Nate Joens:	Welcome everybody. My name is Nate Joens with <a href="https://structurely.com/">Structurely</a>, coming to you live from my bedroom, on this fine Wednesday morning. We are currently in the process of moving offices, and ours is under construction, so just easier this way. But, excited to welcome Robby T to our recap, our final conversations with the top ISA, with one of the former top ISAs himself. Nate Joens:	Robby is going to give us a rundown of what we've learned from the last six sessions with some amazing ISAs. Robby, just give an intro, I'm not going to try to pronounce your name again. [crosstalk 00:00:40] Robby T.:	Yeah dude, my last name sounds like a pharmaceutical drug with all the problems and none of the money, hence me being on the webinar today, right? Hey, Robby T here. Good to be back as always. It's been fun, right. We had, we started with Jim, who is like a brother to me, and it's funny, because a lot of the guests were either, I was good friends with, or became good friends with afterwards. Robby T.:	But I'm super excited to kind of walk through the main things that I really learned from some of them, and then I want to kind of talk today about some of my thoughts and my ideas, as well, on what it takes to be a really great ISA and so forth. But, I think we gotta start here. Robby T.:	I think the, we'll skip right into the meat of it. The thing I wanted to break down, what were the five key themes that I heard from all the different guests? The great piece is that, what I noticed is that a lot of them were, and Nate, feel free to chime in, from a ten thousand foot view, every guest, they had their own the flavor. Robby T.:	But they were saying a lot of the same things. There was a lot of consistent themes that were coming through in the calls. And the five habits that I'm going to go through, I think, really reflect those five key themes. Am I describing that well Nate, from your perspective? Nate Joens:	Yeah, I think that each one of them brought a different perspective, which is definitely the case. Everyone was from a different market too, which, [crosstalk 00:02:26] was interesting, Robby T.:	Mm-hmm (affirmative) Nate Joens:	I think, weren't they? Yeah, so I think that that played a lot into the role. And I think everyone, every ISA just comes from a totally different background. You came from politics, Jim, I don't really know where Jim came from. Robby T.:	We don't know either. We're still trying to figure it out. (laughs) Nate Joens:	A different planet. But yeah, everyone comes from a different background and I think that that plays a role into how they take on the role. Robby T.:	Yeah, that's a very good point. They've all had different stories. Let's start here, let's start with the first habit, and I'm just going to talk about my point of view, Nate, and I want you maybe to chime in on your thoughts from what you've heard from other people. Robby T.:	Is, I would say this, the number one habit I've picked up on, from, and just to recap the guests, right, we had Jim on, Jim Renfro from Ash Realty, my brother, Holly Faulkner, she's from North Carolina. Heck, remembering all the companies and places can be tough. We had Dan, we had Alex, we had April, and we had Tyler Spraysner. I think I got all of them. Hopefully I didn't miss anyone. I got em all, right? Nate Joens:	Yeah, that's all right. Robby T.:	And the first thing was this, is, every single one was hungry in some way, shape, or form. And I think that is the first habit that was consistent, is they all had some reason to inconvenience themselves to pick up the phone and do the work. Whether it was, you know, we heard stories of, you know, I'm a single mom and I had to provide for my family, or I'm massively in debt and I need to get out of that and I need to crawl out of it, or frankly, I want to change my life. Robby T.:	I grew up, one person shared this story, I grew up watching my mom live paycheck to paycheck and I wanted to change my life. What they really showed and demonstrated was some form of hunger, where they were willing to inconvenience their lives, put in the work, and frankly, just pick up the phone. Robby T.:	And this is number one, because I think it's the most important from my perspective as well that you can't convert leads if you're not willing to pick up the phone and have the conversation. Right. Even if they utilize technology like yours, Nate, with conversational AI, using your product. Robby T.:	If you don't hop on the phone and convert the lead, because those opportunities come in at all times of day. If you're not hungry enough, if you're not willing to do the work, you're not going to have success. But, I'd love to hear your thoughts, Nate. Nate Joens:	Yeah, I completely agree. Our product is there to augment the role of the ISA and replace it. Our product doesn't have a chip on its shoulder. It puts in the work so that's why one caveat to your first point, but I see it time and time again. It's frustrating to me that when our product takes up a conversation as far as it can go right, still requires agent to follow up. Nate Joens:	And I can't tell you how many times I've seen a message come through after we've qualified the lead saying, "Hey, I didn't hear from your agent." Four times, and that's just, it's sad to me because I know that there's a team leader on the other side who spent a lot of money on that generating that lead. Nate Joens:	They've spent money on our product to qualify that lead to tee them up. And then it's just for a lack of hunger that that agent isn't pulling the trigger on that lead when they need to. So you can't really coach that. I think you can and that's something that hatches I think done so well. You can go down the line and tell what each one of your ISAs chip on their shoulder is, and why they're here and why they come in and make as many dials as they do every day. Robby T.:	I love that. That chip on the shoulder definition is really good. But the thing that was so fascinating was to see the different chips, right? And hunger is like this buzzword, and I probably shouldn't even use it, but the chip on the shoulder, it's fun because everyone's story was different. They were all that that chip look different but they had it. And that for me was just hands down. The number one thing is these people are proven something or they have something that are pushing towards. Robby T.:	And another big piece is their self realize and they understand that and they've had conversations about it, and they're putting at the forefront of their mind and it's a focus. And that's another piece is it's not just some uncovered why, it's something a lot of them are most likely talking about in their businesses, another thing and it's a primary source of their motivation. Nate Joens:	I come from this in a different perspective than you who's the one in active human coach, the most successful ISA teams in the country. But I think there's a big piece of accountability even in there you chip, if Jim shares his chip with you and the rest of the ISAs why he's doing this, why he comes in and grinds every day than you poke him with that you can say, "Hey Jim, I know you want to provide for your dad. You didn't make as many calls today." Why not? Do you still want to do that. And I think that that's a big piece too. Robby T.:	One of my former coaches, he told me once, and I think it's like quote worth writing down is, "If you to hold somebody accountable to your own goals, don't resent you, but if you hold them accountable to their goals, they'll thank you." And really that just the hun...

