Episode #48: "Lifetime Home Support" for your Clients with Amy Stockberger

[00:00:00] In the next year or two, you're gonna buy a storage facility so that your clients can store stuff when they move.

[00:00:08] That's a fantastic investment.

[00:00:10] I have one in my building, actually.

[00:00:12] No way!

[00:00:13] Yeah, we call it our one-roof solution. We have a climate-controlled storage unit in the back of it.

[00:00:18] Is that included?

[00:00:20] Yeah, they get 30 days free.

[00:00:21] Oh, okay.

[00:00:22] And then they typically stay like 90 days.

[00:00:28] Yeah.

[00:00:28] It's that pain point they have, like getting the stuff out of the house to show it.

[00:00:32] Yeah.

[00:00:32] Oh, yeah.

[00:00:34] Yeah.

[00:00:34] That's unbelievable.

[00:00:36] Yeah, so they can get my truck and move it right into our storage units.

[00:00:44] Welcome to the podcast dedicated to real estate, insurance, and building your business.

[00:00:50] Join us as we take you along our own business-building journeys with additional wisdom from our network of local and national experts.

[00:01:00] Welcome to Bricks and Risk.

[00:01:02] Hey, everyone.

[00:01:07] Welcome to another episode of Bricks and Risk.

[00:01:11] I'm Tim Garrity.

[00:01:13] And I'm Sean Mooney.

[00:01:15] Today, Sean, we have a really amazing guest.

[00:01:19] We have Amy Stockburger, the broker, owner, team cheerleader, and people builder at Amy Stockburger Real Estate.

[00:01:26] How are you doing today, Amy?

[00:01:28] Amy Stockburger.

[00:01:28] I'm amazing.

[00:01:29] Thank you for having me, gentlemen.

[00:01:31] I'm excited to chit-chat it up.

[00:01:33] Yeah, so are we.

[00:01:34] Thank you.

[00:01:35] So Amy is the founder of Amy Stockburger Real Estate and the creator of the innovative lifetime home support model, which we'll get into today.

[00:01:43] With a proven track record of leading the highest producing real estate team in South Dakota, Amy's squad captures approximately 10% of the greater Sioux Falls market share each year.

[00:01:54] She's renowned for her strategic approach to client support, providing unparalleled value at every stage of the home buying, selling, and investing journey before, during, and forever.

[00:02:06] Amy's philosophy of serve, serve, serve, sell is the cornerstone of her business approach.

[00:02:11] And Amy's vision is to transform the real estate industry into a community of serverpreneurs.

[00:02:16] Is that something you made up, trademarked yourself, by the way?

[00:02:20] I'm trying to trademark it.

[00:02:21] I don't know if I'll get it, but I've been trying.

[00:02:23] I love it.

[00:02:24] They elevate the client experience to the highest level by delivering exceptional service and support at every touchpoint, thereby creating legacy businesses for real estate agents.

[00:02:33] Our lifetime home support model is designed to help agents leverage their biggest lead source, their sphere, keep clients for life, increase brand awareness, and generate significant income beyond commissions.

[00:02:45] She's married to her husband, Adam, who is a co-owner at the family business.

[00:02:50] Mother to two kids, Logan, who works for the family business now, that's correct?

[00:02:54] He's a little batty, yep.

[00:02:56] That's awesome.

[00:02:56] And legend, your youngest, not working yet, but has a good opportunity ahead of him.

[00:03:03] So you're committed to building lifelong connections with your clients, and you have what I believe to be a very unique way of serving those within your network.

[00:03:14] So tell us about the lifetime home support model and how it helps your clients before, during, and after the home sale.

[00:03:23] I will.

[00:03:24] I will.

[00:03:24] I can't wait.

[00:03:25] I love talking about this.

[00:03:26] We could be on for hours with this, but I'll kind of tell you how I arrived.

[00:03:30] This is part one, Amy, so we'll just cut it up in different episodes.

[00:03:34] Okay.

[00:03:34] Well, I'll tell you how I arrived at it, and that'll kind of give you an overview of why we do what we do.

[00:03:41] So back in 2014, one of my superpowers has always been systems.

[00:03:47] So we've always had a very systemized business, and my husband joined me in 2009.

[00:03:50] We really started growing and just expanding and offering amazing service before and during and having clients so, so happy.

[00:04:00] They just absolutely loved us, so we couldn't believe how great a transaction it was.

[00:04:04] But then I wasn't getting the repeat and referral business.

[00:04:07] I felt I should be getting by how much they were saying they loved us.

[00:04:10] It didn't make any sense to me.

[00:04:12] And back then, I was running billboard campaigns to the tune of like $25,000 to $35,000 a year.

[00:04:18] Whoa.

[00:04:18] Yeah.

[00:04:19] And the main campaign goal of those billboards wasn't to acquire a new client.

[00:04:25] It was to remind the people who knew, like, and trusted me to refer me and use me again because I thought I was so smart.

[00:04:31] I'm like, oh, well, the billboards will work.

[00:04:32] They'll just see my face.

[00:04:34] They'll refer me.

[00:04:35] I mean, I did such a great job.

[00:04:36] I mean, wow.

[00:04:37] But guess what?

[00:04:39] They didn't work.

[00:04:40] It wasn't serving my clients.

[00:04:42] And so I went down a giant, like, deep hole to look for something I could copy and paste to, you know, rip off and duplicate and put into my business model that was taking care of them through all their seasons of their human experience, not just the transaction.

[00:04:57] I wanted to be there for them after and forever, not just, you know, past clients.

[00:05:02] That wasn't a, I didn't want past clients.

[00:05:04] And so in 2014, we took past clients out of our vocabulary.

[00:05:08] Awesome.

[00:05:08] And we started building what I call my lifetime lead strategies, which is offering unique value propositions at every stage of the home buying and selling journey before, during, and forever with our lifetime home support method.

[00:05:20] And the first thing I did, nothing revolutionary, but I went out and bought a truck, a moving truck.

[00:05:25] I love it.

[00:05:55] Make money off of it.

[00:05:56] We're good to go.

[00:05:57] So did that right away.

[00:05:58] Just sold the ad space.

[00:05:59] And so it was a brand awareness piece for me.

[00:06:03] It was making me money.

[00:06:04] It was serving my clients for life because all they had to do is buy, sell, or invest one time to get access to it for life, which even after the transaction, there is a ton of need for that.

[00:06:14] Like they go buy a couch.

[00:06:15] They have a kid.

[00:06:16] They want to run stuff to goodwill.

[00:06:17] There's just so many different things.

[00:06:19] And plus it's a billboard on wheels.

[00:06:21] It's getting you 600 impressions a mile, right?

[00:06:24] How did you land on the truck?

[00:06:26] Like there's a lot of ways you could have gone with like, Hey, I need to keep in touch with my clients.

[00:06:31] Where, where's the, where did the truck kind of like come from?

[00:06:33] Yeah.

[00:06:34] Um, cause I wanted to get out of billboards to begin with, and I wanted to provide something that was different.

[00:06:38] You could put that $30,000 to use.

[00:06:40] You can buy six trucks.

[00:06:42] Right.

[00:06:43] And I, and as I was looking though, what I found is we didn't have really anything in our industry at that time that was showing agents how to, cause real wasn't there.

[00:06:52] EXP wasn't there.

[00:06:52] There wasn't the downlines, things like that.

[00:06:54] There wasn't anything else that's showing agents how to add in other streams of revenue outside of commissions.

[00:07:00] And, and you have to, you have to have profit centers outside of just that one profit center.

[00:07:05] Agreed.

[00:07:06] And I wanted to find a way to take a profit center or a cost center and turn it into a profit center because I couldn't find anything like that either.

[00:07:14] So it's, and it serves us, um, you know, obviously brand awareness serves our clients.

[00:07:18] I was making money off of them, uh, off the trucks right away.

[00:07:21] And then, um, a write off obviously.

[00:07:24] And then it's a good community give back.

[00:07:26] Yeah.

[00:07:26] Do you know what?

[00:07:27] So I was going to say, sorry, sorry to interrupt.

[00:07:29] Um, you had mentioned the billboards.

[00:07:32] You're spending all this money.

[00:07:34] You're like, Hey, I'm visible from the highway.

[00:07:36] I'm visible from the neighborhood, wherever it is.

[00:07:38] It's like, people are going to see me wherever they go.

[00:07:41] But what you said that I thought was intriguing is you're like, that's not serving my network,

[00:07:46] my past clients, my current clients, future clients.

[00:07:49] Like it was serving you.

[00:07:51] It's kind of, it's similar to like a postcard.

