way.
0:17
SPEAKER_00: She's expanding her office and her brokerages all across Texas and beyond.
0:23
SPEAKER_00: Very cool story to tell.
0:24
SPEAKER_00: You're gonna love this one.
0:26
SPEAKER_01: The massive agent podcast with lead generation tips and strategies to give you more leads and sell more homes.
0:34
SPEAKER_02: I love to buy houses, I like to sell houses.
0:36
SPEAKER_01: It takes brass balls to sell this.
0:39
SPEAKER_01: Wait a minute.
0:41
SPEAKER_01: Leads are weak.
0:42
SPEAKER_01: You're a week.
0:43
SPEAKER_01: I've had better.
0:45
SPEAKER_01: Oh have I got your attention now?
0:48
SPEAKER_01: Here's your host, Dustin Brohm.
0:52
SPEAKER_00: What is up, guys?
0:53
SPEAKER_00: Welcome to episode 307 of the Massive Agent Podcast.
0:57
SPEAKER_00: I am your host, Dustin Brohm, here in Salt Lake City, Utah.
1:00
SPEAKER_00: And today's interview, today's podcast, is really entertaining.
1:05
SPEAKER_00: I this is one of my favorite conversations I've had in quite a while with Brittany Kosev, a broker owner of BK Real Estate in Texas.
1:14
SPEAKER_00: She's growing, she has multiple offices all across Texas for the brokerage and is expanding even beyond that.
1:20
SPEAKER_00: And she's she's just grown at such a rapid rate.
1:23
SPEAKER_00: But after you hear her story today, you're gonna you're gonna realize, okay, yeah, that makes sense.
1:29
SPEAKER_00: Of course she is.
1:30
SPEAKER_00: She's gonna share some very interesting, very creative marketing strategies and lead gen strategies because she started as a librarian.
1:39
SPEAKER_00: Okay, she was a librarian, a single mother, who then got into real estate and through hard work and some pretty clever creative uh means of marketing, she surpassed her income as a librarian within the first two years and then went all in on real estate.
1:54
SPEAKER_00: And fast forward is now launched a brokerage and is expanding the hell out of that pretty quickly.
2:00
SPEAKER_00: So really cool to talk with this rising star of real estate, Brittany Kosev.
2:05
SPEAKER_00: If if you are new to the Massive Agent Podcast, welcome.
2:08
SPEAKER_00: I am your host, Dustin Brohm, and this episode today, uh, what we're really focused on is entrepreneurship.
2:16
SPEAKER_00: I have really made a transition with this podcast over the last nearly six years we've been doing it.
2:22
SPEAKER_00: We start I started the show uh six almost six years ago with okay, marketing tactics and strategies, and we're gonna talk about websites and Facebook ads and all this stuff, but quickly, you know, grew over the last six years to realizing that I myself and am entrepr I'm an entrepreneur with a real estate license, and I'm about building businesses and building uh building something scalable, building something that can provide you a lifestyle and flexibility and freedom as an agent in addition to the income, not just the income.
2:54
SPEAKER_00: Because I think you'd agree that uh if income is your only goal, you can get it.
2:59
SPEAKER_00: You can absolutely get it in real estate, but you may end up working a hundred hours a week to get it, maybe only 70 hours a week.
3:06
SPEAKER_00: But that sucks.
3:07
SPEAKER_00: And you may not even see your kids grow up.
3:09
SPEAKER_00: That sucks too.
3:10
SPEAKER_00: Uh, but it's also not necessary, it's not required to go that route.
3:15
SPEAKER_00: There are other entrepreneurial ways to make a great living in real estate, and that's what we were highlighting on the podcast.
3:21
SPEAKER_00: Today's story is no different.
3:23
SPEAKER_00: I'm really excited for you to hear this because, like I said, I I just had fun talking with Brittany, an amazing entrepreneur.
3:30
SPEAKER_00: Uh, she's still in production, she's still selling while building a business.
3:34
SPEAKER_00: And I think this her brokerage, BK Real Estate, I think will just continue to grow and grow and grow.
3:39
SPEAKER_00: She's um she's doing big stuff.
3:42
SPEAKER_00: So before we jump into the talk with Brittany, keeping current matters.
3:47
SPEAKER_00: I cannot think of a tool more useful, more necessary, more more um timely to have in your tool belt as an agent right now than KCM, keeping current matters.
3:58
SPEAKER_00: With all the upheaval and the changes, like last week in real estate was bonkers, starting on Halloween with NAR losing the lawsuit.
4:06
SPEAKER_00: I don't know how they lost this.
4:08
SPEAKER_00: Uh probably the worst offense in history, seems like.
4:11
SPEAKER_00: Uh again, my opinion.
4:14
SPEAKER_00: But they lose this lawsuit on Halloween.
4:16
SPEAKER_00: Then another lawsuit against Compass and Redfin and EXP and damn near every other brokerage that that's out there was filed the same day.
4:25
SPEAKER_00: Another class action lawsuit, so that's gonna be fun.
4:27
SPEAKER_00: But then the very next day, the day after Halloween, Zillow bought Follow-Up Boss, or at least it was announced that Zillow bought Follow-Up Boss.
4:35
SPEAKER_00: So if you have not yet heard the most recent episode, the bonus episode that came out on Saturday, go listen to that.
4:42
SPEAKER_00: It's the breaking news bonus episode, you know, the NAR verdict with Byron Lazine.
4:49
SPEAKER_00: You need to hear that because if you haven't been paying that close attention to the class action lawsuit, we break down what it was all about, what it means now that NAR lost, uh now it's being appealed and it's gonna be in appeals for years.
5:04
SPEAKER_00: So, you know, nothing is changing as of yet, but yet there are changes.
5:08
SPEAKER_00: So we're gonna talk about what those are and everything you need to know as an agent.
5:11
SPEAKER_00: So go back and listen to that bonus episode after this one if you haven't heard it yet.
5:15
SPEAKER_00: Uh, but keeping current matters, you need them in your tool belt because with all the craziness happening, they do all the research for you.
5:24
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5:31
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5:35
SPEAKER_00: And if so, what does that mean for your sellers?
5:37
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5:39
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5:41
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5:44
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5:49
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5:51
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5:53
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6:00
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6:07
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6:08
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6:23
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6:26
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6:34
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6:43
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7:10
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7:10
SPEAKER_00: So check it out.
7:12
SPEAKER_00: Let's jump into our chat with Brittany Kosev, the broker owner of BK Real Estate in a Dallas-Fort Worth area, and coming soon to a state near you.
7:21
SPEAKER_00: Let's jump into it.
7:22
SPEAKER_00: Alright, guys, I'm here with Britney Kosev from BK Real Estate.
7:26
SPEAKER_00: Brittany, you have an awesome story to tell, and I'm I'm excited to hear it because you are you're an entrepreneur with a real estate license that's built a business and a great, in my opinion, an accelerator for agents who want to be successful.
7:40
SPEAKER_00: But you haven't even been in real estate for that long, which is super cool to me.
7:44
SPEAKER_00: Um you've built what you've what you've built, and you've built your experience in what what did you say, six years?
7:50
SPEAKER_02: Yeah, yeah, about six years.
7:52
SPEAKER_00: I love that.
7:53
SPEAKER_00: Okay, so in those six years, you started as a solo agent?
7:58
SPEAKER_02: Yes, that's correct.
7:59
SPEAKER_02: Started off six years ago, kind of working two jobs for a few years, and then got enough traction under me that I was able to cut that one loose.
8:09
SPEAKER_00: What were you doing besides real estate?