<description>
 &lt;p&gt;Nate Joens:	Welcome everybody. My name is Nate Joens with &lt;a href="https://structurely.com/"&gt;Structurely&lt;/a&gt;, coming to you live from my bedroom, on this fine Wednesday morning. We are currently in the process of moving offices, and ours is under construction, so just easier this way. But, excited to welcome Robby T to our recap, our final conversations with the top ISA, with one of the former top ISAs himself.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Robby is going to give us a rundown of what we've learned from the last six sessions with some amazing ISAs. Robby, just give an intro, I'm not going to try to pronounce your name again. [crosstalk 00:00:40]&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	Yeah dude, my last name sounds like a pharmaceutical drug with all the problems and none of the money, hence me being on the webinar today, right? Hey, Robby T here. Good to be back as always. It's been fun, right. We had, we started with Jim, who is like a brother to me, and it's funny, because a lot of the guests were either, I was good friends with, or became good friends with afterwards.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	But I'm super excited to kind of walk through the main things that I really learned from some of them, and then I want to kind of talk today about some of my thoughts and my ideas, as well, on what it takes to be a really great ISA and so forth. But, I think we gotta start here.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	I think the, we'll skip right into the meat of it. The thing I wanted to break down, what were the five key themes that I heard from all the different guests? The great piece is that, what I noticed is that a lot of them were, and Nate, feel free to chime in, from a ten thousand foot view, every guest, they had their own the flavor.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	But they were saying a lot of the same things. There was a lot of consistent themes that were coming through in the calls. And the five habits that I'm going to go through, I think, really reflect those five key themes. Am I describing that well Nate, from your perspective?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Yeah, I think that each one of them brought a different perspective, which is definitely the case. Everyone was from a different market too, which, [crosstalk 00:02:26] was interesting,&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	Mm-hmm (affirmative)&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	I think, weren't they? Yeah, so I think that that played a lot into the role. And I think everyone, every ISA just comes from a totally different background. You came from politics, Jim, I don't really know where Jim came from.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	We don't know either. We're still trying to figure it out. (laughs)&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	A different planet. But yeah, everyone comes from a different background and I think that that plays a role into how they take on the role.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	Yeah, that's a very good point. They've all had different stories. Let's start here, let's start with the first habit, and I'm just going to talk about my point of view, Nate, and I want you maybe to chime in on your thoughts from what you've heard from other people.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	Is, I would say this, the number one habit I've picked up on, from, and just to recap the guests, right, we had Jim on, Jim Renfro from Ash Realty, my brother, Holly Faulkner, she's from North Carolina. Heck, remembering all the companies and places can be tough. We had Dan, we had Alex, we had April, and we had Tyler Spraysner. I think I got all of them. Hopefully I didn't miss anyone. I got em all, right?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Yeah, that's all right.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	And the first thing was this, is, every single one was hungry in some way, shape, or form. And I think that is the first habit that was consistent, is they all had some reason to inconvenience themselves to pick up the phone and do the work. Whether it was, you know, we heard stories of, you know, I'm a single mom and I had to provide for my family, or I'm massively in debt and I need to get out of that and I need to crawl out of it, or frankly, I want to change my life.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	I grew up, one person shared this story, I grew up watching my mom live paycheck to paycheck and I wanted to change my life. What they really showed and demonstrated was some form of hunger, where they were willing to inconvenience their lives, put in the work, and frankly, just pick up the phone.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	And this is number one, because I think it's the most important from my perspective as well that you can't convert leads if you're not willing to pick up the phone and have the conversation. Right. Even if they utilize technology like yours, Nate, with conversational AI, using your product.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	If you don't hop on the phone and convert the lead, because those opportunities come in at all times of day. If you're not hungry enough, if you're not willing to do the work, you're not going to have success. But, I'd love to hear your thoughts, Nate.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Yeah, I completely agree. Our product is there to augment the role of the ISA and replace it. Our product doesn't have a chip on its shoulder. It puts in the work so that's why one caveat to your first point, but I see it time and time again. It's frustrating to me that when our product takes up a conversation as far as it can go right, still requires agent to follow up.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	And I can't tell you how many times I've seen a message come through after we've qualified the lead saying, "Hey, I didn't hear from your agent." Four times, and that's just, it's sad to me because I know that there's a team leader on the other side who spent a lot of money on that generating that lead.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	They've spent money on our product to qualify that lead to tee them up. And then it's just for a lack of hunger that that agent isn't pulling the trigger on that lead when they need to. So you can't really coach that. I think you can and that's something that hatches I think done so well. You can go down the line and tell what each one of your ISAs chip on their shoulder is, and why they're here and why they come in and make as many dials as they do every day.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	I love that. That chip on the shoulder definition is really good. But the thing that was so fascinating was to see the different chips, right? And hunger is like this buzzword, and I probably shouldn't even use it, but the chip on the shoulder, it's fun because everyone's story was different. They were all that that chip look different but they had it. And that for me was just hands down. The number one thing is these people are proven something or they have something that are pushing towards.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	And another big piece is their self realize and they understand that and they've had conversations about it, and they're putting at the forefront of their mind and it's a focus. And that's another piece is it's not just some uncovered why, it's something a lot of them are most likely talking about in their businesses, another thing and it's a primary source of their motivation.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	I come from this in a different perspective than you who's the one in active human coach, the most successful ISA teams in the country. But I think there's a big piece of accountability even in there you chip, if Jim shares his chip with you and the rest of the ISAs why he's doing this, why he comes in and grinds every day than you poke him with that you can say, "Hey Jim, I know you want to provide for your dad. You didn't make as many calls today." Why not? Do you still want to do that. And I think that that's a big piece too.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T.:	One of my former coaches, he told me once, and I think it's like quote worth writing down is, "If you to hold somebody accountable to your own goals, don't resent you, but if you hold them accountable to their goals, they'll thank you." And really that just the hun...&lt;/p&gt;
 </description>

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 7: Recap

What you'll learn:
- The 5 recurring themes of the Top ISAs in the Country
- Hunger
- Grit
- Systems
- Unconscious competence
- Innovation

Top ISA Series: Recap

Nate Joens:	Welcome everybody. My name is Nate Joens. I'm the CEO of <a href="https://structurely.com/">Structurely</a> and welcome to the... What are we on, the fourth episode of the top ISA series? Robby T:	I think we're actually on... Is it six? Nate Joens:	I can't even remember. Robby T:	A lot. We're on a number. We're on some number of the ISA series. Nate Joens:	Yes, whatever number it is, we're excited to be here with Robby T from Hatch, as usual, joining us today with Tyler Stracener from the Novak team at eXp Realty in Everett, Washington. Robby, give us the intro to him, or Tyler please introduce yourself. Robby T:	For sure. So, obviously I go by Robby T for one simple reason. My last name sounds like the pharmaceutical drug and I joke that it sounds like that with all the problems and none of the money. So I have no qualms with calling Tyler, Tyler S. So Stracener, Stracener, whatever your crap is, I'm just going to call you Tyler S though this whole interview. If it [crosstalk 00:01:06] undo it. Tyler Stracener:	Yep. Robby T:	Anyways, super excited. We were supposed to have Chris on today and something that came up, a family emergency, and, frankly, super excited because I reached out to Tyler. I've had the privilege of coaching him now for a while and although he is somewhat new to the game, not been doing this for years yet, his skills are unparalleled for being at this level of the game. And he naturally gets it. Robby T:	It's deceiving, but he's a tall man. If he were to stand up, he'd kind of disappear on us. And is a former basketball coach and fell into the ISA world. But I've said enough about you. I would love for you to kind of share about yourself Tyler. Tyler Stracener:	Yeah. Right there. I come from a huge basketball background. Lots of coaching, lots of playing. Plenty of injuries, which ended my career. And a lot of that just kind of translates into what I'm good at now, and that's relating with a lot of different people. But then also just the personal competition with yourself 24/7 and the performance aspect has always been something that's been there in my life and has been a motivation for me to keep pushing forward. Robby T:	I love it. And you guys have a pretty large ISA department, don't you guys, Tyler? It's how many ISAs now? Tyler Stracener:	Well we've got three ISAs now. Robby T:	In addition to you, or three total? Tyler Stracener:	Three total. So I'm one of those three. Robby T:	Awesome. And you oversee that department, correct? Tyler Stracener:	Correct, yeah. Robby T:	I love it. Good, good. So I think one of the coolest things I want to make sure we hop into today is you talked about how you were a coach for basketball, and I'd love to hear, how is that coaching of basketball translate into coaching and leading your ISAs? Tyler Stracener:	Well, I really believe that coaching is coaching. It doesn't really matter what you're coaching. Early on in my coaching career, I started off coaching third grade boys and went all the way up through high school coaching boys. And then I made the abrupt change to be the varsity head girls coach at my old high school. Robby T:	Ahhh. Tyler Stracener:	One of the questions that I just... For some reason it just kept coming up, of, "Well, how are you planning on adjusting from coaching boys to coaching girls?" And my answer was, "Basketball is still basketball." It doesn't matter who's playing it. It's the same thing. But then making the switch to being an ISA and leading our ISA squad, I've really found that coaching is just coaching. It doesn't matter what you're coaching. Tyler Stracener:	So everything that I do now is still things that I did when I was a basketball coach. From putting trainings together, what people will need to work on, observing every single day. That's kind of one of the biggest things that I do as a coach. One of the habits was watching the players as they're walking in the door. Are they sluggish, do they have a hop in their step, what's their gait like, are they excited? Do they come in together, do they come in separate? There's so many things to watch. And I still do that with the ISA squad now. And how they walk in the door is kind of that immediate, "Oh, today's going to be a good day." Or I might need to throw in some motivation into the day. Robby T:	I love that. Good, good. So, I mean if you were to summarize, you said it a couple of times, coaching is coaching. And what is coaching? And obviously you've coached boys, you've coached girls basketball. There is one difference between the two, by the way. The balls are slightly different in size. Tyler Stracener:	Slightly. Robby T:	Slightly. That's all I know about basketball. Let's be real. Anyways, what does coaching really mean? If you were to break that down, what do you think coaching really is if you were to summarize it? Tyler Stracener:	Yeah. Really, the act of coaching, I really think it's one, building the relationship, and if you don't have the relationship, the trust, and the respect, no matter how good of a coach you are, the technique, it won't be heard. So that's really the first step, is really building that relationship with whoever you're coaching. But then past that, you have to know them so well that you know exactly how to coach them. I'm sure that you can relate to this Robby, is how you coach me isn't necessarily how you coach somebody else. You have to take a different approach. And understanding really where the person comes from. And sometimes knowing them a little bit better than what they know of themselves. Sometimes pulling out those harder things that they kind of ignore or just neglected along the way. But really, the act of coaching, I really don't think it's the telling them what to do, it's... this will resonate. Asking the right questions to lead them to figure it out themselves. Because that's really where people learn best. Robby T:	I like that. So, one's relationships, two's taking a customized approach, and then three, as opposed to telling, I think that the phrase I always use is, you help them self-discover. And the funny part is that being an ISA, frankly, we can just call ourselves coaches. That's really if you think about what ISAs do in the real estate process, is they're just coaching somebody and one big ah-ha that's really played into this, is if you're coaching someone stories change naturally over time, right? Tyler Stracener:	Yep. Robby T:	And when we're having calls with leads or you're coaching somebody, the reality is that the story should be changing, new information should be coming to the table. That means you're doing your job well. But maybe we'll just petition to change it to ISAs are coaches. That's the new label. Tyler Stracener:	Yeah. Yep. And, when talking with a basketball player, really figuring out why they play this sport. Why do they love it, what's kind of their motivation, is the same thing when you're talking with a client. Why are they really wanting to do this? And so now, once you have that, you know how to continue forward and keep coaching them through the process to achieve what they really want. If you don't know that, you might be leading them in the wrong direction. Robby T:	I love that. Nate, go ahead. Nate Joens:	Yeah, no. I'm just taking it in. That's pretty interesting. Could you just give the listeners a little bit of a high level about your team set up? Where are you getting leads, some of the tech that you're using, what's the day-to-day process look like for you and your ISAs?

