[00:00:01] Kenny, what's up, brother? I think I got you on mute.
[00:00:06] Hey, hey, sorry about that.
[00:00:09] We're we're back to back to back to back just in a minute.
[00:00:14] Good job, guys. I missed all of this all day.
[00:00:17] So not just hopping in now you're probably back to back, just like we are. Kenny, why don't you give us a little background on you and your business? I'd love to hear that.
[00:00:29] Sure. So I would say for 10 years, started out as a small boutique firm. Six to 10 agents started my team there. My third year round. Three people had a good ride. There was no one no one buyer's agent, Oakland for three consecutive years as a solo agent. Year five, when the real estate had a really great time there, they got acquired by Grimmy, grew up, grew my teams like 30, mentored and brought them about sixty five agents during my time there. And now I'm a realty. What I guess the topic today. Right. Currently we have fifty nine or 60 team members on our team.
[00:01:07] I'll give you some perspective.
[00:01:09] We had ten agents on the team in January and we had gone 10 to 60 in less than a year.
[00:01:18] But really like five months, this whole thing has been like. So it's like early on, like, you know, the webinars came out. I was able to hop on a couple of guys in my production. And then I was like, I can kind of do this. And I jumped in the B different mastermind group in front of a ton of people on Facebook. I was like, all right, I got this.
[00:01:38] And then I between March, April, May actually got featured on over thirty five other people just like this. And then I hosted about thirty three, thirty four webinars. And then what I did during that time was invited all the top agents in my marketplace, top Alameda County or top California, top Contra Costa or top Napa, that started maybe dividing the topics like how to run the team, how stay motivated. And during that course, I was able to, I think a database of like two thousand people because lots of invites and stuff. And shortly after that it was covid and people I was able get on people's radar. So just like people watching here. So we were like starting to scale like crazy. And then right now we opened up office and Jackline in Oakland, we have coworking space, so we don't like offices. We have three, four, one square feet offices all within touching each other in the city of Walnut Creek. And then I just signed on three leases in Concord of Concord, California. So when we launched that office with ten agents, probably in January and then a team member and my team bought a house, brand new construction, super, super industrial area.
[00:02:46] But he's gonna rent to me or the first fast house. So doing a frat house concept, getting guys in perspective, the average age, the median age of my team members like twenty eight to twenty nine somewhere. We have a pretty dynamic team. We have people all over. And then I'm buying my first house like a twenty one hundred square feet house in June and we're just going to zoom room without influence. Crazy wallpaper is everywhere, just like to make a really fun environment to bring on agents. But during this whole thing has been pretty crazy. Social media has been the biggest draw for us with promoting hashtag thing fast. And every agent is kind of like talking about their experience. You know, now when the open houses and like social networking bars, restaurants, gatherings, people are really just trying their agents online. So whether that Zillow or Redfin or UPNESS or whatnot or really social media, social media's been driving our business card.
[00:03:46] That was a lot of mind blown. Right. And and you live up to your name because that was fast.
[00:03:52] Like, I just got someone be giving us it sounds like a I saw I just checked my calendar. Right. I just had our business call yesterday, Rick. It shouldn't be tracked. So I've actually had one hundred fifty four recruiting meetings this year or so. I just do this day in, day out. But then also if you are late. Well, you just recruiting last year with the fifty six million dollars in production on seventy six deals year to date, we've closed fifty five million today and then we have twenty six million pending. We're averaging over twenty, about a thirty million dollars pending every month. Now I just have so many agents so that's how we're going to hit our go of one hundred agents. Could we have I think a fifty nine agents say fifty nine sixty somewhere where I'm born today. We also use slack a lot. We have one hundred and fifteen users on Slack. We have our sixty core team members right now, but I've been inviting a lot of new aspiring agents.
[00:04:50] We have a just shadow so I have ten brand new agents coming along, like agents who aren't even licensed yet or agent for me. OK, so you want to come and get a little taste of the business?
