Thinking about joining Berkshire Hathaway HomeServices as a real estate agent? https://www.berkshirehathawayhs.com/p...Interested in franchise opportunities with Berkshire Hathaway HomeServices? https://www.hsfaffiliates.com/OurBran...Searching for a home? https://www.berkshirehathawayhs.com/Berkshire Hathaway HomeServices, based in Irvine, CA, is a real estate brokerage network built for a new era in residential real estate. The network, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the real estate market a definitive mark of trust, integrity, stability and longevity.Berkshire Hathaway Homeservices Facebook https://www.facebook.com/BHHSrealestateBerkshire Hathaway Homeservices Instagram https://www.instagram.com/bhhsrealestateBerkshire Hathaway Homeservices Twitter https://twitter.com/BHHSRealEstateBerkshire Hathaway HomeServices Pinterest https://pinterest.com/bhhsluxury WEBVTT300:00:17.250 --> 00:00:27.570Chris Stuart: All right. Well, welcome back. Welcome, actually, to a new year. I don't know about you, but I'm sure my panelists would agree we're so excited to turn the page on 2020 right panelists. 400:00:27.900 --> 00:00:28.140So, 500:00:30.120 --> 00:00:45.900Chris Stuart: Yeah. Yeah, absolutely. So welcome to 2021 Welcome to our first episode of The forever Forum. I'm joined by some exciting panelists from all across the country. And you know what inspired this particular panel was 600:00:46.410 --> 00:00:49.170Chris Stuart: Actually Giovanni and Lewis who you're going to hear from 700:00:49.800 --> 00:00:58.710Chris Stuart: First of all, they're, they're actually just incredible producers and have come up with some really awesome ideas. I'm gonna share more about that later. But they actually had the idea to say, hey, 800:00:59.160 --> 00:01:08.760Chris Stuart: What if we could do a panel where we could share our own perspectives of the power of the brand of Berkshire Hathaway and services branded the role that the brand place. 900:01:09.030 --> 00:01:15.960Chris Stuart: In our ability to build and sustain our businesses. So with that, I reached out to our network and some of our business consultants and 1000:01:16.200 --> 00:01:20.370Chris Stuart: We pulled together this panel. So they got some great things to share and hopefully for our audience. 1100:01:20.670 --> 00:01:35.460Chris Stuart: There'll be some valuable takeaways. So with that, I'm going to jump right in and I'd love to actually start with you, Lewis and Giovanni just share if you could, a little bit about yourself, your background, the market that you're in our for our audience. Go ahead. Sure, absolutely. Well, 1200:01:35.490 --> 00:01:36.210giovannafernandez: I mean, we've been 1300:01:36.690 --> 00:01:57.120giovannafernandez: Working real estate, at least for 24 years and our team consists of six licensees agents and we have a plus one team of administrator our marketplace locally as Coral Gables pine crest South Miami Key Biscayne area. The Brickell and locations. We also services properties outside 1400:01:58.620 --> 00:02:03.060giovannafernandez: The area of concentration and God me 1500:02:04.080 --> 00:02:13.290giovannafernandez: Yeah, we basically started the business with our own firm for 13 years and then we moved on and this is about our just our first full year here at Berkshire Hathaway. 1600:02:15.120 --> 00:02:21.720Chris Stuart: Awesome. Terrific. Well, thanks for being here and I'm going to share more about some of the other ideas in addition to this panel. 1700:02:22.140 --> 00:02:31.920Chris Stuart: That you've inspired within the network, but next don't want to go to James, James. Tell us a little bit about yourself a background in the industry and your marketplace. Thanks, Grant. 1800:02:31.950 --> 00:02:39.810James Enoch: Ed such a pleasure to be on here I am in the Lynchburg, Virginia market so right outside the main central Virginia area. 1900:02:40.470 --> 00:03:01.410James Enoch: Beautiful area where you can get everything from rolling hills to beautiful rivers and lakes. I've been in the industry for four years now. I have just started building my team from Spokane to Berkshire Hathaway where I have, including myself, three agents and then a 2000:03:01.470 --> 00:03:02.730James Enoch: Director of Operations who 2100:03:02.730 --> 00:03:09.000James Enoch: Keeps me in line, more than anything else and embarrass the great support for the agents as well. 2200:03:10.560 --> 00:03:27.420James Enoch: I have seen great growth in our market where we are Lynchburg is pretty unique where Lynchburg, the main market, but we have several counties surrounding it. So we bought right up to Charlottesville in Roanoke. And in terms of our marketplace. 2300:03:28.890 --> 00:03:43.470James Enoch: At before real estate. I'm a young one in the industry, but before that I was in, in politics so got redeemed from that and came into the real estate industry and and loving my time with folks are halfway 2400:03:44.970 --> 00:03:51.300Chris Stuart: Awesome, that's great. James, thanks for being with me. And thanks for that great overview. Alright. Colton to you, buddy. Hi, guys. 2500:03:51.360 --> 00:03:52.680Colton Whitney: Thank you for having me on my name. 2600:03:52.680 --> 00:04:03.060Colton Whitney: Is Colton with me. I am out of Orange County, California started my career when I was 18 years old in Las Vegas and love Vegas grew up there at home. 2700:04:03.720 --> 00:04:16.320Colton Whitney: However 120 degrees summers really are not my thing. So made the decision when I was about 24 years old to move to California and start my career all over, because that was a genius idea. 2800:04:17.160 --> 00:04:32.700Colton Whitney: And came Orange County started my team out here. It's myself. Currently we have five we've started with five last year we had three and excited to continue growth into 2021. I love it. 2900:04:32.760 --> 00:04:39.450Chris Stuart: That's great. Well, welcome again to all the guests and again what we want to focus on today is really the impact of the brand. 3000:04:39.780 --> 00:04:48.030Chris Stuart: In terms of you know how you build your business, how you leverage it with your customers, you know, and the first thing I'd like to really explore is 3100:04:48.690 --> 00:04:57.840Chris Stuart: You know, what were some of the key things that caused you to choose ultimately to go and work with the Berkshire Hathaway home services company or office. 3200:04:58.320 --> 00:05:07.860Chris Stuart: That you're with. Now, and I'd love to start with you, Lewis and Giovanni for that. If you could just share you know some of those key drivers that prompted that decision ultimately for you. 3300:05:08.250 --> 00:05:11.550giovannafernandez: Sure you know I think after 13 years of running my own company, which is a 3400:05:11.610 --> 00:05:13.590giovannafernandez: Contemporary realty I got I got into this 3500:05:15.300 --> 00:05:22.530giovannafernandez: This, I mean this quagmire that I was actually taking care of business as opposed to doing business, and I want to get back into the to the 3600:05:24.180 --> 00:05:34.650giovannafernandez: Transactional phases of working with the customers. And so we started to look for another company. We went first, of course, to Keller Williams were there for seven years. 