Why Your Team Matters, Both In-House & Outsourced | Episode 106

I mean, who doesn't like Philadelphia butter cake? Haha. In all seriousness, this episode is all about your team: employees, hourly workers, VAs, vendors, you name it. Why is your team so important? Because if you and your team don't deliver, that client is not coming back nor will they drop your name for referrals (shout-out to Brian at Fountain Street Auto, for giving us inspo). Sean & Tim dive into teams, their importance, and how to grow your squad!

Big shout-out to our show's loyal and dedicated sponsor: Property Management Redefined. John Sacks and his team love our show and continue to support our mission of helping people through podcasting!

Our goal with Bricks & Risk is that you walk away with 1 or 2 valuable nuggets that can help build your own business. Our audience grows through word of mouth, so if you would please take a moment of your time and give us a review on the platform you’re on, that would be fantastic!

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Until next week, keep learning and keep growing!

** Episode Shout-Outs **
→ Danish Bakers: https://www.danishbakers.com/
→ Episode Sponsor, Property Management Redefined: https://gopmr.com/

📲 Contact Info 📲
→ Sean Mooney, Mooney Insurance Brokers: www.mooneybrokers.com/
→ Tim Garrity, The Tim Garrity Team: www.timgarrityteam.com/

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Transcript

SPEAKER_01 0:00

But if I don't deliver on the real estate side or you don't deliver on the insurance side, they're not coming back and they're not telling anyone to work with us. Brian opens a shop. The people that already know him are gonna come in. Okay, let's say he's got 10 people. They all come in, they already love him. Yes.

SPEAKER_00 0:17

Is this going to be the fountain auto shop episode?

SPEAKER_01 0:21

The FSA episode? I think we're gonna have to do that. Okay. So the 10 come in, they're already gonna work with Brian. Right. But then now Brian's got his own shop. So those 10 are gonna tell five people each, hey, you know what? You really should work with Brian. He just opened his own shop. He's the best. Honey, you gotta go there. So he'll get a give him a shot. Try him out. He's a good guy. He'll get two more clients out of each of those ten. All right. So now he's got like another like 20. Okay. So now he's got 30. And then what happens? That 30 keeps going out and keeps saying, you got to go here, you got to go here, you got to go here. That is what compounded clients are. That is where the time comes in. The runway, the longevity, all these things we've been talking about for two plus years now. That is the foundation of it. It's like you said, they can know him and come in through word of mouth. But if I don't deliver on the real estate side or you don't deliver on the insurance side, they're not coming back and they are not telling anyone to work with us. Welcome to the podcast dedicated to real estate, insurance, and building your business. Join us as we take you along our own business building journeys with additional wisdom from our network of local and national experts. Welcome to Bricks and Risk.

SPEAKER_00 1:44

This episode is brought to you by Property Management Redefined. PMR is not just managing properties, we're creating partnerships that build long-term success for property owners. John and his team can be reached at manage at gopmr.com or by phone 267-753-6005. Tim. Yes, Sean. Who's a good client for PMR?

SPEAKER_01 2:11

Property management redefined is looking for property owners who value three things accountability, reliability, and a results-driven approach. You want to maximize returns, but still provide client and tenant satisfaction.

SPEAKER_00 2:26

There's a lot of property managers out there. Yes, there are.

SPEAKER_01 2:29

What does PMR do really well? Biggest thing is they're steamless and they're worry-free. So with that approach in mind, it allows the property owner to put their trust in PMR and know that the results will be there. The other thing I think a property owner is really going to value because they do it so well is that they have a local expert team, boots on the ground, managing your properties and your tenants' expectations every day so that you feel good about your investments.

SPEAKER_00 2:56

We have millions of listeners out there. Tens of millions. If they want more information, how do they find PMR?

