Guests: Stephanie Masterson, Daniel Ramsey
Recorded: November 13, 2019

Excerpt

Get ready to take your real estate sales to the next level as you learn valuable techniques to increase your sales production, generate more buyer & seller leads, and boost your sales conversion levels with one of the industry’s most innovative top-producing teams!

In this exciting interview, we’re talking with Stephanie Masterson, President & Chief Sales Consultant for The Raines Group / HER Realtors – Central Ohio’s #1 Top-Producing Team!

Out of over 1.2 million Realtors nationwide, The Raines Group has been named on The Wall Street Journal’s Top 100 List and REALTOR Magazine’s top 100 Realtors list. In addition to Ron and Sandy Raines’ selection as members of Star Power, The Raines Group has been awarded “Best Overall Marketing” by the Institute of Luxury Home Marketing (sponsored by The Wall Street Journal).

Stephanie joined The Raines Group at its conception in the spring of 1998. She obtained her Ohio real estate license in the fall of 1999 and Ohio Brokers license in the winter of 2007. In her current role as President, Stephanie most enjoys helping people meet their dreams by exceeding expectations, delivering world-class service, and providing operational excellence.

Stephanie is a life-long resident of Central Ohio and currently resides in the New Albany Links subdivision in New Albany. Having grown up in Canal Winchester, she has also lived in the other local communities of Pickerington, Blacklick, and Reynoldsburg. Stephanie obtained an Associate’s degree in Real Estate from Columbus State Community College and a Bachelor’s in Business Administration from Ohio Dominican University.

Stephanie enjoys international travel with her husband Greg, daughter Finley and son Gabe in her spare time. They are members of St. Matthews Church in Gahanna and truly enjoy giving back to their community.

Transcript

00:00:08:19 – 00:00:28:00
Daniel Ramsey
Well. Hey, everybody. Daniel Ramsey here with MyOutDesk. I’m excited because today we get an interview. Stephanie Masterson. Now, this is a crazy one because she’s been a client. You guys have been a client since, I think 2012. So you guys are going on like eight, nine. It’s a it’s a nutty time. You know, so excited about that.

00:00:28:07 – 00:00:35:09
Daniel Ramsey
Stephanie, you’re the president of the Rings group. And let’s just start off. Thanks for being here.

00:00:35:09 – 00:00:37:08
Stephanie Masterson
Thanks for having me. I’m super excited.

00:00:37:17 – 00:00:45:06
Daniel Ramsey
Yeah. And so let’s talk a little bit about your company and how you got I know you’ve been there. I mean, you’ve been with, you know.

00:00:45:13 – 00:00:47:06
Stephanie Masterson
20, 22 years.

00:00:47:08 – 00:00:49:19
Daniel Ramsey
Only 22 years only.

00:00:49:20 – 00:00:52:04
Stephanie Masterson
Yeah. You look like you’re in your league.

00:00:52:18 – 00:00:53:14
Daniel Ramsey
What are you doing?

00:00:53:19 – 00:01:12:12
Stephanie Masterson
I know it. I know it. I started with Sandy, basically right out of high school. So I graduated. Yup. I graduated in. I guess it would have been June. I met sandy in November and got my license the following year. Yeah. And the rest was history.

00:01:12:20 – 00:01:32:08
Daniel Ramsey
That’s crazy. Well, as the president of the Raines group, it’s the number one company in central Ohio. So you guys are crushing it, right? Several hundred transactions. Your list in the top 100 nationwide. Right. I mean, you guys are kind of like rocking and rolling, like, let’s just dump in to like, what’s your job at the company? What do you do?

00:01:32:08 – 00:01:38:21
Daniel Ramsey
How do you support the company and the agents and really the clients? So let’s just yeah, let’s talk about that. Like, what’s your role today?

00:01:39:14 – 00:02:08:03
Stephanie Masterson
Today my role is overseeing the sales staff and supporting my director of operations for our operations staff and growing the company. That’s a big endeavor that we have this year. Yeah, so that’s been exciting. We’re ramping up for our team advance, which is our business planning that we take a day out of the office and do some team building activities and all of the agents and operations team present their business plans for 2020.

00:02:08:11 – 00:02:29:04
Stephanie Masterson
Yeah, so that’s coming up on November 6th and we’re very excited about it. So making sure all that comes together and really helping and supporting their agents to grow the existing agents to grow their business and new agents and to really get started, complete their onboarding and get up and running as quickly as possible.