3700:05:35.280 --> 00:05:44.760giovannafernandez: And actually in Keller Williams is where we actually developed the LR F group team concept and but then we were encountering issues in terms of 3800:05:45.600 --> 00:05:58.830giovannafernandez: You know, wanting to reach the higher market, the multimillion dollar properties we needed to find another another avenue a better platform to do that. And so with that, we transfer over the brown hair Stevens, I picked up my license up in New York, I 3900:05:59.910 --> 00:06:11.670giovannafernandez: Worked for two years and we we always believe in that nexus, at least from the South Florida perspective that Miami has always been considered the sixth borough of Miami and 4000:06:12.300 --> 00:06:27.090giovannafernandez: I wanted to actually take advantage of that, unfortunately, the, the, the, the office is down here in South Florida with brown hair Stevens wasn't actually working as closely with the offices up in New York, that was a little disappointing. And so I 4100:06:28.170 --> 00:06:34.410giovannafernandez: Said over and talk to my wife is if we can find a company that actually can can harness that type of 4200:06:35.640 --> 00:06:48.930giovannafernandez: Network and and since God knew already from the past and we had set that were previously before we went to Brown St. Stephen's I think we reached out to her. Yeah, we had done some research prior when we were getting ready to 4300:06:50.010 --> 00:07:00.630giovannafernandez: move on from kW and we had interviewed with companies other other brands and and just the one that did stick out was certainly a Berkshire Hathaway and 4400:07:01.110 --> 00:07:14.340giovannafernandez: Knowing OD and her reputation in our market. I always also look at the people that are affiliated with those companies. We did end up initially going to Berkshire. I'm sorry to brown hair Stevens, but ultimately 4500:07:14.880 --> 00:07:31.890giovannafernandez: The very first call we made when we realized that that was not the right move for us as was back to to Berkshire Hathaway, and to OD, and mainly it was the the brand. The, the fact that you don't have to explain that brand and Berkshire Hathaway just has that procedure. 4600:07:33.630 --> 00:07:42.600Chris Stuart: Yeah, I love that. And I know we're going to explore that particular topic in a few questions here. So that's great. So I take away from that ultimately is 4700:07:42.900 --> 00:08:00.420Chris Stuart: The reputation, the people in the office, and most importantly, the leader and I know ot is is an example of that at a very, very high level so so that's great, James. What about you, what were those key drivers that ultimately prompted the decision to join Dawson for Garvey there. 4800:08:01.440 --> 00:08:02.760James Enoch: Oh, I think they hit on 4900:08:02.850 --> 00:08:06.300James Enoch: A lot of it as well. But you don't have to lane or cure halfway 5000:08:07.560 --> 00:08:09.330James Enoch: But when I was originally 5100:08:10.470 --> 00:08:26.220James Enoch: Making the switch. I remember I was sitting with my partner and I've got a phone call from Allen, who's our, our Managing broker and and she started the conversation actually talking. I will never forget it talking about a dog groomer, and the area. 5200:08:27.330 --> 00:08:33.180James Enoch: And I put her on pause for a minute, and I told my partner that that I'm pretty sure that this is getting ready to turn into a recruiting call 5300:08:33.720 --> 00:08:40.800James Enoch: And I was thinking of ways that I could get off the phone, but within five minutes or PR talking about things. 5400:08:41.760 --> 00:08:53.010James Enoch: And giving me the, you know, encouraging me to come sit with Robert the principal broker him I've worked transaction with fairly recently from that phone call. 5500:08:54.000 --> 00:09:05.760James Enoch: She was explaining to me different things and just encouraging me, you know, go to be he just com just look at look at that start looking at these, the presence of this company and not just the the 5600:09:06.540 --> 00:09:10.890James Enoch: overpowering president of the company but but the presence of the agents have 5700:09:11.700 --> 00:09:21.750James Enoch: So I started looking into that and then sat down with Robert and Alan's and they could just show me research after research after resources that Berkshire Hathaway provides to the agents. 5800:09:22.170 --> 00:09:31.380James Enoch: The consistency of the brand that it that it provides you know i know showing property, you know, you've seen the brand you see the marketing that's out there and very consistent 5900:09:31.710 --> 00:09:40.110James Enoch: Very stable brand new you constantly see agents going to Berkshire Hathaway. And beyond that, you don't really see them wanting to leave. 6000:09:41.070 --> 00:09:51.840James Enoch: And then the the prominence of the brand and how they can brand themselves across multiple markets, you know, we're in a in a market that buying a $50,000 houses and uncommon. 6100:09:52.530 --> 00:10:00.720James Enoch: But they can market themselves. The $50,000 houses to the $500,000 house and sort of a $5 million houses in it, you know, everything is 6200:10:01.230 --> 00:10:11.940James Enoch: Very prominent very beautiful and and Robert was just able to, you know, promote the brand. He is one of the biggest business leaders in the area and 6300:10:12.570 --> 00:10:21.630James Enoch: Probably one of the most, if not the most recognized real estate agent in in our market and in our area, if you talk about real estate Robert Dawson's name is going to come up 6400:10:22.380 --> 00:10:29.490James Enoch: But he was able to mirror that and really didn't score that nearly as much as talking about 6500:10:30.090 --> 00:10:39.210James Enoch: The brand and and what the brand does for the agents and really not just that, what it does for the consumers. And when people are looking at houses. 6600:10:39.900 --> 00:10:50.160James Enoch: What what they're seeing no matter what they're looking for. Are you looking for resort property. Are you looking for a luxury property, are you just looking for your typical home within your market so 6700:10:52.080 --> 00:11:04.830James Enoch: Everything pulled together I at the time had been talking to a couple different companies about potentially making a switch, but everything pulled together just made Berkshire Hathaway, the obvious choice. 6800:11:06.450 --> 00:11:17.730Chris Stuart: No, it's great. That's great. And so Colton you I know you've, you've got a long history with the company with the brand I do different markets. So maybe you could you could speak to all of that in response to that question. 6900:11:18.270 --> 00:11:19.920Colton Whitney: Yeah, so I mean they pretty much hit the 7000:11:19.920 --> 00:11:27.150Colton Whitney: nail on the head for us. We I started my career in Berkshire Hathaway, my mentor Frank Napoli's senior had been with them. 7100:11:27.870 --> 00:11:34.020Colton Whitney: When they were Better Homes and Gardens and then Prudential and then Berkshire, so he had just been with them since the beginning of his career. 7200:11:34.470 --> 00:11:43.920Colton Whitney: And so that was all I ever knew. So when we I've always since i was i enjoy the idea of expansion and being able to go into different markets so 7300:11:44.760 --> 00:11:51.600Colton Whitney: When we used to come vacation here in orange county. I remember one day nice green staring at the ocean really upset that we were going home. 7400:11:52.140 --> 00:12:01.830Colton Whitney: And I told the my business partner at the time I said I, dude. I don't want to go home and he laughed and he goes, I know, get in the car and I was like, No, seriously, I really don't want to go home. 7500:12:02.370 --> 00:12:22.680Colton Whitney: And so a couple months later we expanded out into Orange County got licensed and, of course, for us, Berkshire was going to be the natural place for us. So when I came here, the people and Mary Lee, the CEO our office manager David you Gideon, it is genuinely a family. 7600:12:24.060 --> 00:12:28.800Colton Whitney: Everybody walking by keeps making faces and throwing stuff at us. We're in a mature family. 