SPEAKER_01 3:03

Right here, guys. Reach out to John Sachs and his team at Property Management Redefine. Take good care of you. Hey everyone. Welcome to another episode of Bricks and Risk. I'm Timmy G. And I'm Sean Mooney. Sean Buttercake Mooney. That's what they used to call me in sixth grade. As as most people call him who know him well. Shout out to Katie Mack. We were all going to the same party, and she showed up with a buttercake from Danish Baker, Danish Bakers. Danish Bakers, Huntington Pike, Rockledge, Pennsylvania.

SPEAKER_00 3:54

Yep.

SPEAKER_01 3:55

Killer buttercake, if you've never had it before.

SPEAKER_00 3:58

Foley uh is somehow related to them. Oh, really? So I think Mrs. Foley used to work there, like odds and ends. Same, same family that's like owned it? Yeah. For like a hundred years.

SPEAKER_01 4:08

Oh, that's awesome. Cool. All right, what are we getting into today?

SPEAKER_00 4:12

We're jumping in and talking about teams and how teams kind of uh build your business and how your business is really dependent upon not only your primary teams, but also your secondary ancillary teams that you have as your like business professional networks and how they uh can help you grow.

SPEAKER_01 4:37

And we're doing this one a little different today. Normally, we got a couple of bullets, got a few notes up there. We have zero today. So I'm just filling you in at the beginning how we're rolling with some of our episodes today. We're we're batch filming.

SPEAKER_00 4:51

The tendency would be uh why it's ironic is it's because you, Mr. uh bullet point, Mr. Top Three, Mr. Outline, Mr. Excel's presentation, Mr. Too Organized. Uh, where it's like, uh, let's just pick a topic. So here we are.

SPEAKER_01 5:09

Yeah. And I think too, it's like we're we're a little tired. We're we just finished Christmas, we're about to head into New Year's, we just crushed it in Atlantic City a couple weeks ago. Like, we have been going, you just moved, you're about to move your business into a banging office. Like, there's enough going on in life right now. So I figured no bullets today. Let's just shoot this shit. As they say. No bullets, here we go. All right. So if we're gonna talk about team and why teams matter, let's start with our immediate teams. Yep. So at your insurance brokerage, yep, you have employees. Yep. Okay, so why don't you share a little bit on how your office is set up and who your team is at your office?

SPEAKER_00 5:58

Yeah, so right now it's uh Trudy who really steers the ship. She is in ship. She helps tie your shoes. I mean just about. Yeah. Uh so she really is the engine that makes all of our back office work. She's in charge of that and make sure everything gets done. Okay. Kind of souped and nuts.

SPEAKER_01 6:26

Like a like an operations, an office manager, operations person, have whatever you want to call it. Yeah. Five thousand ways you can name that position.

SPEAKER_00 6:33

Yep. Okay. And so uh on top of that, we just brought in a a VA who is doing a lot of the so so before, before we had this new person, Rick, in our office. I don't know if I've ever met Rick. You probably wouldn't meet him unless you met him virtually. I've never met him. Does he go by Ricky? No, his name is uh something else shortened to Rick. Like, not keep going. Um so she was doing it all. Yeah. And then it just kind of got to a point where we're like, we need more. Uh-huh. So then we bought Rick in, and he's doing a lot of the follow-ups, a lot of the service work, and then she kind of manages the weekly, daily uh office operations, and then is overseeing him as well. Okay. And then who else? And then Pat. Pat is our uh sale, you know, dedicated salesperson, and he kind of is responsible for all sales, all new business.

SPEAKER_01 7:40

So Pat does sales, but you also do sales, still technically, right? We'll call it you know managing relationships.

SPEAKER_00 7:47

Yeah.

SPEAKER_01 7:48

Okay. What would differentiate like what's something that Pat would do versus something you would do, or is it just kind of like divide and conquer kind of thing? It's like you do this, I do that. Not like really like putting them in buckets.

SPEAKER_00 8:00

Yeah, so uh any of the commercial stuff that comes in is me. Pat doesn't do any of that.

SPEAKER_01 8:05

So commercials like business.

