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Episode 136: How Speedy Offers Leverages Sisu for Streamlined Real Estate Operations

In the latest episode of the "Grit" podcast, host Brian Charlesworth shares a conversation with the team behind Speedy Offers: Coby Socher, Sharon Socher and Katy Goetz. The Speedy Offers team share their personal and professional journeys and how they transitioned to real estate investment.

Brian Charlesworth

Brian Charlesworth

Chairman & CEO

Brian is a highly accomplished entrepreneur, business builder, and thought leader in the real estate industry. With a track record of success in software, telecommunications, and franchise businesses, Brian has a talent for identifying and realizing business opportunities. Driven by his passion for technology, Brian is dedicated to using his skills and experience to bring about positive change and improve people's lives through the advancement of technology.

 

 

With diverse backgrounds, they share a unified goal of exploring untapped potential of real estate investment business.

The team talks about their joint efforts that have greatly advanced Speedy Offers, stressing the need for learning, adapting, and teamwork in reaching business goals. They also discuss the integration of Sisu, a real estate software platform, into their investment business, highlighting its transformative impact on their operations, making processes smoother, and improving communication within the team. Coby shares,With Sisu, we're on track to double our business this year!” Now that’s huge!

This episode not only offers insights into how traditional real estate practices and investment work together but also shows the importance of mindset and technology in making better decisions and increasing efficiency in the competitive real estate investment market.

Top Takeaways:

(5:52) Can you grow a real estate business from scratch in today's market?

(10:31)  How thin is too thin for a real estate commission?

(12:05)  How does self-worth translate to net worth?

(14:19)  Can hiring smart people solve the disorganization problem? 

(15:15)  What makes real estate more than just transactions? 

(21:58)  What advantages do newcomers bring to the real estate industry?

(26:40)  How does shifting focus to investments alter a real estate business?

(30:40)  Two pillars of marketing: dialers and direct mail

(32:14)  The full circle approach to real estate education

(36:00)  Can one platform address all real estate business needs? 

(39:12)  What inspired the creation of Sisu? 

(40:25)  The role that monday.com played in transitioning to Sisu

(42:57)  What does Sisu bring to the table for team collaboration? 

(50:54)  How has Sisu doubled Speedy Offers' business pace? 

(54:26) What makes Sisu's systems a foundation for scalable sales?

(57:58)  Can real estate flipping be your path to wealth? 


Coby shares, "
If you want to grow massive net worth, I realized I had to have a massive amount of self-worth." This insightful comment prompts us to ponder the link between self-esteem and our professional achievements. Tune in now to get inspired by the Speedy Offers team's story and perhaps change your perspective on achieving your own goals.


About the Speedy Offers

Speedy Offers is a cash home buyer in Beachwood, Ohio, serving homeowners across Northeast Ohio with over twenty years of experience. This company specializes in making competitive cash offers and understanding the local market deeply to ensure homeowners get the best value for their properties. Speedy Offers’ team emphasizes transparency, integrity, and prioritizes its clients' needs, ensuring fast, smooth transactions.

 

Speedy Offers Website

 

Connect with the Team

Coby Socher, Founder and CEO

Facebook

Instagram

 

Katy Goetz, Executive Assistant

LinkedIn 

 

Sharon Socher, Talent Acquisition and Disposition Manager

LinkedIn 

 

Transcript

Brian Charlesworth  0:35  

everyone. And welcome back to the Grit Podcast. I'm Brian Charlesworth, and the founder of Sisu and the host of the show. And here we are February 29. Recording actually my first show of this year 2024. And the reason being is my schedule has been hectic, but as of today, we will start on another weekly release of the Grit podcast. So welcome back, everyone. And today, I'm really excited about these guests I have on the show. They have been Sisu customers for years on the residential side of their business. But you guys are gonna meet them here in a second. So you're going to meet Sharon, Coby and Katie, and Toby. And I, Toby Socher we got spent some time at our house here in Scottsdale a few months ago. And he basically said, Hey, we absolutely love what Sisu has done for the residential side of our business. And I would love to see if we could figure out how to leverage it for the investment side of our business. So I love that you guys are in the investment world, I have people from the investment world reach out to me all the time wanting to be on this show. And I'm like, what value could that bring to our existing customer base? And our listeners, but why don't we kick things off today by just letting you guys introduce yourself? We'll start with you, Coby. And maybe give a little bit your background and we'll move over to Sharon and then Katie. 

 

Coby Socher  2:01  

Yeah. Thanks, Brian. I'm super excited to be here. Thanks for giving us a listen and giving us a try more than anything. You know, it's really funny. You said, you know, we met at your house at a at a private mastermind. And I'm sitting right next year. This is so this is my wife, Sharon. And this is my executive assistant Katie. My name is Kobe. And we are This video offers to that being said, you know, I went to Sharon, I was going out to Arizona my business coach Brett Tanner runs a mastermind three times a year called The be wealthy mastermind, which I'm part of your wife's part of as well. And it's an incredible experience. Well, the night before, I guess you guys were hosting some sort of, you know, private masterminds left dinner party just for something to do because you have a beautiful home in Arizona. And so I go to my wife, and I'm like, Guess what, baby? And she's like, Yeah, and I'm like, I was invited to Spring Bengtzen's house for a private mastermind. And she's like, Oh, it's super cool. Like, that's congratulations. That's really exciting. And then, you know, perfect husband and wife situation where Sharon has my email on her phone. And so later that night, you know, we're just like, hanging out. And, you know, it's like, 10pm She goes, question for you Kobe. And I'm like, Yeah, have you done anything? She's like, did you get invited to Spring Bengtzen's house? Or did you pay to go to Spring Bengtzen's house? And I was like, Well, you know, and the reality is, yes, it wasn't invited. But you know, and I think it was just the cost of covering dinner. And you know, they, I didn't realize you guys were having a whole hibachi set up in the backyard with alcohol and everything. So that was the reason for the cost. But it really comes down to my deep belief of like, you don't get we don't ask for. And, you know, if you don't put yourself out there, don't just expect something to just land in your lap, you got to go make it happen. And so for me, I put myself in your living room, you know, I got kind of like, quasi invited, not that special, not from either of you guys from somebody else, actually. And I made sure I was there. And I made sure you guys knew who I was, and that we had the conversation that we had, which I believe that as to where we are today. Well,

 

Brian Charlesworth  3:57  

I know that Spring did actually intentionally invite you and everybody else that is in Brett's mastermind, because she was coming down for that. And we're like, we might as well have a get together in our house before. I'm bringing additional value to all of these.

 

Coby Socher  4:10  

And she's fantastic. I mean, the content that she puts out in the coaching training and what I've even learned from her is really cool. Actually met Spring. About 12 years ago, we were both flying down for a class called Career Visioning, which was how to hire people, which I guess she's learned pretty well.

 

Brian Charlesworth  4:26  

She I guess she must have since she's up to 100 agents now. Right. So

 

Coby Socher  4:30  

while Linda, I'll let Sharon jump in real quick and get him go from there. Hi.

 

Sharon Socher  4:33  

Thank you for having us. My name is Sharon. So yes, while I'm married to Kobe, my background has been in recruiting. So that's what I've done the last 10 years and then 2020 It's, you know, it's pandemic, we've been at home together and Kobe decides, you know, I really want to get into more of the investment world had this idea of, you know, Speedy Offers he'd been coaching with Brett he's like I'm either hire your recruiter or you're gonna come work for us as a recruiter. So I left my job I I really started helping hire agents, administrative staff. And then once we really fell into wholesale, I started as a dispositions manager. And so right now I really spend most of my time on the wholesale side of the business working with investors.

