[CASE STUDY] Building A Million Dollar Business! (w/ Maurice Robichaud)

All right, so welcome back to another case study. And I had the pleasure of chatting with Maurice Robachaud. I think I'm pronouncing it right. He's in Nashua, New Hampshire, a member of real estate B school. And we had him on for a member interview in our program. And I came away from the time with moving like I learned a lot. And it's not, I don't think I know everything by any means whatsoever. Just what he built is such, I want to say simple, but it's not in a bad way. It's just a really simple, elegant business that it's not without its challenges. But he went from 40 to 45 deals somewhere in there about four years ago to I think he just closed out 20, 19 at 181 deals.

Yeah.

Right. So I'm gonna give you a minute to kind of just give like a little bit of a backstory, you know, what the team looks like now. What did last year look like? You know, where were you four years ago?

So what it looks like now there is, we're up to 12 agents now, actually just hired one another one yesterday. So we're up to 13, you know, and I have on the team, we have, you know, I have a full time assistant who handles a lot of the day to day stuff and just a transaction coordinator. Those are the two main people along with the agents that we run, run the team with. We, I try to keep it very simple, leverage every piece that we can to keep the profit high. I think a lot of people hire too many too fast and become, you know, just. The debt just becomes too high.

Yeah. And so where, where were you, let's say, four years ago when it was kind of just you and maybe a little bit of administrative help. When you're doing 40, 45 sides, what was life like from a time, money and stress perspective? And then let's talk about like, no business is perfect, but what, what's gotten better as you've, you've more than quadrupled the size of the business in about four years. So you would think that life would be really like almost worse off because you got more to worry about. But let's talk about time, money and stress four years ago and time, money and stress today.

Well, four years ago, you know, it's probably five years ago I left and opened my own company. So that was a struggle. And when I first started, I was, I had the wrong things in place and you know, had an ISA first before transaction coordinator. I just felt what that was the wrong Mix But I was coached and you got to have an ISA first. And you know, I didn't have any admin so I was doing everything, you know, I was trying to juggle all the hats, marketing, everything. So I the ISA eventually ended up becoming what, one of my good agents. Instead of having her leave, we transferred her over to an agent role. So I mean she knew she had the phone skills. That's the hardest thing in this business is the agent with the phone. So I knew she'd be a good fit. So she transferred over to that. But my first thing I did to save money because I wanted to keep people off payroll. Just because you start adding people to payroll, it gets expensive. So I reached out on Facebook to a couple groups that I knew asking if anybody knew a transaction coordinator that was looking for to you know, help grow a team. So I found, you know, I found one was referred to me from another transaction or who was coaching her. So she was new but I took on. She was used to be an agent though as well. So she knew the ropes. But she ended up, you know, just didn't want to be an agent anymore because she had, you know, she had two children that were young. So I ended up picking up the transaction her as a transaction coordinator which took a lot off my plate. That freed up some time. Then when I went on vacations it wasn't so stressful. And then I had a couple agents from when I left my old office ask if I'd bring them on board on the team. So I brought them on. Then as time went by I just found that I couldn't just handle know the agents and the transactions and everything and with the transaction. So I hired a full. I had a couple part time assistants which I would train, they would go back to college and I just, I just came to the point where I just made the financial commitment that this is what I need to do. I need to pay somebody very well so I can train them 100% so they'll be loyal and stay with the company. So there was a friend of mine, had a. Her niece was working at one of the bigger offices and she was looking for a full time position. They were only part time. So I grabbed her. She came over and she's been a very valuable asset. She does so much runs her, you know, does all the daily stuff, the expireds, the just you know, tracking the leads, following up with the leads. And you know, she has a flexible schedule, you know, because she's in the office, you know, a lot. But she has Days where she has her children. And so. But she'll work nights and weekends and she answers all the calls for the agents. So she's leveraged a lot. So she takes a lot off my plate.