[00:07:53] Like you're putting a postcard out there to let people know you're good at what you do,

[00:07:56] which is fantastic.

[00:07:58] Just like a billboard.

[00:07:59] But what is the postcard really doing?

[00:08:02] I mean, I guess you could put some stats on there on a billboard, on a postcard to say

[00:08:06] what's going on, but, but anyone can do that.

[00:08:08] And I like the billboard, the billboards on the highway.

[00:08:11] Yeah.

[00:08:11] And the trucks are in your neighbor's driveways.

[00:08:14] Well, and you're using the trucks.

[00:08:16] Right.

[00:08:16] So that's where I was going with this is that you, you, you pivoted to saying like, how can

[00:08:22] my network use something that just happens to have my info on it and all the partners

[00:08:27] in my network, which they could benefit from them too, that they can take stuff, you know,

[00:08:33] to a charity.

[00:08:34] They could do a small move for a friend.

[00:08:37] Hey, I got a party at this location.

[00:08:39] Like I need to load up the truck with like, you know, tables and chairs and gifts and

[00:08:43] food and decorations.

[00:08:44] Like a truck is so practical.

[00:08:47] Like, I feel like I could use a truck probably like once a month for certain things in my

[00:08:51] own life.

[00:08:51] Yeah.

[00:08:52] We have two trucks now.

[00:08:53] We have an enclosed trailer and a flatbed trailer that are all logoed, but yeah, it's,

[00:08:57] it's, and it's serving.

[00:08:59] And again, you said something and I'll tell you about the rest of the program.

[00:09:02] That was just like, that's the beginning.

[00:09:03] I added all these other pillars to it too, but we are a part of these people's lives.

[00:09:09] And such major seasons of their life in, in anytime there's a life change, there's a

[00:09:13] housing lag right behind.

[00:09:15] Right.

[00:09:15] And so that's good times and bad times.

[00:09:19] And we are, we do such a good job.

[00:09:20] I mean, that's, that's what we need to do.

[00:09:22] We have to be good at it.

[00:09:23] And what I realized back in 14 is I started looking at like, what's my unique value proposition?

[00:09:27] What makes me different than ABC realtor down the block?

[00:09:31] And my, my solution, which was so naive was I'm the local best at connecting buyers and

[00:09:37] sellers.

[00:09:38] Well, no shit.

[00:09:39] That is my job.

[00:09:40] That's what we all say.

[00:09:42] But that is my job.

[00:09:44] It's just like a surgeon advertising that he has steady hands.

[00:09:47] Right.

[00:09:47] Good.

[00:09:48] You should.

[00:09:49] I don't want to die.

[00:09:51] Right.

[00:09:51] You know, an attorney saying he passed the bar.

[00:09:54] Okay.

[00:09:55] Like that's table stakes.

[00:09:56] Like we should be, we, we have to be the local experts at connecting buyers and sellers,

[00:10:00] but what else, right?

[00:10:02] Where else are we serving in that, in that method?

[00:10:04] And how can we do it in a way that not only serves, but makes us more money increases our

[00:10:10] brand awareness.

[00:10:11] And then as a give back, because think about it too, as we give back to these nonprofits,

[00:10:15] a thing that we're not really taught in our industry is like, you need to leverage every

[00:10:21] other people's audiences.

[00:10:22] You need to leverage other people's audiences.

[00:10:23] So, so what we did is every nonprofit we have that we give these to, there is a systemized

[00:10:28] checklist on how we leverage that relationship, how we get to go in and present to their volunteers

[00:10:32] about how not only are we the local experts at connecting buyers and sellers, but we do

[00:10:36] it very differently with the lifetime home support model where our clients can save over $20,000

[00:10:41] in the first year.

[00:10:42] And that savings continues for life and going over all these things.

[00:10:46] So, so we leverage that to get more leads, you know, more market share.

[00:10:50] I love, here's what I love about this whole approach.

[00:10:54] Amy's very into the win-win.

[00:10:56] Not only that, she's creating like triple and quadruple wins, especially when with her

[00:11:01] service partners that want to advertise on the truck and want to help her network with

[00:11:05] the nonprofits.

[00:11:06] That's like, Hey, you know, maybe it's like a religious organization.

[00:11:10] Hey, we need the truck because we got to move this stuff.

[00:11:12] And Amy's like, use my truck whenever you want.

[00:11:14] I would love to get in front of maybe like your parishioners or your following or the

[00:11:21] other people that work there to just let them know, Hey, we're an expert in real estate.

[00:11:25] We'd love to help and tell you all of them about this model.

[00:11:30] Because again, this is, look, people work with real estate agents a lot of times because it's

[00:11:35] like, it's someone, you know, it's like a friend of a friend.

[00:11:37] It's a referral.

[00:11:38] They look at online reviews, whatever.

[00:11:40] You should get business because of that.

[00:11:42] But you're taking it a level up and saying like, yeah, it's wonderful that I get referrals

[00:11:47] from people I know and then I service well, but you want to work with Amy Stockburger

[00:11:51] real estate because I offer so much more.

[00:11:55] And there's a financial like functional value to it to help out with like your weekly, monthly,

[00:12:01] annual life, which is amazing.

[00:12:04] Your human experience and, and having it.

[00:12:07] So our clients basically just turns our clients into raving fans for us.

[00:12:11] And it works on the law of reciprocity.

[00:12:13] There's just these, these universal laws we can't change.

[00:12:15] And the universe, the law of reciprocity says, when somebody gives you something, you feel

[00:12:19] compelled to give back in kind.

[00:12:21] My program turns one client into five because our clients are taking care of so well through

[00:12:26] all their human experiences or their whole human journey that we're top of mind.

[00:12:30] We're right away in there and they're advertising for us.

[00:12:32] So like even the nonprofits, they're putting out like, thank you, Amy Stockburger real estate,

[00:12:35] or this is, you know, so it's again, that word of mouth, OPA, other people's audiences.

[00:12:40] Right.

[00:12:41] That help.

[00:12:41] But we, we leveled up like right away.

[00:12:43] So we did the truck, but then we also, at the very same time added in our party and tool

[00:12:47] shed, because think about again, all these, these human experiences.

[00:12:51] So they need tables and chairs.

[00:12:53] They need cotton candy, snow cone, popcorn machines, commercial grade food, warmers,

[00:12:57] platters, anything tense, anything you can think of.

[00:13:01] But then I branded this shit out of them.

[00:13:03] My name's on all.

[00:13:04] You should.

[00:13:04] My, my, my, my brand is everywhere.

[00:13:07] So then every, everywhere they go, where all these parties, all these big places that are,

[00:13:11] that are events that are happening in their life.

[00:13:13] Yeah.

[00:13:13] My name is everywhere.

[00:13:14] Where'd you get this?

[00:13:15] They're not throwing these parties by themselves.

[00:13:16] They're bringing all these people in Amy Stockburger real estate.

[00:13:19] It just puts us another brand awareness in front of everybody.

[00:13:22] And so it's.

[00:13:24] Yeah.

[00:13:24] I was going to say what, so what gets you into the club to be part of the lifetime home support

[00:13:29] model, what do they have to do with your company in order to get access to the party supplies,

[00:13:37] the tools, the van, like everything that you offer?

[00:13:41] Yeah.

[00:13:41] Buy, sell, or invest one time.

[00:13:43] They get access for life.

[00:13:44] Unbelievable.

[00:13:45] Can you.

[00:13:45] What a great value.

[00:13:47] Initially, Amy, when you were talking and you were saying, Hey, I spent all this money

[00:13:50] on the billboards, right?

[00:13:51] And the plan was referrals and you got no referrals.

[00:13:54] It was like.

[00:13:55] Not enough.

[00:13:56] It wasn't enough.

[00:13:56] Right.

[00:13:57] Yeah.

[00:13:57] To, to support that.

[00:13:58] Can you just talk a little bit about like when the, when you flip the switch and you went

[00:14:03] double down on this particular path and kind of what that turned into in the referral basis

[00:14:10] for your business.

[00:14:11] We're over 80% referral.

[00:14:13] It's actually closer to that 95, but I have an ISA department, but what we took from 2000.

[00:14:18] So I had the idea in 14 and my trucks here by 15 was the end of 14 by 2017, we became the

[00:14:24] highest producing team in our state.

[00:14:25] And that time was almost a double any other team.

[00:14:27] Wow.

[00:14:28] Wow.

[00:14:29] And we've stayed in our state at the number one spot in our, in our market since 17.

[00:14:34] Again, it just turns.

[00:14:35] And again, we have about 10% of our market share and we're small giants.

[00:14:39] I have, you know, about 20 agents, you know, my agents on average, they're, they're just

[00:14:43] growing.

