Latest / Results Driven / Episode 142: MVP Spotlight - From One-Man Show to 13 Contracts in 2 Months with Wes Brown

Transcript

Episode 142: MVP Spotlight - From One-Man Show to 13 Contracts in 2 Months with Wes Brown · Results Driven

• 0:00
  SPEAKER_02: You focus on one thing.
• 0:01
  SPEAKER_02: Like you can't come in here and you you implement understanding all the KPIs.
• 0:05
  SPEAKER_02: You can't implement the dispo.
• 0:06
  SPEAKER_02: You can't do all this stuff at one time.
• 0:08
  SPEAKER_02: So focus on one thing.
• 0:09
  SPEAKER_02: What's the one thing in your business you need?
• 0:11
  SPEAKER_02: And for me it was sales.
• 0:12
  SPEAKER_02: And that's what I really honed in on and and laser focused on to I understood that.
• 0:17
  SPEAKER_02: Then I move to the next thing, which would be dispo no.
• 0:19
  SPEAKER_02: Right.
• 0:19
  SPEAKER_02: Yeah.
• 0:20
  SPEAKER_02: So one thing.
• 0:20
  SPEAKER_02: Only pick one thing.
• 0:27
  SPEAKER_01: Are you a driven real estate investor tired of inconsistent deal flow and ready to scale your business?
• 0:33
  SPEAKER_01: I'm Tiffany High.
• 0:34
  SPEAKER_03: And I'm Josh High.
• 0:35
  SPEAKER_01: And this is the Results Driven Podcast, where we share proven strategies to build systems, master sales, grow your term, and create a self-sustaining business with predictable income.
• 0:46
  SPEAKER_01: Whether you're a one-person operation or building a team, our mission is to give you the tools, support, and mindset that you need to succeed.
• 0:55
  SPEAKER_01: Let's dive in.
• 1:00
  SPEAKER_00: Not that long ago, Wes Brown was a one-man show.
• 1:03
  SPEAKER_00: No team, no systems, no onboarding, no hiring process, just trying to hold everything together while building a business after leaving his career in oil and gas.
• 1:14
  SPEAKER_00: Fast forward just a few months.
• 1:16
  SPEAKER_00: And now he has acquisitions reps, closing deals, inbound marketing, producing leads.
• 1:22
  SPEAKER_00: He's got systems in place, scorecards, KPIs, weekly meetings, and an acquisitions rep with zero real estate experience who produced 13 contracts in just two months.
• 1:34
  SPEAKER_00: And what I love about this conversation is it's a real look at what scaling actually looks like.
• 1:40
  SPEAKER_00: Not overnight success, not the shiny object, not trying to fix 27 things all at once, just identifying the next bottleneck, solving it, then moving to the next one.
• 1:52
  SPEAKER_00: In this episode, Josh sits down with Wes to talk about the evolution of his business, what changed first, the systems that made the biggest difference, and what it actually takes to go from operator to business owner.
• 2:06
  SPEAKER_00: Let's dive in.
• 2:08
  SPEAKER_03: Where was Wes when he came out here?
• 2:09
  SPEAKER_03: What did the business look like?
• 2:10
  SPEAKER_03: What were the first two to three things that he focused on leaving here?
• 2:15
  SPEAKER_03: What happened then?
• 2:16
  SPEAKER_03: What was the next bottleneck?
• 2:17
  SPEAKER_03: What happened after that?
• 2:18
  SPEAKER_03: And where are things today?
• 2:19
  SPEAKER_03: So let's rewind four months.
• 2:21
  SPEAKER_03: What did the business look like at that point in time?
• 2:23
  SPEAKER_02: Uh I had quit my job in January.
• 2:26
  SPEAKER_02: I was a one-man show.
• 2:27
  SPEAKER_02: Okay.
• 2:28
  SPEAKER_03: What what were you doing before you before you got a real state?
• 2:30
  SPEAKER_02: Uh VP in oil and gas.
• 2:31
  SPEAKER_03: Oh, nice.
• 2:32
  SPEAKER_03: Okay, cool.
• 2:32
  SPEAKER_03: Yeah.
• 2:33
  SPEAKER_02: Uh so one man show came to the two day to wanted to re-row the business, start from scratch.
• 2:38
  SPEAKER_03: Yeah.
• 2:38
  SPEAKER_03: Okay.
• 2:39
  SPEAKER_03: So when you came out here, so you you were brand new to real estate at the time, or were you having to?
• 2:43
  SPEAKER_03: No, I've been doing it for a couple years.
• 2:44
  SPEAKER_03: Yeah, cool.
• 2:45
  SPEAKER_03: Okay, okay.