00:02:29:08 – 00:02:55:09
Daniel Ramsey
That’s amazing. That’s amazing. What let’s talk about first of all, we’ve got a ton of people here. So if you’re here, Stephanie is all about questions, right, Stephanie? So you can actually answer questions. But before we do that, just let us know where you’re at in the world. Just go ahead and type in. I’m in Sacramento and it’s like the beautiful California, 70 degrees outside right now.

00:02:55:09 – 00:02:59:22
Daniel Ramsey
I’m in shorts, so it’s crazy about that. So just where are you at, Stephanie?

00:02:59:22 – 00:03:29:19
Stephanie Masterson
You’re lucky I’m in New Albany, Ohio, which is just out of outside of Columbus. So we’ll probably get up to maybe 60 today. But it’s been a little chilly. Fall is definitely here. The weeks are changing. And yeah, we’re looking I think we’re looking forward to it. We had a hot summer, which we were grateful for. Yeah, and I’m missing the pool already, but it’s nice for it to cool down and hockey season and football season and all of that’s in effect.

00:03:29:19 – 00:03:35:17
Stephanie Masterson
And we have a really, really great city to be a part of sports and entertainment.

00:03:35:22 – 00:03:56:03
Daniel Ramsey
Yeah. Yeah. Okay. Well, thanks, guys, for putting in where you’re at and what your city is. Steph is definitely going to answer some questions as we go down. But real quick, I want to know a little bit about how your team is structured because when you’re ranked in the top 100 out of 1.2 million realtors, there’s a lot of meat on that bone.

00:03:56:03 – 00:04:05:01
Daniel Ramsey
We got to hear like, what’s the secret sauce in the team? And like, what’s your structure and how do you run it every day? Let’s talk about that, that piece of it. Okay.

00:04:05:12 – 00:04:40:02
Stephanie Masterson
Okay. Well, we have two client service managers right now and we’re hoping to bring on a third one. So their role is really to take the agents business from new listing to the closing table and support them throughout the journey. So our goal as because we’re a team here is to really support the agents and take all the productive activity off of their plate and their non productive activity off their plate and do it for them so they can be out doing what they do best.

00:04:40:08 – 00:05:05:06
Stephanie Masterson
Okay. So our we’re we’re sales driven, but we have operational excellence and a lot of trust that goes into that too, because as agents come on board, like they’re nervous about asking someone else to do this work for them, but they, it doesn’t take long for them to catch on and realize the benefit to having the help. So we have to be smart.

00:05:05:09 – 00:05:10:09
Daniel Ramsey
Why did you why did you bring that up first? Is that is that a big differentiator for your team?

00:05:10:14 – 00:05:34:22
Stephanie Masterson
It is for us, it is, yes, because that’s a big expense for, say, a solo agent to have an assistant that is trained and able to do all of the things that we do. And so much so as we have a virtual assistant with you that is awesome and help our client service managers run their their day to day business.

00:05:34:22 – 00:05:50:08
Stephanie Masterson
So whether that’s data entry, you know, calendar invite you name it and she does it from the Philippines and we absolutely love her. So she’s a big support person for our client service managers so they can in return support the agents.

00:05:50:08 – 00:06:07:22
Daniel Ramsey
And the idea there is you guys have leverage for your leverage. I mean, your agents are out there driving revenue and your internal team, they’re supporting them by taking away their non dollar productive stuff. And our virtual assistants allow your physical people to take vacations and.

00:06:08:13 – 00:06:09:02
Stephanie Masterson
Get it right.

00:06:09:09 – 00:06:11:01
Daniel Ramsey
Is that right? I mean, that’s a big deal.

00:06:11:03 – 00:06:35:08
Stephanie Masterson
True. It is. It’s huge. I mean, we we don’t know what we would do without her and it would be a lot more work and we’re we’re we’re grateful. We’re very grateful. So that’s that’s sort of the setup of our operations team. We have a client service assistant that delivers our signs, our lock boxes, our brochures, you know, making sure that all of that is done for the agent.

