Britany Boatwright: Training Her Replacement Agents Mid-Chemo to Scale Max House Past $100M

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Now let's get into today's conversation.
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Hey there and welcome back to another exciting episode of Undercontract.
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Today's guest is Brittany Boatwright.
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She's the founder and CEO of Max House, which is a real estate team serving uh Knoxville and Nashville in Tennessee.
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Which I'm gonna stop you there real quick.
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This is uh an extra special uh interview for me for two reasons.
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One, so one thing you don't see, which Brittany you'll see after uh we we stopped this interview, is I I ask one question to guests off camera, which is like, who is a total badass that I should interview?
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Um, because if I really vibe with a person I really like, I'm like, I want to meet more people like them.
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And so we've had some referral guests on here, and they're always fantastic.
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Um but Brittany's a first.
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Brittany is a two-time referral.
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I have had two guests recommend her, uh, Kyle Trnetsky and Grant Johnson, who I both love.
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Oh my gosh.
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Amazing, amazing entrepreneurs, uh, real estate minds.
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I two of my favorite guests.
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So they both said Brittany, and I was like, I gotta talk to her.
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And then they were like, Yeah, she's from Knoxville, Tennessee.
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And I said, What?
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So Knoxville, Tennessee is my hometown.
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Uh, I love it always be home.
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I I was just there, I spent the month of September there, going to about three football games, and so it was uh I was like, I am so excited about this particular uh interview, probably more than any.
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So uh Britney, I'm I'm about 70 episodes in, and this this might be number one.
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So you've got big, big expectations here.
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Uh, and uh you know, Britney is amazing.
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I've I've been um uh following her, and her energy is just incredible.
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And you know, she got into real estate in 2017, and in 2025, correct me if I'm wrong, I think Max House closed more than a hundred million dollars in sales.
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Um so you're one of the top mega teams in Tennessee.
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But what makes Britney's story especially interesting isn't just the production, she's had to learn how to build a business that could grow beyond her, including rebuilding her team nearly from the ground up and navigating one of the most difficult periods of her life while undergoing breast cancer treatment.
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So today I want to dig into how she built Max House, what she had to change along the way, and what she's learned about creating a real estate business that can truly scale.
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Brittany, thank you so much for being on here.
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Well, Tim, thank you so much.
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That was a hell of an introduction.
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I'm like, man, I gotta live up to this now.
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I've already taken, look, where'd my shot go?
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I took my magic mind.
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So hopefully I'm about to be like with all the zingers because you you hyped me up a little bit too much there, buddy.
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Thank you.
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No worries.
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No worries.
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All right, so take me back to the beginning.
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You got into real estate in 2017, yeah, and obviously you built a pretty remarkable business in less than a decade.
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So, you know, when you started real estate, what did you think you were building, or was it just like I I need to make money, or what was your mindset getting in real estate?
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And let's talk about how we got to where we are now.
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Yeah, so let's go back to 2017.
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You know, um I want to try to wrap this up with mentioning proximity changes everything because when I think back to 2017, that's what changed the most for me.
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I had um, you know, I came to the University of Tennessee.
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That's why I came to Knoxville in 2008.
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Um, go volse will never leave here.
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This is home, sweet home to me as well, Tim.
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But um I fell into a friend group when I finished college, and the the the clo the person I was closest to, her and I were working at an insurance company at the time, and she was going to be um an agent.
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And I said, Well, that's wonderful.
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I'll do that too.
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Um, my initial career path post-college was to become a teacher.
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I did that for about 18 months in the after school program.
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And Tim, I cried every day and I ate a number two from Wendy's every single freaking day because I was depressed and sad and broke.
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So um, when the opportunity came along to be um an intern for this insurance company, I was like, why not try business?
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Something I never thought I would do.
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And I will never forget what my first boss told me, Ryan Nichols.
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He was like, B, he paid football for Marshall.
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So big sports guy.
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I loved it.
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He was like, B, um, I he's like, when I meet people I know, they are the cream of the crop.
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And he's like, no matter what you do, you'll always rise.
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And he instilled that belief in me at, you know, at the age of 24, where I felt kind of like lost.
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You know, I went to school to do one thing and I hated it.
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And I said, you know, why not give business a shot?
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And I quickly became really great at the product of life insurance.
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I love life insurance.
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Most people don't, but I'm like, everybody legit needs it.
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It's a hundred percent chance you're gonna die.
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Uh so I went down the agency path, um, did really well.
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Actually, the the sales director from our territory still calls me to this day.
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He's like, Are you sure?
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Like, um, but I decided to pivot from insurance when I would get the calls of my home and auto went up.
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Can you help me?
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And I'm like, it's a mutual if I don't care about your home and auto insurance growing up.
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I can't help you with that.
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I only wanted to sell life insurance.
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And then I got boxed into a cubicle with 10 no walls.
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And I was like, uh, this is not for me.
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I need to be more client-facing.
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I want to get out of the office.
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Um, and the spark for real estate started because I actually, uh, six months before I was about to apply for my state's, I was not gonna say the company anyway, my state farm internship.
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Um, I decided to go on a journey buying my first house.
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The only person in my family, my cousins to do it, only one other aunt had ever bought a house.
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And she bought in like 2000, the rates were like stupid, 12, 13%, right?
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Um, so I said, I'll figure it out.
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And I had to work on some credit stuff.
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I had surprised fraud on my account.
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Um, I had to get some income stuff lined up.
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My lender really took me down a six-month path to get me qualified at the beginning of 2017 to buy a house.
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So I bought my first home as a single woman in 2017, um, February.
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My family were all like, you can't do it, it'll cost so much money.
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Well, I figured out the right loan type, thanks to my lender.
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I got money back at the closing table.
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It was a recently flipped house.
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Tim, I think I told you five minutes from downtown, and I could hear when football when Tennessee scored a touchdown.
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Like, that's that's a great spot to be in.
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Yeah, it's I mean, I ended up selling that thing.
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I used it as an Airbnb uh before I sold it, but it it was a moneymaker for sure.
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But that in reading Rich Dad, poor dad, which I know a lot of folks do, really like I was like, I have to get off this handster real of life, and I want to take, you know, building um wealth and breaking foundation, you know, um generational purposes into my own hands.
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So I decided I got a mortgage, I got my startup ends, I got student loans, I'm gonna go and be unemployed uh and just become a real estate agent.
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My mom was pissed.
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She was like, Are you crazy?
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You're the first person to graduate from college in the family, you're gonna go and not have a career.
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I was like, real estate is a career, mom.
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What do you mean?
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Um, so I had no idea at the time I found an Indeed ad, but I it's so funny how God works.
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I applied for the number one team here in Knoxville, had no idea they were a team.
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I thought they were a brokerage, did not know.
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Um, and in my first six months, I actually sold 36 units on that team as a buyer's account.
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Yeah.
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And it uh it goes back to I can talk to people.
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I can, you know, when you find out somebody's motivation and their why and you connect it to just serving them, it's so easy.
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You know, I'm never selling anybody anything.
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If anything, I'm just telling them how the process will work when you work with Brittany and hire me as your agent.
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I love it.
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I gotta ask though, like, totally agree with that mindset, but six months, 36 transactions.
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Like, how did you get in front of that many human beings that would transact that quickly?
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I mean, it's I I gotta figure out the math on this one.
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You know, Tim, not to be braggadocious.
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My first 10 days, dead ass, my first 10 days in real estate, I had two people in the contract.
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I had no idea what I was doing.
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I'm sure you didn't.
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The thing is, I have no fear about certain things.
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I'm like, you know, if you tell me to do this first and then this comes next, I'm gonna focus on getting really good at this.
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I think a lot of agents struggle because they want to see the whole picture.
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Meanwhile, I'm like, I'm just gonna shoot my shot and then go do it over.
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I played sports also growing up.
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And so it's like I wasn't good at free throws in middle school.
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And what did my coach have me do?
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Coach Bray had us freaking, oh my god, even if we won the freaking game, Tim.
