November 28, 2023 • 13 mins
Ever wondered what it's like to navigate through the wild west of the real estate industry? Well, today's episode takes you on an intriguing journey with our long-time business partner, Tom McCouch. We share our experiences from the early days when there were no systems in place, it was a challenging period, but our passion and the desire to be part of something bigger kept us going. Reflecting on the evolution of the industry, we discuss how we could have scaled greater heights with today's advanced tools and systems. We also muse about the diverse personalities in the industry and how they've contributed to our successful collaboration.
Our 30 years of experience in the real estate world have shaped our unique teaching styles. This episode reveals how these styles work together in educating and guiding our agents. We emphasize the importance of respecting individual needs and growth in the industry. Moreover, we'll share the wealth of knowledge and insights we've gained from years of learning, teamwork, and growth. Join us as we explore the dynamics of collaboration and hard work in achieving real estate success.
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Here we are another episode on the best of the best
with Teres Brittonham out ofCollegeville, Pennsylvania.
Speaker 2 (00:09):
Who do?
Speaker 1 (00:09):
you have today.
Speaker 2 (00:12):
So I have a special guest today, Tom McCouch, who's
been my business partner for 30years.
Wow, 30 years.
I know that's a long time,isn't it?
How have you put up with me forthis many years?
Speaker 1 (00:25):
Well, I would say how you put up with anybody right.
You have mutual respect witheach other, you have a plan, a
goal, you know you do it.
You're winging.
Every once in a while, buthopefully most of the time, you
come in with some idea of whatyou're going to do, what you're
trying to accomplish, and then,you know, go from there.
Speaker 2 (00:45):
You know.
So I was thinking the other dayit's you know all the way back
to the beginning and how thingsstarted and how it's grown and
what we've accomplished.
It's pretty cool.
Speaker 1 (00:54):
Yeah, I mean there wasn't what we have today.
I mean you didn't have thetraining that you have today,
you didn't have the, even theguidelines of how to do stuff.
It was literally the wild west.
Speaker 2 (01:06):
Yeah, there were no systems and models.
We kind of made the systems andmodels, not knowing it.
Speaker 1 (01:09):
Right, the marinal teams there were and you know
that wasn't really the model ofhow to run a real estate
business.
It was kind of like everybodyfor themselves and the
franchises were different.
They were mostly, you know,coddle, bankery, array, those
type of franchises.
Speaker 2 (01:25):
More dependent and we were dependent, we didn't even
exist.
Speaker 1 (01:28):
You know, we kind of fell into it through.
You know, I guess dumb luck ina way.
Speaker 2 (01:34):
Well, I think it's kind of I don't know that it was
dumb luck.
I think it's what we alwayswanted.
We always wanted to be part ofsomething that felt like you
were part of something right,True, Everywhere we worked.
What?
Speaker 1 (01:42):
we were looking for didn't exist yet.
Speaker 2 (01:44):
Right, you know, it didn't really exist.
Speaker 1 (01:46):
Or let's put it this way it did exist.
It didn't exist in Pennsylvania, Right.
Speaker 2 (01:51):
You know it didn't come to Pennsylvania until we
were 2002, so we're just goingfor that, yeah probably 95 or
ish somewhere around there, yeah, so it was kind of into our
career, but not that far intoour career, because I think we
started in like 92, 93.
Right, so it just didn't comearound to where we were, but it
was always what we wanted, sothat was kind of cool.
(02:11):
We always liked thecollaboration and the passion of
the business Like.
I don't think we would havestayed in it if we didn't love
this business.
Speaker 1 (02:18):
Right.
I think the personalities thatwe have and then the franchise
that we gravitated to kind ofmirrored themselves.
So you know, we worked where weworked, but that was only
because that was the only option.
And then as you develop and youbecome better at what you do,
you know you kind of do want tohave your own shop.
You want to kind of make yourown choices, make your own
(02:40):
decisions.
And I think for us, we, youknow we were different from the
majority of agents, even in ourarea.