[00:14:43] And that's like my, my vision for my company is to build big juicy legacies for everybody

[00:14:48] in my ecosystem, from my clients, to my team, to my staff, to, to our community.

[00:14:52] And, and so this is how we're able to do it through our lifetime home support model and

[00:14:56] just serving.

[00:14:58] And that's why I, and think about it.

[00:15:00] The reason we're in this situation we're in, one of the reasons we're in the situation we're

[00:15:03] in our industry is the lack of value, the perceived lack of value consumers felt.

[00:15:07] Right.

[00:15:08] So if we change our industry from entrepreneurs into serve-apreneurs and elevate that client

[00:15:13] experience before, during, and forever, what would that do for our consumers, for our industry?

[00:15:19] And how will that help build legacy businesses for agents who can build a business they love?

[00:15:25] Because working with a warm referral is a hell of a lot more fun than working with a cold

[00:15:29] referral all day long, every day.

[00:15:30] And shouldn't our jobs be fun?

[00:15:32] We have hard jobs.

[00:15:33] So you should want to leverage and work with those warm leads all the time, instead of

[00:15:37] building a business on cold leads.

[00:15:39] And what's the exit strategy?

[00:15:41] That's another thing that we really don't talk about, you know?

[00:15:44] So agents should be building a business that has a healthy exit strategy because every business

[00:15:48] should be built to be sold, right?

[00:15:50] So whether you want to have it keep pumping and you walk away, or you go into and go into

[00:15:53] some other season of your life, or you want to just sell it, but having a business that's

[00:15:57] repeat and referral based and is systemized will sell for 50 to a hundred percent more.

[00:16:02] Than a business that's on a cold leads.

[00:16:04] Oh yeah.

[00:16:05] That is.

[00:16:06] You know, so, so that's what this does.

[00:16:09] Yeah.

[00:16:09] But it gets better gentlemen.

[00:16:10] It gets better.

[00:16:11] Come on Amy.

[00:16:12] Buckle it.

[00:16:12] Buckle up.

[00:16:13] Buckle up.

[00:16:14] Okay.

[00:16:14] We're ready.

[00:16:15] Okay.

[00:16:15] All right.

[00:16:16] So party shed, anything you can think of.

[00:16:19] Yeah.

[00:16:19] Let me tell you real quick.

[00:16:20] Like here's like a really, again, we're a part of all these human life experiences,

[00:16:24] but this week coming in on Monday and my mom who works for us had told me this on

[00:16:29] Friday, so I knew the situation, but coming in one of my clients, I've sold several houses

[00:16:34] to all of her family, all of her houses too.

[00:16:36] She was coming back to bring back all of our party equipment that she had checked out.

[00:16:40] Margarita machine, all the, all the stuff, right?

[00:16:42] They were getting after it.

[00:16:43] Yeah.

[00:16:44] Yeah.

[00:16:44] Because her husband got the clear of cancer.

[00:16:48] And so they had, they had a party.

[00:16:50] Oh, that was so wonderful.

[00:16:52] Right.

[00:16:53] Wow.

[00:16:53] So cool.

[00:16:54] We got to be a part of that.

[00:16:56] So, I mean, am I ever going to not be in their brain when somebody has a life change?

[00:17:00] Yeah.

[00:17:00] That's just, oh, what a, what a great example.

[00:17:03] I mean, it's like people think about like, oh yeah, it's like, you know, it's graduation

[00:17:07] or something like that.

[00:17:08] That's like, that's a whole different side.

[00:17:10] They're, they're celebrating good health.

[00:17:13] Like that, that is.

[00:17:15] You really have gone.

[00:17:16] I mean, you talked about the transformation.

[00:17:18] Like you want to be this server panor and you want to be more involved in your client's

[00:17:23] life throughout.

[00:17:24] I mean, you're not like the realtor.

[00:17:28] You've kind of transformed your role in their lives as being like more just the go-to for

[00:17:37] all things.

[00:17:37] We're their super connector.

[00:17:38] We're their super connector.

[00:17:39] Super connector.

[00:17:40] That's a great way to put it.

[00:17:41] Super connector for life.

[00:17:42] It gets better though.

[00:17:44] Yes.

[00:17:44] Okay.

[00:17:45] Let's go to level three.

[00:17:46] Okay.

[00:17:47] Okay.

[00:17:47] So I did the tool shed at the same time, because think about all of the journey of owning

[00:17:53] a house.

[00:17:53] It's hard.

[00:17:54] There's a lot of things you need to own or you need to buy rent or store to take care

[00:17:57] of this giant purchase that for the majority of humans in America, it is like their biggest

[00:18:03] wealth build.

[00:18:03] Right.

[00:18:04] And so I got all the tools that they don't have to buy rent or store.

[00:18:07] So wheelbarrows, ladders, specialty tools, commercial grade carpet cleaners, anything you

[00:18:13] can think of that you would need to help run your house.

[00:18:17] They can come rent for free for life.

[00:18:20] So I have physicians who can afford to rent, buy and store.

[00:18:25] Right.

[00:18:26] Yeah.

[00:18:26] They do not.

[00:18:27] They come and get my stuff that has my brand all over it.

[00:18:30] And we're always in communication because we were, we're big and we love our clients,

[00:18:33] obviously.

[00:18:33] But it was like, what do you need?

[00:18:35] Right.

[00:18:35] I'll put it in.

[00:18:36] You need a tile cutter.

[00:18:37] Done.

[00:18:38] That's easy.

[00:18:39] I'd rather get my chainsaw from Amy than Home Depot.

[00:18:42] I will say that.

[00:18:43] Right.

[00:18:44] It's funny.

[00:18:44] So I, I think I posted on Instagram.

[00:18:47] I'm not sure if you saw it, but I recently did.

[00:18:49] If it was on Instagram, I probably didn't.

[00:18:50] You probably didn't.

[00:18:51] Yeah.

[00:18:52] I did a DIY project in my garage with pegboard.

[00:18:56] Right.

[00:18:56] And if you're familiar with pegboard, you're, you're putting it up to like hang, like,

[00:19:00] you know, tools, ladders, chairs, like, do you know what I could have used?

[00:19:04] I could have used a long level from Amy Stockburger real estate.

[00:19:09] Could have called me.

[00:19:10] I got like an eight foot.

[00:19:11] Yeah.

[00:19:12] But that, that wouldn't have been as fun.

[00:19:13] It wouldn't have been.

[00:19:14] No, it definitely wouldn't.

[00:19:15] And, and the thing is too.

[00:19:16] You would have had to have bought a house from Amy.

[00:19:19] That's true.

[00:19:20] I mean like, yeah, let me put my license aside.

[00:19:22] This is just going to go here.

[00:19:23] All right.

[00:19:24] So I want to jump into something else.

[00:19:25] So something else that you've said, I've listened to you on past podcasts.

[00:19:30] So the one that I really dove into was the one with Luke Acree.

[00:19:33] I know Luke very well.

[00:19:34] He lives in our area.

[00:19:35] What's up, man?

[00:19:37] And, and you had said that you love creating big, juicy legacies for everyone in your ecosystem,

[00:19:43] your clients, your team, your community, and your agents.

[00:19:48] So what is it about legacy and legacies that drives you not only to serve the people the

[00:19:55] way you do, but treat people the way you do that, that story about you, Hey, we need all

[00:20:00] the party supplies.

[00:20:01] We need to celebrate good health.

[00:20:03] Like what is it about legacies that, that drove that?

[00:20:06] And now you get to experience it like every day.

[00:20:08] Right.

[00:20:09] Um, well, I grew up a very poor girl.

[00:20:12] Um, and so wanting, knowing very young, I'm like, I'm going to work and I cannot work a

[00:20:17] lot of people.

[00:20:17] I enjoy working.

[00:20:19] I wanted to create financial and time freedom for people that they didn't have to do it the

[00:20:25] hard way.

[00:20:26] Like when I got into the business broke as a joke.

[00:20:28] Yeah.

[00:20:28] We had our first baby at home.

[00:20:30] Um, he, by the way, sold his first house when he was 18, when he bought his first house

[00:20:34] when he was 18.

[00:20:35] So he drinks the Kool-Aid, but, uh, um, uh, you know, I was just grinding 15 hours a day,

[00:20:43] grinding, grinding, grinding.

[00:20:44] And I'm like, this isn't a way to live.

[00:20:45] This isn't a way for other agents to grow their business.

[00:20:49] I want to help them skip levels so that they can build a big business that gives them this

[00:20:54] life they love and this business they can one day sell.

[00:20:57] And same with our clients.

[00:20:58] There just wasn't to me enough care around this giant transaction.