8:11
SPEAKER_02: Uh I was a school librarian.
8:13
SPEAKER_00: Really?
8:15
SPEAKER_00: Okay, that's awesome.
8:16
SPEAKER_00: Yeah.
8:16
SPEAKER_00: It gives me an idea for the title of the show, too.
8:18
SPEAKER_00: That's really cool.
8:19
SPEAKER_02: Yeah, yeah, I loved it.
8:21
SPEAKER_02: I mean, being a librarian was great.
8:23
SPEAKER_02: I um I taught fourth grade, got my master's, became a librarian.
8:27
SPEAKER_02: Um, I mean, the Disney princess Belle, I mean, she was my idol, right?
8:32
SPEAKER_02: She loved going into the Beast Library and perusing, and I love my books, but it just wasn't paying the bills, you know.
8:39
SPEAKER_02: I'm um I'm a single mom.
8:41
SPEAKER_02: I have two kids, 13 and 11.
8:43
SPEAKER_02: So six years ago I got a divorce and realized pretty quick that um$60,000 a year was not enough to put the kids in all the things and and have the lifestyle I wanted to live.
8:56
SPEAKER_02: So busted it out, two jobs for two years, and and was able to, like I said, get enough traction and let teaching go.
9:05
SPEAKER_00: Okay, we could talk for about three hours just off of this right here.
9:09
SPEAKER_00: So when did you know, Brittany, that it was time to transition to full-time real estate?
9:15
SPEAKER_00: Was it obvious to you or did you have to take a leap?
9:18
SPEAKER_00: I know a lot of agents struggle with that.
9:20
SPEAKER_02: Any agent who's out there listening that has quit their primary job in order to start selling, it's always a leap.
9:28
SPEAKER_02: Unless you are maybe on a team with your family and they're gonna support you.
9:33
SPEAKER_02: I mean, it's a leap regardless.
9:35
SPEAKER_02: And for me, I realized that I needed to let teaching go when I made$80,000 that second year selling real estate, and my teaching salary was$60,000.
9:46
SPEAKER_02: And I was doing it just nights and weekends.
9:48
SPEAKER_02: I mean, I would drag poor Owen and Nicole with me.
9:51
SPEAKER_02: We'd go, they they would their bus would um drop them off at my library, and then at that point, I had already made my appointments for the evening, and they would just go with me.
10:01
SPEAKER_02: They do their homework on the driveover.
10:03
SPEAKER_02: If I was, I used to teach in Southlake, which is a town in um Tarrant County here in DFW, and I would drag them all the way to Garland to go look at houses, and they just had to make it happen.
10:15
SPEAKER_02: But when I was able to make more than I made teaching, I realized that I needed to cut it loose.
10:22
SPEAKER_00: Was that your goal from the beginning?
10:23
SPEAKER_00: Like, did you kind of have that in mind that once your real estate income surpassed your teaching income that you jump, or was it in that moment that you had a realization?
10:33
SPEAKER_02: I think that I'm a big believer in mindset and just getting yourself mentally ready before you do anything.
10:42
SPEAKER_02: And that's not something that comes easy to a lot of people, and it didn't come easy to me either.
10:46
SPEAKER_02: That first year, I think I made 40 selling, and if I really would have put pen to paper and my time that I put into selling properties versus teaching, I probably would have cut myself loose then.
10:58
SPEAKER_02: But I wasn't in the right mindset yet.
11:00
SPEAKER_02: I was so scared to lose benefits, to lose security, all of those things that you know you don't have when you're a 1099.
11:09
SPEAKER_02: And so I that second year, I just realized, you know what, if I can do it doing this, what's the worst that could happen?
11:17
SPEAKER_02: If I quit teaching and try it out, what's the worst that could happen?
11:20
SPEAKER_02: I go back to teaching, I go back to slinging books instead of slinging houses.
11:24
SPEAKER_02: That's not that bad.
11:26
SPEAKER_00: Good point.
11:26
SPEAKER_00: Good point.
11:27
SPEAKER_00: Well, I love that attitude that you approached that you approached it with.
11:31
SPEAKER_00: So during those two years, though, as you were selling houses, what were you doing?
11:39
SPEAKER_00: Sell I I believe getting off the ground is the hardest part.
11:43
SPEAKER_00: Uh, you know, learning how to attract business while at the same time how to actually write offers and how to negotiate and structure deals, like all of that stuff you have to do all at the same time.
11:54
SPEAKER_00: So you were doing that while taking care of two kids by yourself and teaching.
12:01
SPEAKER_00: What were you doing to get business during that time in the first couple of years?
12:05
SPEAKER_02: You know, I don't know it people's backgrounds and stories, it they could come from anything, right?
12:11
SPEAKER_02: You could have everything given to you, but you have that hustle inside of you and you'll make it happen.
12:16
SPEAKER_02: And for me, though, I mean, I had to put food on the table for the kids.
12:20
SPEAKER_02: And I knew that I had to do it, otherwise, no one was gonna do it for me.
12:24
SPEAKER_02: And so I got really creative.
12:27
SPEAKER_02: I would go in my neighborhood, I'd put the kids on their scooters or on their bikes, and I'd give them a stack of post-it notes, and I'd say, hey, put this, put one post-it note on each of our neighbors' door.
12:38
SPEAKER_02: And when you're out of post-it notes, come find me and I'll give you$10.
12:42
SPEAKER_02: And on that post-it note, I wrote, hey, call me about your house.
12:46
SPEAKER_02: And then I just had my phone number, not my name, nothing, just hey, call me about your house with my phone number.
12:51
SPEAKER_02: And so then they're like, Who's putting this on my house?
12:53
SPEAKER_02: So they're calling me.
12:54
SPEAKER_02: They think it's like, oh, my tree fell or something's wrong with the roof, or maybe a baseball that went into the backyard.
12:59
SPEAKER_02: But really, I just wanted them to call me so I'd have their phone number, and then I just would try to build rapport with them pretty quick.
13:06
SPEAKER_02: And it worked out.
13:07
SPEAKER_02: And I got a few listings that way, got me some traction.
13:10
SPEAKER_02: And then another thing I would do is I would I would hit up just investors.
13:15
SPEAKER_02: I've been able to really develop some good relationships with local wholesalers, and I set up kind of a referral system to where if you know they've got all these leads that they've paid for and they don't work out for them for whatever reason, maybe motivation's not there, or the retail, it's more retail, less distressed.
13:34
SPEAKER_02: I say, give it to me, let me work them.
13:36
SPEAKER_02: And I mean, I probably called hundreds and hundreds and hundreds my first few months of dead leads, but two of them panned out, right?
13:44
SPEAKER_02: And so I was able to pay them a referral fee, like a marketing expense, and got a couple of listings that way.
13:52
SPEAKER_00: Who did you have early on as a mentor to or was this second nature to you?
13:57
SPEAKER_02: I mean, I was just thinking creatively.
13:59
SPEAKER_02: I I didn't want to directly door knock.
14:02
SPEAKER_02: Um, and I would do open houses, but I I was thinking, what can I do with the time I have?
14:07
SPEAKER_02: Because I am a single mom.
14:09
SPEAKER_02: And so for me, I needed to be home or with my kids.
14:12
SPEAKER_02: You can't really take your kids when they're five and seven to open houses and expect anybody to think that you're a legitimate professional, you know?
14:20
SPEAKER_02: And so I had to utilize resources I had, and that was just my time.
14:26
SPEAKER_00: Smart.
14:27
SPEAKER_00: Uh so you also obviously were just determined as hell because going through that many rejections, so to speak, to just to get a couple deals out of you know this better than better than anyone.