There might have been agentslike us throughout the country,
but even within our franchise wewere number one in the country
for a couple of years in a rowand that was, in today's world,
(03:00):
pretty mediocre in what they'redoing what they're accomplishing
today.
We're like oh, that would havebeen embarrassing, like we
thought, I mean now.
Speaker 2 (03:07):
I've been looking what we're doing now.
We do so much more business nowthan we did then, but we were
at the top of our game becausewe worked really hard and we
didn't have, like you said, wedidn't have the tools, Uh, to do
a lot of the automatic stuffLike we're talking about.
You know, we had a box withindex cards in it and that was
our database.
Like literally, you would pullout a card and call that person
(03:29):
and stick it in the back, andthen you go to the next one in
the front and stick that one inthe back, and that was our
database Right.
So now, with all these tools,you look at it and you're like
gosh, if we had all of this backthen.
Speaker 1 (03:40):
What could you accomplish Instead of selling
200?
Speaker 2 (03:42):
houses.
We could have sold 1,000 housesa year.
Speaker 1 (03:44):
Well, the crazy thing about that is, you would say
that, but then you have themillionaire agent book, right,
it's a book that's writtenspecifically to how to become a
millionaire in real estate, andyet not everyone follows it.
People still fight the modelsand they do what they want to do
.
They accomplish not whatthey're trying to accomplish,
(04:05):
but they have the tools right infront of them and yet they
still don't use them.
Where I think for us, the toolsweren't there for us to use and
we came before the tools, whichkind of makes us old.
But you know, speak foryourself.
Speaker 2 (04:23):
No, I think you're right and I think a lot of the
tools that are out there now anda lot of the systems, you look
back and you're like, hey, weused to do that, we did that.
Speaker 1 (04:30):
Oh yeah.
Speaker 2 (04:31):
So we had a lot of the clues were there and a lot
of things were there that arehelping agents today.
But I think today what's reallyinteresting is and I think it
comes into, like you said, wehave two different personalities
.
We're like we make a holebecause we're so different, and
my personality is more of thatlike, just go, you know you'll
get it done.
Go get more business and justmake it happen.
(04:53):
And then your more systemsmodels.
You know how can we make thiseasier for next time?
Learn from each one.
But I think when you look atthe average makeup of a real
estate agent, they're more ofthat high D I personality, which
is, you know, like me.
They just want, they seesomething, they want it.
They go get it and figure itout afterwards.
Speaker 1 (05:12):
Right, the producers, the big producers, are that
high D, but they only accountfor 5% of the real estate
population, where the other, say, 75% need to really should be
following models.
They really should be plugginginto training, they should be
doing those things because theydon't have that, that drive,
that to just go, go, go, go goand not worry about the
(05:35):
consequences of it.
You know they, they eitherthink through it too much, like
sometimes they think through itto the point of not doing
anything, whereas you know again, personality like yourself it's
you have an idea of what youwant to do and then you'll
figure out how to do it once youget there.
Speaker 2 (05:54):
Right, and you're there picking up all the pieces
that I'm driving dropping on theplace.
That's why we make such a goodteam.
What's?
Speaker 1 (06:00):
been our, our called.
Our blessing is is we're havelike a yin-yang relationship
where we are good at different.
Yeah for our different skillsets for different things that
we do.
You know where you're.
You may have different, high,higher skill sets for one part
of the business mind orsomething different, and again
you don't normally get peoplepartnering, which is again a lot
(06:24):
of times.
People want to like how do youdo it?
Or we want to put a teamtogether and you look at their
two personality and you're likeyou're never going to make it.
Speaker 2 (06:31):
Yeah, like because they just you don't want to
partner with the same person youare.
Yeah, yeah, I think that's.
Speaker 1 (06:35):
That's hard, it's hard.
It would be hard to have twodrivers in a car.
Yeah Right, I mean, a lot oftimes you, you, you have to be
the passenger and you have tolet the person drive, regardless
of the speed that they'redriving at or you know the the,
the stop lights that they'rerunning through Like.