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Coach Bray, I remember she took us to see Coach Carter one time, and then we thought, oh, we had so much fun in the movie theater, we acted up.
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She brought her ass back to the gym and she was like, Y'all doing sprint drills now because you didn't act right and you embarrassed me at the movie theater.
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So for me, that's kind of been ingrained in me.
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Like, if something's not perfect, get this right, become an absolute dog at this, and then move on to the next step.
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You know, I find so many real estate agents throw spaghetti at the wall, expecting it all to stick.
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And I'm like, guys, become a savage at one thing before you move on to the next.
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That's how you like get really good.
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Um, but a lot of folks don't like the boring repetition of it.
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So, Tim, if you were to ask Brittany, what did you do every single day?
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State Farm had already trained me.
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If I didn't have an appointment, um, you know, a buyer consultation, I was at my desk from nine to five calling from the database.
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I had already loved the phones.
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You know, in my first career, I told myself, nobody had to tell me because I made a small base pay of like 24,000 and everything else was commissioned.
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I told myself, B, you do not leave your desk.
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You can't have lunch until you make a hundred dials before lunch.
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And so I would not allow myself to go to lunch until I made a hundred dials.
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No matter the conversation, I just need to put in enough reps every single day to get really good at it.
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So that's what I did.
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I made the dials every single day.
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I love this.
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Well, first of all, I'm a numbers guy.
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So I love the idea of just like, okay, 100 dials.
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There, it's not, it's not ambiguous.
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It's not, you know, do I do 101?
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Do I do 90?
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I just I gotta do 100 dials before.
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And I think people they complicate success.
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And a lot of times it's just doing a hundred dials, right?
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And uh what I also love is I love hearing people's journey because it's interesting all the experiences and people they meet that really add up to where Brittany is right now.
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You know, you mentioned your old basketball coach, you know, you got the state farm job, which, you know, you sound like you had a really positive uh outlook on that job.
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But the truth is a lot of people are doing things right now like, this isn't it.
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And I'm like, yeah, it probably isn't, but you know what?
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You're gonna look back in five to ten years and you're gonna say, God, I'm really glad I got on the phone for State Farm.
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Uh, you know, it just and that's one thing I always remind myself is like we're part we're in part of the journey.
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Sometimes I don't love where I'm at, but I know it's part of the journey, I know it's gonna serve me, and so I I love hearing uh about your journey.
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So I let me ask you this was there we're gonna fast forward a little bit.
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Um, and this might this may have to do with you know some of the health challenges that you faced, but was there a specific point when you realized you didn't want to just become a great individual agent that you wanted to build a business that could grow beyond you?
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Absolutely.
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So I'm remembering I started to talk off saying proximity is something when I wrap this all, and I hope everybody takes from this talk.
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Um, when I started, when I was going to go and start being an agent, I had friends, right?
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The friend that brought me into State Farm and their partner say, Are you crazy?
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Like, insurance is a given thing.
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You're gonna have residual income from those policies, renewal periods, state.
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Like, I would not bet on having a career in real estate.
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We don't know anybody that's ever done that.
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Well, remember, Tim, my family had known nobody that has ever gone to college and graduated.
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My cousins had known nobody else and told me that bought a house.
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And so I had to change my friend group and remove myself from those people.
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So when I was on my team, I started on the one team for about two and a half years.
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I got really good at that, became the lead buyer agent, and then I was allowed to list properties.
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Well, I got recruited to another team with higher splits, right?
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On that team for nine months.
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And I said, wait a minute, you know, looking at how both the teams do business, they were very different, by the way.
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One had leadership that was like micromanaging, the other one was very laz affaire.
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And so I was like, there is a good median here that can provide a playbook for agents that make it, you know, equitable for both the agent and the team leader.
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Um, I want to dig into that, but first I said, I'm going to go and do this solo.
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So, Tim, I started as a solo agent in April of 2020.
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My husband was actually deployed.
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He got back a week later, then the world shut down because of COVID.
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It was wild, as we all remember.
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Uh so we were deemed essential and real estate took off in Knoxville.
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It was, it was crazy.
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Uh, so we went through all of 2020, had the best year of the time ever in the business for me as a solo agent.
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I said, this is awesome.
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And well, we were going to, we got married um in 2020.
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My husband said, you know, real estate is great, it's giving you some money, but I need you to take a nine to five.
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So I went into leadership at one of the biggest companies here as a director of growth.
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So my job was to recruit, bring in agents, work with the messy middle, right?
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That they call them.
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Um, nine months into that job, I figured I'm talking to top team leaders.
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I'm seeing their agents still struggle.
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There's a gap here.
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I left leadership and said, I can build a team and do it better than all these team leaders here.
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So I decided I want to go on a mission to empower lives because the promise I was selling in those recruiting interviews was not happening at the franchise level.
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I saw agents come in and the training calendar was scattered.
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There was no proven playbook taking them again step by step to make them dogs at one thing before we throw the whole damn book at them.
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And so I said, I'm just gonna start a team and I'll show y'all.
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And within, so I started my real estate team.
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So funny.
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Um, I started my team in June of 21, found that I was pregnant July uh 7th, a month after starting my team.
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I said, Well, guess it's gonna expedite everything.
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I got to get my systems in process.
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I already had two salespeople.
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And but the boatright group, my team at the time, was going from there.
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And within, again, six months.
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I love that number.
00:14:57.360 --> 00:15:03.679
Six months, we were a quadruple gold team, one of the top producing teams at that franchise as well.
00:15:04.240 --> 00:15:14.480
Because there should be systems that you follow, you make everything else easier for your salespeople, and you allow the ops team to run the background, and it's like a money printer.
00:15:15.440 --> 00:15:16.159
Unbelievable.
00:15:16.240 --> 00:15:19.759
You know, I I'm noticing a pattern by the way, which is very impressive with you.
00:15:19.840 --> 00:15:40.639
Uh, not just the six months thing, but um, you know, you started you kind of established in 2020 you were gonna go out for this thing, and then COVID hit, and you still did your thing, then you were like made this decision, and then you got pregnant, uh, which would be another excuse for you to just kick your feet up for nine months to uh plus.
00:15:40.879 --> 00:15:47.759
Uh, but you you actually turn into like, all right, I gotta get this playbook together, I gotta get the the resources in place.
00:15:48.080 --> 00:15:56.320
Uh, and that's just like uh the I'm I'm seeing a pattern here, and I'm I'm not surprised that you're seeing that actually.
00:15:56.720 --> 00:16:05.120
And what's gonna be interesting is uh checking with you in with you in six months from now, because it seems like uh you make moves uh in in six months, period.
00:16:05.279 --> 00:16:10.399
So now let's talk about the the health challenge that you ran into.
00:16:10.639 --> 00:16:14.000
You've spoken publicly about going through breast cancer treatment.
00:16:14.159 --> 00:16:22.240
If you're comfortable sharing, how did that experience change the way you thought about building a business that wasn't dependent on you?
00:16:22.879 --> 00:16:28.080
Yeah, you know, it's so crazy the way my journey has been.
00:16:28.240 --> 00:16:34.000
Finding out I was pregnant a month after they start deciding to start the team made me put all the systems in place.
00:16:34.159 --> 00:16:37.759
So I think most founders and builders they start with the salespeople, right?
00:16:37.840 --> 00:16:39.840
The salespeople are gonna, they're gonna bring in the revenue.
00:16:39.919 --> 00:16:42.879
We need revenue to stay, you know, in business.
00:16:43.039 --> 00:16:44.399
That's all fine and dandy.
00:16:44.480 --> 00:16:51.840
But finding out I was pregnant, I quickly needed a TC team and I needed a director of operations who could keep the cats in the barrels, right?
00:16:51.919 --> 00:16:56.480
When I couldn't, because I planned in my mind to be on maternity leave for five or six months.
00:16:56.639 --> 00:16:58.080
So the team quickly grew.
00:16:58.240 --> 00:17:04.640
I mean, by the time my son was born, Malcolm, in March, I had 13 agents on the team.