00:06:35:08 – 00:07:07:14
Stephanie Masterson
Everything’s ready to go. Yep. Our agents take both listing work with listings and buyers at the same time. Okay, so I know that’s a little bit unique as well. And, and a lot of times The Rainmaker does all of the listings, which would be Sandy and Sandy’s gotten into more of a mentor role with the agents. So she is passing the business down to and partnering with our sales agents so they can learn and train and and be mentored by by the best.

00:07:07:20 – 00:07:28:13
Stephanie Masterson
Yeah. So we have, I think we’re up to 2020 sales agents on the team now. So it’s, it’s incredible. And we just had some new people join us to get up to that number. So we’re excited to have them on board and take them through the onboarding process and see them selling homes sooner rather than later.

00:07:28:18 – 00:07:48:04
Daniel Ramsey
Yeah. Yeah. So it’s interesting with 20 folks like let’s exclude the five new ones because we know they’re brand new. But with so with 15 agents, how productive are they on an annual basis? And and what I love about your team is Sandy does really take a kind of mentorship role. So all that business is in their name.

00:07:48:04 – 00:07:50:12
Daniel Ramsey
So let’s talk about that. What is it.

00:07:50:16 – 00:08:07:24
Stephanie Masterson
Exactly? Well, when yeah, when Sandy and I started and it was just the two of us. So back in, I think when we really started tracking our numbers because there were a couple of years where I had no idea what I was doing. I just started and her husband would come in every day like, Did you guys sell the house?

00:08:07:24 – 00:08:32:00
Stephanie Masterson
Now I’m like, No, no, not today, but we’re working on it. So in 2000, when we sort of started really tracking our numbers, the two of us did 11 million and worked with 22 families. So now in 2018, we did 153 million and sales volume and we helped 341 families. So that’s the yeah, the kind of business that we’re doing, which is awesome.

00:08:32:10 – 00:08:52:19
Daniel Ramsey
That’s phenomenal. Why do you believe that? That’s, you know, you guys have been able to scale your business from 22 families to over 300. Like let’s break that down because that’s the real and share it with the audience because this is the part that most people like. When I interview folks, I try to find the people who’ve actually done it and you guys have actually done it.

00:08:52:19 – 00:08:56:07
Daniel Ramsey
So what what’s what’s your secret sauce there?

00:08:56:13 – 00:09:24:11
Stephanie Masterson
I think that, you know, we have a like I said, no brag about them all day long. It’s an incredible operations team that are a lot of C type personalities. So they’re into the details as Ron and Sandy go to a lot of conferences and they bring back a lot of ideas and things we should implement, and then we get to take the time to figure out, okay, is this does the cost of this make sense or is what the agents were selling really true?

00:09:24:11 – 00:09:47:16
Stephanie Masterson
Because sometimes things get exaggerated a little bit. So we’ve really taken time to research and nail down the best systems, the best processes and the best ways to grow your business. So we have a sales huddle every Tuesday for our sales agents where we can stay connected. It’s for 30 minutes. We do role play. We do live situations where you can ask questions.

00:09:47:24 – 00:10:12:05
Stephanie Masterson
Yeah, we celebrate their wins. So new listings, open houses and contracts and clothes. They get scratch off tickets when they’ve taken a new listing to celebrate that. So we want to make it fun because this business can be hard and it’s hard work. So our our goal is to make it fun. On Wednesdays, we have our sales meeting, which is also a big source of training.

00:10:12:05 – 00:10:33:18
Stephanie Masterson
Sandy always has a training piece in there to help people learn something new and or remind them about something that we’ve taught in the past. Because you can hear the same message a lot but never really wrap your head around it or understand it. And it’s just hearing it at the right time makes all the difference. So our agents are very, very hard working.

00:10:34:11 – 00:10:58:06
Stephanie Masterson
Their disciplines, but they do have, for the most part, work life balance, and I think that’s important as well. So they’re committed, hardworking and they get the support that they need in order to achieve the results that they get. They go. And as a as a company, I mean, we’re we’re in the process of rebranding and putting out some new materials and some exciting things.

00:10:58:06 – 00:11:19:08
Stephanie Masterson
We’re using a company out of Toronto. That’s been awesome. Yeah. So that’s another exciting piece for them is is getting a new look and new materials that can represent them and that they can be proud of and that we can be proud of as a company. So that’s also kind of the secret sauce or whatever, I guess, that you would call it earlier.