SPEAKER_00 8:08

Yep. Okay. So he wouldn't do any of that. That's all me. And then personal lines, home, auto, life insurance, that's Pat for the most part. Gotcha. And and that's how we're basically structured at this point.

SPEAKER_01 8:24

So it's you and basically a team of three others. Yeah. Okay. And then with having a team of three others, you're even in a spot right now where you might be looking for more people.

SPEAKER_00 8:34

Yeah, when we move into the new office, uh, my hope is that we can get an additional person um to bring in just to kind of spread it around a little more.

SPEAKER_01 8:44

Spread like almost like uh someone, another rep, let's call it.

SPEAKER_00 8:49

Yeah, so I think that uh in having that person, it would be my hope would be a licensed person. So either like a new person to become licensed or a licensed person coming in, and they can service the existing book and do some new sales.

SPEAKER_01 9:10

It's my hope. So we talked we were talking about your immediate team. Yeah, you've been in business now for like about 13 years. Looking back to when you started, because you know, prior to doing this episode, I told you I went back to the episode we did prior to talk about what was it like starting in year one. Yeah. And that was similar to this. We just had this is what we're gonna talk about, and it spawned two episodes because we talked for like an hour. So again, we're trying to like trim it down a little bit. Um, but looking back 13 years in, having that team of three, and now looking to even like pick up another team member or team members in the future, like how does it feel to like look back and see like where you were with the half desk and the bagged lunch and not wanting people to come look at your office space? I'll meet you in the conference room to like you're about to move into a new space in Ambler, check them out, and uh and you're growing. Like, how does that feel?

SPEAKER_00 10:11

Yeah, so uh I think uh it's it's good. Um we're growing and everything is going in that direction, and and looking back, it's kind of funny to look back because you're like the humble start of you know, nothing.

SPEAKER_01 10:31

Just hustling all day, all night.

SPEAKER_00 10:33

Yeah, so um, so where we're at now is kind of cool. Kind of cool to see like, all right, you know, we're starting to build a team, we're still under, you know, it's starting to feel like a real agency. Whereas before, maybe it was just like for lack. I hate to say it, but it like I don't know, not as developed.

SPEAKER_01 10:57

Look, I know you're humble. From the outside looking in, I'll tell you it you've looked like you've had a very successful insurance business slash company for years.

SPEAKER_00 11:08

Yeah.

SPEAKER_01 11:09

I mean I get that. You do like you help out a lot of people that we both know. Yeah. And you're constantly growing. And obviously now you're signing autographs on the street. Right. It's like people are like, uh, is was that Mooney?

SPEAKER_00 11:22

Yeah.

SPEAKER_01 11:22

I I recognize that outfit anywhere.

SPEAKER_00 11:24

Was that Mooney M-O-O-N-E-E?

SPEAKER_01 11:28

Was that the Doc King that just walked by? Because if it was, I better get some paper and a pencil out of this local business.

SPEAKER_00 11:34

That's that's the person on the outside looking it, right? Like, oh my gosh, he he's an Ambler, he's got the office, you know. Um but there's been a lot of struggle, a lot of steps to get to where we're at now. Yep. Uh it certainly always are. It certainly hasn't been um easy. And there's, you know, challenges every day, every, you know, that we that we deal with. So I guess that's the story of any business where someone just automatically assumes, oh, you know, they got it going on and everything's you know humming along and doing great. Yep. Um perception versus reality. Yeah. You wake up and you're like, the whole world's falling apart. Exactly. Every day. Exactly. Um, but uh again, too, is is getting in a new space, having more employees, it's um there's there's a burden with that. And that's the challenging part for me is just making sure that our team members are happy, our team members are where they need to be, and and and trying to get the agency to where we want to be. Okay. Cool.

