Guests: Brian Icenhower, Daniel Ramsey
Recorded: August 3, 2020

Excerpt

Brian Icenhower is the founder of Icenhower Coaching & Consulting (ICC) and an owner of many of the largest and highest-producing real estate companies in the United States. Brian has been coaching and training real estate agents for more than 25 years. ICC is one of the largest real estate coaching companies with more than five hundred clients that include 31 of the Real Trends Top 500 list. Today we talk about how virtual assistant services produce TOP real estate teams. Real estate agents who are tapping into admin, marketing, and ISA virtual assistant services are the biggest gainers in market share.

Transcript

00:00:05:20 – 00:00:17:11
Brian Icenhower
Hi, guys. This is Brian Eisenhower with Eisenhower Coaching and consulting. I have the pleasure of having Daniel Ramsey from my desk on board with us today. Daniel, welcome in.

00:00:17:24 – 00:00:21:03
Daniel Ramsey
Hey, thanks for being here, Brian. I’m inviting me here.

00:00:21:03 – 00:00:44:18
Brian Icenhower
I’m excited that Danny and I have been talking. We work with my out desk quite a bit. As many of you know, at Eisenhower coaching, we represent a large percentage of the highest producing agents and teams in North America. And Daniel has the exact same claim to fame, don’t you?

00:00:45:16 – 00:01:12:13
Daniel Ramsey
Well, yeah. So, like, 13 years ago, I started my out just because, like you, I’m a real estate broker. I love what I’m doing. And I was really active and I needed I needed talent in my own brokerage. And we had three offices in Northern California. And and, you know, I hired a virtual assistant back in 2007 before Tim Ferriss for our work week before all the craziness, I was like, Hey, there’s smart people in this world.

00:01:12:18 – 00:01:13:01
Brian Icenhower
Yeah.

00:01:13:14 – 00:01:34:08
Daniel Ramsey
And I probably can save some money. And so literally then we built a business out of out of that because a friend in Southern California actually near you said, Hey, Daniel, could you find me a virtual assistant? And the rest is history. We’ve had 6000 clients 13 years in business and we basically help teams get leverage.

00:01:35:07 – 00:02:00:09
Brian Icenhower
Wow. Okay, that is very cool. I love it. Yeah. And that’s, you know, that’s worked that’s worked for many of our clients. I can tell you right now over the course and over the time and the way you guys work, you’ve had how many you have. I mean, the amount of experience you guys have had supporting real estate teams with regards to their administrative personnel and sales personnel for that matter, has been phenomenal.

00:02:00:09 – 00:02:02:10
Brian Icenhower
What does that typically look like from your end?

00:02:03:06 – 00:02:24:06
Daniel Ramsey
Well, it’s really important to understand that people come to us because they have a pain, right? There’s a need or an opportunity, meaning like we had a client last week came to us because he just nailed a new home development. A couple of hundred homes going in over the next couple of couple of years. And he didn’t have the administrative staff or sales staff to take advantage of that new, new opportunity.

00:02:24:13 – 00:02:42:06
Daniel Ramsey
Other people come to us because they’re like they’re not you know, they’re not going to the gym. They’re not seeing their family. They’re working seven days an hour and they just need help in their business. So those are the kind of two places that people come to us and we sit down with them and do a consultation. Unlike you guys, we’re a one hit wonder.

00:02:42:06 – 00:03:00:24
Daniel Ramsey
We come in, we look at, you know, org chart, we look at systems, we look at what their revenue looks like and what their challenges or pain is. And then we strategically craft a talent kind of solution for them, like, you need this and you’re going to it’s going to look like this and it’s going to take you this much time to get that person up to speed.

00:03:01:05 – 00:03:07:00
Daniel Ramsey
You need to implement this. And that’s basically how we help people as we come in and we get them talent.