 

Brian Charlesworth  5:16  

Okay, and I want to dive into that side of the business here in a second 

 

Coby Socher  5:19  

Yeah we'll going deep there. 

 

Katy Goetz  5:21  

Yeah, my name is Katie. I come from a background of college athletics. I used to run operations for Ohio State University, as well as your super Virginia. And then during COVID, I moved home and Sharon and Kobe took a risk on me and fired me. I started here in June of 2021. So we're coming up on about three years. And I've been with them since the get go when it was so Kobe during the Cold calling to find the deals and he was primarily on the retail side. So I've been with the business since the beginning and kind of anything that Comey thinks up, I try to figure out how we can implement that into our day to day business.

 

Coby Socher  5:52  

So Brian, I think for the listeners here, if you don't mind if I just jump in and say one thing, because I think it's going to create a ton of clarity for the rest of this call. So when I started as an 18 year old I started with my mom Shoshana Socher, and we jumped in and we run a traditional real estate business that you last year, we sold about 200 homes this year, we'll sell close to probably buy 220 homes for about $80 million in sales. And then in 2021, or I'm sorry, 2020. I started investing more heavily than I ever had before. I was buying rentals, doing a flip here and there doing it on my own putting everything in my car and just making it happen. And that's why I hired Katie, we created the brand Speedy Offers. And now we are a full investment company. And essentially the way that works is we do flips we do wholesales, we do whole tails, we do rentals, we do owner financing, and we do hard money loans. And so that the full fledged business that business alone has well full time contractors. There's the three of us. We've got six acquisition agents, full time sales manager and what we love to call an international team as well in the Philippines.

 

Brian Charlesworth  6:56  

Yeah, love it. Okay, so I want to back up a little bit, because I think most of our listeners actually run a residential real estate team. Very similar to what your mom Shoshana has been running for, how many years?

 

Coby Socher  7:09  

For about 15 years now.

 

Brian Charlesworth  7:10  

So about 15 years. So she's running this business for 15 years you get into this business? And how long were you actually in that business before Speedy Offers came around?

 

Coby Socher  7:20  

A really long time, I got my license in 2011. And so when I was 18, she and I were dating, were highschool sweethearts. And Sharon was in college locally. And I didn't know exactly where I wanted to go think about going to school in New York, my dad who was actually like a Harvard grad, you know, got his PhD from Cowell and taught at Stanford and some of the biggest schools out there was the one who said to me, you know, maybe instead of just going to school right away, if you're super interested in sales and business, your mom's doing really well, why don't you get your license over the summer, defer for a semester or two, and see if businesses for you and if it is then go to business school and do that thing will still pay for it, we're happy to help you. But if it's not, you know, then you know, you don't have to go waste four years in business. And 

 

Brian Charlesworth  7:59  

It is come from a college professor?

 

Coby Socher  8:02  

Not only cost us I mean, somebody who's taught literally all over the world and has, you know, real real experience in that in that academic world. And I'm one of, you know, six children. And you know, my two older sisters, both, you know, went to school got degrees. And you know, that's really cool. And I want my kid to go to school, potentially, if that's what he wants to do, but it's I'm not against it or for it, and it's whatever is for you. But for me, I was able to jump right in. And instead of going to college, I was able to educate at the highest levels by getting business coaching, reading books, going to seminars and doing all that stuff. So I paid for it. And I went to school. I just didn't go to formal school. Yeah,

 

Brian Charlesworth  8:39  

yeah. I mean, it's college is becoming less and less popular every day. And I think it's because the world has gotten to where you can learn so much on your own and just through through all the different means, especially in the real estate world. I mean, you guys know, you can go to different trainings. There's there's events every week, if you want to go to them, right. Yeah,

 

Coby Socher  9:00  

it's crazy. You probably the last I would say three to five years gotten really popular. Yeah.

 

Brian Charlesworth  9:05  

Yeah. So So anyway, you were in that business. So you said 2011 11 and

 

Coby Socher  9:11  

2019 is really like the the marker, I would say and then 2019 is when we got pregnant with our son. And I realized that running ragged as a realtor thing. I'd sold seven eight homes that year and a lot of GCI, which is gross commission income, not a lot of net income. And so you know, the vanity was there had the had the fancy watch the cool house in the Mercedes get didn't have anything to show for it. And I didn't want to be a a phony to my son and be I wanted to make sure I was there on weekends and evenings. And when I started, you know, when I was looking at what I was doing that was working at the highest level, it was the investments. It wasn't you know, know, all of that was a catalyst from the real estate businesses. So that traditional business has been the catalyst and still is today. It's the reason why we're able to have the investment business impedes the investment was oh, yeah, and they work in amazing centers. which we can talk about. So

 

Brian Charlesworth  10:01  

most most team owners do not have an investment business. I know this. Okay. So there is a group that's been poached by Brent Tanner that most of them probably do have an investment business. But I would love to hear the story of you started doing investments, and it was just you at the time, right? Kobe, just you making an investment? How did you start doing that? Walk us through? How you went from being an agent that sells real estate? Yeah, being somebody that's actually buying homes?

 

Coby Socher  10:31  

Yeah, it's a great question. I mean, a there's an element of risk be you can take out all the risk if you know how to underwrite a deal. And so as a realtor, all we do is underwrite deals, meaning that we just think of it in a different way we price listings, right. And so I was, you know, from 2011, which were some pretty hard times in the residential market, especially in Ohio, because Ohio got hit later in the economic shift. So when everybody else got hit 2008 2009, Ohio saw heaviest 2010 2011. So I was getting in some of the most turbulent times, you know, and so these properties were distressed, I was representing investors, helping them buy homes, I was representing investors, then once they bought them, and they flipped them selling them. And they all had this terrible product, get the all sold, right. And I would look at these deals. And at let's say it sold for $200,000, take a 3% commission, so you end up with six grand. And for me, then, you know, by the time it goes through all the different things, I ended up with two on a good day, right? So make $2,000 on a $20,000 deal. A lot of times these were out of state investors, I was finding the contractors, I was helping them pull together the money. So I was, you know, connecting them with banks and hard money lenders, right? I was doing their like Final walkthroughs because they weren't here and punch list and I was listing the home, then removal of contingencies after inspections came up. And I had to help them deal with that, because I want the deal to close. And then they'd walk away with his like bag of cash, right? And I walked away with my commission, and

 

Brian Charlesworth  11:52  

we're walking away with 100 grand or whatever it is, and your walk. Yeah. And

 

Coby Socher  11:56  

the best part was they always say, Oh, I lose money they do on losing money on this one. And then when that one closed, they go by two. And I'm like, oh, yeah, yeah, we must be losing money here, right. And so I started underwriting these deals and trying to figure out because I was doing it for other people, right. And I had such a realtor hat on that I didn't realize at some point, I can become the investor. And I think if you want to know the mindset behind it, I talk about this a lot. I was just at Keller Williams family reunion, and I talked about the concept of self worth. And if you want to grow massive, massive net worth, I realized that I had to have a massive amount of self worth. And so I realized I had to like be worthy of what I was doing. And so I had something I had to kind of train myself on that I was allowed to have a big net worth, and I was allowed I am worthy of growing a really big world. And I can be the investor?