<description>
 &lt;p&gt;Nate Joens:	Welcome everybody. My name is Nate Joens. I'm the CEO of &lt;a href="https://structurely.com/"&gt;Structurely&lt;/a&gt; and welcome to the... What are we on, the fourth episode of the top ISA series?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I think we're actually on... Is it six?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	I can't even remember.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	A lot. We're on a number. We're on some number of the ISA series.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Yes, whatever number it is, we're excited to be here with Robby T from Hatch, as usual, joining us today with Tyler Stracener from the Novak team at eXp Realty in Everett, Washington. Robby, give us the intro to him, or Tyler please introduce yourself.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	For sure. So, obviously I go by Robby T for one simple reason. My last name sounds like the pharmaceutical drug and I joke that it sounds like that with all the problems and none of the money. So I have no qualms with calling Tyler, Tyler S. So Stracener, Stracener, whatever your crap is, I'm just going to call you Tyler S though this whole interview. If it [crosstalk 00:01:06] undo it.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Yep.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Anyways, super excited. We were supposed to have Chris on today and something that came up, a family emergency, and, frankly, super excited because I reached out to Tyler. I've had the privilege of coaching him now for a while and although he is somewhat new to the game, not been doing this for years yet, his skills are unparalleled for being at this level of the game. And he naturally gets it.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	It's deceiving, but he's a tall man. If he were to stand up, he'd kind of disappear on us. And is a former basketball coach and fell into the ISA world. But I've said enough about you. I would love for you to kind of share about yourself Tyler.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Yeah. Right there. I come from a huge basketball background. Lots of coaching, lots of playing. Plenty of injuries, which ended my career. And a lot of that just kind of translates into what I'm good at now, and that's relating with a lot of different people. But then also just the personal competition with yourself 24/7 and the performance aspect has always been something that's been there in my life and has been a motivation for me to keep pushing forward.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it. And you guys have a pretty large ISA department, don't you guys, Tyler? It's how many ISAs now?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Well we've got three ISAs now.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	In addition to you, or three total?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Three total. So I'm one of those three.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Awesome. And you oversee that department, correct?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Correct, yeah.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it. Good, good. So I think one of the coolest things I want to make sure we hop into today is you talked about how you were a coach for basketball, and I'd love to hear, how is that coaching of basketball translate into coaching and leading your ISAs?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Well, I really believe that coaching is coaching. It doesn't really matter what you're coaching. Early on in my coaching career, I started off coaching third grade boys and went all the way up through high school coaching boys. And then I made the abrupt change to be the varsity head girls coach at my old high school.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Ahhh.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	One of the questions that I just... For some reason it just kept coming up, of, "Well, how are you planning on adjusting from coaching boys to coaching girls?" And my answer was, "Basketball is still basketball." It doesn't matter who's playing it. It's the same thing. But then making the switch to being an ISA and leading our ISA squad, I've really found that coaching is just coaching. It doesn't matter what you're coaching.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	So everything that I do now is still things that I did when I was a basketball coach. From putting trainings together, what people will need to work on, observing every single day. That's kind of one of the biggest things that I do as a coach. One of the habits was watching the players as they're walking in the door. Are they sluggish, do they have a hop in their step, what's their gait like, are they excited? Do they come in together, do they come in separate? There's so many things to watch. And I still do that with the ISA squad now. And how they walk in the door is kind of that immediate, "Oh, today's going to be a good day." Or I might need to throw in some motivation into the day.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love that. Good, good. So, I mean if you were to summarize, you said it a couple of times, coaching is coaching. And what is coaching? And obviously you've coached boys, you've coached girls basketball. There is one difference between the two, by the way. The balls are slightly different in size.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Slightly.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Slightly. That's all I know about basketball. Let's be real. Anyways, what does coaching really mean? If you were to break that down, what do you think coaching really is if you were to summarize it?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Yeah. Really, the act of coaching, I really think it's one, building the relationship, and if you don't have the relationship, the trust, and the respect, no matter how good of a coach you are, the technique, it won't be heard. So that's really the first step, is really building that relationship with whoever you're coaching. But then past that, you have to know them so well that you know exactly how to coach them. I'm sure that you can relate to this Robby, is how you coach me isn't necessarily how you coach somebody else. You have to take a different approach. And understanding really where the person comes from. And sometimes knowing them a little bit better than what they know of themselves. Sometimes pulling out those harder things that they kind of ignore or just neglected along the way. But really, the act of coaching, I really don't think it's the telling them what to do, it's... this will resonate. Asking the right questions to lead them to figure it out themselves. Because that's really where people learn best.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I like that. So, one's relationships, two's taking a customized approach, and then three, as opposed to telling, I think that the phrase I always use is, you help them self-discover. And the funny part is that being an ISA, frankly, we can just call ourselves coaches. That's really if you think about what ISAs do in the real estate process, is they're just coaching somebody and one big ah-ha that's really played into this, is if you're coaching someone stories change naturally over time, right?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Yep.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	And when we're having calls with leads or you're coaching somebody, the reality is that the story should be changing, new information should be coming to the table. That means you're doing your job well. But maybe we'll just petition to change it to ISAs are coaches. That's the new label.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Tyler Stracener:	Yeah. Yep. And, when talking with a basketball player, really figuring out why they play this sport. Why do they love it, what's kind of their motivation, is the same thing when you're talking with a client. Why are they really wanting to do this? And so now, once you have that, you know how to continue forward and keep coaching them through the process to achieve what they really want. If you don't know that, you might be leading them in the wrong direction.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love that. Nate, go ahead.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Yeah, no. I'm just taking it in. That's pretty interesting. Could you just give the listeners a little bit of a high level about your team set up? Where are you getting leads, some of the tech that you're using, what's the day-to-day process look like for you and your ISAs?&lt;/p&gt;&lt;p&gt;&lt;/p&gt;
 </description>

