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Episode 131: Structuring Success: Systematic Approaches in Real Estate with Josh and Dani Hampton

In this week’s episode of Grit Podcast, host Brian Charlesworth converses with the dynamic duo of Josh and Dani Hampton, the founders of Dani Hampton Group.

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.

 


Sharing their entrepreneurial journey, the Hamptons disclose their lessons, strategies, and best practices for building a thriving real estate team.

Josh and Dani start the discussion by highlighting the vital role of systems and processes in their business operations. They credit their efficient systems for helping them maintain a balance between business and personal life. Notably, the Hamptons have implemented a three-pronged system for business growth, encompassing lead generation, lead conversion, and transaction management, which they attribute to their business's scalability and efficiency.

As the conversation unfolds, the Hamptons delve into the importance of proper team management. According to them, setting high expectations for their team and maintaining those standards has been a cornerstone of their business strategy. The Hamptons also focus on honing their leadership skills, implementing coaches, and investing in team training to provide a conducive environment for their agents' growth.

Towards the end of the conversation, the Hamptons reflect on their evolution as business leaders. They acknowledge that attending various events and masterminds, along with their coaching, has helped them realize the need for their team to grow. This shift in mindset led to significant improvements in their recruiting process, resulting in doubling their number of agents within a month.

Finally, the Hamptons share their long-term vision: creating a real estate business that isn't solely dependent on the agent who started it. They express their desire to help other agents recognize this potential and shift from being transactional agents to becoming business owners.

Top Takeaways:
(2:58) Are systems the key to real estate success? 
(4:24) The struggle to scale: why teams fail to establish systems
(7:01) Breaking free from the endless agent role
(9:22) How to grow agents beyond personal sphere dependence
(11:22) How knowing your metrics drives business growth
(13:52) How Sisu transformed the client experience
(17:01) How a client portal provides a roadmap for success
(18:10) Empowering agents with task automation in Sisu
(20:13) How setting standards transformed the business
(23:03) Open houses vs. phone calls: which activity drives better results?
(29:54) How onboarding enhancements drive early transactions
(33:54) The role of coaching in real estate

This episode is a gold mine of insights for anyone looking to break barriers in their real estate journey. From refining business operations to cultivating team culture, this conversation offers a wealth of knowledge. So whether you're a seasoned real estate professional or just starting, do not miss this opportunity to learn from the experiences of Josh and Dani Hampton. Tune in now!

About Danny & Josh Hampton
Josh and Dani Hampton are the dynamic founders of the Dani Hampton Group (DHG), a team of qualified and experienced real estate professionals dedicated to assisting clients with their real estate needs. With deep knowledge of the Dallas-Fort Worth market, the Hampton duo has a proven track record of helping clients buy and sell properties seamlessly.

Their relentless drive and commitment to providing exceptional service have positioned DHG as a trusted resource in the DFW real estate landscape. Each team member brings unique expertise to the table, enhancing the group's capacity to support clients throughout the buying or selling process. Together, Josh and Dani are steadfastly committed to offering comprehensive real estate solutions, demonstrating their prowess in navigating the often complex real estate market.

Connect with them Today!

LinkedIn 
Website 

Episode Transcript:

Brian Charlesworth  00:34

All right. Hello, everyone. And welcome back to the Grit Podcast. I'm Brian Charlesworth. I'm the founder of Sisu, and your host of the show. And today, if you're watching, for those of you listening, you won't notice this, but I am in my office instead of my home office. Very seldom do I record podcasts from here. But I'm excited today, I have Dani and Josh Hampton with me. And they have a team that is five agents. And there have been going through the same struggle that I would say 90% of teams go through like 90% of teams are probably in that same struggle right now. And these guys are on their way out of that. And I know that because I know where they're headed. We're going to talk about that vision today. And I know some of the things they've implemented. And I think it's a journey that we may have to have you guys come back and you know, nine months, 12 months to talk about where you are today. And where are you and next year. So you guys did 40 million in volume last year with a very small team, Dani in production. Yes, Josh, you joined the business five years ago, you got out of corporate America decided to jump in, join the business. And I guess maybe we could start Dani by telling just telling us why you got into real estate, how you got into real estate, I know you were on a team for four years, someone else's team. So tell us a little bit about that journey to kick things off today. 