00:11:19:13 – 00:11:37:06
Daniel Ramsey
Yeah, yeah. Secret sauce. What? Talk about your director of operations, because you guys, you’re in a very interesting role, like Sandy’s the mentor, there’s a director of operations and you’re the president. So how do you guys how do you guys like cross collaborate but also kind of run the day to day? What’s that look like?

00:11:37:20 – 00:12:01:01
Stephanie Masterson
We have a weekly leadership meeting every Tuesday. Actually, I was doing that right before I jumped on this call with you guys. So it’s an opportunity for our marketing manager to present what she has going on. Any question she needs answers, decision she needs made. Emily, my director of operations, will report on the rest of the operations team and where we’re at, what we have going on.

00:12:01:22 – 00:12:23:04
Stephanie Masterson
And then I’ll report on the company as a whole and the sales team. So that’s a great way for us to stay connected. And on top of what everybody else is doing, we usually plan our trainings for the for the sales meeting that day as well, so we can stay on top of it. But it’s it’s difficult. I mean, we have a lot of balls in the air right now.

00:12:23:04 – 00:12:50:10
Stephanie Masterson
And on top of Emily running the operations team, she also runs our lead platforms. So she’s in charge of our dashboard. We use Boomtown and we’re big Boomtown fans. So we run all of our Legion through Boomtown. And Emily is responsible for holding the agents accountable, for making sure their dashboards are up to date. She sends out a report twice a week to make sure that everybody’s doing what they’re supposed to be doing.

00:12:50:19 – 00:13:16:14
Stephanie Masterson
Otherwise, they get pause and no one likes to be paused and not getting leads. So they they usually very quickly make their dashboard right and get turned back on. So so that’s another role that our hat that Emily wears. And she’s also running our in-house staging department. So we we like to keep it interesting. I mean, there’s always a lot going on.

00:13:16:24 – 00:13:28:10
Daniel Ramsey
Yeah. Staging is a big deal. What have you guys seen you do for your business when you, you know, are competing for listings and say, we can stage your house and we’ll make it look amazing? What does that do for you guys?

00:13:29:01 – 00:13:53:13
Stephanie Masterson
I think what’s what’s a little bit tricky is a lot of agents will offer it for free. Yeah. And we don’t we have an expense that’s associated with it. So when we can show them our before and after hours and our results, how quickly properties are selling and how they’re selling for more money. When you do these things, I think it’s pretty easy to see why we we charge.

00:13:53:13 – 00:14:26:10
Stephanie Masterson
And I think I’m maybe biased, but of course, what we do is better than what what you’ll get for free. You get what you pay for. Right? So we have a we have a whole inventory of furniture and accessories that we use that we don’t I wouldn’t say we make a ton of money off of the endeavor, but it definitely helps us get our home sold faster, which in return is, is a is a great investment for us because then we can flip the furniture into another house and keep it moving and keep it in good condition as well.

00:14:26:20 – 00:14:41:20
Daniel Ramsey
That’s awesome. That’s awesome. What are. Okay, so you hired a virtual assistant. You were around for that journey and you were. I was part of it. Let’s tell our audience, like just some of the things that you’ve learned now that you’re I mean, I think it was 2000. Yeah.

00:14:41:20 – 00:15:07:10
Stephanie Masterson
So yeah, I the biggest thing is having a direct contact for the virtual assistant, someone that they can talk to every day no matter what. Ask questions too. We’ve had her do I mean everything. So she will create manuals for us. We’ll go on and she’ll video or whatever she does on her end to make screenshots of what we’re doing.

00:15:07:10 – 00:15:40:24
Stephanie Masterson
And then all of a sudden a couple hours later, we end up with a manual of what we just trained her on how to do. And that’s been really important for us. And it’s just like once you once she learns the task, you know, that it’s done. You don’t have to think about it twice. And so it’s it’s just been a lifesaver for us, especially for the data entry portion of what we do with with transactions and inputting data and setting up our sheets and just helping us be proactive about getting stuff done before.

00:15:40:24 – 00:15:42:09
Stephanie Masterson
DEADLINE has been huge.

00:15:42:24 – 00:16:03:07
Daniel Ramsey
What are you know, I think one of the things that our our clients and prospective clients struggle with is that learning curve and that training. And it sounds like you guys have a really great like what we call play pause do so you guys record a screen she does screenshots then she writes up a process. Deliver it to you for sign off.

00:16:04:17 – 00:16:07:18
Daniel Ramsey
You didn’t have that before a virtual assistant probably. Right?