00:17:04.799 --> 00:17:08.000
Um, a lot of them natural attraction, follow me on social media.
00:17:08.160 --> 00:17:11.039
I had a director of sales and a director of operations.
00:17:11.119 --> 00:17:14.480
Um, I trained someone else who become my lead listing agent.
00:17:14.640 --> 00:17:16.240
Another agent was a lead buyer agent.
00:17:16.319 --> 00:17:17.680
So mentoring those new agents.
00:17:17.759 --> 00:17:23.039
I had all these silos of folks that I empowered because I knew that I was not going to be able to be there, right?
00:17:23.200 --> 00:17:27.200
That taught me the lesson that I didn't know I was gonna end up needing.
00:17:27.279 --> 00:17:28.960
So Malcolm was born in March.
00:17:29.119 --> 00:17:33.599
Um, Malcolm's kick is uh is how I found my breast cancer when he was almost six months.
00:17:33.680 --> 00:17:34.559
He kicked me.
00:17:34.880 --> 00:17:45.440
And um that created um appointments, confirmation, and we actually were pivoting from the boat right group to opening up my own franchise.
00:17:45.519 --> 00:17:51.680
So I was going to open up my own company um September 30th, and I got diagnosed September 8th.
00:17:52.000 --> 00:17:54.559
I remember going back to Proximity Tim.
00:17:54.799 --> 00:17:55.759
It's so wild.
00:17:55.920 --> 00:17:59.119
I've always had a coach my entire life, going back to Coach Bray.
00:17:59.200 --> 00:18:04.559
When I started my team, I had Coach Donna, and then I had a coach at the time, um, Brindley.
00:18:04.720 --> 00:18:10.000
And I get to the office where I'm about to say, Hey, you know, I'm not going to pursue this.
00:18:10.160 --> 00:18:12.000
I need to go pack up and do treatment.
00:18:12.079 --> 00:18:15.519
And Brindley calls me, not on the day I'm supposed to have my call with her.
00:18:15.759 --> 00:18:16.640
It was wild.
00:18:16.799 --> 00:18:21.519
I'm getting out the car after I just learned how big my tumor was, and she calls.
00:18:21.599 --> 00:18:23.519
She's like, hey, um, this is weird.
00:18:23.680 --> 00:18:25.519
I just had the notion to call you.
00:18:25.599 --> 00:18:27.200
You were laid on my heart and my mind.
00:18:27.359 --> 00:18:33.440
And I'm like, this is wild, Brindley, because I'm literally about to walk into this office and tell them I'm not moving forward with the grand opening in three weeks.
00:18:33.680 --> 00:18:34.720
And I told her why.
00:18:34.799 --> 00:18:37.680
And she said, Hold the line, proximity.
00:18:37.920 --> 00:18:45.680
I know someone down in Florida who is a big OP with KW who had just gone through treatment, and I'm sure she will talk to you.
00:18:45.839 --> 00:18:48.000
Well, lo and behold, this is a Thursday.
00:18:48.079 --> 00:18:53.039
I'm on the phone with the badass down in Florida, and she's telling me what she did.
00:18:53.200 --> 00:18:57.200
She told me how she got through treatment, which how she empowered her team.
00:18:57.519 --> 00:19:04.960
And I had already known what to do because Malcolm prepared me going through, you know, um my maternity leave.
00:19:05.119 --> 00:19:10.480
And so for most founders, I think that we we want everything to be in our hands.
00:19:10.559 --> 00:19:11.279
We want to be in control.
00:19:11.359 --> 00:19:12.480
We have to be in the middle of everything.
00:19:12.559 --> 00:19:13.920
Every decision needs to run through us.
00:19:14.079 --> 00:19:18.960
Instead, we really need to release everything, and we'll find that our companies grow much faster.
00:19:19.119 --> 00:19:23.440
So, you know, that advice was pick two salespeople to replace your production because that has to happen.
00:19:23.519 --> 00:19:25.200
The market had just shifted in 2022.
00:19:25.359 --> 00:19:26.960
Rate 10 went up overnight.
00:19:27.119 --> 00:19:28.480
Um, so I did that.
00:19:28.720 --> 00:19:30.640
I already have my ops person in place.
00:19:30.720 --> 00:19:31.839
I have my salesperson.
00:19:32.319 --> 00:19:39.039
They trained those other agents that, you know, they may make it, they may not, because most agents think, or join the team, I'll succeed.
00:19:39.119 --> 00:19:40.960
No, it's still the 80-20 rule, baby.
00:19:41.039 --> 00:19:47.200
Like you're not guaranteed because most of y'all still won't do your job, even with all the resources at your freaking fingertips.
00:19:47.279 --> 00:19:48.960
It drives me insane anyway.
00:19:49.119 --> 00:19:56.319
So I picked two and I picked the two best ones because Chase ended up being my number one agent four years in a row now, six figures his first year.
00:19:56.480 --> 00:19:59.599
The other person I chose, she now has her own team.
00:20:00.160 --> 00:20:02.240
So those two replaced my production.
00:20:02.319 --> 00:20:11.920
Um, so when I would have chemo on a Thursday, every other Thursday, I would train them on Friday when I was pumped full of steroids and they could run the place the rest of the week without me.
00:20:12.079 --> 00:20:13.359
I took them step by step.
00:20:13.440 --> 00:20:16.079
We legit would go to Chase's house and do this.
00:20:16.400 --> 00:20:21.279
I'll walk into my listing presentation, record this, everything I say word for word, don't be a tweaker.
00:20:21.519 --> 00:20:27.359
People like to love to add shit and change them, like just say, just say it the way I said, I promise you it'll work.
00:20:27.839 --> 00:20:32.240
And I just modeled everything for them and they just did it.
00:20:33.759 --> 00:20:34.400
I love it.
00:20:34.480 --> 00:20:35.200
That's amazing.
00:20:35.440 --> 00:20:44.160
So as you stepped away from being the producing team leader, what were the hardest things to get out of your own hands?
00:20:45.119 --> 00:20:50.319
Yeah, um, I had to, and Grant, funny enough, I went and visited Grant about two weeks ago.
00:20:50.480 --> 00:21:01.119
He still clocked me on so many things because I now have, oh my gosh, I have a director of ops and director of sales that we are so aligned, so so aligned, and I need them because I have blinders.
00:21:01.279 --> 00:21:06.720
Britney's soxy track is as Britney loves to see the good and potential in every single freaking human.
00:21:06.960 --> 00:21:09.200
I like to say I know this trait, yeah.
00:21:09.279 --> 00:21:10.000
I'm familiar with it.
00:21:10.559 --> 00:21:12.640
And unfortunately, it's not freaking true.
00:21:12.720 --> 00:21:20.160
So I now have two people in leadership aside me, and they're like, B, we gotta be, we gotta watch your blind spots because you don't see them sometimes, girl.
00:21:20.319 --> 00:21:23.599
Because I like to call myself, I'm blissful, blissfully ignorant.
00:21:23.759 --> 00:21:25.839
I don't watch the news, I don't care.
00:21:26.079 --> 00:21:35.759
Everything, everything out there is a distraction by the enemy because if he can keep me distracted, I will never feel my God-given purpose and I refuse to be distracted for too long, you know.
00:21:36.000 --> 00:21:37.759
Becoming a mom could have been a distraction.
00:21:37.839 --> 00:21:39.119
Hell no, Malcolm's my why.
00:21:39.200 --> 00:21:41.839
I'm looking over here because I have a big picture of him on my other screen.
00:21:42.000 --> 00:21:45.279
Um, getting cancer could have been like, oh shit, close down shop.
00:21:45.359 --> 00:21:49.359
But I had just watched my mom in an anime go through breast cancer.
00:21:49.519 --> 00:21:53.279
So I already knew the play, I already knew what to expect.
00:21:53.599 --> 00:21:54.000
Yeah.