Dani Hampton  02:02

So when I got into real estate, I was fairly young, I was 22 years old. So in that moment, I was thinking about how when you get into real estate, you need to know a lot of people. And all of the people that I knew at that time were most likely still living with their parents are broke. So I kind of naturally went to thinking about I should join a team. I wanted something to stand on and have the confidence of someone who's already proven their business, and I can be a part of it. So I did join the gentleman who had helped us sell our house previously. And I joined his team. I love honestly, I'm just a people person. So I really like just being able to connect with people and hear their stories and see how I can help them. Right. 

Brian Charlesworth  02:51

What year was that, that you came into the business 2013? 

Dani Hampton  02:55

So I was lucky enough to be an agent who had to master sign calls. Because in that moment, I don't feel like the market was as easy to access through all of the different apps and things that are out there at this moment. So I had to master the people who are just calling the for sale signs. But honestly, as far as like the beginning of the business, I got to see an amazing real estate team thrive. And we sold a lot of homes. And then I also got to see the real estate team fall apart. So I got to be a part of a two real estate teams that did pretty high production. But honestly, there was no systems. 

Brian Charlesworth  03:41

Okay, tell me why those teams or that team fell apart? 

Dani Hampton  03:46

Probably, I would say a lot of it would have to do with the messages that was getting between leadership and agents. So I just never felt like we were in the we didn't have the same mission. And so I felt like if anything, there was always misalignment there as far as what our mission was. 

Brian Charlesworth  04:05

Okay. So that's interesting. So how many agents did they have at their peak?

Dani Hampton  04:10

I believe at their peak, I actually think he's, they were probably around the same size as I am now. So about five agents. 

Brian Charlesworth  04:17

Okay. Okay. So I think you all know this, but I'm gonna emphasize this again, any team that stays at five agents goes from five agents to one agent to five agents to one agent to five agents to one agent. And what happens is the owners of that team end up in production, trying to get out of production in production, trying to get out of production. And it's just not a way to grow and scale a business. So most teams outside do not have systems in place. And that's actually why Sisu exists. So anyway, thanks for sharing that. I'm glad you came to a team though because even though it was only a team of five agents, being on the team, in my opinion is critical to start out to have success in this business. It's even more so today than it was 10 years ago. I don't think it's possible today for a new agent to come in on their own, and not be on a team and survive more than a year. So I don't know. Do you guys agree with that? That's a lot to 

Dani Hampton  05:13

learn. Yeah. Yeah. No, we agree. There's a there's, there's so much to learn. I just feel like I got to see what worked and what didn't work. And just like any company, I feel like you should work in that business before you start your own. 

Brian Charlesworth  05:26

Yeah. Cool. Josh, how did you get sucked into this business? 

Josh Hampton  05:30

So yeah, I, I was always doing something for her on the back end. As far as handling, you know, organizing emails, making sure that the finances were correct. She was getting paid correctly. And so while I was working in corporate America, our youngest daughter was born, she was born with a heart condition. And so when we got out of the hospital, she was required to be on medication. And we didn't necessarily trust anyone else to give her medication. So when she turned around and made my annual salary in one month, it was pretty much decided that I was the one that was going to quit my job and stay home. And so I did that. And then we talked about it and decided that the best route was for me to join her team and help implement a lot of the processes and systems that she was missing. 

Brian Charlesworth  06:17

Okay, so is your role actually, the system's the operations side of the business? 

Josh Hampton  06:23

Yes, I handle all operations. 

Brian Charlesworth  06:25

Okay. And your role, 

Dani Hampton  06:28

my role right now, I'm lead agent. So I like to say I'm a head of all marketing and sales. 

Brian Charlesworth  06:36

Okay. So you head up sales and marketing. And when you say lead agent, that means you are still in kW terms. The Rainmaker. Yes. You are still in production? Yes. Okay. Great. Great background. So, Dani, do you have the goal of getting out of production? 

Dani Hampton  06:57

I do. I honestly, it is crazy, because I feel like when I got into real estate, I never saw that being a end goal. I honestly thought that you become a real estate agent. And you are a real estate agent until the end of time. And I believe it took me going to a few events and workshops and just listening to different podcasts. And just honestly seeing that there are agents out there who had built a business that they didn't have to be the main producers of or even have to produce at all. So when I saw that, I felt like I felt like our whole world shifted. And that was only about a year ago. 

Brian Charlesworth  07:38

Okay, good. So right now you're 60 million of volume already this year. We're on pace to do 60 You're on pace to do 60. Okay. And last year, you were at 40? Yes. Where do you want to end the year this year? 