• 2:45
  SPEAKER_03: So you knew how to construct the deal.
• 2:46
  SPEAKER_03: It was more of how do I magnify my deal flow and remove myself from that time?
• 2:51
  SPEAKER_03: So, what were some of the big aha moments for you when you first came out?
• 2:55
  SPEAKER_02: Uh, sales.
• 2:56
  SPEAKER_02: That was the one thing that I wanted to refine was the sales process.
• 3:00
  SPEAKER_02: And that was the one thing I wanted to work on coming to the two-day.
• 3:03
  SPEAKER_03: Yeah, okay.
• 3:04
  SPEAKER_03: And so then when you came here, you obviously were onboarded as if you were joining our team.
• 3:08
  SPEAKER_03: When you left, what were the first like two to three things that you had focused on?
• 3:12
  SPEAKER_03: Obviously, sales being important, but talk through what that progression looked like.
• 3:16
  SPEAKER_02: Yeah, I mean, I signed up for small group as soon as you know before the two-day was even over with.
• 3:21
  SPEAKER_02: Okay.
• 3:21
  SPEAKER_02: So that was the first step.
• 3:22
  SPEAKER_02: And then going through the sales onboarding myself, that was huge.
• 3:27
  SPEAKER_02: And then knowing, talking with Mike Reed on what was the next step for my business.
• 3:31
  SPEAKER_02: I wanted to hire TC.
• 3:33
  SPEAKER_02: We kind of went that route.
• 3:33
  SPEAKER_02: She quit, she got her dream job, whatever.
• 3:35
  SPEAKER_02: That was a two-week deal, two-week learning lesson.
• 3:37
  SPEAKER_02: Um, and then uh I talked to Mike and I was like, well, you know, I am drowning in paperwork, but I really need acquisitions.
• 3:45
  SPEAKER_02: And so that was really what I needed was have a framework to be able to hire somebody because I had nothing, didn't know how to hire anybody.
• 3:53
  SPEAKER_02: So I used the hiring framework, put on the acquisition onboarding for that person, and then yeah, I mean that that was the first step.
• 4:00
  SPEAKER_03: Yeah, okay.
• 4:00
  SPEAKER_03: So you found how many acquisition reps do you have now?
• 4:02
  SPEAKER_03: Just one.
• 4:03
  SPEAKER_03: Just one, okay.
• 4:04
  SPEAKER_03: So, how long after leaving here did you make that hire?
• 4:07
  SPEAKER_03: So I know the first hire was TC, then later on this.
• 4:10
  SPEAKER_03: Lane's been with me for two months.
• 4:11
  SPEAKER_03: Well, okay.
• 4:12
  SPEAKER_03: So pretty quickly then two months in, you got this person coming into the seat.
• 4:16
  SPEAKER_03: And talk through what it was like to have the plug and play onboarding.
• 4:19
  SPEAKER_02: Oh, it was so it was easy.
• 4:20
  SPEAKER_03: So you you sat them down, they showed up.
• 4:22
  SPEAKER_03: You didn't really have to do much other than your check-ins, right?
• 4:24
  SPEAKER_03: Yeah, we didn't know.
• 4:25
  SPEAKER_02: Yeah, we do daily check-ins, the call reviews, but other than that, like it was just he understood the sales psychology because of the training.
• 4:31
  SPEAKER_02: You know, it was really just plug and play, really easy.
• 4:34
  SPEAKER_03: After he got up and running, did it take him a long time to start performing, or what did that limit?
• 4:39
  SPEAKER_02: No, he's got 13 contracts in two months.
• 4:41
  SPEAKER_03: In two months.
• 4:41
  SPEAKER_03: Holy smokes.
• 4:42
  SPEAKER_02: Yeah, let's go.
• 4:43
  SPEAKER_02: That's a lot of applause.
• 4:43
  SPEAKER_02: Yeah, that's freaking awesome, man.
• 4:45
  SPEAKER_02: With no real estate experience.
• 4:46
  SPEAKER_03: With no real estate experience.
• 4:47
  SPEAKER_02: With no real estate experience at all.
• 4:48
  SPEAKER_02: He came from like tech sales.
• 4:50
  SPEAKER_03: Yeah, well, so what I love is that a lot of times people look at us and they're like, Well, you know, it takes a long time for someone to start performing.
• 4:57
  SPEAKER_03: It's like, no, it doesn't.
• 4:58
  SPEAKER_03: When you have the right onboarding, it doesn't take time.
• 5:00
  SPEAKER_03: They should end onboarding and produce right away.
• 5:03
  SPEAKER_03: So it sounds like that's what you guys had experienced.
• 5:06
  SPEAKER_03: So, what um what was another thing that you focused on?