00:21:54.640 --> 00:22:11.359
Um, and so you know, I I That most team leaders, when they hire people for positions, they do a terrible job at allowing those people to do their jobs, meaning they're not going to do it exactly how Britney wants it done.
00:22:11.440 --> 00:22:14.799
But if they do it 80% right, let them go and let them be free.
00:22:15.039 --> 00:22:18.319
It's the same way that you know my agents don't come to me anymore.
00:22:18.400 --> 00:22:21.440
And this has been the most freeing year yet of me having a team.
00:22:21.599 --> 00:22:23.599
We now have what I call the max mental map.
00:22:23.680 --> 00:22:28.000
And with the max mental map, it says we are solution-oriented is one of our core values, Tim.
00:22:28.240 --> 00:22:32.960
Being solution-oriented means I'm not going to be handicapped and not know how to find the damn answer myself.
00:22:33.119 --> 00:22:37.200
So before I call my director of sales and my team leader, I got to do three things.
00:22:37.359 --> 00:22:42.000
The first thing, drop it in the knowledge base chat, and Slack, team phone, Slack channel.
00:22:42.240 --> 00:22:43.359
See who can answer it.
00:22:43.440 --> 00:22:46.880
Only my elite agents can answer it, not any freaking body.
00:22:47.039 --> 00:22:49.920
If they don't know the answer, then you call director of sales.
00:22:50.000 --> 00:22:53.200
But before you call him, you need to have three solutions of your own.
00:22:53.359 --> 00:22:54.400
Three of your own.
00:22:56.240 --> 00:22:57.519
I think most people want to be fed.
00:22:57.599 --> 00:22:59.359
That's the I won't be answered.
00:22:59.680 --> 00:23:01.279
That's the problem with the world.
00:23:01.680 --> 00:23:02.640
Think for yourself.
00:23:02.720 --> 00:23:05.839
And if you come up with three answers, Shane won't give you his answer.
00:23:05.920 --> 00:23:08.400
He'll pick one of those because then, Tim, what does it give you?
00:23:08.559 --> 00:23:10.960
It it tells the agent, I knew all along.
00:23:11.200 --> 00:23:12.960
Man, I'm smart, I'm growing.
00:23:13.119 --> 00:23:17.599
But if he has to save you every time, you're going to expect him to save you every single time.
00:23:17.839 --> 00:23:21.680
And now he stopped that from the agents don't call me as much.
00:23:21.759 --> 00:23:26.160
They are now much more empowered, they're gaining confidence and they're thinking for themselves.
00:23:26.480 --> 00:23:31.279
So team leaders and founders need to put guardwells in place and boundaries.
00:23:31.440 --> 00:23:32.559
Most people don't have boundaries.
00:23:32.640 --> 00:23:42.000
They want to feel like they uh most ape, most team leaders feel like if they have to call my phone and they need me and I'm useful, then I have value.
00:23:42.160 --> 00:23:44.400
That's not your value as a team leader.
00:23:44.559 --> 00:23:54.960
Your value is being the forward-thinking person, laying out the mission, allowing your leadership team to live out that play while you continue to provide resources and opportunities to your team.
00:23:55.279 --> 00:23:56.480
Two different things.
00:23:56.799 --> 00:23:57.200
Yes.
00:23:57.359 --> 00:23:58.559
No, I love that distinction.
00:23:58.640 --> 00:23:59.279
No, that's great.
00:23:59.359 --> 00:24:00.240
That's fantastic.
00:24:00.400 --> 00:24:02.640
I want to shift gears for just a second.
00:24:02.880 --> 00:24:07.599
Um uh let's I want to talk about lead generation and numbers and whatnot.
00:24:07.759 --> 00:24:09.440
This is where I really geek out, by the way.
00:24:09.599 --> 00:24:17.200
Um, but so when you look at Max House today, what numbers are are telling you that the business is healthy?
00:24:17.279 --> 00:24:19.279
What are you looking at on a daily basis?
00:24:19.440 --> 00:24:23.759
I'm just curious, uh, you know, the KPIs that are important to Britney.
00:24:24.000 --> 00:24:25.039
Oh, daily basis.
00:24:25.200 --> 00:24:27.920
You mean like four, five, six, seven times a day, even at night?
00:24:29.039 --> 00:24:32.240
Okay, well, I'm glad you illustrated that, yes, because I'm the same way.
00:24:32.400 --> 00:24:36.160
So um, yes, let's talk about every other hour, uh at least.
00:24:36.240 --> 00:24:38.160
Uh, what are you looking at?
00:24:38.240 --> 00:24:42.319
And what are what's what are what's what numbers are you looking to hit?
00:24:42.480 --> 00:24:45.440
I just love to hear kind of your your mentality around the numbers.
00:24:45.759 --> 00:24:51.200
Yeah, for me, we really do watch um conversations had week over week.
00:24:51.440 --> 00:24:54.559
We watch um appointments, our agents went on.
00:24:54.720 --> 00:24:56.160
I am a nerd also, Tim.
00:24:56.240 --> 00:24:57.279
I'm a very closet nerd.
00:24:57.359 --> 00:24:58.559
My team notices about me.
00:24:58.720 --> 00:25:04.240
I built several AI systems because you know, people love to sell SaaS to us, and I'm just like, hmm, that's interesting.
00:25:04.319 --> 00:25:07.119
With AI, I can build every damn thing myself.
00:25:07.759 --> 00:25:13.440
So I went and built a tracker, it's Max House Transactions tracker, but it's my financial model too.
00:25:13.519 --> 00:25:22.480
So it literally will show me how many deals I have pending, how many active listings, listings pending versus buyer pendings, up and down based on 2024, 25, 26.
00:25:22.559 --> 00:25:23.759
I look for the green arrow.
00:25:23.920 --> 00:25:26.559
Anytime we're down a month, I'm like, what the hell happened?
00:25:26.799 --> 00:25:32.160
And now I trade the tracker so well, it'll tell me like last month we went down.
00:25:32.319 --> 00:25:38.319
So my my floor now, I remember telling my team last year the floor to get to is 10 million.
00:25:38.400 --> 00:25:39.279
And we hit that.
00:25:39.359 --> 00:25:41.279
Like this was last August before a mastermind.
00:25:41.359 --> 00:25:45.839
I said, our new floor has to be 10 million to be profitable, guaranteed every single month.
00:25:46.079 --> 00:25:51.839
We hit that floor in April of this year, and we had been hitting it consistently until September.
00:25:52.000 --> 00:25:53.680
We dropped to like 8.9.
00:25:53.839 --> 00:25:55.200
And I'm like, what the hell happened?
00:25:55.279 --> 00:26:00.480
Well, the tracker knew the tracker was like, hey, your listing slipped, your conversation slipped last month.
00:26:00.559 --> 00:26:04.640
And I'm like, okay, what do you think we're talking about for the next 90 days?
00:26:04.880 --> 00:26:07.279
Have five conversations a day to keep the broke away.
00:26:07.359 --> 00:26:08.480
I have a saying for everything.
00:26:08.640 --> 00:26:09.279
I love it.
00:26:09.440 --> 00:26:12.559
And so the agents know we're not trained to nothing else.
00:26:12.640 --> 00:26:13.519
Don't distract me.
00:26:13.599 --> 00:26:14.880
I'm not talking about listings.
00:26:14.960 --> 00:26:15.680
I don't care.
00:26:15.920 --> 00:26:18.720
We're in a shifted market here where buyers have the advantage.
00:26:18.799 --> 00:26:29.039
So we're talking about talking to more buyers, how to educate them on how to, you know, get a more affordable um monthly payment, not to worry about the interest rate scaring them, all those things.
00:26:29.279 --> 00:26:30.960
Um, we we watched that.
00:26:31.119 --> 00:26:37.279
We also saw, interestingly enough, because I do invest heavily, I started in lead generation, like on a lead gen two team.
00:26:37.440 --> 00:26:43.599
So I look at where our leads are coming from and how many came in over the last month.
00:26:43.759 --> 00:26:46.720
One of my lead partners, they had a big change in their company.