 

Brian Charlesworth  12:40  

Well, I think thinking bigger is I mean, what holds each of us back is what we feel we deserve what we feel we're capable of. And it's always our minds that hold us back has been my experience. So if you can think bigger, which is why we have shows like this, right? Like the grip podcast, number one, because Grit is a is a fabulous thing. And we all have all these things we face in our lives that are challenges and working through those. And in business. But I love that you were you were in this world, you had your blinders on you were selling homes, and then all of a sudden, you went from having your blinders on to opening up like this and saying, oh, wait a minute, I'm doing most of the work anyway, for these guys. I might as well be the one making the big payday each time. Is that is that kind of how that happened?

 

Coby Socher  13:31  

Yeah, I would say for sure. That's how it happened. And I think it was also based off me going like, Well, what do I want to be worth in? You know, 1020 30 years? And can I do it doing what I'm currently doing? Or can I use every single piece of my skill that I had as a buyer's agent, a seller's agent or realtor? And can I actually use that in conjunction with being the investor? I'm not just I think a lot of people just like leave what they're doing and jump to something else and know that we're growing the real estate team heavily, right your use, you can probably see our real estate humans had a Sisu like we're growing that every single day. We love that business. That's our family. And yet,

 

Brian Charlesworth  14:04  

I'm better how many how many units do you have on that team? Now?

 

Coby Socher  14:07  

How many agents we have nine Ultras on on this nine, nine agents on that team? Okay. So I would say the next stage of it was figuring out like, Okay, I'm running ragged, I'm disorganized. I need some help in my world. How do I find a way to get super organized and so the best way to get organized find the smartest people that either you know, or that you can hire. And that's what made me a go to Sharon and say, like, I need your help, because Sharon was running in a really big corporate world and running you know how to pretty impressive job. She was massively organized. I was massively disorganized, right? And I was like, this is something we need to go do together because she was helping me motivate myself and get to where we want to go. I couldn't do it. And then why now is that

 

Brian Charlesworth  14:50  

working together?

 

Sharon Socher  14:51  

How is it working?

 

Brian Charlesworth  14:53  

Is it hard? I mean, a lot of couples I know for a while when I jumped in to help Spring grow her real estate team.

 

Coby Socher  15:01  

For a year

 

I think we nervous. nervous laugh? I don't know. Yeah. I didn't buy it at all. But,

 

Sharon Socher  15:11  

um, no, I think because both of us have a vision. And we're both really driven people, we set goals for ourselves. But at the end of the day, I still consider real estate a helping feel you're helping buyers, sellers, investors. And for me, I'm helping the people on the team. So for me, it's how can I help everybody who's on our team grow a bigger life, through sales, because that's what we've been able to accomplish. And then working in tandem with Kobe. He's very energetic. He has a lot of vision. And it's just putting that that on paper and making it happen. And I think that takes collaboration. And Bobby is really easy to work with. And we're just so busy. I think that at the end of the day, sometimes I don't even see him, and then it's five o'clock in the afternoon. And I'm like, how was your day even though we're in the same building?

 

Coby Socher  15:58  

Yeah. Yeah, I was. I said, you know, I think that I get this a lot like, how's it working with your mom? How's it working with your wife? And I'm like, well, find me, other people other than your family who will care more than you. Right? And how do you find people that care massively, and I mean, we got lucky sitting next to Katie right here, right? When we went to hire Katie chiefly going back to self worth and all that I didn't believe I was worthy of hiring somebody, not only with a college degree, but maybe with a master's degree. But also somebody ran a really big world. I mean, Katie was responsible in her previous job, all the facilities inside of both went to work for Ohio State University and for UVA. And like, that's a massive job. If you think about it, you think these massive buildings where they play basketball, or the football stadiums, like that was her role, right? She had to then she had to deal with teams and deal with coaches and deal with all these. So going in hiring the best people, which for me, was first my wife, and then Sharon, helping us hire Katie has been like the catalyst to the success we're having today. And just to give you an idea, like we did $1.7 million in net profit last year in our investment business alone, right, that's not GCI number. That's not a that's not how much off we've gotten going into your pocket. Yeah, that's $1.7 million in net profit. And this is a business that didn't exist three years ago.

 

Brian Charlesworth  17:11  

Yeah. So three years. I want to come back to that. Because I think there are probably a lot of people listening that are like, Okay, I want to start this, but how do I start this? So I'm gonna go back in time here in a second Kobe. But before, I'd like to ask Katie, Kenny, what is it that they did that made you be willing to leave and go from this, these large organizations, universities, that career you loved? To? I'm gonna go work with Kobe on this startup? Hey, Scott, you know,

 

Katy Goetz  17:41  

yeah, to be honest, I was. It's an entertainment industry, I was always working when my friends would want to go to these games, or to these concerts. So as we all know, during the COVID, pandemic, entertainment industry went to nothing. And so there was a fear of job security, as well as just a lot of headaches and going back and forth. So I made the conscious decision to leave the entertainment industry. I'm from Cleveland, so to move home. And truthfully, I was just applying to anything that had operations, logistics, or funds, anything kind of that was in my wheelhouse. And I applied for the job and in talking with Kobe, and sharing just the ability to build life by design, and for me, it was a lot of work life balance coming from again, and our team and I would be working evenings and weekends. So similar to Kobe wanting to get out of the from the traditional real estate, he was nice, we get to Island my nights and weekends. And Kobe is so motivational, I was really he opened my eyes to the world of real estate. When I started, I didn't understand the difference between under contract big and a closed date. My friends think, Oh, we're under contract, like, cool. Let me come see the house. Oh, no, it's not actually our house for another four weeks. So it was a huge learning curve, but Kobe, just anything that you've dropped up I was able to help with. And that's my skill set of taking what he wants, understanding it and then regurgitating it out to certain people. And then being able to forecast out of it. This is where you want to go. These are the milestones and working backwards if I can set up the team for success.

 

Coby Socher  19:12  

And I think, Brian, you're listening to this or, you know, maybe for you or maybe for somebody else, there's a huge takeaway and some of the stuff Katie just said, and there's a huge takeaway as the owner to have your company who's thinking always about how to get the best talent. And I remember during COVID hearing, let's do a podcast and the podcast was talking about talent. And it was talking about how we might be in the greatest opportunity time for the best talent out there. And when you think about it, you know, talent comes your way sometimes, and it doesn't always come the way you think. Right. And so, you know, the job that Katie took, probably wouldn't have been interesting to her. Right, six months or a year earlier. Yeah, because of circumstances. It opened up an opportunity to go hire super, super high level talent and now Now my mindset is Will, there's no reason to ever hire somebody who's not the most talented person that you can possibly find. Because if you don't, you're just holding yourself back. And that's our growth is based off of like, massive talent, I can only have so much inspiration before you need to put in systems implementation people, you know, all that kind of stuff. Yeah.

