EP 35: THE EARN FRAMEWORK How Top-Producing Agents Turn Every Transaction Into Reviews, Referrals & Repeat Business

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You closed the deal… but did you earn the next one?

A smooth closing is only the baseline.

What actually earns the review, referral, or repeat business is how your buyer felt throughout the experience, especially during the stressful moments.

In Episode 35 of The Buyer's Box Podcast, Ally Burnett sits down with Brooke Riecke from the Reside Platform to break down the EARN Framework—a review and referral system agents can use whether they're solo or part of a team.

Engage. Anticipate. Retain. Network. From winning buyers in the first five minutes to setting expectations, staying connected after closing, and intentionally asking for referrals, Brooke explains how to build a client experience that keeps generating business beyond one transaction.

🎯 YOU'LL LEARN
✅ How to win buyer trust in the first five minutes after an inquiry
✅ How to anticipate client questions and prevent surprises during the transaction
✅ How to stay connected with past clients through simple, repeatable touchpoints
✅ How to ask for reviews and referrals intentionally without making it feel awkward
✅ How to turn one successful transaction into repeat and referral opportunities

⏰ TIMESTAMPS
0:09 - 2:47 – Meet Brooke Rieke & Her Real Estate Background
2:47 - 5:55 – Why Reviews & Referrals Need a System
5:55 - 8:26 – Past-Client Follow-Up & Staying Top-of-Mind
8:26 - 13:30 – E — ENGAGE: Win the Relationship Early
13:30 - 17:59 – A — ANTICIPATE: Lead the Client Experience
17:59 - 21:56 – R — RETAIN: Stay Connected After Closing
21:56 - 25:35 – N — NETWORK: Ask for Reviews & Referrals Intentionally
25:35 - 29:02 – Why Referrals Build Trust & Future Business

🎯 WHO THIS EPISODE IS FOR

• Real Estate Agents who want more reviews and referrals
• Buyer Agents who want to create a stronger client experience
• Realtors struggling to stay connected with past clients
• Solo Agents who want a repeatable referral system
• Team Leaders who want to generate more repeat and referral business

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Transcript

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SPEAKER_00 0:11

Hey everybody, this is Allie Burnett with the Buyers Box Podcast. Today we have a very special guest, Brooke Ricky from the Reside Platform. Welcome. Hi, everyone. Thanks for having me back, Allie. Absolutely. Yes. So happy to have you back. Brooke is one of our favorite people over at the Reside platform. Tell everybody a little bit about you, your role, and your background.

SPEAKER_01 0:33

Yeah, absolutely. So I have been in the real estate industry about, I was trying to do the math earlier and I was not like called. I think I've I joke that I've been in the real estate industry my whole life. My dad uh has been in real estate, you know, since I was born. So I was at the closings and the showings and the bassinet and all of that. So I joke I've been in it. I also went to college and I was like, I am never getting into real estate. Um and it's unstable, it's you know, it's chaotic. And then now here I am. Um, so I actually started as an agent about 12 years ago myself, and and still am an agent technically. I'm in more in referral status now, but I've also um since moved into different areas uh within the business of operations, transaction management, listing coordination, event planning, uh recruiting, um, you know, all sorts of operation roles and client success and coaching and training and all of that good stuff. So um all that to say, that's led me to Reside, the Reside platform about a year and a half ago at this point. Um, I had already knew some people that I worked with previously that were in Reside, and so it was kind of a natural fit. And as soon as I met the group and the leadership, I immediately was like, okay, these are my people and they have the same vision that I do, which is really making sure that leaders and operations and especially agents um have the support and the roadmaps of where they want to go and they have those people to help them get there. I mean, if you talk to anybody, they didn't get where they're at by themselves. They had some sort of mentor, they had some sort of system, some resource that helps, some training that helped. So um yeah, so that is why I am here today is really just I'm the client success manager at Reside. So I really like to work with, again, you know, agents, uh, operations and leaders on um all on every aspect of their business to see how we can get them to where they want to go.