I think the one thing that hasalways been good about you has
(06:58):
been your vision of the field.
Like a lot of times, people arereckless when they drive or
when they're doing things Right.
I think you see the field verydifferently than most people, in
the sense that you can look outover the landscape of real
estate and see more than whatthe average person, who may be a
high personality or high-dpersonality, does Like.
(07:22):
Sometimes they're just they'regoing a million miles a minute
but they're not paying attentionto anything that they're doing,
and I think for us, what hasworked is you have a enough of
the vision of the rest of thefield, that you don't blindly go
through stop signs.
Like I think a lot of times thered light, green light, stuff
(07:43):
you do well.
Speaker 2 (07:45):
Yeah, but I think that's because I do have the
other half.
So you know, when I am runningthat way, you're always bringing
that reality piece back in,which makes me running in that
direction more successful,because we're already trying to
figure like, what are the what,where are the pitfalls, what's
going to happen?
You're kind of patching thoseand it's it works, because we're
just, we're just continuallymoving forward, but we're
(08:07):
picking up and learning fromevery single thing that we're
doing.
So I think that's what's madeus really successful, and I
think that's where agents couldrelate with us the most,
especially if we're thinkingabout building something bigger
than just themselves.
Right, you know it's.
You can only go so far byyourself.
Speaker 1 (08:21):
Well, when you think about who, who thought about
building something for 30 years?
Speaker 2 (08:26):
Yeah.
Speaker 1 (08:26):
You know, like how many partnerships even last 10,
5, 3 you know, because you startdeveloping and then you go.
Well, I could do this better onmy own right, or I could
replace this person with thatperson, and I think a lot of
times what happens, like what Iwas talking about mutual respect
is, everyone knows what they'recapable of doing and what the
other person brings to the game.
(08:46):
You know, and, just like anyteam, you know, you, you, you
benefit from the all of theplayers on the team and you need
to find the individual playersthat best fit the team so that
the team can function at itshighest level.
I think a lot of times when youhave dysfunction, it's because
somebody isn't fitting in andyou're trying to force it to fit
(09:10):
because you don't want to gothrough the the pain of finding
another person or hurtingsomeone's feelings or, you know,
filling in the bank.
You know, whatever I think withus, even though we've had our
you know our disagreements, oryou know our arguments.
Speaker 2 (09:25):
We don't.
Speaker 1 (09:25):
We don't drag each other through the mud, as it
were.
You know it, does you know?
Sometimes, if you're outsidelooking in, it might sound like,
wow, these guys are reallygoing out, but I think for the
most part, it's at the end ofthe day, nobody hates each other
.
No, we care about what happensin each other's lives.
We care about each other'sfamilies.
We kind of go through theprocess of what we need to do as
(09:48):
individuals, but we also arevery focused, or maybe even
hyper focused, on the success ofour real estate.
Yes, where a lot of peoplemaybe that's not their number
one thing that they're worriedabout.
Maybe they're just worriedabout making money, or maybe
they're just worried about doinga deal and they're not looking
at it from a long term 30 year,40 year into the future.
(10:10):
What would that look?
Speaker 2 (10:11):
like Yep, and I think that serves us well.
And why our company has grownso much is we can look at
somebody and not just see thatsomebody.
We can see what they have theability to do even when they
don't.
So shaping and molding andhelping people grow into
something bigger than what theywere or are or even thought they
could be.
Speaker 1 (10:31):
I think that's what is most exciting to me, at least
at this point in our career isjust watching people grow and
flourish and just being a littlepiece of that You'd like to
think you make a difference inpeople's lives, like everybody
starts somewhere and you canrelate back to where you were at
that moment in time, like whenI think about when we got
(10:51):
together, we were bothindividually doing stuff but you
couldn't have scripted it.
I don't think the way it cameout, I think it just sometimes
things work right because theright pieces are there.