• 5:08
  SPEAKER_03: You left today, honed in on the sales process, removed yourself from that seat.
• 5:13
  SPEAKER_03: That's going really well.
• 5:14
  SPEAKER_03: What else have you been focusing on?
• 5:17
  SPEAKER_02: Really, just understanding how to grow the business, what to look at.
• 5:21
  SPEAKER_02: So, you know, making sure you're having a level 10 meeting, level 10 meetings once a week.
• 5:25
  SPEAKER_02: I then hired a TC.
• 5:26
  SPEAKER_02: I brought in my sister to be the TC.
• 5:28
  SPEAKER_02: She actually started a little bit before Blaine.
• 5:30
  SPEAKER_02: So I brought in that.
• 5:31
  SPEAKER_02: And then really just like, you know, focusing on the KPIs.
• 5:33
  SPEAKER_02: Like, what do I need to do?
• 5:34
  SPEAKER_02: What should I be looking at every day?
• 5:36
  SPEAKER_02: Who should I be meeting with every day?
• 5:38
  SPEAKER_02: What should I be doing every day to grow this business so I can, you know, continue to scale it?
• 5:42
  SPEAKER_03: Nice.
• 5:43
  SPEAKER_03: So talk a little bit about like your marketing channels.
• 5:45
  SPEAKER_03: What are you doing right now for marketing?
• 5:47
  SPEAKER_02: It's all inbound.
• 5:48
  SPEAKER_02: Uh we do PPL, PPC.
• 5:50
  SPEAKER_02: So PPC is Google Ads, and also we do Facebook.
• 5:52
  SPEAKER_02: Yep.
• 5:53
  SPEAKER_02: And then also do focus on SEO.
• 5:55
  SPEAKER_03: Nice.
• 5:56
  SPEAKER_03: Okay.
• 5:56
  SPEAKER_03: Like, so what are the conversations like with your coach around team performance, like KPI discussions?
• 6:00
  SPEAKER_03: What has that been like?
• 6:02
  SPEAKER_02: Yeah, so we Mike and I, we talk, we go over the sales scorecard.
• 6:06
  SPEAKER_02: Every time you guys meet?
• 6:07
  SPEAKER_02: Every time we got we meet, we go over the business KPIs.
• 6:11
  SPEAKER_02: I just switched to a new CRM, so I kind of lost some data.
• 6:14
  SPEAKER_02: But we still go over those KPIs.
• 6:15
  SPEAKER_02: What am I spending in each marketing channel?
• 6:18
  SPEAKER_02: And what's the ROI for that marketing channel?
• 6:21
  SPEAKER_02: Should I switch?
• 6:22
  SPEAKER_02: Should I pivot?
• 6:23
  SPEAKER_02: What do I need to add next?
• 6:24
  SPEAKER_02: That's kind of my next thing is what I need to add next, and then also dispo.
• 6:27
  SPEAKER_02: So cool.
• 6:28
  SPEAKER_03: Okay.
• 6:28
  SPEAKER_03: So right now, let's talk through what are the current conversations, obviously, with your coach, acquisition scorecard.
• 6:34
  SPEAKER_03: You're talking about what's the next marketing channel.
• 6:37
  SPEAKER_03: Is there anything else that you and your coach are working on right now in the business four months in?
• 6:41
  SPEAKER_02: Uh dispo.
• 6:42
  SPEAKER_02: Dispo, yeah.
• 6:43
  SPEAKER_02: You created a good problem for me.
• 6:44
  SPEAKER_03: Yeah, okay, cool.
• 6:45
  SPEAKER_03: So that's cool.
• 6:45
  SPEAKER_03: So yeah, guys, this is business, right?
• 6:47
  SPEAKER_03: You solve one problem, and then there's a net the next bottleneck.
• 6:50
  SPEAKER_03: So, what are you guys currently doing on that front?
• 6:53
  SPEAKER_02: So Blaine just got his like 13th contracts last week.
• 6:55
  SPEAKER_02: So I was mainly a flipper.
• 6:57
  SPEAKER_02: I wholesaled three or four deals a year, but one of I got kind of greedy.
• 7:00
  SPEAKER_02: You saw that, you know, what can I make on a flip versus wholesales?
• 7:02
  SPEAKER_02: Like, I want to keep everything.
• 7:03
  SPEAKER_02: So now that I'm able to do 13 contracts, or we have 13 contracts, I actually got to focus on you know finding a buyer's list, contacting those buyers, actually creating a buyer's list.
• 7:11
  SPEAKER_02: I got a very small one, but yeah, it's not very deep.
• 7:13
  SPEAKER_03: So right now we're growing that buyer's list, understanding the just like how they're making their decisions and looking through that lens.