14:41
SPEAKER_00: Most agents aren't willing to do that.
14:43
SPEAKER_00: They think it's a lot easier, that it's going to come a lot easier to them.
14:46
SPEAKER_00: So, what kept you going through that?
14:48
SPEAKER_02: You know, I I started listening to Grant Cardone.
14:51
SPEAKER_02: I read Seller Be Sold.
14:53
SPEAKER_02: Um, I I'm just an absorber of information.
14:57
SPEAKER_02: And I think that comes back from, you know, I was in I was a librarian.
15:01
SPEAKER_02: So there's there's information to be found if you're willing to go seek it out.
15:06
SPEAKER_02: And I I I grew up really poor, super, super poor.
15:10
SPEAKER_02: I'm the oldest of seven, uh, first person in my family to go to college.
15:14
SPEAKER_02: To me, there's just not you have to want it if you're gonna get it.
15:19
SPEAKER_02: I was telling my team today about Arnold Schwarzenegger and how, you know, he grew up in Austria in a very poor home as well with an abusive father, and he would just sit in his bed surrounded by these bodybuilders, and instead of out playing with friends, he would just sit there and visualize himself as a bodybuilder.
15:37
SPEAKER_02: And that's what I would do.
15:39
SPEAKER_02: I would just sit and and when I was home at night cooking dinner, just thinking about someday when I've got someone delivering food to the door and I'm hanging out with the kids and not having to do it all.
15:49
SPEAKER_02: I was just picturing it.
15:50
SPEAKER_00: Incredible.
15:51
SPEAKER_00: So during this time, you're you're imagining, you're picturing, you're visualize visualizing, and you're putting in the work creatively, by the way.
16:02
SPEAKER_00: I think that's um writing on a note, you know, call me about your house is I'm sure some agents are hearing that and they cringe because they think that they would have to respond with a pitch, right?
16:13
SPEAKER_00: So I I want to talk more about that.
16:16
SPEAKER_00: How did you respond in that situation?
16:18
SPEAKER_00: Because I it's genius as far as getting attention and getting the phone to ring.
16:22
SPEAKER_00: Once the phone did ring, what was your approach?
16:25
SPEAKER_00: Did you have an immediate pitch, or you know, like what did you say to these people who thought that their tree had fallen over?
16:31
SPEAKER_02: Yeah, so it's funny.
16:34
SPEAKER_02: I recently met um a guy named Rob Stein, he's out of Austin.
16:38
SPEAKER_02: He and I've collaborated to create um a training software for my team for my agents.
16:43
SPEAKER_02: And one of the scripts he has in there, it's ABC, action benefit commitment, right?
16:49
SPEAKER_02: So you call some sort of call to action, how it's gonna benefit them, and then you get them to commit.
16:53
SPEAKER_02: I didn't know I was doing that at the time.
16:55
SPEAKER_02: I really just wanted to get to know people and see if there was some sort of reason way down the road, who knows, that they might want to sell their house.
17:04
SPEAKER_02: And so I would say something like this, hey, oh no, no, no, no, no.
17:09
SPEAKER_02: I'm sorry if I bothered you.
17:10
SPEAKER_02: No, it wasn't anything important.
17:11
SPEAKER_02: My name's Brittany.
17:12
SPEAKER_02: I was just walking around the neighborhood and noticed that your house looked like it would be great to get on the market.
17:20
SPEAKER_02: And here's why because two houses down from you, uh, it sold in three days and it went over asking.
17:27
SPEAKER_02: And I don't know if you've been thinking about it, but if you have, I'd love to talk to you more, right?
17:33
SPEAKER_02: Action benefit commitment.
17:34
SPEAKER_02: I didn't know I was doing it at the time then.
17:36
SPEAKER_02: I just was trying to get some traction.
17:40
SPEAKER_00: Did you ever have any negative reactions to that, or were most people fairly pleasant?
17:45
SPEAKER_02: Sure.
17:45
SPEAKER_00: You did?
17:46
SPEAKER_02: Yeah.
17:46
SPEAKER_02: I got hung up on, you know, leave me alone.
17:49
SPEAKER_02: I'm on the do not call list.
17:51
SPEAKER_02: I'm so sorry, sir.
17:53
SPEAKER_00: Yeah.
17:54
SPEAKER_00: Well, good thing you didn't call them, right?
17:56
SPEAKER_00: Yeah.
17:56
SPEAKER_02: I mean, yeah, what's the worst that's gonna happen, right?
17:59
SPEAKER_02: I mean, they're gonna come harass me.
18:01
SPEAKER_02: I mean, I wasn't doing it in my direct neighborhood, I'd go one over.
18:05
SPEAKER_00: Yeah, there you go.
18:06
SPEAKER_00: Smart.
18:06
SPEAKER_00: I uh I like it.
18:08
SPEAKER_00: Uh no, that's a that's a really clever approach.
18:11
SPEAKER_00: Um I love it.
18:13
SPEAKER_00: So, all right, things are clicking for you, you're selling some houses, you're getting some business.
18:18
SPEAKER_00: When did you realize it was time to build a business?
18:22
SPEAKER_00: And and was that your current brokerage that you have now, or did you have, did you start a team?
18:26
SPEAKER_00: You know, what was that transition like to business owner?
18:30
SPEAKER_02: You know, I think that most people end up starting a team under them, right?
18:34
SPEAKER_02: And then taking it to a brokerage level.
18:36
SPEAKER_02: But for me, I um I don't know, there's this book called The Magic of Thinking Big.
18:42
SPEAKER_02: It's an old book.
18:43
SPEAKER_02: I don't know if you've ever read it, but he talks about having these ostentatious goals.
18:49
SPEAKER_02: And when you have these really big goals and you think so big, even if you only get halfway there, like you're you're 10 steps ahead of someone else.
18:59
SPEAKER_02: And so I was uh it was just last year.
19:02
SPEAKER_02: I only opened up my brokerage in January of 2023.
19:05
SPEAKER_02: Uh, but in probably the summer of 22, I was approached by someone who wanted to buy multifamily.
19:14
SPEAKER_02: And I'd sold at that point commercial, I did tenant repping, I did single family luxury, but I'd never sold an apartment.
19:21
SPEAKER_02: And I was kind of like, screw it, let's go for it, let's try.
19:25
SPEAKER_02: And my broker at the time was a little worried, kind of gave me like the rundown, like, hey, I don't know if you should be doing this.
19:32
SPEAKER_02: But you know, you don't, if you don't know how to do something, and you know, in my mind, I was a librarian.
19:37
SPEAKER_02: I could I can read, I can figure it out, I can call people, I can hire a mentor, consultant.
19:41
SPEAKER_02: I mean, it's still worth it, even I have to give them half my commission.
19:45
SPEAKER_02: Um, and so I did it, and it was the biggest commission check I'd ever had.
19:50
SPEAKER_02: And at that time, I was like, you know what?
19:52
SPEAKER_02: I did this all by myself.
19:53
SPEAKER_02: I figured it out, and why not, why not just be me?
19:58
SPEAKER_02: Why not just start my own company?
19:59
SPEAKER_02: And I didn't really have intentions of growing it to a massive scale.
20:03
SPEAKER_02: I just wanted the the autonomy.
20:06
SPEAKER_02: But then after it kind of word got out and people started hearing, I was like, well, me maybe I could start a brokerage under me and and teach others because I do love teaching.
20:19
SPEAKER_02: I mean, I did it for 10 years and it's kind of uh as the oldest of seven, I've my sisters would probably say I'm bossy, but at the same time, you know, I'm pretty good at getting people to learn what I need them to learn and and have fun doing it.