00:03:07:03 – 00:03:28:05
Brian Icenhower
QUICK Right. And I think that’s the key. I mean, I we at ICC have a lot of experience helping people hire and train people, right? Like that’s a big that’s a big part of when we’re coaching large organizations or real estate teams or broker owners. What you guys service all of the above. It’s not just a real estate team.

00:03:28:05 – 00:03:37:11
Brian Icenhower
It might be the owner of a brokerage. It might be, you know, you, you know, any real estate related organization would probably fit into this conversation. And your well.

00:03:38:01 – 00:04:02:12
Daniel Ramsey
Actually, you know it’s wild is about four years ago we started branching out. We have a boat broker in Florida. We have companies up in it. Yeah, weird. But an IT company up in Canada uses us for customer service and support. Like we have a really wide diverse, you know, client base property management mortgage because the, the reality is and this is how ridiculous I am.

00:04:02:12 – 00:04:20:14
Daniel Ramsey
I’m a mortgage broker, real estate broker. And I started this and I focused on real estate teams because that’s kind of my background. And then I realized, wait, mortgage people need help to property managers need help too. So yeah, that’s what happened as we’ve we’ve expanded to other industries and it’s been it’s been fun.

00:04:21:02 – 00:04:42:15
Brian Icenhower
We there’s a lot of similarities and actually I can again relate to because the same things happen to us. I mean you get you, we do a good job with people. Next thing you know we have know mortgage broker clients that are needing coaching and title and escrow companies. And we certainly do a lot of broker owners in addition to real estate teams in those scenarios, oftentimes, you know, they need to hire.

00:04:43:00 – 00:05:04:05
Brian Icenhower
Yep. Because they’re overloaded. They’ve hit pay dirt with regards to success. They’ve struck oil and now we’re busy as heck, you know, especially in summer months. You see this a lot, spring and summer. I’m sure you noticed that there’s an uptick in the busy season, what I call the harvest season. That’s when everyone is very self-aware. Oh, my goodness, I am hitting a ceiling.

00:05:04:18 – 00:05:28:23
Brian Icenhower
I need to bring on either personnel or more personnel or my personnel needs help, you know what I mean? Oftentimes I have, you know, a transaction coordinator or a listing manager that needs a virtual assistant to help them. Yeah. Either way, the courage to hire always seems to come in the harvest season. It seems like. Like it doesn’t happen in in January too often in North America.

00:05:28:23 – 00:06:03:02
Brian Icenhower
That’s you know, this is like maybe if you’re in Florida or or, you know, Scottsdale, Arizona, maybe they’re they’re pretty busy times. But for the most part, that’s a slower time of the year from a seasonality standpoint. So during that busy time, which it is a busy time when you and I are talking right now, that’s when there’s a lot of courage to get out there and hire and take the steps that these leaders need to to get to that next level, to both a, increase their income and be increased their their their lifestyle, their their their life balance.

00:06:03:17 – 00:06:04:00
Brian Icenhower
Yeah.

00:06:05:08 – 00:06:10:24
Daniel Ramsey
Yeah. One of the things that we like to say is when you get to a certain level, as you said, pay dirt, right?

00:06:11:07 – 00:06:11:12
Brian Icenhower
Yeah.

00:06:11:13 – 00:06:31:01
Daniel Ramsey
Talking becomes more valuable than money. And you want to buy some of it back and you want to buy a little bit. The other thing is most of our clients are pretty experienced like yours, and so they’ve done a million listings, they’ve done transaction coordination. They don’t want to do the admin or the paperwork or the basic marketing tasks.

00:06:31:01 – 00:06:49:12
Daniel Ramsey
They want somebody else to handle that so they can focus on their best and highest use. Kind of like in real estate we call highest use. You have that in talent, you have that in leverage too. We all have our best and highest use. Right. And so we we actually have a process called grow virtual, which I think is really important to share with your audience.

00:06:49:22 – 00:07:12:06
Daniel Ramsey
And basically, we go through a process where we help teams understand what they need to do in order to actually implement virtual assistants and not screw it up. Right. There’s a lot of bad actors out there who are running companies out of the back of their car and they don’t talk about the systems you need. You don’t they don’t talk about the culture, you know, mention of virtual assistant up.