 

Brian Charlesworth  20:18  

So I was gonna hit on one other point there, timing is crucial, as you stated there Kobe. And in addition to that, I think there are so many people in the real estate space, this being a podcast is a business podcast, but real estate specific. What I see is most people hire from within the real estate industry. And if you do that you're really limiting yourself as far as what you're going to get, because there's so much talent that are from outside of real estate that can bring those business skills into real estate. Most people in real estate are salespeople, right? Right. So so if you need a great ops person, you probably want to go outside of real estate. Not necessarily you don't need to find someone that necessarily understands real estate, because that can be taught, right? Yeah, I mean,

 

Coby Socher  21:05  

her Katie's skills and how much she had done like volume was, to me, the excitement was that she had lived a really big world, she saw her massive operations ran. And so coming into a small place, she could think in scale, to meet somebody else who could, I didn't need her to have the vision of where we were going, I needed her be able to have the vision of how we were going to get there based off previous experience of seeing a really big world. And so to me, that was a really exciting part one hiring her

 

Katy Goetz  21:32  

that having no real estate knowledge, Kobe was able to teach me real estate, like he sees that knowing he operates it. And so I really, currently can be like, Okay, this is the solution. This is the problem, I can know what Kobe is going to say. So I can be three steps appetitive and give them everything that he needs, was a huge benefit, having no experience or no prior knowledge.

 

Brian Charlesworth  21:55  

I mean, I would add, that's a great point, Katie. And I would add that even if you're building just a regular real estate team, in my opinion, you're better off bringing in new people that you can teach your ways, instead of bringing in people who have been in industry for 510 years and have their bad habits right. So great. Let's step back a little bit. You have all this motivation Kobe to say, hey, I want to, you know, I want to get alive. I want to I want to be able to build wealth. I want to do all these things. Like how did you go about let's talk about the first home you ever bought?

 

Coby Socher  22:28  

Yeah, happy to talk about that. So I mean, the first one I ever bought was when I was 21 years old, I bought my first home for me to live in. And it was just a mediocre bungalow. 1500 square feet. It's like the first home sharing moved into when we got married. That was disgusting. And we had to move right away. And you know, from there, I bought a rental property before I should have bought a rental property. Biggest mistake is buying a rental property. We have credit card debt, by the way, right? So credit card debt turned 27% interest, you go get this amazing rental that gets a 12% cap rate. So you think before you have to place an AC unit or furnace, right. But meanwhile you have more interest being paid to the credit card companies than you're gaining. So I think a lot of people make that mistake. And so about rental property. And then in 2017, or 2018, we sold our home that we were living in, right we bought a new property with an FHA loan, which created this, we had a good amount of cash from our previous home, sharing money from working in high school and working in college. I had a bunch of credit card debt knowing and we went and took that money plus Sharon's money and we put it in we bought a home for $75,000. We flipped it and it sold for $180,000, creating a net profit of about 70 grand and then we did another one. And our thought originally was What year was this? That you bought? 17? Yeah, we've just gotten married. We got married to the 16. So yeah, originally was how do we create a try income? Were the original investment idea before all the coaching all this stuff was? What if we could find a way to make 25 grand per flip and do one per quarter, which would make us an extra 100 grand a year so we could go do cool stuff? That was literally right. Yeah, that was our conversations, like you're working in corporate recruiting. I'm realtor, what if we can make an extra 100 grand a year and just live a badass life? Like that's pretty much like we wanted to travel the world and go see cool things and do cool things. But we wanted the funds to be able to do it. So that's kind of the that was the catalyst.

 

Brian Charlesworth  24:20  

Yeah, so this was only seven years ago. And I think, you know, we as individuals, we always think, oh, I can do this this year. And I mean, we always overestimate what we can do in a year. But we actually underestimate what we can do in a decade. And if I look, guys, I think this is so true. Because like what you've done in seven years, and where you have this business today, like that is not a very long time to get this business to where you are today. So

 

Coby Socher  24:48  

for sure, and that was I mean, really, it's three and a half years that those first three years were just kind of casual, right? That was before we were like let's do this for real.

 

Brian Charlesworth  24:55  

Yeah. So that in 2017 that is when you were seeing these invest For years, you were on the real estate side seeing these investors making the money and you said, I'm gonna go do this myself. And you actually did did a flip when Yeah. When you experienced that I

 

Coby Socher  25:09  

pretty much saw it happening from 2011 to 2016 2017. That's when we kind of jumped.

 

Brian Charlesworth  25:14  

Okay, so it took you six years to get up the courage to say this my for myself,

 

Coby Socher  25:21  

I think if you're listening to this, you go, Well, I really want to be an investor, but I don't have the money. That's what everybody tells me. I can't tell you how much somebody comes to me and goes Brian, Kobe. All I want to do is flip a home, all I want to do is be an investor, but I just I don't have the money. And my friends and family are poor and broke. And so you know, I don't have you know, I can't do it because of that. And that's just the limiting belief. That's your mindset. You know, like, you know, this is like the Brett Tanner always says me like, well, Kobe. Is that your truth? Is that the truth? And it's like, well, that was my truth for way too long until I realized like there is money out there, right? OPM other people's money, right? Or find your own money, go save up, maybe change some of your lifestyle habits need to be driving your Mercedes and wearing custom suits every day. Probably not top probably going to save a lot of the money that I just wasted as a young flashy kid. And built a bigger life faster.

 

Brian Charlesworth  26:11  

Yeah. Great, great advice. So now you have this company called Speedy Offers, when did Speedy Offers come in as a as an actual entity result of you guys actually buying a home here buying a home there, you actually have this company now. And it's a focus, in addition to your real estate team, your real estate team feeds this investment company. But talk about how you went from being okay, I'm gonna do some homes here and there to this is a company that I'm going to focus on.

 

Coby Socher  26:40  

Yeah, I mean, it was all based on the mindset of scale. And it was based off the idea of our deal hierarchy. So originally, our company's TSD ventures. So our real estate, traditional real estate team is the social team. And so we created an offshoot called tst. ventures, it was the social team ventures. And, you know, pretty much when I went to my mom, and I was like, hey, you know, I want to go way deeper into investments and really make my focus investment, the investment world. And so the idea was, we would take the profits or large amount of the profits from the social team, we would push that to TST ventures, and then I, the leader of tst. ventures would go invest that money, right. And Tec Ventures is now the holding company of Speedy Offers. Speedy Offers is our acquisition company, right? So we're a cash offer acquisition company, our goal is to make, you know, selling your home as a cash offer simple and easy. And we do that really, really well. And so Katie and I, together, I would say on that side of the world, really went and took, you know, the holding company of Tec ventures, we built that with the flips and all that to be able to go then create the branded acquisition company that we have

 

Brian Charlesworth  27:47  

today. Does your mom have ownership and TC ventures? Yeah,

 

Coby Socher  27:51  

my mom and I are 5050 partners in both businesses, actually. So I'm a 5050 partner in the traditional business, and she's a 5050 partner in the investment business. And

 

Brian Charlesworth  27:59  

that says a lot about how intertwined these companies are. And how

 

Coby Socher  28:05  

Yeah, yeah, well, Brian gets what happens when somebody doesn't want to sell their home in a cash offer.

 

Sisu  28:13  

If you've been enjoying Grit, please help us continue to grow the channel by leaving a five star review. I'm sharing it with a friend. Now back to Grit.