7700:12:31.740 --> 00:12:32.040Colton Whitney: Yeah. 7800:12:32.070 --> 00:12:32.430Chris Stuart: Makes 7900:12:32.520 --> 00:12:33.840Colton Whitney: It makes the office fun 8000:12:33.960 --> 00:12:42.060Colton Whitney: I'm a creature of my environment. I like being around like minded people. I like being around people who are ambitious people who want to help grows people who want to collaborate 8100:12:42.480 --> 00:12:51.720Colton Whitney: And this company is genuinely filled with nothing but those types of people and we did at one point, because we wanted to expand and there was another company that 8200:12:52.200 --> 00:13:03.030Colton Whitney: Pushes that concept that we left and we ended up going with that brand. And I'm telling you in this, but they'll even tell you at that other company, they said, Oh, you guys are home now. 8300:13:03.480 --> 00:13:07.710Colton Whitney: And our team always looked at each other and were like homes Berkshire and 8400:13:08.520 --> 00:13:18.000Colton Whitney: The opportunity or manager. He they when we left it was hugs and door left wide open. They said whenever. If you guys ever want to come back, come back. 8500:13:18.480 --> 00:13:23.250Colton Whitney: To handled it very gracefully and that opportunity came back as a guys, I want to come home. 8600:13:23.640 --> 00:13:32.220Colton Whitney: And I couldn't have been more happy with the decision. We've had a ton of growth since we got to see the contrast of what different brokerages and brands provide 8700:13:32.670 --> 00:13:43.800Colton Whitney: And I can just tell you with our type of business, which we focus primarily on online lead generation PPC social platforms. And it's important to have 8800:13:45.210 --> 00:13:50.970Colton Whitney: Some type of validation of the brand and people who, when they make those increase and when they see the follow ups in the 8900:13:51.330 --> 00:13:59.160Colton Whitney: Theater. What we have to do to be successful with our form of lead generation having the name Berkshire Hathaway is made that conversation just a lot easier for us. 9000:14:00.900 --> 00:14:11.280Chris Stuart: Yeah, I love that. So I take away a key denominator there with all of you is the leadership and the people and you know I would say to that is 9100:14:11.910 --> 00:14:15.480Chris Stuart: Interesting. It's ironic about our industry, like, on one hand 9200:14:16.140 --> 00:14:25.110Chris Stuart: The entrepreneurial spirit and the individuality of the real estate profession is such a big part of who we are as an industry. 9300:14:25.470 --> 00:14:36.780Chris Stuart: But at the same time, the ability for leadership and camaraderie and a good strong environment to work alongside of peers that push and challenge you, is also equally important, so 9400:14:37.080 --> 00:14:45.450Chris Stuart: I just applaud all of your leadership's Robert OD David Mary legal a lock, you know, and encourage all of the agents in the audience. 9500:14:45.750 --> 00:14:57.120Chris Stuart: who maybe are working for you know someone where you don't have that connection or not invigorated by the, the leadership that you're working with, to really find that, because I think it is a key differentiator and and 9600:14:57.600 --> 00:15:02.040Chris Stuart: Element of success. So thank you all for sharing that you're cold, did you have something else. 9700:15:02.520 --> 00:15:04.200Colton Whitney: I wanted to clarify when I said we're an 9800:15:04.200 --> 00:15:06.990Colton Whitney: Amateur family. I'm referring to my team personally 9900:15:14.370 --> 00:15:18.750Chris Stuart: I love it. Ah, you know, one of the things we got to have fun, right. You gotta have fun. Absolutely. 10000:15:19.230 --> 00:15:36.000Chris Stuart: And you know this work from home. I got my family here. I'm sure you know the dog will come running through or some I'll be doing something goofy and my background, too. So it's all good. So, you know, then the next thing I want to explore is, you know, this whole element of how do you create 10100:15:37.140 --> 00:15:44.430Chris Stuart: A good synergy or or or marriage between your own personal brand or that of your teams. 10200:15:45.330 --> 00:15:54.930Chris Stuart: In terms of the qualities and experiences and attributes for yourself and your team and marry that with the Berkshire Hathaway Home Services iconic 10300:15:55.440 --> 00:16:12.180Chris Stuart: brand that we have. And I'm just curious as to, you know, how each of you do that where, where do you find the list. Where do you find that synergy where, what are some challenges, if any. So I'd love to explore that with you in basically the same order Lewis and geo if you want to go first. 10400:16:12.600 --> 00:16:14.250Chris Stuart: So, um, 10500:16:14.340 --> 00:16:17.100giovannafernandez: That's a great question because one of the things that 10600:16:17.220 --> 00:16:29.100giovannafernandez: We always had because we had our own company was our brand our name and we had built that for 13 years so with Keller Williams. And I think with 10700:16:30.060 --> 00:16:40.620giovannafernandez: With brown hair Stevens, what we always did, was we kind of use our name as specifically as our brand. And then the 10800:16:40.950 --> 00:16:52.170giovannafernandez: The company was actually just perhaps a compliment to who we were, in other words we utilized it more as a sub brand. So when we introduced ourselves. It was the LR F group. 10900:16:52.380 --> 00:17:00.000giovannafernandez: Oh, yes. And then they would ask, Where are you with us. And then that became like a secondary conversation. So that was how our branding initially had worked 11000:17:00.270 --> 00:17:07.530giovannafernandez: But what we found was we quickly realized that we didn't have to do that here and what what i mean by that is that 11100:17:07.950 --> 00:17:19.590giovannafernandez: The brand actually became Berkshire Hathaway, and we became the sub brand. And that actually works really well for us, because although we do have this 24 year reputation in our, in our market. 11200:17:20.490 --> 00:17:27.540giovannafernandez: Berkshire Hathaway has now become such a compliment that we are the sub brand of it and the way we've married it in 11300:17:27.990 --> 00:17:35.640giovannafernandez: One of the things that OD really helped us with because she asked us when we met, you know, what is one of the things that you'd really like to improve 11400:17:35.940 --> 00:17:40.890giovannafernandez: And we said our branding. We really want. We didn't have really like a true logo that we used. 11500:17:41.370 --> 00:17:51.570giovannafernandez: You know, in parts we did and she really helped us execute that and and I can't speak for everyone's broker. It kind of sounds like Colton and James are as lucky as we are. 11600:17:52.110 --> 00:18:00.120giovannafernandez: But she really truly executed that and just came up with like a merged brand for us still having Berkshire Hathaway as that main focus 11700:18:00.390 --> 00:18:11.340giovannafernandez: But one of the things that it it has certainly done, is it basically took our personal brand to the next level because our all of our 11800:18:11.640 --> 00:18:21.720giovannafernandez: branding and our logo and our information and the reputation. We've already carried in has now a much more superior and eloquent 11900:18:22.350 --> 00:18:29.610giovannafernandez: platform that it's on. And we noticed that just in in our meetings with our customers and and expanding on what 12000:18:30.330 --> 00:18:46.710giovannafernandez: Both Colton and James said it's just it's it's not something that needs a full explanation. So we can then quickly go into who is the LR F group team and and so, and in that I think that it did I answer your question it regarding the Marissa 12100:18:47.970 --> 00:18:56.790Chris Stuart: Yeah, I think it's I think it's perfect, but I think you you hit on something that's probably, you know, kind of like the 800 pound gorilla in the room right is 12200:18:58.800 --> 00:19:12.240Chris Stuart: How you know the willingness to concede personal ego like your willingness to say, hey, I'm going to put my LR F path as a sub to the virtual services and so I'm just curious in your own opinion. 12300:19:13.350 --> 00:19:29.340Chris Stuart: Have you what words of encouragement might you have for other agents who feel like mineral. I've got to be in the limelight. I'll put Berkshire Hathaway under me because I think that's the biggest issue, can, can I can see you know some of the ego points and and do this. 12400:19:30.000 --> 00:19:33.150Chris Stuart: You know, that's a huge. Yeah, I'm sorry. That's a huge question. 