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 6: Tyler Stracener - The Novak Team at KW Everett

What you'll learn:
- The importance of coaching, in both giving and receiving
- How to set up a hybrid lead response system to share 

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 6: Tyler Stracener - The Novak Team at KW Everett

What you'll learn:
- The importance of coaching, in both giving and receiving
- How to set up a hybrid lead response system to share accountability between agents and ISAs
- How to create Navy SEALS out of your ISAs

Top ISA Series: Tyler Stracener - The Novak Team at KW Everett

Nate Joens:	Welcome everybody. We'll get warmed up a little bit slowly here because I can still see people coming in. My name is Nate Joens, I am the CEO and co-founder at <a href="https://structurely.com/">Structurely</a>. Structurely is an Artificial Intelligence inside sales agent, we help you qualify, nurture and respond to your leads. This is our interview with Top ISA. Today we have Holli from Donna and Team, New Bern Keller-Williams out of North Carolina as well as the usually Robby T. from Hatch Coaching and Hatch Realty. Robby T:	The usual, that's what I am now. The usual. I love that. Nate Joens:	But, yeah I'll let you guys kind of introduce yourselves, Robby how about we go ahead and start with you. Robby T:	Yeah, good to see you all again. I'm glad that I made it in this time, and know that you can see my face and hear me. We, first off thanks to everyone for switching over to Zoom. We switched publishers, we were just having some other problems so glad we did that and this is a lot smoother, I think and I'm excited about it. Robby T:	Robby T here, what do I do? I'm just a nerd. Total nerd who likes to geek out about lead conversion, Star Wars, Game of Thrones, throw it at me we can talk about it. But, you know I'm excited today because one of the first, you know when I got into coaching, one of the first teams that I actually helped out was Holli and Team New Bern. Holli, that was over two years ago? When was that? Holli Faulkner:	2017 Robby T:	2017 so awhile back. And I have the privilege of going out there and meeting them, and they run a solid, solid crew up there. Donna's great, you guys have a fearless leader as you well know. I'm really excited for this episode because Holli's not just a rock star, but she's got some cool stories to share with us, and yeah, I'll turn it over to you Holli, tell us a little bit about you. Holli Faulkner:	Okay, so I'm Holli I live in New Bern, North Carolina and I've been in ISA since August of 2017. I think Robby you came in maybe, 30 days after I had started, and I was brand new, I had no clue what I was doing. I was the only ISA not only on my team, but pretty much within like 200 miles of me, I mean, the only other team I think closest to me, was the Harlow Group in Greenville, South Carolina. So I really didn't have anybody to shadow or to really talk to. I didn't know all the things I know now, as far as like the Facebook groups and all the ways to talk to different people. So, I kind of figured this out on my own. And our team was kind of trying me out, as far as, "Do we need an ISA? What is an ISA? What does that look like in New Bern?" We're kind of the last to jump on any bandwagon in the whole world. You know, it feels like we're kind of going around an island sometimes. But, it was pretty cool to become that person and kind of pave the way, in my own way. Holli Faulkner:	So, that was the way I got started. I came from time share sales, actually. I sold time share for four years prior to that, and I think that's really what gave me the grit that I have to be the ISA. Because if you can sell time shares, as far as I'm concerned you can sell anything. Robby T:	Truth. Holli Faulkner:	That is a tough business. When you're 24 you don't really care, you're just like whatever. Give me the role and I'll do it. Robby T:	I love it. Holli Faulkner:	That's where I started and now, almost two years later, I've moved into director of legend position for my team, recently in January. And we have just hired our other ISA so now I'm coaching a little bit and helping him work through that and so, I'm slowly building my own team, within my team. Nate Joens:	Sure. Awesome. So tell us a little bit about the team in general. How many buyer/seller agents? Is it just the one ISA right now? And kind of just a little bit about your STAT's when you were practicing it as a ISA as well. Holli Faulkner:	Okay, so we are a team of 19. We have two buyer agents currently, we are looking for a few more of those. We have four listing agents, we have two ISA's. One of those being new starting in April, and then me has a hybrid. We have one director of sales, we also have one listing manager and she has an assistant. We have three admin, and then we have three field care, who run our signs and do all the day to day, kind of you know that stuff there. Those people are so important. They save us so much time. Holli Faulkner:	And then we have a director of sales as well. So, we have our Rainmaker, so we're a pretty large team for our area for sure. We're the largest team in the area. Nate Joens:	Awesome. Holli Faulkner:	I would say that when I was, let's say last year, as the full-time, that was my role, that's exactly what I did every single day, I had 108 closings. So I count my first three months as a ISA kind of like in 2017, I don't really count those. I roll all of that into 2018, when I was really digging in. And so, I had 108 closings, don't know if that was a good thing or a bad thing, or if I was hitting the mark or not. I was just happy with it, just to have a closing. Holli Faulkner:	So that was me. To date, from January to now I've about 8,000 dials and I have about 3,000 contacts [inaudible 00:05:58] 150 [inaudible 00:05:59] so far. That's just being kind of hybrid and part-time, and I've had 42 closings year to date. Robby T:	Cool. Holli Faulkner:	So, pretty proud. Robby T:	Absolutely. So, what's the total number of deals that your team is roughly going to do, give or take, this year Holli? What's your team looking at? Holli Faulkner:	500 is our goal. Robby T:	500 is goal. You guys treading pretty close to that, you think? Holli Faulkner:	Yes, definitely. We had 418 closings last year. Closing families that we helped, and I think we're going to exceed our goal. Our fourth quarter is our strongest, and so I think that we are definitely going to exceed our goals this year. Robby T:	I love it. And how many people are in the New Bern area? How many, what's the total population, just so we can get perspective here. Holli Faulkner:	Our population for all of Craven County is roughly about, I'd say 102,000. Robby T:	102,000. I think that's one of the biggest things I hope people take away when we're talking with you is, if you're in New Bern, like your team is the, you guys have built a cornerstone in real estate. Is that fair to say? Holli Faulkner:	Yes. Robby T:	Do you know, like your market share percentage roughly, by chance? Holli Faulkner:	We're on either side of the transaction or both sides of the transaction of about one out of, I believe, it's one out of two now. So, we're about 40%, 50% we're up there. Robby T:	Sure. Holli Faulkner:	Keller-Williams as a whole is most of the market share, then of course we've got our boutique shops and whatnot, but Keller-Williams is probably the largest in Craven County, along with our surrounding counties as well. Robby T:	I love it. Nate you're up, I asked two questions, your turn. Nate Joens:	Yeah, no that's pretty incredible, and I hope that kind of sets the stage for why we have you on as a TOP ISA. So, can you tell us just a little bit about when you got started, which wasn't too long ago, what was that like for you? What was, you know, what was difficult for a new ISA just getting thrown in the fire? Just kind of set the stage for what you might have done differently, you know now looking back, that you could potentially teach to the new ISA that you're training, and that other people in similar ...

