How to Leverage Your Time and Grow Your Business

"People are not your greatest asset. The right people are your greatest asset."

This week we welcome successful real estate professional Rob Aubrey with Aubrey and Associates. We gain his insight and knowledge on how he has successfully leveraged his time to bring in more real estate business and grow his team. If you are looking for ways to start growing your team or your business then this is the episode for you!

-leverage your time
-grow your team
-grow your business

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Transcript

Ron Pippin: 0:01

broadcast is live. There we go. Hey, welcome to another episode of Agent Versus Lender. And we're doing something a little different today we are going live and we are with Rob Aubrey, who is the principal broker? Rob, what what agency?

Rob Aubrey: 0:23

Aubrey and Associates.

Ron Pippin: 0:24

Aubrey and Associates.

Rob Aubrey: 0:28

Yeah, right. should ask that question. Right?

Ron Pippin: 0:30

Yeah. Yeah, I should have asked that question. So I think he's been in the industry, like 30 years has been a principal broker for the past eight years. But he's done a really well, he's has 90 agents. And he calls himself a virtual office. So which is which is really interesting. It's a little bit out of the norm. But anyway, we want to talk to you guys today about how to leverage your time and grow your business. And that's always something that I'm really interested in, because leveraging my time, and getting other people to do things that that I'm not good at, or that I don't like to do, has been key in helping me to grow. And I just couldn't do it without without leveraging those kind of things. So we're going to talk to Rob today. So welcome. Welcome to the show today, Rob.

Rob Aubrey: 1:22

My thanks for having me. You know, Ron, and I started out we I did a post the other day, on our Facebook group called Labcoat Agents. And boom, I kind of blew up a little bit. And the topic was how many people are using a showing agent? course there are some adamant anti showing agents, you know, you know, of course, I didn't want to embarrass him and say, while you're probably not doing a lot of business, right, though, but I left them alone, you know, I sometimes, guys, I've mature to my years, Ron, so, you know, there was a time where I would have just blasted them. You know, yeah. So, but, you know, and I teach, you know, I used to be an agent, you know, I mean, I was an agent for many years, before I became a principal, I've been licensed, just under 30 years, but a principal, there'll be eight years this November. So I've been an agent, and I was an agent, you know, functioning as a producing agent, for about half my tenure as a principal. Because when I first opened up, you know, there's only been a couple agents, so I had to actually sell houses, you know, you know, I come You know, so I know what it is to be an agent, I have my finger on that pulse. And leverage is everything right? So, like, I have a full time administrative person, I have a payroll finance person, they mean, a handle the money. We have another virtual assistant that works for us. And so, you know, so that I mean, so I, I'm a big fan of leverage, and hiring the right people. I was listening to the book, Good to Great. And one of the quotes he said was, let me see if I get it, right. People are not your greatest asset. The right people are the greatest asset.

Ron Pippin: 3:08

100%

Rob Aubrey: 3:09

isn't that great. Yeah, great thought the right people, you know, you got to have the right people in the right seat on the bus. You know, so, and their focus was not so much on finding a person for a certain task, when you find talent, you know, and that this obviously a bigger, you know, bigger way of thinking that book Good to Great, you know, so, but let's just dial it down into agent, right. So if you're an agent, there's only four things you're supposed to do. And the acronym is plan P L A N, right? So and that stands for prospecting, lead, follow up appointments, and negotiating contracts. That's it. I heard an agent the other day. Well, last month, down into Mike ferry superstar retreat. She says, prospecting, lead, follow up appointments and not my job. Not my job, man. That was awesome.

Ron Pippin: 4:07

So this all this all pertains to loan officers to

Rob Aubrey: 4:11

Oh, yeah, same thing. Yeah. I mean, you have to be doing income generating activities, prospecting, lead, follow up appointments. And you know, and and i don't know what your fourth one would be for an LO. But it's the same thing. It is

Ron Pippin: 4:26

it still those first three things are exactly the same thing. So we may not be negotiating a Trump contract that we already negotiating interest rates route, we're negotiating different types of loan program so and all kinds of all kinds of kind of Yeah, all flows together.

Rob Aubrey: 4:43

Yeah, there's definitely a lot of similarity. Oh, crap. I should have done this a little bit ago. But uh, I had Costco coming. I got I got to tell them to go to my garage door.