Josh Hampton  07:52

As far as size, I would say we are going to end this year with 12 agents. And we will do 60 million this year. I think that that's our goal, at least to hit if not more. That's our conservative goal. Yeah, we're pretty positive on that. 

Brian Charlesworth  08:08

So I'm going to say you're going to end the year at 80,000,012. Agents. Yes, yes. 15 agents, at least 12 agents, right. Yes, yes. 12. So we'll report back to everybody on this. But what is different today than nine months ago, 12 months ago? Like how are you guys growing in this market? Right. I know there are a lot of large teams growing in this market that are recruiting very aggressively. And this is a time that agents are leaving brokerages and moving into teams. This is also a time when new agents feel like they have to be on teams. So things have changed. But like what's different in your business today than it was, you know, 12 months ago, 

Dani Hampton  08:57

so a year ago, I believe really understanding where our business was, and knowing the numbers. I felt like that was really important. And we didn't track the numbers like I felt like we should have been doing as far as being a real estate team and really owning the fact that we own a business. So now that we when we found out our numbers, and I realized that the whole reason why I experienced burnout, I burned out probably every six weeks, I would experience some type of burnout. And it was because all of our business was dependent on my lead generation. So when I realized I was the only lead generator on my team and the agents on my team were lead receiving, I realized that we had to change our culture. But the other thing too with understanding how the market shifted was a majority of our business was coming from my sphere and my own basically my feet on the ground right so the people who know me or heard of me or see me on social media That was all again part of my own personal lead generation. So there wasn't even leads for my agents on the team to call. So when I realized about a year ago that I wanted to have that goal of getting out of production, I was like, we have to have more leads, we have to have more sources, because it was all dependent on me, and how can I grow another agent if they were dependent on my personal sphere?

Brian Charlesworth  10:29

Okay, so having come from other industries, myself, personally, I spent a year and a half, helping Spring builds her team. And then I then I started ceasing because I saw all the pain points in this industry. That being said, you guys, you say you knew your numbers, like, what is it? What numbers is that? Like? In business? I think outside of the real estate industry, people know their numbers inside of real estate people did not know their numbers prior to some of the things available today. And I think we're probably the biggest impact on that. But tell me what happened. How did you guys become aware of this? 

Josh Hampton  11:05

So the biggest thing is that yes, we knew our numbers, like last year, what numbers? So here's the thing, we knew our numbers. We knew numbers, like we know how many units we've done, we know how many sales, okay, that we didn't, we didn't really treat it like a business. So last year, when we had that shifted mindset and start acting like it's a business and we had to become business owners. Instead of just working in our business. We knew that we needed to know more details about what kind of how many leads we were getting in what kind of conversion ratios we were having, how many conversations were we having, you know, how many appointments were we going on, it's like very important to know the nitty gritty, because you can't communicate that to anybody you're attracting, if you don't know those numbers, to be able to say, we can confidently tell you what kind of business you can do based off these numbers that are proven in our business. 

Brian Charlesworth  11:59

Okay, cool. Does that trickle down? Dani, you're leading the sales team. Does that trickle down to the sales team? Do they all operate that way now? Or? Or how does that work? Yeah. I mean, they just don't wait for your leads. Exactly. So 

Dani Hampton  12:13

know, the culture and everything has changed. Because I know, the biggest thing for us is that you want to try to create some type of predictability for them and knowing like, Okay, if I do this action, then I'm going to be able to produce this type of result. So when people were lead receiving from me, well, they didn't care about what I did. They just wanted to get the leads. And but if they wanted to be like, well, if I want to be like you, what do I need to do? Well, I never wrote down how many conversations I had, or how many doors I knocked, or whatever activities I did to be able to actually produce that lead. So now I felt like it's just took the guesswork out of it. It's just to be able to actually see on paper, okay, if I'm able to have this many conversations a day. Now I have the ability to have this many clients and this many closings in my pipeline. 

Brian Charlesworth  13:06

Okay, so you say see on paper, how are you tracking? 

Dani Hampton  13:10

Right? So obviously, us becoming Sisu clients last year was a game changer for us. And I think for and kudos to you, because Josh is the like world's pickiest when it comes to technology, because he comes from the IT world. And the fact that it gave something that was user friendly for like the salesperson, right, like I'm a salesperson, through and through. So you know, don't give me a lot that I have to really work through, just give me buttons, 

Brian Charlesworth  13:39

how many of you at Salesforce? 