[00:21:03] You know, it's just such a big deal and what was happening.

[00:21:06] Cause the other thing, why I wasn't my after program, you know, my back then in 14, my before

[00:21:12] and during my after was my billboards, but then what else was I providing them?

[00:21:16] The same thing.

[00:21:17] Every other realtor was providing them.

[00:21:19] Hi, do you want an equity review?

[00:21:20] Right.

[00:21:21] Um, Hey, do you want your houses worth?

[00:21:22] Do you want to know what your neighbor sold for?

[00:21:24] Everybody could do that.

[00:21:25] Yeah.

[00:21:26] And I wanted to be able to provide something so different that it elevated their life too.

[00:21:30] Ooh, that's, and then my, you know, my, my staff too.

[00:21:33] Like I, I got a, I got a pretty bad-ass staff.

[00:21:36] So I want them all to have giant legacies.

[00:21:38] All right.

[00:21:39] So, so out of your staff, do you have debt, like a dedicated person or people that deal

[00:21:44] with the lifetime home support model?

[00:21:47] Like, I mean, pieces are coming in and out.

[00:21:49] I think I heard in Luke's interview, you're like, Oh, we just, we just rented out 800 pieces

[00:21:53] last month.

[00:21:53] I'm like, what?

[00:21:55] That is, that's unbelievable.

[00:21:57] Like, how is that managed?

[00:21:58] How do you manage that from the backend?

[00:21:59] But we had 50 some referrals in May too.

[00:22:02] Like those things.

[00:22:03] Oh my gosh.

[00:22:05] We're sticky to our clients because of that.

[00:22:08] Yeah.

[00:22:08] But so, so I did it all wrong.

[00:22:10] I have a PhD in failing forward.

[00:22:12] I did it all wrong until I figured out how to do it right.

[00:22:14] And I, and I created software to streamline it.

[00:22:17] So I just built software where it's just, it's all the inventories in there.

[00:22:21] I have my front desk or who's ever monitoring that side of it at night.

[00:22:25] They pull out the stuff that's coming in.

[00:22:27] And in the morning they pull up the stuff that's going out.

[00:22:29] So they have everything set up.

[00:22:30] The clients can go online and click everything at their own convenience, which is what they

[00:22:34] love.

[00:22:35] And it's branded to me.

[00:22:36] So it's another site they're going to that is that because think about after the sale,

[00:22:40] they're not coming back to your website.

[00:22:42] They're they're on your website before and during.

[00:22:44] They're not coming back to that.

[00:22:45] This is a site that they're going to for life.

[00:22:47] That's serving them.

[00:22:48] And I'm not commission breath asking like, who do you know who has a life change?

[00:22:52] Right.

[00:22:52] It's like, here, how else can I help you?

[00:22:54] You sell, does Makita advertise on your site?

[00:22:57] Does a DeWalt advertise on your site?

[00:23:00] Milwaukee tools.

[00:23:01] Yeah.

[00:23:02] Yeah.

[00:23:02] They should.

[00:23:04] We're giving you, we're giving you an additional stream on this podcast.

[00:23:07] Make some calls.

[00:23:08] Amy.

[00:23:09] Here we go.

[00:23:10] Ready?

[00:23:10] Sitting down.

[00:23:12] Yes.

[00:23:13] In the next year or two, you're going to buy a storage facility so that your clients can

[00:23:20] store stuff when they move.

[00:23:22] That's a fantastic.

[00:23:23] I have one in my building actually.

[00:23:24] No way.

[00:23:26] Yeah.

[00:23:26] We call it our one roof solution.

[00:23:28] We have a climate controlled storage unit.

[00:23:30] Shut up.

[00:23:30] 5,000 square foot of them.

[00:23:32] Is that included?

[00:23:33] Yeah.

[00:23:33] They get 30 days free.

[00:23:34] Oh my God.

[00:23:35] And then they typically stay, typically stay like 90 days.

[00:23:41] What's that?

[00:23:41] But it's that pain point they have, like getting the stuff out of the house to show it.

[00:23:45] Yeah.

[00:23:46] Oh, yeah.

[00:23:47] Yeah.

[00:23:48] And then putting it there.

[00:23:49] Unbelievable.

[00:23:50] Yeah.

[00:23:50] So then can I get my truck and move it right into our storage units.

[00:23:52] I need that.

[00:23:53] I need to get all my kids crap out of my house.

[00:23:56] Right.

[00:23:56] All right.

[00:23:57] So here's something I want to talk about.

[00:23:58] So your team was recently ranked like 18th in the entire US, which is insane.

[00:24:05] Wow.

[00:24:06] It's in the 50s now.

[00:24:07] That was last year.

[00:24:08] It was 13 one time.

[00:24:09] You made it to 18.

[00:24:09] It was 13.

[00:24:10] It was 13 one time.

[00:24:12] Oh, well, even better.

[00:24:14] And then we were talking before the show, we were talking about your market, Sioux Falls.

[00:24:19] And then we were talking about Philadelphia.

[00:24:21] You know, Philadelphia is probably considered a massive metro area city compared to the market

[00:24:27] you're in.

[00:24:27] And yet you still found a way.

[00:24:30] Like some people might think, hey, I work in a smaller market.

[00:24:32] I can't write that much business because there's just not enough sales happening.

[00:24:36] Like you're owning 10 percent of your local market share in your metro area, which is like

[00:24:42] absolutely insane.

[00:24:43] Like where like was it anywhere near there before you did this stuff?

[00:24:48] Or was it really as soon as you did this, it was like snap your fingers.

[00:24:52] This is everyone's coming to us kind of thing.

[00:24:53] Yeah.

[00:24:54] Yeah.

[00:24:54] Once, once I, again, failed forward for two, two years on repeat, you know, from 15 to 17

[00:25:00] until I really figured out how to make it omnipresent throughout our entire business so that it was in

[00:25:06] every onboarding piece.

[00:25:07] It's in every next step.

[00:25:08] It's in every after closing.

[00:25:10] It's in every brand marketing campaign we have until I did that.

[00:25:14] Once I figured that out, typically what happens is the client says, how much more do I have to

[00:25:17] pay for that?

[00:25:18] Right.

[00:25:19] So like my agents, when everything changed with NAR and the agents, I'm showing agents how to do

[00:25:24] this across the nation.

[00:25:25] I have a whole system on showing them how to implement this into their business.

[00:25:28] But the value, like we don't get asked, you know, oh, I only want to sign a one day buyer rep.

[00:25:33] Right.

[00:25:34] Okay.

[00:25:35] Yeah.

[00:25:35] Yeah.

[00:25:35] All right.

[00:25:36] And think of that too.

[00:25:37] Like if you think about all these agents who are doing these one-time buyer reps, one-time

[00:25:41] buyer reps, how much time is that taking away from other things?

[00:25:44] Because every time you say yes to one thing, you're saying no to something else.

[00:25:46] So if you're saying yes to more paperwork, you're saying no into prospecting or taking

[00:25:51] care of your family or having your own time or, you know what I mean?

[00:25:53] And so my agents and the agents I'm teaching this to are just set up for success that there's

[00:25:58] so much value that they're giving that the consumer is like, yeah.

[00:26:02] Okay.

[00:26:02] Let's go.

[00:26:03] That's unbelievable.

[00:26:05] Hey everyone.

[00:26:06] This is Tim, your favorite bricks and risk co-host, but don't tell Sean.

[00:26:11] I hope you're enjoying this episode and I'll get right back to it in a moment.

[00:26:15] Our audience grows through word of mouth.

[00:26:17] So if you would please take a moment of your time and give us a review on the platform you're

[00:26:22] on, that would be fantastic.

[00:26:25] Please also help spread the BNR word by sharing your favorite episode with a friend.

[00:26:30] We greatly appreciate your time and trust.

[00:26:33] Now, back to the show.

[00:26:35] I want to dive in a little bit because generally speaking, when you talked about real estate,

[00:26:45] real estate brokerages, it's not a business to sell.

[00:26:50] And you kind of made reference to this earlier about the exit.

[00:26:55] Can you just go into that a little bit more about how your business now is set up for that?

[00:27:02] Like a sellable asset now as opposed to before.

[00:27:05] And we've talked about that as like, when you're done selling real estate, you're done and you

[00:27:09] close the doors and you, you know, all today, but you're kind of taking a totally different

[00:27:13] approach and where you're going with it.

[00:27:15] And just love to hear more about the design of that.

[00:27:19] Yeah.

[00:27:19] So that's a big thing for me because I want to, and a big thing for our agents that we're

[00:27:23] bringing in, like, we know you don't want to do this forever.

[00:27:25] And I kept thinking that too.