Sometimes things don't workright because, even though you
have talent, it doesn't mean youactually win the game, right.
(11:13):
You know.
I mean, and I think that's beenthe difference for us over time
, as we've either adjusted withthe time, you know, or made
adjustments to fit the situation.
You know again, even with ourcompany and team leaders, mcas,
you know you go through thepieces of the people that make
something successful, and, aspainful as it is to move on from
(11:38):
people because they're notworking out, you also have the
responsibility to make sure thatyour company is succeeding.
Speaker 2 (11:45):
Yeah, I mean that's the hardest part for me the
people part, because I lovepeople.
Right, you know it takes a lotto separate from someone and
when you start to realize thatit's not in their best interest,
they keep them in a positionthat's not right.
And that's a lot of times whenyou come into play because you
can you know, we have aconversation you can make me see
things from a position of adifferent place that I wasn't
(12:06):
seeing things at.
So I think that's where wereally make a great team and I
think just growing this companyand looking at what can we do
for the industry I think we'realways looking how can we make
the industry better?
How can we make the agents'lives better, like, what can we
do that would make it so theydon't have to go through a lot
of the things that we wentthrough.
And I think you know we talkedin another episode about asking
(12:29):
our agents on our team, you know, to do 52 trainings a year.
We do 52 trainings a year everyyear, without fail, for the
entire length of our career.
We don't ask people to dothings we're not willing to do.
So I think we set a goodexample about what they should
do to be successful in thebusiness, and I look at some of
the careers that we've helpedbuild.
Speaker 1 (12:50):
I mean we have.
There's some great agents outthere that we definitely could
say we had a hand in.
I mean, ultimately they buildtheir own success, but role
modeling and examples help themget that way.
Speaker 2 (13:03):
Yeah.
So I think that there's a lotthat can be learned, and Tom is
a wealth of knowledge and he hasa really good way about himself
.
So when it comes to teachingclasses and that type of thing,
your style is different thanmine, so it's kind of
interesting.
Everybody gets a different feeldepending on what they need,
but you're really great ateducating and listening and
hearing what the agents have tosay and also just being really
(13:25):
respectful of where they are andwhere they need to be, so it's
been really great growing inthis business together.
I mean, 30 years Holy smokes,it's a long time, I know.
So thanks, tom, I reallyappreciate you taking the time
to sit down here and go throughthis podcast with me.
Speaker 1 (13:39):
Yes, thank you again, take care pararровcom.
Here we are another episode on the best of the best
with Teres Brittonham out ofCollegeville, Pennsylvania.
Speaker 2 (00:09):
Who do?
Speaker 1 (00:09):
you have today.
Speaker 2 (00:12):
So I have a special guest today, Tom McCouch, who's
been my business partner for 30years.
Wow, 30 years.
I know that's a long time,isn't it?
How have you put up with me forthis many years?
Speaker 1 (00:25):
Well, I would say how you put up with anybody right.
You have mutual respect witheach other, you have a plan, a
goal, you know you do it.
You're winging.
Every once in a while, buthopefully most of the time, you
come in with some idea of whatyou're going to do, what you're
trying to accomplish, and then,you know, go from there.
Speaker 2 (00:45):
You know.
So I was thinking the other dayit's you know all the way back
to the beginning and how thingsstarted and how it's grown and
what we've accomplished.
It's pretty cool.
Speaker 1 (00:54):
Yeah, I mean there wasn't what we have today.
I mean you didn't have thetraining that you have today,
you didn't have the, even theguidelines of how to do stuff.
It was literally the wild west.
Speaker 2 (01:06):
Yeah, there were no systems and models.
We kind of made the systems andmodels, not knowing it.
Speaker 1 (01:09):
Right, the marinal teams there were and you know
that wasn't really the model ofhow to run a real estate
business.
It was kind of like everybodyfor themselves and the
franchises were different.
They were mostly, you know,coddle, bankery, array, those
type of franchises.
Speaker 2 (01:25):
More dependent and we were dependent, we didn't even
exist.