 

Coby Socher  28:23  

They go list it crediting the list it with how can I make it so that when somebody doesn't buy with TST venture, I'm sorry, with Speedy Offers, that then they go list it with the social team? Right? It's like the best guarantee offer in the world you drive on the highway, in any city in any state you go to? And what do you see on the billboards, you see guaranteed to sell your home or will buy it right? Well, what if your guarantee was like, hey, we'll make you a cash offer. And the underlying thing that maybe you don't say until you're in that appointment is or will list it, right? And if you and that's how we, you know, you might be thinking like, well, you know, the wholesale and investment businesses sketchy. And let me just take that misnomer out of here. Because every single appointment, we're going to, we're going, Hey, here's the cash offer we can offer. We're investors, we're here to make a profit. If you're interested in selling it for market value, and you would consider meeting with a social team, our partners, we might be able to help you get more money by putting the home on the market. What makes more sense for you?

 

Brian Charlesworth  29:19  

Yeah, I know Spring went down this road for a little while, and she's no longer really doing it. But they definitely play into each other because you're basically giving them an option, we'll pay you this much. Or we can actually then her case they were saying where are you at these other companies that will pay you this much or you give him a third option. We can list your home and see what the market will give you. It's all it's all a matter of convenience for you right the

 

Coby Socher  29:42  

ala carte options for the seller is so important. I think if you stick him into one category that makes people feel squeezed and if you give them options they get to choose if they want the lower offer with the great terms or they want a little bit more tough terms within you know, inspections and longer closing dates and putting it on the market people walking through but getting a higher price So at the end of the day, and that's their choice, we get them, we allow them to make that choice.

 

Brian Charlesworth  30:03  

And you've clarified just like you just did, right? Every

 

Coby Socher  30:07  

single day.

 

Brian Charlesworth  30:08  

What's best for you?

 

Coby Socher  30:10  

Yeah, how can we because at the end of the day, we want to serve people want to help them, right? We're not trying to steal homes from anybody. Yeah.

 

Brian Charlesworth  30:16  

So let's talk about how you get in the homes. You know, there are a lot of people out there calling and setting listing appointments, calling expireds calling this you guys are I'm guessing, doing marketing. But let's talk about let's talk about what marketing you do, and how you actually get yourself into their homes so that you can have that kind of conversation. Do you want to talk about

 

Coby Socher  30:36  

the getting in the homes at all mentioned marketing? Yeah. Cool. Y'all start with? Yeah. So in terms of marketing, we have two strategies, right? We're really simple. I think the biggest thing in creating a large businesses, I thought I had to be massively complicated, right. And the reality is very simple, can scale really big. And so we have two ways of getting into homes and setting appointments. One way is we have a dialer that we use, we're making sure if you're listening to this, be careful with the do not call stuff. We're very, very particular. And follow all do not call lists and regulations. But we have an incredible dialer that we use. We also have a mailing campaign, and also just use a company and the mailing campaign is just incredible. And we're really specific on how we run reports and how to do that. And I'm happy to go deeper into either one of those things if you'd like but how

 

Brian Charlesworth  31:23  

many people are on the phones? Yes, you have a dialer? And how many? How many people do you have

 

Coby Socher  31:28  

six people on the phones at one time we do power hours of dialing. So the way that our dialer works is it calls 10 people at one time for each person. So if you have six people on the phone, calling 60 people so calls up to 60 people, then somebody answers the phone and then like it goes to one person and then it takes off. And so it keeps going round robin. And that's one of the ways we've had so much success in the dialer is most dialers just called one person at a time you get a voicemail, then it goes next. And I've spent a lot of time working to make our dialer to the point where there's really no wait time between answers. And so we can go get you know, 50 contacts and 50 minutes or 50 contacts in three hours, depending on how long the conversations are. But there's no wait time in between answers.

 

Brian Charlesworth  32:06  

Yeah. And so those people dialing that is their full time job, they

 

Coby Socher  32:09  

are not actually going on appointments, or they are going on appointments. Yeah, we

 

Sharon Socher  32:14  

currently have it set up is you join us and you're a junior acquisition agent, you transfer to acquisition agent and then senior acquisition agent. So when when you just start off, we have you on the dialer. And you might be setting appointments, but you're gonna be tag teaming with somebody who has been on appointments or typical acquisition agents. So they're going through the entire lifecycle. Why right now we think it's important, I want the agents to see the full lifecycle of a deal from being on the phones to going and meeting that seller to getting into contract, we've definitely talked about having dropped to a calling team versus than the people who are going into the appointments. And at some point as we grow, we might change models. But for right now, the same person who is on the phone is that same person going into the home, which also makes the seller a lot more comfortable. They already have kind of established that rapport. We've taken it a step further with our branding. So all of our agents are on our website, you can see their photo, they're coming out with business cards. And so that was something that was really important because like you said, there are so many people trying to buy a home. How do we professionalize this art?

 

Brian Charlesworth  33:22  

Yes. So you said acquisition agents. Sharon. Yeah. So I'm guessing you have separate agents for this business versus the real estate business. And this business is more focused on doing listings. Yeah, I want you to in buying homes and the other businesses more there's probably doing listing down by side is my guess. Well, yeah, I

 

Coby Socher  33:43  

want you to think of Speedy Offers as an off market, traditional team. So we run Speedy Offers exactly like everybody who runs their traditional real estate team and mirrors it right. We have our own office space, we have our own swag, we have our own branding. And we're as acquisition agents, their job is to get the property under contract. Once they get the property under contract, they bring it back and dispositions then takes over. And we decide what disposition plan makes sense, going back to the five disposition plans we talked about earlier. And so that way they can then so their only job is lead generation going on the appointment, lock it up next, you know, and so that allows us to kind of flow faster in that way.

 

Brian Charlesworth  34:23  

Yeah. Okay. So we were here a few months ago. I don't know what was that three or four months ago? Yeah, in Arizona, you came to our house, we had a mastermind. And one of the topics that people wanted to talk about was investments. So you gotta have been shared your investment strategy. And then you came back, sat down, and then afterwards, you came up to me and said, hey, you know what we really love the way Sisu helps us manage our real estate business. Can we look at doing something on the investment side? And I basically said to you, yes, our team will help you do that. And let's try Get out and see how it works, and where you're gonna have to set up a separate instance of Sisu. And so you've now done that. And I would love to hear like that was three or four months ago. what's transpired there and has that had an impact on your business? Yeah,

 

Coby Socher  35:15  

I mean, I think that when I when I came to you and said it, I was like, look like I absolutely love as an owner. All hours, right. We're all as entrepreneurs. We're up in the middle of the night. What do we love to look at? Some people love to look at Instagram? Well, I love to click on the Sisu and see what's going on in my business, right? What's my, what's my pending GCI right now, right? How many deals am I going to make this month? Right? Yeah, how many deals do we have closing like, did somebody not set an appointment today didn't make their calls. And that can be a four in the morning situation. If you don't really agree with me, then I'd say you're not that passionate about your business. And I love you. And so we had that going for the retail business. And I was just obsessed with it. Right. And by the way, oh, new systems are tough on me, like I have a really hard time with new systems. Sisu is so simple to look at, you know, what you're looking at, it's so simple to get around. And this isn't like, you know, you're not paying me to say this, but like, I just love how it flows. And every CRM I was ever on just always claimed that they were going to do what you guys do, like and we didn't need you guys also, and just wasn't true. It just like never can get all the information I would like. So instead of having a call someone like Katie go, Hey, where are we with this, I'm able to just like scroll on my phone in 10 seconds and find it. And so I was in love with it on the realtor side. And yet on the investment side, we were living in spreadsheets, we had a p&l. And then at one point we built out, you know, inside of a platform, we built out pretty much our flow, and it was great. And it's what got us to where we are. But I kept feeling I was missing something. Because like I was checking out one side of the business, but I couldn't really look at the other side of the business. And so that's what made me kind of push you and then you know, I wouldn't say Katie made the dream come true. Because there's no way I would have gotten us to that place.