SPEAKER_00 2:29

Awesome, love it. Thank you so much for sharing. And I jokingly, and I don't even know if I've said this to you, I jokingly have told Sunit, you're like my real estate angel that you've fallen from the sky. Because you just like have so many talents when it comes to real estate. And um, one of the things I want to talk about, which you and Lauren, who's also from Reside Platform, talked about is the earn method. So, like, let's just like break that down.

SPEAKER_01 2:58

Yeah. Oh my gosh. This is one of my favorite topics. Um, and uh I time time again, I've I've brought this brought this through, and I think it's relevant for again team leaders, operations, or agents. Um but so with earn framework is really around the review and referral system, and you don't have to be in operations to run this. So that's what I really want to talk about is how as an agent can you run this yourself without being like, I don't have the time to chase somebody for review or referral, and and you get through the deal and then you forget, you know, you like imagine when you close with a buyer, and especially maybe it's their first home, you hand them those keys and like everyone's super excited, and then you know, a few weeks go by and it's just nothing, like there's no review, no referral, you're already three showings deep with somebody else. Um, and it's not because you know the buyer didn't want to help or because you didn't have the intention of getting a review referral. You know, buyer clients are actually really your best source because they just went through the emotional purchase of their life with you next to them and supporting them. But the problem is mostly that the agents never asked, or maybe they asked once kind of like awkwardly, like mid-move. Last thing you want to do when you've got movers at your house is like take the time to like sit down and and write a thoughtful review. So it's not always the best of time. Um and reviews and referrals, you know, from buyers aren't really just luck, they're a system. And it really works whether you're you're solo or you're running a team or on a team. The moments are the exact same, it's just like who's executing them is gonna change. So um again, I want to cover to that framework that you had mentioned that really is gonna earn you that referral from a buyer um and that exact like follow-up process here. Um so before I dive into that though, I do want to kind of reframe this because um reviews and referrals is like, okay, that's nice to have. But there's much more than that because buyer referrals are really the engine of your repeat business. Reviews build that trust, and referrals really build the business. So on the buyer side specifically, your best future clients are really just sitting inside the transaction that you're closing right now. Like your siblings, the friend has been asking about the process for months, coworkers. Um, and most agents think that a buyer refers just because the deal closed clean. Like, okay, great, it closed. We didn't have any issues. And yeah, that that matters, but that's like just the basics. That's just the baseline that you had a smooth transaction. Um, what actually earns the referrals, how the buyer felt during those parts that were super stressful for them, like the offer, the inspection, the contingency deadline. Um, so you know, before those tactics, what actually makes a buyer want to refer you? Um, because you know, the best follow-up system in the world can't save a buyer who felt confused or ignored during escrow. So um, before I dive into the urn, I definitely will. I know I keep teasing it. I will dive into that more. Um, but before I go on, I do want to hear from you, Allie. Like with your team, I know you guys have a big referral network. Oh, you know, I'll ask you the same question. What actually makes a buyer want to refer you or your one of your team members?

SPEAKER_00 6:12

Sure. And we start thinking about referrals, and we could do like a whole separate episode on this. Yeah. Um, you want to start thinking about like, you know, the inbound referrals, are they coming from like B2B, which is another agent, or is it coming B2C, which is business to client, which is your previous client. So like we in our Fallout Boss have, and we're gonna focus on the client part. So in our Fallout Boss, we have a separate smart list that's all for closed clients. Um, so we make an effort to everybody follow up with your closed clients at least quarterly. And so, Andrew, this is so funny. Um, two, three months ago, we had a client that we sold a house to three years ago, and we literally have not talked to her since. Andrew has continued to call her, like we've continued to call her quarterly, and then one day his phone rang, and she was like, Hey, sorry I haven't um called you in a while, but my mom passed away. Can you list her how home? And Andrew was like, Yeah. So even if they don't answer the phone, I want to encourage you, uh, continue to follow up. Like once they close, you want to treat them just how you treat a new lead because you never know when something might happen. Um, hopefully, does that kind of answer it? Like, we are keeping track of it in FUB, and then there's also a system in place too.