[00:27:26] Like, I don't want to be the rainmaker forever.

[00:27:28] You know, when I was at the height of my selling, I was doing like 145 units myself,

[00:27:32] you know, and like, I didn't, I didn't want to do that, you know?

[00:27:35] And, um, but, uh, so I wanted to add in again, success leaves clues, right?

[00:27:42] Like, um, Henry Ford, for example.

[00:27:45] So back in the day, he used to require his manufacturers to put his parts in a specifically

[00:27:51] size crate so that when it came to him, this is, you know, I don't, I've never talked to

[00:27:56] Henry Ford, but this is what I've read.

[00:27:57] So when it came to him, he would reuse part of that crate for his dashboards and then he

[00:28:02] would take the rest of it and he would use it for coal or whatever to burn.

[00:28:05] So he would multi-purpose his, what he was getting.

[00:28:08] It's the same thing.

[00:28:09] I couldn't find anything out there that I'm like, how can we multi-purpose our lead generation

[00:28:14] to turn it into our lead generation expenses into a major profit center and continue to grab

[00:28:20] market share.

[00:28:20] And so that's, that was my goal.

[00:28:22] Cause if I could continue to grab market share and I could add in all these different profit

[00:28:25] centers where I used to have expense lines, then my profitability is going up.

[00:28:28] My business is worth more and more and more each year.

[00:28:30] Right.

[00:28:31] And so, um, like the home support team partners, um, I can't remember if we talked about this

[00:28:36] with, with Luke, but so think about, again, we're super connectors.

[00:28:39] Yeah.

[00:28:39] So our clients are coming to us for life.

[00:28:42] They should be asking like, who do I get for HVAC?

[00:28:44] Who do I get for an electrician?

[00:28:45] Who should I use for a handyman?

[00:28:47] Do you know a carpet cleaner?

[00:28:48] Do you know a window cleaner?

[00:28:49] Well, yeah, we have all those.

[00:28:50] We all have those affiliate partners, but I started thinking, wouldn't it be sexy if I could make

[00:28:55] a program where I could help them, these companies, cause I'm a marketer.

[00:28:58] We as real estate agents, we're marketers.

[00:29:00] That's part of our J O B, right?

[00:29:01] We're marketers, but I can help them grow their business in unison.

[00:29:05] They help my clients give them legendary care, sometimes a discounted rates because

[00:29:09] there are clients and then charge these people.

[00:29:11] These are these companies to be a part of it, but then also use it as a massive lead generation

[00:29:16] piece too.

[00:29:17] So, so they pay us $3,500 a year to be a part of our program.

[00:29:21] We have about a hundred employees, a hundred companies on.

[00:29:23] Whoa.

[00:29:24] So before, so outside of, wait, wait, wait, wait, wait.

[00:29:26] I'll just, so they pay $3,500 a year membership into your program.

[00:29:32] Right.

[00:29:33] You have a hundred of them.

[00:29:34] So that's 350 K.

[00:29:36] Right.

[00:29:37] And not only that, your clients are going to ask left and right for these people.

[00:29:43] So they're going to get probably way more than 3,500 worth of business out of it.

[00:29:49] And we market them too.

[00:29:50] So that's the other thing.

[00:29:51] Like there's five different things we do for them.

[00:29:53] We, we scale their business because we have the target market.

[00:29:55] Right.

[00:29:56] We market for them.

[00:29:57] We also, because I love coaching, we do business development in there.

[00:30:01] So what I coach my agents, I do masterminds once a month and I do, you know, I teach them

[00:30:05] how to grow their business.

[00:30:06] Think of like that relationship build when I, I would just got off the phone yesterday.

[00:30:09] I did a quick conference call or zoom with one of my painters and they're young.

[00:30:14] They're awesome.

[00:30:14] They're going to do great.

[00:30:15] Coached them through on like the best way to set up their social media.

[00:30:18] Wow.

[00:30:19] Who are they ever going to talk about who anytime there's a life change, where are they going?

[00:30:22] Yeah.

[00:30:23] Yeah.

[00:30:23] But they're good.

[00:30:24] If they went out and did that, they're paying $3,500 just to get someone to tell them to

[00:30:28] do it on social media.

[00:30:29] Right.

[00:30:30] Right.

[00:30:30] And then, and then I took, so how I'm showing agents how to do this too is, is it's a layer

[00:30:38] program with lifetime home support.

[00:30:40] So you lay those unique value propositions because agents, you need to have, you have to be something

[00:30:44] better than the expert at connecting buyers and sellers.

[00:30:46] You have to have a cancellation guarantee, at least by a guaranteed sale, something that

[00:30:51] makes you different or a VIP club.

[00:30:53] So I show agents how to do that.

[00:30:54] We have all those things to put your VIP club in.

[00:30:57] And then I took that and I turned it into a, um, a, uh, employee benefit package.

[00:31:03] So my home support team partners, because we know as business owners attracting and retaining

[00:31:07] good talent is hard.

[00:31:08] And so they get access to all my VIP stuff.

[00:31:11] Okay.

[00:31:12] And I give it to their employees because we also added in an online discount center that

[00:31:16] saves them $5,300 a year.

[00:31:17] So we give that to their employees.

[00:31:19] But the caveat is for them to be a part of my program, they have to pay me.

[00:31:23] They get this for their employees.

[00:31:24] My business director gets to go meet with their employees three times a year at a minimum.

[00:31:29] So that means we go and sit down in front of these employees to get that one-to-many

[00:31:33] presentation.

[00:31:33] And only are we the best at connecting buyers and sellers, but how we do it so differently.

[00:31:38] Who do you think they refer to us when they have a life change or know of somebody?

[00:31:43] We become the broker of choice.

[00:31:44] So I layered that in and then, um, and usually every time we present one to two hands come

[00:31:50] up the very first time we present, you know, cause they know exactly.

[00:31:53] Yeah.

[00:31:54] Someone in the room.

[00:31:55] Oh, the layers of this thing are just unbelievable.

[00:31:57] So, um, so you're, you're obviously, you're obviously, uh, a system.

[00:32:01] You had one more thing she wanted.

[00:32:03] Oh, I'm so sorry.

[00:32:04] No, no.

[00:32:05] Uh, um, these are just kind of my sexy.

[00:32:07] I love these little things.

[00:32:09] These are stickers that go in their house.

[00:32:11] There's my home support team.

[00:32:13] The stick is scan it, solve it.

[00:32:14] Are those ever going to go off any houses?

[00:32:16] It's right in the refrigerator.

[00:32:17] It's on the refrigerator upstairs in the refrigerator on the oven.

[00:32:20] The layers to this thing is like nothing I've ever seen.

[00:32:23] It's on the garage door.

[00:32:25] It's underneath their cabinets sticking on there.

[00:32:27] But then what agents, what we don't leverage is think of all the big companies in your industry

[00:32:33] or in your market that are not an avatar for a home support team.

[00:32:37] So like your call centers, your surgical centers, um, your big companies,

[00:32:41] like B2B kind of.

[00:32:42] Yeah.

[00:32:42] Yeah.

[00:32:42] Think of those.

[00:32:43] So we, we take, we took all these things and now, now we have a corporate partnership

[00:32:47] program where we go in and we meet with these companies and we first take care of all their

[00:32:52] relocating needs.

[00:32:53] I have a kick-ass tour to of the community.

[00:32:55] I show my agents how to do it.

[00:32:57] I show agents how to do that in their market.

[00:32:58] We, we relieve a pain for the HR of them having to be the person selling the city.

[00:33:03] We sell the city, but then we get access to all their employees and give them all these

[00:33:06] benefits.

[00:33:06] It's we're the ones then that come in like one, um, an engineer company here in town.

[00:33:11] They let my business developer come in every Monday.

[00:33:13] They have a new person onboarding and he gets to tell them about our program.

[00:33:16] Oh my gosh.

[00:33:17] And they are currently this, that same company just this week.

[00:33:20] They're closing down a, um, a center and 50 miles North of us.

[00:33:25] Okay.

[00:33:25] And so they're moving 17 employees here.

[00:33:28] We have 17 leads that they just told us about that.

[00:33:30] Like we have these 17 employees.

[00:33:31] They have to sell and buy.

[00:33:33] Oh, I absolutely love this.

[00:33:36] And then from there I'm creating, this isn't created yet, but it will be soon.

[00:33:40] I'm, I'm talking to some investors to get this done fast.

[00:33:42] Cause I feel like there's this wrinkle in time, but I'm creating a home maintenance and

[00:33:46] prevention, um, subscription model.

[00:33:49] So again, people don't know how to own houses.

[00:33:52] They don't know what to do or they don't want to.