So you have, and this is the point I want to drive home from a, from a business ownership perspective, a lot of folks where you were, let's say four or five years ago, where you were kind of like a solo operator, you think it has to be complicated. Like these guys doing 180 sides or 250 sides, you know, you sort of psych yourself out. Because 85% of real estate agents don't even have any assistant, any administrative help. So the thing I love about this is that between two people, one's on payroll, only one person on payroll, and then the other person's a full team member, comes to team meetings, but she's an independent contractor. And they handle all the marketing coordination, all of the sales assistance activities, all of the listing marketing coordination, all the listing coordination and client care, all of the closing coordination. And so, you know, there's 80% of a real estate agent's job is administrative. And here you are doing 181 transactions last year with two administrators, and only one is on your payroll. So I just want the takeaway for someone listening to be like you. It doesn't have to be as complicated as we make it out to be. You put together. And I loved it, this mind map where it's like your journey in business almost the last four years. And one part of it was. And I love the way you come into the Facebook group, our member Facebook group, and you're like, you'll post a picture of a squirrel. Like, you'll literally grab a little gif of a squirrel running around and you'll just shut down some conversations. Talk about that as it relates to somebody that was maybe at your. Where you were four or five years ago. So they're a top producing agent. Maybe they're hiring their first hire, or they're just getting started. Talk about this whole squirrel chasing shiny object syndrome that you see in the industry. And what have you learned over the last four or five years?

I used to be a huge squirrel. I would be on every webinar. I'd have to go in at the same time because they were on the same because they were on at the same time, because I knew one wasn't gonna be recorded. Oh, this guy's doing this. Or this guy's doing that. Oh, I gotta get his website. I need to do this I need to call Russell Brothers. I need to, you know, I just. It was ridiculous. And then finally, you know, I, you know, saw your ads, went on and, you know, joined B school and, you know, you had everything so in the. In the, you know, in the portal, so organized and so easy. You know, where I had coaches before, they're like, oh, we'll get that next week. And then two years later, it never happens. Or six months. You know, I'm a swipe and deploy guy. I don't want to waste time reinventing the wheel. You know, if I'm getting in a car, I'm not going to rebuild and go, I'm jumping in and I'm taking off. So I. When I stopped really, really squirreling and just getting rid of all the noise and fusion soft, I thought that was going to change my life. Oh, my God. The money I wasted on that thing, the time, the energy building it out just. I junked it as soon as I got rid of that. And you just couldn't. My agents were like, why are we moving stuff from one database into this database to do this? And I said, I don't know. That's what I was trained. And then we went from making like 20. Each agent making from 20 calls a day because of Infusionsoft, setting up the task and doing all this, all this stuff, to literally moving it into Mojo and using the sync dialer, doing hundreds and hundreds of calls a day and just doubling and tripling our business, it's moving the data as fast as you can. The key in doing it effectively, like we do, we don't rarely do any mailers. We just hammer the phones and it's because it's cheap, doesn't cost you anything, you know, and you. My agents, they first, they hate it, but now that they're doing so many deals and they, you know, it doesn't cost them any money to do the transactions. And now that they. They're. They're trained on, the worst part of the day is making the calls. They actually enjoy making the calls. Now I lost you.

So the shift for you to go from agent to owner really, really came down to just an awareness around, like, what are the things I can do as the leader of this business, the owner of this business, to make everyone more successful. And sometimes I've been there as well. I've run in some of the same circles that diverted me into the same things you got diverted into. We mistake, like investing six months in infusionsoft and building out all these tripwire marketing and you know, I've been in all that stuff, right? And I got trained on infusionsoft for six months and decided not to implement it. Luckily, I didn't implement it, you know, but I.

You're lucky. I paid thousands and thousands for people to build stuff out for me. Oh, my God.

We mistake, like that stuff as business building, when all you really need to do is step into your business and lead by example. And that's one thing I took away from. When you share with our members, talk a little bit about, like, all you really did, not to minimize your success, because your success is phenomenal. All you really did was like, what. What made me successful? Let's. Simple, simple, simple. Simplify the technologies. Let's get this cadence figured out. What's a daily cadence of a productive sales professional? I'm gonna step in there and do it. You know, I do it. We do it. And you're still in the workplace. Yeah.

You haven't even gotten into. I still do it. They see me in here on the phones all the time. So they're like, you're an animal. But I'm like, this is what you need to do. These are the transactions that I did.

On my own, you know, so talk about accountability. Where. How have you made that shift? Where now you don't pull a punch with an agent on your team. Right. In terms of. This is what you need to do to be successful. If you want to be successful and you can do this and we can improve your skill set, this is what your next three years looks like. If you don't want to do it, go do it somewhere else. Talk about that a little.