<description>
 &lt;p&gt;Nate Joens:	Welcome everybody. We'll get warmed up a little bit slowly here because I can still see people coming in. My name is Nate Joens, I am the CEO and co-founder at &lt;a href="https://structurely.com/"&gt;Structurely&lt;/a&gt;. Structurely is an Artificial Intelligence inside sales agent, we help you qualify, nurture and respond to your leads. This is our interview with Top ISA. Today we have Holli from Donna and Team, New Bern Keller-Williams out of North Carolina as well as the usually Robby T. from Hatch Coaching and Hatch Realty.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	The usual, that's what I am now. The usual. I love that.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	But, yeah I'll let you guys kind of introduce yourselves, Robby how about we go ahead and start with you.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Yeah, good to see you all again. I'm glad that I made it in this time, and know that you can see my face and hear me. We, first off thanks to everyone for switching over to Zoom. We switched publishers, we were just having some other problems so glad we did that and this is a lot smoother, I think and I'm excited about it.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Robby T here, what do I do? I'm just a nerd. Total nerd who likes to geek out about lead conversion, Star Wars, Game of Thrones, throw it at me we can talk about it. But, you know I'm excited today because one of the first, you know when I got into coaching, one of the first teams that I actually helped out was Holli and Team New Bern. Holli, that was over two years ago? When was that?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	2017&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	2017 so awhile back. And I have the privilege of going out there and meeting them, and they run a solid, solid crew up there. Donna's great, you guys have a fearless leader as you well know. I'm really excited for this episode because Holli's not just a rock star, but she's got some cool stories to share with us, and yeah, I'll turn it over to you Holli, tell us a little bit about you.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	Okay, so I'm Holli I live in New Bern, North Carolina and I've been in ISA since August of 2017. I think Robby you came in maybe, 30 days after I had started, and I was brand new, I had no clue what I was doing. I was the only ISA not only on my team, but pretty much within like 200 miles of me, I mean, the only other team I think closest to me, was the Harlow Group in Greenville, South Carolina. So I really didn't have anybody to shadow or to really talk to. I didn't know all the things I know now, as far as like the Facebook groups and all the ways to talk to different people. So, I kind of figured this out on my own. And our team was kind of trying me out, as far as, "Do we need an ISA? What is an ISA? What does that look like in New Bern?" We're kind of the last to jump on any bandwagon in the whole world. You know, it feels like we're kind of going around an island sometimes. But, it was pretty cool to become that person and kind of pave the way, in my own way.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	So, that was the way I got started. I came from time share sales, actually. I sold time share for four years prior to that, and I think that's really what gave me the grit that I have to be the ISA. Because if you can sell time shares, as far as I'm concerned you can sell anything.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Truth.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	That is a tough business. When you're 24 you don't really care, you're just like whatever. Give me the role and I'll do it.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	That's where I started and now, almost two years later, I've moved into director of legend position for my team, recently in January. And we have just hired our other ISA so now I'm coaching a little bit and helping him work through that and so, I'm slowly building my own team, within my team.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Sure. Awesome. So tell us a little bit about the team in general. How many buyer/seller agents? Is it just the one ISA right now? And kind of just a little bit about your STAT's when you were practicing it as a ISA as well.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	Okay, so we are a team of 19. We have two buyer agents currently, we are looking for a few more of those. We have four listing agents, we have two ISA's. One of those being new starting in April, and then me has a hybrid. We have one director of sales, we also have one listing manager and she has an assistant. We have three admin, and then we have three field care, who run our signs and do all the day to day, kind of you know that stuff there. Those people are so important. They save us so much time.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	And then we have a director of sales as well. So, we have our Rainmaker, so we're a pretty large team for our area for sure. We're the largest team in the area.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Awesome.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	I would say that when I was, let's say last year, as the full-time, that was my role, that's exactly what I did every single day, I had 108 closings. So I count my first three months as a ISA kind of like in 2017, I don't really count those. I roll all of that into 2018, when I was really digging in. And so, I had 108 closings, don't know if that was a good thing or a bad thing, or if I was hitting the mark or not. I was just happy with it, just to have a closing.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	So that was me. To date, from January to now I've about 8,000 dials and I have about 3,000 contacts [inaudible 00:05:58] 150 [inaudible 00:05:59] so far. That's just being kind of hybrid and part-time, and I've had 42 closings year to date.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Cool.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	So, pretty proud.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Absolutely. So, what's the total number of deals that your team is roughly going to do, give or take, this year Holli? What's your team looking at?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	500 is our goal.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	500 is goal. You guys treading pretty close to that, you think?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	Yes, definitely. We had 418 closings last year. Closing families that we helped, and I think we're going to exceed our goal. Our fourth quarter is our strongest, and so I think that we are definitely going to exceed our goals this year.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it. And how many people are in the New Bern area? How many, what's the total population, just so we can get perspective here.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	Our population for all of Craven County is roughly about, I'd say 102,000.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	102,000. I think that's one of the biggest things I hope people take away when we're talking with you is, if you're in New Bern, like your team is the, you guys have built a cornerstone in real estate. Is that fair to say?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	Yes.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Do you know, like your market share percentage roughly, by chance?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	We're on either side of the transaction or both sides of the transaction of about one out of, I believe, it's one out of two now. So, we're about 40%, 50% we're up there.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Sure.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Holli Faulkner:	Keller-Williams as a whole is most of the market share, then of course we've got our boutique shops and whatnot, but Keller-Williams is probably the largest in Craven County, along with our surrounding counties as well.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it. Nate you're up, I asked two questions, your turn.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	Yeah, no that's pretty incredible, and I hope that kind of sets the stage for why we have you on as a TOP ISA. So, can you tell us just a little bit about when you got started, which wasn't too long ago, what was that like for you? What was, you know, what was difficult for a new ISA just getting thrown in the fire? Just kind of set the stage for what you might have done differently, you know now looking back, that you could potentially teach to the new ISA that you're training, and that other people in similar ...&lt;/p&gt;
 </description>

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 5: Holli Faulkner - Donna &amp; Team New Bern

What you'll learn:
- How to help bridge the commission gap in pay for a new ISA
- Where to source new ISAs when hiring
- How to connect 

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 5: Holli Faulkner - Donna &amp; Team New Bern

What you'll learn:
- How to help bridge the commission gap in pay for a new ISA
- Where to source new ISAs when hiring
- How to connect ISA and agent goals and hold each team accountable