[00:05:01] Yeah. So our chat rooms is light is. Because there's just so many people and so on as something is very lively, so we're using Slack as a huge recruiting tool because our own little social network. Yeah, we're building our own kind of eco system like, you know, like, yes. Have Sisu group on Facebook or something. Make a lot of agents, top agents have mastermind's like Wasso or like Jesse within caution. So like it's kind of like our little mini eco and we have so that's where I put new agents on potential recruits, existing agents and the outpost. And they're really, really frequently every day. What new market updates, training like this? We put on these two or three new training links in there every day, whether it's hosted by Sisu or KW or Narev or Ariah or Tom Ferry or whatever. Right. Anything I can find anywhere. We put the training there so there's no lack of training in our system.
[00:05:54] Interesting. Yeah, we actually run Slark internally as well. It's a great tool. I love. I can have all the different channels and integration's too.
[00:06:02] I mean, do you pump like data and notifications into there or is it mainly just um we have we have got email threats like menus or KCM, like we have a channel log in FLAC right into a piece of content right there from like Imman or Menschen Global or Luxury Daily, our hustle dot com and all these like feeds. The emails are automated into a channel. So now my ISA's can read updates on the fly every day.
[00:06:34] Interesting. You're like curating some content that you think will be motivating and I'm all for it. And that's a culture thing, right? It really is. Wow. That's a lot. So so I'm going to unpack this a little bit more. So you're saying that someone who wants to just go big with recruiting, they want to bring in a ton of agents? Yeah. You're saying that what you did was network a lot kind of outside of your local market, but then build a list and invite local agents to almost establish yourself as a thought leader? Is that what you're saying?
[00:07:08] You kind of on the March, March and April plan, we invited all the top agents and then we had them promote the events. So like an event was like an hour, an hour and a half, but really moderate. I speak for five minutes, ten minutes. I have all these smart people talking on it. And then early on they will tag every single person. So now I'm on their walls so I can cover East Bay Area or where I'm working in that. We're making sure we're very, very seen. And I'm the person that through all the events the other day. Right. I mean, you guys are providing a lot of value for your agents right now, but also you're putting yourself on the map by bringing on more people because we're also promoting your product. So it's cross collaboration.
[00:07:48] Yeah, I love it. Yeah. It's it's a super efficient way to do it. Do you have recruiters on staff or is this all are you running all the recruiting meetings?
[00:07:58] Early on when I just had direct operations back in March, she and I were all the meetings and then which was which is getting pretty hectic to try to sell real estate and do 20 meetings a month on that thing. In July, we hired a sales manager, Elias Astudillo. He's amazing. He's my Northern California sales manager. So he was my was our sales manager real estate the last year we were there. So me and him double up on recruiting meetings now and then we have we just a couple two weeks ago, we hired a full time sales trainer to create curriculum learning for our agents. And then we just brainstormed this yesterday. We want to use Calanda to have so we have a company shared calendar and Google Calendar, and that we want to link that up the county where agents can go on and and request half our time blocks from our from our from either my sales manager or my sales trainer.
[00:08:57] Then whether it's a one on one, then they'll just be a one on one or they want to specifically learn about topic. Then we can talk about that and record it or resume in the resource library. And then we have a full time marketing assistant to. But now Kreenholm I direct operations and my assistant, they handle all the onboarding paper, all the onboarding stuff at the EXPE and our team headshots, business cards for sale sign, that kind of stuff. And we just recently added, if you join the team, we'll give you we'll get you professor headshots done right away.
[00:09:28] Nice. So.
[00:09:31] Adding that many agents that fast, is this just your director of ops running all of that and they've got the checklist and everything, is there a deeper there?
[00:09:42] We have a 50 point checklist of everything they need to do, what website to sign up for? You know, we get your template set up for your presentation. Listen to our presentations are done on Kenber. So it's really nice to really so of just change and boom, you're all set up. And then so I let's be kind of like run a brokerage. So between the 60, which is a 60 team members now. Forty two of them are on seventy five, twenty five spots. There's small and small exceptions like ninety five percent of my agents are on twenty five, twenty five spots on our indie side and then on my core team fast team members, everyone starts at 50 50. So like so being at Bob lets me run my own brokerage at low cost and then I kind of I'm running, I have my I have my team inside of my larger team called my SWAT team. And so it's I have my large team.
[00:10:41] Got it. Yeah, you have a lot of flexibility there, then that's nice. Talk to me about tech on the team because I'm assuming you provide a little more tech a little more time.
