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In this episode, Chris and Laci sit down with Stephanie Dobler, one of ROOST’s newest Realtors in Ohio. Stephanie entered real estate just over a year ago with no prior industry background — and has already celebrated her first closing and her first listing.

What makes Stephanie stand out is her mindset: she’s open to learning, self-motivated, and has fully embraced both the Columbus Board of Realtors’ technical training and Buffini & Company’s 100 Days to Greatness as the foundation for her business.

Together, Chris, Laci, and Stephanie walk through the four essential activities of the Connect Practice Track & Grow framework — Connect, Practice, Track, and Grow — and explore how ROOST promotes agent connections, enhances practice, supports business, and coaches for growth.

Listen in to hear all about...

How Stephanie started building a real estate network from scratch in her first year.
The role of community involvement, social media, and mentorship in making connections.
How Buffini’s 100 Days to Greatness program is shaping her daily habits and client service.
Why tracking early — even small wins — is key to long-term success.

Key Takeaways

Success in real estate starts with being intentional about connecting with people, even before you have a track record.
Developing professional practice habits early gives new agents confidence and consistency.
Tracking isn’t just for top producers — it’s the secret weapon for brand-new agents too.
When agents commit to these disciplines, they inevitably grow — personally and professionally.

Links

Stephanie Dobler is a Realtor with ROOST Real Estate Co. in Columbus, Ohio. Licensed in early 2025, Stephanie has built early momentum in her career by combining professional training, personal discipline, and ROOST’s collaborative platform. Stephanie can be reached at Stephanie@ROOSTRealEstateCo.com.
Visit the Learn with ROOST Resource Hub to access resources and training for agents.
Be a guest on the Connect Practice Track & Grow Podcast
Download your FREE copy of Protecting the Goose that Lays the Golden Eggs and learn how to nurture your unique talents in order to create sustainable success in both your professional career and your personal life.
Visit Career with ROOST to see why we want to join YOUR team!

P.S. Want more practical tips for growing your real estate business? Our ever-growing library of books, blog posts, podcast episodes, masterclasses, documents, and other tools is at your fingertips.

Learn More >>>The All Things Real Estate Resource Hub

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In the twelfth and final episode of the Protecting the Goose That Lays the Golden Eggs series, Chris McAllister and Laci LeBlanc revisit the core themes and strategies from the entire 12-part journey. They reflect on the power of boundaries, self-care, unique ability, simplicity, niche marketing, the rhythm of real estate, and long-term wealth-building strategies. This wrap-up offers listeners a concise but powerful roadmap for building a sustainable and profitable real estate business that serves their lives, not the other way around.

Key Takeaways:

Episode 1 Recap: The importance of setting boundaries and being fully present in both business and personal life.
Episode 2-3: Professionals create opportunities and make invisible opportunities visible—especially during market downturns.
Episode 4-5: Lean into your natural unfair advantages (introvert or extrovert) and pursue lifelong improvement through defined stages of growth.
Episode 6-7: Embrace the rhythm of the real estate year and adopt the joy of missing out (JOMO) to maintain focus and reduce burnout.
Episode 8-9: Simplify your processes for clarity and sustainability, and invest in real estate to become financially bulletproof.
Episode 10-11: Use the scorecard to self-assess and follow the 59 Rules to thrive as a top 1% real estate professional.
Chris and Laci’s Challenge: Revisit your favorite episode, pick one concept, and start applying it to create long-term success.

Quotable Moments:

“Real estate is an entrepreneurial commitment. Burn the boats.”
“JOMO allows professionals to prioritize deep relationships over shallow transactions.”
“The skills that got you out of Egypt won’t get you to the promised land.”

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In this powerhouse episode, Chris McAllister and Laci LeBlanc unveil 59 essential rules for becoming a top 1% real estate professional. Inspired by chef David Chang’s 33 rules for becoming a chef, Chris outlines a comprehensive and unconventional set of practices drawn from decades of experience. This episode offers a rapid-fire overview of all 59 rules, broken into six key themes that serve as a roadmap for long-term success in real estate and beyond.

Whether you're a brand-new agent or a seasoned pro looking to level up, this episode delivers the mindset, habits, and strategic frameworks you need to thrive.

KEY TAKEAWAYS

Your Why & Mindset
Burn your bridges and commit fully to the profession.
Be unapologetically yourself; authenticity is your brand.
Embrace the truth: there are no rules, it’s all made up.
Avoid distractions like social media and board politics.
Stay out of the local Board of Realtors unless absolutely necessary.
Connecting
Always be connecting—not closing.
Be an interesting person.
Don’t work with people who drain you.
Set boundaries and be ready to walk away.
Collaborate instead of competing.
Never pay for leads—learn how to generate your own organically.
Practicing
The boring stuff (admin, follow-up) makes the magic happen.
Experience is the best teacher—learn by doing.
Put your phone down and be present.
Accreditations mean nothing without competence.
Stay prepared, organized, and responsive.
Planning & Tracking
Leverage financial constraints creatively.
Adopt a “Profit First” mindset.
Track everything—even before there’s anything to track.
Focus on sustainable and scalable habits.
Say no to shiny objects and distractions.
Growing
Get a coach or mentor.
Invest in personal development beyond real estate.
Make invisible opportunities visible.
Turn setbacks into advances and develop resilience.
Focus on your strengths, not weaknesses.
The skills that got you started won’t get you to the next level.
Playing the Long Game
Eat what you grow—build your own pipeline.
Embrace slow seasons as reset periods.
Real estate is a marathon—pace yourself.
Journaling and early mornings are power tools.
Build a “perfect week” and design a life you actually want.

LINKS

Inspired by Eat a Peach by David Chang
Brian Buffini’s 100 Days to Greatness

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This is the tenth episode of our 12-part series called “Protecting the Goose that Lays the Golden Eggs.” Click here to view all the episodes in this series.

In this episode, host Chris McAllister and co-host Laci LeBlanc dive into:

✔️ The eight essential mindsets of top real estate professionals
✔️ A self-assessment scorecard to see where you stand
✔️ How to identify where you are today and where you want to be
✔️ Practical steps to elevate your business and long-term success

And the best part? You can download the free Real Estate Mindset Scorecard in the show notes and follow along!

KEY TAKEAWAYS

The Eight Essential Mindsets of the Best Real Estate Professionals

Practice with Joyful Purpose
Cultivate Transformational Relationships
Exceed Expectations
Leverage What Makes You Special
Succeed Together
Make Invisible Opportunities Visible
The Best Keep Getting Better
Celebrate Professionalism

The Four Stages of Real Estate Professionals – Where do you fall on the mindset scorecard?

Column One: Deal Makers – Transaction-focused, chasing quick commissions.
Column Two: Disillusioned Agents – Struggling to find purpose and fulfillment.
Column Three: Diehards – Experienced professionals, often resistant to change.
Column Four: The New Real Estate Professional – Always learning, growing, and leading.

How to Use the Scorecard for Growth

Download the scorecard in the show notes.
Score yourself on where you are now and where you want to be.
Choose one mindset to improve first—small changes lead to big results.
Use coaching, training, and mentorship to continue progressing.

Why This Matters in Today’s Market

Success in real estate is not just about working harder but working smarter.
The agents who thrived in 2024 focused on relationships, education, and adaptability.
Where you are today is not where you have to stay.

LINKS

Download the Real Estate Mindset Scorecard PDF here or the interactive version here.
Visit the Learn with ROOST Resource Hub to access resources and training for agents.
Be a guest on the Connect Practice Track & Grow Podcast
Download your FREE copy of 8 Success Mindsets for the NEW Real Estate Professional and learn how to make it in the new real estate business.
Visit Career with ROOST to see why we want to join YOUR team!

Learn More >>>The All Things Real Estate Resource Hub

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In this episode of Connect Practice Track & Grow Podcast we are sharing an episode Chris and Laci just recorded for The All Things Real Estate Podcast, where they reflect on the wins of 2024 and share their vision for 2025.

In this “State of the Union” update, Chris discusses key initiatives that shaped the past year, including the launch of the ROOST Investment Gateway, advancements in property management, and the ongoing evolution of the real estate industry post-Sitzer Burnett v. NAR.

Discover how ROOST Real Estate Co. is helping buyers, sellers, landlords, and agents navigate today’s challenges, from leveraging cutting-edge tools to focusing on 5-star service. Chris also shares his personal commitment to building stronger partnerships and maximizing opportunities for clients and team members alike.

Whether you're a homeowner, investor, or real estate professional, this episode will inspire you to make 2025 a year of growth, innovation, and success.

Key Highlights:

2024 milestones and what’s next for ROOST.
Insights into the changing real estate landscape.
How ROOST is creating value for clients and the community.

Listen now and get ready to embrace the opportunities ahead!

Show Notes

www.AllAboutROOST.com

www.ROOSTInvestmentGateway.com

Why ROOST's Mission Matters

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In part nine of the Protecting the Goose that Lays the Golden Eggs series, Chris McAllister, Laci LeBlanc, and special guest Jill McGregor, CPA, dive deep into the financial strategies every real estate professional needs to know. From leveraging your superpowers as a real estate agent to take advantage of tax benefits to building long-term wealth through real estate investing, this episode is packed with actionable advice for securing your financial future.

Whether you’re just starting your investment journey or looking to refine your approach, this conversation will provide insights to make your path to financial resilience clearer and more achievable.

Key Takeaways:

Real Estate as the Ultimate Wealth-Building Tool: Real estate provides cash flow, appreciates over time, and offers unique tax benefits. It’s the most powerful way for real estate professionals to build long-term wealth.
The Realtor’s Advantage: Real estate professionals have access to insider knowledge, skilled negotiation abilities, and insight into market trends—giving them a significant edge over traditional investors.
Tax Benefits for Real Estate Professionals:
- Real estate professionals can deduct losses from rental properties against all income, a significant advantage over passive investors.
- Accelerated depreciation and Section 179 allow for substantial deductions on major expenses like roofs and HVAC systems.
- Rental income is exempt from self-employment tax, offering further tax savings.
Saving for Your First Investment Property:
- Keep separate budgets for personal and business expenses.
- Pay yourself first and create a dedicated fund for your down payment.
- Cut unnecessary expenses and tackle debt aggressively to free up cash flow.
Leveraging Real Estate Responsibly: Use other people’s money (mortgages) to control assets that appreciate over time. Start with one property and use its equity to build your portfolio, creating multiple income streams and financial stability.

Actionable Steps:

Start Saving: Create a dedicated down payment fund by separating personal and business budgets. Prioritize paying yourself first.
Learn the Tax Benefits: Work with a knowledgeable CPA to maximize deductions, including Section 179 and accelerated depreciation.
Invest Responsibly: Start small—purchase your first property, leverage your income, and let appreciation and cash flow do the rest.
Stay Educated: Read resources like Profit First for Real Estate Professionals to align your finances with your investment goals.

Resources Mentioned:

Profit First for Real Estate Professionals by David Richter – A guide to managing fluctuating commission income and saving for investment goals.
The Landlord Profitability Playbook Podcast – A must-listen for real estate investors looking to maximize profitability and simplify operations.

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In part eight of the Protecting the Goose that Lays the Golden Eggs series, hosts Chris McAllister and Laci LeBlanc explore the power of simplification for real estate professionals. As the real estate market undergoes major changes, simplifying your approach isn’t just beneficial—it’s essential. Inspired by the concept of simplifying vs. multiplying, they discuss how to cut through complexity, increase client trust, and ensure long-term success by delivering real value.

Listen in for actionable insights on how to make your processes more straightforward and empower clients to make informed decisions. Discover why simplifying can reduce stress, create efficiencies, and increase your business resilience in a changing market.