20:33
SPEAKER_00: So your so as you were building this vision for yourself, being able to make an impact on others was obviously part of it, right?
20:42
SPEAKER_00: Was that was that obvious right from the start, or was it as you kind of started taking steps that you realized, wait, you could have both?
20:49
SPEAKER_02: It was as I started taking steps.
20:52
SPEAKER_02: And like I said, word got out and I started talking to people.
20:54
SPEAKER_02: And at that time, I'd already been mentoring um agents, just they'd they'd reach out, they'd want my advice, they'd want to be inspired, people who wanted to get licensed, and they kind of saw saw my come up.
21:08
SPEAKER_02: In fact, I have several agents on my on my team now with the brokerage.
21:13
SPEAKER_02: I call it team, but it's not really a team.
21:16
SPEAKER_02: Um, but several agents that are former teachers, girls that I used to work with.
21:20
SPEAKER_02: I still have a principal that's she's trying to wrap up her her last bit of teaching, and then she's gonna go full-time.
21:26
SPEAKER_02: And I love that.
21:27
SPEAKER_02: I think it's so inspiring.
21:28
SPEAKER_02: I've got a bunch of single moms, people that just, you know, they want to get to the point where they're financially free.
21:36
SPEAKER_02: And to me, I don't know, I think that I think people are put on this earth to live to their highest potential.
21:43
SPEAKER_02: And when you're living to your highest potential, that energy that you're giving off, it can affect people in in so many different ways.
21:50
SPEAKER_02: And and I think for the best, right?
21:53
SPEAKER_02: And so that's what I try to be every day is just a positive light for people.
21:57
SPEAKER_00: I love that.
21:58
SPEAKER_00: So as you're As you're building this brokerage, what's been the biggest mistake you've made so far?
22:04
SPEAKER_00: I'm curious what the what the the misstep was.
22:07
SPEAKER_00: Or or let me rephrase, if you'd rather, what would you have done differently if you were starting it again today?
22:14
SPEAKER_02: You know, I I think that every lesson, right, is is is I take it as a lesson.
22:19
SPEAKER_02: One of the silliest mistakes I've made is so I give listing leads to my agents through those wholesale relationships I've developed with the with the investors.
22:31
SPEAKER_02: I give out listing leads.
22:33
SPEAKER_02: And I told the agents, and this was probably a limiting belief because I didn't think anybody I was like, well, what if people don't want to join me?
22:41
SPEAKER_02: I don't know.
22:41
SPEAKER_02: This is this is crazy.
22:43
SPEAKER_02: So I said that if I gave them a lead, it'd be a 65-35 split, which is pretty generous, and that 35 would go towards their cap.
22:53
SPEAKER_02: Well, the first couple of agents started closing those listing leads, and I'm giving 20% to my referral source and I'm keeping 15, but none of it's going or it's all going towards their cap, and so I'm actually not making much money at all off of them.
23:09
SPEAKER_02: And so that was probably a pretty big lesson early on because some of my best agents capped so quickly, and I didn't get to capture any of that for the brokerage, but that's okay.
23:22
SPEAKER_00: Well, and okay, so that's important.
23:24
SPEAKER_00: Every agent should want the brokerage they're with to be profitable.
23:28
SPEAKER_02: Right.
23:29
SPEAKER_00: And I see all these brokerages that come out that are trying to be someone else just cheaper, and you look at the numbers, you're like, how the hell do they even make money?
23:38
SPEAKER_00: Like how is that even possible for them to make money with that business model?
23:41
SPEAKER_00: And you know, fast forward a few years, they didn't.
23:44
SPEAKER_00: But you want your brokerage to make money and to be profitable because that's how they're gonna keep pouring into training and resources and sustainability, right?
23:55
SPEAKER_00: Being around.
23:56
SPEAKER_00: Uh that's so important.
23:58
SPEAKER_00: So it's you learn that fairly early on, which is good.
24:02
SPEAKER_00: I mean, thank God you didn't learn that years down the road and you had a thousand agents.
24:07
SPEAKER_02: Yeah, that was something we fixed for sure.
24:09
SPEAKER_00: Nice, nice.
24:11
SPEAKER_00: Uh so now that you have this brokerage and and you're still producing as well, which is awesome, how like what what do you think is the what do agents need most, especially right now, with all the turmoil and and changes that are happening or about to happen, what is it that you see agents need the most, even if they don't realize it yet?
24:33
SPEAKER_02: I think that from what I'm hearing from the agents that are joining me, and just to give some perspective, I told you that I started off in January.
24:43
SPEAKER_02: I had um about six or seven agents that I just knew from my last brokerage, from working deals with, they came over and joined me, and then I was done.
24:53
SPEAKER_02: I didn't want anybody else.
24:54
SPEAKER_02: I wanted to figure this out um on my own, and then it, you know, word of mouth got out and it slowly grew, slowly grew.
25:02
SPEAKER_02: But only three weeks ago did I really start recruiting.
25:05
SPEAKER_02: And in these three weeks, we've I think we've gotten six or seven new agents, and every agent that's joined, they say that what really made them choose us is just feeling like they're part of what we're doing, just feeling connected.
25:21
SPEAKER_02: And I think what they're actually longing for is accountability.
25:25
SPEAKER_02: I think that they want someone to say, hey, Dustin, you said that you were wanting to X, Y, and Z, but you're not doing it.
25:33
SPEAKER_02: What's going on?
25:35
SPEAKER_02: I think that when people say they want connectedness, what they really want is accountability.
25:39
SPEAKER_00: So, how do you provide that for, you know, as the brokerage keeps growing and the numbers keep growing?
25:44
SPEAKER_00: How do you provide that accountability?
25:45
SPEAKER_02: So we do group coaching calls um on Wednesdays.
25:49
SPEAKER_02: That's kind of fun.
25:50
SPEAKER_02: And we get up there and we just talk about what we're struggling with, what we're grateful for, maybe some personal stuff, and then what we want to be held accountable for from one week to the next.
26:01
SPEAKER_02: And uh, and to me that's a that's a really big part of what we're doing.
26:05
SPEAKER_02: And as we grow, I want to continue it.
26:08
SPEAKER_02: Um, we'll probably have to put limits on the different groups just so everybody gets some talk time, but you know, I'll figure that out.
26:16
SPEAKER_02: Maybe do a couple of different sessions throughout the week.
26:19
SPEAKER_00: Okay, this is this is awesome.
26:21
SPEAKER_00: And I'm I'm thinking, you know, I have a an organization of agents too, and I'm always looking for ways to uh provide more and do more.
26:29
SPEAKER_00: And you're you're so spot on.
26:32
SPEAKER_00: Accountability doesn't necessarily mean you calling them or you texting them saying, Hey, did you do your work?
26:38
SPEAKER_00: You're empowering them to participate in their own accountability by asking them what do you need to be accountable for?
26:45
SPEAKER_00: They know what they need to do, right?
26:47
SPEAKER_02: Yeah, and you know, I I'm um I learned this strategy because I had the group coaching set up, but I learned this strategy from a friend I met at the Bigger Pockets conference because I'm I also invest in real estate.
27:00
SPEAKER_02: That's a passion of mine.
27:01
SPEAKER_02: And he has a brokerage in Philadelphia and he told me how he does it.
27:05
SPEAKER_02: And I I just thought it was great because it's a win, a challenge, something personal, and then what do you want to be held accountable for?