12500:19:33.330 --> 00:19:51.060giovannafernandez: And in our business. Unfortunately, ego comes with the territory and and that is certainly something and as a former team leader. I know that I can say that that was that was always a challenge. What I would say is that, you know, let it go because ego doesn't pay the bills. 12600:19:52.230 --> 00:19:53.850giovannafernandez: You know, I always say, you know, 12700:19:54.060 --> 00:19:57.420giovannafernandez: Let you know your ego is really not going to get you anywhere. 12800:19:57.660 --> 00:20:04.380giovannafernandez: And and for us. I know that it took time for Louis, I was coming out of our own company. Yeah, I think at the end of the day, I think the 12900:20:04.920 --> 00:20:11.190giovannafernandez: Results matters and you know you can't you can't, you know, argue with the numbers. And so once you start 13000:20:11.550 --> 00:20:20.520giovannafernandez: Putting you know the brand on front and helping the brand get you through the door, then you know the rest of that conversation becomes a much more easier and then now it's only 13100:20:21.150 --> 00:20:25.590giovannafernandez: It's between us and our customers and trying to solve their problems and their needs. 13200:20:26.100 --> 00:20:36.480giovannafernandez: As opposed to having to overcome. Another objection, the less objections, you have the closer, you're going to get to two. Yes. And that's what that's at the end of the day, that's what you know, the whole purpose. 13300:20:36.900 --> 00:20:44.130giovannafernandez: Of trying to bring the people together and our and our services together. So if I'm gonna have to deal with the objection issue about who's running unopposed 13400:20:44.910 --> 00:20:46.320giovannafernandez: Berkshire Hathaway or 13500:20:46.560 --> 00:21:00.870giovannafernandez: kW or brown Harris. I mean, if I don't have to deal with those type of things. And it makes our job a lot easier. Our teams and our teams easier and and then we get to that, you know, that final, you know, you know, finish line. So it's, it's easy. It's easy to really put the ego. 13600:21:00.930 --> 00:21:02.250giovannafernandez: Aside so 13700:21:03.420 --> 00:21:05.580Chris Stuart: That's such a strong point right is to 13800:21:05.640 --> 00:21:16.830Chris Stuart: remove as many objections as possible. Right. So if, if I can create a different sequence of storytelling with my customers that does that. That's good for you. That's awesome. I love that. 13900:21:17.490 --> 00:21:24.870Chris Stuart: Yeah. So James, same question. You married, you have your own personal brand and experience and attributes with that those of the brand. 14000:21:27.300 --> 00:21:28.320James Enoch: You're on mute. I don't know how you 14100:21:28.350 --> 00:21:29.940James Enoch: Get there you go. I don't know how you follow up. 14200:21:29.940 --> 00:21:39.690James Enoch: With them without sounding like a repetition of them but but I came from a brokerage that you know everybody there had their very own emotional identity and 14300:21:39.720 --> 00:21:40.980Chris Stuart: And I know I was doing 14400:21:40.980 --> 00:21:41.550James Enoch: That when I was 14500:21:41.610 --> 00:21:51.270James Enoch: With them, but everything as long as you had the the logo or the company name, very tiny somewhere you were, you know, and you were in compliance. You were good, but everybody had their own 14600:21:52.080 --> 00:22:01.890James Enoch: Personal identity. So come into Berkshire Hathaway was a was a very big change from what I was used to but that marriage has been has been quite simple, because 14700:22:02.250 --> 00:22:13.590James Enoch: Again, the, the limiting the objections that you have when you're introducing yourself you're talking about who you're with as soon as you say, I'm James Phoenix with Berkshire Hathaway I'm self. 14800:22:13.620 --> 00:22:16.350James Enoch: Employed Barbie boom right there. People 14900:22:16.560 --> 00:22:24.060James Enoch: Know the company you're with. They might not know you, but they they know the company you're with. And they know the expectations that come with it. 15000:22:24.510 --> 00:22:39.600James Enoch: And, you know, they're not worried about that anymore, so I you know I absolutely love going out and branding those properties, you know, to that and being able to show both buyers and sellers just what the brand has to offer them. 15100:22:40.650 --> 00:22:54.930James Enoch: I live in an area that if I go to the grocery store. I have to be ready for meeting at least three people I know, talking about how their mom is doing, how my mom is doing, you know, we live in and small town, USA. 15200:22:56.100 --> 00:22:57.600James Enoch: So what I'm talking about. 15300:22:57.990 --> 00:22:58.380James Enoch: You know, 15400:22:59.310 --> 00:23:11.880James Enoch: So I know a lot of people in my mind circle and things, but I've seen just the growth of our business comes from the fact that I was with you know such a prominent brand, they, they know the name 15500:23:13.080 --> 00:23:22.650James Enoch: Really it was just taking a backburner to to James Enoch is people know James enough. But let's put the Berkshire Hathaway on the forefront of of what I'm doing. 15600:23:23.790 --> 00:23:25.320Chris Stuart: You know, and again 15700:23:25.500 --> 00:23:32.430James Enoch: Like we said, ego is is important here. It's not just about who we are. But it's about who we are, with 15800:23:33.480 --> 00:23:44.790James Enoch: In the industry and and if you put one down and raise one up you know it, especially when you have such a prominent brand like perks are halfway, you're going to have results, not just for yourself but 15900:23:45.420 --> 00:23:53.610James Enoch: The biggest results come from what your client can expect to view and what they get out of you and and their return on investment with you. 16000:23:55.050 --> 00:24:00.600Chris Stuart: Yeah, that's great. That's great. And so Colton, same question to you and I, I'm particularly interested in 16100:24:01.140 --> 00:24:06.600Chris Stuart: You know your response given you know all the lead generation that you do. In other words, you're probably eating for 16200:24:06.960 --> 00:24:18.060Chris Stuart: A lot of that top of funnel business with a lot of other agents as opposed to agents who are doing a lot of business within their sphere of influence, where there's already existing relationships there. So yeah, how do you address this issue, it's 16300:24:18.300 --> 00:24:30.750Colton Whitney: Yeah, so a couple of things. Number one, there's a lot of people in this industry in this company for a long period of time. Our boy Uncle Warren, he's been doing this a lot longer and has a lot better reputation and what I have. I'm confident of that. 16400:24:31.800 --> 00:24:35.490Colton Whitney: And more people know it trust it, believe in it, and as a result it 16500:24:35.580 --> 00:24:36.960Colton Whitney: provides us a lot of trust. 16600:24:36.990 --> 00:24:40.800Colton Whitney: Without even having to earn it yet. So for that piece of it. It's important. 16700:24:41.190 --> 00:24:50.130Colton Whitney: But here for marketing. I know my highest and best use and my highest and best use is not marketing or figuring out pretty colors because if I did, frankly, it would be hideous 16800:24:50.490 --> 00:25:01.080Colton Whitney: And we have an amazing marketing team here. They literally make it so we just get to give them the information they adjust it. They tweak it and they married the two perfectly without having to put any effort. 