SPEAKER_01 12:44

I'd say for for my team, so the Tim Garretty team, we're we're a small, nimble real estate team, does residential real estate in and around Philadelphia. It's basically myself and my brother Ryan who do the majority of the business, and then I have a handful of team members who do a deal here or a deal there. And the reason my team is like that today, I mean, we've talked about it before, partnership ended at Copper Hill. I pivoted and I kind of purposefully shrunk down my operation to coincide with my lifestyle, with wanting to be more present at home, with everything that I built over the last 15 years of residential real estate, because there are things working in the background that have nothing to do with my residential real estate team, which is that just happened through 15 years of partnership, hard work, understanding, knowledge, things like that. Um so that's my immediate team, just me and a handful of team members, licensed agents who help buyers, sellers, tenants, landlords, and investors. Now, when someone does a real estate transaction, this kind of brings me to like the the second part of like your team. Someone comes to me and says, Hey Tim, I want to buy a house, I want to sell a house. They're not just coming to me to schedule the showing, open the doors, negotiate, write paperwork, and help them along the way. That is probably the main thing they're coming to me for. Tim's sharp, he's knowledgeable, he's a nice guy. I know him already. He knows my friend or family member. I've already worked with them. However, they came to me, they want me to advise and guide them through the transaction. But in residential real estate, there are different steps and stages that you have to do in a transaction to get you from start to finish. Start is making the offer and having it accepted to actually going to closing and picking up your keys. So when people get started, they're gonna need other members of my team along the way to make sure the transaction is seamless. Hey everyone, this is Tim, your favorite bricks and risk co-host. But don't tell Sean. I hope you're enjoying this episode, and I'll get right back to it in a moment. Our audience grows through word of mouth, so if you would please take a moment of your time and give us a review on the platform you're on, that would be fantastic. Please also help spread the BR word by sharing your favorite episode with a friend. We greatly appreciate your time and trust. Now, back to the show. They're amazing. Um Yeah, we just dealt with them. You do it.

SPEAKER_00 15:45

I mean, they ensure that every step along the way it's like you have your your uh checklist, right, as a buyer or seller, and you're you on your plate is like 800 million things to do. Aside from picking paint colors, right. Along the way. And you definitely need someone sitting on your shoulder making sure you're checking each of these boxes along the way. So they do a tremendous job to keep us on task and making sure that each of those steps are completed so that when you get to that final step, everything is completed. Although ours, if you remember the 11th hour on settlement day, we were Oh yeah. But that was only by the township. Doing a couple things. The People's Republic of Upper Dublin.

SPEAKER_01 16:50

Um so um, yeah, so let's talk about that second layer, transaction coordination. Probably the most successful uh person you can outsource or have them, you know, employee from within, have everyone do it. In ensuring a smooth real estate transaction, because and someone said this another day on a podcast, and I don't know if it's true or not, but let's just use as a baseline. There's about a hundred and eighty communication touch points just in one residential real estate transaction. And you just went through this, so I'm sure you would agree with that. Take the over. Yeah. So you think about how many times you have to communicate with someone in a 30 to 60 day period just to get through the transaction on top of all the other things that have to be done. That's a lot of work.

SPEAKER_00 17:41

Here's what oh, here's another thing. Yep. So when you have your checklist, your task is whatever, um, you need someone to go to to get questions answered. Correct.

SPEAKER_01 17:55

Like immediate, like within either a couple hours or less than a day, let's call it. Because things are moving fast.

SPEAKER_00 18:01

Yes. And to have a resource where you can just hit them on an email, and more times than not, they don't know the answer, right? But they know where to go get the answer for you and get back to you quickly with a you know a response in in a timely manner.

SPEAKER_01 18:20

Yeah. I mean, there's only so many hours in the day. Right. Like you've seen this. People wonder why realtors, residential real estate agents get paid what they do, because it is a ton of work. It's a ton of liability, there's personalities, there's families, there's emotions, there's lots of money.

SPEAKER_00 18:37

When you say families, do you mean like, you know, parents of buyers? Yes.