SPEAKER_01 7:28

Totally, yeah, totally. And I think you made a great point too of um even if you're not hearing a response, doesn't mean they're not receiving it or reading what you've said or noticing that you called them, or I mean, I've every since I moved into my house eight years ago, every single I would say at least once a month, I get the same type of postcard from this window company. And guess what? Like now with all the rain that we've been having here in Indiana and the craziness, like I need to look at replacing my windows because I'm noticing that there's some issues. That's another story. But um guess how I'm gonna be calling is gonna be this window company that sent me a card every single month. Have I ever talked to them before? No, they don't, you know, they don't know that my the cards actually land it. Um, but that's who I'm going with because they were the ones that that proactively reach out to me. Um, so it's so true.

SPEAKER_00 8:21

And it's just marketing, really.

SPEAKER_01 8:24

Yeah. Absolutely, and really just that consistency. Um, and that really brings me to you know, how you earn that referral. So I I call it the earn framework because you really have to earn the relationship, earn that trust, the referral, engage, anticipate, retain, and network. So really it's the same four letters, whether you're again solo, run a team. It's just the only thing that can shift is who maybe owns the steps. But again, if you're a solo agent, you're everything, you're the operations, you're the TC, you're everything for yourself, you can still easily run this. Um, so I'm gonna start with E for the Earn Frame, which was engage, meaning that you win them in the first five minutes. Um, most agents really think that they'll win the fire at the first showing. You know, they show up, they make a good impression. That's not the case. Um, you win them in the first five minutes, actually, after the inquiry, which is how fast you respond, how confident you sound, how prepared you are when you finally get them on the phone. That's what makes the impression is knowing, you know, hey, I just saw you have you looked at this house, you immediately call them how confident you are that, and and just how willing you are to be able to work with them and get them where they want to be. Um, so the mind shift, like the mindset shift here really is you're not just finding them a house, you're the person that's managing the most stressful purchase of their life. Um, and if you've ever bought a house, Ali's shaking, like if you ever bought a house, you know. I mean, even me when I bought my house as an agent, I was like even more stressed out because I knew what I was doing and I'm like still stressed. And they don't, you know, they don't remember like the MLS listings. They remember how you made them feel. Um, it wasn't all the different houses you showed them. It's like, how did I feel with this person? Did I feel supported? Did I feel confident, especially if they're a first-time buyer? You know, that's one of the most stressful feelings of your life of I'm making this huge purchase that's hundreds and thousands of dollars that's I'm putting my name on. Um, so if you're solo, that five-minute reply is going to be on you. Um, build that habit or really set an auto test that buys you time, especially if you're in Vault Boss, super easy to do. You can create yourself an auto text that goes out as soon as somebody um inquires. Um, you're there's things you can do to create. We we can go on more about that in a different episode, but we can create things to really help build that habit for you. Um, if you are on a team, this is where you know an ISA or somebody else can help you. Um, but regardless, you want to make sure that you have that speed to lead because a slow first response is that easiest way to lose that relationship before it exists. Um, tell me a little bit, Ali. I would be curious to hear with your team when we talk about speed to lead and kind of that engage of like getting them engaged as soon as possible. What does that look like on your team?