Speaker 1 (01:28):
You know, we kind of fell into it through.
You know, I guess dumb luck ina way.
Speaker 2 (01:34):
Well, I think it's kind of I don't know that it was
dumb luck.
I think it's what we alwayswanted.
We always wanted to be part ofsomething that felt like you
were part of something right,True, Everywhere we worked.
What?
Speaker 1 (01:42):
we were looking for didn't exist yet.
Speaker 2 (01:44):
Right, you know, it didn't really exist.
Speaker 1 (01:46):
Or let's put it this way it did exist.
It didn't exist in Pennsylvania, Right.
Speaker 2 (01:51):
You know it didn't come to Pennsylvania until we
were 2002, so we're just goingfor that, yeah probably 95 or
ish somewhere around there, yeah, so it was kind of into our
career, but not that far intoour career, because I think we
started in like 92, 93.
Right, so it just didn't comearound to where we were, but it
was always what we wanted, sothat was kind of cool.
(02:11):
We always liked thecollaboration and the passion of
the business Like.
I don't think we would havestayed in it if we didn't love
this business.
Speaker 1 (02:18):
Right.
I think the personalities thatwe have and then the franchise
that we gravitated to kind ofmirrored themselves.
So you know, we worked where weworked, but that was only
because that was the only option.
And then as you develop and youbecome better at what you do,
you know you kind of do want tohave your own shop.
You want to kind of make yourown choices, make your own
(02:40):
decisions.
And I think for us, we, youknow we were different from the
majority of agents, even in ourarea.
There might have been agentslike us throughout the country,
but even within our franchise wewere number one in the country
for a couple of years in a rowand that was, in today's world,
(03:00):
pretty mediocre in what they'redoing what they're accomplishing
today.
We're like oh, that would havebeen embarrassing, like we
thought, I mean now.
Speaker 2 (03:07):
I've been looking what we're doing now.
We do so much more business nowthan we did then, but we were
at the top of our game becausewe worked really hard and we
didn't have, like you said, wedidn't have the tools, Uh, to do
a lot of the automatic stuffLike we're talking about.
You know, we had a box withindex cards in it and that was
our database.
Like literally, you would pullout a card and call that person
(03:29):
and stick it in the back, andthen you go to the next one in
the front and stick that one inthe back, and that was our
database Right.
So now, with all these tools,you look at it and you're like
gosh, if we had all of this backthen.
Speaker 1 (03:40):
What could you accomplish Instead of selling
200?
Speaker 2 (03:42):
houses.
We could have sold 1,000 housesa year.
Speaker 1 (03:44):
Well, the crazy thing about that is, you would say
that, but then you have themillionaire agent book, right,
it's a book that's writtenspecifically to how to become a
millionaire in real estate, andyet not everyone follows it.
People still fight the modelsand they do what they want to do
.
They accomplish not whatthey're trying to accomplish,
(04:05):
but they have the tools right infront of them and yet they
still don't use them.
Where I think for us, the toolsweren't there for us to use and
we came before the tools, whichkind of makes us old.
But you know, speak foryourself.
Speaker 2 (04:23):
No, I think you're right and I think a lot of the
tools that are out there now anda lot of the systems, you look
back and you're like, hey, weused to do that, we did that.
Speaker 1 (04:30):
Oh yeah.
Speaker 2 (04:31):
So we had a lot of the clues were there and a lot
of things were there that arehelping agents today.
But I think today what's reallyinteresting is and I think it
comes into, like you said, wehave two different personalities
.
We're like we make a holebecause we're so different, and
my personality is more of thatlike, just go, you know you'll
get it done.
Go get more business and justmake it happen.
(04:53):
And then your more systemsmodels.
You know how can we make thiseasier for next time?
Learn from each one.
But I think when you look atthe average makeup of a real
estate agent, they're more ofthat high D I personality, which
is, you know, like me.
They just want, they seesomething, they want it.
They go get it and figure itout afterwards.
