How Brett Kelly's Business Thrives Even When He's Not There

I've always been a huge proponent of coaching. I started real estate in 2007 and basically went broke. I mean, it sucked. Not very many closings. I really didn't. I mean I liked working with clients and I liked the business in general, but I didn't like how hard it was. I mean it was a difficult business. It required a lot of your time and getting started sucked. So I was in real estate for I think for two years and then I actually bought into a partnership part of the brokerage with two partners. In 2013, my partner and I separated. We both went our own way. I started my own brokerage. 14 of the agents came with me. They had the kind of the typical mindset of a normal real estate agent and the team mentality wasn't there. And that's what I've always wanted to have. All the coaches I've worked with and all the people that I've seen really successful, they have a team approach. It's just, it's good for. It's good for everybody. It's good for the agents, it's good for the brokerage. Everybody wins in the team approach. So it didn't work. And I had a lot of issues with staffing. Not so much transaction coordinators or receptionists or anything like that, marketing coordinators. It was all just the agents. So 2013, when I started with Lars, I believe I had myself and two other agents. I was a listing specialist and I had two buyer specialists. Basically one of them was my brother in law who's awesome. And one of them is another great guy, his name's Austin. But anyway, the main thing was with Lars is he got me going straight on a system to find new buyers agents and get our buyers business producing like the listing side was. So I was pretty good at listing properties. I mean that was my specialty and that's what I like to do. But the buyer side was we weren't making any money. We literally weren't making any money with it. So just didn't work. Lars got me going the first step and that's what I like best about Lars Website and the way everything is set up is it's step by step. You get your buyer system in place. Everything is methodically thought through. And Lars is big. This is my opinion of Lars is he's really big on not spending money unless you get a return. I have not found a coach yet that is that big on that. Most of the coaches are try this, try that. And they either haven't tried them themselves or they're Going to have you be their guinea pig to find out if it works for them. I love that about Lars, the fact that he's spot on. So fast Forwarding now from 2013 when I started working with Lars. I've got six buyer specialists. Two of the three have closed over a million already this year. And we're March 5th today. I believe it is something like that. Two of the three, two of the six have closed over a million. Two of them have only been licensed for a little over a couple months. And one of them is at 850,000. So he'll break a million here next week. And our average purchase per, our average price point is 200,000. So we're not a million dollar market. It's not like they've got one closing. It works. I mean, as buyers, things work. We track them, we train them, and they're doing awesome. One thing that I really like is I'm out of the sales part of it now. My brother in law, who I talked about earlier, is doing the listings and we have their six buyer specialists doing the buyers. And I had emergency back surgery not even three weeks ago, just over two weeks ago. And I was in pain for two months before that. I literally couldn't do anything. So prior to Lars and prior to those systems that he showed us, I'd have been a train wreck. Nobody would have been doing the listing stuff. So it's been a godsend. People are actually running the business, not me. It's not dependent on me. And the last three months between the injury and the actual surgery has proven that. You know, we actually have a business that operates basically without me. I mean, they really did run the company for two and a half or three months while I was down. So that's incredible. It's a completely different feeling in the morning when you get out of bed. So you can go do it because you want to, not because you have to. So. And we're, I mean, I'd say we're 20% through LARS systems. So we still have a huge amount of stuff to get into. And it's very methodical. It's step by step. And I've worked with a lot of coaches. I've never seen a coach that is so spot on with step by step and systems and procedures to grow your business. I think it would work for anybody, whether they're a solo agent or even a team that's operating successfully. You're going to grow. It's impossible that you aren't going to grow.

Okay, you mentioned your production, right? Now, how does that compare to before? Before you reached out to Lars?

Right. Okay. So the first year in business, 2013, where I actually owned my own company and actually separated from the partner was. It wasn't me. We did 139 transactions. Last year we did 165. And this year, basically, one of the things Lars taught us to do was take your MLS volume and break it down per month to show how much of the volume in your MLS is done per month. We projected forward with that off. What our agents are doing now, we have very new agents. We have no experience on our team. The longest buyer specialist we have was with us last July. So none of these buyer specialists have been with us for even a year yet. So projecting the last two months, we will close 210 buy sides. And if we don't do any more listings, which we're going to, because our numbers are way up, we will close 75 listings. So if all holds, we will break the 300 mark. My goal is 250, and I think we're going to blow that out of the water. My ultimate goal is 300. And you got to remember, I'm in Kalispell, Montana. So, I mean, it's not that big. I mean, there's not many people up here. I'm sure most of people are going to be watching this video, have no clue where the heck that's at. So there are 700 agents in our marketplace, or considering our size, the amount of agents we have and what we're doing, we're dominating. I mean, period, paragraph. So I can't wait to see what the end of 2015 looks like. But we should easily clear 200 transactions, and I think we'll be closer to 250.

Okay, so you mentioned a few things that you felt were weaknesses in your business, or at least things to work on. When you reached out to him, did he notice anything that you didn't expect that you started to implement right away?

Yeah, he did. I mean, he called us out on a lot of things. And that's what I like is, you know, he's going to tell you the way it is, not what you want to hear. So then that's what I like in a coach. So one of the big things was our tracking sucked. He was huge on tracking, and we don't have all of his tracking things in place yet, but we have a lot of them. And it's totally a game changer. Our agents didn't respect our leads. He's got a lead management policy in place And I think that was probably the biggest thing that we've gotten at this point is how to talk to your leads, how to communicate with them. And everybody knows. Everybody knows rules, so there's no question that way. So, yeah, and he had to stop doing a few things that were wasting money, too. I mean, our actual spend per month has went down more than what Lars costs. So basically, Lars for us is free at this point. So he's not free. We're paying him. But for what we pay Lars, he has saved more than that in our expenses every month.

Okay. Okay. So how is Lars's company.