Ron Pippin: 4:59

Hey, That's right. You know, that's, that's the thing about being live is like, right, this is all real stuff. And so so for those of you that if we're gonna release this as a podcast a little bit later, so for those of you that are just listening, Rob has somebody hat that's, that's there that's that are coming around. I started daycare. Here's

Rob Aubrey: 5:22

the cool part about technology is I mean, I mean, what one thing that came out of the government shutdown was delivery services have dramatically improved, right? Oh, yeah. But I can open up my garage door from my phone. You know, right. Cool. That's

Ron Pippin: 5:39

awesome. So we're talking about where we're going to talk about leveraging time, right. And Rob was just saying that, that he has several people on his team, and putting the right people on the team. And so I've done the same thing I have, I have a couple of loan assistants, I have a marketing, you know, our marketing manager, who that Rob and I can see in the background. And here, as we are, as we're talking to each other. She's She's, she's actually on this, this, this call with us. And and then we have, we have at least three virtual assistants. And we have a processor, and we have an operations manager. So I have some key pieces in place. And there was no way so I started with one person, I started with one one lowness assistant. And then I realized, Oh, my gosh, I had this one loan assistant. All of a sudden, I can do more, because I have some somebody taking those things off of my plate. But quite honestly, I'm just not that good at, right. We're just not good at everything. And so we find those things that we're good at, and that and or those things that more importantly, things that we aren't good at and that we don't like to do, and find pieces to fill those. Those are find people to fill those those pieces of the puzzle for us,

Rob Aubrey: 7:02

well then enjoy doing that. I mean, there's things that we don't go, it's just our behavior style. And then there's people that are, which it's hard to fathom sometimes for guys that goes, Ron, it's I mean, people really actually like that, you know? And it's like, yeah, if you like it, then it's yours. Right? So you're in charge, you know,

Ron Pippin: 7:22

yeah, so there's, there's something called a disc profile. There's other personality profile things, you know, color code, and there's there's some things but I just profile everybody on my team like everybody, because that gives me an idea as to how they work, what motivates them, and what they're good at. So it because I don't want I don't want everybody on my team. Let's like me, we're all trying to do the same thing. And it just doesn't work very well.

Rob Aubrey: 7:48

Now, guys, like you and I were like movers, shakers, dreamers, you know, we can we we don't think that anything could ever go wrong. And if we had a whole roomful of us, we would be bankrupt and no time flat. Right? Exactly. That 100 ideas that don't work. Right, you know, where you get other people that kind of balance you out? You know, like my CFO, he kind of, you know, brings always brings it back to reality. Yeah, so

Ron Pippin: 8:14

yeah. And that's, that's my operations manager, Taylor Taylor is Sometimes he'll hit we'll talk about some ideas that I have. And he'll, he'll kind of bring me back to reality and quite often kind of pisses me off some time. Right, right. Yeah. Like, I don't want to be

Rob Aubrey: 8:30

awesome when I dreamt his idea. I made millions. But um, yeah, I remember reading a book years ago called the one minute millionaire. And it wasn't about making a million dollars in a minute, but it was the million dollar idea came to you in a minute. And he, he called a thing called a hot and I forget what it was, it was like the hare, the owl, the tortoise, and I forget that. But what he said was, you have these different people. And he says, you have what I call a Hots meeting. And, you know, so you, you're you want to you want, you always want the guy that can see everything that could ever possibly go wrong. You want to bring, you want to run your ideas through them. Because then what you do is you take everything go wrong, go back and fix those or figure out how to prop them up so they don't fail. And then boom, now you have a better shot of making your idea go further down the road. Right? But

Ron Pippin: 9:26

how do we bring a lot of the people that are either going to watch this or video this or sorry, are going to listen to this? They may not be you're not doing what we're doing? Yeah, they're not and you know what, and just because you're a good real estate agent or a good loan officer doesn't mean that you're going to be good at building a business. It's it's it may not be in your wheelhouse which is okay you know, you join you join Rob, you join me and we can we can put those pieces in place for you. But for the for most of the people out there.What is it that they need to do? To move their business forward, right?