16900:25:02.040 --> 00:25:11.490Colton Whitney: And I need that because, frankly, I just don't know how to do it, and regarding your question on the impact that as it without a doubt. I think I was telling you the other day. 17000:25:13.050 --> 00:25:25.710Colton Whitney: When we left. I noticed that I never wanted to introduce myself as Colton with Keller Williams that I just never and it wasn't a. It wasn't a conscious effort in any way, shape, or form. I always just said Colton with them a global group and 17100:25:26.760 --> 00:25:36.900Colton Whitney: When we came back to birch our I noticed myself and my team immediately transitioning that without any instruction without any guidance. It was something that each and every one of us was proud of. 17200:25:37.380 --> 00:25:48.990Colton Whitney: And so I mean that's honestly I don't have nearly the be articulate answer that they do they make my job easy my highest and best uses negotiating contracts finding opportunities doing conversion 17300:25:49.440 --> 00:25:59.520Colton Whitney: Anybody who knows me, I take the basis of steps every single day to increase our conversion rates with their online lead generation because of course that's what fuels our ROI. 17400:26:00.660 --> 00:26:09.780Colton Whitney: And for us, just being able to attach that and having that recognition that globally recognized brand that people immediately associate with success and trust. 17500:26:10.590 --> 00:26:21.750Colton Whitney: In value. It makes my job a lot easier when I'm talking to somebody who simply said, submit requests for information and now they've got a stranger on the phone. So the quality of conversation just dramatically changed when we came back. 17600:26:23.490 --> 00:26:32.130Chris Stuart: I love that. And so I think that's an important point. Colton and so could you just share tactically specifically anything that you're doing. 17700:26:32.940 --> 00:26:36.600Chris Stuart: On the front end. So you get a new inquiry on an internet lead as an example. 17800:26:36.930 --> 00:26:44.550Chris Stuart: Give us some examples of things that you're doing to actually exhibit the brand or your company's value proposition as opposed to just saying 17900:26:44.760 --> 00:26:52.650Chris Stuart: Oh hey, I got your inquiry. I'll call you soon, which a lot of, you know, the average response to internet leads with, you know, so the supplemental stuff. 18000:26:52.650 --> 00:26:56.460Colton Whitney: That we're utilizing just video and again just putting the Berkshire Hathaway brand on it. 18100:26:56.910 --> 00:27:08.100Colton Whitney: And video creates a lot of recognition with people, but anything and everything that we do we make sure that we have the brand associated with it. Number one, because we have to but number two in this case because we actually genuinely want to 18200:27:08.610 --> 00:27:14.730Colton Whitney: And so things that help like of course we do videos when we get inquiries. We do follow ups within videos. 18300:27:15.030 --> 00:27:20.220Colton Whitney: That's been one of the small adjustments that we've made that's been able to supplement and bringing the brand into it. 18400:27:20.550 --> 00:27:27.660Colton Whitney: Without it being obnoxious and but it's just been a subtle little tip that's how people get them to familiarity with us. Our company what we do. 18500:27:28.020 --> 00:27:40.260Colton Whitney: And that's one of the things we do. But for us, the biggest thing is just consistency and follow up and we have really, really good systems built out for our type of lead generation that keeps it organized and makes it work well for us. 18600:27:41.670 --> 00:27:50.220Chris Stuart: Yeah. Okay, great. Well, thanks for sharing that. I love that. And you know your point was well taken. I, I always laugh that 18700:27:51.960 --> 00:27:58.950Chris Stuart: There's so many people in our industry that say, Hey, you know, I've been in real estate for X number of years, but I used to do this, you know, and 18800:27:59.370 --> 00:28:06.780Chris Stuart: It's almost like you've got to defend the fact that we're in real estate, you know, for, for some people, and I know that 18900:28:07.200 --> 00:28:20.340Chris Stuart: I feel a sense of pride amongst our network that we can attach ourselves to such an iconic name like Berkshire Hathaway. And I know that it it it does make you more proud and you know it just a feel more of a sense of 19000:28:20.970 --> 00:28:30.750Chris Stuart: Of celebration for for who were all affiliated with. So that's, that's great. So I want to transition next to, you know, specifically in terms of production. 19100:28:31.530 --> 00:28:42.390Chris Stuart: What you can look back on the last year or two years of your being affiliated with Berkshire Hathaway on services and say absolutely I achieved this because I'm here. 19200:28:43.080 --> 00:28:51.240Chris Stuart: Could be elevating your average sales price may be growing your team may be, you know, doing more units, whatever growth might be defined as in your world. 19300:28:51.690 --> 00:28:58.740Chris Stuart: But I'd love to just hear, you know, what do you specifically attribute the brand to in terms of your growth Lewis and g, I'll start with you. 19400:28:59.790 --> 00:29:03.150giovannafernandez: So one of the things that we really took advantage of 19500:29:03.180 --> 00:29:18.540giovannafernandez: Was the relocation network. And so all of us did most I think minus one of our team members that's newer to the newer to the industry, all of us took advantage that we all qualified for becoming relocation. 19600:29:19.740 --> 00:29:32.520giovannafernandez: Network agents and so that we certainly took advantage of aside from having our luxury specialist certifications, but the relocation network. We definitely took advantage of that. That was one thing that we were really proud of. 19700:29:32.910 --> 00:29:40.290giovannafernandez: And we not just acquired listings through that network, but we also acquired a buyers that were relocating inward. 19800:29:40.860 --> 00:29:52.200giovannafernandez: Which has helped us tremendously and then through that we've made we've established connections with agents really all throughout the country. I'm really big on doing that and because of the network that we have 19900:29:52.440 --> 00:30:01.560giovannafernandez: You want to make certain that you're reaching out and introducing yourself and hey, let me be your Miami contact. So we've really taken advantage of the referral network and the relocation network. I'm 20000:30:02.220 --> 00:30:07.440giovannafernandez: To that particularly, one of the things that we always were, we were a always a heavy listing team. 20100:30:08.220 --> 00:30:17.550giovannafernandez: And one of the things that we made a commitment to is we want to increase our buyer side activity. And so what we did. 20200:30:18.030 --> 00:30:33.480giovannafernandez: Have which was terrific. And we're very proud of that this year. And our first year with Berkshire Hathaway, mind you, I'm in our first year we increased our buyer side transactions close 32% which is huge and 20300:30:33.840 --> 00:30:35.130giovannafernandez: The other thing was is that we 20400:30:35.130 --> 00:30:52.710giovannafernandez: Increased our average sale price by 130 $5,000. Another thing that we're very, very proud of. So, um, you know, in that, how do we relate that directly. I think that one of them, certainly was the relocation network, the referral network as well and and then just 20500:30:52.980 --> 00:30:56.160giovannafernandez: Using the branding of Berkshire Hathaway. 20600:30:56.190 --> 00:31:00.810giovannafernandez: Much more because, you know, as we said the when you are driving around the neighborhood. 20700:31:01.080 --> 00:31:07.650giovannafernandez: And you're looking for market share, as a person that perhaps wants to list their home, you want to make certain that it's somebody that 20800:31:07.980 --> 00:31:16.650giovannafernandez: Is has listings understands the market and many sellers actually the way they interview agents is driving around and seeing how many signs. There are 20900:31:17.160 --> 00:31:26.910giovannafernandez: And so you want to make certain that you're out there and when there's, you know, a tiny little sign that no one recognizes the colors or the name, you know, there is there's questionable. 21000:31:27.240 --> 00:31:35.400giovannafernandez: That there's questions in the seller is mine. So they want to make certain that they're going with a solid company and I believe that with regards to the buyer side activity. 