[00:33:54] And we as agents know the trigger of when a say a closing happens.

[00:33:57] Right.

[00:33:57] Right.

[00:33:57] So I'm going to show agents how to add in yet another layer of income outside of commission

[00:34:01] that they can use as a lead generation system.

[00:34:04] So, and it supports my home support team partners.

[00:34:07] Cause that's going to be the people who will do the, do the work.

[00:34:09] It's going to have another value drive income subscription business is the best business to

[00:34:13] be in.

[00:34:13] Right.

[00:34:13] Yeah.

[00:34:14] Um, monthly recurring revenue that's in there.

[00:34:16] So, and then, then the people that are not their clients, they'll charge a little bit

[00:34:20] more who will then be paying them to advertise to them about their brokerage or team

[00:34:24] who eventually will be their clients.

[00:34:26] And then they have, so then when it comes to your exit strategy, how much is your company

[00:34:31] worth?

[00:34:32] Yeah.

[00:34:32] That was all these profits.

[00:34:33] How's that answer for you, Mooney?

[00:34:35] Pretty good.

[00:34:37] Did you get what you needed out of that?

[00:34:38] I mean, dude.

[00:34:40] All right.

[00:34:40] So we're just, we're just on the first onion.

[00:34:44] Yeah.

[00:34:45] So, so you're, you're a systems expert, as you said.

[00:34:49] Um, I have a brother.

[00:34:51] Yeah.

[00:34:52] I have a brother, uh, Ryan Garrity is my business partner in real estate.

[00:34:56] We develop real estate together.

[00:34:57] We were partners at Copper Hill.

[00:34:59] We're still partners.

[00:35:00] Um, he gave this question, which I find great is, is he'll ask what's your biggest struggle?

[00:35:05] And you had put that sometimes you over systemize.

[00:35:10] So as much as systems are your superpower and have grown your business into just this massive,

[00:35:16] multi-layered, valuable business model, why is over systemizing a struggle for you?

[00:35:23] Well, I think all of our superpowers can be our Achilles heel at times.

[00:35:27] Right.

[00:35:27] And, um, I think I, what I did and we've, we've had to unravel a million different times.

[00:35:33] Like I said, PhD and failing forward.

[00:35:34] I I'm not afraid to try anything.

[00:35:36] I know I'm going to fail on it.

[00:35:37] I just have to figure out how to not fail and how to do it right.

[00:35:40] And how I can systemize it at a high level.

[00:35:42] But I would have too many layers of tasks.

[00:35:44] Like my goal is to take off three seconds here, three minutes here on this.

[00:35:47] So that my staff is like as efficient as possible because it's more profitable.

[00:35:52] Right.

[00:35:52] And it's more fun for them too.

[00:35:54] Um, but I just over systemize.

[00:35:56] Like one time I had an executive assistant who used to work at the hospital.

[00:36:00] She was with me for one week and she said, you have to know that you have more checklists

[00:36:04] than the hospital does.

[00:36:05] Like, like, like I say checklist so much in my business.

[00:36:09] When I say checklist, my people say drink because I say checklist so much like, like add it to

[00:36:13] the checklist, take it off the checklist.

[00:36:15] It was a game.

[00:36:16] Yeah.

[00:36:16] So I just, I over systemize sometimes and, and, and that has hurt us where I have to look

[00:36:22] back and have not my leadership now.

[00:36:23] Like, does this make sense?

[00:36:24] Like take it out of my crazy brain and take it from somebody else's perspective.

[00:36:28] Does it ever come up?

[00:36:29] Like, I imagine your world that you almost think you can do anything, uh, because you

[00:36:35] like, Oh, I can just build a system.

[00:36:37] Right.

[00:36:37] So like, does that ever part of like working against you?

[00:36:41] Oh, success syndrome.

[00:36:42] That's what I call it.

[00:36:43] Yeah.

[00:36:43] So, uh, yeah, I want to know a dumb one.

[00:36:46] Don't ever buy a daycare center.

[00:36:47] Don't ever buy a daycare center.

[00:36:49] Interesting.

[00:36:49] So, uh, we have a handful of other businesses.

[00:36:51] We have an ax throwing business, a couple of bars here in North Dakota, a deep room business.

[00:36:56] And, um, we developed twin homes, um, and have a couple of handful of other stuff, but we

[00:37:02] bought a daycare center.

[00:37:03] Yeah.

[00:37:04] Terrible.

[00:37:05] Don't do it.

[00:37:06] Unbelievable.

[00:37:07] Just too much liability, too much emotion with children and things like that.

[00:37:11] Yeah.

[00:37:11] It's if I can say anything, maybe it's, it's a tough business.

[00:37:14] It's a hard, I mean, the industry is just really hard.

[00:37:17] Right.

[00:37:17] And so, but it's success syndrome.

[00:37:18] Like, I'm like, Oh, we can do this.

[00:37:19] I'll systemize.

[00:37:20] That's what happens where if I would have stayed in my lane and not done those things, like

[00:37:25] how much more time I would have had to build other things.

[00:37:28] Yeah.

[00:37:28] I wish, I wish somebody said what it came in and intervened on that for me.

[00:37:33] I mean, we've both done things like that.

[00:37:35] Um, when I, when I was running my real estate brokerage, Copper Hill real estate, um, you know,

[00:37:40] we partnered in on a title company, like in our first year, which was fairly low amount

[00:37:44] of work, but again, bringing profit to the company, bringing an added layer of customer

[00:37:48] service to our clients to make sure they understand clean title is very important.

[00:37:53] Like the closing was seamless.

[00:37:54] Like you got a question of legality, things like that.

[00:37:57] You got it answered, but we hopped in the property management for a hot minute for about

[00:38:02] two years.

[00:38:03] And what a mistake that was more or less kind of along the lines of what you were saying.

[00:38:08] We're like, why shouldn't we be doing this?

[00:38:10] We do losing at our brokerage.

[00:38:12] We've had multiple clients say like, Oh, can you manage this for me too?

[00:38:16] We're like, sorry, we're not, we're not really set up for that, but talk to Bill or talk

[00:38:19] to Sally.

[00:38:20] And I will tell you as much as like the partnership just ended up not being a good fit.

[00:38:25] That's not the reason why.

[00:38:27] I think the main reason why is we, we shot for this, for the moon and the stars were like,

[00:38:32] no problem.

[00:38:33] We can get to hundreds of units who like in less than five years and you get in and you're

[00:38:38] like clawing and scraping to get like a unit here and there.

[00:38:43] You're losing money on the deal because you're like, Oh, just bring them in.

[00:38:46] Then year two, they'll be making a little bit more.

[00:38:48] And I completely agree with that.

[00:38:50] There, there are definitely times, especially in real estate, we just get shiny object syndrome.

[00:38:55] Oh, so many.

[00:38:57] Yeah.

[00:38:57] What's beautiful about what you're doing is everything feeds in to the number one drive

[00:39:03] of your business, which are real estate sales.

[00:39:06] Like a boomerang.

[00:39:07] Clients.

[00:39:07] Right?

[00:39:08] Right.

[00:39:08] No matter what you're throwing out, it's always coming back as your names on it.

[00:39:13] The referrals are coming back.

[00:39:14] It's all driving your core.

[00:39:16] They might be add ons, but everything is driving your core business.

[00:39:21] Right.

[00:39:22] Like tonight we have, um, yeah, I, I can, uh, I can align with that very much.

[00:39:28] Like I wish there's some things I wish I never would've touched, um, the daycare being

[00:39:31] one, but like tonight we have a, um, a client events we do, you know, everybody should

[00:39:35] do client events.

[00:39:36] That's nothing new, but, but we have, you know, about 230, some of our clients coming

[00:39:40] down to throw access for free.

[00:39:42] We give them free booze.

[00:39:43] We give them, uh, you know, free pizza, but we're not paying for it.

[00:39:47] Yeah.

[00:39:47] Like I sell at my HST, my home support team partner sponsor it.

[00:39:50] And so we advertise for them.

[00:39:51] So then again, it's just another way to, to leverage those relationships.

[00:39:56] And I think that's one thing agents don't do enough.

[00:39:58] Like think about all of the business you're giving away to help your deals stay together,

[00:40:02] to help grow somebody else, like leverage that, that relationship as much as you can,

[00:40:06] because like this client event, we typically get a minimum per agent.

[00:40:10] Like I say, you usually get four opportunities at these events, like additional opportunities

[00:40:14] that you probably didn't know about that were coming down the chute, because again,

[00:40:17] that law reciprocity kicks in, you're taking care of them.

[00:40:20] It's not just, and this is, we call it date night because we do a lot of kid ones.