00:26:46.799 --> 00:26:49.119
So their lead volume went down last month.
00:26:49.359 --> 00:26:54.079
And I was like, that's probably because we run a money time pond system inside of our CRM.
00:26:54.160 --> 00:26:58.559
And I'm like, that's probably one cost because agents love the new stuff.
00:26:58.720 --> 00:27:00.480
They love the new stuff, they hate to nurture.
00:27:00.799 --> 00:27:02.400
It's a thing, it's wild.
00:27:03.279 --> 00:27:04.799
So these are the things I'm watching.
00:27:04.880 --> 00:27:06.559
Okay, conversations, appointments.
00:27:06.640 --> 00:27:08.480
It's so funny how those are all correlated.
00:27:08.559 --> 00:27:10.319
And um, yeah, we slipped up.
00:27:10.400 --> 00:27:14.240
So not a terrible month by any means, but I always want to have that floor.
00:27:14.319 --> 00:27:15.920
And 10 million is my new floor.
00:27:16.000 --> 00:27:18.559
So when I don't hit it, I don't care how much profit I'm making.
00:27:18.640 --> 00:27:20.799
I'm damn mad I didn't hit the floor.
00:27:21.119 --> 00:27:21.680
I love that.
00:27:21.759 --> 00:27:22.480
No, I love that.
00:27:22.559 --> 00:27:29.680
Well, and you know, is there anything that you're doing differently in October to make sure that you hit that floor?
00:27:29.839 --> 00:27:31.200
Um Yeah.
00:27:31.680 --> 00:27:32.640
Yes, we are.
00:27:32.799 --> 00:27:37.680
So one thing I told my team yesterday is that I failed them, and team leaders hear me.
00:27:37.759 --> 00:27:50.799
Anytime there's a problem within your organization, you have to take extreme responsibility for it because either you got distracted, there's a shiny new object, um, you did not give extreme clarity to your leadership team beside you and your agents, so you failed them.
00:27:50.880 --> 00:27:51.839
Sorry to tell you that.
00:27:52.160 --> 00:27:57.920
And what I love the week prior to to yesterday, my director of sales fell on a sword.
00:27:58.160 --> 00:28:03.519
He was like, you know, it's so easy to become complacent when you're winning, and we were still winning.
00:28:03.599 --> 00:28:08.400
I mean, Q2, we did$87 million in volume.
00:28:08.799 --> 00:28:09.200
What?
00:28:09.440 --> 00:28:14.720
Where all of 2024, I did 78 million, like craziness.
00:28:14.960 --> 00:28:16.400
And so we were winning.
00:28:16.559 --> 00:28:18.400
We just like we're a custom, we were chilling.
00:28:18.480 --> 00:28:23.920
I was he he stopped doing his accountability, he didn't sweep leads, he wasn't a hard ass on people.
00:28:24.079 --> 00:28:28.240
And I'm like, you give you give them an inch, they take a mile, they take a freaking mile.
00:28:28.480 --> 00:28:32.720
And so last Wednesday, you know, Shane stood up and said, I found y'all.
00:28:32.799 --> 00:28:34.960
We were winning, we got complacent, that's on me.
00:28:35.119 --> 00:28:42.559
And then yesterday, you know, I said, it's one thing to give y'all opportunities and have y'all living abundantly in the CRM.
00:28:42.720 --> 00:28:52.799
But the other thing, going back to what I said earlier, right now y'all get whiplash because I provide so many lead opportunities that you talk to one lead differently than you would another.
00:28:52.960 --> 00:28:57.519
And all these different SaaS companies are training people on how to talk to their different freaking leads.
00:28:57.599 --> 00:28:58.799
And I'm like, how about this?
00:28:58.960 --> 00:29:03.519
Moving forward, we're gonna start having accountability groups, something I stole from Grant Johnson.
00:29:03.920 --> 00:29:06.400
And if you want to be a Zillow agent, great.
00:29:06.640 --> 00:29:09.519
Your accountability group is this time, visit the Metrics Week.
00:29:09.599 --> 00:29:12.000
We want you to opt in because you have to get buy-in.
00:29:12.319 --> 00:29:15.359
Um, when you see a big freaking buffet menu, what do we do?
00:29:15.440 --> 00:29:18.319
We don't eat all the food, we're wasteful.
00:29:18.559 --> 00:29:20.000
Yeah, we're so wasteful.
00:29:20.160 --> 00:29:25.039
But when you know I only have these two things, I'm going to treat these two toys very, very well.
00:29:25.279 --> 00:29:28.000
And then if you know, man, wait, I chose these two things.
00:29:28.079 --> 00:29:32.960
And if I don't live up to the obligation I said before myself, my director of sale is gonna take that toy from me.
00:29:33.039 --> 00:29:34.480
Now I'm only down to one.
00:29:35.519 --> 00:29:40.960
So we were doing a team instead of y'all having access to all 18,000 leads in a database.
00:29:41.119 --> 00:29:42.319
Now you have two.
00:29:42.480 --> 00:29:50.079
Each of y'all get two, and we're gonna make you damn good at two things so that you know how to work with that person from the first phone call to the closing table.
00:29:51.119 --> 00:29:52.960
I think this is a great strategy.
00:29:53.039 --> 00:30:01.440
I love it because I I I have done a lot with leads over the years, and I think giving people too many leads uh can be detrimental.
00:30:01.599 --> 00:30:06.640
And at the end of the day, it's all about return on investment on those leads.
00:30:06.880 --> 00:30:12.960
And you know, if you're giving people dozens of leads, then they're just like, ah, I don't have to work this one too hard.
00:30:13.039 --> 00:30:14.880
And you and it creates a bad habit.
00:30:15.119 --> 00:30:19.519
So at this scale, where does most of the business actually come from today?
00:30:19.599 --> 00:30:21.039
Is it is it new lead generation?
00:30:21.200 --> 00:30:26.480
Is it past clients, referrals, your database, um, or something else?
00:30:27.119 --> 00:30:35.440
Yeah, you know, we are still most of our business, over 50% comes from um sphere of influence and referral.
00:30:35.599 --> 00:30:39.279
So I don't actively work anything I pay for, which is wild.
00:30:39.440 --> 00:30:47.200
I have a business built on um just past clients and they tell friends and family about me, and I a lot of times hand them over to agents on my team.
00:30:47.359 --> 00:30:50.559
I have agents now who've been in the bid business as well, more than three years.
00:30:50.640 --> 00:30:53.200
So they're starting to seeing some repeat business come back as well.
00:30:53.440 --> 00:31:04.799
Uh the other half, like if I look in the data, um like be Google PPC or Easy Home Search leads we invest in, those will take about nine to 12 months to turn over a lot of time.
00:31:04.960 --> 00:31:07.039
Like those internet leads don't turn over as fast.
00:31:07.279 --> 00:31:10.400
We are um a ZH uh Zilla preferred partner too.
00:31:10.640 --> 00:31:12.799
So we have agents who it's so funny.
00:31:12.880 --> 00:31:20.079
I have half my agents love Zillow, only want Zillow, not gonna call, but they convert like a man, when they get in front of somebody, it's a dundee.
00:31:20.160 --> 00:31:26.319
And then the other ones are like, I want to be a hunter myself from cradle to grave, I'll go out and I'll call the easy home search leads.
00:31:26.480 --> 00:31:31.359
And what I find is the agents, it's all about their mindset about the opportunity in front of them.
00:31:31.599 --> 00:31:36.480
Because if an agent thinks the easy home search leads are gonna suck, when they get on the phone, they freaking suck.
00:31:36.880 --> 00:31:42.480
But when we start onboarding new people to the team, we only teach them a certain standard that they want we want them to adopt.
00:31:42.640 --> 00:31:44.880
So we tell them these leads are the bees' knees.
00:31:45.039 --> 00:31:52.640
This pond is the pond you want to be in, you want to earn this opportunity weekly, call and like a savage, and you will get access to what we call the swept pond.