 

Brian Charlesworth  37:01  

Yeah. So Katie, you've been in the weeds setting up Sisu. You knew Sisu from your other business, right? No, I

 

Katy Goetz  37:10  

did not. Okay. When I first started with Comey in 2021. They the retail side was in it. And I would go in to pull reports of really, but I really I wasn't in the weeds at that point. And then yeah, so up until really October, November. I was not familiar with Sisu what sorry.

 

Brian Charlesworth  37:28  

So Sisu was brand new to you, as of let's just say November, October, let's say October. Yeah. So you were not familiar with Sisu. You hear from Kobe, you know what I want to try out and see if Sisu was going to work for our investment business, because Sisu has not been focused on the investment side. Although we've always had our eyes on it saying we should at some point move into this. But But we haven't so

 

Coby Socher  37:55  

and let me just say, Brian, I'm just going to interject for Katie here. You know, I go to Katie with a lot. You know, like Katie gets the full Kobe Braindumps at all hours in a good mood in a bad mood, super motivated after mastermind after an event where you're just all jacked up, and I come back, and I just, you know, I kind of unload. And I came back from Arizona. And I had gone to your mastermind. And then I went to a full mastermind afterwards, right for two and a half days. And I came back and I specifically remember telling Katie, hey, the Master, I was amazing. I'm not going to give you 600 things. There's one thing that's really, really important to me that I believe if we can do this at the highest level, you will absolutely love it too. And she was like, okay, so instead of coming here with 60 things that came to her with one thing, and one thing, there's the one thing. And because of that, I think that that helped us a lot. And I really did believe that there would be surprised that I wanted another system. Right? Because that systems are tough on entrepreneurs yet. I can tell you wholeheartedly that if you weren't on camera, we're on camera. And this is a little bit ask because he may be but like we love being inside of it, because it allowed us to like take out dysfunction, which I'll look at talk more about. Yeah. So

 

Brian Charlesworth  39:10  

before you go there, Katie, I want to add one thing to that Kobe. Because you say one thing I would hate is adding another system. I'm the same way, which is why I built Sisu because I was helping Spring build her business. And we had six or seven systems to do what we do and Sisu as one system. And I still didn't have reporting at my fingertips. Yep. So so that's that's exactly why we built this company. But so go ahead, Katie. So he came to you with this one thing. Thankfully, it was just one thing. How did you feel? How did you feel about that? At that time,

 

Katy Goetz  39:42  

not go I was like, Okay, if I felt this, I'll really use it. I was a little nervous because with a lot of things and our investment side, we want to stay in tandem with our traditional real estate team, which is great, but a lot of times I'm putting a square peg in a round hole. How can I take what's made for traditional real estate and make it work for us. There's a lot similarities, but there's all differences. Yeah. And so we had a quick zoom meeting and huge shout out to Daniel Bailey on your team, he was able to explain Sisu and show what it was all capable of and how I could manipulate and make it work for us. Daniel's

 

Brian Charlesworth  40:19  

amazing, but thank you. I'll pass this along. Daniel, there's your shout out. Thank you.

 

Katy Goetz  40:25  

So it took about six weeks, and then I'm meeting once or twice a week. And we kind of just took it off in segments of okay, this is I showed him what we were doing in monday.com, which is the platform we were using. And I think that was the connecting piece from the spreadsheets to see see that we were missing. Monday really allowed us to level up. But the issue was, there's so much disconnect between myself or Sharon or our team of who's gonna relay this information. Why isn't this updated? These graphs are great, but they're out of date. There's, there's always an abstract of margin of error. And so then Kobe, it was just a kind of perfect timing going up to the mastermind. He was like, if we could get our system and Monday to this, why can't we level up and get it into Sisu? And so that, obviously, for me was like, if this is going to solve a problem of the constant disconnect, or the constant, Hey, have you followed up with the agent weary out with this, then I was all for it. I

 

Coby Socher  41:21  

think it's like we're at the point now. And I'll let I want to share to talk about a little bit how she's using it for dispositions and transaction coordination, because I think that's like, just the secret sauce sometimes inside of this whole thing. And yet, I think that we like it enough to where if you were to ask like me, or Katie, like who came up with the idea of using Sisu? Like, I think Katie takes like the, she'll be like, Oh, isn't it great that we got into Sisu? And I'm like, isn't it great? That was my idea. You know, like, it's like, that's kind of where we're at with this as it's just, it's pretty cool to see like, how you can grow something so quickly inside of a system and kind of where and we can talk about the numbers of where we're at where we're going. It's pretty cool to see like, the trajectory that we're on.

 

Brian Charlesworth  41:59  

The one thing I want to point out here is for all of you, listeners, every conversation I've had with Kobe, one thing I know about Kobe is is an executor. So if he hears an idea, he doesn't think about it, he takes action. And that's just something I want you guys to think about. Because to be to be successful in life, you have to take action. Don't be afraid of failure, and just go go do it and figure it out.

 

Coby Socher  42:23  

I think that's what everything like you said, right? I hate when people say they don't have time to work out and I go like, that's because you don't make the time to work out. Right? Like for me, you know, my dialer is not working. Okay, well, let's go through five different dialers until we find the best one on the market. Maybe it's not inside of real estate, which it's not right. Let's say our marketing campaign isn't working well, what can we tweak? What needs to be changed? Why is it working? And then how do you optimize everything you're doing? And if you don't care about optimization, then you're not going to grow? Some really big really scalable?

 

Brian Charlesworth  42:50  

Yeah. So you were wanting to hand it off to Sharon, to walk through some of those processes. And then we can talk numbers?

 

Sharon Socher  42:57  

Yeah, I think if I had to sum Sisu, in one word, in this business, it's communication. I think communication makes a good agent makes a bad agent makes a great team makes a bad team. For me. Before Sisu, there was a lack of communication, and then over communication, because there was no communication. And that's between myself, Kobe as the business owner, Katie, looking at the back end the agents who are the ones bringing into deals and want to see, you know, Are they under contract? Are they getting paid? Where are we the stages. So in my mind, I think communication is huge. And what has made us so successful in such a short amount of time, but it's because it's all on one platform. So I know when a new deal has been signed, I know when something needs to be set to the title company. I know when I'm ready to send something out via marketing. I know when I have a buyer under contract, and it's going to be wholesale. I know when the closing date is coming up. I know everything and I only have to look in one place, and so does everybody else. So nobody has to come to me. I love people who come to me with questions. But we're also a very resourceful team. And we try to teach other people around us to try to figure out something. And then when you've exhausted options, come ask questions. And that's what makes a good leader and what makes a good employee. And Sisu has brought us to that point where I don't get many questions anymore that aren't very thought provoking and take us to yet the next level something that I haven't thought about. So it has changed my world

 

Brian Charlesworth  44:34  

Sharon, you just let me know like you just made my day because that is my vision of turning Realtors turning salespeople into great leaders. That's really the vision of Sisu if you were to just say what do you guys do? We turn the salespeople who have never run a business before integrate leaders right I