00:07:12:06 – 00:07:19:24
Daniel Ramsey
I’ve never worked remotely. I’ve never worked virtually how do I do it? So we’ve got a guide for your audience and we’d love to give it away, if that’s possible.

00:07:20:13 – 00:07:43:03
Brian Icenhower
Yeah, no, no. And I think that’s one thing we we can certainly do. I know we’ve got a pretty favorable agreement right now for all ICC clients that, you know, end up working with my out desk. They get some pretty good discounts and something we’re going to continue to do and given out that guide, something we can certainly do through.

00:07:43:15 – 00:07:47:13
Brian Icenhower
I mean, we can depending how liberal you’re getting with that, we can give that out to all of our subscribers.

00:07:48:09 – 00:08:11:22
Daniel Ramsey
Yeah, I would love to. I would love to. I think here’s the thing we were talking about, you know, we’re in this coronavirus times and I don’t want to date this video, but the fact is, you know, we used to have about three or 4% of the U.S. population working remotely. Now 50% is apps. And and so when you have that kind of strategic shift, we’ve been doing it for 13 years.

00:08:11:22 – 00:08:43:21
Daniel Ramsey
So we put together a guide that has and we’re going to give it to everybody because we think it’s important for helping CEOs or leaders and industry people like like your audience. It’s important for us to stay productive. It’s like our civic duty. And so that’s why we built this thing. And it’s really it’s really a great thing is helping people understand that all of the work doesn’t have to fall on your shoulders like there is a company that can serve you, help you grow your team, help you save time and actually save money.

00:08:44:14 – 00:09:10:00
Brian Icenhower
Yeah, and I think you’re very right because, you know, I think we’re going to see more of this moving forward where, you know, before it’s like, what could we get away with virtually? So we don’t have to be places in person right now. It’s actually the script is is flipped a bit. It’s if you don’t do this, you are not providing full service to your clients.

00:09:10:11 – 00:09:33:18
Brian Icenhower
You know, I’m saying like you’re not being socially responsible, you’re not keeping them safe, you know. So now it’s almost like we have to get there, which is wonderful for our industry because now our time efficiency gets so much easier. It makes it much easier to work with people virtually. They appreciate it and it’s not and it’s not like you are slighting them on customer service now.

00:09:33:18 – 00:09:59:10
Brian Icenhower
It’s like you’re enhancing their customer service. Yeah, it’s it’s amazing. Yeah, it really is. It’s really good for the industry. It’s really good for for for agents. It’s helping them with life balance, helping them with income efficiency every so. And that’s why I love the virtual guide and it it it to me it’s the first full framework that we can have out there to how to do this correctly.

00:09:59:10 – 00:10:16:16
Brian Icenhower
You know, I mean, we’re all we’re all finding our way and we do coach and and train best practices. But the way that you’ve got this entire guide laid out, it’s wonderful. And that’s why we like to use it. You know, if you’re going to do it, I have no problem. We don’t have to do one.

00:10:16:16 – 00:10:40:23
Daniel Ramsey
One of the crazy things is that many agents are now, like you said, the script is flipped. It’s like, what do I have to do in person and what can I do virtually? And the reality is, in the real estate game, like 95% is virtual. I mean, if you have the right systems and processes in place, you don’t have to touch or see things or be physically present other than maybe showing a property.

00:10:41:04 – 00:11:04:10
Daniel Ramsey
Everything else can be done virtually, and it’s just a couple tweaks for a large brokerage to really implement. One of our one of our favorite clients, large broker here in Sacramento, when they went virtual, we gave them the guide. Here’s what they saw. Engagement increase. They they saw the agent happiness index increase like they actually surveyed the clients because they’re doing everything over Zoom.