00:16:07:18 – 00:16:27:00
Stephanie Masterson
No, no. I mean, it would usually be someone on was was leaving. And then all of a sudden it was a mad rush to try to throw a manual together. Right. To help us with that role. So, I mean, I even thinking as we’re talking now, I have more manuals that I think she could she could have been helping us with here recently.

00:16:27:00 – 00:16:48:14
Stephanie Masterson
So, yeah, the job is never done. But yeah, it’s that is one of the the great things. So then it’s done. It’s only challenges, you know, things change and especially in this business. Yeah. So they need, they need updated of course, but that’s an easy thing to jump on and show her what to do and voila it starts.

00:16:48:23 – 00:16:53:02
Daniel Ramsey
Yeah. And talk about the video. Do you guys do a lot of video conferencing and chat?

00:16:53:02 – 00:17:01:01
Stephanie Masterson
And we did, yeah. We’ve been using. Oh boy. I’m going to forget the name of it. Slack.

00:17:01:14 – 00:17:01:24
Daniel Ramsey
Yeah.

00:17:02:20 – 00:17:24:06
Stephanie Masterson
For kind of just the conferencing back and forth with our whole operations team. Yeah. So that’s been helpful. But we also use Skype and Zoom and we, we’ve gotten away from it for a little bit, but I think it’s something we want to bring back is having our virtual assistant join via video conference, our huddles because we have an operations huddle every morning.

00:17:24:12 – 00:17:37:19
Stephanie Masterson
Yep. So it’s nice to see her face and have her share and and get to know the people on the team. And it just it makes I think it makes all the difference for the connection that you have with your virtual assistant.

00:17:38:01 – 00:17:50:18
Daniel Ramsey
I love that. What what advice would you give to people who have never even considered? Because, believe it or not, despite my best efforts there are still people out there that do not have virtual assistants. What would you tell them?

00:17:51:17 – 00:18:21:15
Stephanie Masterson
I you know, I think the biggest thing is talking to just like this, someone who is actually using the virtual assistant and really get best practices from them. And maybe, I don’t know, depending on where you’re located, going and visiting the the office or the team or the agent and really seeing firsthand how it’s done because I think it is intimidating and like, oh, my gosh, I’m going to have to be responsible for this person and right, what am I going to have them do and how are they ever going to figure this out?

00:18:21:15 – 00:18:40:12
Stephanie Masterson
And so the more we can learn and share with each other, the better off we are. And then I think it’s just a commitment to stay in touch with the virtual assistant every day. And even if you check in in the morning and you check in in the afternoon, that’ll ensure that you’re getting completed what you want and you’re getting a return on your investment.

00:18:40:18 – 00:18:56:15
Daniel Ramsey
That’s cool. What? What how do you manage their tasks? Like another failure point that we’ve had with clients is like, Well, I give them something to do and then, I don’t know, maybe I get it back or maybe I don’t because they don’t have a system or a process that they’re in. So how do you guys get that organized?

00:18:57:04 – 00:19:10:02
Stephanie Masterson
We use top producer. Okay. And so she has a she has her own profile on top producer. So we created listing plans, closing plans, you name it. Right? And whenever the plan gets launched.

00:19:11:01 – 00:19:12:06
Daniel Ramsey
She has her part and.

00:19:12:07 – 00:19:31:21
Stephanie Masterson
She has her part. Yes. So she’s right. It’s just like a part of the team. And every year we go through and look at the client service manager’s plans and it’s like, okay, what can we delegate or what can we put on to the virtual assistance plate? Now that she’s up and running and doing all these other things, what else can we add?

00:19:31:21 – 00:19:48:02
Stephanie Masterson
What can we pull up your plate so you can take on more and that we can train her on so she can take on more? So I think they you know, she likes to be busy. And the worst thing is to not have things to do, right? So we we make sure that everybody’s busy.

00:19:48:22 – 00:20:08:09
Daniel Ramsey
That’s awesome. I love it. You know what? What’s been the biggest challenge as you scaled this business up in terms of talent and leverage and like building a team in your you know, let’s it’s the moment to get real Stephanie. You and I mean you so our audience knows the struggle is real. It’s hard.

00:20:09:01 – 00:20:09:05
Stephanie Masterson
To.