Key Takeaways:

Embrace a Simplified Mindset: Focus on clarity and minimize complexity. Use Costco’s snack bar model (simple, consistent, high-value offerings) rather than the overly complicated Starbucks model.
Empower Clients with Transparency: Keep clients informed at every step with clear, jargon-free explanations of their options and control over the process.
Value-Focused Communication: Demonstrate to clients how your experience benefits them directly. Avoid “I” statements and concentrate on how you can help them achieve their goals.
Build Long-Term Relationships: Set yourself up as a trusted advisor by nurturing relationships beyond the transaction. This relationship-based approach is essential for generating future business and referrals.
Eliminate Unnecessary Complexity in Processes: Let go of practices that no longer serve you and focus on what's effective and valuable for clients.

Quotable Moments:

“Simplification reduces stress, creates efficiencies, and gives you clarity to operate effectively.” – Chris McAllister
“Empowering clients with knowledge and transparency builds trust and makes the real estate process smoother for everyone.” – Laci LeBlanc
“Be a Costco hot dog, not a Starbucks double-shot, venti Frappuccino with oat milk and extra whip.” – Laci LeBlanc

Actionable Steps:

Start Simplifying Today: Choose one area of your business to simplify for your clients, whether it’s communication style, contracts, or explaining commission structures.
Empower Clients through Transparency: In your next client meeting, focus on providing clear options and control over the process, making clients feel informed and valued.
Build Long-Term Relationships: Reach out to a past client to offer advice or updates, reinforcing that you’re a resource for their ongoing real estate needs.

Resources Mentioned:

Simplifier-Multiplier Collaboration by Dan Sullivan – Inspiration for understanding the power of simplification and multiplication in business.

Learn More >>>The All Things Real Estate Resource Hub

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In this episode of the Connect, Practice, Track and Grow podcast, hosts Chris McAllister and Laci LeBlanc continue their 12-part series titled "Protecting the Goose that Lays the Golden Eggs." In Part 7, we delve into a refreshing and transformative mindset for real estate professionals: JOMO – the Joy of Missing Out.

We explore how shifting from the Fear of Missing Out (FOMO) to JOMO can help you make more intentional choices that align with your long-term goals, improve your client relationships, and prevent burnout. Tune in to discover how embracing JOMO can foster peace, presence, and profitability in your real estate business.

Key Takeaways:

FOMO vs. JOMO: Understanding the difference between the Fear of Missing Out and the Joy of Missing Out, and how they influence decision-making in real estate.
The Negative Side of FOMO: FOMO can lead to anxiety, overcommitment, and chasing opportunities that don't align with your strengths or business goals, often leading to burnout.
Embracing JOMO for Long-Term Success: JOMO promotes peace, focus, and presence. It allows you to prioritize quality relationships and opportunities that truly matter to your growth and profitability.
Unique Ability: How JOMO helps you focus on your unique abilities and strengths, enabling you to say no to distractions and yes to the right opportunities.
Making Intentional Choices: JOMO isn't about ignoring opportunities, but about making choices that align with your values, strengths, and long-term vision.
Real Estate Application: In the wake of changes like the NAR settlement, how adopting a JOMO mindset can help real estate professionals stay focused on what truly matters—building relationships, articulating value, and avoiding commoditization.

Quotable Moments:

"FOMO can be a double-edged sword: while it can motivate us to seize opportunities, it can also lead us to overcommit and lose sight of what really matters." – Chris McAllister
"JOMO is not about complacency or ignoring opportunities, it's about making intentional choices that serve your long-term goals." – Chris McAllister
"By embracing JOMO, you focus on clients who share your values, helping you build deeper, more authentic relationships that are mutually beneficial." – Laci LeBlanc

Actionable Steps:

Identify One Area to Embrace JOMO: Start small by identifying one aspect of your business where you can apply the JOMO mindset and focus on what truly aligns with your goals.
Develop Your Unique Value Proposition: Craft a mission statement that articulates your unique value and what sets you apart from the competition. This will help you focus on building meaningful relationships and cultivating long-term success.
Stay Aware, But Don’t Be Led by Fear: Use FOMO strategically to stay alert to market trends but don’t let it distract you from your core strengths or long-term goals.

Resources Mentioned:

Tim Ferriss Podcast featuring Sarah Silverman discussing the Joy of Missing Out (JOMO)

Learn More >>>The All Things Real Estate Resource Hub

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In this episode of the Connect Practice Track & Grow Podcast, Chris McAllister and Laci Leblanc dive into the natural seasonality of the real estate market and how you can use it to your advantage.Discover the importance of aligning your energy with the rhythms of the business, knowing when to push hard and when to pull back, and how to plan your year for maximum productivity and personal fulfillment.Chris shares practical insights on balancing work with well-deserved rest, recognizing key times to be 'all in,' and how to avoid burnout by working smarter, not harder.Whether you’re navigating the busy spring and summer markets or reflecting on your business during the slower months, this episode will help you master the flow of your real estate career.Don’t miss out on this essential guide to thriving in real estate—tune in now and learn how to make the natural rhythms of the market work for you.

SHOW HIGHLIGHTS

I discuss the significance of understanding and leveraging the natural rhythms and cycles of the real estate business for professional success and personal fulfillment.

I share my personal journey of overcoming work fixation and anxiety by aligning with the industry's natural ebb and flow.

We highlight the critical importance of work-life balance for real estate professionals, emphasizing the necessity of taking time off to avoid burnout and ensure peak performance.

We explore the benefits of marking national holidays and long weekends as free days to maintain well-being and build a balanced professional image.

We stress the importance of automating business activities and maintaining consistent communication with past clients to sustain productivity and build referrals.

We delve into the seasonal dynamics of real estate, noting how different months like July and August have distinct focuses, from contract signing to closing deals.

We emphasize the value of reflective practices and planning techniques, such as the "start, stop, continue" method, to organize thoughts and plan future actions effectively.

We discuss the importance of coaching and self-assessment in gaining clarity and making changes for future success.

We touch on the significance of the holiday season for nurturing relationships and making personal connections with clients and referral partners.

We encourage taking time for year-end recovery and celebrating accomplishments, while preparing for the upcoming year with renewed energy and focus.

LINKS

Join me on the Connect Practice Track and Grow Podcast

Download your FREE copy of Eight Success Mindsets Of The NEW Real Estate Professional and learn how to craft a career worth pursuing and a life worth living.

Visit Career With ROOST and find out of ROOST Real Estate Co. is the new way forward you’ve been looking for.

Visit ROOST Real Estate and find the real estate training support triangle

TRANSCRIPTChris: Hi everyone and welc

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In this captivating episode of the Connect Practice Track & Grow Podcast, hosts Chris McAllister and Laci Leblanc delve into part 5 of the 12-part series, "Protecting The Goose That Lays The Golden Eggs” titled "The 4 Stages of Lifelong Improvement and Professional Development".This episode explores the dynamic journey of personal growth and professional development in the real estate industry.Join Chris and Laci as they uncover the four crucial stages that real estate professionals navigate throughout their careers:Stage 1: The Foundation of Technical Proficiency Discover the importance of mastering essential tools of the trade, from contracts to digital platforms. Learn why many professionals get stuck at this stage and how to move beyond mere technical proficiency to create lasting client relationships and build a sustainable business.Stage 2: The Quest for Growth Explore the pivotal stage where professionals yearn for expansion beyond routine. Understand the critical choices faced at this juncture, including aligning personal ambitions with a brokerage’s vision and making strategic changes to foster growth and new opportunities.Stage 3: The Achievement of Status Learn about the significance of earning respect and status within the community. Chris and Laci discuss why reaching this milestone is just another step in a meaningful career and how to avoid complacency by continuing to improve and evolve.Stage 4: The Pursuit of Excellence Dive into the final stage characterized by continuous learning and curiosity. Discover how seasoned professionals view their careers as an ongoing investment, focusing on deepening expertise and embracing personal and professional development.In this episode, you'll find inspiration, actionable tips, and valuable lessons on how to embrace growth, pursue excellence, and invest in yourself. Whether you're a seasoned real estate professional or just starting out, this episode offers practical insights to help you generate more leads, book more appointments, close more deals, and ultimately achieve long-term success.

SHOW HIGHLIGHTS

We explore the four stages of professional growth in a realtor's career: technical proficiency, the quest for growth, achieving status, and pursuing excellence.

The role of coaching and mentorship is emphasized as critical in navigating these stages effectively, with personal anecdotes underscoring their importance in professional development.

Technical proficiency is foundational, involving mastery of essential tools like MLS logins, contract completion, and CRMs. These skills are non-negotiable for success in real estate.

The episode discusses impending changes in the real estate industry set to take effect on August 16th, 2024, stressing the need for agents to adapt and refine their technical skills.

Achieving status in real estate goes beyond public recognition or sales numbers; it includes community involvement, financial stability, and personal freedom.

The transition from chasing extrinsic rewards to striving for intrinsic motivations is highlighted, with continuous learning and leveraging experiences as key to sustaining high performance.

The episode underscores the importance of aligning with the right brokerage and surrounding oneself with suppor

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In today’s episode Laci LeBlanc and I discuss the 4 basic Realtor profiles and the brokers they need to partner with to ensure their success. Working with lots of different real estate agents has taught me some key insights about how they work as well as what they need from brokers in order to see the most growth and score the big wins we all want as business professionals. I’ve broken down the characteristics of realtors I’ve met during my time in the business into four distinct profiles. You can use these profiles as Thinking Tools to help you figure out the type of professional you want to be. Once you know that, you will know exactly what you need in a broker partner to maximize your business and complement what you do best.

SHOW HIGHLIGHTS

The podcast identifies four primary realtor profiles: the deal maker, the disillusioned, the diehard, and the new professional. Recognizing and understanding these profiles can steer your career path and shape your success in the real estate industry.
The successful deal maker is characterized by their thrill of the hunt and love for closing deals. They are highly self-motivated, goal-oriented, and take every opportunity that comes their way.
The disillusioned realtor is often a person who has had their license for a couple of years and joined a new brokerage because they were not aligned with their previous broker's philosophy. Their success can hinge on their relationship with their broker.
The diehard real estate agents are those who have been loyal to their broker and have achieved success by following the traditions and rules of their brokerages. Their success can also depend on finding the right broker-agent relationship.
The new professional is often internally motivated and focused on their own future growth. They work by referrals and value collaboration over competition.
The broker-agent relationship plays a pivotal role in the success of a real estate agent. It's important to have the right broker who complements the agent's approach to the business.
Establishing a personal brand in today's market is significant. It helps set the real estate agent apart from the competition and prevents the perpetuation of the myth that all agents are alike.
The 'four freedoms' - time, relationships, financial well-being, and self-care - are essential to a thriving real estate career. Prioritizing these aspects can lead to a more sustainable and fulfilling career.
The power of referrals and the psychology behind them are explored. Referrals are about sharing a positive experience with someone else and are not necessarily about being incentivized.
Having a growth mindset is crucial for a successful real estate career. It allows realtors to constantly look ahead, stay excited about the future, and believe that their future is bigger than their past.

LINKS Join me on the Connect Practice Track and Grow Podcast

Download your FREE copy of Eight Success Mindsets Of The NEW Real Estate Professional and learn how to craft a career worth pursuing and a life worth living.

Visit Career With ROOST and find out of ROOST Real Estate Co. is the new way forward you’ve been looking for.