SPEAKER_00 11:18

Um, well, for us, you know, we have our ISAs. So the ISA is like when a lead registers initially, um, we're responding back hopefully within two minutes. Um, and then we also have money time shifts with that, it could be a whole nother call. Um one thing I do want to talk about when it comes to engage, um, that you kind of made me think of is like we have a um a like a once they close, like they continue on a follow-up ball strip. And so we find out their birthday during the transaction. So we set like birthday emails. Um, we also add them on Facebook. Um, that is something that we do. And then um Sandy McAlpine from Remax, she does a really good job with um client events. So we we do the best that we can, like we only have one or two, like we don't do a lot. Um, but client events, and you'll I don't know if I've ever talked about this on the podcast, but um, we sold a house to a couple, um, Sharon and Donnie, and then they were like, Oh, we're looking for a church. So we're like, come to church with us, and then it ended up his sister, no, her sister, moved down. So her and her husband, then they started coming to church with us, and then his the husband's sister wanted to sell her house, so we sold that house, and then they got another one. So then they started coming to church with us, and then there was like a fourth couple that we also sold a house to. So now we have a whole row of like um they were previously Catholics, so we call it our Catholic row. But um, like engaging can also, you know, if you have a good relationship with your clients, like invite them to go do the thing that you like to do. Like it doesn't have to be church, right? Like, you know, don't make people feel comfortable, but like they approached us and said, Hey, we're looking for a church, and we're like, hey, come with us. And so we see those clients every Sunday. They come sit with us, and we all sit in a long row. So, like over the course of time, like you can also engage with your clients in your everyday activity if you're open and willing and want people in your life. Like some of our best friends now actually are our previous clients.

SPEAKER_01 13:21

Yeah, absolutely. No, I absolutely love that because you're continuing that relationship, like you made that good first impression, and then you're really just keeping that. Um, so that that will bring me into my R. I want to I'm gonna go back to that bisexually. Um, I do want to talk about um first the A and the URN, which is anticipate. So you want to like lead the experience, not reacting to it. Um, because buyers don't get frustrated because something went wrong. They get frustrated because they didn't know what was happening, especially once you're under contract. So if your buyer ever asks you, what is happening right now, you've already lost control of the experience. Um, you really want to be able to give them a timeline, the day that your offer is accepted. Honestly, I would do it even before when you have that buyer consultation of here's what the next steps are, here's what's gonna happen once we do it, go under contract. Tell them every you know, deadline up front. Hey, we're gonna have an inspection. Here's what's gonna happen. Nine times out of ten, when I, you know, anytime I would tell a client, hey, you are, for example, with inspection, you are hiring this person to find the flaws to do this. So don't be alarmed when you get a 40-page report. It does not mean the world is is crashing down. I learned that for the hard way because I had clients that would get that 40-page report and be like, oh, I'm out, I'm done. Um, so things like you know, appraisal, the contingency with the loan, closing, so nothing feels like a surprise for them. Ask their, you know, pref their preference for text, email, call, really stay consistent. Like, do you want me to call you every Friday? Is that okay? Do you want to hear from you want a quick text every day of where we're going, uh, what's happening? Um, and solo agents, if you're listening to this and you're like, okay, I don't have time for this, this is where just a simple deadline checklist can really save you because you're you're the only one tracking it. So on a team, maybe you have a TC, maybe you have somebody else that's helping track, but the buyer should, even if you do, the buyer should still hear from the agent that they trust, not just like an automated update. So still, even if you do have that leverage, still stay ahead of it and make sure that your your client knows exactly what's happening every single moment um of this of the transaction. Um, Ali, what does this look like on your team as far as like anticipating, really being able to lead the experience, not just reacting?