00:20:09:05 – 00:20:14:19
Daniel Ramsey
Build a team. And so what have what are some of the things that you’ve learned in that process?

00:20:16:05 – 00:20:37:13
Stephanie Masterson
I think for for our sales agents, it’s really honing in on the value that we offer and the difference that that we feel we make and we can offer to someone, someone’s income. And it was hard for me to, you know, I can sell the operation. See, I’m very passionate about I can talk about that side of it all day long.

00:20:38:04 – 00:21:12:18
Stephanie Masterson
But for salespeople, it’s like you have to really show them what’s in it for them and what’s the value. So we’ve created a few pieces of material for different kinds of personality type people. So that way we can get them the information that they need that speaks to them. Yeah. And, and it was good for me just to go through the exercise to realize, wow, we’re offering so much that if you were to go to a different company, this is how much you would be spending for all of these things that, you know, essentially we’re offering for free, right?

00:21:13:06 – 00:21:37:07
Stephanie Masterson
So that is that I’m we’re working through our interview process and making sure that we’re pointing those things out to salespeople as they’re hoping to make their decision about coming on board with our company. But it’s not easy. And and talent is is hard to find. Yep. And we found that our best referrals come from our existing team members.

00:21:37:18 – 00:21:58:17
Stephanie Masterson
Okay. So if, if they refer someone and bring, you know, we bring them on board, they seem invested in their future as well. So there are a lot more likely to to help out and pitch in. But we have a great team and they’re willing, really willing to do that anyways. But if you’re referring someone and they’re on the team, there’s a special bond that that exists there.

00:21:58:17 – 00:22:04:23
Stephanie Masterson
And so we like we really like to encourage our current team members to give us referrals for new agents.

00:22:05:07 – 00:22:22:02
Daniel Ramsey
That’s awesome. Speaking of, yeah, you guys are one of the most rated and reviewed teams. I mean, I was I was kind of checking you guys out. Do you guys have a process for asking for those reviews and like, how do you I love it. Okay, so let’s talk about so quick.

00:22:22:05 – 00:22:43:07
Stephanie Masterson
Okay. So our marketing manager puts together we have a template and we really focused on getting we started with Zillow and then we are we’re moving to Google and then we’re going to move to Facebook. But we have a template that goes out to our past clients as soon as they close, asking them to rate us and give us a review.

00:22:43:07 – 00:23:01:24
Stephanie Masterson
So that’s been really helpful. We also read the reviews once they come in at our sales meeting in front of the whole team. And so the agent gets accolades for getting the review and it always feels good to be recognized and hear what your clients have to say and then have it done in front of all your peers is really helpful as well.

00:23:02:12 – 00:23:12:18
Stephanie Masterson
So we have yes, we have a system or a process in place that goes out to every client asking for the review. And then then we acknowledge the agent when the review comes in.

00:23:13:01 – 00:23:27:11
Daniel Ramsey
I love it. And what are you guys looking forward to for 2020? I know you guys are about to do your advance and you’re going to get your strategic plan, and that’s going to be amazing, I’m sure. But what do you see the future in Ohio and what are you guys preparing for?

00:23:27:24 – 00:24:00:07
Stephanie Masterson
We’re we’re looking to expand into some new markets, which is very exciting and. Yeah, yeah. So I’ll look forward to reporting back on that. Let you know how we’re doing. Yeah. But overall, we really are shooting to reach that 200 million and sales which will never have been done before. Yeah. And I think in order to do that, we have to have really great agents that are all operating at their top capacity and really going the extra mile.

00:24:01:03 – 00:24:26:01
Stephanie Masterson
So we have contests going right now called the plus one contest where if they just do one transaction or take one new listing more than they took last year, they get $50 and then their names are going to go into a drawing at the end of the year for someone to win $1,000. So we like to have a lot of incentives and rewards and contests that go on to keep the agents motivated and inspired and have some fun.

00:24:26:01 – 00:24:36:14
Stephanie Masterson
I think that’s. Yeah, and have fun, but I think that’s going to be key to us expanding in our markets and getting our business to the 200 million and sales volume.

00:24:36:24 – 00:24:44:13
Daniel Ramsey
Well, that is that’s amazing. Actually, 200 million, that’s a big goal. How did you guys come up with that goal?