TRANSCRIPT (AI transcript provided as supporting material and may contain errors)

Chris McAllister Hello and welcome to another episode of the Connect Practice, track and Grow podcast. I'm here today with my partner in crime and marketing guru, lacey LaBlanc. Laci Leblanc Happy to be here, chris. Yeah, I'm super excited about today's topic, so I can't wait for you to tell everybody what we're talking about. Chris McAllister Well, today we're going to discuss the four basic Realtor profiles and the brokers that they need to partner with to ensure their success. Laci Leblanc Awesome, I imagine for these Realtors listening this is going to be a really insightful experience. Chris McAllister Well, I hope so. You know I worked with lots of different real estate agents over the years, but for the most part, the vast majority that I've been fortunate enough to work with have been really good at what they do. They've been high performers, and I've been doing this since I bought my first remix franchise over 20 years, and all that time and all those talented people have taught me and shown me a lot of key insights about how they work and what their great at, and it's also shown me what they need from their brokers in order to continue to grow and score those big wins that we all want as business professionals. And that's why, you know, at Roosterlake State Company, you know we tend to attract folks who you know work by referral. They prioritize relationships, but they're also high performing professionals. So you know that's exciting and they have taught me a lot. So I've broken down the characteristics of these Realtors into four profiles and you can use these profiles almost like thinking tools to help you figure out, you know, the type of professional you are or, maybe, more importantly, the type of professional that you want to be. So I hope that you find these profiles inspirational. My guess is you'll see yourself in one or two of these profiles and you'll also see a lot of people that you work with in one or two of these profiles. So once you know you know, once you're clear and can describe to another person how you work, what you care about, how you act and what you want support with, it's going to. That's what you have to do first in order to find, identify it and partner with a broker that's going to complement you know how you approach the business. Laci Leblanc Yeah. So here's my hot take. I think this is going to be like one of those personality tests for the real estate professional. To our listening which I love, by the way I'm an ENFP, a Colby 5482 and an A-gram one. What else do you want to know? But you know, while you can't let a personality test or how you work test determine how you live every aspect of your life, obviously there's still, in my opinion, super insightful, super helpful. Just by digging into who I am and how I work, I've learned so much about myself. It really has given me direction for my career and my personal life and I just know. I know what I want, I know what I need and it really kind of knowing that about myself empowers me to chase that and to advocate for myself. So I'm excited for this to be. I've never seen a real estate specific test, but I think this is the places we're going to get, so let's get into it. What are the four distinct realtor personality profiles? Who are we? Who are we looking to see ourselves as today? Chris McAllister Well, first of all, since you shared your Myers-Briggs, I happen to be an INTJ, so I think we're both very unique in our Myers-Briggs profile. Laci Leblanc We compliment each other personally, exactly, I guess. Chris McAllister That's the name of the game, right? So we have four distinct profiles. The first profile, the four they're called the first is the deal maker. The second profile I call is the disillusioned. The third profile is called the diehard and the fourth profile is called the new professional and we're going to talk through these today. But if at any time you want to download the eight success mindsets, you can do that at eightsuccessminesetscom. You can download the book and find a scorecard there, or you can also take the scorecard, do the scorecard for yourself online. It's not really a test, it's more of an assessment. We mostly refer to them as the scorecards at eightsuccessminesetsscorecardcom and we'll make sure that we get that link in the show notes of this one. But anyway, the deal maker, the disillusioned, the diehard and the new professional, and we've got some tools to help you figure out where you fall. But I think listening to this conversation will help you figure that out as well. Laci Leblanc Yeah, just the names intrigue me so much and, knowing what I know about this already, I know they fit perfectly. But I have a feeling people are out there trying to kind of pinpoint themselves in advance. I also have a feeling that you've probably been a version of all four of these at one point or another, so I can't wait to hear all about that. Chris McAllister That's exactly true. I have gone through different stages of my career, different profiles. I hadn't really thought of that, but you're right. I'm sure I could tell stories about spending time. Laci Leblanc The transformation. So let's start with the deal maker. What characteristics define the deal maker? How do you know if you're a deal maker? Chris McAllister Well, let's assume we're talking about successful deal makers. Okay, so successful deal makers are incredibly self motivated. They set goals for themselves. They take every opportunity that comes their way. They don't let anything or anybody stand in their way. Their job is to get transactions closed, get deals closed, and they want to do it as efficiently as they possibly can. So super self motivated entrepreneurs Now these folks, the deal makers they also tend to be a little bit more transactional in their mindset or, in most cases, honestly, try to get more. Quite a bit more transactional in their mindset and maybe a bit less real, a bit less relationship oriented than some of the other three profiles. But they are all about the business, they're all about the next opportunity and probably the coolest thing about the deal makers is that they love the thrill of the hunt. They're looking for that next opportunity, they want to go out, they want the challenge, they want to win. So they're absolutely hungry to close deals and I think that is the essence of the deal maker profile. Laci Leblanc Yeah, I mean hungry is such a compliment and I think that makes a great point. Any of these realtor types can be successful. There's no necessarily right or wrong when it comes to your you know realtor profile. It's just what works best for you and how you work best. Can you tell me about a deal maker? You know who are they, what do they look like, where they hang out, kind of stuff. How do we identify a deal maker? Have you ever been a deal maker in your career? Chris McAllister I think I started out in my career as a deal maker because I think that's, I guess that's sort of the classic sales person profile, and I didn't have any other real experience in sales other than, you know, I guess, being sold. When I got started, you know, I took everything that came my way. There wasn't a lot of discernment as to what makes sense or what didn't make sense. The fact was, you know, I had just left a management job at Target stores and, you know, I was suddenly 100% commissioned and you know, I approached that opportunity or that challenge as if I were shot Hungry, you know so, as if I was hungry exactly, and I had to go hunting and I had to just take whatever came my way. And making that next deal and getting that next paycheck, you know, when I first started out, was the most important thing on my mind. Laci Leblanc Yeah, that makes sense. I mean, I think, in a lot of ways any career, whenever you start, I feel like, even in marketing I've stepped out of college real hungry, ready to prove myself, and for some people that turns into something they're really good at and really enjoy, right, and it becomes there who they are as a person, as a realtor, as a professional, but for others, you know, you realize, oh, maybe I'm not quite as much of a sales person as I thought I was going to be and maybe I need more and different, right, you know another that's exactly right. Chris McAllister So we do. You know, we have different stages in our careers and we do different things. But you know, one of the other major characteristics of the deal makers is they tend to be, you know, lone rangers. They don't, they don't cultivate a team around them. They find it much, much easier to do everything themselves. And you know, they are truly entrepreneurial. One man, one man or one woman. Vans. And you know they don't want help. They don't necessarily, you know, establish relationships with wonders or title people and, quite frankly, especially for the most successful deal makers in my experience, they don't really worry too much about their broker relationship. So, you know, they are completely self sufficient and they're, I guess, on their own and they prefer it that way. So, consequently, a lot of these deal makers, especially successful ones, they tend to gravitate towards the 100% shops, right, the 100% real estate brokerages, where, you know, sometimes 100% is a misnomer, but they gravitate to those brokerages where they are really left alone and in return for being left alone, they earn a much, much larger percent of their commission than they might at you know, another, more traditional brokerage. But at the 100% shops, you know, the agents get to keep up to 100% of their earnings in exchange for, you know, maybe it's a monthly nominal administration fee or office fee. Sometimes they, the brokerages, will charge a transaction fee that the realtors get to pass along to their buyers and sellers. It's one of those situations where the brokers don't expect a whole lot from their agents and, quite frankly, it works, because most of the deal makers don't expect a whole lot from their brokers either. Sometimes the 100% shops will make some extra money too, because they ask their, expect their agents to refer their buyer and seller clients to the broker's in-house title or mortgage company, and that's one of the ways that these brokerages can make some money is through their ancillary services. So for the broker, just as it is for the deal, maker, you know their business model is all about the numbers. It's the number of transaction per month, it's the number of realtors on the stack, and it really is a numbers game. They need a lot of agents in an office because so few of them actually have a consistent stream of business, right? So you know, if you're 100% shop, you want 100% shop and you know you were only getting, as a broker, a small part of the commissions earned in exchange, for you know the liability and the address and so on and so forth. Volume is key and the only way to get that volume is from a lot of people, because you're not going to get that volume from a smaller number of people who do a lot of business, if that makes sense. Laci Leblanc Yeah, for sure. It's easy, when you explain it that way and when we talk about those hundred percent shops being the home of the deal maker, how somebody could become the next type of personality which is disillusioned. So if you don't work well that way and you do need a little more support, or if you want to focus more on relationships, then it seems like it would be really quick to move from deal maker to disillusioned. Chris McAllister Well, it's funny. The disillusioned people they can come from any type of brokerage, right. The disillusioned folks can come from the hundred percent shops, they can come from the legacy shops, they can come from anywhere. And the disillusioned agents they've got a bit of a rough road. For one reason or another, the real estate business just hasn't turned out the way they hoped it would. They got their license, they had a certain expectation, they were promised something and it just didn't come together for them and most of the folks in the disillusioned profile and obviously you can become disillusioned more than once during your career, right, we can all dip into the disillusion from talking to the time, I wouldn't know anything about that. Laci Leblanc I'm not sure what you're talking about. Chris McAllister But the disillusioned profile we're talking about. More often than not, they're a newer agent. There's somebody who's been had their license maybe for not much more than a year or two, and they're just not happy because they're either not making any money or they don't like what they have to do to get that little bit of money. Maybe they didn't realize how entrepreneurial the real estate life is or didn't really understand what it meant to live by the commissions you earned. So, however, regardless of whether the disillusioned agents got mixed up with the wrong brokerage or whatever has held them back, the key thing about this group that I absolutely love is that they're not ready to give up. So it may not have turned out the way they wanted, definitely not as fast as they wanted, but they still have a passion for the business, they still have a vision for their future and they're not ready to give up. Laci Leblanc Yeah, it's not for lack of trying, it's not for lack of effort or lack of talent or you know, it's just circumstantial, is what I'm hearing. Do you have an example of a disillusioned or, when you were disillusioned, a real estate agent that you can share? You can change the names to protect the industry here. Chris McAllister You know it's funny as a brokerage, you know we. You know we I don't like to use the word boutique, but you know we don't have hundreds of agents at this point. Maybe someday, you know, but our agents tend to do. You know they are some of the top performers in their markets. You know they do very well relative to the competition and that's great. But the other thing that's interesting about the disillusioned is and I think we've had this discussion before, but you know, for us, when we find somebody who has been in the business for a couple of years, it's almost always because they were in a situation where they, more often than not, their broker's philosophy on the business didn't line up with their philosophy on the business. So they were not aligned. You know their brokerage wasn't aligned with who they are. Maybe there was a disconnect between training and mentorship and everybody has different definitions of what those words are, and or maybe it was just, you know, the personalities didn't gel, or maybe they just didn't realize that. You know that this is supposed to be. You know the broker agent relationship is supposed to be a mutually supportive relationship. So, quite frankly, we love to have agents who are disillusioned. You know, have had their license for a couple of years, joined our company because we tend to do really well, you know, with them and they do well with us. You know we get to help them get on the right path, we help them grow, you know, and quite frankly, we get paid when they get paid. So you know, we really love that disillusioned realtor profile because they're not ready to give up. And it's funny, it's a little bit of a tangent, but you know we've brought on our share of brand new licensees over the years and we've had a handful that have done really well, but we've also had, you know, an equal number that didn't do well at all. The group of new agents that you know is distressing is those folks that come to us with a new license and they do incredibly well the first couple of years and then what happens is all the competing brokers start whispering in their ear hey, you know, we'd love to see you at our place. You know we're watching what you're doing. My gosh, you're amazing. And you know they court them, they flatter them and, man, that just feels good when you hear that I don't care who you are or if they're here to agent or an existing agent. So you know, the sad thing is that you know we have had people that have done really well with us and they've, you know, thought the grass was greener on the other side or they succumbed to the Chinese Objects Syndrome and they've left us, you know, and we will always welcome those people back, you know, honestly, and we've had agents who have left and come back and but I got to tell you so often, the ones who make that change, they never, ever get back to the production that they had with us and there's a lot about the right broker right it does, and I think that's really about how it's, you know, independent of again we talked about it's not for lack of effort, it's not for lack of it's almost seen circumstantial, but it's really that broker relationship and how the right broker really makes a huge difference for an agent. Laci Leblanc And you don't think about that often because real estate agents are independent. In our eyes, right, they're like the self employed, so it's really it seems like to an outsider like me that it's more of just a framework and a structure, and I think that's why we have to have a broker to do business, and so, therefore, you must join a brokerage. Chris McAllister And but I didn't think about before you know, we talked about this the first time about it having such a huge impact on the success of a real estate agent and every new licensee or every licensee at a stage in the career has to be very selective about the broker they choose to associate with, just like every broker needs to be selective about the agents they choose to associate with. You know it's a two way street. Sometimes the best thing a new broker can do for a disillusioned agent is just get them excited about the business again, you know, remind them, you know why they got their real estate license in the first place. And you know some folks need a strong mentor, somebody who can offer them specific training, and usually it's not theoretical training. To some degree it's definitely sales training. You know, from our perspective, connect, practice, track and grow. But for many newer agents they've never had a broker or somebody in the office who sat down with them the first time they had to write a contract or the first couple of times or the first time they go on a listing appointment. And you know those are things that you just don't learn in real estate school and you don't learn unless somebody's willing to let you tag along and observe or, quite frankly, you know, model the way. But a strong broker can offer training in the areas where a disillusioned agent needs to walk up on their skills. We might be partnering with somebody with fresh insights, or somebody has learned the lessons. They've already made the mistakes so that this new agent doesn't have to make them again. But again, I really like the phrase model the way, because to have somebody who's successful, who's willing to share and willing to show a new agent how things have worked for them and what's made them successful, that is a wonderful thing, and a lot of times you get a newer agent disillusioned or not, paired up with a veteran agent and they teach each other. It's kind of a cliche, but we've had some agents that have been at this for quite a while and maybe they're not as marketing savvy or social media savvy or tech savvy as some of our younger agents are, and they're eager and willing to learn from them. And the newer agents are eager to learn how to get into the nuts and bolts and the details of the situation without putting them, their clients or themselves or their license in jeopardy. Laci Leblanc Yeah, I think that's a really great point. I spent a lot of time with my Nana We've talked about that who happens to be a realtor, but just the