Yeah, yeah. So. So, you know, when I first started, of course, like, every broker, owner, or team member, you're. You get a couple agents and, you know, you're afraid to tell them to do something. You know, they're, oh, my God, they're going to leave me. Or, you know, you hear it all the time. You know, I've talked to a few agents, agents in the group that have reached out to me after that call that we did, and they're like, well, what do you do? And, you know, I said, listen, I don't. I'm nice, but the leads are the leads, and that's how I control it. You know, if there's a lead in the database, that. In your bucket, if it's attempted, if it's 30 days old, the day 31, it's getting moved to the pond, you know, if you want to keep your leads. Because what I find Some people only give some agents a certain amount of leads. I have some that just. There's never enough, so I don't want to punish them. So I have it. If you don't call it, it gets moved. And then if it's a contacted and if it has a reminder that's over seven days old, it gets moved. No question. No, no. And if you don't do ct, some people I heard in the group don't make their agents do CT every day. Make them do it every day. 10 o', clock, it's not in. You're getting a phone call, and if it's, and if it doesn't match the call records and if it's fake, there's trouble. So a lot of them will put numbers in. I'm like, well, there's no calls in sync. And the tracker, then why is there. Why. Where'd you make these 50 calls? Who'd you call? You know? So I do that and then if it's missed, they miss CTE two days in a row. They get off Zillow the call routing. They get off the leads until it's done.

Yeah.

So, I mean, one of the least.

Sexy things in a real estate business and one of the, one of the most effective ways to run, run the business is just create a lead management policy, right?

Like, and they'll do it if they want the lead. So my bro. Because I relaunched it, right? So I even tightened the reins more on January and my, one of my, both my lenders call me the same day. Like, dude, what are you doing over there? I'm like, what? He goes, I've got like 10 referrals today from, from your agents. I'm like, this the way it's going to be for now? Or they're not, you know, they're not going to get the leads.

Yeah. So it's, it's spending, it's spending time. Like, you're, you're a player coach now, right? So you're, you're, you're, you're playing the game in the morning and then you're coaching. And part of coaching is just like, I'm going to hold you to a standard that if we spend a year together, if we spend 10 years together, you will look back on our time together and you will know that I served you at the highest level. It may not have always been pleasant, but talk a little bit about that. How is it in your personality to hold people accountable? Or did you have to figure out.

No, I had to figure it out because it was Tough for me. But then when I get cte, and then I started learning how sync track stuff, and I started tracking it all with cte. I mean, CTE for the money that you've spent for it monthly. I mean, it's. It's a gold mine. It was a little shaky at first. One was just Excel. They just. I don't know if you know, but they just changed it to web version, and it's great. And it's 30 bucks a month. I mean, my whole. Everything I have is in that little. In that little thing. I mean, I know what. We're closing it before. I never knew that. I just knew there was a bunch of money coming in and I was. Wasn't spending at all. So I knew I had money in the account, so I never knew what I was wasting money on. And then with cte, I started. I went through my bank accounts and started putting it all into cte. And I'm like, what is that? Like, what am I paying for? Like, something I had. It's like a gym membership that you've had for two years that you like, because it's such a little hit, you don't even realize it. But when there's a bunch of them, you're like, wow. And then I remember we had a call, one of your calls, and was like, yeah, go through your stuff. I mean, I saved $900 a month on wasted spend because of CTE, because I went through it, put it in. It's like, where can I cut cost so I can use it on more Legion or something else.

Yeah. And a month is $11,000 a year. Over 10 years, it's $110,000, you know.

That I was just throwing away. I even did it at my home. Yeah. I even did it with my home. I got so excited, I created a little home spreadsheet and told my wife. I'm like, why are we spending $350 on cable? Like, what? We got that down. I mean, at home, I say ended up saving $500. I called my insurance company, got a different insurance company. I mean, literally, in four weeks, I saved like 11, $1300 a month.

Yeah.

And then it was just wasted spend.

Yeah. Very few team leaders, you know, we. We have people come into our world that are doing 5 million GCI in a year, and they don't have anything to show for their efforts at the end of the day. And their net worth is going nowhere, you know, and so all these little habits that you form early on in your business growth journey, like, they're just going to compound over time. So when you go from 1.2 million, which is what you did last year, to 2.4 million and you keep these same philosophies lean and mean and this is what we do and this is the cadence, it's going to serve you well. I don't want to go into the specific lead sources or technologies. I'll just say that here's a guy that knows most of it is a waste of time. And you've learned that through some painful lessons in terms of you've done real estate masters, which was a waste of time, all these things. Not that that's a bad company. There's just, I know guys that have spent $250,000 to build a website.