• 7:19
  SPEAKER_03: Cool.
• 7:20
  SPEAKER_03: Okay.
• 7:20
  SPEAKER_03: Are you gonna be hiring in that position or are you gonna be filling that mostly right?
• 7:23
  SPEAKER_02: I will be I will be hiring it eventually.
• 7:25
  SPEAKER_02: I've got to learn it off, of course, first, but it'll be hired eventually.
• 7:28
  SPEAKER_03: Yeah, cool, man.
• 7:29
  SPEAKER_03: Well, that's super exciting.
• 7:30
  SPEAKER_03: And again, thank you for coming up here and sharing this with everyone.
• 7:33
  SPEAKER_03: Is I always like to ask everyone I bring up, what advice would you give everyone sitting out here who are in the same shoes that you were in four months ago?
• 7:43
  SPEAKER_02: Uh joint small group.
• 7:44
  SPEAKER_02: But other than that, you focus on one thing.
• 7:47
  SPEAKER_02: Like you can't come in here and you you implement understanding all the KPIs, you can't implement the dispo, you can't do all this stuff at one time.
• 7:54
  SPEAKER_02: So focus on one thing.
• 7:55
  SPEAKER_02: What's the one thing in your business you need?
• 7:57
  SPEAKER_02: And for me, it was sales, and that's what I really honed in on and laser focused on until I understood that.
• 8:02
  SPEAKER_02: Then I moved to the next thing, which would be dispo now.
• 8:05
  SPEAKER_02: Right.
• 8:05
  SPEAKER_02: Yeah.
• 8:05
  SPEAKER_02: So one thing, only pick one thing.
• 8:07
  SPEAKER_02: Huge man.
• 8:08
  SPEAKER_03: Well, again, I appreciate you for coming up and sharing your journey, and it's awesome.
• 8:12
  SPEAKER_03: You know, four months in that you've got the success that you've got.
• 8:15
  SPEAKER_03: People hired, fully onboarded, performing.
• 8:18
  SPEAKER_03: Um, you solved one problem and now you're working on the next, and that's gotta be energizing.
• 8:22
  SPEAKER_02: Yeah, it is.
• 8:23
  SPEAKER_03: Yeah, that's what I love about business is problem solving.
• 8:25
  SPEAKER_03: That's the engineering.
• 8:26
  SPEAKER_03: But yeah, man, thank you for coming up.
• 8:27
  SPEAKER_03: We actually have an award for you for all the hard work that you've put in and the results that you've been able to get.
• 8:32
  SPEAKER_03: So we're gonna hand you an MVP award.
• 8:36
  SPEAKER_03: And uh guys, let's give Wes a round of applause for all his hard work.
• 8:47
  SPEAKER_03: So we're gonna take a quick photo if you don't mind.
• 8:49
  SPEAKER_03: Here I can grab that for you.
• 8:51
  SPEAKER_01: I'm pretty sure it's over here.
• 8:56
  SPEAKER_03: Thanks again, Wes.
• 8:56
  SPEAKER_03: Congrats.
• 9:01
  SPEAKER_01: If this hits home and you know you need to go deeper, I want you to download the free resource that I recently just built.
• 9:07
  SPEAKER_01: It's at www.rdebook.com.
• 9:11
  SPEAKER_01: Again, that's www.rdebook.com.
• 9:15
  SPEAKER_01: It's called 26 mistakes I made as a real estate investor.
• 9:18
  SPEAKER_01: You'll get the playbooks, the stories, and the breakdowns so that you can shortcut all the mistakes I made while building this multiple seven-figure real estate business and start doing deals way smarter than I ever did sooner and faster.
• 9:31
  SPEAKER_01: And hey, if you got value today, it would mean a lot to me.
• 9:34
  SPEAKER_01: Actually, it would mean the world to me.
• 9:35
  SPEAKER_01: If you left a five-star review on Apple or Spotify and left me a review and share with a friend who you think is stuck doing it all themselves right now.
• 9:45
  SPEAKER_01: Because one shift in strategy could be worth six figures or more.
• 9:50
  SPEAKER_01: Top soon and see you on the next episode.
• 9:53
  SPEAKER_01: This episode has come to an end, but your journey continues.
• 9:57
  SPEAKER_01: Subscribe to the podcast so you never miss an episode.
• 10:00
  SPEAKER_01: If you want direct help from us, join our free community by visiting the results driven podcast dot com.
• 10:06
  SPEAKER_01: That's the results driven podcast dot com.
• 10:10
  SPEAKER_01: We'll see you next time on the results driven podcast.
• 10:13
  SPEAKER_03: We'll see you next time on the results driven podcast.