"Should I Hire More or Do More of What Already Works?"

0:00Yes, sir. >> Yes, so we're a real estate brokerage. >> It look good. It look good. It look >> Thank you. >> Yeah, we're a real estate brokerage. We've been open for 3 and 1/2 years. >> Okay. >> We have 150 agents, but that's our ideal customer. >> Awesome. >> Right now we're capped out around six agents per month, and that's just one-to-one reach outs >> Sure. >> from our recruiter. >> Yeah. >> Would you say we do organic posts, but no paid ads, and then our recruiter does the one-on-one reach outs.

0:27>> Sure. >> Would you say hire another recruiter with limited allocations to that or get into paid ads? >> I would do more. >> More >> of what works. If you got one recruiter they bring in six, it's like cool, how do we have 10 recruiters bringing in 60? >> And we saw a huge jump when we opened. I think it was Sometimes I think we cap on our current location. Would you say >> of square footage? >> No, it's um I think it's location based because people like to be close to that location. Um But we did it at two other offices, and they both grew really quick, and then they kind of capped.

1:08>> Uh-huh. Well, if you have a brick-and-mortar business, which fundamentally this is cuz you're in a local marketplace, it makes sense that you would get to a point where you're like you've kind of I don't want to say saturated, but it depends on how big the markets that you're in are. Like if you're like I think, you know, we're selling like 10 houses a month and we're in New York, it's like ah, you probably got some room. You know, if you're in the middle of uh you know, Missouri or whatever, you know, like you know, [ __ ] I have to use a better >> We are in Missouri. >> Missouri, so yeah. Are you? >> Yep. >> [laughter]

1:36>> Um so, there you go. Uh so, then it might make more sense that you have So, then the the the the solution may be just opening more locations. I'm assuming that it's profitable and things are going well and all that. >> Yeah, but we've only seen about 20% growth over the last 2 years. >> Okay. So, I would I'd that means that a lot of your are not being productive. >> About 50%.

2:01>> Yeah. So, I would So, this is one of those This is a classic more better. So, is there something that I can do that can get us 50 like a 50% boost or 75% of our realtors to get activated? So, I would look really really heavy on the onboarding process. Like if I were like where my first magnifying glass would go, would be on the onboarding process to activate um activate and continue to engage the realtors. >> Cuz fundamentally like >> this word would never be used in the real real estate space, but like they are affiliates, right? They are commission-based sales people who sell more or less independently and you give them training and resources, which is why they choose to work with you, right?

2:38And so, it's about looking at those metrics of what's the average realtor do, what are the behaviors that the top realtors do, and then how can I simplify those behaviors so that the bottom realtors can also do it? And so, like fundamentally like that is how we increase customer activation or affiliate activation in anything is what do the top 10% do, what are the behaviors they do, what are the behaviors the bottom 10% do or rather don't do, how do we do less of that and more of this, and then systematize it in a way for them so we only give them one step at a time that they need to do to check the box.

3:07And so, then you create cultural like isms around it, which like did you do your 100 today? It's like before you do anything, you have to get your 100 at it. You have to do 100 dials, 100 reach outs, or whatever your 100 minutes of content, whatever it is cuz I'm assuming a lot of them need to promote themselves. >> Yeah. >> Right. And so, um that's it that that should be like once you once you identify with the behaviors the top ones do, it's standardizing that and making it as easy as possible, maybe getting some tools at you know at the at the brokerage level that you can give, which also is a nice value add for them, but the real reason you're doing it is cuz they're going to sell more houses.

3:38>> Correct. Thank you, Alex. >> Yeah. So, I would focus on better. Yes. >> Okay. So, we created by accident two businesses under one roof. >> Okay. >> Um we have um Event Party Co, which is a business to business. >> Okay. >> And we have Furniture to Go, which is business to consumer. >> Furniture to Go?

4:01Okay. >> So, we have about eight sales reps, and this year our B2B is going to be probably 100% growth. >> Awesome. >> Um, that's what I'm predicting. It's 76% now, so I'm thinking 100%. Now, Furniture to Go has dropped uh 35%. >> Okay. >> Our sales reps are solely just mainly focused on the B2B side. >> more money on B2B? Sales? >> Okay.

4:27>> Do they? No, that's a question. Do they make more money B2B? >> Yeah, I mean, the the company does, and and they do. So, my question >> Yeah. >> Because well >> You can kill the other one. >> That's what I was getting at. Okay. There you go. >> No, I mean, like I'm glad that I mean, to be fair, it's it's a lot often times this doesn't happen. Usually it's both of my businesses are maintaining, and I'm split my focus, and I I feel like I'm spinning both place, and I can't get anyone to move. You have a clear winner.

4:55So, it's like feed the feed the feed the winners. Starve the losers. >> Okay. Thank you. >> Yeah, you bet. If you like this video, and you're a business owner who wants to break through your current revenue ceiling, I just sold every lesson from scaling 10 businesses past 10 million, and three businesses past 100 million into a completely free scaling road map that I've used to go from zero to one, zero to 10, and zero to 100 plus. And so, you can click here, and you can check it out. Again, absolutely free, and since you're a business owner, I appreciate you, and uh enjoy.