I was getting billed for stuff that I never even. That's why I just ended up getting an argument with the guy. But it was just a waste. Like everything you did. I'm like, why am I building another website when I have my own, like one of the bigger platforms? I won't name them, but you know, I have one of the bigger platforms already. And why, why am I having to. Why do I have two databases? Why do I have, why am I using. I simplified it to one database. I use Mojo for anything that has never been called. So if it's an attempted it, everybody's flying through Mojo and once it's been a contacted, we move it into to one of the big platforms, Boomtown Sinker Fire. So we move it into there and we run with it and then it gets pushed through the system that way. But it's easy because they talk to each other, Mojo and the other platforms so you don't have to worry about it. And I just have labels that if we contact it, we take it out of Mojo and we just leave it in the other platform.

Yeah, and I'm going to add up here. So your technology bits add up to about 15, 16, 17, 18, 19, 2000. About $2,400 for all the technology you use in a 1.2 million dollar business. And those technologies, that's not going to increase as you go from 1.2 to 2.4. So that's, that's for the most part a fixed cost. Your lead source is what, 3, 35, 45, 5000. About $5,000.

It's less now because I made an adjustment on one of them. So it's probably about $600.

Yeah. So a handful of paid lead sources, a handful of technologies and then you're working on potentially for workflow and bringing Trello into the business, which use as well. I want to spend the rest of our time talking about the column where you said mistakes along the way. Because there's just so much gold in there. There are just things that if you're going to go through this process of going from 50 sides to 200 sides, there's just so much truth in there. So I want you to talk about people first. So if you're looking at your mind map, you know, I'm looking at the first three points there. Hiring the wrong order, hiring too many too fast, and hiring the right people. Talk about what you've learned in the last four or five years in terms of just people, bringing the right people onto the team.

People just because they're your friend and someone refers you and they say don't. That's the worst. It's hard to get rid of them. It's hard to make the promise. I've just made that mistake. And just hiring in the wrong order, like an ISA versus a transaction coordinator. I like to do things that it doesn't cost me money until I make money. So the transaction coordinator, I pay her per deal. So unless it closes, she doesn't get paid. That's in the contract with her. She created it so she could take something, work on it for a month, and if it doesn't close, she still doesn't get paid, but it doesn't cost me any money. And then we just pay her per close. So, I mean, that was huge for me because when you're starting off, you like, you have someone sitting in the office and you're paying to be a transaction coordinator. What if you don't? What if you do, like one deal and you're paying somebody on payroll? And payroll, you put them on payroll, you don't only have their cost, you also have payroll costs, payroll taxes, workman's comp. I mean, it just. It just adds up so fast. Yeah, so that's why I just had her as an, you know, as a. As a contractor. I just pay her W9ER.

And the next thing I want you to comment on is something that I've, you know, I don't think so. An example of this for me, and I want you to comment on it, is like, I stayed with Top Producer for a very long time. And it's not because I liked anything about Top Producer. I hated Top Producer as much as anyone did. I just knew that changing to anything else wasn't going to give me an improvement in business. It was going to hurt Momentum. And so I think I identified that whole switching, you know, that was going to really hurt the business. But talk about SEO Infusionsoft building a WordPress site.

Yeah, I tried building a couple sites. Why? Because I was kind of talked into it. Like, you need to have your own branded site. You know, I believe it. Like, you have a nice branded site. But what I did, my. What I should have done is what you did. It had everything. If it was having two IDX feeds and trying to have your agents trying to go into one and set up a search and do another one, you got to stay with one idx. So, like, I should have done what you did, which I'm going to do is have the site built for the branding part, where you can do all your videos and all that stuff and have more control over it, but just refer it over to your. Your unbranded IDX site.

Yeah, that's. Yeah, we have a buy button that goes right.

No, but that's. But that's what I wanted to do in the first place. Like, no, you need your own idx. So now I've got Webmaster, I got this. I've got this site, and I'm like. And you have to tell the agent, okay, now go here. You got to go over here. And then it was just a nightmare. But you get to. I'm just going to redirect it to my other site. SEO wasted tens of thousands of dollars on that. So you're just never going to keep up with Zillow Realtor dog. You just haven't keep up with the big dogs. You're going to. It's just a waste of money.

Yeah, it's the concept of really going deep, you know, and you're never going to. You also tried to manage your own Google AdWords.

Oh, my. Yeah, I'm not a Google person. Oh, I got all the books. I read them all. You know, I was like, oh, I'm going to save myself $200 a month. I would spend hours and hours and I would put in. I would. My platform. I could spend like $500, right. With my platform, I get all these leads pouring in. I would put in 500 doing my own in a day. It's gone. I'm like, where did it all go? I mean, because you just don't know. You're not a Google expert. Like, let the professionals do that. That Facebook. I mean, Facebook's pretty easy. I mean, I do a lot of my own Facebook because it's easy. But Google, AdWords, Bing, any of that stuff just hire. If it's 200 bucks for someone to manage your account, pay it, just be done with it.