SPEAKER_01 18:45

Like everyone. And in-laws, it could be your significant other and/or your kids if you have them, or it could be your parents, your aunts and uncles, your neighbor who you trust. Oh, this person does this, this person knows this. I need them to weigh in on everything. So, yeah, it's hours and hours and hours and hours and hours of communication just to get one residential real estate transaction done. So, Verusha, highly valuable to my team. Some other people on that second layer that I deal with would be a home inspector. Shout out to Reed Stever, RS Home Inspection. So, again, when someone's buying a house, they're like, hey, do you know a good home inspector? Yeah, I'm usually going to recommend like one or two. So allow people to make their choices. But Reed's the one I prefer. He's a great guy. I've known him since college. He runs his own business. He's honest. He operates with integrity. He's super knowledgeable. He's got great bedside manner. So shout out to Reed. Shout out to Andalus Girls Club. That's right. AGC. AGC. They got a shout out on the Reed episode. Reed's not a member, but family. Correct. Honorary member. Yeah. Um, so then you have a home inspector. Then you have lenders. I have multiple lenders that I work with. Because when someone comes in and says, hey, you know, before we even look at a house, I need to get pre-approved for a mortgage. Who would you recommend? Here are a couple people that I work with. Again, good to have a few options so that your clients can make choices and match personalities. Also, RESPA, you want to be careful about what you're doing, just saying, only work with this person because they're the best. That's great. There's lots of people who are the best at what they do, but you want to give people options. So the lenders are going to get them pre-approved up front and again be a part of that communication channel throughout the transaction. Then you're also going to have a title insurance company. So again, multiple title companies that I've worked with with a title insurance company, they're the ones dotting the I's, crossing the T's, making sure everything's transferring from the seller to the buyer with ease. They can get insurance for the property, and that when we have closing, they're the person basically doing the debits and credits. They're the one balancing numbers, communicating on the documents. Good bedside manner, same thing. Maybe there's the office that you're having closing at, maybe you're having at the realtor's office. It doesn't matter. But the title company is there to close it out, to make sure it gets done, and that experience feels really good for that client. So just on one residential real estate transaction, I have at least three to five different vendors that are part of my team when someone comes to me and says, I want to buy, I want to sell. Let's talk about money insurance brokers. What are some of the outside vendors' resources that you need for someone when they're working with you for different things?

SPEAKER_00 21:41

So it's not as direct uh as it is with real estate, um, but we sec we certainly have secondary uh people that you know we are aligned with in business. Um real estate and mortgage, right? We often have people coming to us in the Those instances where they're trying to get clients uh insurance for closing, or you know, selling or buying. Um and then we also have contractors, uh contractors being in the more in the event of a claim, right? So, like you gave the example, right? You know, your window or something like that. We need someone to look at. Um, roofing contractors, right? So, like right now, the roof is the hot topic, and sometimes they need to get inspected or they need to get warranty, or they need to get just some sort of simple write-up of hey, this is in good working condition.

SPEAKER_01 22:35

Right. They need a professional to go out, take a look at the roof, and say how old or how uh what kind of condition they think it's in.

SPEAKER_00 22:42

Yep. Um, so we have roofing contractors for that. Um, and so you know, a couple other different contractors in the way of plumbers uh for for claims and such. How about on the auto side? Auto, uh, yeah, body shops um that we use that we have connections with. Um so, like in that instance where it's a minor thing, um, oh, we have a shop here, try to use them, see if they can, you know, fix it for you know a lower amount and maybe not have it apply against your insurance.

SPEAKER_01 23:16

So in the insurance world, because you made a very good uh point there, it's it's not direct. They're they're not necessary to do business. With my world, it is necessary. So those people are going to be involved in every transaction if someone comes to me and says, Can you recommend someone? Okay, so that's first and foremost. So the fact that it's not necessary for you, like how did those relationships develop?

SPEAKER_00 23:42

Yeah, more uh let's go back to word of mouth. Um, a client uses a body shop. Hey, Sean, I use these guys, they were really good, they were really, you know, did a good job and you know, really worked for me. So, you know, you start to build that Rolodex of people and resources that you can go to in specific events. Yep. And so over time, it's just a matter of building that Rolodex and developing those relationships where you can make the call you know where to go and who to touch when that same situation arises.