Dani Hampton  13:42

And then or him just being able to have that data to be able to pull those types of data and just being able to understand where an agent needs training? 

Brian Charlesworth  13:52

Yeah. So Josh, with you running the ops, like, since you got Sisu, what's the biggest difference for you? 

Josh Hampton  13:58

Realistically, the biggest difference for the operation side has been kind of the client experience, as well as the ability to shift and pivot on any decisions that we didn't make financially. We use it to decide if we need to reinvest some of our funds into different marketing efforts. Or if we need to completely change our systems as far as how we handle listings or buyers. It has really kind of perfected our operations processes.

Brian Charlesworth  14:31

So you're telling me, you know, which leads you're investing in in there that are actually producing for you? Yeah, I do. Isn't that a concept? 

Josh Hampton  14:40

It's crazy. 

Brian Charlesworth  14:43

All right, so something you mentioned, Josh, is this. You said the client experience what's happened with your client experience? 

Josh Hampton  14:49

So one of the things that we used to do is we have our transaction coordinator that would send out these emails to our clients, and it's basically just updating them throughout The entire process. So how often would these emails go out? It was constant. And as far as depending on which part of the process we're in, you know, as soon as they go under contract, they'd get two or three emails. As soon as they're past their due diligence period, there's another two or three emails. And it was just probably a total of 10 emails between contract to close. And it really kind of put a little bit of a damper it was good for the client experience. But now that we've been able to automate it, and have those emails go out automatically, instead of our transaction coordinator having to write them each time, it's actually freed up her time to focus more on making sure that the client is getting that personal care and touch outside of just emails. 

Brian Charlesworth  15:44

Okay, so you set up automated emails, I'm guessing and Sisu. Yes, that based on a certain date, they automatically fire with certain information, information that you've prepared automatically, so that they fire at the right time. Is that correct?

Josh Hampton  16:00

That is correct. Okay. Okay, 

Brian Charlesworth  16:02

cool. Is there anything else on the client side that you guys have done that makes a difference? 

Dani Hampton  16:07

Well, so it's crazy to me, because over the last five years, we truly put so much work into these like email templates and these notices to be able to make sure our clients always know what's the next step, because I was trying to remove phone calls from my life. I was trying to remove all those, hey, what's next? What's going on? I wanted them to be ahead of us. And that simple task of we do not get phone calls or anything anymore, because our clients feel like they know what is happening. They are very aware. And the client experience for us is just taking the questions out, they feel confident in what we're doing. They know what we're doing. And, you know, at the end of the day, we we get their home sold, but we're able to spend more time focused on that relationship piece, because we're not bogged down by all the operations side. 

Brian Charlesworth  16:57

Okay, so are you guys, did you guys roll out the client portal as well? 

Josh Hampton  17:01

Yes, client portal has been huge for us, because it is it's a client roadmap. And they're able to see the entire process as we go through it, and know what is coming next. 

Brian Charlesworth  17:12

I figured when Dani said their clients are always ahead of us, they knew that I didn't know if you had set up that many automated emails or, or that they actually are able to log in to the client portal. So have you guys gotten any feedback from the experience on your clients on that, or you've just noticed that they're having a better experience. 

Josh Hampton  17:41

We have actually gotten direct feedback from our transaction coordinator that the feedback has been very positive. they've enjoyed being able to just log in somewhere and see what's coming next, what we're doing, and you know how they can prepare for their closing. 

Brian Charlesworth  17:58

Okay, so they actually know you're working for them. Yes, exactly. Has this changed at all the way you follow up with your customers on a weekly basis, your pending customers? 

Dani Hampton  18:10

Yes. So I just honestly a couple of the things for myself and for the agents on our team. The fact that we even have our own personal tasks of things to do when clients are in certain parts of the process is just again, taking that guesswork, we don't have to go assign ourselves these tasks. We're reminded when these things happen, and I'm able to see that I need to call this customer today. And again, we get to just talk about what's going on in her life build on that relationship side, because I'm not having to spend 20 minutes explaining to her what's the next step? 

Brian Charlesworth  18:45

Yeah. So your life has gotten easier? Do you have more freedom than you used to have Dani? 

Dani Hampton  18:51

Absolutely. And honestly, what's crazy to me, I think is the agents who are joining our team, and they're doing their own deals. And they've done real estate before joining my team. And they said they're like It honestly feels so effortless that they get that reminder that closings coming up. They're calling their client and they just feel like they didn't have to burn all these midnight hours. Just being able to, you know, make sure something was done because we have everything working in the background.