Yeah. You know, and the last thing, it's going to sound a little self serving. Although I don't want you to answer it in a completely, you know, self.

Serving way to me.

You talk about just coaches that might not have been in alignment or with what you wanted your end product to look like, your end game to look like or they were the ones that were giving advice on chase this, chase that. Talk a little bit about how coaching has fit in and maybe some of the not so great experiences and then maybe what was different about real estate B school, you know, from the other experiences that you had.

Well, I mean I really, I mean I worked with. I was first got hired on a team from one of Craig Proctor's O coaches. So I was Brian, Brian Moses. So I was on his team and when I first started, so I was on his for years. So I learned all that for him. We had all the weekly calls and then you know, it was kind of a. Bits and pieces were missing. So you don't know when the lead gen was. There was just a lot missing. But the whole making the calls and all that, I was trained right out of the gate to do that. So then I went on my own. You know, I last went to ReMax and of course I was my own agent. I kind of, I did 30 deals a year, I golfed. I was really, you know, I went on this phase where I was just really not into it. I was probably on the phase where I'm like, you know, I'm kind of burnt out on this business. But then I just realized I just wasn't happy where I was. So I was like, you know, I'm gonna create my own, build my own drive again and get it going. So then I was on my own here for a while and then I was like, you know, I should get a coach. So I called around and was actually another old Craig Proctor coach that did his own thing. So I joined. I learned a lot the first six months. Now I have to say, you know, I did learn a lot because I never coached coach before. So I learned a lot. Then I found that we just kind of recreating the wheel all the time. It was like, well, what about this? Oh, we'll get that next month or it'll, you know, just nothing was completed, which is not his. He had started it. So I just don't, you know, I just don't think he was fully Set up. And he was bringing people on. So not, you know, not to, you know, belittle him or anything, but it was just. It was just the way that it was set up. So then I kind of get out of that. And then I wasn't gonna do any coaching for a while. Then I. Then I saw your. Some of your stuff online, and I, you know, reached out to you, and you had a conversation, and then, you know, I joined. At first, there was so much, you know, I was overwhelmed. I was like, man, this is. This is, like, too much now. Before, I didn't have enough. Now this is too much. I. My own fault. I get scared. And I was kind of like, you know what? I just need to take a break a little while. I got to implement, like, three of these things that this guy's doing. So I. So I did that. I mean, I literally launched. You know, I did CTE and the accountability stuff, and I. You know, all your marketing stuff from Dan, and I ran with that for six months, and I. My business, you know, it went up, and then I'm like, you know what? There's so much more there. You know, I got to get back into it. And then you, obviously, you made a lot of changes along the way, too. You made. You knew some of the stuff that you were. You know, that was the pieces that were missing in yours. And then I came back, and you're always changing that. You know, just this year, you redid the portal and made it even better. So, I mean, that's the important part is you can just go with there and just grab what you need when you want instead of, oh, I'll wait for that, or this is being built or do this or do that. So, yeah, just. It's all there. You just swipe it, deploy it, and run with it.

Yeah. If someone were in, you know, your shoes, kind of looking to do what you've done, what advice. What couple pieces of advice would you give them?

I would definitely not to say this for your. You got to get a coach. And I have these. There's a couple Facebook groups that I'm in, and someone's like, oh, I don't need a coach. You know, I do this. And I'm like, tom Brady has a coach. Bill Belichick is the best, you know, you know, not to use the Patriots, but the Patriots have been the best team for decades because they have the best coach in the industry. You know, and, like, coaching is super important. I used to be like, I'm not wasting the money. I'm not going to do it. But I mean, I go on these coaching groups and they're like, no, I'm not going to get a. And I tell them where I went from here to here, and they're like, oh, well, let me talk to them. You know, they want to reach out to me. And, you know, and then they, you know, some of them are like, oh, you don't, you know, you don't need one. You need a coach. You know, you don't have to have a coach, but you also have to have the work drive to do it. Because if you get a coach and you don't want to do the work, then kind of pointless.