Rob Aubrey: 10:03

Well, the first thing you need to do is leverage, right. So back to the four items, prospecting, lead, follow up, going on appointments and negotiating contracts. So let's think about that prospecting. Another word for I mean, we use prospecting. Some people hate that word, you're allergic to it they breakout in hives, whatever, you know, but it works for the acronym, should I so but you can change the word prospecting to appointment setting sessions. So whatever that is for you. And I like the phrase appointment setting session, because it gets your focus on what you're doing. Sometimes you get contact itis, when you're just dialing for dollars, you know, so, but I like the idea of appointment setting sessions. And then your second item is lead follow up, you know, when you have leads, you have to be a tenacious lead. generating leads, whether you're doing a you know, Google pay per click, Facebook ads, or cold calling, soI marketing, regardless of whatever it is, leads are actually easy. The money is in lead follow up. Okay, so I want to lay the foundation of what you have to do first, then we'll start talking about leverage. Because those four items alone, you know, are a lot, right, then you have to go on appointments and appointments can be a, you know, a listing appointment, you know, what I call buyer listing appointment, that's where you meet with a buyer, get a buyer broker agreement, sign, and then are showing houses, right. And then the fourth item is negotiate contracts, you know, that's between us, you know, the listing, get that signed, negotiated contract between a buyer and a seller, negotiate repairs, those are negotiating contracts, those are your job as an agent, right? Unless you specifically have, you know, a large enough business where you have a negotiator on your team, that's all they do. And and that's a pretty big organization, well, let's just stick to the kind of the solo agent, now once a grow, or is very busy now. And once you get some of their time back. So, you know, so you have those four items. So the idea of the one of the first there's two main people that you need, one is a showing agent, okay? Not a buyer's agent, a showing agent, okay? So you as the agent, you meet with the buyer, you get a buyer broker agreement sign, then you work with your lender, Ron, and then you get our loan approved. And then a you as the agent. So you now you have a you have a buyer that's, you know, signed an agency contract, got their loan approved, and then then the showing agent steps in and shows houses. Now, these are typically part time agents, things like that, you know, they're gonna maybe make say, 20% you know, let's say you have a 2420 or, you know, $12,000, commission 3% of 400. You know, they're gonna get 20 $400. Well, if they work six hours,

Ron Pippin: 13:01

400 hours an hour. Yeah, that's that's like, killer. That's real money. You know, so, so you know, what we were on? I came up with this topic. Well, you came up with this topic. On on a on a forum in social media. And we had a lot of people that like, that were not up to this. They weren't into their state, they were like shutting this down. Other people were like, Oh, 100%, right. Why do people why do they have the mindset of not wanting that? Well,

Rob Aubrey: 13:37

I, I break it down to two ways of thinking, right? There's abundance and scarcity. And you know, and then, you know, that's one way of thinking the other way is Robert Kiyosaki said that in the cashflow quadrant, right, you have ees s. B's and I right, so he is an employee, you know, they're like, I want a steady paycheck, and so is self employed. And the characteristic trait of a self employed person is, I can't find anybody to do it. Right. I'll do it myself. Right. And that's a real thing. There's some truth in that that's a real estate agent. So, um, the other one is, what do you call it? I'm a business person says, entrepreneur, right? They're saying, Why do that when you get somebody else to do it? Right. Yeah. And then the AI is an investor, when do I get my money back? So so it really falls into that self employed mindset. I can't find anybody to do it, right? They're not really running a business or running a job. Now real estate agent is a good job. It can be a great job, you make a lot of money. I mean, I've coached agents into making, you know, well over half a million dollars in a year. I mean, you know, they're running a job but hey, that's a great job. Yeah, no matter how you slice it up, so it's showing agent can really leverage your time because listing are the key to everything in a real estate business. You know, and so you have to have a lender that will help you, you know, get your buyers qualified and do loans well, but also work with you on listings, because listings bring buyers 100% you know what I mean? So yeah, and listings are highly leverageable, you know, you can market them, you know, and I sent out an email the other week, you know, don't publish your listing, launch your listing, right, have a strategy that says, you know, we got to have the photos done by this time, we're going to do an open house. So we have to get this ad out, we have to get our Facebook marketing ready, at a postcard all ready, everything ready. And then boom, you launched the listing, and then you know, the signed photos, everything done, right? Because one of the things I teach is that when you're listing a property and marketing a property for sale, the greatest marketing you can do is take care of that listing so well, that every other potential seller that's watching says, I want that. I want that marketing for my house. Yes, that's, that's the best lead generation you can do. You're attracting business. Right? You know, and then so and we've got out of that behavior, because, you know, in the current climate, I mean, we're things just sell. So people are like, yeah, you know, so they don't bother doing it, you know, and that's all the way down to your sign, right? You want to have the nice quality signpost because that matters. You know, I mean, you don't want the little one it's leaning, you know, you want a good quality sign, you want to make sure they're paying it well, if they're not plastic, you know, and things like that. You don't want beat up signs, you know, you want quality photos, you know, research has shown that quality photos, generate more leads, you know, but and that's both buyer and seller, right? So things like you just want to do it all quality, you want to give everybody the Ritz Carlton experience. You know, agreed. That's the key. So But back to the leverage. You go ahead.