Brian Charlesworth  19:24

Okay, so systems, in my opinion systems equal freedom. 

Dani Hampton  19:28

It's created a lot of balance in our lives. Like I think something I'm hearing from even agents who are like my social media friends is they're like, how do you get to spend so much time at night with your family doing things or going on vacation, and you're still out producing and certain numbers and things like that? And it's like, because we're able to create balance because we have the systems. 

Brian Charlesworth  19:50

Yeah. Cool. So Dani, let's talk a little bit about how you shifted from where you were a year ago. Agents were just Waiting for your leads, basically waiting for phone calls from leads you generated. What are your agents doing now? And do you have them prospecting? And how did you make that shift? If so, 

Dani Hampton  20:09

so yes, we, I realized when I was having that constant burnout, that something had to change. And actually, it was in July of last year that we had a big giant meeting with our team. And we just said, something has to change here. And it was that we had to set standards in our business where if someone was a agent on my team, that they needed to put in so many hours on prospecting for clients, and being able to go find leads and do actual lead generation activities. But of course, we wanted to deliver them, because they're on our team, we're going to have the systems we're going to get trained on them. And we're going to understand, and we're going to use them. So it's honestly it took a big 180 and we ended up everyone who was on my team last year, by the end of the year, no one who was on my team was there anymore, other than my operations, and we started brand new with our agents. 

Brian Charlesworth  21:06

They left your team because they were agents who did not want to work. Is that right? Yeah, installations.

 

Dani Hampton  21:13

I was gonna say I feel like it was I call it the monster I created, you know, they came into my world. I built up those expectations. I didn't set standards in my business. I mean, I think it's because I didn't really identify as a business owner. I think I just identified as a agent. 

Brian Charlesworth  21:30

Yeah. So you have five agents at the time. They're just kind of sitting back waiting for leads. Now you have five agents again? 

Josh Hampton  21:36

Correct. Last year, we 

Brian Charlesworth  21:38

had three Yes. Okay. What are these agents? What is their daily schedule look like your current agents. 

Dani Hampton  21:45

So our agents, we have them on rotation on certain lead days, as far as leads that are coming into our business that they have certainly days that are coming in. However, they are expected to make 100 Or have 100 conversations a week, they need to have one appointment met, we are making sure that they're holding these standards. So if there's open houses, they're scheduling, and posting our open houses on our listings. So we have all of these numbers tracked, and they understand like, Okay, if I have this many conversations, and this many appointments, I'm going to be able to make my goal at the end of the year. And we really spend time with our agents to do their goal setting so that they understand the compound effect of doing these daily activities that's going to help them reach that income goal that they're trying to reach. 

Brian Charlesworth  22:33

Okay, so it sounds like every single one of your agents has an income goal. They know what that goal is, you know what that goal is? They know what activities they need to do in order to hit that goal, from conversations to appointments to etc, which is where it starts. And you're fully aware of that as well. So you can help them reach their goals. Is that Is that correct? 

Dani Hampton  22:55

Yes. It just again, takes out that guesswork. You know, what's not working for me? What is working for me? Where should we shift if someone if I know someone is having better conversations at open houses, well, then we're looking at making sure that they are able to host two or three open houses a week versus them spend more time on the phones, if they're able to convert, that they're having a better conversion ratio at open houses, we're able to really be specific about their activities. 

Brian Charlesworth  23:24

So you actually know where each agent thrives? And what are the best lead sources for each agent. Just because you have that knowledge where you didn't used to. Is that right? 

Dani Hampton  23:35

Yeah, exactly. There was so many hours wasted, just trying to guess Yes. 

Brian Charlesworth  23:42

So you guys are moving to 12 to 15 agents this year. 60 to 80 million this year. Congratulations. I always love seeing our customers double their business. That's why I say 80. Because doubling your business every year. Yes. So what are your biggest challenges today? Like? What are what could keep you sounds like you're on pace to hit 60? What could keep you from obtaining that goal? 

Josh Hampton  24:06

Honestly, it's it's going to be anything that would keep us from obtaining that would be as far as anything in our leadership, and not keeping those standards and expectations that we have set already. I don't think that there's anything right now that we are doing that is keeping us from those goals. We're constantly growing. There's nothing that is preventing us. And so right now, sky's the limit for us. 