SPEAKER_00 15:41

Sure. Yeah, so important. And if you haven't watched our other episode um with Brooke and I, she like really like deep dived into some of the ways that you can do this through transaction coordination. So um, if you're worried about the A, we covered a lot in that episode, I think that would be applicable to that. Um, you know, we do a lot with RTC, we're constantly trying to improve. Um, you know, anytime a client comes to us and says, like, hey, like, because we'll ask them for feedback at the end of the transaction. So like if you're listening and you haven't done this and you haven't asked for feedback, it's the most humble and kind thing that you can do for your clients now and your clients in the future. So like ask them, hey, like, do you have any feedback for me? Is there any way I can improve the process? And sometimes people will say no, it's perfect. I had like no problems. Sometimes people will say, Oh, well, you know, I wish I would have had ABC ahead of time. If they're asking a reasonable thing, add it into your process. If it's not a reasonable thing, or maybe you have it in your process, but it's not as much as it could be. So, like, just as an example, utility sheets. So, one thing that we do for our clients is we tell them like the utilities, and we do end up doing it at the very end. And so, well, we we were doing it in the very beginning, and then the clients would get to closing and they forgot about the the email when they got ratified. Right. So now we do it twice. So we do it once, once it's ratified, so they know what they need to do, and then once after it closes so that they have a reminder, like in their closing uh email. So, like that's a perfect example of the anticipation. And um sometimes you can't anticipate everything. And one thing I'll also add to that, like the best way to get ahead of it is when you're doing your buyer consultations before you go out to showings, when you're doing all the other paperwork, explaining the process all the way through, like high level. And as you start reaching the next step, you're telling about this step and the next step and all the possible outcomes.

SPEAKER_01 17:37

Yeah, exactly. Exactly. That is that's yeah, perfect point around that. Um, because yeah, nothing's worse. I mean, with your example, like nothing's worse than you do the closing table and the buyer's like, oh wait, I'm supposed to, I'm supposed to change over my utilities, and it's like, oh my gosh, you're gonna have to sit here and laugh to help me with this. So um, yeah, being able to anticipate that is huge. And uh, you already mentioned this a little bit, but with the with the R part of the urn is retained so don't disappear after the deal. Um, like I said in the beginning, most agents they close a buyer, hand over the keys, woo-hoo, and then they disappear. And then they wonder why they need more leads. Um, it's because buyers don't, again, don't remember the transaction. They remember how you made them feel, especially in a the first scary year of homeownership or that's a scary time of uncertainty of what's gonna happen. Um, you know, so this could be a 30-day check-in after closing, a home anniversary message every year, that birthday message that you mentioned, like two to four touches a year. It doesn't need to be expensive, just thoughtful and repeatable. And your buyer should still feel like your client, not a closed file. I mean, even if you add them on Facebook and comment on their post or something like they're still seeing you. And on a team, you know, if you are on a team, you can decide who owns this. Um, you know, is it a client care role or something like that? But um, if it's nobody's job or you're asking who's could this possibly be, it is it is your job. Um, Allie, what does that look like with your team? Um, as far as like what does that follow-up, you know, cadence look like for you? I know you mentioned birthdays and anniversaries.

SPEAKER_00 19:13

Yeah, birthdays, anniversaries. Um, if you're not doing this and you don't take anything from this whole podcast, put them on a seller alert. You already know their address. Put them on a seller alert. Exactly.

SPEAKER_01 19:27

If anything, they can see the those comps of like what's selling around them or something, you know.

SPEAKER_00 19:32

Yeah, just even if it's monthly, quarterly, you know, be reasonable. Like, I think we really kind of do quarterly, um, unless we know for some reason, like, you know, sometimes people are like, oh, I just gotta get into a starter house and I'm gonna buy another house, you know, a year from now, two years from now, or or you know, maybe you sell a home to a young family who tells you that they're gonna continue to grow, like, maybe put them on monthly, you know. But like I would say quarterly. Um, another thing too, like, as you go through this process of learning about your client, take detailed notes, like find out about them. Um, you know, be be personable. So, like if somebody's moving down here from like for so, for example, in our market, the people that moved down here are from New York, New Jersey, Pennsylvania, Maryland, Connecticut, Maryland, Ohio. Those are the places that they're coming down here from for the most part. And so, you know, find out. Are you coming down here by yourself? Did you have family down here already? Some people that don't have family, like I know this seems crazy, but we'll invite them to our house for Thanksgiving. Like, we'll text them the week of Thanksgiving and say, like, hey, like, do you have somewhere to go for Thanksgiving? Sometimes they say yes, sometimes they say no. If they say no, they're coming to our house. We've decided, like, I don't know what we're gonna do this year because last year we had like 35 people at our house. We're gonna have to rent out a spot. We're gonna have to like, yeah, we're gonna have to do it at the office. Like, please uh fill out this forum if you're yeah, but like, you know, do those types of things and then like you know, take notes of okay, you know, their sister's gonna move down. So like the case of um Sharon and Donnie, that ended up being over two million dollars worth of business just by keeping up with them. And like Linda, who's on our team, she um sold a deal last fall. She's already got four off of it from other relatives coming down, and so you just have to continue to like follow up, get to know them. Like, you gotta know. I'm starting a soapbox, but you gotta know your database, right? So, like there should not be a name in your follow-up boss profile that if I said their name, you couldn't tell me every single thing about them. Right. And like absolutely if you do have some somebody in your name, either take it out of your name or learn everything about them.