[00:40:24] Um, and so this is like, keep the kids at home, get a babysitter, come down.

[00:40:28] We know school just started.

[00:40:29] It's time for you, you know?

[00:40:30] And so it's, it's, it's that, and, um, it's such a fun event, such a fun event.

[00:40:34] And we get to talk.

[00:40:35] So I have a captive audience of all my clients.

[00:40:38] Guess what I'm talking about?

[00:40:39] All the new stuff we're doing, like what we added into VIP.

[00:40:42] We have a tables table set up this year, um, that says, what do you need done to your house?

[00:40:47] We're going to project manage it for you.

[00:40:48] So I can feed in more leads to my, my home support team partners.

[00:40:52] You know what I mean?

[00:40:53] Unbelievable.

[00:40:53] Um, all right.

[00:40:54] So you're a big believer in reciprocity as, as, as are we.

[00:40:57] Um, so having all these different layers, you have the clients that are experiencing

[00:41:02] the reciprocity, like your real estate clients, you have your vendor partners that are experiencing

[00:41:07] it as well.

[00:41:08] Have you ever had like a vendor partner or vendor partners where you're like, Hey, this

[00:41:12] is a reciprocity thing.

[00:41:14] No matter what they jump in and six, 12 months later, they're like, I don't like this thing

[00:41:18] because I'm not getting enough value out of what I'm paying you.

[00:41:21] I'm sure that has happened.

[00:41:23] What has that experience been like?

[00:41:24] Yeah.

[00:41:25] So we, we're redefined.

[00:41:27] And actually if your listeners want to go out and just follow me on Instagram and if

[00:41:32] they DM me bricks and risk, I'll send them my home support team framework that we use.

[00:41:39] It's just this framework, the selling framework so that we were pushing on the pain at the beginning

[00:41:44] now making like, where, where, where do they want to grow their business?

[00:41:47] What does that look like?

[00:41:48] Is it a now thing?

[00:41:48] And so we push on the pain now so that those conversations don't happen later.

[00:41:52] And we've added in a layer of report cards and all these things.

[00:41:55] So we're showing just like, just like our, don't fire me, you know, things we do for our

[00:41:58] sellers, right.

[00:41:59] That, you know, this is what I've done.

[00:42:01] It's the same thing.

[00:42:02] We're showing them just this value and then we automate it.

[00:42:04] And so that it's there.

[00:42:05] And I do think I'm very, very passionate about this.

[00:42:08] I think before an agent starts an ISA department, they should start a business development

[00:42:13] department.

[00:42:13] Their PR department, their PR department is far more valuable than an ISA department ever

[00:42:19] will be.

[00:42:20] Having somebody be your PR who's out there growing those relationships with your sphere, because

[00:42:24] we know our sphere is going to be our biggest lead source forever and always.

[00:42:27] Right.

[00:42:28] Right.

[00:42:28] Growing that and having somebody who's J-O-B it is to do that is going to profit your business

[00:42:34] so much more, going to make it so much easier to sell in the long run.

[00:42:37] Yeah.

[00:42:37] I mean, it's funny because a lot of people get ISAs.

[00:42:39] I feel like because they're paying for leads and they're like, I got to filter through all

[00:42:42] these people.

[00:42:43] Well, someone's got to make the call.

[00:42:44] Someone's got to screen the people and set them up for the agents on my team so that they

[00:42:47] can go out and close the deals.

[00:42:49] But per your point, business development is so much smarter, especially for your mindset

[00:42:54] is everything.

[00:42:55] Because let me tell you, we listen to a ton of podcasts and the mindset is work harder,

[00:43:02] spend more money to get more leads, send more letters, send more postcards.

[00:43:07] How many more calls?

[00:43:07] Yeah.

[00:43:07] And all that stuff works.

[00:43:10] It works a hundred percent, but you're never going to get off the hamster wheel.

[00:43:15] You're going to be running, running, running all day, all night.

[00:43:17] And the people will probably never come back to you.

[00:43:20] Does it, like you said, it doesn't matter how good the services during the experience, you're

[00:43:23] not offering anything of value once it's done.

[00:43:27] Right.

[00:43:28] And with you building all this and just saying business development, that's such a great

[00:43:34] lesson.

[00:43:35] I feel like for anyone listening and watching right now, like have someone help.

[00:43:40] If you're going to hire someone, again, I feel like the first person anyone needs is a

[00:43:43] transaction coordinator.

[00:43:44] Yeah.

[00:43:45] You need someone to help with your deals because the paperwork takes up too much of your time

[00:43:48] as a solo agent or even as a team leader.

[00:43:51] But a great second position instead of like an operations person.

[00:43:55] So, oh, go coordinate my transaction quarters.

[00:43:57] Tell me what my week is like.

[00:43:58] It's almost like get someone into business development.

[00:44:02] Go find like-minded people who believe in reciprocity, who want to kick up a couple grand

[00:44:07] a year, to be on my van, to support the people that I already have who believe in how I'm

[00:44:12] growing my business, which is how they are going to grow their business.

[00:44:18] Right.

[00:44:18] And it all comes back around.

[00:44:20] It's like the recyclable symbol.

[00:44:21] It's like no one's ever getting out of that triangle because there's no reason to.

[00:44:26] No one's really doing what you're doing.

[00:44:27] And then you make it better year in and year out.

[00:44:30] You're talking about these other ideas.

[00:44:32] You're like, let me do this because I see that people would value that.

[00:44:36] You're almost like probably asking yourself, would I value that?

[00:44:39] And the answer is yes.

[00:44:41] Well, my son, when he bought his house.

[00:44:43] So again, osmosis, that kid learned.

[00:44:46] He was in baseball.

[00:44:47] He had a lot of windshield time with us where he was just listening to that Logan and Adam

[00:44:50] and I negotiate all the time.

[00:44:51] So he can just, he trains our agents now.

[00:44:53] He's our agent support.

[00:44:54] Wow.

[00:44:55] But he's a little badass.

[00:44:58] But he, when he bought his first house, he's like, how do I, how do I own a house?

[00:45:03] Right.

[00:45:04] I'm like, this is what I need.

[00:45:05] This is the, this is the pain point.

[00:45:07] They don't know.

[00:45:07] Right.

[00:45:07] Like there's things they don't know.

[00:45:09] And, and again, the prevention of like making sure things are done prior to it being a problem

[00:45:13] is going to save them so much money and then we're helping them protect their biggest asset.

[00:45:17] And how much easier for me to sell a house that's been taken care of than hasn't.

[00:45:20] Heck yeah.

[00:45:21] Yeah.

[00:45:21] It's a ton easier.

[00:45:22] Yeah.

[00:45:23] You said something though about that.

[00:45:26] Business development.

[00:45:28] Business development.

[00:45:30] Man, nuts.

[00:45:31] We can circle back to it.

[00:45:32] Yeah.

[00:45:33] But if you think about it, if you have that higher as your business, someone tasked with

[00:45:38] just going out and delivering the message to like-minded people to grow your business.

[00:45:44] They're trying to build relationships.

[00:45:46] Right.

[00:45:46] It's unbelievable.

[00:45:48] You are uber busy, not only as a successful business person, but you're, you're married.

[00:45:55] You have two kids.

[00:45:56] You have a large dog.

[00:45:58] And, and you have a soulmate.

[00:46:01] Right.

[00:46:01] And you have a super successful family business.

[00:46:04] And then we ask a question, Hey, we throw out a couple of topics.

[00:46:08] What would you like to talk about?

[00:46:09] You said that you would be interested in talking about your routine.

[00:46:13] So obviously managing your personal life, your business life, you know, making time out of

[00:46:18] your day to talk to Sean and I, which we're greatly appreciative for, like, what's your

[00:46:22] routine like to manage all that?

[00:46:25] And obviously, you know, do your best to stay healthy, not lose your mind, like have downtime.

[00:46:30] Like it's, it's hard.

[00:46:31] It is.

[00:46:32] It is.

[00:46:33] And I did it all wrong for a lot of years.

[00:46:34] All wrong.

[00:46:35] The way wrong way where we almost cost us.

[00:46:38] I mean, Adam and I were fighting and it was, it was terrible.

[00:46:40] You know, my kids, I was grinding so hard.

[00:46:43] It was terrible.

[00:46:44] But I, I, I believe like wholeheartedly in Dan Martell's methods of buy back your time.

[00:46:49] And so we're very systemized.

[00:46:51] I have everything with my office is, is very systemized as far as my time schedule.

[00:46:56] Like my, my assistant's job is to boss my ass.

[00:46:59] Like you, I don't want to, I don't want to look at my calendar.