SPEAKER_01 24:25

You know when you go to Spirit Halloween and just randomly go in there and get inspo for like a Halloween costume, and there's all this weird stuff, you know, like like a hot dog, or like, you know, what did I? I was like an alien was like carrying me and I had like fake legs in front of me, that's what I wore this year, and it was a big hit. It's got like the fan in it and the whole thing. You would think that they would have one that's a Rolodex and that you just stick your head through the top and then the front of it, and it's like cards and like a big plastic top. And if they do have that, I think we need to get two Rolodex outfits. So Spirit Halloween, if you're listening right now, Rolodex is a good option for people in business or costume. And then we'll just show up with them.

SPEAKER_00 25:14

Yeah. So like we were talking before the episode, um, it's developing the relationships and having the ability to go to those people who you trust to refer your clients to when they need that specific help.

SPEAKER_01 25:32

Okay. So, like we've talked about our first layer of team members, let's call them, our second, second degree team members. Some are necessary on the transactions, more on my side, some of them are not as necessary on your side. Let's talk about why your team matters, not only from a service standpoint, but I think something you had just said there, you know, it resonated with me was like word of mouth. And so I was just at Fountain Street Auto, Brian Bashera, shout out my man. Brian takes care of our family cars. He's the best, he is the best. And so I still drive to Roxboro from where I live now, about 20, 25 minute drive. Go in, see Brian in the shop, say hi to Anthony. They take care of our cars. And so I saw Brian today and I was like, hey man, like, Merry Christmas, happy new year. Like, how's business? And he's like, I I don't even know how to keep up. It's too busy. And every time I'm in there, it is just like this zoo of customers in and out and in and out, and they got they got three cars up on lists, and there's there's four or five service people walking around, two people working the front desk now. It used to just be Brian when he first started the front desk and had maybe one, maybe two people in the back. And the reason I say that is because we were talking about it, you know. It's not like he was trying to build this very like flashy brand of an auto shop that people were like, ooh, that looks cool, I'll go check it out. No, he just he bought a garage and he had relationships already because he was in the auto business and said, Okay, I'm gonna do my own thing now. The people who want to work with me will come here. But then what happened? You had said something that I thought was highly valuable. We're talking about like how it's grown through like word of mouth. What did you what were you saying to me when I was like mentioning this like prior to the show? You were saying something about like, no, those people don't just come through word of mouth.

SPEAKER_00 27:37

Yeah, so the point I was trying to make was it so it's kind of two parts to the customer equation. The first being word of mouth, right?

SPEAKER_01 27:46

Yeah. So Yeah, I know Brian. Go work with let's say you didn't know him. Yep. Tim, where do you go get your car fixed? I go to Fountain Street Auto. Like, cool, give me Brian's info. Yep.

SPEAKER_00 27:54

That's one well. So that's the front side of the equation. The back side is that you know, once they get in the door, that you have to deliver for that client. Correct. You know, you it's one thing to get them in the door, it's another thing for them to become a repeat customer. To be wowed. Yeah. And so doing a good job, uh, making the proper recommendations, having a friendly way about yourself, all of that on the back end is what's going to convert that prospect client or prospect into a return client. Do you know what it is?