[00:10:53] I mean, we're we're very, very tech driven. I mean, we're we have the more tech any team in this this area for sure. We are just like our even our recruiting deck. We use high note. If you guys want to type in Bitly slash team, fast Dash XP and get our team recruiting deck and you can just copy that or the other recruiting that I have for just not not for team members I've just recruited is at XP Dash Realty. So that's that's how we pitch. And then we record our team meetings. Now they're usually an hour and a half and we have a channel for that. So they're a big draw as any prospective team members come in. They're joining us. They join our Tuesday 10, 30 team meetings and they get is really high energy, impactful meeting where everyone gets to talk really quickly about their week, where they're dancing with you and me and my sales manager to some insight on those deals. So on average, we have about thirty something agents on their team means. Every week we record it and then we have a channel for it. And we also put in their pitch deck. And then and then technology resume is a big part of a business, not just meetings on every Friday we do. I hosted general training for an hour and a half and everything is recorded. And then on top of that, a lot of my conversations directly with a client or listening condition, I record those two and I have a resource library. So rather than the ME teach a team member what to say, what to do during an appointment, they can just watch, watch what we say and do on it. It's like this month alone, that one eleven listings, the 15 that went on for people aren't selling. So this month I've had one hundred percent win rate on all those moments I went on and just saying the same thing, then presented the same value every single time. And now my team can just repeat everything we say.
[00:12:47] We're trying to figure it out totally. Hey, can you remind me those links? I'm going to drop them here in the NY. The first one is in the private chat. Yeah, I can grab them and throw them into the comments.
[00:13:05] And then on top of that, we use Azana to run our relistening management. We have like a sixty point check with 60 to 80 point checklist, 60 before you go spending and maybe 20 more out of every single thing that needs to be done on a listing. And then and then we have separate sound on the buy side. We use Foleo for our of our counter stuff. And recently, I mean, I forgot we had Google Drive. So we're trying to have all the assets, like the examples of where you click to for this invitation business cards and that kind of stuff. We have that all in. We're making a team share drive on that.
[00:13:44] Interesting. OK, so a little more. I know you've been are you still chime CRM?
[00:13:50] Yeah, we use chime. We love love using chime five five years now my favorite and my earliest on time. Yeah. We got the first year when they were a bunch of engineers from China over here to me to get feedback. Yeah. Chinese are amazing. I've had like five years, I think maybe six years of our database. We have a Lipan with about five thousand leads right now that Asians are just jumping in every day. Seven points from that. We also have two full time dialers from the Philippines calling in there every day and then on the nurture leads. Now, I just started doing this last week, about a month everytime a leaf is nurtured or had a conversation with my my ISA's will send me a Google calendar invite to talk that leet and then I'll I'll hand off that lead to the existing team member and then because from that conversion is recorded through time. So then we drop that, we drop the EP three into our private resource library. We have a channel clock. That's cause that's also where we host this employments and the organization we put all the all the nurture cost into there. So a new agent that doesn't know what to say or do they just go in there and listen to all the calls and then they jump on their calls, OK, and give me a script to go to real calls. Then like we I go back and do our time. I played about 20 calls last week. I'm sure we have over one hundred. So that's why we're able to wrap up so fast. We get we get new agents, plug in our system, hears every single thing we do and how we do it. And here's a check list hitting them. So it's very like process oriented.
[00:15:21] And then they just start producing this internal social network that I can pop into and your slack that I can. I mean, it sounds like it's pretty lively in there. I can I could post a call and get feedback on it from these other sixty agents. Yeah.
[00:15:39] And then I recently ran a new contest starting December twenty third to December 2nd, whoever and our team gets into a listing or purchase, they get one point and that sounds close. At some point after June 2nd, we'll give them credit for that. And then they recruit an Asian and then on board before December 2nd, you get a point. So what points mean maximum of five a point which gets you an iPad, the cheap one, 400 bucks, two points, iPad Air three points, iPad pro or iPhone X 12 to someone. You can always use a faster iPad or you can use it for points. Gives you a new laptop, 13 inch or I'm actually one inch and five points. Gives you a brand new twenty seven inch iMac that I'm using right now like this or 16 inch laptop that things like one or two grand, but I mean five point five escrows or five agents we can afford to. So now, like the agents get to partake in the gains that I get to build a team. So everyone's everyone's playing the game right now. So that's why I wear eight right now. And I mean, we've had twenty five conversations last month and we're nine out. More than nine out of ten agents are joining us after they hear what we have to say. So and then at the end of this year, I mean it's like this a lot of companies, real estate agents, contracts are up for the MIETEK.