Dani Hampton  24:32

I'll be quite honest right now, too, for us is that we focus a lot on what we needed to do to help the agents get better at what they're doing, and they know what activities they need to be doing. And I'm over here like I think operations got a little lost about what we do. Making sure that we're doing the right activities that's helping, you know, pivot our business forward. So we've had to implement coaches into our life to really help us understand and create that blueprint. For our business, because everything about our world has changed in the last year that there's a lot of reprogramming to do so even us as leaders, we're having to do a little bit of reprogramming, because it's like, we've created more time in our world, we can probably be shifting that in some way to be working on something else in our business. Yeah. Awesome. So 

Brian Charlesworth  25:21

you guys have coaches, and you're focused on the right thing. So let's talk about recruiting for a minute, who does the recruiting? 

Dani Hampton  25:28

I have a sales director on my team that is in charge of recruiting, I'm in charge of agent attraction. And she is the one who brings them in and strategizes and takes them through our interview process. 

Brian Charlesworth  25:43

Okay. And your goal is to recruit how many agents per month 

Dani Hampton  25:49

we are at about two a month right now, right? 

Brian Charlesworth  25:53

That's not our goal. That's not our goal? No, okay. It's all the quarter right now. Well recruits a quarter. So that would mean between now and the end of the year, you're going to bring in 22 to 23 recruits, because we're 

Josh Hampton  26:09

so I think the so we have that many as far as recruits, but we expect to be net 12 by end of year, just based off, you know, the standard attrition rate that we have in the market, as well as just in general, who might not be a great fit for the culture. 

Brian Charlesworth  26:27

Okay, based on the systems that you guys now have in place, you're going to find that will that actually attract agents to you, rather than push them away, at least the correct agents, you won't even get those agents you had before, they won't be attracted to this model. But you will have much better retention rates than you've had in the past. So, yes, so based on what you just said, if you're going to bring in, say 22 to 24 new people between now and the end of the year, I would say you will probably end the year about 20. So 

Dani Hampton  26:59

when we feel pretty good, because I feel like we've right now recruiting wise, by the end of the month, we will have six people going into our first week of onboarding. So I'll already be a total of 11 agents just by end of July. Okay, again, not knowing what if they'll stay and all that all those things, of course, keeps us moving forward in our recruiting. 

Brian Charlesworth  27:23

So what is your onboarding process? And I meet with so many people that were like, Oh, I couldn't even onboard 123 a month. And now you guys have six going in all at once. So what is that process? 

Dani Hampton  27:37

So pretty much over the last year, we've just every single month have been getting better and better. And I think what we noticed, the biggest problem we had in our business was we were only onboarding one agent at a time. And we gave that agent probably a little too long with us, for us to realize that our goals didn't match, that it didn't feel like a win win relationships. So we've been able to recognize who's meant to stay in our world sooner. And we've also been able to recognize that we need to bring on more people at the same time. So that way, we're more efficient with our training and our onboarding. And just making sure that we're setting those standards and helping them you know, be able to meet those standards quickly. 

Brian Charlesworth  28:23

Okay, so what happened, like you guys have gone, you have five agents right now that as of this month, you will have 11 agents That's more than double. What shifted in your minds what allowed this to happen?

 Josh Hampton  28:36

We realize after going to all of these events, all of these masterminds, all of our coaches, that we've been painfully small. And so we've been experiencing a lot of the pains that comes with being a small team, you know, as far as leads and conversions, and very concentrated on why aren't they doing this? Why aren't they doing the activities they need to convert? Leads get leads, or why don't don't they want to do all these actions. The other thing that we realized is if we want to get Dani out of production, we have to replace her production. And we can't do that with a few agents, we need more agents that are going to be able to produce that. So it's been a mindset shift completely. And just a belief change from where we were previously. Well, welcome. 

Brian Charlesworth  29:23

Welcome out of that world. So Dani, on the or Josh, I don't know who this would be. But on the onboarding of these agents, has it been harder? Or do you expect it to be harder to onboard six agents than one this month? 

Dani Hampton  29:40

We're becoming more efficient with these systems. I feel like this is very new in our world. We're talking probably only the last like 60 days is us getting really strategic about our onboarding. I put too much work into helping our new agents and Understand how to maybe write a contract or service a client when I needed them to just feel comfortable talking to people. So I feel like we've shifted the way we're onboarding because my goal is for agents to be able to close, you know, to have something under contract or to be able to close on their first transaction within the first 45 days of being on our team. So that's really what made us go back through and see how our onboarding process is and making sure that we're putting all of the most important learning pieces in the front. 