shared experience she teaches me so much about life in general. But also I have a very different mindset as a part of a different generation that kind of broadens her horizons a little, and I think that kind of mentorship and partnership is so underrated from both sides and it's really about having kind of like an abundance mindset, knowing there's enough out there to go around and, as a result, being able to root for and train and help other people achieve success. And that's something that unfortunately, this kind of scarcity mindset seems to be all around us if you're not surrounded with the right people. So how do you find that broker that can help a disillusioned agent or a new agent looking for that kind of mentorship and partnership? Chris McAllister Well, I think that going through and kind of figuring out where you are in your career, where you are as a realtor and this exercise is a great way to help do that but being really clear on what your skill set is, what you're better at than anybody else, what you need to spend most of your time doing, that's the first step. The second step is okay. These are the things that I'm really good at. I need to do more of. What are the things that either A I need help with or things that I need somebody else to do for me? So it's kind of what you just said Having a relationship, a productive relationship, a profitable relationship, is when you and another person have complementary skill sets. The things that you do in our relationship I can't do. I don't want to do them, I'm not wired to do it, it's not natural for me, but there's certain things that I can do that I need to focus my time on. But I'm not a natural marketer. I can't do what you do anymore than I've got realtors that are far better realtors than I will ever be. Not only do they walk in and light up a room, but, man, they're detailed, they're organized, they're great people skills. They're coaches. It's amazing, but by the same token, I don't have to be a fantastic agent. My job is to be the best broker I can possibly be. So again, it comes back to complementary relationships and finding a broker or brokerage that is going to help enhance your overall business and generally that's a complementary set of benefits or skill sets. So knowing who you are, how you work and what you want in a relationship is half the battle. At that point you need to do your research and it's a Google search. It's asking other agents who you admire. Take them out, take them to coffee. I got to tell you almost every agent I've ever met. We love to talk about ourselves. Right the likelihood that this podcast is talking about Chris and Ruth, so the likelihood that somebody is not going to want to sit down and let you pick their brain is slim to none. But get that kind of input, ask the questions, and ask the questions you feel are embarrassing, or ask the stupid ones, right? If you don't, you're never going to get the answers and I could tell you every question you have. Any successful realtor has had them at some point in their career. But as you do your research, as you talk to other agents, be alert to the names that come up more than once. If you're in a larger town, maybe there's going to be some more agents, more brokerages to choose from. If you're in a smaller town, you'll probably find that there's just a handful of names that come up, maybe even two, three that come up time and time again and you want to really dig deep on those brokers or those managers. But once you have the name of at least two brokers you like, just pick up the phone and call them. We're thrilled to get calls from agents thinking about making a change and a great broker is always looking to make a great connection with a new or a veteran agent that wants to either get started on the right foot or wants to grow their business and continue to succeed. I mean, that's the name of the game for us. But you've got to know yourself, know what skills that you want to bring into your team, know what you want in a broker, do your research, do some interviews and do the work. This is the most important relationship you're going to have in your career, so it deserves whatever investment you need to make to get it right. Laci Leblanc Yeah, that makes perfect sense. I love to ask the questions you think are done, because every good realtor has had that question. I think that's empowering for folks in a time where we can ask Google anything. We sometimes undervalue real people who have done this before. But we've talked a lot about the disillusion at this point and the die hard. So we've got two more profiles and next up is the die hard realtor. What that sounds scary. What's that about? Chris McAllister The die hard. It sounds a little derogatory, but the die hards are some of gosh. They're some of my favorite realtors and my gosh, some of these folks that are just the best people to have, you know, on the other side of a transaction when you're co-opping, you know, but I use the word die hard with the absolute utmost respect, and the die hard real estate agents are super loyal to their broker and the success that they've achieved through them. Now, when I think of the die hards, I think of nine times out of 10, these folks work for the big legacy brands. You know things like Caldwell Banker. You know comes to mind Remax, or even some of the big regional companies that have been around for a long time and have been successful, like Howard Hanna, for instance, you know, here in in Ohio, and these are outstanding companies and the die hards became successful because they follow the traditions and the rules of these companies. When they started their careers, they didn't, rather than, or they didn't have to, you know, forge their own paths. The brand was laid out, the path was clear, it was just. It was. I want to say it was connect the dots, because these people have ups and downs like anybody else, but they tended to, you know have joined these brokerages 5, 10, 15, more like 10, 15, 20 years ago, and the business was just quite frankly, different then. So the die hards in general have been around for a while. They've been successful in the business for a while. They became successful by doing whatever needed to be done, and these big legacy brokerages were always great about having people in the office to model the way and train and so forth, and they've become incredibly successful, you know. So being a die hard isn't necessarily a bad thing, especially the die hards that I love, that are always open to learn and open to share. So the question becomes right what? What's the downside? Laci Leblanc Yeah, it sounds great. It's like being a Tar Heel in North Carolina or you know like I went there. I'm born, bred dead. Tar Heel born, tar hill bred, tar hill dead. That's what it sounds like to me, which is half of my identity. So what should I be looking out for? What's the downside? Chris McAllister Well, again, the die hards have been amazingly successful for a long time but and they have been in their veterans more often than not, and they, quite frankly you can't become a die hard if you haven't been at it for a while so they're veterans in the business, but the business has changed a lot in the last 10, 15, 20 years and the pace of change is accelerating and a lot of times, many times, quite frankly, these legacy brokerages haven't kept up with the changes in the market or the changes in the realtor population or the, you know, a Gen Z, a Gen X versus, I'm sorry, a Gen Z or a millennial versus a Gen X or a, you know, baby boomer. And to some degree they're behind the times, I guess, and I don't mean to be disrespectful, but what it comes back to is why should they change? You know they are, they've been successful in a long time. They continue to, you know, retain fantastic agents. They still attract agents, you know, to their company when there's changes in the marketplace and brokerages close or consolidate or whatever. So, you know, I don't know that there's necessarily a reason for them to change. But, having said that, you know, sometimes diehards will struggle in today's real estate market because they haven't been exposed to new ideas, they can get stuck in a rut, and one of those ruts is that they've been successful so long they never had to establish a strong personal brand or establish a strong identity outside of. You know the work they've done for and with the legacy franchise. And in this market, if you don't establish a personal brand, if you don't have, you know, personalized marketing support, it just continues to perpetuate the myth that all agents are alike. And we all know that all agents are not alike, and you know it's one thing to be unique, it's one thing to do a great job, it's one thing to take care of your clients and offer things and value that nobody else does. But all of that is, of course, fantastic, it's a prerequisite. But if you don't establish a personal brand that conveys who you are as a professional, you know I don't want to say it's for naught, but you're surely not going to get the benefit out of that experience and talent that you've grown over the years that you should. Laci Leblanc Yeah, I can see that becoming an issue because, just like every realtor has a profile and wants to work with the right broker, every client or customer you know, every home buyer or seller has their own personality profile and wants to work with the real estate agent that they work best with right. So maybe it's a personality thing, maybe they want to get along, maybe it's a trust thing, maybe it's like me when I bought my house and my like, I picked my mortgage broker because he made me feel safe. It was something I had a lot of anxiety around and from the beginning he said, whenever you're ready, like, I'm going to walk you through this step by step and I didn't even look at anybody else because I needed that from my broker. I needed that relationship. So if you don't have a personal brand and identity and I do think that all of the diehard agents are the same then that's somewhere that maybe I'm not going to even consider right. So I think you're right and, as an elder millennial myself, I think that's important to upcoming generations maybe even more so. You know my dad's looking for the best rate, my dad's looking for the best deal and he's willing to deal with whoever whatever it is, I am not. I am looking for a good relationship. Chris McAllister Exactly, and that gets us back to abundance, right? So what your dad's looking for it's more of a transaction. He's not interested in relationship and he's already done his homework. He doesn't feel like he needs a lot of coaching. Laci Leblanc He needs somebody who's going to deal maker? Chris McAllister through and through, he's a deal maker through and you know there's a lot of you know real mortgage brokers that we work with that are more relational and they do enjoy taking the time to help a first time buyer through and that may just purveig your dad. Oh, he would have said I did get a great rate but he would not have enjoyed the process. There's enough business for everybody and we all have different ways of approaching the business, just like what we're talking about here. You know a deal maker versus, you know a diehard. You know one of the things that the diehards have to watch out for. You know, when you've been successful for a long time, you tend to become pretty scripted. You tend to believe in yourself, as you should, but your, your certainty, sometimes can alienate. You know a client who's looking for something more. The other thing that's interesting these days is that I don't know that a lot of our diehards have embraced is, let's face it. I mean millennials, gen Z, are the best educated, if not best educated, best informed group of buyers we've ever had, because all the information they would ever want is at their fingertips. Now, that doesn't mean that they've got the right information or the best information, but what they really they need to consult, they need a coach, they need an advocate to help them. You know, sort through what they've learned, and I would much rather work with a motivated buyer than somebody who, you know, just wants to be led, quite frankly. But again, when we talk about the diehards, you know it is a concern, it's a potential red flag when you know their, their identity as real estate professionals just becomes completely intertwined with the France's name. So it's not easy to set themselves apart. You know we said that these folks sell to move their license and there's no reason for them to. They stick with what is work. They see no reason to risk what they've worked so hard for the years and they're content to finish out their careers right where they are, doing what is worked for them. And that's another characteristic of the diehard folks they do skew older. A lot of these folks got out of the business after COVID. You know it's funny. We associate this whole phenomenon or I did anyway of quiet quitting with, you know, W2 employees and big companies. You know, because either they don't want to come into the office or, you know, covid helped them reset their personal priorities, whatever. But we also had a quiet, a lot of quiet quitting of entrepreneurs, including realtors, who of course are, you know, 1099 independent contractors. We had a lot of quiet quitting of the diehards as we have gone through COVID and come out of it. So a lot of times these folks are, you know, they're content to just work out their careers and there's not much point in doing anything different. We also have some diehards, you know, that see themselves, you know, wanting to practice for another 10, 15, 20 years, and they also are very aware of what's happening in the market, who their next generation of clients is, and they're looking for a way to reinvent themselves and their approach to the business. And, my God, these are, of course, my favorite diehards, right, you know? Anybody who's been successful but knows that they have to continue to learn more, keep up with the market, figure out how to add additional value and are willing to reinvent themselves at any age or stage in their career. Those are just the people that I love spending time with. And you do see a few of these folks, you know, amongst the diehards that you know. I don't want to say start over, because they're bringing so many things with them, but they are looking for a new way forward and it can be a daunting task for these folks, but with the Bright Broker it can certainly be done. Laci Leblanc The downside for new rates. I think that's why quiet quitting got so, you know, so much traction or angry staying. Another friend of mine referred to as angry staying right. I like that one too, because there's so much courage. It takes so much courage to to move on, especially if you know initially in your career it's you envisioned yourself being in that role or with that, with those people or with that you know agency forever. So yeah, I think it does take a lot of courage to do that. But certainly angry staying or quiet quitting is not the ideal for anybody, I imagine. Chris McAllister Yeah. So I guess, just to kind of close out the you know talking about the die hard profile here, you know the downside for newer agents joining these legacy firms and by newer I mean agents with less than five years or so in the business is that what worked early in a die hard personal career 20 years ago, it's just not going to work today. The business is just so different that that path to success is no longer available. There's different paths that you know you need to take. What works today, you know, is personal connection, a commitment to continue to continue with some improvement. You know professional practice I just harp on that, I know. But professional practice and an entrepreneurial mindset, you know you are a 1099 independent contractor. You're an entrepreneur, you're a business for yourself. You're deciding who you're going to associate with to help you achieve those goals and you know that's what brings us to the fourth and final profile that you know we're going to talk about today, and that's the profile that I call the new professional. Laci Leblanc The goat. That's where I'm at here. This is like the culmination of all of this. If I were to identify myself, I would want to be the new professional. That's because it, you know, I think it just embodies kind of that entrepreneurial spirit and bodies the goals it's. And, you know, tell us about it, because I'm obviously gushing over it and we don't know anything about it yet. But yeah, what is? What are the characteristics of a new professional career? Chris McAllister Well, new professionals do tend to value relationships over transactions. They're about building long-term productive relationships with their clients, with their affiliate partners, with their brokerages. You know people they work with over time. You know I think we talked before there's a. You know, make new friends but keep the old. You know they keep those relationships over time because they work for both parties and they're always in the on the lookout for, you know, their next great relationship, whether with a client or a business partner. The new professionals work by referral. You know. They know that if they do a great job for you know this client and they're a fun client to work with and they're adding value and it's a mutually supportive relationship that client is going to refer them to somebody else who's like more than likely just like them, right, because we tend to associate with people that are like ourselves or the people we like. So you know, great people tend to refer great people and not so great people tend to refer not so great people. So it's kind of a fact of life, but we're new professionals. Professionals work by referral and they gravitate to brokerages who support the way they do business. And you know, joining a broker who understands working by referral can really kickstart your business if that's where your head's at. If it's not where your head's at, it's probably not going to be a good fit, but if that's how you're comfortable moving forward in the business and how you want to live your life, that's who you got to be looking to work with. Laci Leblanc Yeah, the marketer, referrals are the best way to get business right, like that's generating referrals, facilitating referrals, whatever you want to call it. And again having a brokerage that understands working by referral. That's a really interesting comment. I don't want to just pass over it, because there is a psychology behind referrals and it's not what a lot of people think. Right, dean Jackson does the secret psychology of referrals and talks about how it's really. It's not about being incentivized, it's not about you know, here's a free $50 gift card. Sure, some people will work that way. But really and truly it's about sharing what someone knows is going to be a positive experience with someone they care about, right? So if I had a positive experience with my real estate agent, then I want to share that. I want to give that positive experience to another person because that makes me feel good about myself. So, yeah, I think the brokerage who understands working by referral, is a really excellent point. That deserves a little more thought from people, because you just think about like oh, referrals yeah, and people you know pass over it because we've all been offered a $25 Amazon gift card for you know sharing that's just another transaction. Chris McAllister That's not a relationship orientation, that's a transaction. So you know it's like you said, building strong relationships is the best way to obtain, you know, repeat business and new opportunities. You know it's