[00:16:55] They came in about two to three years ago. A lot of the contracts are up. So I'm I'm talking to five Compass team leaders. So I'm waiting for people to contract, expire and roll them into our company. We're cheap to be at. So this is a recruiting call. I you realize like this is how we're able to scale and so fast is cheap. I'm not paying my company much money to be here. I'm allocating resources to to pay for more office space and hire higher managers and such. And that once we have one hundred agent so like hundred agents next year, I believe our production should be probably around three hundred million. And then I'm talking about hiring just by this summer. I just, just no way we can hit three million dollars by next year. And then if you really watch what real trends does the number one team at on real trends in California is the Jarvis group slash network group. So what that team has essentially done a great job for them. They combine all the stats for everyone. And instead of like, you know, specifically the San Francisco team that's part of our network or the Santa Cruz team are going to implement individual stats to combine our numbers. I think they're on six, 600 million. So what faster we'll say now we can kind of like do kind of like franchises at no cost to the agents to use our brand.
[00:18:01] They come into our into our environment. And then now we're two hundred forty million dollars. We can attract team leaders. Could you come under us? You represent real estate, right? You speak. You could now say you're you're part of the team that does one hundred twenty million dollars a year. So for you and then your team, your team spans across all six counties. We have agents in Brentwood to San Jose, to Cisco, the Fairfield whatnot. And we have the roster sheet really on our screen that gets a rough of every agent, their phone number, their Instagram handle and the city to live in. So when you're presenting to a seller, you say, hey, our team has without open houses, without marketing and all this, we have the largest social reach of any team in the entire East Bay and South Bay and North Bay. So when you work with us, we can promote your properties online through our influence and Instagram followers to get you more and more people seeing it. Can you add other agent do that? So on the flip side, the buy side, right. Well, our team members, one hundred team members live across like twenty different cities in the East Bay, South Bay, wherever. So we have the park industry that you're looking for because, you know, people are at least in the East Bay, they're going these people that were shopping centers combined, Oakland people who are shopping in Oakland are now going to Benteke and Brentwood or wherever and just who live there.
[00:19:14] So why would you not want to work with us? Because we have all the inventory and no other no other company can say that, because if you are KW every day, there's like six, seven KW within half an hour of me right now. Forty five minutes that you can jump into other people's office. They don't run as one day company companies offices. You can't jump in every office. Sothebys in corporate on coal banker to Frank I think it's corporate, but you see like all these franchises, they're not running as one of our teams. But when I build my network, when I have hundred pages on me, we are one large team. Technically, they're on there, my brokerage that I built. So what we get is if an agent needs to meet a client an hour from now, I will probably have an office in that location. Oh, that's a value add. Hey, you're in and you're working across East Bay. You don't drive half an hour this way. Just use the printed office. While Jobbins one of my many locations, my frat house, my first house are jumping. Right. So we're making it fun.
[00:20:08] We're making a cheap and we're making it very exciting and very tech savvy, very social media have to be at this company. So I really feel like we're the freshest, hottest brand out here. We've been calling the vendors the real estate because it's so different and that we've been called hip hop, a real estate area by couple agents. So we're we're leading with this. We're actually building a new Web site. We're gonna build a complete brand new website is going to be influenced by Marvel dot com. No, some of that. So it's going to be heavy on focus on the agents and their attributes and how cool they are. I don't care what real estate they sell. So this is just new ideas that we came all last week. We want not apples and apples marvels. Try word a product or selling is the agent so we can host all the agents and make them when the web some pages and make that their website because. Right. Most happy to give you gives you a cool, good looking single page. And that's your website. Right. But what if we build out something completely unique that you can post all your videos at all your social stuff, whatever it is you do and you have these many sites I don't care is purple or yellow or pink or whatever on the site to have it.