Top ISA Series: Holli Faulkner - Donna & Team New Bern

Nate Joens: All right. Welcome everybody to our third interview with the top ISA. We're really excited about this one today with Alex Vincent. Robby T is, of course, joining us from Hatch Coaching after one of their very successful webinars, it sounded like, of their own. Again, for all of you watching, my name is Nate Joens. I'm with <a href="https://structurely.com/">Structurely</a>. We are joined today by another top ISA, like I mentioned, Alex Vincent of the Simone Group. Nate Joens: This is going to be another detailed discussion about how she's running her ISA team, how her practices might differ from other practices of ISAs that we've had on the prior webinars in this series. And with that, Robby would you like to introduce Alex? Robby T: I love it. First of, if any of you don't know, I only call Nate, Nate Joens like the rapper Mike Jones. And if you want a funny laugh, just go look up who Mike Jones and it's going to be the worst song you ever heard. Some every time I see Nate I think of- Nate Joens: Not very good. Robby T: Not very good. Anyways, Alex, super excited to have you on today. Alex Vincent: Thank you. Robby T: I first had the pleasure of meeting you... Was it about a year ago now? Alex Vincent: Over a year. It was December 2017. Robby T: December of 2017. It's been far too long. And we were doing in-person league immersion trainings, and Alex came up here with a team member, correct? Alex Vincent: Courtney. Yeah. Robby T: Yep. Yep. I remember you... Too many names, faces. You know how it goes. But what I loved is... Alex is, I believe, one of the most talented ISAs I've ever met. And I think, when you were up here, you just naturally showed that you get this role. And I think we have a lot of the same core beliefs. What I was most impressed about is: Alex is not afraid to share her opinion. And we had about 30-some people in the room, and I love it. You were very direct, you gave your thoughts. And more importantly, if you didn't agree, you named something. And that was really cool. Robby T: So, super excited to bring your perspective to the role. In a moment I kind of just want to have you start off by telling us about you and who you are. I'm disappointed that baby Elliot isn't in the webinar right now. And I was kind of hyping that a baby would be involved. In crisis of leadership. But I get it. I get it. Robby T: Anyways, Alex, tell us about you. How the heck did you join the Simone Group? And just give us the 101 on Alex Vincent. Alex Vincent: Yeah, so. Commenting on Elliot not being here, she would've cried. It would've ruined the whole thing. So I definitely want to be [inaudible 00:02:55] of that. But yes, normally she is with me. I bring her to work every day. And... All day long. And it's actually a really great conversation starter. I think it's giving me an edge, not going to lie. Alex Vincent: So joined the Simone Group back in 2017. And this was with the intention of building an ISA department, helping build up the team in sales. And it's been so rewarding. Our director of operations, Zach, was actually a close, personal friend of mine for years. And when he was kind of talking to me about our brokerage and the team, and the goals and kind of vision, really, it definitely drew me in. The ability to build something and have this kind of start-up feel, but with the support of a team that's been around for years. And the leverage and the money, which is a big part of startups. It's a big sore spot for some people. Alex Vincent: It just... It really elevated me and brought me into some high level conversations. So I'm really excited to be here. I love Mondays. Not many people can say that. So yeah, we're just... I'm really excited to be a part of the team. Robby T: I love it, I love it. So, every team in brokerage... We kind of talked about how that drew you in. What are some of those key things, like... There's a buzzword, right? Culture. And culture's just a placeholder in my world. It's a word that has so much more meaning than just culture. Give us some insight, like what drew you in? You said you wanted to build something, the startup feel. But if you were to say, "This is why this culture is really great," what would it be? Alex Vincent: "Why is this culture really rare?" Well, you know, we are all workaholics, if you will. And we all like to play hard. Robby T: Sure. Alex Vincent: And I think that's been really awesome to be a part of over the past couple of years. You know I'm also, like I said, I've known a couple of teammates before I even joined. So, you know. Opening day, baseball season's a huge day for us. We all take off, we all go out, we all cannot remember the next day. Robby T: Yes. Alex Vincent: You know, it's things like that. Some of us are very family-oriented. Me, personally, I was just out for the past four months. Had a pretty crazy family trauma experience with my child being born and being brought into this world. She was in the NICU for 73 days. So the team being extremely empathetic to that and supporting when it all first started happening. And even months later, it was well, "Well how can I help you?" As a response to everything. I think it's just huge and even more of a win for me. And even more of a reason why I try to work as hard as I can. While I plan... Why I will plan on being on this team for as long as I can. Robby T: I love it. Can you see yourself leaving your team, Alex? Alex Vincent: No. Robby T: Is that something that has crossed your mind? Alex Vincent: I have people reach out to me all the time. It's actually really flattering about... I don't know if you've ever hard of EXP Realty. It's like brokerage... An online brokerage [crosstalk 00:06:16]. They reached out to me. I've had other... Keller-Williams teams reach out to me, which is like a big no-no. But it is what it is. And it's super flattering and the answer is always the same. It's like, there's nothing that will make me leave here at this point. Nate Joens: Right? Can I ask a question on that? I was just listening to the "Is your culture wrong?" webinar, or was it a podcast that we had done two or three episodes ago? Robby T: Yeah. Nate Joens: I think one of the things that stood out quite a bit for me, hearing about the culture at Hatch Realty with their ISAs was... And this is a repetitive theme that we've talked about before, but a lot of people think that ISAs are the lowest on the totem pole [inaudible 00:07:05] organization. What have you done on your team to flip that? Alex Vincent: That's a really good question. Nate Joens: Or how is it positioned in your team? Alex Vincent: That's a really great question. So, an ISA... You know, I'm like one of a very small team [inaudible 00:07:21] in Maryland that have my role specifically. A lot of other teams, what they tried doing, was making ISA a stepping stone to becoming an agent. Where we know and where we've learned from seeing other teams fail at this time and time again, is that this is just not the way to go about it. Someone who's going to love being an ISA probably won't love being an agent. And vice versa. I have absolutely not interest in being an agent and showing houses and nurturing a client outside of the office in that way. I love being an ISA and that's just a personality thing as well. So, just two completely different people. Alex Vincent: And then also, they're not only acknowledging that it's not a stepping stone and that it's a role in itself. But also acknowledging kind of the numbers and the i...

<description>
 &lt;p&gt;Nate Joens: All right. Welcome everybody to our third interview with the top ISA. We're really excited about this one today with Alex Vincent. Robby T is, of course, joining us from Hatch Coaching after one of their very successful webinars, it sounded like, of their own. Again, for all of you watching, my name is Nate Joens. I'm with &lt;a href="https://structurely.com/"&gt;Structurely&lt;/a&gt;. We are joined today by another top ISA, like I mentioned, Alex Vincent of the Simone Group.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens: This is going to be another detailed discussion about how she's running her ISA team, how her practices might differ from other practices of ISAs that we've had on the prior webinars in this series. And with that, Robby would you like to introduce Alex?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: I love it. First of, if any of you don't know, I only call Nate, Nate Joens like the rapper Mike Jones. And if you want a funny laugh, just go look up who Mike Jones and it's going to be the worst song you ever heard. Some every time I see Nate I think of-&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens: Not very good.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Not very good. Anyways, Alex, super excited to have you on today.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: Thank you.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: I first had the pleasure of meeting you... Was it about a year ago now?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: Over a year. It was December 2017.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: December of 2017. It's been far too long. And we were doing in-person league immersion trainings, and Alex came up here with a team member, correct?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: Courtney. Yeah.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Yep. Yep. I remember you... Too many names, faces. You know how it goes. But what I loved is... Alex is, I believe, one of the most talented ISAs I've ever met. And I think, when you were up here, you just naturally showed that you get this role. And I think we have a lot of the same core beliefs. What I was most impressed about is: Alex is not afraid to share her opinion. And we had about 30-some people in the room, and I love it. You were very direct, you gave your thoughts. And more importantly, if you didn't agree, you named something. And that was really cool.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: So, super excited to bring your perspective to the role. In a moment I kind of just want to have you start off by telling us about you and who you are. I'm disappointed that baby Elliot isn't in the webinar right now. And I was kind of hyping that a baby would be involved. In crisis of leadership. But I get it. I get it.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Anyways, Alex, tell us about you. How the heck did you join the Simone Group? And just give us the 101 on Alex Vincent.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: Yeah, so. Commenting on Elliot not being here, she would've cried. It would've ruined the whole thing. So I definitely want to be [inaudible 00:02:55] of that. But yes, normally she is with me. I bring her to work every day. And... All day long. And it's actually a really great conversation starter. I think it's giving me an edge, not going to lie.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: So joined the Simone Group back in 2017. And this was with the intention of building an ISA department, helping build up the team in sales. And it's been so rewarding. Our director of operations, Zach, was actually a close, personal friend of mine for years. And when he was kind of talking to me about our brokerage and the team, and the goals and kind of vision, really, it definitely drew me in. The ability to build something and have this kind of start-up feel, but with the support of a team that's been around for years. And the leverage and the money, which is a big part of startups. It's a big sore spot for some people.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: It just... It really elevated me and brought me into some high level conversations. So I'm really excited to be here. I love Mondays. Not many people can say that. So yeah, we're just... I'm really excited to be a part of the team.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: I love it, I love it. So, every team in brokerage... We kind of talked about how that drew you in. What are some of those key things, like... There's a buzzword, right? Culture. And culture's just a placeholder in my world. It's a word that has so much more meaning than just culture. Give us some insight, like what drew you in? You said you wanted to build something, the startup feel. But if you were to say, "This is why this culture is really great," what would it be?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: "Why is this culture really rare?" Well, you know, we are all workaholics, if you will. And we all like to play hard.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Sure.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: And I think that's been really awesome to be a part of over the past couple of years. You know I'm also, like I said, I've known a couple of teammates before I even joined. So, you know. Opening day, baseball season's a huge day for us. We all take off, we all go out, we all cannot remember the next day.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Yes.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: You know, it's things like that. Some of us are very family-oriented. Me, personally, I was just out for the past four months. Had a pretty crazy family trauma experience with my child being born and being brought into this world. She was in the NICU for 73 days. So the team being extremely empathetic to that and supporting when it all first started happening. And even months later, it was well, "Well how can I help you?" As a response to everything. I think it's just huge and even more of a win for me. And even more of a reason why I try to work as hard as I can. While I plan... Why I will plan on being on this team for as long as I can.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: I love it. Can you see yourself leaving your team, Alex?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: No.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Is that something that has crossed your mind?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: I have people reach out to me all the time. It's actually really flattering about... I don't know if you've ever hard of EXP Realty. It's like brokerage... An online brokerage [crosstalk 00:06:16]. They reached out to me. I've had other... Keller-Williams teams reach out to me, which is like a big no-no. But it is what it is. And it's super flattering and the answer is always the same. It's like, there's nothing that will make me leave here at this point.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens: Right? Can I ask a question on that? I was just listening to the "Is your culture wrong?" webinar, or was it a podcast that we had done two or three episodes ago?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T: Yeah.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens: I think one of the things that stood out quite a bit for me, hearing about the culture at Hatch Realty with their ISAs was... And this is a repetitive theme that we've talked about before, but a lot of people think that ISAs are the lowest on the totem pole [inaudible 00:07:05] organization. What have you done on your team to flip that?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: That's a really good question.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens: Or how is it positioned in your team?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: That's a really great question. So, an ISA... You know, I'm like one of a very small team [inaudible 00:07:21] in Maryland that have my role specifically. A lot of other teams, what they tried doing, was making ISA a stepping stone to becoming an agent. Where we know and where we've learned from seeing other teams fail at this time and time again, is that this is just not the way to go about it. Someone who's going to love being an ISA probably won't love being an agent. And vice versa. I have absolutely not interest in being an agent and showing houses and nurturing a client outside of the office in that way. I love being an ISA and that's just a personality thing as well. So, just two completely different people.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Alex Vincent: And then also, they're not only acknowledging that it's not a stepping stone and that it's a role in itself. But also acknowledging kind of the numbers and the i...&lt;/p&gt;
 </description>