 

Coby Socher  44:55  

think that's out there. Like I'm listening cheering on going like men. Wow. Listen to the passion that she has around What she's saying is pretty cool as like a husband. But I've been able to watch Sharon and Katie become leaders inside of my world, but I believe it's because we have the knowledge behind it. The funny thing I was gonna mention when Sharon, I was almost trying to pause that's hard to pause your wife when she's talking. But I was trying to pause I'm gonna say honestly, I feel like we were I think, like the concept like we were death by God minutes, right? Like, literally our whole company was based off of somebody coming to somebody else. And it could be at any level. But if you've got 10, or 15, or 20 people, and you've got 47 Hey, Kobe got a minute or Kobe going to Katie, Katie got a minute, somebody's going to Sharon, hey, Sharon got a minute. And all of a sudden, everybody's disrupting their flow and their work for God a minute, that now is in one place, where if you didn't look there first that why, Hey, did you check that's on Monday? Did you not check? Or now the conversation is like, Hey, I got a quick question for you that's not inside of our system. Do you have a second thing of the difference in that kind of conversation? Because how frustrating as a leader? Is it to say the same answer or to find a question or find an answer? And I'm pretty sure for Katie, and for sharing, it was really frustrating as the owner for me to come to them, me come to that 47 times I'm disrupting their flow forgot a minute for something that's now inside of a system.

 

Brian Charlesworth  46:14  

How many hours a day do you think you are doing have gotten minutes that you've now eliminated?

 

Sharon Socher  46:19  

you are spending your whole day and got a minute? So

 

Coby Socher  46:24  

you have an answer for it.

 

Katy Goetz  46:25  

I don't have like a specific but it's night and day, the amount of time that we've bought back across three of us as well as our sales manager. Let's see. See one thing, I'm pretty sure our agents probably would Italian, but I'm going to go and ask them. We used to do Google form. So you go on appointment, you have to do a Google Form to say that you set up maybe one day one and on the appointment go, then that would go into the spreadsheet, the spreadsheet go into Monday. So it's convoluted system. Now they're in Boomtown Boomtown, seeks beautifully with Sisu. And all they have to do is log in and seems to click into a transaction, and everything that they have to do is right there. So that saves me going after our team like, Hey, have you done this? Have you done this? That's allowed me not only to step back to my position to support Kobe in different business lines, but it's also allowed Sharon and Alan, our sales manager to manage the team so much better?

 

Brian Charlesworth  47:16  

So Katie, that's something I talk about frequently. And I would love for our team to talk about more often, which is, I mean, how much time you've talked about these Google intake forms you used before Sisu? You would then put it were into a spreadsheet?

 

Katy Goetz  47:33  

Yeah. So it would they would do the Google Form. And then the results are gone to Google Sheet

 

Brian Charlesworth  47:39  

that Google? How would you get it from the Google Form to the Google Sheet

 

Katy Goetz  47:43  

within the Google universe? You can just link through

 

Brian Charlesworth  47:46  

that. And then from the Google Sheet, it went to London,

 

Katy Goetz  47:49  

then have someone manually enter from the Google Sheet to monday.com. And how long did that take, or national team did it so it would take anywhere between 15 minutes to like 3035 minutes per transaction for them to get everything in. And then they would be reaching out to me saying, Hey, I don't have this information. And I have to go either Chase, Sharon, or Alan or the actual agent themselves to get the

 

Coby Socher  48:15  

information. So and everything was slow, and I wanted it fast. And I would go on there and there wasn't up to date and accurate information. And I'm going like, well, I need to know how much pending GCI you know, how much income do I have coming in right now? How much I need to know where it was here and there. And we don't have the information. How can we not use it? And it's like, well, that's from yesterday. I'm like, I don't want yesterday's information. I want today's information.

 

Brian Charlesworth  48:36  

So Kobe, you want JCI JCI is still not in Monday, how did you get the JCI? At that time? Were you putting it into a

 

Sharon Socher  48:43  

spreadsheet, Katie would have to make graphs, yeah,

 

Katy Goetz  48:46  

we would manually have to like enter it. And then even then it would always be one off of well, this is what should be but then we had to do this or split among two agents. So we never had accurate information, but it was all having to be manually entered. And so if we had a price reduction, and that column was updated, it wasn't a spreadsheet. So it wasn't if this happened, and this was updated, so we'd have to manually Remember last week when I was doing the flash report for Kobe saying hey, these are the metrics for our business. He's like, but this doesn't make sense.

 

Coby Socher  49:20  

Pretend we took a bathtub. And then we took a bunch of wheels and then we like found an old motor of something and then we just like started like duct taping stuff on and then we're like, Okay, now we can drive we're like driving down the street in the bathtub. And then it's like someone's like here's the keys to you know BMW seven series would you like to drive it sir? And then you just like get in and all of a sudden it's like, oh my god, this is so different.

 

Katy Goetz  49:47  

Functional it was until we had the solution. Like I think any of us we thought we were doing good. It wasn't like we were going slow. We business was doing great. But Sisu was really allowed us to see all of the potential that we could Do we didn't know we were this?

 

Coby Socher  50:01  

Yeah. What's great, though, is great better than what you did before, or is great because you have a massive vision and plan and now you need to go execute it.

 

Brian Charlesworth  50:08  

Okay, so this is amazing, you guys. I mean, thankfully, my vision is something that you guys took advantage of. It's amazing how many teams get on Sisu and maybe don't even fully implement Sisu because they don't understand the value of all the time saving and knowing everything and being able to make the quick decisions and eliminating the duplicate entry and all the stuff that goes into that. But you guys went so far to say, hey, we want to implement this in our investment business. So honestly, when you came to me to say, we want to do this, I believed we could get it done, and it would be valuable. But tell me, how has it been? It's?

 

Sharon Socher  50:43  

Yeah, I mean, we've been in the platform now on Sisu. For two months, we

 

Brian Charlesworth  50:50  

are serving, weaving Speedy Offers and

 

Sharon Socher  50:54  

video offers, we've now been living in it since the beginning of the calendar year. And just in terms of being able to see our tracking pace for this year, compared to where we were this year, last year, or the goals that we're able to set within Sisu. It's phenomenal, like, we are on track to do double the amount of business. And I will say a large part of it is because of how organized the art and the system is giving us the ability to run faster,

 

Coby Socher  51:24  

you know, you talk about our relationship. And I think I mentioned something to you, you know, if you work with a family member, you're probably used to speaking of the Garmin, and you're probably used to, you know, getting home at the end of the night. And, you know, talking about usually instead of talking about the great stuff that happened, you find yourself talking about all the lagging things, right, all your lag indicators, or all the things you didn't get. And Sharon as the dispositions part I kept coming home and being like, pretty stressed out, because she didn't have the photo link. And she didn't have the form. And she didn't have this. And she never did that. And she you know, she had to go into a spreadsheet to find this. And then she had to go into an email drive to find that. And then she had to go, and she was in all these different places. And it was giving her a ton of stress and extra work. And she was like she kept being like, this is just, this is such a ridiculous field with how we're doing it. She kept being like, and so I now come home. And I'm not saying that we never have a bad day. But I know that for Sharon, at least the conversations are never they can be about lag indicators. Potentially, we want to talk we want to get into the negativity boat, but like our conversations are never around things that Sharon's or Sharon's missing. Does that make sense. And so, you know, typically don't go home with your disposition person unless you're married to them, hopefully. But if you do, then, you know, you hear all the different stuff about their day. And it's really nice to have a system where you don't have to hear about those things.