00:11:04:10 – 00:11:19:14
Daniel Ramsey
They’re doing everything virtually now and their agents are happier and that that because they’re having more time with their family like you’re saying. So it’s been a pretty positive process going through this whole virtual world that we’re in now.

00:11:20:07 – 00:11:40:10
Brian Icenhower
Yeah, it’s on comfortable and unfortunate circumstances, but it is the the push that it seems like we all needed to you know, we always heard about how technology was going to take over and how all these tools would. Yeah. And they got, you know, they got more and more prolific, but this really just made it, you know, inundated us, which is wonderful.

00:11:41:09 – 00:12:11:14
Brian Icenhower
So there’s so much more to learn there that really does. I do think it has done the same thing for organizational structure. Yep. It’s really enabled organizational structure to be grown at a much more flexible rate. Okay. So well back up like we talked about a minute ago, you know, you know, you hit paydirt. It’s the harvest season, you’re closing, you know, let’s say eight transactions a month and you’re still taking listings.

00:12:11:14 – 00:12:41:12
Brian Icenhower
And oh, by the way, it’s the summer time your family would like to see you maybe go on a trip or a fourth, a four day weekend or something like that. And, you know, so you’ve got all this compressed at the same time. It’s really hard to get out there and, you know, conduct 25 phone screening interviews and, you know, conduct ten in-person interviews and behaviorally assess everybody and and then make that hire then oh, wait a minute, now I’ve got to train them.

00:12:41:23 – 00:12:57:23
Brian Icenhower
So now, you know, so that gets pretty, very tricky. Yeah. Where with you guys, a lot of the laboring of getting this person up into position is much easier. You want to talk about that a little bit, how it is, you know? Yeah.

00:12:58:11 – 00:13:19:13
Daniel Ramsey
Absolutely. I mean, we call it one, two, three. That’s what my favorite line. So if you signed up today and we’ll we’ll go into like common positions that we fill in just a second. But if you signed up today, next week, you’d be interviewing the week after you’d you’d have somebody in your office. So 1 to 3 sign up interview by the third week.

00:13:19:24 – 00:13:27:19
Daniel Ramsey
I mean, you literally got somebody ready to work for you, ready to relieve some of that pressure. Now, one of the go ahead.

00:13:28:05 – 00:13:38:17
Brian Icenhower
And you know, I want to make sure we know something. They’re good. So you’re not just going to give somebody to them. You enable them the opportunity to interview and choose from your personnel.

00:13:39:00 – 00:14:00:02
Daniel Ramsey
Right. In fact, we do all of the recruitment stuff upfront, meaning we’re doing an FBI grade background check. I mean, listen to this. Usually in the U.S., we do a credit check or a background check. But our check in the Philippines, which is where we operate, is an FBI grade background check. So we’re checking their previous employment, we’re checking their criminal history.

00:14:00:02 – 00:14:24:22
Daniel Ramsey
We’re making sure that this person is ready to go and is a real live talent. I mean, one of the examples, right, is we’ll call their previous experience or their previous employer and say, hey, you, you hired this person and they were a phone prospector. Right. And they were successful, right? Yes. And we confirm their previous experience so that we’re not giving you somebody that’s never been on the phones before.

00:14:24:22 – 00:14:46:02
Daniel Ramsey
And is going to try it out on your dime. That’s not what we’re doing. So when we do all the kind of Internet checks camera we want them to be able to do face to face interviews like you and I are talking right now because that’s how you really should be training someone. So we’re doing computers, camera verifying that they have a great spot to actually do the work.

00:14:46:08 – 00:15:02:01
Daniel Ramsey
And we’re just making sure that there are real talent. And then we just give you two or three people to interview. If you like them, great. If you don’t, we’ll go back to work and we’ll find you two or three more. Well, we’re matching people with the experience that’s required for the job.

00:15:02:14 – 00:15:12:10
Brian Icenhower
And can’t you? They can also behaviorally assess them too, right? I give them a behavioral assessment test, all of that, so that we can like a disk assessment or something like that to make sure they’re a job that.