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 4: Alex Vincent - The Simone Group of Keller Williams Legacy

What you'll learn:
- Creating a culture of high production amongst your ISA Team
- How to set goals for your ISAs
- Onboa

Real Estate ISA Radio: Interviews with a Top ISA Series

Episode 4: Alex Vincent - The Simone Group of Keller Williams Legacy

What you'll learn:
- Creating a culture of high production amongst your ISA Team
- How to set goals for your ISAs
- Onboarding new ISAs the right way

Top ISA Series: Alex Vincent - The Simone Group of Keller Williams Legacy

Nate Joens:	All right. What is up everybody? My name is Nate, I'm with <a href="https://structurely.com/">Structurely</a>. We have an exciting webinar today that we're getting started finally on this beautiful spring day out of Iowa. Robby T:	Oh, yeah. Nate Joens:	We are joined by Robby T and LeaAnne today. Robby, would you like to kick us off? Robby T:	Hey, first off we got to celebrate the fact that we have no tech issues today. Sometimes tech is a pain. Funny part is as well, I was just on another webinar right before this about snap offers and we had some little tech issues. So major celebration. Other thing is, we have no snow in Fargo so life is fantastic. Robby T:	Hey, excited as heck to have a bunch of you join us today. We have one of the supreme ISAs, not just in real estate. LeaAnne also served as an ISA, and tell me if I'm wrong LeaAnne, but in the car industry. So I got to hear about that. LeaAnne Ledford:	I did. Robby T:	And now you've transitioned into basically being the lead ISA and overseeing your department, so would love to hear about that, but LeaAnne introduce yourself and tell us a bit about you. LeaAnne Ledford:	Hey, so I'm LeaAnne from Johnson City, Tennessee. I have been, collectively, from the car dealership to real estate, in this whole phone conversion thing, for several years now. LeaAnne Ledford:	Started out at [inaudible 00:01:33] Developments. When you say seven years, it's a long time. I mean, that's older than my kid, but obviously I like it so ... LeaAnne Ledford:	I started out business development internet sales in a car dealership. Very high volume car sales. I'm talking 30/40 car sold a week. Sometimes 300 a month. So I was one of two, and then our department with the help of the two that were there slowly grew to about six to eight at all times back there. LeaAnne Ledford:	I came into real estate in 2016. August, 2016 was my first month, and I'll be honest with you, I started out with these high hopes thinking, "Hey, I'm going to go here, and I'm going to crush it." Not only my teams only ISA. I was the only [inaudible 00:02:26] in our entire market. So I had no one around me. No one in our whole area knew what an ISA was supposed to do. LeaAnne Ledford:	These were big dreams and I sucked. I sucked. I almost left the industry altogether and the only thing that saved me was going to Family Reunion in Vegas in 2017. LeaAnne Ledford:	Since then I've been in it. I did my whole first year and went from having three closes from August to December in 2016 to having 74 the next following year. LeaAnne Ledford:	I'm on my own and kind of self trained, built all of our systems and then the next following year worked part-time. So half the hours, half the dials and got 101 closings. LeaAnne Ledford:	So- Robby T:	I love it. LeaAnne that's a good introduction. Lots to hit on there. You have a fascinating story. If you don't mind, I'd love to go back to the car dealership ISA stuff because- LeaAnne Ledford:	I don't go back there, but yeah we could do the talk. Robby T:	Well, we're going to go back for a minute. What's funny is we started this ISA stuff all about being an ISA in the real estate ball game, and I think you probably agree that the skills that we talk about and the skills that you're going to talk about, it's not just the one industry if I had to guess. So give us some insight. You said you were doing 300 car sales in a month? LeaAnne Ledford:	Yeah. Robby T:	What does that mean? I don't understand that. Give me some insight there. LeaAnne Ledford:	So our dealership was the number one volume Toyota dealership in all of the east pretty much. We were doing 300 sales a month. Roughly 65 to 70 percent of those sales at all time were coming out of our internet sales department. We, much like an ISA in real estate, we got the leads. LeaAnne Ledford:	We were the first person speed to lead on that in a matter of seconds and then we would nurture them. Not quite long as we nurtured real estate. I was used to the gratification of setting an appointment today, and it goes under contract, they drive away today. So that was the difference. That was the game changer was coming in here and saying, "I'm going to talk to these people for two years? Two years?" LeaAnne Ledford:	Back there it was two weeks or they've made a decision and they're gone, but when you put it together and you look at the role, and you look at what's important, and you look at what it takes to actually help people to their goals that they reached out to you to get help for, it's the same. You can equate it to restaurant industry, car sales, anywhere. It's the same concept of listening to people, coming up with a solution, and making a pathway to get them there. Robby T:	Gosh. Listen, create solution, create a game plan or a pathway. LeaAnne Ledford:	Yeah. Robby T:	I love it. Okay. So you did that for how long LeaAnne? How long were you in the car sales? LeaAnne Ledford:	Four years. Robby T:	Four years. Okay, I understand why you don't want to go back. LeaAnne Ledford:	I tried [inaudible 00:05:44] to get out of there if James is listening. Robby T:	Yeah, so tell us about that. We have a little back story. It's really cool to hear that a lot of the stuff translates, albeit different time frames. Robby T:	I think the funny thing is most people calling internet leads have the, "If it ain't going to close in two weeks, I'm not going to do anything with it," and frankly that's why most people convert a pay per click [inaudible 00:06:10] at sub one percent if that, and it's because most internet leads, especially fourth registration pay per click is so long term. Robby T:	When we measured it, it's been ... The conversion cycle is 18 to 24 months, and they're long term, just like you said. Up to two years. So it's kind of cool to get your perspective on that. But tell us, LeaAnne, how the heck do you get out of car sales and how did you get into being an ISA in real estate? Give us that background. LeaAnne Ledford:	Yeah. So it's much easier to fall in then it is to fall out. So I took the car sale job expecting fully for it to be temporary. Went to school for health, could not find a job, and I was like I have to make some money. So I sold my soul to the devil, as they say, and I went to the wonderful world of car sales. LeaAnne Ledford:	Now when I started, I was an extreme introvert, and I had at my previous job that I had actually gotten fired from for not being able to say hello to people when they walked through the door. Robby T:	Wow. I would not have guessed that at all. LeaAnne Ledford:	Yeah. So extreme introvert. Awkward. Super awkward. Robby T:	Sure. LeaAnne Ledford:	So over the course of the four years in the car industry and just getting beaten down every day, developed a love for talking to people, developed a love for just human interaction and for problem solving, and about two years into that ... A year and a half/two years into it, I had seen an ad for pretty much the same job but just in real estate, and I was like, "Well that sounds more long term. That sounds like a good plan." LeaAnne Ledford:	So I actually applied to work for Jim three times over the course of almost three years, and the first time I was to be considered. The second time they told me that I'm not an ISA, that I'm actually an agent profile and they offered me a job being an agent. I gracefully declined and went back to my cubicle at the car dealer...