21100:31:36.000 --> 00:31:47.790giovannafernandez: We really made a focus to have our buyers agents obviously hosting a lot of open houses, but also the calls that are coming in from our signs. 21200:31:48.480 --> 00:31:56.010giovannafernandez: I feel as though there are our sign calls have just increased, and I don't know if it's perhaps just a trust that's there. 21300:31:56.490 --> 00:32:06.750giovannafernandez: And I do, I do attribute that to that, you know, they see Berkshire Hathaway, they know it's a real company and they're calling us as opposed to a company perhaps that they've never heard of or 21400:32:07.080 --> 00:32:13.680giovannafernandez: Somebody that doesn't ever ever answer their phone. So I believe that there is a trust because our sign calls have certainly increased 21500:32:14.340 --> 00:32:20.790giovannafernandez: Yeah, I think, also, just add in there. I've gotta give a shout out to LA Johnson my money manager up in New York. 21600:32:21.270 --> 00:32:30.480giovannafernandez: Because that's one of the things that I had a conversation with God that I wanted to create that nexus, you know, from the Northeast Corridor down in South Florida because it's very important to us into our business. 21700:32:30.960 --> 00:32:36.690giovannafernandez: And Ellie Johnson. When I flew up there I transferred my license from Park Avenue to to Madison Avenue. 21800:32:37.110 --> 00:32:46.800giovannafernandez: She was just amazing. She took me by the hand and she introduced me to everyone up there and the offices to make me feel welcome, as if I was there for five years 10 years and I just can't. 21900:32:47.400 --> 00:32:56.640giovannafernandez: I think the biggest change that we can take away from all of this is the culture, the cultural environment and the leaders exactly totally different from where we come come from. 22000:32:57.150 --> 00:33:07.440giovannafernandez: And that really gave our team a little bit much more of a much more of a balance in their steps because when we came over here. We're I think we're, we're, we're a little bit exhausted. We were a little bit 22100:33:08.250 --> 00:33:23.970giovannafernandez: disenchanted and, you know, and it's not easy. You know, you have to keep a lot of people happy. You have to keep on people and focus and and the culture here is just totally not in day. So that's definitely attributing to to our success. It begins there. It doesn't begin 22200:33:24.210 --> 00:33:24.510giovannafernandez: With 22300:33:25.140 --> 00:33:26.040Chris Stuart: Listings and 22400:33:26.280 --> 00:33:34.080giovannafernandez: It begins with a, with the your, your mindset. If you're, if you don't have a positive mindset. Everything else really it's doesn't matter. 22500:33:35.520 --> 00:33:43.380Chris Stuart: Yeah, yeah, I love that. Well, what are terrific response you to that was, that was so well articulated and I do want to ask 22600:33:44.310 --> 00:33:48.660Chris Stuart: God, you know, to agents that might be sitting in a marketplace. 22700:33:49.050 --> 00:33:59.700Chris Stuart: Where they know they have feeder markets, you know, they know that, hey, you know, Chicago speeding me or Nashville speeding up or, you know, Southern California, whatever it might be. They know that, um, 22800:34:00.180 --> 00:34:13.530Chris Stuart: What what words of wisdom or encouragement, would you have for them to reach out and make some of those connections. I mean, how did you do it successfully. Is it just phone calls and emails or social media or what what what are some best practices. It's really a combination I 22900:34:13.530 --> 00:34:23.760giovannafernandez: Think that part of our responsibility as realtors, I think that people first of all need to take our business, much more seriously. And the only way we're going to really 23000:34:24.120 --> 00:34:32.940giovannafernandez: Increase that respect level is by coming across more as a consultative approach and educating our consumers and the way to do that is 23100:34:33.240 --> 00:34:45.990giovannafernandez: Basically everything together that you said you have to make the calls you have to reach out. You are educating people on Facebook on Instagram, you know, through videos and also contacting our clients and asking them. 23200:34:46.290 --> 00:34:58.140giovannafernandez: Hey, do you know anybody in New York, because the northeastern region is flocking here they're even coming from Colton place over there that everyone that is leaving there is throwing him the listings, but they're coming here to buy 23300:34:58.500 --> 00:35:01.950giovannafernandez: So I'm sure Fulton's getting some listings from that. 23400:35:02.160 --> 00:35:07.620giovannafernandez: But so I think that you, you do need to be asking. One of the things that perhaps we're not asking enough is 23500:35:07.740 --> 00:35:16.530giovannafernandez: Hey, by the way, do you have any family in New York, because that's a giant feeder market to ours. Yeah, you know, just, just add on that is, I think that part of our business as realtors that we have to understand 23600:35:16.890 --> 00:35:24.270giovannafernandez: Is that our customers are also fellow realtors right and we have to network and one of the things that I really was, you know, was striving for with 23700:35:24.690 --> 00:35:34.920giovannafernandez: The previous company which I unfortunately didn't actually materialize. Was I would would physically travel up to me to our local offices up there and and and 23800:35:35.460 --> 00:35:43.110giovannafernandez: And get to know the realtors and for them to get to know us. So then when they should happen to send us a referral that they can send it with confidence. 23900:35:43.500 --> 00:35:52.230giovannafernandez: After meeting us that we could service your clients you know 100%. So I think that as agents. I think we also have to look at, you know, we have buyers and sellers and we also have 24000:35:52.500 --> 00:35:58.020giovannafernandez: Our colleagues that if we can network with them, that's a big part of our business too. 24100:35:58.380 --> 00:36:05.850giovannafernandez: And one of the ways is firstly been going out there and you know unfortunately with Cobra. You know those things were held back this year but you know I can't wait to, you know, 24200:36:06.150 --> 00:36:10.200giovannafernandez: fly back to New York and start picking that up again. And because I tell you something. 24300:36:10.800 --> 00:36:25.350giovannafernandez: And I told them those agents up there. When I was with the previous company. I said, Listen, you know, your customers are coming down to South Florida. The question is, are they going to use you through me, you know, and, and, and because they're buying properties down here. So it's better 24400:36:25.470 --> 00:36:26.250Chris Stuart: Let's make that 24500:36:26.400 --> 00:36:28.200giovannafernandez: You know that connection now. 24600:36:28.380 --> 00:36:36.750giovannafernandez: In that relationship now so that way we can all benefit from it. Right. So that was our i think that's that's one of the key aspect of our business plan. 24700:36:38.340 --> 00:36:45.300Chris Stuart: Yeah, I love that. Yeah, and shout out to LA Johnson. She's just such a such an awesome lady I love working with her and 24800:36:45.780 --> 00:36:54.660Chris Stuart: She is just so terrific at connecting people and AND SHE'S GREAT JOB ON, MAN, and encouragement to all of our leaders to help be a part of. 24900:36:55.050 --> 00:37:01.770Chris Stuart: Creating this kind of activity between our offices in these feeder markets, I think our brokers and sales managers. 25000:37:02.010 --> 00:37:07.890Chris Stuart: could invite each other and welcome each other into sales meetings or trainings, or do these kinds of zoom calls where we can 25100:37:08.190 --> 00:37:19.950Chris Stuart: Better understand one another's marketplaces and create more of these relationships. So thanks for that. That's great stuff. James, same thing to you. What do you attribute you know to in terms of success. 