SPEAKER_01 28:35

It's kind of like, and I highly dislike this about the residential real estate industry, where it's like you listen to these podcasts, which I listen to tons, you watch shows, you listen to people, you know, speak at a conference, you know, a training, whatever it is. And all these people are talking about are like, you have to have this tool. You have to make sure your numbers are here. You can't, you need your hourly rate. You need, I'm not saying that's not valuable. All that stuff matters when you run a business. But what a lot of these experts don't talk about, which I find so foundational and fundamental to any kind of business, whether you're Brian at the auto shop or me with real estate or you with insurance, is compounded clients. Okay. Brian opens a shop, the people that already know him are gonna come in. Okay, let's say he's got 10 people. They all come in, they already love him. Yes. Is this going to be the fountain auto shop episode? The FSA episode? I think we're gonna have to do that. Okay, keep going. So the 10 come in, they're already gonna work with Brian. Right. But then now Brian's got his own shop. So those 10 are gonna tell five people each, hey, you know what? You really should work with Brian. He just opened his own shop. He's the best. So he'll get a shot. Try him out. He's a good guy. He'll get two more clients out of each of those 10. All right. So now he's got like another like 20. Okay. So now he's got 30. And then what happens? That 30 keeps going out and keeps saying, you gotta go here, you gotta go here, you gotta go here. That is what compounded clients are. That is where the time comes in. The runway, the longevity, all these things we've been talking about for two plus years now, that is the foundation of it. It's like you said, they can know him and come in through word of mouth. But if I don't deliver on the real estate side or you don't deliver on the insurance side, they're not coming back and they're not telling anyone to work with us.

SPEAKER_00 30:33

And if we tie it back, if we take that as the as the basis for like starting a business and growing a business, and we tie it back to this episode, why Brian's team matters in the equation of growing the business, without the proper people at his shop, he wouldn't be able to grow. 100%. There's not enough hours in the day. And so why does your team matter? Because your team allows you to service the clients that want to use your shop, allows you to grow because without the team members, you're not gonna be able to service and you're not gonna be able to grow.

SPEAKER_01 31:16

Well, and just as you have grown, it's the same thing. Like you started out like just needing some admin help. Yeah. Like when we were at Copper Hill, it's the same thing. Like we just start out with admin. That's where you start. Like, I need someone to answer these emails or these calls or like upload these forms or get things signed or schedule things or whatever it is. Yeah. You need two more hands and another brain to help you with the amount of people you're servicing. Because if you don't, there's always going to be a ceiling of what you can and can't do. And with my team now, being that we're like a small real estate team, it's the same thing. Mine is so manageable because I know what I'm gonna do volume-wise in a calendar year. And I tell people what I'm gonna do volume-wise, and they like kind of like laugh me. They're like, that's it. I'm like, why does volume matter? It doesn't. Because guess what? My margin is way higher than yours. And I know that for a fact. So I'm making better money off the people I already know, the people I already like, vibe attracts your tribe, book a business, whatever you want to call it, just like you are, because they're coming to you. You're not going out to try and get them. And at the end of the day, that's what's going to take care of your business the most.

SPEAKER_00 32:32

Yeah, and if you look at it like cogs in a wheel, um, how important is it to have those right people? I mean, for me, it's the primary people in the agency. For you, it's not. It's the secondary pieces that complement your core business. And so they're very different, but they're very similar in that they're really making these transactions work, right? Like without Trudy in my office, stuff's not getting done. Yeah, and the customer service won't be there either. Yep. And same with you and Verush. It's like if you didn't have Verusha, these things aren't getting done, right? So it just in the value of your business, your team members are really the the engine that makes things go. 100%. Go ahead and shut this one down. All right, everyone, if you like the show and you appreciate what we're putting out there and you want to reach out to us, shoot us an email, bricksandrisk at gmail.com. You can subscribe to us on YouTube. Find us on audio platforms, Spotify, Apple, Amazon, and we're also on LinkedIn. Come join our network inside of LinkedIn where we share out different uh topics and some never-seen footage that we have from the show. Awesome.

SPEAKER_01 33:57

That's all we have for this one, folks. Thank you for tuning in again to another episode of Bricks and Risk. See you next week. Thank you for joining us on another episode of Bricks and Risk. Our goal is that you walk away with one or two valuable nuggets, and we greatly appreciate you sharing your time with us today. You can find all BR episodes on Spotify, Apple Music, YouTube, and anywhere else you get your podcast content. Until next time, keep learning and keep growing.