[00:47:01] I don't want to know what I'm doing.

[00:47:02] You tell me how I can stay on this for this amount of time.

[00:47:05] And then I go to this so that I can, you know, batch my time well, so I can be as efficient

[00:47:09] as possible.

[00:47:10] A couple of businesses that were always, I'm always working on during the day.

[00:47:13] And I, and I try to, for the most part, my calendar is set up where I only do one business

[00:47:18] on one day.

[00:47:18] And then, you know, and then I have blocks on that so that I don't have to like switch,

[00:47:22] you know, my contacts on that.

[00:47:23] But then we also, and this is a Dan Martell thing, not a me thing, but we, we've always

[00:47:27] had a system of this, but we have a house manager.

[00:47:30] Like my mom who takes care of legend.

[00:47:32] She takes care of everything with our house too.

[00:47:34] And we just have SOPs so that like, we're not like, I don't cook.

[00:47:38] I have never cooked.

[00:47:39] I don't cook it, but, but I don't have time for shit like that.

[00:47:41] Yeah.

[00:47:41] I don't, you know, I don't put gas in my car.

[00:47:43] Right.

[00:47:44] I don't, I don't, I don't do, I don't do little things.

[00:47:46] Like I don't like my mom's ordering me, my lipstick went out.

[00:47:50] I put it out and I just put it on her desk.

[00:47:51] Like I don't do those kinds of things so that I have time.

[00:47:54] Yeah.

[00:47:55] She's awesome.

[00:47:55] Yeah.

[00:47:56] That's fantastic.

[00:47:57] It's the dirtiest joke.

[00:47:58] She has to introduce herself.

[00:47:59] Oh, we gotta get your mom on next time.

[00:48:00] Oh my God.

[00:48:01] Like she introduces herself as my aunt to new employees because it's so bad.

[00:48:05] But, um, oh, she's naughty.

[00:48:08] Um, but, but again, it's just like buying back as much time as I can because in, and

[00:48:12] maybe I'm lying to myself, but I say the legend and it was Logan too, that like I get quality

[00:48:16] time.

[00:48:17] I don't get a lot of quantity with you at times, but I get when we're together, we're together.

[00:48:21] Yeah.

[00:48:21] You know, which means like when we're up in the morning, like I have my non-negotiables that I

[00:48:25] do in the morning that I have to do to keep me sane and to keep, keep things running.

[00:48:31] So it sounds like you are a huge time blocker because blocking out every, it sounds crazy.

[00:48:39] We did an episode on time blocking that we released a few ago.

[00:48:41] If you, if you haven't listened or watched it yet, I would check it out because you obviously

[00:48:45] live and die by this as do I, um, if you don't block it off, chances are it won't get

[00:48:52] done.

[00:48:52] Personal, professional.

[00:48:54] Personal.

[00:48:55] I mean, I, some days I got 5am to like 10pm every minute of every day is, is accounted

[00:49:03] for.

[00:49:04] Do I make all of it?

[00:49:06] No, there are some things I'm like, I got to move that to next week or you know what,

[00:49:08] this can wait until tomorrow or I'll do this on Sunday.

[00:49:11] I'll, I'll make two hours on Sunday.

[00:49:13] I'll do this.

[00:49:13] And I am not nearly as busy as you are.

[00:49:17] Um, one, one other thing I wanted to talk about before we shut it down is that the quote

[00:49:21] you gave us was, was excellent.

[00:49:23] It was oftentimes it isn't what is new.

[00:49:26] It's what is true.

[00:49:27] Why did that one, um, stand out for you?

[00:49:30] You know, uh, that's a Dan Martell thing too, but I think it's true.

[00:49:34] Again, you said shiny objects.

[00:49:35] Our industry, I feel has more shiny objects than any other industry in the world.

[00:49:39] And, and oftentimes it's not what's new.

[00:49:42] We want it to be new because that means it's something that we think it's easy.

[00:49:46] It's cool.

[00:49:47] Yeah.

[00:49:47] New doesn't equal easy.

[00:49:49] If it's, it's dressed in overalls and looks like work, guess what?

[00:49:52] It's work, you know?

[00:49:53] And so you have to do it, but like your sphere, your sphere is always going to be your,

[00:49:57] your biggest lead source.

[00:49:58] Work your sphere.

[00:49:59] That's not new.

[00:50:00] It's what's true.

[00:50:02] Um, I, I sales one-on-one, I call it my kid tested parent approved.

[00:50:07] If you don't, if you do not pay attention and have that kid have some type of relationship

[00:50:12] bond with you during that open house, you're going to lose that sale.

[00:50:15] If that kid, like, like you, like you, I, we have a whole activity book I just created

[00:50:19] that has our brand everywhere that we give to kids.

[00:50:21] So again, you get a bouncy house with us.

[00:50:23] I created a story, did all these things so that they're seeing my brand as kids so that

[00:50:28] they're like influencing their parents to use us as real estate, you know, at our open

[00:50:32] houses, things like that.

[00:50:33] But that's not what new is true.

[00:50:35] People love their kids.

[00:50:36] Yep.

[00:50:36] You do the easy stuff.

[00:50:38] And then there's fortune in the follow-up.

[00:50:39] That's not new.

[00:50:40] That's such a great advice.

[00:50:42] You have to follow up.

[00:50:42] I love it.

[00:50:43] There is just, yeah.

[00:50:44] Fortune in the follow-up.

[00:50:45] So again, not crazy things, just what's, what's true in our industry.

[00:50:49] Hey, sometimes the most effective things are the most simple things, which is why I really

[00:50:53] like that quote as well.

[00:50:54] Um, so before we shut it down, Amy, cannot thank you enough for your time today.

[00:50:58] Yeah.

[00:50:59] This has been, I've listened to you on other podcasts.

[00:51:02] This has been just like absolutely eyeopening for me.

[00:51:04] It's, it's just-

[00:51:06] Pound for pound.

[00:51:07] Most nuggets per minute.

[00:51:08] Oh yeah.

[00:51:09] Podcast.

[00:51:09] We say-

[00:51:11] You've gone over the threshold.

[00:51:12] Our saying is we hope you get one or two valuable nuggets out of every episode.

[00:51:16] I think there was probably like 48 or 56.

[00:51:19] I lost count.

[00:51:20] Um, but, um, before we shut it down, why don't you tell the listeners and the watchers where

[00:51:25] to learn more about you and everything you got going on?

[00:51:28] Yeah.

[00:51:28] So you can go out and follow me on Instagram at, at Amy Stockburger and that's stock as

[00:51:33] in bonds.

[00:51:33] B-E-R-G-E-R.

[00:51:35] S-T-O-C-K.

[00:51:36] B-E-R-G-E-R.

[00:51:37] You can also go out and check out lifetimehomesupport.com.

[00:51:40] That has all my proven playbooks, digital courses.

[00:51:43] I offer up territorial licensing.

[00:51:45] I have software for the VIP course.

[00:51:47] And again, because the way my brain works, everything I put together is a step-by-step

[00:51:53] copy and paste.

[00:51:54] There's no question on what you do next because I want you to be so successful.

[00:51:57] And again, my burning desire, why I get out of bed every day is to create big juicy legacies

[00:52:02] for everybody.

[00:52:02] But I want to change our industry into a industry of servipreneurs by offering and, and, and

[00:52:09] elevating that client experience for all their, all their seasons of life.

[00:52:13] And so I'm, I'm on a mission, man.

[00:52:15] Yeah.

[00:52:15] I'm going to do it.

[00:52:16] Keep, keep running with your mission because it's absolutely fantastic.

[00:52:19] DM Amy Bricks and Risks on the Instagram.

[00:52:21] Yeah, that's right.

[00:52:22] And she'll give you some information.

[00:52:24] Yeah.

[00:52:24] I'll send you out actually a framework where you can start making money off of your affiliate

[00:52:27] partners.

[00:52:28] And it's a step-by-step-by-step.

[00:52:30] And it's proven track record.

[00:52:32] Love it.

[00:52:32] Yeah.

[00:52:33] Awesome.

[00:52:33] Yes.

[00:52:34] Well, that's all we have for this one, folks.

[00:52:36] So thank you for tuning in again to another episode of Bricks and Risk.

[00:52:41] See you on the next one.

[00:52:43] Thank you for joining us on another episode of Bricks and Risk.

[00:52:47] Our goal is that you walk away with one or two valuable nuggets, and we greatly appreciate

[00:52:53] you sharing your time with us today.

[00:52:55] You can find all BNR episodes on Spotify, Apple Music, YouTube, and anywhere else you get your

[00:53:02] podcast content.

[00:53:03] Until next time, keep learning and keep growing.