27:13
SPEAKER_02: And it's not then it's not just on me holding them accountable, they set it in front of the whole group inside that that mentor session.
27:21
SPEAKER_02: And so then, you know, Dan could be like, hey, Bree, you said that you wanted to host an open house last week.
27:28
SPEAKER_02: Did you do it?
27:29
SPEAKER_02: You know, and so I think that building of the community for the group accountability is part of the best part about it.
27:36
SPEAKER_00: I love that.
27:36
SPEAKER_00: Uh, I'm gonna make some changes in my group just based off that because what I do ask, uh with the agents that I coach one-on-one, I say, what what are you avoiding?
27:48
SPEAKER_00: And and really that that's just another way of saying what do you want to be held accountable for.
27:52
SPEAKER_02: Yeah.
27:53
SPEAKER_00: Everyone knows what they should be doing.
27:55
SPEAKER_02: They really write that, yeah.
27:57
SPEAKER_02: Avoiding, because it could be the other A, you know, what are you avoiding slash accountable?
28:01
SPEAKER_02: I love that.
28:02
SPEAKER_00: And it's you know, different ways to get to the same destination.
28:07
SPEAKER_00: Everyone knows what they should be doing.
28:10
SPEAKER_00: There's just something preventing them from doing it.
28:12
SPEAKER_00: And I I just I have to applaud the way you handle that with letting them participate in their own accountability.
28:20
SPEAKER_00: They're they're basically holding themselves accountable.
28:23
SPEAKER_00: You just created the platform for them to do it and the environment for it to happen.
28:29
SPEAKER_00: So that's that's amazing.
28:30
SPEAKER_00: I know a lot of leaders struggle with how do I provide accountability for my agents, and and they think that they have to like text everybody once a week, or they have to call everyone and and like, hey, are you doing your work?
28:44
SPEAKER_00: Are you doing it?
28:44
SPEAKER_00: Are you doing it?
28:45
SPEAKER_00: But yeah, I I have to applaud that.
28:48
SPEAKER_00: So no wonder your brokerage is growing so fast.
28:51
SPEAKER_00: And uh that's awesome.
28:54
SPEAKER_00: I I had an epiphany here thanks thanks to you, Brittany.
28:57
SPEAKER_00: So well, tell me more.
28:59
SPEAKER_00: Like, what else are you guys doing that I can that I can learn from?
29:02
SPEAKER_00: This is awesome.
29:06
SPEAKER_00: So, okay, I'll just come right at it.
29:09
SPEAKER_00: What do you tell agents when they're deciding between joining you and somebody else?
29:13
SPEAKER_00: Like, you know, why should they join your brokerage?
29:15
SPEAKER_00: What you know, what else is there?
29:18
SPEAKER_02: I think that you know, I I encourage people when they say, Well, I'm just interviewing with you, I say, No, you should totally hear out EXP and Keller Williams, and you should hear people out because I think when you know your options and then you pick the one that you think is best, you're gonna be more committed to that.
29:37
SPEAKER_02: Yes.
29:37
SPEAKER_02: And uh I think that what people when people are joining us, what they want is like I said, that that community.
29:45
SPEAKER_02: And we I think that listing leads don't help or don't hurt either.
29:49
SPEAKER_02: I think that everybody likes those, yeah, especially considering what's happening in our business.
29:54
SPEAKER_00: That's awesome.
29:55
SPEAKER_00: Yeah, and that's I think I've maybe heard that a couple times.
29:59
SPEAKER_00: Most teams and brokerages give lots of buyer leads, but the listing, you know, yeah, you gotta bring your own listings if you're gonna get them.
30:07
SPEAKER_00: So that's pretty cool.
30:08
SPEAKER_00: And and so you you're able to do that because of relationships you've built up in the past.
30:12
SPEAKER_02: Yeah, yeah, yeah.
30:14
SPEAKER_02: I've been in DFW.
30:16
SPEAKER_02: Um, so I got licensed in West Texas.
30:18
SPEAKER_02: I was telling you that before we jumped on in a town called Lubbock, Wreckham.
30:23
SPEAKER_02: And uh and when I moved here, I really had to start from scratch.
30:29
SPEAKER_02: And uh that was four years ago.
30:32
SPEAKER_02: And the first thing I did is I just joined all of the Facebook groups.
30:35
SPEAKER_02: So if you're listening and you are not part of every investor Facebook group in your area, you need to join it.
30:42
SPEAKER_02: Um, and then I just tried to connect with wholesalers.
30:44
SPEAKER_02: I'd see that they were wholesalers, right?
30:46
SPEAKER_02: Off-market property available, and I'd DM them.
30:50
SPEAKER_02: Hey, you know, if that property, if you can't assign it out to someone, you should call me and I'll throw it up on the MLS.
30:56
SPEAKER_02: You can connect me with the seller, I'll pay you a referral fee, you know, because the worst thing to a wholesaler is to get something locked up and then they can't assign it out.
31:05
SPEAKER_00: Right.
31:05
SPEAKER_00: Yeah, without the distribution, uh they can't, there's nothing happening, right?
31:11
SPEAKER_00: Like it's all about the distribution.
31:12
SPEAKER_00: Yeah.
31:13
SPEAKER_02: And then the very first, like one of the Josh, he and I are still uh partners.
31:19
SPEAKER_02: He and he and I bought a mortgage company together this year as well.
31:22
SPEAKER_02: Uh, he is a local wholesaler here, and the very first deal that he gave me was a rental, and he was looking for a tenant, and I said, Listen, it was it was a beautiful house, um, six thousand dollars a month or something.
31:38
SPEAKER_02: I said, Hey, can I put it on MLS for you and help you find a tenant?
31:43
SPEAKER_02: And I don't want anything in return except to keep all the leads.
31:47
SPEAKER_02: And that was a month into selling real estate here.
31:51
SPEAKER_02: So that was a great way for me to get exposure, to gain credibility with this guy, and to start getting some leads.
31:58
SPEAKER_02: And uh, I ended up selling a couple of houses from from that from those leads too.
32:02
SPEAKER_02: In fact, that seller who he was trying to place a tenant, she and I are still in a client um client relationship, and I've sold maybe six properties for her now.
32:15
SPEAKER_00: Incredible.
32:16
SPEAKER_00: Okay, two different directions I want to go.
32:18
SPEAKER_00: I absolutely want to talk about how agents can work with investors and have that relationship work because I think most agents just write off investors as like competitors or you know, doing something totally different that we can't help or work with.
32:33
SPEAKER_00: That's how I used to think.
32:35
SPEAKER_00: But also, well, actually, yes, let's let's start there before we we get totally off on one of my tangents that I'm famous for.
32:43
SPEAKER_00: Working with working with investors.
32:45
SPEAKER_00: What do you teach your people uh is the value in building investor partnerships?
32:52
SPEAKER_00: And then once you have those, how do you turn them into business?
32:55
SPEAKER_02: I tell my agents all the time that I am a big believer in working with investors for the long term.
33:02
SPEAKER_02: So if that means that you cut your commission down in order to get that listing, you know, once again, their business is their business.
33:11
SPEAKER_02: You know, if they choose not to do that, that's fine.
33:13
SPEAKER_02: But that's what I did.
33:15
SPEAKER_02: I I would put myself out there because I wanted the volume, I wanted the experience.
33:19
SPEAKER_02: And if I was making 1% of something that was a$300,000 house, everything to me is I used to make$4,000 a month working 40 hours a week as a librarian.
33:30
SPEAKER_02: $3,000 for one house, let's go.
33:34
SPEAKER_02: Like that to me is easy decisions.