00:24:44:13 – 00:25:01:11
Stephanie Masterson
So, Ron, Sandy’s husband has been talking about it for for a long time. Yeah. And we’ve been it’s been steady for probably the last four or five years at the 150 mark. And so that’s just the next natural milestone for us to get to.

00:25:01:20 – 00:25:24:13
Daniel Ramsey
Yeah, I love it. I love it. Okay. Well, Stephanie, we’re almost done here. I always like to end with, you know, tell us about a great time with your virtual assistant or when you like have that click, you’re like, oh, my gosh, they’re part of the team and I can’t believe it. But before we go to that story, everybody who’s listening, I want to give away a copy of our free book.

00:25:24:24 – 00:25:26:09
Daniel Ramsey
Stephanie wrote a book.

00:25:26:19 – 00:25:27:14
Stephanie Masterson
Awesome.

00:25:27:15 – 00:25:49:17
Daniel Ramsey
Yeah. And so if you’re listening right now, all you need to do is text the letters SVP. So, Sam, Victor, Paul 231996 and you’ll get a copy of our book. And you know, we’ve got a lot of client stories in there. Stephanie You guys were one of our early adopters, so I’m so thankful for the REINS group. You’re you guys are amazing.

00:25:49:24 – 00:25:54:03
Stephanie Masterson
Oh, thanks. And hopefully we’ll be working together in the future.

00:25:54:09 – 00:25:56:24
Daniel Ramsey
Yeah. You’re going to add a couple more. Yeah.

00:25:57:07 – 00:26:06:02
Stephanie Masterson
With them and with NASA potentially. So I’ll, I’ll be happy to report back on that once we once we start moving forward with that.

00:26:06:09 – 00:26:15:06
Daniel Ramsey
Yeah. Well you know we’re running a fall special right now, so anybody who signs up gets 500 bucks off their invoice. I mean.

00:26:15:09 – 00:26:16:17
Stephanie Masterson
You can’t go wrong there.

00:26:16:20 – 00:26:18:05
Daniel Ramsey
I know, right? Okay.

00:26:18:06 – 00:26:18:24
Stephanie Masterson
Free money.

00:26:19:07 – 00:26:32:13
Daniel Ramsey
Yeah, free money. And we’re giving it away. So, Stephanie, what’s the what’s the moment it clicked for you like that virtual assistance specifically in your business was really a good thing. Like what happened?

00:26:32:13 – 00:26:54:24
Stephanie Masterson
You know, I think we we take it for granted a little bit because it’s just, you know, you kind of set it and forget it as far as the tasks and what we expect from our virtual assistant, she’s amazing at what she does. I think the hardest part is when she goes on vacation and we’re like, Oh my gosh, we have to do this, this, this and this, or it doesn’t get done.

00:26:54:24 – 00:27:13:21
Stephanie Masterson
And usually she makes arrangements for for, you know, she lets us know. But yeah, we, we try to ignore the fact that she’s really, really going to go away. But that’s the that’s the biggest thing is when she’s gone, we really feel it. But we we like for her to have her time off and and we figure it out.

00:27:14:24 – 00:27:18:03
Stephanie Masterson
But for us, that’s it. When she’s not here, we definitely feel it.

00:27:18:14 – 00:27:39:14
Daniel Ramsey
And that’s when you knew it was a big impact for your business. Yes. Well, there you go, Stephanie. It’s been amazing. Thank you so much for sharing with us today. Really appreciate you. And I, you know, I want to thank you for the audience. I mean, I know they’re spending valuable time and you dropped a lot of good love on them.

00:27:39:14 – 00:27:40:17
Stephanie Masterson
So good.

00:27:40:17 – 00:27:41:10
Daniel Ramsey
Thank you so much.

00:27:41:10 – 00:28:00:03
Stephanie Masterson
And hey, I’m available via email if anybody has any questions or want copies of anything or any documents or for I mean, you name it, we probably have it. So if anyone’s having a struggle or a challenge in their business right now and I would be happy to help or send information, whatever anybody needs.

00:28:00:03 – 00:28:14:10
Daniel Ramsey
Well, you’re amazing. Stephanie, thank you so much for that, guys. Thanks for listening. Before you go, definitely text SVP 231996. Tell Ron in San Diego, say hello and Stephanie. Well, thanks again for your time today.

00:28:14:20 – 00:28:18:24
Stephanie Masterson
Oh, my pleasure. Thanks for having me. The.