Yeah. You know, and we find that, you know, for actually for three main reasons people come into our world. Number one is that something has to give. Like, they've just gotten to a point where they're, they're. They're messing up their marriage, they're messing up their kids, they're working too much, too many hours, there's not enough money. That the stress and all that. That's. One second is there's just a gap in skills and knowledge. Like, I know how to do 40 deals, and it's hard. I want to build a real business that doesn't rely on me, so I need to find somebody that can help me do that. So just, just there's things missing. And then number three is to go further, faster, you know, so someone, someone may be able to. To get from, you know, 40, 50 deals to 150, 200 deals. Chances are aligning yourself with somebody that.

That has done that, you gotta make. You gotta make sure your coach has actually done it. I mean, that's another thing. I mean, if they're doing 40 deals a year and you're doing 50 to 60, I don't really think too much. They're gonna teach you too much on, you know, how to get to the next. How to get to the next level, you know.

And I'm not gonna name names, but in some of those Facebook groups, you know, where these, these coaching companies have, like, hundreds of coaches, very few of their coaches, like, I belong to a franchise that is the biggest culprit of this where, like, you're a coach and I've been to their coach training, and their coach training tells you that you don't have to do the thing that you're coaching on. And while in sports, it's true, like, Bill Belichick has never been a world, you know, world champion quarterback in business. I just don't believe it like, I don't believe that someone that does 40 deals should be coaching somebody that wants to go from 40 to 200 and become a business owner. So yeah, that's my, it's my biggest pet peeve. You know, it's like a multi level marketing deal with some of these coaching companies, you know. Now you.

Well, yeah, I mean we get, you know, we get all these, you know, agents with, you know, the big, big franchise. Oh, I've been coached and you know, and then I hire for. I've got four of them from one of the bigger companies and I don't even know how to tie their shoe. I'm like, what have you, like, what have you been doing for like, really? And like, no wonder you haven't sold any houses in two years. Like, and you've paid in this money to your company, your negative fifteen hundred dollars. And I'm like, they're like, wow. And they come here and they're just blown away, like, oh my God, like they're on teams. And I just, I'm like, what are you guys being taught? You know, And I tell them I coach and I just pass what I learn on to you guys. You know, I'm not creating some of this stuff, you know.

Yeah. Let me ask you, who would you recommend real estate B school to and why.

I would work anybody that's looking to, you know, really grow a business and like in you not be, you know, a slave to showing houses your whole life and just if, you know, again, I like to work. So I mean, I know my goal is to eventually build it to where I'm, you know, I have it to where the team's doing it. But right now I just have really no, no desire to step out because I tried doing it at one point too soon and it was a huge mistake. So don't try too soon. Do it slowly. Build it up. Make, you know, and just anybody that's really, really is driven, that really wants to start a team, a business or, you know, doesn't want to work for anybody else anymore.

Yeah.

You know.

Yeah. I appreciate you sharing. There's so much wisdom in everything that you shared. I could talk to you for another hour and I know I want to, want to sort of keep this short for the benefit of the listeners as well. You know, I'll say if you're listening to this or watching this, if you're at the point in your business where you just relate to the story where, you know, I think it's going to be hard either way, selling 40 to 50 homes a year for 20 years in a row is really hard. And building a business going from 40 to 200 sides is really hard. And if you, it's really not.

Once you've done it though, it's so weird because now that I think about how easy it was if I just kept it simple, like, seriously, make the calls. Just come in every day and do what you need to do and don't be watched, like go all over the place. Like, I have friends that like friends in the business. Like, oh, I'm going to this event, I'm going here, I got to go to this one. I'm like, why? Like they're going to teach you all the same stuff. You just, that's time that you could be on the phone or like doing deals. Like, I just don't get it. Follow one person that's doing it and stick with it and that's. And it's super. I mean it's, it really is easy if you just make the calls, learn your scripts and just talk to people. I mean, it's in, it's in. The phone's free. It doesn't, it doesn't cost you anything.

There's only three or four things to measure too. Right. You know, it's a same metrics for everybody. So most said it the best. I'm not going to repeat them. You know, if that's you where you just want to make this shift from top agent to business owner or you already have a team but it's not set up the right way and it's not giving you the freedom that you want it to give you. The only thing I can offer you is a conversation about your business. So just go to realestatebschool.com there's a link on there just to apply for our pilot program which is a free 30 day look at real estate B school. So if that's you, get over to realestatebschool.com, mo, I appreciate you and I'm looking forward. I know your goal. I think you said, is it 240 this coming year?

250. 250 this year, yeah.

So that's awesome. So we'll definitely hold you accountable to that and we'll do everything we can to get you there. So much love and respect, Mo, I appreciate your time. We'll talk to you soon.

See you later. Bye.