funny, I don't know if it's funny, but you know I've had it's 80-20 principle right, maybe 90-10. But I can tell you that probably 10% of all my clients referred me, 90% of my business, and you know I happen to gravitate and work well with attorneys. So you know I would do sometimes complimentary, sometimes not. You know CMAs for states, you know I've worked for attorneys who have owned a lot of rental properties and I understood they were coming from. I was able to do certain services or tasks or whatever for them and through that, you know I was referred a tremendous amount of business. It never would have happened if I wouldn't have been open to those relationships. You know you mentioned Dean Jackson. You know I met Dean through Strategic Coach and you know we developed a relationship and through Dean now we're working together and Stuart and I are working together. But that is the power of a relationship orientation, where you know you go deep with the person and you obviously need to be complimentary but your goals need to be aligned, etc. But the power and the opportunity of being open to relationships it's. You know, it sounds silly, I guess, but it's almost magical. Laci Leblanc So you're gonna talk about this point next, I think and you know it's that collaborative effort and that you said, go deep, you go deep with somebody and then that moves you into a relationship and that gets you these referrals. And I think that's huge is offering what you know and offering, you know, any help or any you know mentorship or partnership, without expectation and without you know, with that abundance mindset, is really what kind of makes those relationships sincere? Right, they have to be authentic, those relationships. Chris McAllister Absolutely absolutely. And the new professional has to find a broker who's committed to their personal goals and who are able to meet them where they are in their careers. Right, you know? It's just how it is. There is no substitute for that. New professionals, as a group, tend to value collaboration, and new professionals have little use for competition. Their focus isn't on what somebody else is doing. Their focus is on their practice and how they're going to continue to add value and build out a business that works for them. Right, I mean it's. It's so. They're so internally motivated that they truly have no clue what's going on, and they're all the better forked it quickly. I just hope they you know they make some time to listen to this podcast. Laci Leblanc There's a lot of driving in real estate, so I'm feeling that we got that going for it. Chris McAllister But here's the thing, you know, the thing that sets a new professional apart from a diehard, or, you know, definitely, the disillusioned, or you know the deal makers say this the new professional, absolutely, and their heart of hearts believes that their future is bigger than their past and that it will always be bigger than their past. Right, they're always looking ahead, they're always excited about the future. You know the deal maker they tend to take what comes right and they ride the wave, whether the market's up or the market's down. They tend not to be overly proactive about, you know, building a steady incoming stream of referrals because they're in the transaction of the moment. So a lot of times the deal makers are riding higher than high when the market, you know, on tv, per tv is good, but they also tend to ride really low when the market, you know, for the tv abundance is not so good, whereas, you know, the new professionals and a lot of the diehards tend to have a much steadier stream of business, mainly because they're creating their own markets, they're creating their own opportunities and they're fully aware of doing that, because every addition to the database, every connection, is another opportunity for another referral. So many times, you know, our folks do incredibly well in what is supposed to be a down market and, quite frankly, there's times when they, you know, don't hit the highs that some of the the deal makers might in a really hot market. And of course, the disillusioned are in such a bad place they can't even contemplate what success might look like one day and hopefully they've got enough strength and fortitude to, you know, crawl out of that, do some research, make some calls, take some people to coffee and find out if there's a better path or a better person to a better brokerage to take that that walk with on that path. And again, like we talked about, you know, a lot of the few, of the diehards. There's some unicorns out there that are ready to reinvent themselves, but for so many of the diehards their best days are behind them and you know, sadly I feel like covid really drove that home. So, in my worldview, how I approach the business, only the new professional is ready, willing and able not just to take on the world but to transform it. They want to make a dent in the universe, as steve job used to say. Laci Leblanc And the new professionals, I absolutely believe are the future leaders of our industry and it's my commitment personally and the commitment of real estate company to support code and help those folks grow their businesses yeah, I mean, the whole world is constantly changing right, but right now we're in a place where work is changing right and the thing about the new professional that I'm hearing is you know, and we've talked a lot about you know how people work, from the dealmaker to the dissolution to the diehard but the new professional is all, I think, very focused on how they live right, they want to work well and they want to be happy and, but they also want to live well, and I think that we're making the realization that those two things are not mutually exclusive. In order to live well, you have to work well, and they kind of both play into each other. So, you know, I want to talk for a second about just kind of the lifestyle of the new professional and how the way the new professional work plays into kind of the ability to achieve the lifestyle you want yeah, I think that's a great question. Chris McAllister So I think the best way for me to answer that is is to talk about the four freedoms of an entrepreneur. So dan solomon, who's the founder of the strategic coach and you know I've been a client of the strategic coach, I'm going to say at least 15 years of the last 22 so you know I've worked with dan and dan's team very closely but they describe four freedoms of the entrepreneur and I think that these are the four freedoms of the new real estate professional. So the first freedom, the first of the four freedoms, is freedom of time, and for most real tours, their time is not their own. You know, they're at the mercy of their customers. You know the next phone call, the next zillow lead, they're on call 24 hours a day, some folks because they feel like if they're not available at 10 o'clock at night or five o'clock in the morning, that they're going to miss something. And it's just, you know, not a sustainable lifestyle, right? But the new professional, they set boundaries for themselves and they set those boundaries early on in their career. They schedule time on the calendar for themselves and their family and they are very intentional about creating a life worth living. In other words, they're focused on becoming a professional with a professional practice. And I did the same thing. You know I said I was like it was like being shot out of a cannon. You know, when I first got into the business because, you know, I had two little kids, I didn't have a paycheck anymore and I needed to make something, to make something happen. But the smartest thing I did as a real tour was I decided early on and this sounds like a small thing, but at the time it wasn't I decided I was never going to work on a friday night and I was never going to work afternoon on saturday. That was my time, it was family time, it was kelly time. My wife's kept the name's kelly and that's how you know. We were going to roll and I did it pretty damn well. You know, and I can tell you, though, the times I broke that rule, the times that I worked a friday night, took an appointment on a friday night or planned for an appointment on a friday night or something on a saturday afternoon, every single time it led to nothing. Many times I would change my schedule, make other arrangements, disappoint the family, whatever, and they would cancel, you know, whatever, but at the time I just thought that the opportunity was, you know, too great to miss or what have you. And the fact is nothing ever came from me working outside of those two boundaries that led to anything I can look back on as a turning point or a win in my career. Laci Leblanc So yeah, I think that's super important, that's just, it's. It's such a and it goes against. Again. I think mindsets are changing around work and you know work hard. You know be the best, stay late, you know come in early, do all these things and don't get compensated for it because eventually it will pay off. I think we're starting to this. Prove that a little right. And I was lucky. You know I look around at people my age I just turned 40 this year in similar careers to me and because I had a great mentor in my very first job out of college that taught me the value of my work and my time and really did a lot of you know, mindset work with me. I didn't know it at the time, I didn't know I was being mentored, but he taught me how to advocate for myself in the workplace. He taught me how to set boundaries. He taught me how to, you know, push the limits when maybe they weren't fair, because I was working in a, you know, 100 year old factory and the difference that has made in my career and what I value, which is time. So my full-time work week is about 30 hours and has been for about five years. When I look at other folks in my kind of in a similar age bracket who have similar careers. It's totally different for them and the difference was they didn't have a mentor early on that taught them those things. So I see a really direct connection here with kind of finding the right broker and getting yourself a good boss right out of college yeah, well, you know what one thing I've learned the hard way is? Chris McAllister you know, time off is not a reward. Time off is a prerequisite to being able to perform at a high level. Right? If you just work and work, you know, and burn yourself out and then you take a day off, you're not getting anything out of that. You're wasting free time and you're wasting work time. But if you schedule in, you know, take care of the goose that lays the golden eggs, and then you've got to schedule that free time upfront before you. You know can't live without it, before it's too late, before you burn out, and you know I don't want to spend a whole lot more time. We're going to do a whole podcast on, you know, lifestyle and things like that coming up, but you know, at the end of the day you don't. Well, here's a great way to think about it, right? You don't just pick up the phone at 10 o'clock on a friday night and call your family physician and say, hey, I've got a cold, I need to come see you right there. I'm not going to take your call, you know you're not going to. You're not going to walk in on your lawyer at any time in the course of the week and be able to sit down more than once, yeah, not more than once. So you know again, you have to treat yourself as a professional, you have to see yourself as a professional, and so much of that is taking control of your time and setting boundaries. So the second freedom of the new professional is the freedom of relationship, and you know that means that we, as new professionals, we work with who we want to work with and we want to work with people who already know, like and trust us. It's that simple. We do everything we can not to work with jerks. Right, there's not much point working with the jerk. It's an unpleasant experience, you know. Even if it's a big paycheck, it seldom feels worth it. And the other thing you gotta keep in mind is jerks, revert jerks. So be on the lookout for that. There's seldom, you know, a client that's worth working with. The damages your mental health. It's all the steam, or anything else. So freedom of relationship also means that we earn referrals from our favorite clients, because they tend to refer people who are a lot like them. So freedom of relationship, it's a freedom, but it's also a responsibility that you have to protect, and nobody is going to do that for you but you. So you got to be conscious of who you want to be a hero to, who you want to work with and and who you want to build those lasting relationships with. And the third of the four freedoms is freedom of money. So the new real estate professional gets paid. It's that simple. You know, maybe they're not closing the next deal and have that money you know spent before they've earned it. You know, you know like a lot of the deal makers do, but and money may not be the prime motivation, but at the end of the day the new professional gets paid. And getting paid is what separates professionals from amateurs, dabblers and dillers. You know you are presenting, putting value into the market. You are helping people make the if not the biggest, one of the biggest financial decisions they will make in their lives. You are putting everything you have into that relationship, into that transaction, and helping people get to where they want to be. The new professional knows their value and they are not afraid to put a price on it. You know, sometimes it's as simple as you know being able to stand firm and articulate your value on a listing appointment right? I think a lot of sellers these days think that if they don't ask you to cut to your commission that they haven't done their job as a seller, and that's fine. Let them ask. You know. We coach our folks on you know things that they can say. But more importantly, we coach our folks on continuously reminding them where you're adding value, what you're doing different than the competition and why you're worth what you charge. So freedom of money, again one of the possibilities I'm going to internalize every bit of that. Laci Leblanc I'm going to just take that one sound bite and I'm going to play it to myself every morning. Maybe the best piece of advice you've offered in the whole process. Chris McAllister Yeah, the other thing too, and you know, if you're going to have a partnership or relationship with a broker, you need to put yourself in the broker's shoes. Also, if they're adding value to your career, if they've helped you get from, you know, $100,000 to $500,000, you know they deserve to get paid. They deserve some financial credit for that. And that also is the freedom of money. It's the freedom to make investments that make sense. It's the freedom to invest in relationships, whatever it is. Freedom of money comes with a tremendous amount of responsibility. But again, one more time, real estate professionals get paid. And then the fourth freedom of the new real estate professional and again thanks to Dan Solomon is freedom of purpose. You know, in the simplest of terms, we help people buy and sell houses. Right, that is our purpose. That's what we do Now. Maybe we manage, you know, houses and work with tenants, whatever, but at the end of the day, we help people buy and sell houses. We're also in the shelter business, especially if you're working with investors and the. You know folks who rent from them. And I want you to see what you do. This business of helping people buy and sell houses. It is a noble profession. You know sales people get a bad rap. But a good salesperson is a coach, a counselor, a confidant, an advocate. It is a noble activity in a noble profession, and if you don't see that for yourselves, nobody is going to see it for you. You know, you're out there, your purposes, you care about adding value, you care about helping people and, at the end of the day, you transform lives, because where people live and how they live is fundamental. The new professional isn't just kidding around. We're in it to make a difference, so yeah. Laci Leblanc And you do. They do right. And I think that you know, as you know, as a young college student, I thought I was going to be a martyr, you know, and I was going to work at a you know news organization for minimum wage and write all these stories exposing things. Or, you know, I was a journalism major, or I was going to work at a nonprofit and I was going to be doing their PR and but it took me a while to realize that the most impact that I can make is on the people directly around me, right, being kind to those people, stepping up for those people, you know, being present for those people. And I don't have to work at a nonprofit making minimum wage or struggling to get by or, you know, eating ramen every night to make a difference in people's lives. And I think that it's just so true and I think that you know, seeing it as a noble profession to use your words is a really great way to hold yourself to a really high standard and also to make sure you do your best work. I love that. Chris McAllister Well, you know the new professionals, when they get paid, they tend not to be the folks that go, you know, blow it on a. You know they get paid. And they're not the people who go blow it on a weekend in Vegas. Right, you know, part of the reason that you deserve to get paid and you need to get paid is that you have to start saving up money, create more capital so you can put it back into your business and expand the services you're providing the people you help. You can't get better at what you do if you don't have enough capital to invest in coaching or to invest in training or to invest in new technology. You know, without that capital, you know you're not going to get better, you're not going to expand your relationships, it's just not going to work. So you got to get paid. So, at the end of the day, the new professional, you know she designs her lifestyle around these four freedoms and it's fundamental and that's why the new professionals are the most successful, satisfied and sought after leaders in our industry and it's going to be that way for the next forever. So I think that's the best path, but, you know, becoming a new professional, having those four freedoms time, relationship, money and purpose. You know that's everything I want for all of our agents at, and team members at, roosteril Estate Company and, quite frankly, you know that's what I want for everybody who listens to this podcast. Laci Leblanc Admirable, noble, even no goal, no goal. Chris McAllister So one other thing I just like to mention. Do you have anything else we need to talk about or add before we close out today? Laci Leblanc No, I just I hope this was as insightful for folks as I think it was. I think you know, like I said, I'm sure there's a lot of you know realtor specific, you know kind of growth mindset stuff out there, but you don't hear about it in the mainstream and I just think this is such important information that can really have a direct impact on the trajectory of somebody's career. So I'm thrilled that you were able to share it, that all of your experience you're using you obviously have freedom of purpose and have defined your as well, and I hope it's beneficial for everybody. Chris McAllister I appreciate your kind words. It's always a pleasure to do this with you. So I guess, in closing, if you want to learn more about the four realtor personality types, you can download a free copy of eight success mindsets of the new real estate professional at www.8successminsetscom, and we'll make sure we put the scorecard link in the show notes as well. So thank you very much. Laci Leblanc Thank you very much.