Ron Pippin: 16:59

Yeah, yeah, that's what I was actually gonna do is the leverage is you talked about a buyer's agent or no. Showing agent, right. And so so would you have a showing agent or a transaction coordinator? Well, both first?

Rob Aubrey: 17:19

Um, because they both important. Yeah, I mean, the transaction coordinator regardless. Okay, because that would be the second person I get a showing agent is when you have too many buyers, and you're, and you're too busy. You're not busy enough to take on a buyer's agent. You know, because if you take on a buyer's agent, you need to feed them, they need to be busy. They need to be closing two deals a month. That's not them, what are you doing, you have a responsibility to feed them business enough business to where they're closing two deals a month, were showing agents a part time agent per se, you know, they're kind of breaking in, and they you can train them to show and they could grow into a buyer's agent, but the transaction coordinator that absolutely, you know, one of the biggest things I always hear when I talk to agents is that, you know, when I get busier, I'll get a transaction coordinator. I'm like, No, no, no, no, no, you're backwards, when you get a transaction coordinator, you will actually become more busy. Because you're back to the four things again, right, you're back to doing the four items that generate business, prospecting, lead, follow up appointments and negotiating contracts. Those are the income generating activities, everything else should be off your plate.

Ron Pippin: 18:33

Right. And so that that was the reason why I hired my first hire was, was what I call a loan partner, it was somebody, somebody that could, could pre qual, they could, they could take the applications, they can, they can, they can do all the backend stuff, other than my processor, processor, but my but then I my loan partner, was somebody that could do do that stuff. And then I could go out and generate the leads. And it doesn't mean that I'm not talking to my my buyers, it doesn't mean that I'm not talking to them. But But I'm not, I'm not putting hand putting in the the loan application. I'm not doing that kind of stuff. I'm offloading that to somebody else. Because I'll be honest with you, I can do that. I can take a I can take a loan from beginning to end. I know how to do it all. I bought it I'm good at it. Because I just like you said earlier, I'm not in that mindset. It's not something that I like to do until I find somebody that love that back in work. And it's just like, man, I got another one. Oh, good. I get a structure a deal. Oh, good. I get a process this this one, right. It's just like, to me, it's just like, Oh my gosh, I got a process another one.

Rob Aubrey: 19:51

Right. When you when you have to do not saying you're right. I mean, there's nothing in the transaction that I'm not capable of doing. It's just a question. Do I enjoy that doesn't make me money, you know? So for me, it's like, No, you know, find somebody that enjoys that kind of work and love it, they're gonna do it better, because I can do it. But what happens is it winds up taking me a long time, way too long, you know, a 15 minute Job's not going to be an hour and a half, where I could have been prospecting, you know, and I liked making calls, you know, yeah, I make phone calls, I, you know, I look for agents that are, you know, that are closing between like six and 18 deals a year been at least, you know, licensed a couple years. So, you know, and, you know, because we're a virtual company, we're only a transact, we're a small transaction fee based company. So that agent, you know, you know, they're, they're perfect for us, you know, so I spend my time looking at it, I'm, I spend my time in the prospecting, because I have other people managing all the back offices, I have the payroll, you know, in 90 agents, we have a lot of money moving around. So I have a person that's their job, you know, that between earnest money Commission's, you know, in and out, and we don't take checks. So everything's done by wire? I mean, it's all done, all done online, you know, then we have all the marketing stuff, all the back office stuff. I mean, there's a lot of stuff that goes on and on, don't do any of it. Right, right, which