00:15:12:20 – 00:15:33:00
Daniel Ramsey
Yeah, we do, we do those upfront so you can see their resume, the job, you can hear them do a video. We’ve already done all the background and we have online training platform too. So they’re getting some basic experience in the real estate world, like they’re understanding what escrow and title is and what a mortgage is. All the kind of basic stuff of what real estate is.

00:15:33:09 – 00:15:54:15
Daniel Ramsey
They’re ready to go and then you interview them, you select them, and then with your coach, I hope from ICC you’re going to work on a launch plan together. So they’re really supported in the first couple of weeks. And that’s that’s the reason we like to partner with companies like yours, because we’ll go in and we’ll strategically do a consultation.

00:15:54:15 – 00:16:09:13
Daniel Ramsey
But then once we’ve done the placements, you we have support on the back end. But most brokers, agents, teams need that ongoing support over time. And so for us, the success ratio is just much, much higher when somebody has somebody in their corner.

00:16:10:10 – 00:16:18:19
Brian Icenhower
Yeah, it’s still a person, right? You’re not you’re not providing them with robots. So, you know, we do need to have the leadership. We do we do have a relationship and all that stuff. Right.

00:16:18:19 – 00:16:34:09
Daniel Ramsey
Well, and just a simple thing like a training program. Right. And Mike, I know that sounds crazy, but one of the things that we’re typically helping is, you know, hey, you’ve got to have a communication platform. This is all on the go virtual guide. You’ve got to have a task management platform. You’ve got to give them a phone.

00:16:34:09 – 00:16:56:19
Daniel Ramsey
People are like, I’ve got to give them a phone. What do you mean? Yeah, simple stuff, but it’s like a one, two, three, four or five. These are the seven or eight, ten things that you need to have in your business in order to be successful with a virtual assistant. That’s our part. And then our part is to deliver against what your need is, the talent need within your business.

00:16:56:19 – 00:17:01:16
Daniel Ramsey
And, you know, we’ve helped a lot of people save time, save money and grow their business.

00:17:02:15 – 00:17:13:21
Brian Icenhower
You know, you hit on something there. I want you to to flesh out even further the different types of positions is that you often fill for real estate leaders.

00:17:15:15 – 00:17:54:20
Daniel Ramsey
Yeah, one of my favorite things to do is understand what it is you’re trying to buy. Are you trying to buy more time and and getting rid of paperwork in your life or are you trying to grow revenue? And so we literally break it down in those two worlds. Are you trying to give away of all the administrative stuff like your marketing task when a new listing comes up and all of your paperwork TSE Listing, coordination, marketing, like the basic, I like to say a director of traffic or a director of a project manager, but it’s basically a transaction coordinator or listing coordinator, an admin, somebody who just controls your world, right?

00:17:55:17 – 00:18:15:20
Daniel Ramsey
That’s half of our people. So about 3000 people in our 13 years history of we’ve we’ve placed there. And then the other side of it is just helping them prospect client care customer concierge, just taking care of people over the phone and driving revenue through New Deal acquisitions.

00:18:16:00 – 00:18:44:22
Brian Icenhower
So for example, inside sales agent positions, yeah. Would fit into that latter category. So if you’ve got or if you have or are purchasing a lot of inbound internet leads, yep. You cannot nurture enough that you cannot filter through. I know a lot of our clients have looked to you guys to help with that so that those leads aren’t just falling through the cracks or even outbound prospecting where the leads aren’t necessarily coming in.

00:18:44:22 – 00:19:10:20
Brian Icenhower
But you’re having, you know, your personnel, you know, picking up the phone and dialing and calling out to potential lead sources like expired listings or circled prospecting or for sale by owners. Yep. And that’s I would put those, as you know, inside sales agents or estates as well. Yeah, popular there. And then your first your first example would be your administrative side.

00:19:10:20 – 00:19:15:07
Brian Icenhower
You’re listening to contract people, your contract to close people. Yeah, I would.