View Details

In today’s episode Laci LeBlanc and I discuss the elements that make up a great agent / broker relationship. A productive agent / broker relationship is critical to your success, and your broker’s success. The truth is, a great relationship can supercharge your career, and bad relationship can make growing your business a constant struggle. Laci and I talk about real world examples of agents I’ve worked with over the years as well as my personal experiences. I think you will get a lot out of this episode and I hope you enjoy listening to it as much as we enjoyed recording it.

SHOW HIGHLIGHTS

This episode discusses the importance of a solid connection between a real estate broker and their agent.
Mentorship, training, and shared business visions are highlighted as crucial elements in establishing a healthy broker-agent relationship.
Defining goals before entering a broker-agent partnership is emphasized as essential for success.
They explore potential challenges that can arise in broker-agent relationships, including the financial implications of transitioning between brokerages.
Chris and Laci delve into why some agents tolerate less-than-ideal broker situations.
Creating empowering environments for agents at any career stage is considered an important commitment for brokers.
The complexities of shifting brokers and establishing a personal brand in real estate are also discussed.
Having open and honest conversations with brokers is stressed as a key part of navigating these relationships effectively.
Despite potential challenges, the podcast suggests that a successful broker-agent relationship can lead to greater success in real estate.
The podcast highlights the need for personal branding for agents and the need for brokers to be supportive of their agents' personal brands.

LINKS Join me on the Connect Practice Track and Grow Podcast

Download your FREE copy of Eight Success Mindsets Of The NEW Real Estate Professional and learn how to craft a career worth pursuing and a life worth living.

Visit Career With ROOST and find out of ROOST Real Estate Co. is the new way forward you’ve been looking for.

TRANSCRIPT (AI transcript provided as supporting material and may contain errors)