Ron Pippin: 21:15

is important. So right, when you bring this back down to a level of loan officer or agent, right. What they what we need to understand is sometimes you have to let go of stuff. Oh, absolutely. You have to let go stuff. And that's the hardest part, right? leveraging and scaling your business that most of us don't get is like, like, you have to let go. Like, on the loan officer, you have to let go of whether it's Yeah, whether it's answering your phone, whether it's taking loan applications, whether it's structuring the deal. And as an agent, it's like, if you let go of showings, do you let go of nothing to go to work? Yeah, the paper. Right. It's the paperwork. To let go of it. And and a lot of agency, but they don't go to do it as good as me.

Unknown: 22:16

Yeah, I was just going to clarify, I was just going to touch on that. So let me give you a perfect example. Okay, so the walled off a story. Oh, in New York, New York, right to Wall Street is arguably one of the most quality service high end, you know, on a scale of one to five stars, or six, right? And, and that's from everybody in the organization. And that's because of culture and training. So when you get let me give you a story, so we had a speaker one time, it's always fun to walk up. And so he said, the guy calls up and it goes like my son were there. He left his teddy bear there. And it's like, the dude doesn't leave his teddy bear anywhere. So they found it in the laundry. And so what they did is they took photos of the bear out by the pool, they put them in a chase lounge, they had them in a restaurant, and they sent photos back and said, the bear decided to stay a few extra days. And so they said that to the kid. So the kid sees his bear still on vacation. He's cool. Right? But think about how quality that was right? Yeah, it cost them nothing. few pictures and email, then a FedEx the guys bear 20 bucks. Right. So but the thing is, here's the here's the question. I have all that took place. That's a culture that they have in their organization. Yeah. Do you think the owner of the Waldorf Astoria was involved in it? Oh, no, no, he was not. Right. Exactly. Exactly. Do you think the Ritz Carlton experience do you think Mr. Rich and Carlton, if they're to who they are? I don't know if that's the exact people. Do you think they're the ones that are actually doing the day to day grind? That's providing the utmost quality service? No, you can delegate quality service. As long as you have those standards. You just have to train people and say, these are our expectations.

Ron Pippin: 24:13

So just just to bring it back down to another lead agent level. I have so my marketing manager Sydney she's you can read the those that are watching this can't see her but Robin I can see her. She's She's on she's actually monitoring this call and make sure that that things are going on. All right. She's running. She's exactly running the show. We're just gonna be talking heads, you know? Yeah. So So the thing is, is she was editing and podcast so she was doing all the audio editing. She was doing the video editing. And when I found out how long it was taking her how much of her day it was taking to do that. I just cut out because there was other projects that were that they were getting behind. I said, Well, what is your day look like? And when she told me, right, we have to solve that, right? Well, we found a virtual assistant that does all the audio does all the video and does all of our creative stuff. And she just manages that. Right? And so now she's freed up to do other stuff. Right? And so that that create that allows us to do other marketing activities. Because she's not, she's not in the grind of editing all the audio and video. And it's the same thing for everybody. It's just say, you agents have to get out of that paperwork. I'm telling you, they have to get out of the paperwork if they want. If they want to make more money, right,

Rob Aubrey: 25:48

yeah. And naturally, but you can do that very simply with, you know, a showing agent and a transaction coordinator. Now, the beauty of that system that I'm laying out there is, you don't have anybody on payroll. They're paid per transaction. So if you're not busy, for whatever reason, then you don't have to worry about meeting payroll, like Ron has people that they're on payroll, you know, yes, loan officers. Yeah, they get paid Commission's, but there's other people that they get paid regardless. You know, so that, and that's always daunting in the beginning, you know, when you do your first hire, that's on payroll, you're always like, Man, you know, but at six months after you're in, you're like, not only do you, you know, they can take all these things off your plate, but then you actually start to discover what we can do services that we weren't doing, that actually raises our level of business that brings in more referrals, right? Because you're given that Ritz Carlton experience. Yeah, there