33:37
SPEAKER_02: Um, so I believe that you know, the volume and the longstanding relationship with an investor is something I preach to my agents all the time.
33:45
SPEAKER_02: I also tell them, you know, as we get into this market that we're in that's unpredictable and it's slow sometimes, when you have investor partnerships and you can do creative things and you're willing to think outside of the box, like we work with Sub 2 students, if you know Pace Morby and what he does, I'll help them place seller financing in buyers.
34:09
SPEAKER_02: Um, the more you educate yourself on the different strategies out there, novations, that's another thing I do.
34:15
SPEAKER_02: Um, if an investor locks up a property and has a novation on it, I'll put it up on MLS and help them find a buyer.
34:23
SPEAKER_02: As long as you know we're all protected, everything's ethical, um, you know, do what you gotta do, guys.
34:29
SPEAKER_02: Make some money.
34:31
SPEAKER_00: You so you this is so simple, the way that you're that you're doing this.
34:36
SPEAKER_00: You're just looking at it as okay, what do these people need?
34:39
SPEAKER_00: What are their like what's the bottleneck in their business?
34:42
SPEAKER_00: Like what what are they struggling with?
34:44
SPEAKER_00: And then you look for how you can help with that.
34:46
SPEAKER_00: And that for you, it's exposure, promotion, marketing, you know, access to the MLS, uh, it an end buyer, and and that makes a lot of sense.
34:57
SPEAKER_00: So, you know, hearing you say that, it's like, wait, why aren't agents working with investors more?
35:02
SPEAKER_00: It's kind of kind of insane.
35:03
SPEAKER_02: Well, you know that one I told you that um my very first deal I did with Josh, the investor here in DFW, the wholesaler, where I was able to place a tenant for him.
35:14
SPEAKER_02: Well, he connected me with the sellers, and the sellers needed to buy a new property in order for them to move out of the one that we were placing tenants in.
35:22
SPEAKER_02: And I was so excited because I had not sold a single thing in DFW yet.
35:27
SPEAKER_02: I'd only been here a couple of months, and so it was COVID because it was 2020, COVID, my kids were out of school, I wasn't teaching because they didn't really want the librarian trying to do more because everybody, it was turmoil, right?
35:41
SPEAKER_02: And so I was like, oh, all right, well, I guess I'll work on my business.
35:45
SPEAKER_02: Um, I took the kids out and we found so many lake properties for these people, and we got one under contract, it closed, and I made$12,000 off of that, Dustin.
35:56
SPEAKER_02: And that was like life-changing money for me and the kids.
35:59
SPEAKER_02: I mean, that was what four, three months of teaching in one commission check.
36:06
SPEAKER_02: That that's crazy, and that really spurred everything because what I did is I took half of the money and I paid down some debt.
36:14
SPEAKER_02: When I moved from Lubbock to Dallas, I had to actually take out a loan with Wells Fargo for$5,000 in order to put a security deposit on a rental.
36:23
SPEAKER_02: Um, I paid that off, and then the rest of it I just pushed back into my business and I bought, you know, the courses and I bought signs and I did all the things and invested in myself.
36:35
SPEAKER_00: I love it.
36:36
SPEAKER_00: Uh okay, the the other direction that I wanted to go in, Brittany, because we could talk about working with investors and what I love is how creative you are, and you keep things simple, but you're very creative about how you approach them.
36:48
SPEAKER_00: So I'm very curious how you how you approach this.
36:51
SPEAKER_00: And you mentioned this earlier.
36:53
SPEAKER_00: You were you just wanted the rental leads that came from you know putting that that rental property, high-end rental property, on the market, and all you wanted in return was the leads, and you got some actual business, some purchase business from those rental leads.
37:08
SPEAKER_00: So do you have you know, how are you converting rental leads?
37:13
SPEAKER_00: Because most agents are like uh they want nothing to do with rentals.
37:18
SPEAKER_00: How are you turning a six thousand dollar house?
37:21
SPEAKER_02: I mean, yeah, if that one didn't work out for them, but they were willing to pay six thousand a month, that meant that I could find something else for them.
37:28
SPEAKER_00: Great point.
37:29
SPEAKER_02: And and here in DFW, uh, for something like that, they're paying 50% to the tenant's agent.
37:37
SPEAKER_02: And so that's$3,000.
37:38
SPEAKER_02: Once again, I was making$4,000 a month as a teacher, and I get to go look at beautiful homes with interesting people.
37:46
SPEAKER_02: It's all in your perspective, I think.
37:49
SPEAKER_00: A thousand percent.
37:51
SPEAKER_00: Do you still recommend that agents uh work with renters and go after rental leads?
37:57
SPEAKER_00: Or does it depend on the property?
37:58
SPEAKER_02: Absolutely.
37:59
SPEAKER_00: I'm sorry, or does it depend on the property or the price point?
38:03
SPEAKER_02: Well, I think that if you are complaining about money and you turn down a rental property, then I don't know if I have time to talk to you.
38:14
SPEAKER_02: The only time I would say it's different, like I was saying, I was talking about Arnold Schwarzenegger earlier, and the reason I keep bringing it up is because I do mindset Monday calls with my team on Mondays, and I just jump on there and we we talk about whatever.
38:26
SPEAKER_02: Like I've talked about Jamie Foxx or limiting beliefs, and this morning was Arnold Schwarzenegger, so he's just fresh on my mind.
38:33
SPEAKER_02: He was so smart, he took all of his bodybuilding profits and he bought real estate.
38:40
SPEAKER_02: He bought an apartment building and then, you know, quick equity, pulled that out, stacked it into a new one.
38:47
SPEAKER_02: You know, in in bigger pockets, they talk about the stack, right?
38:50
SPEAKER_02: It's where you keep going from sizing up basically.
38:54
SPEAKER_02: And he was doing that to the point where he had enough residual income coming in, enough passive income that when he was ready to start looking at roles and movies, he didn't want to be another Nazi soldier.
39:06
SPEAKER_02: He didn't want to be a bodyguard, he wanted to be Clen Eastwood, he wanted to be a leading man and he didn't have to take the grunt jobs.
39:13
SPEAKER_02: He wanted the big stuff and he set himself up for success.
39:16
SPEAKER_02: And so I think that I and I have agents like that on the team, you know, they they stocked up enough reserves that they they have a goal.
39:25
SPEAKER_02: They want to be a luxury agent or they want to be solely a listing agent, and so they probably won't take those little rental income, but they're also not bitching about money either.
39:34
SPEAKER_02: You know, they have a plan.
39:35
SPEAKER_02: And so that's what I was saying.
39:37
SPEAKER_02: You know, if you're complaining about money, but you don't want to work uh a lead or you don't want to help someone find a rental, then I don't think that your motivation is matching your goals.
39:47
SPEAKER_00: I agree a thousand percent, and I I certainly respect the way you put that.
39:51
SPEAKER_00: Uh I mean, look, not everyone is meant to be successful on their own.
39:58
SPEAKER_00: You know, some people should be an employee of a company, some people should be uh an agent on a team, um, you know, others should start their own teams and brokerages, right?
40:07
SPEAKER_00: So uh you just have to know who you are and what makes you tick.
40:11
SPEAKER_00: But uh this market that we're going into, or this not even the market, the environment, this real estate world, I'm curious with what happened on Halloween with the NAR lawsuit that NAR lost.
40:24
SPEAKER_00: I don't know how the hell they lost it, but that's a story for another day.
40:28
SPEAKER_00: Uh there's so many misconceptions out there with consumers right now about real estate agents and buyer brokers and you know, all this stuff and commission.