Chris McAllister Sorry, you ready? Okay, welcome to another episode of the Connect Practice Track and Grow podcast. I'm here today with my good friend and new podcast partner, lacey LeBonk. So Lacey and I have been working together this year and her job is to get all this content out of my head that I've been building up and carrying around the last few years. So it's been a great collaboration and she's going to help keep me on track with these podcasts as we move forward. So today we're going to be discussing the importance of good broker relationships and how to identify, you know, the characteristics of a really good, positive broker relationships, but also talk about some of the negative broker relationships and what those look like. Great. Laci LeBlanc Yeah, I'm excited to be here, chris, thanks for having me Excuse me. You know I find this content so fascinating, as I grew up in a family full of real estate professionals, so let's get into it. First things first. Why are we talking about broker relationships today? Why is it so important? Chris McAllister I think a lot of times, you know, like everything else in life, you know some people choose a broker relationship, you know, almost as a task that needs to be completed or, you know, almost like a transaction, whereas the very best broker, you know relationships are truly a good relationship, not just a business relationship but a personal relationship and, just like any relationship, they can be positive or negative, depend on what the two parties want and how much work they're willing to put into that relationship. So my goal is to help you avoid a bad relationship with your broker or your potential broker. But you know, sometimes that happens and that's part of the business and one of the other things to touch base today on sometimes we real estate agents stay in bad relationships with brokers longer than we should, and we'll touch base on a few reasons why that is. Laci LeBlanc So what are the characteristics of a good broker relationship? What are some examples of good broker relationship? Chris McAllister Well, I think one of the best examples of a good broker relationship is when the broker and the agent have the same views, the same outlook on the business, right how to approach the business, the practice of real estate. You know similar goals or at least understanding of each other's goals and desires. So it really comes down to how do you approach the business of real estate? And if you need a broker, you know maybe you're newer or maybe you're trying to get to the next level you need a broker. You know that you want as a mentor. You know you want to find a broker that is passionate about mentorship, but not all of us are. Some people, some brokers, are more focused on training, especially with new agents. Some are not. So you've really got to be clear on what your goals are for your personal business and what you're looking for in a perfect match. So let's say you have, you've got big goals right. You want to get to a big number or you want to grow your business from you know where you are today to something bigger, and you know that could be as simple as you know. Maybe you've been in the business for two or three years, maybe you're grossing $20,000, $30,000 a year and you want to get to that magic threshold of $100,000 a year, right, so you want to get, you want to find a broker who is going to be able to help you make that move from where you are to where you want to be. Maybe you're already at $100,000 plus and you want to become, you know, a team leader or, you know, run a brokerage within a brokerage and you're really a high achiever with a lot of ambition. You know you're on the go. You want to be, you know, more independent, you know. So not every broker is comfortable with that arrangement. So that's where you're at. You may want to, you know. Obviously you want to find a broker that is going to be a good fit for you there, but partnering with a broker who understands, you know, where you are today, what your long-term goals are, then remember that's he can't do that for you or she can't do that for you. You're the only one that can define what your goals are. So if you aren't sure yet where you want to go, what you want to be and what your practice to look like, I really urge you to get clear on that, you know, before you go out shopping for a broker. But again, if you partner with a broker who understands where you are today, your goals, long-term, short-term, and, most importantly, they share the same mindset as you do, you know there's probably, you probably will, I almost guarantee you'll find a broker that matches up with how you approach the business. Laci LeBlanc Well, that all sounds great, right, All of these concepts where you're in a relationship with a like-minded person and they're mentoring you or they're filling in where you have weaknesses and you know they're maximizing your strengths. But it's all a little abstract, probably for some folks out there. So can you provide an example? Can you provide, you know, an experience you've had with a positive broker-agent relationship, just to kind of make these things more tangible? Chris McAllister Yeah, so I got my license back in 2001. And some of you know my last I say my last real job. I was running the Target stores in Long Island in Queens, new York, and I didn't become an entrepreneur and a real estate agent until 2001. I was 40 years old at the time, so I started a little bit later. But I ended up moving my family and I back to Springfield, ohio, where I grew up and I joined the local, very well established mom and pop real estate brokerage in Springfield Ohio and you know, I was brand new. I was scared to death. I didn't know where my next paycheck was coming from. The girls were, you know, young in school and what I needed was a way to learn the business, get my foot in the door and figure out what this you know, the basics of the business were all about. Now, this was back in the day. So, you know there were three partners and a couple of other really high performing listing agents and they all sat, you know, around the perimeter of the office and then there was a bullpen in the middle where we would all come in with and do floor time. You know. You know a couple of hour shifts throughout the week and the idea was the listing agents generated all the leads, more leads than they could handle. So those buyer calls were pushed into the bullpen and of course we were happy to work on a 50-50 split and the brokers were thrilled because, you know, they had basically a core group of assistants there in the office helping sell their listings. And it was great because I took every open house opportunity I could get from those listing brokers. I spent time in the office. I learned from them that first two years as a real estate agent at that company really gave me the basics of not only what I needed to do as a real estate agent, how to practice, how to write contracts, how to fill out a listing contract, all the things you have to know to just be a basic competent practitioner. It was an absolutely perfect relationship that gave me a super firm foundation. You know, the first two years I was there for the rest of my career, so to me that was a perfect relationship. Laci LeBlanc It sounds like exactly what you needed at the time, which is what I'm hearing from. You is the key. It's different for everybody, but you have to figure out what you need and a broker that aligns with that. So let's talk about the other side of the coin, which is a bad broker relationship. Can you tell me about? How do you know you're in a bad broker relationship, or what does a bad broker relationship look like? Chris McAllister I think the key indicator of a bad broker relationship is when your core value is done aligned. If your approach to the business is different than your broker's approach to the business, there's going to be some friction. So, for example, if you're someone who is transactionally minded, somebody who's focused on doing 300 transactions a year or whatever the number is, and you just want to get every single opportunity to check those monthly closing goals off, then you want a broker who shares your transactional mindset and will help you meet those goals. If that's, you want a broker who sees the world the same way as you do Now. If you happen to be partnered with a broker who's more relationship focused, more focused on making connections with past clients, other agents, future clients, etc. They're clearly not going to have the same goals or daily routines or habits or just general outlook on life and businesses. You do so when you're focused on if you're focused on making the next sale and collecting the next paycheck and again, there's nothing wrong with that they might be more focused on the behaviors that are necessary to help build lasting referral based relationships. They're going to be more interested in making connections. Now, both of you want to make a living right, but it's two very clearly diverse paths to get there, and I know it's a simplification, but what it comes down to is, if your transaction focused and your broker is more relationship focused, it's probably not going to be a good fit and it's going to lead to a situation where not only you're frustrated, but you know your broker is going to be frustrated with you as well. Yeah, so what I'm? Laci LeBlanc hearing. I'm very encouraged by, because I think that in the workplace and I'm using foot fingers that you can't see, but what we're moving towards is a better work-life balance, is a better, you know, understanding that people work to live and not live to work. So what I hear is that you know a bad broker relationship can really make your whole life miserable, not just make it hard for you, you know, to make a living, because it is a really intense relationship that you have with your broker. It's not like it's not even necessarily like you go into the office every day and there's your boss there. You know lots of people go into the office and have a boss that they don't necessarily get along with and stay in that job, but this seems like it has the ability to really impact your entire life. Chris McAllister Yeah, I mean, if you're at a regular W2 job and you have a bad relationship with your boss, at least you're still getting paid right. If you're an independent contractor and you know everything that you do makes or break your ability to make next month's mortgage payment and your approach to the business is different than the guy who holds your license, it can cause a lot of turmoil in your life. And you know we as entrepreneurs and independent contractors and people who work on commission, you know we have a lot of different sorts of stresses and anxieties that a regular W2 person does and quite frankly we're different. But again, if I'm in a regular job and I'm not happy with my boss, at least I'm still getting paid. If I'm a realtor and I'm not happy with my broker or brokerage situation, sometimes it makes it hard to get paid. So this truly is financial and emotional, even psychological ramifications. There's a couple of other things that might foster a bad relationship. So you know, if you're a new agent, that needs a lot of mentoring but your broker isn't necessarily, you know, wired that way or has a different focus that's not going to work out. Now that doesn't mean that the broker or the manager of the company doesn't have. You know, somebody in the organization that's more wired that way to help you. You know. You know I'm not always the very clearly not the person to sit down and show somebody you know how to write a contract, but we have people in our organization that love doing that and are willing to sit down and mentor every new agent that comes through and you know, if they want sitting on their first couple of listing appointments, sit with them when they meet their first buyer, write a contract or whatever. So your broker per se may not be the person who does that, but if that's something that is important to you, you definitely want to choose a broker and brokerage who has that capability or someone with that sort of sensibility in their organization. Laci LeBlanc Yeah, absolutely so. Can you share, like we did with the positive broker relationship? We talked about your own initial experience in real estate, to kind of illustrate a positive broker relationship, Can you share an example of a negative broker relationship that you've experienced or someone close to you? Chris McAllister Yeah, so I'm going to go back to my personal experience. So you know I was at my mom and pop the first couple of years and you know I was super ambitious and smarter than everybody. I knew that's a joke. And you know, two years after I got my agent license, I immediately got my broker license in Ohio and impulsively bought up three rematch franchises and that was in 2003. I had a bad partner relationship, you know. I made an impulsive decision. I, you know I picked rematch, which has a ton of great qualities, and I learned a tremendous amount. But that was in 2003. Then we had the crash of 2007, 2008. And basically by 2009-10, I had managed to divest myself of my rematch responsibilities and I went back to work with my original mom and pop brokerage. So this time the relationship was a little bit different. You know, the idea was I thought that there was a chance that I could, you know, potentially buy that company or work closely with the three owners and help grow it beyond Springfield, ohio. And I ended up with my own office downtown, separate from their original office, and I brought all my agents over. I kept the core team, but all my agents went to work at their office, and you know I was super independent. I had my own thing going, I had my own business and that was all fine and dandy and it went kind of well for the first few months. But it wasn't too long before I realized that the three owners weren't on the same page about transitioning the business or any sort of succession plan. And then, you know, they all had kids that got their licenses or in the business and it became more and more clear that this wasn't going to be the type of growth opportunity for me that I wanted. And you know my whole thing is I'd loved working, you know, with buyers and sellers, investors and all of that. But at the end of the day, you know, I'm passionate and excited about growing a brand and I was already thinking about what, you know, roost real estate would look like. And before too long it was just clear that my, what I wanted out of the business was completely different than what they wanted out of the business. They basically wanted to keep it the way it was forever, keep it close to the vest, keep it in the family, don't try new things, don't try to expand. And I wanted something bigger than that, even if I couldn't articulate it at the time. So I think that's a good example of where, as we grow through different stages of our career and our personal capabilities and development, that you know paths can diverge and you know it's a natural part of life. But you know, at our company I try very hard to make sure that there's always a next opportunity for every agent. You know I want to see a new agent get to that 100 grand a year level within the first couple of years. If that agent wants to go beyond that and they want to hire their first assistant, I want to set them up for that. If they want to start to build a team around them, I want to support them in that. If you know they want to open their own satellite office, that's great. If they've grown into that. And you know, if they want to buy a Roost Real Estate company or a Lucky Town Real Estate company franchise someday and be their own boss and their own owner, then I'd be thrilled to support that. But our goal is that we have the people and capability to support all of our agents at whatever stage of their career. And so I think I went way beyond your question, lacey. But I think it's important to sort of illustrate how you know relationships. Can you know, sometimes diverge over time and turn into a not great relationship. Laci LeBlanc No, I think that's fantastic. It actually brings up another question that I have. So obviously there are good brokers out there for everybody, right? There's a broker for everyone, regardless of your style or how you want to work or what your goals are. So, knowing that, now, why do agents stay in these bad relationships? Like I said, I come from a family of real estate professionals, so I have seen from the outside looking in some of these relationships and I know that people who are in bad relationships with their brokers don't always leave. Why is that? Chris McAllister So I'm a bit older than you, but there was a hit song by 1975, when I was listening to the radio all the time in the car by Neal Sudakha, called Breaking Up is Hard to Do. Now it was a pop song. He first had a hit with it in 62 and then it was a giant hit again in 75 and it was just constantly on the radio. And the fact is, breaking up is hard to do and whether it's with your romantic partner or whatever, it's the same with your broker. So it's just not something that's fun, it's not something that's easy and sometimes it sucks. So why do people stay? Well, there's financial reasons. In most states every state that I'm aware of when an agent takes a listing, they're taking that listing on behalf of the broker. The broker owns the listing and if you're a strong listing agent with a big inventory and a steady stream of listings coming in, that's great. But it's also great for your broker and legally, if you and your broker have a falling out, they do not have to release your listing inventory back to you. It's theirs. They can choose to close it themselves and take the money. They can choose to pass it on to another agent and split it with them, but legally they don't have to release those listings and so obviously if you're in that situation it makes it hard to leave because you're leaving, not you know, you're going to keep your long term cash because hopefully it was your relationships that you've had with those listings, not your broker's relationship, you know, with those listings. But at a minimum you're going to lose short term cash because you've got closings that you work so hard to get, spend a lot of your own money and time to get, that you're not going to be able to cash in on or be rewarded for. So there's another thing out there that goes on and I don't know that it's happening so much now as we're in a transition into business. But you know, three, four years ago you know we had some of the big franchise brokers coming in and writing gigantic checks to productive agents to you know, like an upfront bounty, you know, to sign on for a two, three, four, five year, you know, plus commitment to their brokerage. So I'm not seeing that as much now, but there was a lot of that going on not too long ago and I think that also ends up walking in some agents to a broker relationship, you know and whether they wanted to leave or not. Legally it makes it very tough financially because they'd have to pay some money back. So financial reasons is a real thing. The other reason I think people stay in bad relationships with their broker, and maybe it's not bad, maybe it's just not perfect right. So you know, bad and good are pretty extreme polarities there. But a lot of agents don't have a whole lot of personal branding. They're not comfortable with talking about what they bring to the business, what they do for their clients, what's in it for their clients that's different than what any other agent in town or, specifically, any other agent in their office. And they've been successful, or maybe less so successful, because they've been relying on the brokerage marketing or the brokerage reputation or the brokerage value proposition as opposed to developing their own right. And it could be as simple. Sometimes it's branding, sometimes it's not so much the graphic design and so forth, but it is that too, a huge degree. Now I want to see Allabarie. I want Roost Real Estate Company to be the best supportive brand partner for every agent that we have and every agent. That is a good fit for us. But it's a support structure, it's a boost. Our goal is to help every agent develop their own personal brand that stands out in the market, that makes them an independent business owner who knows their value and professionally gets paid for their value. That's the key. So why would people stay in a less than optimum relationship? Well, I think many times they're scared to death to leave what's worked right. They're afraid to leave what they've got even though they know in their hearts that there is something better out there. So the lack of personal branding and a reliance on the 100% reliance on the brand is a reason why people often stick around. And then the final thing and I don't care if you're the most ruthless, hard-nosed business person in the world breaking up is hard to do and many times, if we're not close friends with our brokers, we definitely have a professional relationship. It's very unusual that there's a massive shouting fight falling out. That happens. But when you have a close working relationship with someone, it's human nature that you have some feelings, and I mean I don't care who you are, and sometimes you can enjoy working with someone and lose sight of whether the business relationship is a good one. So that's probably the third thing, the biggest reason why agents stay in a tough relationship, or I should say less than perfect relationship, because they feel an obligation to their broker or the person who brought them up and through the business, and there's nothing wrong with that. I challenge myself. We've got some fantastic long-term relationship with our agents and they're the best, and I'm so grateful that they've been with us for years and years. But I'm constantly challenging myself and I honestly tried and constantly challenged them. What's next? What can we do differently? What do you need today? And I'm hoping that asking those questions is that great first step and then being in a position to provide additional opportunities helps cement that relationship for the long term. But those are the three big reasons why I think they stick around. It could be financial, it could be scared of going off on their own because they don't have a personal brand, and then it comes down to the emotional aspect of being close to somebody that you've worked with for a long period of time. Laci LeBlanc So we're human, is what you're saying. We're human and we have human needs and emotions. Real estate agents are people too, is what I'm hearing. Chris McAllister Even the transaction-focused ones are people too. That's exactly right. Laci LeBlanc Yeah, Well, the other thing I'm hearing that I was going to address, but you addressed it for me, is these relationships are ever changing, Just like our needs. I think about people coming into the business and then expanding their family, or having a family that needs taking care of, or just different goals, like you said. And so finding a broker who, like you said about Roost, is willing to grow with their agents seems like it's really important. So for a new broker that's looking for a broker relationship, that's definitely something to look for. But for seasoned brokers maybe, who aren't are in these less than perfect situations, the phrase that keeps coming to my mind is don't cling to a mistake just because you've spent a long time making it. It's never too late to get out of a bad broker relationship or even just a less than perfect broker relationship. Even with somebody you love and care about and who is somebody you consider a friend, who has maybe helped you come up through the business, it's still possible to prioritize your goals and your family's livelihood and your dreams. So how do you get out of a less than perfect situation with a broker without necessarily burning bridges or having to refinance your house or whatever it is? What are some tips for agents who maybe are ready to move on but are hesitant to do so? Chris McAllister Well, you're right, we all suffer. Most of us suffer from I think they call it some cost fallacy. We make an investment, we buy something, we keep putting money into it and nothing changes, but we're scared to move on because we still hope against hope that that bet's going to pay off. Right, that gamble's going to pay off, I'm going to win all my money back. I mean, sometimes you've got to be honest with yourself and be self-aware enough to know, wow, I've put a lot of time and effort, I've tried to sit down, I've tried to put my thoughts on paper, I've tried to ask, I've tried to do this, I've tried to do that and it's not working and it's time to go. But practically, if you're a big listing agent and your broker is not going to release your listings, you could still negotiate that transfer with your broker. You should still try. Maybe there's a compromise where maybe they'll let you take the listings, release them to your new brokerage and maybe they'll be happy to accept the referral fee versus taking the entire listing. I think with us, right or wrong, I have never, if an agent wanted to leave and it breaks my heart every time somebody leaves. You know it's not cost on the broker side too. Even if we know it's a bad relationship, we still hate to have people leave. But I can tell you at our brokerage, you know I don't want to make it any harder than it is. So you know we tell our agents that you know if your owner requests to be released from their listing contract, you know I'll sign it. So we personally don't do that right or wrong. I mean, obviously, if somebody's leaving the business, that's different. But if somebody's moving on to something else, we don't try to hold the listings. But if your broker has every right to so, you need to have an adult conversation with them. As far as the branding challenges, you know you've got to find a way a coach, a mentor, a service, you know something to focus on establishing a personal brand. And even if it takes a little time to start building up your personal brand against the backdrop of your brokerage brand, you've got to decide okay, I'm going to do this, there's the goal. And then you're going to have to get some help, learn some capabilities, put some milestones in place and figure out what your personal brand is going to look like and how you're going to start establishing yourself in the marketplace with that personal brand and maybe it's as simple as a super signature on your emails. You know, maybe it's. You know if you're doing just list of cards or you're doing, you know, monthly items of value, that you know you start to highlight what makes you different from other agents in a bite-size branded approach. We're not trying to, you know, walk away from the brokerage. You can't do that. You know your personal brand cannot be more prominent than your broker's brand. But you don't want your broker brand to completely supersede who you are as a value-added agent. And as far as the friendship thing goes, you know everything is hard. It comes down to an open and honest conversation. You know thank them. You know I'm sure you had some good that came out of it. Let them know that. You know as hard as it can be and unless your broker is just a real jerk, you know, just keep in mind that they're people too, we're people too, and you know this is as hard for them as it is for you. But this is a business and you need to do what's right for you. Laci LeBlanc So, so good broker relationships do exist. I hope that this has been as educational and inspirational for folks out there who are looking for a broker, who are in a relationship not to leave necessarily, but to push themselves and to to push their broker to be the person they need for them to be in the business, because I think this is I don't know this is news to any agents out there, but it might be a good reminder, right that live to work, that you work to live, and that this good broker relationship can improve your quality of life just kind of across the board. Chris McAllister Yeah, yeah, the quality of life they could be in a bad relationship. You know, when you wake up in the middle of the night and you're thinking about that damn problem, you know, take that nail out of the side of your head is important. So if you're in a bad relationship, my advice is let's figure out a way to, you know, to get you out of it. But you know, having that positive relationship, or at least one where you're not in constant conflict and friction, it's essential to your success as a real estate professional and your happiness as a person in a real estate professional. So again, you got to understand characteristics of both positive, negative relationships. You're going to have to do some, you know, solid, quiet time, thinking. You're going to have to make a plan and only you can decide where you want to go next and how you're going to get there. So, lacey, thank you very much. This was fun our first time out, looking forward to our next one and to everybody out there. Thank you for listening to today's episode of the Connect Practice Track and Grow podcast, and I don't care if you're a new realtor out there in the world or you've been out there for a long time. I would love to have you as a guest on this podcast. So if you're interested in coming on and having a you know, 20 to 60 minute, 30 to 60 minute coaching session and letting us record it for the podcast, I would be thrilled to have you, and who knows, maybe Lacey would even join us. So just visit wwwconnectpractisttrackgrowcom and click on be a guest. So, and thank you again, lacey.