00:31:52.720 --> 00:31:53.680
And guess what?
00:31:53.839 --> 00:31:55.839
They convert in the swept pond.
00:31:55.920 --> 00:32:05.920
And so the people that love Zillow only that complain to me about commissions are, I'm like, I don't know, fucking, you know, oh, I don't know if I can say the F button, but like call okay, perfect.
00:32:06.000 --> 00:32:06.400
Thank you.
00:32:06.559 --> 00:32:09.920
Uh like call the leads in a database, you make more money, but they don't want to.
00:32:10.079 --> 00:32:11.359
So it's a good mix.
00:32:11.440 --> 00:32:12.799
So SOI 50.
00:32:13.119 --> 00:32:29.200
And then the other 25 and 25 is between, you know, old leads that we we we we did, we don't do a great job nurturing, but we have systems in place that catch the you know the consumer they come back onto the websites, and then the other half is really uh Zillow opportunities.
00:32:30.160 --> 00:32:31.119
I love it now.
00:32:31.200 --> 00:32:34.799
When you look, I you hinted at this, but I'm gonna ask this question anyways.
00:32:35.039 --> 00:32:41.279
When you look at growing the business from where it is today, where do you think the biggest opportunity is?
00:32:41.440 --> 00:32:49.440
Is it bringing in more new business or is it getting more out of the opportunities you already have or something entirely different?
00:32:49.759 --> 00:32:52.640
You know, I hired an ISA um this Monday.
00:32:52.720 --> 00:32:54.720
I tried I saw it and he's killing it.
00:32:54.799 --> 00:32:56.480
I saw the post about yeah.
00:32:56.640 --> 00:32:57.920
I only want to say his name.
00:32:58.000 --> 00:33:00.079
I'm like, he added me on as a friend on Facebook this morning.
00:33:00.160 --> 00:33:01.759
I'm like, dude, I'm never gonna tag you in nothing.
00:33:02.000 --> 00:33:02.640
She don't get stolen.
00:33:02.720 --> 00:33:03.279
Like, I ain't tagged.
00:33:03.759 --> 00:33:04.400
Yeah, yeah, yeah, for sure.
00:33:04.799 --> 00:33:06.400
I would have blurred out his picture too.
00:33:06.480 --> 00:33:15.200
But yeah, but he um he he had uh a 14-year career in internet sales for cars and he loved it.
00:33:15.279 --> 00:33:17.119
He tried to be forward-facing for a while.
00:33:17.200 --> 00:33:19.759
He was referred to me by one of my agents who was a dog.
00:33:20.079 --> 00:33:27.839
Sonny is amazing, and he was like, Hey, I overheard a leadership conversation about you needing somebody hit the phones because the agents don't have time to or they don't love and they don't want to.
00:33:28.000 --> 00:33:28.640
I got somebody.
00:33:28.720 --> 00:33:29.839
I was like, Sonny, leave me alone.
00:33:29.920 --> 00:33:33.759
I'm folks, and like for a month later, Sonny like he kept bugging me.
00:33:33.839 --> 00:33:35.680
He's like, I'm gonna put you on a group chat with him.
00:33:35.839 --> 00:33:38.160
And he did, and I'm like, Okay, thank you.
00:33:38.400 --> 00:33:40.880
And so he was like, This guy, he's like, I trained him.
00:33:40.960 --> 00:33:43.519
He did not like closing in person, he could not close in person.
00:33:43.599 --> 00:33:46.000
He's like, and if you make him call in front of the agents, he won't.
00:33:46.079 --> 00:33:49.759
But I promise you, he's an internet sales manager and he teased up business.
00:33:49.920 --> 00:33:58.000
So his first day to the team, he made he had um what I did, I put him on Shiloh, so he role-played our library of calls.
00:33:58.160 --> 00:34:02.079
He did, I said, do 20 of these, knocked him out, fours and fives.
00:34:02.400 --> 00:34:05.680
He doesn't even freaking know about real estate, which is crazy.
00:34:05.920 --> 00:34:08.719
So he did that on Monday, Tuesday, Thursday on the phones.
00:34:08.800 --> 00:34:13.039
Um, he sent seven appointments, bona fide appointments.
00:34:13.199 --> 00:34:21.440
Yesterday was Wednesday, and he said uh 10 more, 17 appointments, his first two days on the phone, no real estate experience.
00:34:21.599 --> 00:34:24.880
So, what I know is that there's gold in our database.
00:34:25.039 --> 00:34:27.920
Our agents just aren't minding it enough.
00:34:28.880 --> 00:34:40.800
Is he I'm curious what what were you doing to uh was he just cold calling them, like just reaching out to the database and just wow, that's uh yeah, yeah.
00:34:41.760 --> 00:34:46.719
Yeah, you know, he wasn't jaded, and this is the same reason why I never wanted to hire experienced agents.
00:34:46.880 --> 00:34:48.159
Oh my god, they're the worst.
00:34:48.239 --> 00:34:49.199
They come with baggage.
00:34:49.360 --> 00:34:52.000
Yeah, Kyle literally said, dang, I said his name.
00:34:52.639 --> 00:35:00.719
He literally said, Um, because one of the agents came to him and was like trying to explain to him about a certain loan type and about a house.
00:35:00.800 --> 00:35:03.440
He said, No, no, no, no, I don't want to know about that.
00:35:03.519 --> 00:35:07.199
He's like, I just want to know about my job, which is to tee up the opportunity for you.
00:35:07.280 --> 00:35:09.679
He's like, I'm gonna uncover their motivation, their timeline.
00:35:09.840 --> 00:35:11.280
I don't care about the house.
00:35:11.440 --> 00:35:12.960
My job is to get them to you.
00:35:13.039 --> 00:35:15.280
I want to be ignorant on what I don't need to know.
00:35:15.360 --> 00:35:17.519
And I'm like, yes, that's exactly right.
00:35:17.920 --> 00:35:24.320
Yeah, that's I like yeah, shout out to to I don't want to say his name either, because maybe people didn't hear it, but no, that's awesome.
00:35:24.480 --> 00:35:25.440
Uh, I love that.
00:35:25.599 --> 00:35:41.679
And yes, I mean, look, I've I've talked to a lot of uh smart, successful team leaders and real estate agents over the last few months, and it seems that uh there's a huge opportunity if people can figure out how to unlock that database.
00:35:41.760 --> 00:35:45.199
Uh, because everybody's getting the new leads, and that's exciting.
00:35:45.360 --> 00:35:52.880
But um, you've got a real asset sitting there, you just need a maybe uh uh killer ISA, uh like you have.
00:35:52.960 --> 00:35:54.079
That's that's amazing.
00:35:54.400 --> 00:36:05.519
Um so you mentioned this earlier, but I I and it sounded like really cool what you built, but I do want to touch on the thing that nobody can ignore, which is AI.
00:36:05.679 --> 00:36:14.000
So um I would love to hear like what's your relationship with AI, maybe some of the things that you uh you're using AI for inside Max House.
00:36:14.159 --> 00:36:20.559
I I know you you built that dashboard uh for yourself, but is there anything else that's going on in Max House with AI?
00:36:20.639 --> 00:36:23.039
And is there anything like you're looking to build?
00:36:23.280 --> 00:36:24.719
How much time do you have?
00:36:24.960 --> 00:36:29.920
Uh well um okay, so I have a relationship with Claude.
00:36:30.079 --> 00:36:38.800
He and I are best friends, and then I have a lover, and it's called Grok, and I have five grok assistants, and they all have their roles and their lanes and they stay in it.
00:36:39.119 --> 00:36:42.480
Maxine, of course, naturally is my head grok bot.
00:36:42.559 --> 00:36:44.159
She's over the ops on that team.
00:36:44.559 --> 00:36:47.920
But inside of Grok, I have Bob, who's my listening coordinator.
00:36:48.079 --> 00:36:52.079
So let me go back to Claude and love, oh my gosh, lovable.