 

Sharon Socher  52:43  

My most favorite things, because I mentioned for us, we're trying to help other people who this might be their first career in real estate. And you know, while we've been in this field for 15 years, and we've been able to reap the rewards, and live this life by design, the ability for our agents to see their pace, and their call their appointments, how much they're on track to make the challenges that our sales manager is able to run in the platform and have competition for the agents. It makes them more excited about their business, and it makes business more fun.

 

Brian Charlesworth  53:17  

Yes. So is this something you guys will tell me? What's the numbers of your business? What's changed in the last year?

 

Coby Socher  53:26  

So last year, we did 40 deals on the investment side of the business, our wholesale, which is the only I'm gonna talk about the wholesale side of the business right now not the flip side and other stuff. But just the wholesale creative $324,000 of what I like to call GFI, which is gross fee income, and which is an average of like, I don't know, $6,700 per deal. This year, we had a goal of doing 100 wholesale deals and growing our average fee to about $10,000 per view to create, you know, a million dollars in GFI yet right now we are on track for a little more than 100 wholesale deals, and our average fee is $12,000 per deal. So you know, we're trending in a pretty cool, cool place right now to hit well over 100 deals.

 

Brian Charlesworth  54:11  

Okay, so do you think I mean, what having Sisu on that side of the business? Is that something that every investment business should have? Or is this something we should take to the investment world? You know, we haven't done that. Right. Yeah,

 

Coby Socher  54:26  

I mean, I think Well, I kind of, you know, DMD like super excitingly a couple weeks ago, right? Like, I think, you know, I slid into your late night DMS, Brian, and that's what the young people say these days anyways, and I was like, this thing is incredible. I was like, it's we're not even using it to its full capacity yet. Right? And I think that's probably always gonna be because you're a developer and the development side is probably always gonna hopefully be two to three steps ahead of where the person is inside of it. Right. And we're not even using full advantage of it, but I was like, everybody's just so excited around It just loves using it enjoys using and, and because of it, if your systems are scalable, your sales can be scalable. See, most sales, businesses run, they do a bunch of sales, they get super overwhelmed, they don't know what they're doing. And then everything kind of crashed and burned. So they might be really rich or doing really well for one month, and then they just crash and burn, you know, a month or two later. And this allows us to kind of were able to figure out like, how do you use the, you know, lead indicators to tick up? Meanwhile, like, you know, if you ask them to dispose side four months ago to Sharon, at could you handle 100 deals with just you and a VA? In the background? You're doing? Like, absolutely not, would you agree, I would say we need it, we would need like four people to do 100 deals, right? Like, I know that wholeheartedly.

 

Brian Charlesworth  55:42  

You need to hire four new people in order to handle that. Which

 

Coby Socher  55:46  

is insane, right, cost wise. And now, like how many deals we had on the wholesale side, basically?

 

Sharon Socher  55:53  

Probably more like, it just doesn't seem

 

Coby Socher  55:55  

stressful anymore. And so I think that's kind of that's wild, right? I mean,

 

Brian Charlesworth  55:58  

I mean, that's the same thing we've tried to let our customers know, on the, the real estate side of the residential real estate side is hey, you know, you can get to 500 deals 1000 deals with with one, one transaction coordinator, not five, but one and a few people on an international team, right, like you're talking about? Well,

 

Coby Socher  56:22  

let's talk about the international team for a second, for anybody who doesn't know, international team means VA, we just chose to not call our current VA, we want him to feel like he's part of the team. Right. And, you know, we sent them a package, you know, cost $185.03 T shirts and a hat and Philippines, but it allows us to have really clear communication and expectations and standards with your VA, I hear a lot of people complain, Oh, my VA isn't good. Or my you know, VA, you know, isn't held accountable are my VA, I don't really know what my VA should do, or how they should do it or what they should do. And it's because you don't have systems set up. So you just it's like, you go through the excuse, which all of us have done when you go well, I just have to do it. Everything is on me. No one knows how to do it I know how to do or they're not gonna be able to do it fast enough. And again, it's like is that your truth of the truth? And now that we have the, you know, platform set up in the way that we do, you know, Ron, our international team shout out to Ron is able to go and run really fast, really hard beside of it as well.

 

Brian Charlesworth  57:18  

Yeah. Awesome. You guys. I think we're about out of time here. It's been it's been amazing. Just, I would just ask you guys like if someone's considering getting into the investment business? And hasn't because most have not right? This is this is a brand new opportunity. It's kind of like me, it's easy. Now we're offering mortgage jayvees. And I'm going into our largest team saying, Hey, if you want me to build a mortgage business for you, is yet another opportunity. But this is this is like a brand new opportunity for all of these real estate teams. What advice would you have for them to just like, I'm sitting here listening to this, and I want to do it, but I don't know how to do it. What advice do you

 

Coby Socher  57:57  

have? Yeah, I would say you have to look at a house. And when you look at instead of going, like, I hope I get this listing, you should be going I hope I can buy this. And if your answer to yourself immediately as Why don't have the money for will then change your mindset and say, Well, who does have money for us? Or how could I find the money for this? And then look at instead of making 3% of a commission? What would it look like? If I wholesaled? It? What would it look like if I were able to take it down a wholesaler where you just buy it and put it right back on the market the next day with your traditional team? How much would it make if I flipped it last year, we made an average of $66,850 per flip. We did 23 of those that gets pretty exciting pretty fast. And so if you want to figure out how to go build a massive world and a massive net worth, you have to be the investor, you look at the wealthiest people in the world where do they make their money? Or where do they place it afterwards? Both answers are real estate. And so you have such a competitive advantage by underwriting so many deals via being the listing agent via being the buyer's agent. You've been in the inspections you've been in the appraisals you've done the thing you know what buyers are looking for, you know, when they go into a house and they see a flip, and they're like, the corners are ugly, and the paint colors are just bland. And there's punch list items that wasn't done. There isn't a closet in the master bedroom that really works for everybody that you know what your people want. And so now you can go create the product, but you can reap the reward and be the investor. And I think that was the biggest mindset shift and what I would just plug everybody out there is like go out there and build a massive net worth and a massive world and go help people and help yourself as well along the way.

 

Brian Charlesworth  59:28  

Awesome. Kobe, Sharon. Katie, so great to spend time with you guys today. I think this is life changing honestly for for anybody that is listening that will take action on it. And you know, the way you guys are leveraging our platform, it makes me happy because it lets me see that, you know, my vision of what I wanted to do to let help real estate state teams scale in a single platform is actually working for those that fully go after it and now you've taken it to a whole other industry and I want to thank you As for sharing with our listeners, like this ability to go create it an entirely separate business that if they're doing it will make them more than a million dollars a year net in their pocket. So thank you so much for sharing that today, you guys. We're grateful to have you guys as customers and to be able to work with you. And I'm excited to continue to watch you guys grow and scale your business. So, everyone, thank you for listening to our first episode of the Grit podcast this year and 2024 and watch next week or the following to come on next Tuesday. You guys, thanks again, we'll talk to you soon. Thank you. Thank you. Thanks.

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