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Josh is a Realtor and Lead Property Manager for ROOST Real Estate Co. in Springfield Ohio. Josh started out as a client referred to me by a local credit union I worked a few years ago. Soon after closing on his family’s first home, he became a Realtor while still working a full-time management job with a local insurance services business. Not too long after that, he became a full-time Realtor and Property Manager. Josh’s practice is built around his friends and family, as well as business and referrals he receives from his property management clients. I hope you are as inspired by Josh’s story as I am.

LINKSShow Notes

About ROOST Real Estate

About The Strategic Resource for Real Estate Professionals

Get a Free Copy of How To Make It In The NEW Real Estate Business at HowToMakeItInRealEstate.com

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| | Josh HuffordAbout Josh |

Special Guest: Josh Hufford.

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This episode of the Connect Practice Track and Grow podcast was recorded for the broker-owners in our audience. There comes a time in every entrepreneur's life when they start to consider what comes next. I found that many great brokers are completely unaware of the value of the business they have poured their hearts and souls into over the years. Waking up to the fact that your business not only funds your current lifestyle. But can also be a major financial asset you can leverage on your terms is what this episode is all about. This podcast is an in-depth discussion I recorded with Kristi Linebaugh of 90-minute books.com about my book, Leverage Your Real Estate Legacy.

LINKSShow Notes

About ROOST Real Estate

About The Strategic Resource for Real Estate Professionals

Get a Free Copy of How To Make It In The NEW Real Estate Business at HowToMakeItInRealEstate.com

Get a Free Copy of Leverage Your Real Estate Legacy at leverageyourlegacybook.com

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| | Chris McAllisterAbout Chris |

Special Guest: Chris McAllister.

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This is a special episode of the Connect Practice Track & Grow Podcast for property managers, and those who may want to offer property management services to their clients in the future. Chris wrote a book called The Landlord Profitability Playbook and this podcast is a discussion he recorded with Kristi Linebaugh of 90MinuteBooks.com, about The Eight Profitability Plays owners need to automate property management and get on with their lives. There are a lot of great nuggets of information here and we hope you enjoy listening.

LINKSShow Notes

About ROOST Real Estate

About The Strategic Resource for Real Estate Professionals

Get a Free Copy of How To Make It In The NEW Real Estate Business at HowToMakeItInRealEstate.com

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| | Chris McAllisterAbout Chris |

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On today's episode, I am joined by realtor and market leader for Roost Real Estate, Priscilla McNamee. Priscilla has 20 years of real estate experience and has proven herself to be a master at using social media as an amplifier for her real world relationships. Using her methods, she has doubled her business since 2018 and is continuing on her trajectory of growth. In this episode, Priscilla shares her journey from rookie to expert and gives us advice on how we can leverage social media as a way to form lasting and valuable relationships.

LINKSShow Notes

About ROOST Real Estate

About The Strategic Resource for Real Estate Professionals

Get a Free Copy of How To Make It In The NEW Real Estate Business at HowToMakeItInRealEstate.com

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| | Priscilla McNameeAbout Priscilla |

Special Guest: Priscilla McNamee.

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Today on the Connect Practice Tracking Growth Podcast, we're talking with Susan Elliott, real estate broker in Ohio, an agent in Florida, and the Market Leader for ROOST Real Estate Co. in Southwest Florida. In many ways, she's the poster child for the Connect, Practice, Track, and Grow approach. She's incredibly intentional about making new connections, has a natural gift for nurturing relationships, and is conscious about expanding her practice and tracking her numbers. This is a great opportunity to hear her perspective on what's working for her today and how she's able to generate more leads, book more appointments, and close more deals.

LINKSShow Notes

About ROOST Real Estate

About The Strategic Resource for Real Estate Professionals

Get a Free Copy of How To Make It In The NEW Real Estate Business at HowToMakeItInRealEstate.com

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| | Susan ElliottAbout Susan |

Special Guest: Susan Elliott.

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