Ron Pippin: 26:45

is no way that I could do the marketing, there's no way that I could do podcasts, there's no way that I could do live, there's no way that I could do all the editing without these people, and then

Rob Aubrey: 26:57

take a loan application. Right, right. Right. Yeah, I get it. Same thing with an agent. I mean, you know, so here's, as an agent, this is what you should do, you should be on the phones, trying to set an appointment, the whole goal is to go on the appointment, then you go on the appointment, you get a contract signed, then you should just turn around and hand it to somebody, that's it, if it's a listing, they're going to order the title, they're to go and order the photos, they're going to order to sign and then everything, they're going to publish it, they're going to prove, you know, prove it, you know, introduce themselves to the seller, blah, blah, blah, it goes live, they, you know, you guys coordinate when it goes live, you know, build their hand on that, you know, and that's it, you know, and then you can have other marketing pieces in place, you can hire a VA, for that to do these types of things, you know, like in our office, you know, I mean, if you look back here, we have all kinds of printing equipment. You know, we print, you know, we do postcards and mailers and flyers, I mean, we we fulfill that right here. So anyway,

Ron Pippin: 27:52

the agent doesn't have to do that.

Rob Aubrey: 27:54

No, no, he can order just listed cards, give us the address, and we fulfill it. Yeah, it's done out the door. I mean, we just send them an invoice. I mean, we we pull the phone, I mean, the addresses, and then we even pull addresses, and we have two things, we can either just pull the mailing list, or we can go in and get those that have phone numbers and email addresses. And then that list becomes either a call list, or you can upload it into Facebook as a custom audience, and do adjust listed to people like to move through Facebook, to people to just live in the area versus doing all zip code.

Ron Pippin: 28:31

So for those that are listening to this, mark this 27 minutes into this podcast. We just Rob just gave you a huge golden nugget of how to scale your business. It's just like and and Rob does this Rob does this for you. If you want to learn how to do this. Rob, can rob can help you grow your business and scale it because he's got all the pieces in place. If you're a loan officer, I've got all the pieces in place. We can both help you scale,

Unknown: 29:05

right? I mean, yeah, exactly. I mean, I have a machine back there. I have one printer that you know, I can do flat but that black piece, that's a conveyor belt. I could put 500 envelopes on there and just crank them out. I mean, it does, like 70 a minute. I got a machine over there. You can't see it. But um,

Ron Pippin: 29:21

I don't see several of them back there.

Unknown: 29:23

Yeah, but the one I'm pointing to you can't see. It's, um, well, I only see the half screen. So I don't know what you see. That's no, I see too. Right. But no, no, actually fold a letter stuff in the envelope and seal it shut. Nice. Does 900 an hour. Nice. You know, so we have all that we have the software to pull address list. I mean, we you know, in other words, because what we're doing is what we've did is when I was an agent, it was hard to scale that because, you know, I couldn't just go out and buy, you know, when I was a producing agent, you know, a $30,000 printer. You know, I couldn't go out and buy a $5,000 machine that fold and stuffed envelopes. You know, I got one machine back that prints, you know, I mean, the printers eight grand, the conveyor belt was four I mean, that's 12 grand, just for that one piece of equipment. You know, I mean, so, you know, my cutters are $1500 apiece, you know, right. But as an agent, you can't buy that. But as a company, we could, you know, and I always I had that vision from day one, when I built the office, it's so that's

Ron Pippin: 30:25

why it's important for agents, loan officers, to partner with somebody that has these pieces in place that can help them scale that has help. So like as a loan officer, I have loan, I have loan assistance, I have processors, I have marketing, I have people in place to help them scale, you, as a real estate broker, you have those same pieces in place, you can help people you have the marketing you have, you have transaction coordinator, you have people there to take the things off their plate, so that they can do what's most important, which is setting the appointments, and making those phone calls. And in doing and getting the contracts and, and then we're the same way here. It's just like, we have a loan application that comes in, we hand that off to our loan partner so that we can go get another one.