40:38
SPEAKER_00: What are you teaching your your people?
40:40
SPEAKER_00: What are you teaching your team about uh like are you doing anything differently?
40:44
SPEAKER_00: Do they need to do anything differently?
40:46
SPEAKER_00: What are you telling them about what happened just a week ago?
40:49
SPEAKER_02: Well, we talked we've talked a lot about it.
40:50
SPEAKER_02: We talked about it leading up, we talked about it after, and what I've been telling the team is me personally, I am solely focused my money on getting listing leads.
41:04
SPEAKER_02: Um, however, this is gonna be a trickle-down effect.
41:08
SPEAKER_02: This is not something that's gonna tomorrow, you're gonna see zero BAC on every listing in you know DFW.
41:14
SPEAKER_02: It's it's not gonna work like that.
41:15
SPEAKER_00: Of course not.
41:16
SPEAKER_02: So, what I'm telling them, and a question I posed in our sales meeting last week, uh, is what is what value does a buyer's agent bring to the table?
41:26
SPEAKER_02: And if and I made them, I made everybody pop something in the chat.
41:31
SPEAKER_02: And if you couldn't pop something in the chat, then maybe you shouldn't work with buyers because obviously you don't see your own value.
41:38
SPEAKER_02: And so talking about, you know, the value, the fiduciary responsibilities that go along with that relationship, but also you want to be a listing agent, so start putting your marketing dollars that way.
41:51
SPEAKER_00: Smart.
41:52
SPEAKER_00: I like it.
41:53
SPEAKER_00: Uh, are you worried about buyer commission?
41:57
SPEAKER_00: Are you worried about buyer agency in general?
41:59
SPEAKER_00: Are you worried about anything at all with the lawsuit, even though it's gonna be in appeals for years, but or are you excited?
42:06
SPEAKER_02: You know, I think that anytime something like this happens, it's just an opportunity to grow and learn.
42:12
SPEAKER_02: And so to me, I'm curious to find out how things change and how we can adapt.
42:17
SPEAKER_02: I've been brainstorming, like, okay, maybe I should create some sort of like AI or some sort of showing service available for consumers and they can just hit me up and 50 bucks, I'll show you a door.
42:30
SPEAKER_02: I feel like there's so many things we could do creatively to get in front of the problem.
42:37
SPEAKER_02: But no, no issue really scares me.
42:39
SPEAKER_02: This market doesn't scare me.
42:40
SPEAKER_02: It's just other opportunities to learn, you know?
42:43
SPEAKER_00: I love that.
42:44
SPEAKER_00: COVID was one of those.
42:45
SPEAKER_00: I mean, you made some major moves in your life and career during COVID, as did a lot of other people in real estate and outside of real estate.
42:53
SPEAKER_00: When when there's major upheaval and uncertainty, that's for the people with the right mindset, that's where all the opportunity lies, right?
43:02
SPEAKER_00: And and unfortunately, some people don't see that, but I was talking on one of our team calls earlier today.
43:10
SPEAKER_00: For years, agents have been saying we need, you know, there's there's too many part-time agents, there's too many, there's too many mediocre agents, there's too many agents that are doing a disservice to clients, we need less agents in the industry.
43:24
SPEAKER_00: Well, that's what's about to happen.
43:26
SPEAKER_00: And but now people are freaking out.
43:28
SPEAKER_00: Like, you know, are you serious about your value proposition?
43:33
SPEAKER_00: Are you serious about the value that you and agents in general, good agents in general, bring to the market or not?
43:41
SPEAKER_00: Because if you are, then this is such a great opportunity.
43:44
SPEAKER_00: People are still want buyers' agents, they still want listing agents, they still want representation, they still want an advisor and a guide through the process because it's the process is ridiculous, right?
43:54
SPEAKER_00: And it's not simple, even for those of us that do it all day, every day.
44:00
SPEAKER_00: Hey, there's always something new.
44:01
SPEAKER_00: There's always a something coming out of left field.
44:04
SPEAKER_00: So yeah, I I'm not surprised at all, Brittany, that you see it as an opportunity.
44:09
SPEAKER_00: And I assume your people, your team, they all feed off of that too, and are probably inspired and excited to get after it.
44:17
SPEAKER_02: I hope so.
44:18
SPEAKER_02: That's the goal.
44:19
SPEAKER_02: Yes.
44:21
SPEAKER_00: So anything else you want to add about the the NAR lawsuit, the verdict.
44:26
SPEAKER_00: Are you anything uh else you want to add as far as guidance that you're giving to your team about how to operate moving forward?
44:34
SPEAKER_02: I will say that all of this um just brings me back to to mindset.
44:40
SPEAKER_02: And I think that you can either have a scarcity mindset or an abundance mindset.
44:44
SPEAKER_02: You know, you were talking about like bad agents leaving the market.
44:48
SPEAKER_02: You know, in my mind, I don't even like I just think I want to work with good agents, right?
44:53
SPEAKER_02: I want to work with an agent that understands the contract.
44:56
SPEAKER_02: I want to work with an agent that we don't have to go back and forth because it's a power play.
45:00
SPEAKER_02: We understand that we're both trying to get the job done.
45:03
SPEAKER_02: And so to me, if you just focus on that abundance, then it's it's gonna continue.
45:09
SPEAKER_02: Focus on what brings value to buyers, you're gonna get buyers and you're gonna get paid for your time.
45:14
SPEAKER_00: A thousand percent.
45:15
SPEAKER_00: And and surrounding yourself with others that think the same way is that's always been the way forward.
45:22
SPEAKER_00: Yeah.
45:23
SPEAKER_00: But now it's more valuable than ever before, more important than ever before because there's so much bullshit, so much negativity and pessimism in our industry that if you're not surrounded by constant positivity, and those those who really do see it as an opportunity and then act in accordance with that, you've got to be around those people, or else you'll naturally just fall into the pessimism and the headlines and the BS, like most.
45:49
SPEAKER_00: And most the path of most is usually not the not the best path to be on, unfortunately.
45:57
SPEAKER_02: Agreed 100%.
45:58
SPEAKER_02: 100%.
45:59
SPEAKER_00: Britney, I would love to have you on the show again and talk more about how you've built the business you've built and what you're doing, and you know how you're still like uh there's so much we could talk about.
46:10
SPEAKER_00: Uh, but for now, I want to make sure we have time for the rapid fire questions because I don't want angry messages from listeners, which happens every damn time I forget the forget to do the rapid fire questions.
46:22
SPEAKER_00: So let's run through those real quick.
46:24
SPEAKER_00: They're very simple either or questions.
46:27
SPEAKER_00: And then uh we need to make sure everyone gets a chance to hear where they can find you, where they can talk to you, where they can learn more about you and connect with you and about your you know what your brokerage offers and all that.
46:38
SPEAKER_00: Uh we'll do that right at the end.
46:40
SPEAKER_00: So if you're ready, let's jump into the rapid fires.
46:43
SPEAKER_00: You good?
46:44
SPEAKER_02: Awesome.
46:45
SPEAKER_00: Okay.
46:46
SPEAKER_00: I mean, this is really difficult stuff here.
46:48
SPEAKER_00: Facebook or Instagram?
46:50
SPEAKER_02: Instagram.
46:51
SPEAKER_00: Instagram or TikTok?
46:52
SPEAKER_02: Oh, Instagram.
46:54
SPEAKER_00: Okay.
46:55
SPEAKER_00: Instagram or YouTube?
46:57
SPEAKER_02: Instagram.
46:58
SPEAKER_00: I love it.