00:36:52.320 --> 00:36:56.400
So I built out the scale like a savage page with lovable, and it is so sexy.
00:36:56.559 --> 00:37:00.239
I built out um my team hub, which is our intranet.
00:37:00.400 --> 00:37:06.079
But 10, that intranet literally, because we want to grow and scale, and we are onboarding people like crazy now.
00:37:06.239 --> 00:37:08.800
Um, that hub has onboarding inside of it.
00:37:08.960 --> 00:37:11.360
So it lays out their first eight weeks of team.
00:37:11.440 --> 00:37:13.119
It has all of our old trainings in it.
00:37:13.199 --> 00:37:14.880
I built an AI version of myself.
00:37:14.960 --> 00:37:19.760
So they want to go and like have a question, and it's midnight or the weekend, they don't want to call Britney.
00:37:19.920 --> 00:37:23.679
Talk to Maxine, the AI bot, and she will answer questions.
00:37:23.840 --> 00:37:30.800
I've dumped all of my Google Drives from past trainings, um, handouts, PD, everything inside of it.
00:37:31.039 --> 00:37:38.880
So if I go and talk to Maxine and you can make her a Southern Sweet Woman or you can make her a Midwestern New York, however, you want to hear the information.
00:37:39.199 --> 00:37:40.400
She tells you the answers.
00:37:40.559 --> 00:37:43.199
If you say, Maxine, I'm struggling, I don't know where I'm stuck.
00:37:43.440 --> 00:37:47.360
Maxine will say, you know, pull Maxine has an API to FUB.
00:37:47.599 --> 00:37:56.159
Maxine can see our MLS, she can pull into um Shiloh, look at their Shiloh scores, really give them coaching advice on the spot.
00:37:56.320 --> 00:37:58.719
So um, inside of that hub is everything.
00:37:58.880 --> 00:38:02.159
Um, also upcoming trainings, the the team calendar.
00:38:02.400 --> 00:38:09.760
You want to know what plumber to hire because you got a water leak on a home inspection, like a full vendor list for everything you may need built into there.
00:38:10.000 --> 00:38:35.760
Um, and they can also, because again, there's so much noise when agents want to take every lead and think that they need so much because they live in scarcity, they have their own pipeline tracker inside of it, which is hooked to my transactions team, transactions tracker where they can see their money, they can see as a TC team, check off to-do list buttons, and they can see where their file is moving and what the last action taken was on by the TC team.
00:38:35.920 --> 00:38:42.239
Because I really want to build an organization where everyone understands what everyone does and and they appreciate it.
00:38:42.400 --> 00:38:48.639
Because a lot of times you'll have sales teams where the salespeople are like the jocks and the ops team are like the fucking nerds.
00:38:48.719 --> 00:38:50.719
And I'm like, no, no, no, no, you need both.
00:38:50.880 --> 00:38:51.840
You need both.
00:38:52.960 --> 00:38:54.800
You either's nerds to study for your test.
00:38:55.039 --> 00:38:58.960
So yeah, so they can see the TC team is done.
00:38:59.039 --> 00:39:07.199
And what I have them do is categorize their people that are likely to transact A, B, and C clients, and they put them inside of their transaction tracker on the hub.
00:39:07.360 --> 00:39:14.719
I understand we're gonna have our CRM with at least 75 people, but at least say top of mind with the people you know you're likely going to transact with.
00:39:14.800 --> 00:39:19.760
And everything they do in the CRM, last conversation and text, moves over to their pipeline checklist.
00:39:19.840 --> 00:39:23.119
So they don't let those hottest people fall off from the radar.
00:39:23.280 --> 00:39:25.840
But um, that's our in our in-house hub.
00:39:25.920 --> 00:39:28.639
With Grok, I have Bob, my listening coordinator.
00:39:28.800 --> 00:39:30.719
Um, I have Regina, my recruiter.
00:39:30.960 --> 00:39:32.719
She has a sexy southern voice.
00:39:32.800 --> 00:39:35.039
She's actually starting to call and text people for me.
00:39:35.119 --> 00:39:37.840
Um, she's she's hooked up to Sure Sin CRM.
00:39:38.000 --> 00:39:40.880
I have again um Maxine, my headbot.
00:39:40.960 --> 00:39:43.360
She's over ops, my calendar, everything.
00:39:43.519 --> 00:39:44.400
She runs it.
00:39:44.559 --> 00:39:46.400
Um, I have George and Henry.
00:39:46.639 --> 00:39:49.199
Henry is my social media person.
00:39:50.480 --> 00:39:53.119
He posts on social media for me every single day.
00:39:53.280 --> 00:39:56.239
He like looks inside the Slack channel and says, Chase put two under contract.
00:39:56.320 --> 00:39:57.920
Here's a post for Chase, here's his photo.
00:39:58.079 --> 00:39:59.440
Go and post it on Facebook.
00:39:59.679 --> 00:40:02.000
Um, and then Henry, what the heck does Henry do?
00:40:02.079 --> 00:40:03.519
Wait, no, Henry's social media.
00:40:03.679 --> 00:40:04.079
George.
00:40:04.239 --> 00:40:06.639
Oh, George is my more personal assistant.
00:40:06.800 --> 00:40:10.960
He schedules like dinner, I need to get my nails done, things like that.
00:40:11.679 --> 00:40:12.320
I love it.
00:40:12.400 --> 00:40:13.920
You got a whole squad over there.
00:40:14.000 --> 00:40:15.440
Uh that's that's amazing.
00:40:15.599 --> 00:40:15.920
Yeah.
00:40:16.079 --> 00:40:18.480
Um, no, I want to be respectful of your time.
00:40:18.559 --> 00:40:19.760
I could talk to you all day long.
00:40:19.840 --> 00:40:24.719
You're you're fascinating and uh such a such a gangster when it comes to business here.
00:40:24.960 --> 00:40:26.800
But um, I am curious.
00:40:26.960 --> 00:40:29.199
Uh, just this is me being nosy.
00:40:29.280 --> 00:40:33.840
So you did fly up to Minnesota recently uh to visit Grant Johnson.
00:40:34.239 --> 00:40:43.760
Um, would love to know uh any big takeaways from that because that's that's a guy super sharp, doing huge numbers, uh, and a really likable guy.
00:40:43.920 --> 00:40:49.119
Uh and so I'd love to know like what was a big takeaway from that uh that visit.
00:40:49.440 --> 00:40:54.000
Yeah, the main thing is for team leaders, keep the main thing the main thing.
00:40:54.079 --> 00:40:59.440
You want to stay close enough to the most profit-driving thing for your organization, which is recruiting.
00:40:59.599 --> 00:41:02.000
Allow other folks you empower to run and do their jobs.
00:41:02.079 --> 00:41:06.480
So I took my director of sales up there, and I thought, great, he's gonna learn some stuff.
00:41:06.639 --> 00:41:08.320
They flip the tables on me, Tim.
00:41:08.400 --> 00:41:08.960
I was pissed.
00:41:09.039 --> 00:41:09.920
Like, I got called out.
00:41:10.000 --> 00:41:11.760
They were like, Why are you answering this question?
00:41:11.920 --> 00:41:13.280
That's a question for your DOS.
00:41:13.360 --> 00:41:14.719
Like, why are you even in the middle of this?
00:41:14.800 --> 00:41:17.760
And I'm like, because I have to like, no, you want to be, you're choosing to.
00:41:17.920 --> 00:41:21.119
You will never allow him to grow in his position because you keep saving him.
00:41:21.280 --> 00:41:22.960
And I was like, that's my toxic trade.
00:41:23.039 --> 00:41:25.199
Again, going back, I don't know, I save people.
00:41:25.360 --> 00:41:31.280
And so I said, okay, for the next 30 days, I told him my DOO, director of operations, who is a beast.
00:41:31.440 --> 00:41:35.280
She's been in leadership for over 20 years for several high-level teams and organizations.
00:41:35.840 --> 00:41:40.400
Um, I said, for 30 days, I don't, I'm not making a decision, I don't care.
