Allow the Structure of Your Business to Complement Its Vision

So this is the model I was working toward in 2009. So there's reasons why just the corporate model of real estate. There are teams out there that aren't running a true corporate model like the client. The ultimate definition of the corporate model is that you, the team, the company owns the relationship. And that's one thing that I think even some of these teams are a little bit unclear on, you know, that like, who really owns the relationship. I want are not because I don't like Chris or I don't like Sharon or I don't think they're good at what they do. But when I generate the lead, I want them to come out of that closing saying that Lars and his team just killed it for us. And it's not that I. When they don't mention the agent name in the review and they say Kara or Tia or Sheree or that's a win. When it comes to the corporate model, it doesn't mean I don't want Sharon, because Sharon has the highest reviews on her team. It doesn't mean I don't want her to be successful. But I need to own that relationship. When I want $75 million of real estate sold to come from people that already knew, like, and trust us, I've got to own the mind, share with that person. And then once we have a good experience, it goes into the 60 Touch program, which, you know, we could probably do a better job personalizing that program. And I think some of what you're doing is really, really cool. So this is sort of the model that I followed the whole time. I just. Very clear. So right now, Keely was. So she sort of did the sales manager role for a period of time and it just didn't really work out. I think it was a combination of she didn't have like the experience. So she never really did general brokerage sales before. And so it was. I think it was moderately successful having her in that role. But right now, cherie is probably 75% in that role. And I do some stuff. I go to the buyer agent meeting and do that sort of thing. And so the only difference here is that there'd be a box for a showing agent. Potentially. We have one on our team. We're probably hiring one or two more. And then inside sales, we're probably going to go from 2 to 4 in inside sales and put some more effort in there. So for me, I've always had this, like, I've had a printed version of this for the last six years. So I knew I was building this and it didn't turn out exactly, but pretty close to what you know, we've got sales separate from operations. We still need someone to drive the sales team to be accountable for the 600 sides in 2018. That's the vision that we will achieve as a team. And we've got our buyer team, which is buyer agents. Right now we have our newest is Kyle. He started in January. He wrote seven deals. Two fell out. So that whole one in six is something that we're really, really focused on in the training. And then we have four other buyer agents. So the five of them should sell over 200 sides this year, which is pretty good. Two weeks. I say we have four new agents starting, which went through a process that I'll go through here in a minute, which is probably, I think it's the best job we've ever done of recruiting people into our team. So we're real hopeful for those four. And the tricky thing we're dealing with now is that we have a bunch of agents that are doing really well. But I almost feel like there's so much opportunity on our team. Like that could be a reason why they're all doing really well. And again, it's taking nothing away from who we have on our team. But I feel like we can bring in four new agents with a fresh slate and have them up to two homes a month in 90 days, which is something that most teams don't do that. I feel like the opportunity is there.

The virtual assistants, are they supporting the listing client care person or are they doing something totally separate?

Yeah. Juan is still doing our. She only does craigslist postings for us. And we still get craigslist leads. We still close them. We get like 25, 30 calls from our a month. Like phone calls on our craigslist ads. That's all she does. And then Roy does listing. So he has the marketing dashboard that's in the Google Drive. He basically handles that, making sure our listings get everywhere. He orders home warranties. He's like more than full time some weeks. It's just at a lower wage. And I mean, if anyone wants to talk about VAs, I mean, what Kirby is doing in that world is like really next level. Like you've got how many VAs that are. Yeah, all operations, right? Yeah.

Like one of them. We're paying somebody 46 grand and now we're paying nine bucks an hour.

Yeah. Did you guys hear that? So they were paying 46 grand and now they have a $9 an hour person with the same output. So that's one of those things. I feel like, you know, there are different ways, and Kirby's going to be doing some stuff and letting the world know what he's doing, which is going to be really cool. And so stay tuned for that. But I feel like there is a way to do this where one aspect is geo arbitrage, right? So it's cool to be able to pay someone 12 grand and get the same output. But then also, I mean, there's a different work ethic in different parts of the world. Like 100% pay someone a quarter and they'll work their asses off. I mean, Roy, they regularly have typhoons come through, and every day he finds a generator and a WI FI connection. I mean, it's crazy. He'll be like, oh, Mr. Lars, you know, when I was dealing with him directly, Mr. Lars, you know, we had a typhoon. So I was a little late for work today and be like, dude, it's okay. It's okay. Yeah, it's a whole different world. So, I mean, I think there is. When you think of that's a good thing. I mean, talk to someone like Kirby. When you think of, like, what the ability to design this company. It could include things that, I mean, could be totally different than what I have. It could be like 1 cherie and 4 or 5 vas that are totally dialed in. So your whole operations could be, you know, 40 bucks an hour doing hundreds of transactions.