Speaker 1 (05:12):
Right, the producers, the big producers, are that
high D, but they only accountfor 5% of the real estate
population, where the other, say, 75% need to really should be
following models.
They really should be plugginginto training, they should be
doing those things because theydon't have that, that drive,
that to just go, go, go, go goand not worry about the
(05:35):
consequences of it.
You know they, they eitherthink through it too much, like
sometimes they think through itto the point of not doing
anything, whereas you know again, personality like yourself it's
you have an idea of what youwant to do and then you'll
figure out how to do it once youget there.
Speaker 2 (05:54):
Right, and you're there picking up all the pieces
that I'm driving dropping on theplace.
That's why we make such a goodteam.
What's?
Speaker 1 (06:00):
been our, our called.
Our blessing is is we're havelike a yin-yang relationship
where we are good at different.
Yeah for our different skillsets for different things that
we do.
You know where you're.
You may have different, high,higher skill sets for one part
of the business mind orsomething different, and again
you don't normally get peoplepartnering, which is again a lot
(06:24):
of times.
People want to like how do youdo it?
Or we want to put a teamtogether and you look at their
two personality and you're likeyou're never going to make it.
Speaker 2 (06:31):
Yeah, like because they just you don't want to
partner with the same person youare.
Yeah, yeah, I think that's.
Speaker 1 (06:35):
That's hard, it's hard.
It would be hard to have twodrivers in a car.
Yeah Right, I mean, a lot oftimes you, you, you have to be
the passenger and you have tolet the person drive, regardless
of the speed that they'redriving at or you know the the,
the stop lights that they'rerunning through Like.
I think the one thing that hasalways been good about you has
(06:58):
been your vision of the field.
Like a lot of times, people arereckless when they drive or
when they're doing things Right.
I think you see the field verydifferently than most people, in
the sense that you can look outover the landscape of real
estate and see more than whatthe average person, who may be a
high personality or high-dpersonality, does Like.
(07:22):
Sometimes they're just they'regoing a million miles a minute
but they're not paying attentionto anything that they're doing,
and I think for us, what hasworked is you have a enough of
the vision of the rest of thefield, that you don't blindly go
through stop signs.
Like I think a lot of times thered light, green light, stuff
(07:43):
you do well.
Speaker 2 (07:45):
Yeah, but I think that's because I do have the
other half.
So you know, when I am runningthat way, you're always bringing
that reality piece back in,which makes me running in that
direction more successful,because we're already trying to
figure like, what are the what,where are the pitfalls, what's
going to happen?
You're kind of patching thoseand it's it works, because we're
just, we're just continuallymoving forward, but we're
(08:07):
picking up and learning fromevery single thing that we're
doing.
So I think that's what's madeus really successful, and I
think that's where agents couldrelate with us the most,
especially if we're thinkingabout building something bigger
than just themselves.
Right, you know it's.
You can only go so far byyourself.
Speaker 1 (08:21):
Well, when you think about who, who thought about
building something for 30 years?
Speaker 2 (08:26):
Yeah.
Speaker 1 (08:26):
You know, like how many partnerships even last 10,
5, 3 you know, because you startdeveloping and then you go.
Well, I could do this better onmy own right, or I could
replace this person with thatperson, and I think a lot of
times what happens, like what Iwas talking about mutual respect
is, everyone knows what they'recapable of doing and what the
other person brings to the game.
(08:46):
You know, and, just like anyteam, you know, you, you, you
benefit from the all of theplayers on the team and you need
to find the individual playersthat best fit the team so that
the team can function at itshighest level.
I think a lot of times when youhave dysfunction, it's because
somebody isn't fitting in andyou're trying to force it to fit
(09:10):
because you don't want to gothrough the the pain of finding
another person or hurtingsomeone's feelings or, you know,
filling in the bank.
You know, whatever I think withus, even though we've had our
you know our disagreements, oryou know our arguments.
Speaker 2 (09:25):
We don't.
