Nate Joens: [00:00:01] All right. What is up everybody. This is Nate with you actually. We got the whole crowd here. We're gonna get this thing started again. I'm Nate Jones on the CEO Structurely. We've got a great crew here from from Hatch coaching and Jeff Chubb with Chubb Realty. Guys I'm gonna let you guys introduce yourself tell us a little bit about your businesses and let's get this thing started off right.

Jeff Chubb: [00:00:40] Mr Chubb hit us with it. Hey guys. I'm Jeff Chubb. I have a team I run a team out of Boston Massachusetts. We serve the whole Boston metro market right now for two thousand nineteen. Our plan is to actually have our goal at least right on the board is to have 60 agents by the end of 2019 and our two other expansion markets. So in order to do that 2018 has been a lot of focus on kind of the technology in the systems. In order for us to be able to scale right now we have including onboarding agents 15 agents work for you. You just made the switch from RE/MAX to eXp Realty and that's kind of me. That's me in a nutshell.

Erik Hatch: [00:01:26] All right I'll jump in. Erik catch on Fargo North Dakota. I have a couple of businesses that keep me up at night. My main one is Hatch Realty. We are a team of 34 people. We run a different model or really high service high specialization model and so our average agents on the buy side sells about 60 homes and our average agent on the list side sells about 100 homes. And so as a team we'll do we'll finish this year at the end of 2018 we'll do about 680 transactions hopefully correct the 800 number next year and have done that with massive service a massive system of massive technology to grow that I've been not a production myself now for just over four years and have filled that time after building up leaders in our team. We fill that time with Hatch coaching. I get the privilege of coaching some of the top three teams in the country. We started at the top and found some of the people that we were in the same groups with and started coaching them and I've just got some really positive energy from that. And so we built out some really important key I think missing elements and a lot of real estate coaching and that is leadership and ISAs and so I handle the leadership side and Robby handles the ISA side.

Robby Trefethren: [00:02:45] Yeah and just to add to that Robby T. here in Moorhead Minnesota which is a sister city with Fargo North Dakota basically the same place. The reality is this. I served as an ISA with Erik coming up five years ago. Holy crap that seems a lot longer and yet isn't that long ago served as an ISA was in production for about two and a half ish years and got out of production and now get to coach people full time. My whole goal is this and our coaching company we talked about how we want to redefine the way people treat people. And Erik said his job is to focus on redefining the way we treat our team members. And my focus is how do we treat our clients. So that's what I bring to the table. I get to coach a lot of really great people throughout the country as well. Usually ISA as agents rainmakers and help them traditionally convert more leads and treat their clients better. So that's what I got to do every day.

Nate Joens: [00:03:59] Awesome. Well I appreciate all you guys taking the time to join us today. What we're going to be covering is mostly in terms of how to scale your real estate business with technology and I think this is a really good spot to talk about this. You guys are at different points in in scale and in growth. Obviously everyone listening is at different points in their growth in their real estate as well. That kind of I wanted to start by asking but I want to I want to preface this by saying I have a really strong pet peeve. I don't like it when people talk about growth and scale in the same vein. I think they're two completely different things. I'd love to get your guys to take. Do you guys see a difference between growth and scale. And if so what what do you guys feel that difference is

Jeff Chubb: [00:04:49] I mean the. So I you know one of the things that I kind of realized is is I've been so focused on I kind of considered one of the two. I mean it's real hard to grow unless if you are you know unless you put the systems whether that be technology or systems in regards to how file is just work right or if people place you know it's real hard to grow unless you you've got to build out those big businesses that can scale you know if you will go from five agents to 15 agents you're one of my really big key realisations for me. I'm reading the book Extreme ownership right now and this is just something that was truly a key realization for me that I'd probably like two days ago was you know we talk about scale and we talk about growing. And one thing that I didn't realize was you know as you grow your business you also have to grow your leadership skills ability if you will. And. I'm looking at myself and being judgmental myself because you know we're our biggest critics if you will. But what I'm realizing is that I don't wanna say I was a bad leader but I also wasn't the best leader. What's called a subpar leader and I wasn't building my leadership skills as I if you will scale my company. And so you know it's almost like you're each person that you had on you have to will grow your leadership skills incrementally I almost feel like you know. But I think growth and scaleability are kind of one and the same personally.

Erik Hatch: [00:06:28] Yeah I would I would see it from a different lens I'm not disagreeing but just seeing and seeing it from a different perspective. By the way I hate when I put my head down I see just how receding hairline is. There is no growth up here so I'm scaling my forehead realistically. Thank you. Here's here's how I understand it is I can add 10 more agents and I can add a million dollars GCI to my bottom line. But if I also add a million dollars of expenses I've scaled nothing. Scalability for me is understanding that if my expenses go up this goes up but not as high. I know a lot of people where their expenses go up excuse me their team goes up and their expenses go up even higher than that.

Erik Hatch: [00:07:16] There's there's this massive difference between adding more and gaining more and for me scalability. And Jeff was alluding to it. It talks about leadership and it talks about the resources that you have. I think scalability is a reflection of time. It's a reflection of the resources that you have and as you're looking at the hours that you're putting in and the dollars that you're putting it the only way that you're scaling is when there's a separation between the dollars and the time put in and the difference between the money that you have to spend and the time you have to put it. So the further this this differentiates itself is the bigger we scale. But most of us just grow. And then this goes right along with it. So we create more money more problems.

Jeff Chubb: [00:08:00] And I I just to that point one of the things that drive me insane about this industry are the agents that are only talking about this and I don't get it I don't give a crap about the higher number I really care about this number. You know it's amazing is that you know people talk about. I grossed you know two million dollars GCI. Yes you did that and then you find out that they paid their ...

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