00:41:40.880 --> 00:41:42.639
Hands off, I'm only recruiting.
00:41:42.800 --> 00:41:46.400
So you have to bring in new people to keep your company growing, team leader.
00:41:46.480 --> 00:41:48.800
So let go of the director of sales stuff if you can.
00:41:48.880 --> 00:41:54.960
And if you can't have a person have AI or there are other SaaS companies that can do all the stuff that I know that my person can do.
00:41:55.119 --> 00:41:57.760
And if you don't have operations, you can hire fractional people.
00:41:57.920 --> 00:42:02.320
I know several um companies that that you can hire them for certain tasks.
00:42:02.639 --> 00:42:08.480
You have to come constantly keep recruiting and bringing in new people to the organization because what I've known is that life will happen.
00:42:08.559 --> 00:42:11.679
I had two girls get pregnant on my team and one of them was freaking crushing it.
00:42:11.760 --> 00:42:12.639
And I'm like, yes.
00:42:13.280 --> 00:42:16.639
And I'm like, oh no, they're gonna be gone in like nine months.
00:42:16.880 --> 00:42:19.280
So you have to keep bringing in the replacement.
00:42:19.360 --> 00:42:24.559
And if you have a toxic top producer, which I had at a time at two of them, I fire them.
00:42:24.719 --> 00:42:31.360
But I would never have been in a place to fire them if I beat didn't keep bringing in their replacement, training up their replacement as well, keeping meat out of production.
00:42:31.679 --> 00:42:32.960
That's not a that's a trap.
00:42:33.039 --> 00:42:36.800
You have to constantly go back into production, you'll never fully scale out your organization.
00:42:37.840 --> 00:42:38.400
I love it.
00:42:38.639 --> 00:42:38.960
All right.
00:42:39.039 --> 00:42:43.599
So before we wrap up, is there anything I didn't ask you that you think I should have?
00:42:43.760 --> 00:42:49.760
Maybe something important about your business or your journey or something you've learned along the way that we haven't touched on.
00:42:50.639 --> 00:42:56.159
You know, building any company is hard, especially when you are a people for first organization, you should be.
00:42:56.320 --> 00:42:59.679
You should grow and scale through people a thousand percent.
00:42:59.760 --> 00:43:02.159
You should have people committed to the mission just as much as you are.
00:43:02.320 --> 00:43:04.159
And that's the that's the main point of this.
00:43:04.320 --> 00:43:07.039
Um, my proximity to I go back to Chase.
00:43:07.199 --> 00:43:14.000
I told Chase in 20 at the end of 2023, when I burned down my team and I was going to rebuild it with the right people, I said, Chase, it could just be you and I.
00:43:14.079 --> 00:43:14.719
And he said, No.
00:43:14.880 --> 00:43:18.480
He's like, I believe in your mission, and there's other people out there like me.
00:43:18.639 --> 00:43:20.079
We just got to go and find them.
00:43:20.239 --> 00:43:24.320
I wanted to stop building a team, and Chase reminded me of the mission.
00:43:24.480 --> 00:43:34.800
Um, just yesterday, I had to tell my teammates, I said, I could go and be way more profitable if it was just me, my new ISA, two assistants, and I was a listing agent, period.
00:43:34.960 --> 00:43:38.559
I know I would be, but my mission, I love helping people.
00:43:38.719 --> 00:43:39.280
I really do.
00:43:39.440 --> 00:43:40.719
I went to school to be a teacher.
00:43:40.800 --> 00:43:41.599
That's my thing.
00:43:41.760 --> 00:43:44.000
And I want to see other folks freaking win.
00:43:44.079 --> 00:43:46.320
So I stay committed to it even when the day is hard.
00:43:46.400 --> 00:43:52.559
So I have to remind founders that no matter how hard the day gets, you have to have people that are bought into your mission.
00:43:52.639 --> 00:43:54.400
You scale through people, right?
00:43:54.639 --> 00:44:02.480
And you have to have a mission so passionate that you're so passionate and deeply like ingrained in you that doesn't make you want to quit when times get hard.
00:44:02.960 --> 00:44:03.599
I love that.
00:44:03.679 --> 00:44:17.519
And that's an interesting distinction to say that you know you could be making more money, uh, right now, at least, um, you know, with a different model, but uh you're staying true to yourself and it makes a lot of sense with your with your teaching background.
00:44:17.760 --> 00:44:18.880
All right, Brittany.
00:44:19.360 --> 00:44:20.480
This has been amazing.
00:44:20.719 --> 00:44:23.199
Where can people follow you?
00:44:23.360 --> 00:44:24.800
We've got to talk about the podcast.
00:44:24.880 --> 00:44:26.079
You've got your own podcast too.
00:44:26.320 --> 00:44:27.360
Uh you're co-hosting.
00:44:27.440 --> 00:44:32.480
Like, let's make sure it's time to brag because I want everybody that's listening to follow Brittany.
00:44:32.719 --> 00:44:34.000
Yeah, thank you so much, team.
00:44:34.079 --> 00:44:37.440
Um, uh, Tim, you can follow me Britney.boatright on Instagram.
00:44:37.599 --> 00:44:40.079
On Facebook, I am Brittany BoatRight Johnson.
00:44:40.320 --> 00:44:42.159
That is Britney with one T, by the way, guys.
00:44:42.239 --> 00:44:43.760
B-R-I-T-T-A-N-Y.
00:44:44.239 --> 00:44:46.320
Uh, yes, Skelica Savage is a podcast.
00:44:46.400 --> 00:44:48.079
I get to co-host with Jamie Seneca.
00:44:48.159 --> 00:44:50.079
We drop a new episode every Friday.
00:44:50.239 --> 00:44:55.679
Uh if you go to our website, skeletasavage.com, we have tactical playbooks, our old episodes catch up.
00:44:55.760 --> 00:45:07.440
We interview folks similar to you, Tim, that provide you know, um, resources to team leaders and agents that want to scale with their companies, but we also interview other team leaders and top agents and talk about how they're building their businesses out.
00:45:07.599 --> 00:45:09.679
So, um, a really great tactical podcast.
00:45:09.760 --> 00:45:10.880
We get real and raw.
00:45:11.039 --> 00:45:12.719
Um, it's it's a good time.
00:45:12.800 --> 00:45:13.840
We're a cut up.
00:45:14.079 --> 00:45:15.599
Yeah, well, I love that.
00:45:15.760 --> 00:45:19.599
Listen, go check out Scale like Savage, follow Brittany.
00:45:20.000 --> 00:45:21.920
You have been as good as advertised.
00:45:22.320 --> 00:45:28.480
My first double referral, shout out to Kyle Trnesky and Grant Johnson for recommending you.
00:45:28.639 --> 00:45:30.800
Uh, you've been amazing and the Knoxville connection.
00:45:30.880 --> 00:45:34.800
I just I'm I'm excited to follow uh your your journey.
00:45:34.960 --> 00:45:39.199
And uh when I get back to Knoxville, uh I'm excited to link up.
00:45:39.280 --> 00:45:40.719
So I appreciate you, Brittany.
00:45:40.800 --> 00:45:41.280
You're the best.
00:45:41.360 --> 00:45:42.079
Thank you so much.
00:45:42.559 --> 00:45:43.440
Yeah, thank you, Tim.
00:45:43.519 --> 00:45:44.639
Okay, thank you guys for listening.
00:45:44.960 --> 00:45:46.400
Thanks for listening to Under Contract.
00:45:46.480 --> 00:45:51.199
Uh, if you don't have time to catch every episode, we'll do the listening and the note taking for you.
00:45:51.360 --> 00:45:59.840
We pull out the best ideas and strategies we're hearing from top producing agents and regularly send you the ones we're putting to work in your business.
00:46:00.559 --> 00:46:04.559
Get the notes completely free at undercontract notes.com.
00:46:04.719 --> 00:46:06.800
That's undercontractnotes.com.
00:46:07.119 --> 00:46:08.639
I'll see you on the next episode.