00:19:15:07 – 00:19:40:14
Daniel Ramsey
You would and I would add I would add right now we’re in a period of contracted inventory. If you gave an agent ten houses, they’d sell them in 45 days. I mean that’s basically across the country. Can everywhere in the world we’re short on inventory right now. And the simple fact is most teams and brokerages, they can’t get their agents to just call the leads that they’re buying.

00:19:40:14 – 00:20:02:16
Daniel Ramsey
They can’t, you know, and prospecting circle prospecting around a listing. That’s the number one way to get more listings. And yet some teams and some agents are simply not doing that. And so we step in and we’ll help. Well, we’ll plant somebody in your your office will put together a plan to get them up to speed, to learn your culture, to understand your value proposition.

00:20:03:00 – 00:20:06:12
Daniel Ramsey
And then, you know, off to the races, go get those listings.

00:20:06:22 – 00:20:30:15
Brian Icenhower
Right. Okay. Now, this is one challenge that I have seen out there that I have, you know, a lot of our clients have ran into over the years is keeping that, you know, they hire this virtual assistant. Yeah. Yeah. How they keep them busy like I have my opinions. I’m curious to to to hear yours.

00:20:31:00 – 00:20:51:16
Daniel Ramsey
Well, I want to start with the launch and then we’ll talk about maintenance right, because people are people, right? You’ve got a love on your employees. You got to love on your staff so that they’re loving on your clients. And that’s my philosophy 100%. So a launch plan always should include here’s our culture, here’s here’s what we do as a business.

00:20:51:16 – 00:21:21:07
Daniel Ramsey
Here’s all the team players on the business, here’s all of our systems. So you want to indoctrinate somebody into your company’s team like culture and environment. Once you’ve done that, then you focus on the outcome for the role, right? So if the outcome is I want all of the paperwork, all of my administrative tasks taken off my plate, then it comes very easy to make a strategic list of all the administrative stuff and then rank them in priority.

00:21:21:07 – 00:21:21:15
Daniel Ramsey
Right?

00:21:21:22 – 00:21:51:22
Brian Icenhower
I love that. Yeah, it is great. And I mean, don’t just start with the work. Like we have got to indoctrinate this person culturally into your organization. Hard because you’re not meeting this person. So the idea that you need to pour into them a little bit, you know, to give yeah. To bring them. I mean, that’s true with any person, whether it’s virtual or in-person, you know, a good leader is going to train and go backwards with their time a little bit before they go forward.

00:21:52:05 – 00:22:12:04
Brian Icenhower
So in other words, you’re going to give of your time so that we can break through and go to a higher level of production and an income and life balance later. So but just saying, hey, do this, here’s how you do it isn’t the best way to start a long term business relationship, professional relationship with somebody.

00:22:12:15 – 00:22:36:12
Daniel Ramsey
Your spot on. And what we do is we try to help somebody understand what’s required in a training period, what’s required for a cultural launch, what’s required, you know, that list that we’re talking about. I always like to start somebody off with the most important work first and then have them master it and we’ll go, I mean, if you come in and do a consultation, we’ll go through everything that you need to consider in terms of hiring virtually and what that looks like.

00:22:36:21 – 00:22:56:22
Daniel Ramsey
The Issei side, the launch is a lot different than the admin side. You want to launch them into one lead source, probably your least expensive, maybe your old dead leads, and then give them the right framework to follow and then get, you know, kind of spend some time with them kind of tweaking that framework so they can get success.

00:22:57:03 – 00:23:15:05
Daniel Ramsey
Then you add another lead source, then you add a more valuable lead source. The two launches are similar but different. Start with the culture one at a time and really know that the investment, like you’re saying, it’s a 90 to 180 days to train somebody. That’s what’s reality.

00:23:15:05 – 00:23:44:00
Brian Icenhower
Unique to like, I think a big part of that training period over those first three or four months on the job is again, you’re going to need to put time in. So are we communicating with them regularly at the same times, on the same days so we can all, you know, save our questions and our feedback and e and some of our accountability for those periods so that we are ensuring that we’re improving and not going way down the wrong path with mistakes, habits, things like that.