Unknown: 31:19

Right. That's it. Yeah, right, you catch the fish, somebody else cleans it. Perfect. Yep. That's the way to do it. You know, and then once you get that system down, you know, so you can do one or two things, you can either do more business, and the same amount of time. Or you can do the same business and less time, you know, yeah, you'd make less money. But if you want to free up time, you know, it's going to cost you some money, but, but if you're doing it, you know, or there's a balance in between there, you know, I want to make more money, and I want to work a little less time, too.

Ron Pippin: 31:51

So So that's an important point. And I'm gonna I want to wrap this up pretty soon. But that's a really important point that you just brought out. And it's not everybody is looking to make more money. Some people will just brickmaking are looking to get more time. Right. But I submit to you that you can have both, you can actually make more money. Yep. Working less. If you if you learn the the sit that the steps of scaling your business. And that's where you and I come in, as we help people do exactly that. We help you make more money. Working less. So you free up time, right? Go out, do some things with your family. And without going on vacation. And and working half the time. You're there. Oh, yeah.

Unknown: 32:44

So your real estate agents don't go on vacation. They just work from Sandy places.

Ron Pippin: 32:51

Right? No, I went to I went to Hawaii with my wife, probably about four or five years ago. And the most of the time I was there. I was on either on my phone or on the computer. Yeah, exactly. And afterwards, she said, Ron, I don't want to do that again. That's when I just went, I have got to do something. And so over the last five years, you know, I started this a long time ago. But I really didn't put things in place until probably the last four or five years. And we have grown like leaps and bounds since then. So now we have all the pieces in place.

Rob Aubrey: 33:25

Right? So I want to share something with you real quick. I won't take a lot of time, but I was down to Mike ferry superstar retreat. There was a girl there she was 32 years old. And so he had every day at one agent on stage with him. So she was 32. Last year she closed 300 transactions. Well 200 was our own personal production. Our team did 100 so she started to she's finished work every day at three o'clock. Good for her three o'clock. So check us out. So she got her license in high school. She closed 69 transactions her senior year of high school. Wow. Is that amazing? That is amazing. So her father was a broker. So she's telling the story. She was eight years old. Her dad so what she would do is she would dial and if the answer she'd be like, wrong number, whatever. And she would hand her dad all the phone numbers of somebody answering the phone. So he's just dialing people that are home. You know where she's dialing through. She was eight years old dial in people and then given him the phone numbers of those who answered so she was making calls at eight.

Ron Pippin: 34:29

That is funny. That that's actually genius. Oh man, it really is. These people answering their phone. Yeah. Well, well Rob it's been really good talking to you I taking the time it's it's always fun when when I can talk to somebody that that understands these concepts and not only understands that that that actively teaches them and 90 agents obviously you're you're you're actually you're you walk the walk you don't just talk the talk All

Rob Aubrey: 35:00

right, I had the leverage pieces in place and, and we'll be doing more you know, we'll be hiring. We're going to, we're going to fill it up more with more virtual assistants.

Ron Pippin: 35:09

Yeah, that's awesome. Yeah, their virtual assistants are where it's at. So what's the what's How do people get hold of you? What's the best way for people to get hold of you?

Rob Aubrey: 35:16

You can either email me Rob our ob at Aubrey, and that's about a UB Rei dotnet. Rob at Aubrey dotnet. Or you can always call me 801-999-8209. Again 801-999-8209.

Ron Pippin: 35:34

And I'm assuming they can text you as well if they want to do this. Yeah, yeah, obviously. I'm very tech savvy. And there it is. Right. If you're watching this, then it's right there across the screen. There you go. And if and as always, if you want to reach out to me or anybody on my team, you can get hold of me at 801-628-7667. And you know what? Again, thanks for thanks for joining us.

Unknown: 36:04

I appreciate you having me on. I was on a timely topic. I've been pushing as hard with my agent. You know, look, you got you have to stop being everything to everybody. Right, Tony? If you want to grow you know, and I and I qualify that only if you want to grow

Ron Pippin: 36:19

Yeah, right. Yeah. If you're if you're good, you know, I know some loan officers who are good with doing two or three transaction and they may work out of their house and they're they're good just doing that. You know, but but they're just can't get past that because they're just not having leverage. See thing with a real estate agent? Yep. Yep. Cool. Thanks for all the tips. Appreciate it. And see you next time on on agent versus lender. Thanks for thanks, Rob. To you. Okay, Tim.