SPEAKER_01 21:52

Yes, yes, exactly. Yeah, that is huge. And and those personal touch points, like you said, they add up and they matter. Like if somebody reaches Out to me and was like remembered something I told them six months ago. I'd be like, wait, what you're actually listening? Even if you weren't, you just made a note and like found that note. No one knows the difference there, but it means a lot. Um, and that really brings me to the last part of the earn framework framework, which is the end, which is network, ask for referrals intentionally. Um, because most agents wait until the buyers close, like move in to ask for that referral. But by then it kind of feels awkward and like or just feel weird asking for it. So instead, I always recommend planting that seed the day that the offer is accepted, um, or even consultation and really normalize that ask for the start. So I call that the promise conversation. Um, so you that way you're you're setting that expectation early before they like mentally have moved on. Um, so it could be something like, you know, congrats again on your accepted offer, our goals to provide such exceptional service by the end of this process. You're gonna be so eager to leave us a five-star review and refer us to anyone you know that's thinking about buying. Um, if at any point I'm not living up to that promise, please tell me and I will address it immediately. Is that fair? Great. You know, here, say my cell phone number. Um, so you haven't asked for anything yet, but you have set the standard and given the buyer permission to really hold you accountable. So again, solo or on a team, whoever has that can run and set the tone so it doesn't feel so awkward when you are you are asking about it, you whether it's during the transaction or immediately after, and then you you know, creating that follow-up system behind that.

SPEAKER_00 23:35

Makes total sense. And you know, we haven't thought of doing that, so we have mostly done it um at the very end where we've asked for the review. And um, one thing that we do that's a little bit different, probably slightly controversial, is we asked the agent on the other side of the deal to leave us a review. I know I love that. I absolutely love that. And so, I mean, it's worked out pretty well. And um listen, I'm not a tech guru on like Google um advertising, like your Google My Business page. Um, but I do think it matters, like it matters to have the five-star reviews, but it also matters to have five-star reviews constantly coming in. Like if you had a hundred five-star reviews from last year, that's not gonna count for as much if you had 50 that you know, two came in every single month up until currently. So uh when you start talking about like ranking and showing showing up on Google and when people look you up, like I think it does matter to like stay on top of it and have consistent reviews that are coming in that are current.

SPEAKER_01 24:41

Absolutely. Yes, absolutely. I mean, there's so many different ways you can get those reviews, even if it's afterwards, like you know, you can give them personal care calls. Like when you are checking in, hey, you're you're moved in, it's been a couple weeks. How are you doing? You know, by the way, like there's my review link, and kind of being able to make that visible. Um, I've also seen agents that have used reviews as like a competition, like, hey, if you leave me reviews in the next 30 days, like you're gonna uh you can be entered in for raffle and win a prize or something like that. So you can gamify it, you know, as well. So it's not so like doesn't feel like it's so, you know, I guess boring for lack of a sure word, or like monotonous, I guess. So you can gamify it a little bit.

SPEAKER_00 25:26

Yeah, I love that. So I guess we kind of worked through all the letters of earn. So again, engage, anticipate, retain, and network. Did I get it?