00:23:44:11 – 00:24:02:04
Brian Icenhower
Yeah, just like normal leadership. Just because they’re virtual doesn’t mean we have a robot out there. And I think that’s when we talk about keeping Vas busy. To me, that’s user error. That’s not video error. Yeah, that’s because we’re not leading. We’ve dropped the ball on leadership.

00:24:02:15 – 00:24:23:08
Daniel Ramsey
There’s a there’s another piece to this and we only have a couple of minutes left. So I’m going to probably end it here. We believe in something called compound leverage and this is probably the biggest aha moment the agents are brokers or teams have. Once you’ve mastered a task, you put it into a system or a process, then you delegate it to a virtual assistant.

00:24:23:13 – 00:24:46:07
Daniel Ramsey
Well, you get that time back for the rest of your career. That’s the reality of it. So once you once you have that time back, if you pour into your business to help it either expand or grow or hire more agents or get more deals, like now you’ve got compound leverage, which, as you know, is, is, is really a cool, powerful tool.

00:24:46:07 – 00:25:09:17
Daniel Ramsey
Right. The challenge is, you know, that leverage, it takes time. Leverage is a different skill set than than building revenue in a business. And most leaders oh, that person didn’t work. I’m like 95% of the time it literally is the leaders work that needs to be done so the employee can be successful and everybody says, I don’t have time.

00:25:09:22 – 00:25:22:15
Daniel Ramsey
I’m like, That’s fine, stay in the plateau. Don’t grow your business. Be a highly paid, important employee for yourself, but don’t grow your business or choose compound leverage. It will change your life.

00:25:22:23 – 00:25:49:19
Brian Icenhower
Yeah. And it’s yeah. At some point it’s going to take more of your time. I would always say that you just have to be willing to go backwards for a very short period. You have to be able to go much further forward for the rest of your career, like, you know what I mean? There is a there is a little checkmark where you’re going here and you’re flatlining at the ceiling, but the checkmark comes in and where you go backwards before you go forward, break through that plateau and start operating up here.

00:25:50:06 – 00:26:15:23
Brian Icenhower
That’s right. And that’s rare. But most people tend to see this part at the very beginning of going backwards. And they do a lot they make a lot of terrible decisions in this little V down here before they’re able to break through and finally get the return on their time investment and start moving and operating up here at this level and will operate up here for a while too, until we leverage again and go to the next level.

00:26:15:23 – 00:26:40:11
Brian Icenhower
So neat stuff. And Daniel, I really appreciate you sharing all this with our guys because a lot of people don’t realize how much you know and how much you can you guys can assist it with personnel, your knowledge and guidance, which bringing on the different people to fill these roles and how agents should do it is phenomenal. So they’re getting that when they when they work with you guys.

00:26:40:11 – 00:26:43:10
Brian Icenhower
And we’ve appreciated that for a very long time for them. Yeah, yeah, yeah.

00:26:43:10 – 00:27:01:09
Daniel Ramsey
Well, we’ll give you a job description. We’ll make sure your systems and processes are in place and we’ll help you find a talent to really get some leverage in your life. And Brian, it’s been great sharing. You know, this this time together. And I hope anybody who’s listening, if you want to explore, just jump on our Web site.

00:27:01:09 – 00:27:18:12
Daniel Ramsey
My out ask.com will go through a consultation. It costs you nothing other than your time and you will walk away with value even if you don’t hire us. That’s our whole world we want to give first. And if there’s an opportunity that makes sense for you, then we’ll then we’ll do. We’ll work together.

00:27:19:04 – 00:27:23:04
Brian Icenhower
Awesome. Awesome. Well, Daniel, thanks again so much. Have a great day, man, and keep it going.

00:27:23:20 – 00:27:24:16
Daniel Ramsey
Thanks, Brian.