[00:21:15] And then another idea we had was also create some pages, bio pages for very significant others, like their spouse or wife or girlfriend or husband and then their pets to like full page for pets. So now people would be fun to share around pages of your spouses. Your spouse would share pages of her. You have the school website. My my wife at Fassel say I'm I'm on their website because I'm their spouse and it's just completely different. And people really get to learn who the Asian they're working what is and not their sales record. Because now, like you think about, the average buyer is thirty three years old. The average Asian is a 56 year old Caucasian woman, according to the National Association of Realtors. So I think there's a huge disconnect there. So if we can come in and really figure out how to attract all the thirty three year old buyers to work with our team, we're going to get all the listings in the future. So we don't need we don't need to only be tracking coproducer if we want to attract energy. And then when the energy brings in agents, the agents bring in more agents because the revenue share model and also cheap, cool and fun to be here. And that's why I think we were doing something that hasn't been done in real estate before. We're leaving for with a very, very new team.
[00:22:28] You definitely know your your market, your target, and I think you're very on brand for that, right. So I got to ask you a little more personal.
[00:22:39] You have all these facts, man. You know, when people's contracts are like you, how do you know all of this? You have like, how do you, I guess, consider you big podcast guy or you always I mean, how do you know all this stuff?
[00:22:53] I mean, I'm if I'm working, I'm listening something and I'm I mean, like so before I join these fighters, are are you guys look at Vitale's team fast article in within ten days. So two days minus weekends, but with an eight, eight businesses. I actually interviewed with 17 different companies and 13 of them were in person. So I went to all my local brokers and had them pitch to me. So I figured I figure out what what their values were and what what I need to do to compete. And then like for learning about companies are like, I'm pretty. I go to every I've been the 19 in many conferences. I've got time for every conference, every year in a row. Situations are pretty plugged in, like the real world conferences. And I ask a lot of questions when I I'm what, composter KW or Sisu agents or whatever I'm talking to. Like, I really tried to learn like what it is that they're offering and what they're paying when their contracts are up, stuff like that. And I can talk to other agents.
[00:23:52] It's paid because you're I mean, you're you're positioning and you're marketing your brand.
[00:23:58] It's all just on point, I think, because you've done for like you, it's like seriously, I think the average producer, Ciro's at thirty million dollars, it's they had nothing but the best agents. They have most number one agents in most markets. So like Killingly, we're like sidereal say for free agents. We're like, you know, not everyone wants to run a 30 minute shot, but you come in here other fast real estate because I admit I'm fast agent. And then we built it fast. Now, in the marlos fast real estate, you come a fast real estate will help you build your unique brand. That has nothing to do with me or my team if you don't want it to. But no other no other company can lead with that, because then once their fair is, if the brand gets really strong, then they leave and start up their own shop at the EXPE or side or independent right here. We're taking a different approach. You start here, we'll build your brand. And if you leave, great, I'm going to pay that revenue share. Like go build your team, get paid for everyone.
[00:24:52] We're still here to support you a little less directly. But with the resource library where we have over forty five thousand messages on there right now, if you type in, we type that we're looking for a Tagalog speaking lender, boom, we got three results. Or someone asked me to collaborate on some city or something like, OK, we designed their ass and then we get ton of response. So like this thing kind of like I'm building this thing kind of run itself. Like you come in here, it's cheap to do and you get all this value in the values. In what I created, I built it. But the team, the team members are one screen the value and then they're they're to wants to be excited being here. They're checking the other agents. And that's I mean, that's what really why we're going to have really confident we got a hundred agents by the year. And that's right. I'm not even counting the team leaders that they decide the fate of a free franchise with us.
[00:25:42] Very cool. Can you can you can you repeat for me that that link, the Bitly link that you just mentioned?
[00:25:49] Oh, bitterly slash teen fast article, all one word.
[00:25:56] Yeah. Well, James says and I can agree, love that you're fast but too fast.
[00:26:03] James, we're going to go we're going to go put this video out and I'm just going to listen to it tonight on, like, half speed so I can just really the point five.
[00:26:11] Yeah, yeah. To try and digest everything that you've been throwing out, man. It's been it's been awesome having you on here. Anything else you want to drop for us, man. Any other insights.
[00:26:22] I mean, if I find you described as Kenny underscore fast we share and you want to join us side channel. Happy to show you everything we have.
[00:26:31] That's awesome. I think it's great. People can plug into your slack, so I'm going to take you off your Kanae and we'll be going live with Veronica next.