Brian Charlesworth  30:35

Okay, so you have six agents onboarding this month, how many are onboarding next month? 

Josh Hampton  30:40

We actually we were supposed to have them spread out. But we decided let's bring them all in. So we're going to do all six. And we've got more recruiting calls this week. So we'll probably have three to four for the next onboarding schedule. Okay. 

Brian Charlesworth  30:56

This is awesome. Because if you guys will have at least for every month, four to six, you're going to exceed your goal. Yes, yep. And not just your goal, but all of your goals. Yes. So anyway, just you guys making this shift is going to allow you to truly grow and scale your business for Dani to truly get out of production if she wants to. So anyway, congratulations on that. So moving into your personal life. So you know, you guys have kids, tell us about how many kids you have. 

Dani Hampton  31:27

We have two girls, eight and four years old. We saw the trend so we did quit after two girls. We decided to have two dogs too, because we're like, Okay, we're gonna have two girls. We need to have two dogs and we made sure that their boys 

Brian Charlesworth  31:42

Okay, so you have four kids? Yes. The boys are actually more work than the girls. I can tell you that. 

Dani Hampton  31:50

All of the babysitter's say that. Yeah.

Brian Charlesworth  31:53

 Yeah, for sure. Okay, so what do you guys like to do in your spare time? 

Dani Hampton  31:57

Well, recently, we've been really having a lot of fun with vacationing with our kids. We're finally at that age. Now. I feel like that our kids are actually fun to go vacation with them and see new places. And we already have noticed that their beach kids. So I guess we're going to be planning more beach vacations in our future. 

Brian Charlesworth  32:14

Okay, fine. So where's your favorite place? 

Dani Hampton  32:18

Right now we're really enjoying the panhandle of Florida. 30. 

Brian Charlesworth  32:23

Okay, so that's where you're going to be spending more time is in the panhandle. Okay, great. Great, well, what would you say has been the biggest source of learning for you guys? Like, just if you were to give advice to somebody like, what is the best thing somebody could do to elevate their business, take it to the next level, 

Josh Hampton  32:43

I'll say that the biggest thing, and I'll probably have the best one on this is just investing in your education, as well as investing your time with who you spend time with. It's really, you know, dedicating yourself to be around those people that can make you a better person, both personal and business, as well as they have knowledge to spread. So it's being willing to network and communicate with those people that have been successful in the business that you want to be successful in. 

Dani Hampton  33:15

Yes, yeah. So getting coaches into our life. And I think that was for both of us, too, is that for a while, we thought I was the only one who needed to be coached because I'm the agent in production. And I felt like us being able to have coaches not just on real estate sales, but to have coaches on leadership and coaches that help us in business is really been the biggest shift for us. And I feel like I'm yelling on the rooftop, telling everyone that they need a coach in their life. 

Brian Charlesworth  33:44

Cool. Awesome. Congratulations. Is there anything else you guys want to share? Before we wrap up today? 

Dani Hampton  33:50

No, I just feel like it's crazy to be I've been expressing to everyone that it took me five years to really learn what I wanted out of a real estate team and how it could turn into a business and how I can obtain freedom that being a real estate agent doesn't mean you're going to be opening doors for the rest of your life. So I feel like now I've been just trying to pay it forward with letting people know that thing able to invest into getting a coach and being able to see how other real estate businesses are being ran, and how it doesn't need to be fully dependent on the agent who started the business. 

Brian Charlesworth  34:28

Okay, awesome. Everyone, Josh and Dani Hampton. Thank you for joining today. I just want you guys to all make note of this because I know there's so many people listening that are in that world of how do I get out of production. That is probably the biggest, biggest hurdle that anyone in real estate who starts a team, you start a team and you think that's going to happen and it ends up you ended up working harder, because you have to be profitable because you're now paying salaries and doing other things. And now you guys have figured out the secret formula, you're onboarding six agents this month, you're onboarding four to six agents the next month, and the next month and the next month. So it's going to be fun to see checking back in with you guys, you know in nine to 12 months where you're at. So congratulations. Thanks for joining me on the show. And all of you listeners if you go out and give us a rating that will help us get more great team owners and others to join the podcast. So thank you all and we'll see you next week.

Dani Hampton  35:28

Thank you.





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