SPEAKER_01 25:35

Yes, yes, absolutely. Yeah, because reviews really build that trust and referrals gonna build your business. And honestly, you need both as an agent. Um, and buyers are really the most underused source of both reviews and referrals.

SPEAKER_00 25:50

Yeah, absolutely. And like another thing, you know, because we talk to a lot of leads, um, don't single agents out there, team owners out there, don't expect that the person's gonna call you back because I cannot tell you because if you know one thing about Andrew and I, we're nerds. So like I'll ask people as I meet them, like not necessarily clients, but like neighbors or people that I just get into conversations with about real estate. Like, I'll ask them, like, do you remember the name of your real estate agent? And I would say one out of three times a person can say, most of the time they can't, like, they'll say, like, oh, well, I think their name was like Amy, yeah, maybe Sally. Uh, I don't know. She had a husband. I don't really know. Like, you know, like they can't really they can't say exactly. They can't say exactly. Which for me, I'm like, wow, you know, I'm like, ooh, right.

SPEAKER_01 26:40

Or at your church every Sunday. Right. I will tell you exactly who they are. And that means a lot. I mean, give how much again, like you've already said it, but like I'm sure there's many other cases that you have like that where it's like you transacted with one person, kept that relationship, and then it's turned into multiple, multiple business. And by the way, that business is like free business, like you don't have to buy that lead. It's it's you know, and they already know, like and trust you. It's coming from you know, from that direct person. Like when you hear, you know, I always I think about it. My like on the girl's perspective. Like, if you're like, oh, I need a new place to like and get my hair done, like who do you know? And your your best friend tells you, like, you have to go to this person, you're like, okay, I trust you. I'm I'm going. The same thing for like real estate of like, okay, I trust you on this, I'm gonna run with it. And that they've already built a lot of that trust that you would have to like earn at the beginning. If you want to keep earning it, but it's doing a lot of that work for you.

SPEAKER_00 27:39

Yeah, and the last thing I'll end this on is like, you know, when we don't do a lot of sphere. I know there's agents out there that do a lot of sphere and it's very successful for them. And I'm not knocking it because listen, I can't do it. You're a better agent than me. I cannot do sphere, like cannot. But this is another similar sort of thing to sphere, but what's great about business referrals is that they're not expecting a discount, they're not expecting the moon from you. You are meeting them from a business relationship standpoint. So it's like versus I love your mom, but when we were selling trying to get her something, she's like, call me all hours of the night, nine o'clock, ten o'clock.

SPEAKER_01 28:25

Like right, so of course, you're like, I will answer, but I would never I'm like, no, we're not doing this, you know.

SPEAKER_00 28:33

But when you meet someone from a business standpoint, they're gonna treat you like a business professional. It's almost as if someone were to give an attorney referral or a financial advisor referral, like they're coming in, they're trusting you, they're they're not like you know, questioning your fee structure or asking for a discount or any of those things. And it's just a way better start to a business relationship than sphere. And anybody can challenge me on that, but I don't know what you're gonna challenge me on.

SPEAKER_01 29:02

Yes. But I'm right, so yeah, absolutely. Yeah, and then thank you so much for having me on today. Again, this is my favorite topic. So um I'm always happy to dive deeper on anything along those lines. If you're listening to this, reach out to to Ali and the team. Um, let them know, you know, if you have any questions or want to dive deeper on any of this, and uh always happy to happy to come back.

SPEAKER_00 29:26

Awesome. Thank you so much. And if you're a team owner out there listening and you don't know what to do with your team or how to grow your team, call reside. Call Paul. I'll have Paul in the comments with all of his information. Tag his socials in the comments. I don't know about that. Oh my gosh. Well, thank you so much for coming on our podcast today and looking forward to having you back soon.

SPEAKER_01 29:52

Awesome. Thank you.

SPEAKER_00 29:54

Thanks.