25200:37:20.760 --> 00:37:24.570James Enoch: Credits, the fact that you gave you know more units bigger team higher field for a 25300:37:24.780 --> 00:37:45.690James Enoch: higher average all of the above apply to me. I joined halfway done for Barbie and may of 2020 and Mike from Maine to December my total volume my average bills Craig exceeded just with Berkshire Hathaway exceeded all of what I did in 2019 25400:37:47.250 --> 00:37:47.580James Enoch: I 25500:37:47.820 --> 00:37:48.450James Enoch: Want my 25600:37:48.480 --> 00:37:49.050Chris Stuart: You know, 25700:37:49.110 --> 00:37:55.170James Enoch: I started and had two agents on on within three months of starting of starting a team. 25800:37:56.310 --> 00:38:04.650James Enoch: You know, average average sale has gone up. I remember a time that I had a person contact me. They used to be a copy of 25900:38:05.670 --> 00:38:18.270James Enoch: personal friend of mine, many years ago they had moved down to Florida for a job and then we're moving back. They called me and they said actually Facebook messaged me and they said, we're buying a house. Here's a couple that we are interested in 26000:38:18.900 --> 00:38:23.760James Enoch: And these houses were double my normal really triple my my average sale. 26100:38:24.390 --> 00:38:33.300James Enoch: And I remember walking into Alex's office in San Alex. I'm, I'm really not sure I'm comfortable working with these people. I haven't done anything like this. And she said, 26200:38:33.630 --> 00:38:49.140James Enoch: Yes, you are. James, she said. You can do it and and here's how she got down. She pulled up the trainings that that Berkshire Hathaway offers that you can pull up 24 seven and and that's something that that Robert preaches on as well that we have the training at our fingertips. 26300:38:50.160 --> 00:38:53.760James Enoch: You don't have to go out and and buy expensive. 26400:38:55.650 --> 00:39:08.430James Enoch: Training from other people. We have the training in network that you can watch on demand anytime you want instead of watching Netflix have tried to discipline myself in terms and instead watch training. 26500:39:08.850 --> 00:39:16.320James Enoch: I was able to watch some of the working with buyers, especially in a sales price that I wasn't able to and that I wasn't 26600:39:17.160 --> 00:39:20.670James Enoch: Comfortable with or at the time, but, you know, having the training on demand. 26700:39:21.300 --> 00:39:31.470James Enoch: Really helped out and, you know, so all of it. All of it applies to me and and to the agents out there. You know, I came from a local firm. So it was 26800:39:31.890 --> 00:39:38.850James Enoch: I got probably 15 phone calls from agents one side, I had made the switch and announced that of switching and they were like, 26900:39:39.480 --> 00:39:48.780James Enoch: Oh my gosh. Are you sure, first of all, as that. Absolutely. I feel certain who's going to be a fantastic year and and 27000:39:49.320 --> 00:39:59.190James Enoch: coming into office Monday mornings and have having Alice there. I, I have a two year old and a six year old. So Monday mornings are more like 10am walking into the office at 8am. 27100:40:00.030 --> 00:40:05.400James Enoch: So Alex would already be here and and her first question to me what I would be, well, how many did you sell this weekend. 27200:40:06.630 --> 00:40:11.220James Enoch: If so, that expectation was there as well. But that we're at a company 27300:40:11.880 --> 00:40:26.730James Enoch: That we want you to succeed. It wasn't, you know, inner office. There's no jealousy there, you know, it's very much supporting each other, you know, cheering cheering each other on if someone makes 10 sales in a week. We want to celebrate that we don't want to 27400:40:28.110 --> 00:40:34.440James Enoch: shy away from you because you know you're looking at them as competition. It ended up having 27500:40:34.830 --> 00:40:40.320James Enoch: Everything you know pull together, being able to do more units because the resources are there. 27600:40:42.210 --> 00:40:49.950James Enoch: You have a CRM, you have the buyer match program, you have the marketing resources. It's made my director of operations, very happy. 27700:40:50.340 --> 00:41:05.460James Enoch: If I sent her a quick photo of a of a property. I can, I can walk up to a listing appointment, take a photo of a property, send it to her in my email, not five minutes later, she's already created some customized 27800:41:06.570 --> 00:41:18.390James Enoch: Advertising for that listing agreement. So while I'm giving that listing presentation. I just took a photo I can show them that I just took the photo and sellers are sitting there shocked over it. 27900:41:19.200 --> 00:41:29.640James Enoch: That something was put together to market their property that quickly. And I think Colton was talking about how how it makes his team flow so much easier. And I can tell you from my side. 28000:41:30.870 --> 00:41:42.210James Enoch: We live in our car. And so the fact that everything in federal fingertips and that Berkshire Hathaway provides makes life a lot easier. You know, other companies I know have 28100:41:42.240 --> 00:41:43.680James Enoch: Different types of stuff, but 28200:41:43.710 --> 00:41:52.470James Enoch: But this is I think unparalleled to what you can find out there in the marketplace for for home brokerage to be at 28300:41:54.000 --> 00:42:02.010Chris Stuart: That's great. That's great. Good stuff. Well, congrats on your success and and outpacing you're 19 production just half a year last year. That's good. That's good. 28400:42:02.670 --> 00:42:08.820Chris Stuart: Cold. And what about to you. What do you attribute specifically to your relationship with the brand and all the success you and your team have 28500:42:09.930 --> 00:42:10.920Colton Whitney: When I came back. 28600:42:11.520 --> 00:42:18.120Colton Whitney: I had a very specific goal number one I wanted zero ego from anybody on our team, myself included. 28700:42:18.540 --> 00:42:25.950Colton Whitney: And I wanted us to be able to collaborate. Look at what we do and we have a guy here named Sam Ian and he's the head of training for 28800:42:26.370 --> 00:42:31.290Colton Whitney: California properties. And the guy's a genius. And so when I came back, we had the meeting. 28900:42:31.590 --> 00:42:39.660Colton Whitney: There's a lot of people in this company who are a lot more successful have had a lot more sustained success and have been doing this a lot longer than I have. And they're a whole lot smarter. 29000:42:40.110 --> 00:42:48.420Colton Whitney: So what I told them is I want to constantly be immersed with these people. I want to find out what they're doing. I want to find out what's working, I want us to collaborate 29100:42:48.960 --> 00:43:05.670Colton Whitney: And when we came to Sam I told them I don't want to be a team that has one agent who's making all the money and then the team gets a scraps. I said, I want to build a team of killers. And he has really helped we grew 2020 we grew our volume by 177% 29200:43:06.840 --> 00:43:08.310Colton Whitney: And it is a direct 29300:43:08.310 --> 00:43:09.390Chris Stuart: Result of 29400:43:09.600 --> 00:43:20.400Colton Whitney: monthly meetings with Sam and I were like i said i'm not launching rockets over here. Definitely not the smartest, but we're really disciplined. We're very accountable and if you tell us what works and what what to do. 29500:43:21.000 --> 00:43:28.590Colton Whitney: Will do it. And those meetings with him. And so we, it's just been this evolving process that I know we're going to be able to do it again next 29600:43:28.920 --> 00:43:37.560Colton Whitney: Month. I'm saying next year this year and and now that we're getting to a fun point in it where we're looking at the profit and loss and we said, Okay, how do we increased 29700:43:38.100 --> 00:43:45.060Colton Whitney: Our ROI and we're implementing new strategies. He did one that honestly I don't know how in a million years. I didn't come up with this. 29800:43:45.420 --> 00:43:52.500Colton Whitney: But he's like we need to have showing assistance. So you give them a piece of deal paying the base salary our profit margin goes up 37% 29900:43:52.740 --> 00:44:03.600Colton Whitney: You'll get to execute the deals you get to. So we started going through all these strategies and it's like, well, no kidding, because I know and graduated by watching these guys are absolutely killers are amazing at conversion. They're fantastic 30000:44:04.200 --> 00:44:08.010Colton Whitney: They have great personalities. I don't. My best uses 30100:44:08.010 --> 00:44:10.530Colton Whitney: Behind the bone stuff behind the desk. 30200:44:10.560 --> 00:44:12.270Colton Whitney: Negotiating deals and finding 30300:44:12.270 --> 00:44:13.500Chris Stuart: Opportunities for people 30400:44:13.860 --> 00:44:16.230Colton Whitney: So by implementing some of these strategies that 30500:44:16.230 --> 00:44:26.610Colton Whitney: Sands helped us. I mean, these are deep, deep dives on what we can do to improve the business, how we can make agents or efficient, how we can make them more effective and how we can all be more profitable and 30600:44:27.120 --> 00:44:35.010Colton Whitney: That type of collaboration is something that frankly just normally don't see. And it's something that happens here on a daily basis. 