Speaker 1 (09:25):
We don't drag each other through the mud, as it
were.
You know it, does you know?
Sometimes, if you're outsidelooking in, it might sound like,
wow, these guys are reallygoing out, but I think for the
most part, it's at the end ofthe day, nobody hates each other
.
No, we care about what happensin each other's lives.
We care about each other'sfamilies.
We kind of go through theprocess of what we need to do as
(09:48):
individuals, but we also arevery focused, or maybe even
hyper focused, on the success ofour real estate.
Yes, where a lot of peoplemaybe that's not their number
one thing that they're worriedabout.
Maybe they're just worriedabout making money, or maybe
they're just worried about doinga deal and they're not looking
at it from a long term 30 year,40 year into the future.
(10:10):
What would that look?
Speaker 2 (10:11):
like Yep, and I think that serves us well.
And why our company has grownso much is we can look at
somebody and not just see thatsomebody.
We can see what they have theability to do even when they
don't.
So shaping and molding andhelping people grow into
something bigger than what theywere or are or even thought they
could be.
Speaker 1 (10:31):
I think that's what is most exciting to me, at least
at this point in our career isjust watching people grow and
flourish and just being a littlepiece of that You'd like to
think you make a difference inpeople's lives, like everybody
starts somewhere and you canrelate back to where you were at
that moment in time, like whenI think about when we got
(10:51):
together, we were bothindividually doing stuff but you
couldn't have scripted it.
I don't think the way it cameout, I think it just sometimes
things work right because theright pieces are there.
Sometimes things don't workright because, even though you
have talent, it doesn't mean youactually win the game, right.
(11:13):
You know.
I mean, and I think that's beenthe difference for us over time
, as we've either adjusted withthe time, you know, or made
adjustments to fit the situation.
You know again, even with ourcompany and team leaders, mcas,
you know you go through thepieces of the people that make
something successful, and, aspainful as it is to move on from
(11:38):
people because they're notworking out, you also have the
responsibility to make sure thatyour company is succeeding.
Speaker 2 (11:45):
Yeah, I mean that's the hardest part for me the
people part, because I lovepeople.
Right, you know it takes a lotto separate from someone and
when you start to realize thatit's not in their best interest,
they keep them in a positionthat's not right.
And that's a lot of times whenyou come into play because you
can you know, we have aconversation you can make me see
things from a position of adifferent place that I wasn't
(12:06):
seeing things at.
So I think that's where wereally make a great team and I
think just growing this companyand looking at what can we do
for the industry I think we'realways looking how can we make
the industry better?
How can we make the agents'lives better, like, what can we
do that would make it so theydon't have to go through a lot
of the things that we wentthrough.
And I think you know we talkedin another episode about asking
(12:29):
our agents on our team, you know, to do 52 trainings a year.
We do 52 trainings a year everyyear, without fail, for the
entire length of our career.
We don't ask people to dothings we're not willing to do.
So I think we set a goodexample about what they should
do to be successful in thebusiness, and I look at some of
the careers that we've helpedbuild.
Speaker 1 (12:50):
I mean we have.
There's some great agents outthere that we definitely could
say we had a hand in.
I mean, ultimately they buildtheir own success, but role
modeling and examples help themget that way.
Speaker 2 (13:03):
Yeah.
So I think that there's a lotthat can be learned, and Tom is
a wealth of knowledge and he hasa really good way about himself
.
So when it comes to teachingclasses and that type of thing,
your style is different thanmine, so it's kind of
interesting.
Everybody gets a different feeldepending on what they need,
but you're really great ateducating and listening and
hearing what the agents have tosay and also just being really
(13:25):
respectful of where they are andwhere they need to be, so it's
been really great growing inthis business together.
I mean, 30 years Holy smokes,it's a long time, I know.
So thanks, tom, I reallyappreciate you taking the time
to sit down here and go throughthis podcast with me.
Speaker 1 (13:39):
Yes, thank you again, take care pararровcom.
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