<description>
 &lt;p&gt;Nate Joens:	All right. What is up everybody? My name is Nate, I'm with &lt;a href="https://structurely.com/"&gt;Structurely&lt;/a&gt;. We have an exciting webinar today that we're getting started finally on this beautiful spring day out of Iowa.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Oh, yeah.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Nate Joens:	We are joined by Robby T and LeaAnne today. Robby, would you like to kick us off?&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Hey, first off we got to celebrate the fact that we have no tech issues today. Sometimes tech is a pain. Funny part is as well, I was just on another webinar right before this about snap offers and we had some little tech issues. So major celebration. Other thing is, we have no snow in Fargo so life is fantastic.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Hey, excited as heck to have a bunch of you join us today. We have one of the supreme ISAs, not just in real estate. LeaAnne also served as an ISA, and tell me if I'm wrong LeaAnne, but in the car industry. So I got to hear about that.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	I did.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	And now you've transitioned into basically being the lead ISA and overseeing your department, so would love to hear about that, but LeaAnne introduce yourself and tell us a bit about you.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Hey, so I'm LeaAnne from Johnson City, Tennessee. I have been, collectively, from the car dealership to real estate, in this whole phone conversion thing, for several years now.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Started out at [inaudible 00:01:33] Developments. When you say seven years, it's a long time. I mean, that's older than my kid, but obviously I like it so ...&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	I started out business development internet sales in a car dealership. Very high volume car sales. I'm talking 30/40 car sold a week. Sometimes 300 a month. So I was one of two, and then our department with the help of the two that were there slowly grew to about six to eight at all times back there.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	I came into real estate in 2016. August, 2016 was my first month, and I'll be honest with you, I started out with these high hopes thinking, "Hey, I'm going to go here, and I'm going to crush it." Not only my teams only ISA. I was the only [inaudible 00:02:26] in our entire market. So I had no one around me. No one in our whole area knew what an ISA was supposed to do.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	These were big dreams and I sucked. I sucked. I almost left the industry altogether and the only thing that saved me was going to Family Reunion in Vegas in 2017.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Since then I've been in it. I did my whole first year and went from having three closes from August to December in 2016 to having 74 the next following year.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	I'm on my own and kind of self trained, built all of our systems and then the next following year worked part-time. So half the hours, half the dials and got 101 closings.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	So-&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it. LeaAnne that's a good introduction. Lots to hit on there. You have a fascinating story. If you don't mind, I'd love to go back to the car dealership ISA stuff because-&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	I don't go back there, but yeah we could do the talk.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Well, we're going to go back for a minute. What's funny is we started this ISA stuff all about being an ISA in the real estate ball game, and I think you probably agree that the skills that we talk about and the skills that you're going to talk about, it's not just the one industry if I had to guess. So give us some insight. You said you were doing 300 car sales in a month?&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Yeah.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	What does that mean? I don't understand that. Give me some insight there.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	So our dealership was the number one volume Toyota dealership in all of the east pretty much. We were doing 300 sales a month. Roughly 65 to 70 percent of those sales at all time were coming out of our internet sales department. We, much like an ISA in real estate, we got the leads.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	We were the first person speed to lead on that in a matter of seconds and then we would nurture them. Not quite long as we nurtured real estate. I was used to the gratification of setting an appointment today, and it goes under contract, they drive away today. So that was the difference. That was the game changer was coming in here and saying, "I'm going to talk to these people for two years? Two years?"&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Back there it was two weeks or they've made a decision and they're gone, but when you put it together and you look at the role, and you look at what's important, and you look at what it takes to actually help people to their goals that they reached out to you to get help for, it's the same. You can equate it to restaurant industry, car sales, anywhere. It's the same concept of listening to people, coming up with a solution, and making a pathway to get them there.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Gosh. Listen, create solution, create a game plan or a pathway.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Yeah.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I love it. Okay. So you did that for how long LeaAnne? How long were you in the car sales?&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Four years.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Four years. Okay, I understand why you don't want to go back.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	I tried [inaudible 00:05:44] to get out of there if James is listening.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Yeah, so tell us about that. We have a little back story. It's really cool to hear that a lot of the stuff translates, albeit different time frames.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	I think the funny thing is most people calling internet leads have the, "If it ain't going to close in two weeks, I'm not going to do anything with it," and frankly that's why most people convert a pay per click [inaudible 00:06:10] at sub one percent if that, and it's because most internet leads, especially fourth registration pay per click is so long term.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	When we measured it, it's been ... The conversion cycle is 18 to 24 months, and they're long term, just like you said. Up to two years. So it's kind of cool to get your perspective on that. But tell us, LeaAnne, how the heck do you get out of car sales and how did you get into being an ISA in real estate? Give us that background.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Yeah. So it's much easier to fall in then it is to fall out. So I took the car sale job expecting fully for it to be temporary. Went to school for health, could not find a job, and I was like I have to make some money. So I sold my soul to the devil, as they say, and I went to the wonderful world of car sales.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Now when I started, I was an extreme introvert, and I had at my previous job that I had actually gotten fired from for not being able to say hello to people when they walked through the door.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Wow. I would not have guessed that at all.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	Yeah. So extreme introvert. Awkward. Super awkward.&lt;/p&gt;&lt;p&gt;&lt;br&gt;Robby T:	Sure.&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	So over the course of the four years in the car industry and just getting beaten down every day, developed a love for talking to people, developed a love for just human interaction and for problem solving, and about two years into that ... A year and a half/two years into it, I had seen an ad for pretty much the same job but just in real estate, and I was like, "Well that sounds more long term. That sounds like a good plan."&lt;/p&gt;&lt;p&gt;&lt;br&gt;LeaAnne Ledford:	So I actually applied to work for Jim three times over the course of almost three years, and the first time I was to be considered. The second time they told me that I'm not an ISA, that I'm actually an agent profile and they offered me a job being an agent. I gracefully declined and went back to my cubicle at the car dealer...&lt;/p&gt;
 </description>

Real Estate ISA Radio: Interviews with a Top ISA Series
Episode 3: LeaAnne Ledford - Griffin Home Group

What you'll learn:
- How to hire ISAs that will "bring the fire"
- Mistakes to avoid when hiring an ISA
- How to keep your ISAs hungry, and keep

Real Estate ISA Radio: Interviews with a Top ISA Series
Episode 3: LeaAnne Ledford - Griffin Home Group

What you'll learn:
- How to hire ISAs that will "bring the fire"
- Mistakes to avoid when hiring an ISA
- How to keep your ISAs hungry, and keep them on your team for the long run

Top ISA Series: LeaAnne Ledford - Griffin Home Group

Real Estate ISA Radio is the first and only podcast built by successful inside sales teams and technologists for your real estate inside sales team. Learn how to hire, onboard and keep high performing ISAs in your real estate business to 10x your sales!

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