30700:44:35.670 --> 00:44:39.960Colton Whitney: There's agents in here that when I have a real, real estate question is I like to call it, Peter and 30800:44:40.260 --> 00:44:50.970Colton Whitney: Analysis. I go to Peter analysis with the Avanti my guys this question have no clue what it is. I need you guys to tell me. I mean, it's that level of friendship and family that we have here. 30900:44:51.240 --> 00:44:58.950Colton Whitney: It's what makes us happy. I promised him when we came that we were going to achieve a specific result. And I have a weird mentality to where if I say I'm gonna do it. 31000:44:59.280 --> 00:45:11.340Colton Whitney: I'm very, very committed to it. And I actually feel a sense of obligation to them to achieve the things that we've set out to do because they're putting so much time and effort into our success that I just want to make sure that it's reciprocated. 31100:45:12.870 --> 00:45:13.980Colton Whitney: And I don't have. I love that. 31200:45:15.540 --> 00:45:25.680Chris Stuart: Yeah, there was some really powerful, powerful statements there. One thing I want to unpack with you quickly if we could Colton is 31300:45:26.100 --> 00:45:36.210Chris Stuart: You said accountability and you know our CEO of home service America Gino before he's always said that the missing link in our industry is accountability and i i believe that you agree with that. 31400:45:37.110 --> 00:45:44.100Chris Stuart: Can you just share with us, you know, some of the things that you've implemented from an accountability standpoint, with you and your team. 31500:45:44.850 --> 00:45:57.660Chris Stuart: That you feel like it specifically led to some of these new successes. In other words, is there is there a weekly call or a daily call or a monthly checklist of what we are what some. What are some of those accountability. So we have, yeah. 31600:45:57.720 --> 00:46:03.780Colton Whitney: And again, this is nothing that I created. I've ripped it off from people who are a lot smarter from all all over the industry all over the country. 31700:46:04.620 --> 00:46:11.850Colton Whitney: So I'm very, very early. I wake up every morning at 330 I'm into the office at 6am from six o'clock to seven. 31800:46:12.120 --> 00:46:19.500Colton Whitney: We have a daily huddle that the team gets here. And everybody does it. Eight o'clock, so we go over numbers we go over conversions appointment set appointments met 31900:46:19.890 --> 00:46:30.510Colton Whitney: We go over scripting and objection handling every day for 30 minutes and then from 830 to nine everybody stands up there dialers that they all prospect from nine o'clock to 12 o'clock every single day. 32000:46:31.680 --> 00:46:37.050Colton Whitney: It's fun. We enjoy it. They have to tell us to be quite a lot because we're always laughing and being way too loud. 32100:46:37.440 --> 00:46:47.640Colton Whitney: Because doing that type of daily activity. It's boring. It's tedious and it sucks but we we do it at the same time, we have fun with it. If you'll get a client who's mean 32200:46:48.360 --> 00:46:59.190Colton Whitney: Because that happens especially with the online lead generation and the type of follow up that's necessary to get the type of conversion that we get is, it requires you to be annoying and you've got to keep being persistent and calling and texting and email. 32300:46:59.400 --> 00:47:00.750Colton Whitney: Sending videos and doing all these 32400:47:00.750 --> 00:47:06.120Colton Whitney: Methods. So we do that and it just makes it fun, and each day. They have a 32500:47:07.050 --> 00:47:12.900Colton Whitney: Checklist all the KPIs. The leading indicators that if you do this, you'll be successful. 32600:47:13.230 --> 00:47:20.250Colton Whitney: Everybody at the end of each day has to hit 100 points. So there's a different point value associated with all the different lead generation phone calls. 32700:47:20.610 --> 00:47:25.890Colton Whitney: Door drops inventory searching open houses all the activities that everybody does it generate business. 32800:47:26.250 --> 00:47:32.700Colton Whitney: They have to hit 100 points, they have to show up for the calls and if they don't want to wear all 1099 so they get to choose. 32900:47:32.970 --> 00:47:39.240Colton Whitney: But they just get turned off leads. If they don't participate in those things and keep them accountable keep some aggressive 33000:47:39.570 --> 00:47:50.160Colton Whitney: And frankly, I know without me, they'd still be here every single day at eight o'clock, doing the exact same thing because we've been taught and shown that it just, it works and it's moved the needle in a huge way for us. 33100:47:51.540 --> 00:47:52.200Colton Whitney: I love that. 33200:47:52.290 --> 00:48:04.950Chris Stuart: That's fantastic. It's 177% volume growth and I imagine it wasn't like 2019 was probably a good year. Right. It wasn't like it was a bad year so 177% of a big numbers, a lot of money. Yeah, we weren't going from two to three. 33300:48:04.950 --> 00:48:06.540Colton Whitney: I mean, it was, it was 33400:48:07.230 --> 00:48:07.650Chris Stuart: Rough 33500:48:07.800 --> 00:48:15.750Colton Whitney: And honestly, I don't attribute it any of it. To me, it's the people on the team that people in this company that have just made it very easy and it's been fun why we've done it. 33600:48:17.430 --> 00:48:22.830Chris Stuart: Well, I applaud you and you deserve a lot of the credit the leader. So great, great job. It's awesome. So 33700:48:23.850 --> 00:48:33.930Chris Stuart: I next one of want to transition to I think the most important topic, but perhaps the most under, under appreciated or 33800:48:35.310 --> 00:48:35.730Chris Stuart: You know, 33900:48:37.500 --> 00:48:43.620Chris Stuart: I think there's a lack of focus and that is on the customer, you know, I feel like our industry is so 34000:48:44.670 --> 00:48:56.130Chris Stuart: Inwardly focused and, you know, perhaps it's the nature of being 1099 contractors or the nature of personal promotion in the industry or the competitiveness of it, you know, whatever. 34100:48:56.790 --> 00:49:05.940Chris Stuart: But I feel like we we deserve and really should as a preeminent consumer brand really put the consumer first 34200:49:06.360 --> 00:49:15.300Chris Stuart: And so I know that just in meeting you and talking to all of you that you do that very well. And so I'm curious for each of you to share your perspective as it relates to 34300:49:15.720 --> 00:49:33.030Chris Stuart: What you feel like the consumers expect of you personally and of the brand and how you leverage that to create a competitive differentiation. So Louis and Joe. If you could start us off on that topic. Putting the consumer first and really leveraging the brand to highlight that. 34400:49:34.290 --> 00:49:39.780giovannafernandez: I think going back to what we had said earlier it's it's always coming from a consultative approa