46:59
SPEAKER_00: Books or podcasts?
47:01
SPEAKER_02: Books.
47:02
SPEAKER_00: Podcasts or no books or audiobooks.
47:06
SPEAKER_02: Audiobooks.
47:07
SPEAKER_00: You're all about efficiency, aren't you?
47:09
SPEAKER_02: I I love to multitask, although I'm really trying to be better at focus tasks.
47:15
SPEAKER_00: Yes.
47:16
SPEAKER_00: Yeah.
47:16
SPEAKER_00: I I'm I'm a podcast and audiobook guy, but there's something about sitting down and reading an actual physical book with paper that I seem to get more out of, and I think it's just the focus factor, so burgers or pizza?
47:31
SPEAKER_02: Pizza.
47:33
SPEAKER_00: New York or LA?
47:34
SPEAKER_02: I've never been to New York, so I'm gonna go LA.
47:38
SPEAKER_00: Really?
47:39
SPEAKER_02: I know.
47:39
SPEAKER_02: I need to go.
47:41
SPEAKER_00: I I love New York.
47:42
SPEAKER_00: I love New York, but I didn't go until 2018.
47:46
SPEAKER_00: May of 2018 was the first time I went.
47:49
SPEAKER_00: And uh yeah, that was awesome.
47:51
SPEAKER_00: I went for a Gary V podcasting event, actually.
47:54
SPEAKER_00: Yeah.
47:55
SPEAKER_00: Yeah, been a two or three times since, but New York's cool.
47:59
SPEAKER_00: Baseball or football?
48:01
SPEAKER_02: Football.
48:02
SPEAKER_02: Although the Rangers just won the World Series, and one of my Airbnbs uh has um from the patio you can see the Rangers ballpark.
48:13
SPEAKER_02: So that's pretty exciting.
48:15
SPEAKER_02: Go reach.
48:16
SPEAKER_00: That's awesome.
48:17
SPEAKER_00: That's really awesome.
48:19
SPEAKER_00: Pro or college?
48:21
SPEAKER_02: College.
48:22
SPEAKER_00: Nice.
48:23
SPEAKER_00: Mountains or beach?
48:25
SPEAKER_02: Beach.
48:26
SPEAKER_00: Podcast or vlog?
48:29
SPEAKER_02: Podcast.
48:30
SPEAKER_00: Rich dad, poor dad, or millionaire real estate agent?
48:33
SPEAKER_02: Rich dad, poor dad.
48:34
SPEAKER_02: Assets over liabilities all day.
48:37
SPEAKER_00: Love it.
48:37
SPEAKER_00: Cash flow quadrant.
48:39
SPEAKER_00: It's good stuff.
48:40
SPEAKER_00: Uber or Lyft?
48:42
SPEAKER_02: Lyft.
48:43
SPEAKER_00: Gary V or Grant Cardone.
48:45
SPEAKER_02: Grant Cardone, although Gary V is really cool.
48:48
SPEAKER_00: Nice.
48:50
SPEAKER_00: Alright, I'm gonna add a few extra for you.
48:52
SPEAKER_00: Dallas or Austin?
48:55
SPEAKER_02: Dallas.
48:56
SPEAKER_00: I've never been to Austin, so I have no idea.
48:59
SPEAKER_00: Yes.
49:00
SPEAKER_00: Yes.
49:01
SPEAKER_00: And um, and then team or brokerage?
49:06
SPEAKER_02: Well, brokerage.
49:08
SPEAKER_00: I told you these are softball questions.
49:10
SPEAKER_00: I mean, that one was just ridiculous.
49:12
SPEAKER_00: But uh Brittany, where can people find you, connect with you, talk to you, learn more from you?
49:21
SPEAKER_02: Yeah, so Instagram.
49:23
SPEAKER_02: I don't know if you got the fact that I'm an Instagram person, Britney.cosive or real estate.
49:28
SPEAKER_02: And then we have offices all over Texas.
49:31
SPEAKER_02: So we just opened up a Waco division.
49:34
SPEAKER_02: We have Houston, Austin, San Antonio, we even have Wichita Falls.
49:38
SPEAKER_02: So we're all over Texas and really looking to grow.
49:41
SPEAKER_00: Damn.
49:42
SPEAKER_00: Britney, you're moving fast.
49:44
SPEAKER_00: I love it.
49:45
SPEAKER_02: Massive action.
49:46
SPEAKER_00: I love it.
49:47
SPEAKER_00: Super cool.
49:48
SPEAKER_00: I'm I'm really excited to get to know you more today.
49:51
SPEAKER_00: Would love to talk with you again in the future.
49:53
SPEAKER_00: This is this is awesome.
49:54
SPEAKER_00: I love what you're doing.
49:55
SPEAKER_00: I love your mindset.
49:56
SPEAKER_00: I love your approach to business.
49:58
SPEAKER_00: And this uh I enjoyed this talk very, very much.
50:02
SPEAKER_00: Uh, if you if you guys are watching on YouTube, just go into the show notes or the description, is what they call it.
50:09
SPEAKER_00: The YouTube description will have Brittany's links to her Instagram and and all the good stuff.
50:14
SPEAKER_00: And if you're what if you're listening to the podcast, same thing, go into the show notes.
50:18
SPEAKER_00: We'll have Britney's uh Instagram handle and all that good stuff as well.
50:21
SPEAKER_00: So make sure you follow her, connect with her, reach out to her, because obviously she's the real deal.
50:28
SPEAKER_00: Brittany, thank you so much for being on the Massive Agent Podcast.
50:31
SPEAKER_02: Thanks, Dustin.
50:32
SPEAKER_00: Absolutely.
50:34
SPEAKER_00: I hope that you took as many notes as I think you probably did.
50:37
SPEAKER_00: Brittany's very creative, and some of those tactics and strategies she used while she was growing are super clever.
50:45
SPEAKER_00: I mean, use them if you'd like, don't use them, whatever, but uh that out-of-the-box thinking, she understands that it's all about getting the phone to ring.
50:52
SPEAKER_00: It's all about starting conversations.
50:53
SPEAKER_00: What you do with it from there is totally up to you.
50:56
SPEAKER_00: And you also need to be comfortable with rejection.
50:59
SPEAKER_00: You know, most a lot of a lot of agents would not have been able, would not have been willing to take that much rejection, uh, but she kept persevering, and I think maybe because her back was to the wall and she didn't really have a choice otherwise.
51:15
SPEAKER_00: But that drive and that tenacity is why she is as is as successful as she is today.
51:21
SPEAKER_00: And so, I mean, she's she's a rising star in real estate.
51:24
SPEAKER_00: I'm I'm happy to uh happy to get to know her on through this episode, and I'm excited to have her on the show at some point in the future.
51:30
SPEAKER_00: Make sure you follow her.
51:32
SPEAKER_00: The uh her Instagram handle is in the show notes and the YouTube description if you're watching the episode on YouTube.
51:38
SPEAKER_00: Thank you so much for listening.
51:39
SPEAKER_00: Please share this episode.
51:41
SPEAKER_00: If you got any value from it whatsoever, if you learned anything, then that means there are many other agents out there that would also learn from it.
51:48
SPEAKER_00: Please share it.
51:49
SPEAKER_00: Put it in your story, send it out in a Facebook group, share it with your broker, your team, whatever you need to do.
51:55
SPEAKER_00: But help us to spread the word and grow the audience.
51:57
SPEAKER_00: And I will keep coming back every single week with another great episode of the Massive Agent Podcast.
52:02
SPEAKER_00: Thank you for listening.
52:04
SPEAKER_00: Take care.