Genny Williams on Turning a 6-Figure Coaching Business into a Done-For-You Service Machine

Welcome to the UX podcast where we learn how to turn a rock star business into a UX machine. UX introduces a simple formula for personal and business growth based around one principle. We can't solve big valuable problems alone. Starting with this principle, UX equips and empowers us to pour ourselves into people and systems, scale authentically and create a life of exponential freedom and impact. And now let's get started with the latest episode of the UX podcast. Hey, what's up rock stars and mad Johnson. We're back with another episode of the UX podcast. And today I want to share a conversation with you with one of my favorite people in the world, Jenny Williams. She is a real estate coach turned, I would say, a done for you marketing services agency owner and kind of blends the two in an extremely unique way. The reason that I'm sharing this with you besides Jenny being awesome and she has some great bits of wisdom to share and her experience, I think, is something we can learn from. But there's a bigger picture here, which is I think this is what Jenny is building and what she's touching on is really one of the potential futures that things are heading to. Now, we know from the work of guys like Aurese, the categories do not converge, but new categories do emerge. I don't think the coaching and agency work are done for you services are converging necessarily. But I do think there is a new model emerging, which is a blend of some, a done for you model with coaching on top to help them maximize and get the most benefit out of the work that we are doing for them. Because if you've been at any type of coaching or consulting or any role where you've essentially get to help people what to do or give them recommendations on what to do, we very quickly run into the frustration of the client not implementing on what we feel like is the right solution for them. Then that leads us to, okay, well, is there a vendor out there that can provide it? Sometimes that's no. Well, then the next step is, okay, well, can I build the vendor that provides this to people and a lot of people go down that path? Or can I make a software that will do this for people? That's another path. We've got clients to do that. Even the software companies are finding out that even though the theoretically the software design is designed to do something for the client, it still takes the client's active involvement. It's still a done with you service, even if it's a software. You can see software companies moving to adding coaching or striking up deals with coaches to make them either captured coaches or endorsed coaches to essentially coach people on what they should do all the systems that go around using their software correctly. Essentially, that's what Jenny has turned her business into. She's got a multi-six figure real estate coaching business. It's been very successful for a long time and she is an absolute powerhouse. You're going to enjoy the conversation because she is a beast. But what she is doing, I have described to other people as driving a Ferrari down the race track and switching engines out in midstream. That's essentially what she did with her business because she took it from coaching, pure coaching, mostly one-on-one or a little bit of small group coaching and as well as live events and teaching. She transferred it to a done-for-you-marketing service model with some coaching stacked on top and blended in to maximize the effectiveness of what her team is doing for her clients. This is such a great example. If you're thinking about doing anything like this or if you're running up against some of the same issues that Jenny was running into, which is telling people what they should do and giving them recommendations only to find that they go unacted upon and nothing good happens for the client because they don't take action on what we tell them to do, then this is the episode for you. So I know you're going to get a huge kick out of it. Like I said, Jenny is one of my favorite people in the world and I know you're going to love this conversation. So without further ado, here is Jenny Williams, the founder of Get A Real Estate Life. Jenny Williams, I was going to call you what you used to call yourself, but I can't call you a coach now. So Jenny, welcome officially. I know I've got a multiple personality business model. I don't know about that. You have a very set firm personality. So I think I would disagree with that. So let's start here. First of all, just give people kind of a 60 second bio on who you are, where you are, and what you do. And then we'll delve into the whole coaching thing and why you don't call yourself a coach. First of all, you know, so happy to be here anytime you get a chance to be with Matt Johnson. He brings value in a short amount of time. So thanks for letting me be here. That out of the way first. I'm just so happy and thankful to share with you and spend time with you. So today, we have kind of morphed our company into, it's called Get A Real Estate Life. And this is my 21st year in real estate and like Matt was saying, I've done a little bit of everything. I love this business so much. I love the people in it. I love how crazy real estate agents are, how busy they are, how it high achievers and competitive spirit. And just how flighty and all over the place you are. I love you. So it always keeps me interested in helping and supporting and finding new ways to further people's business. And it's kind of, you know, my career has morphed into a marketing services for really busy high producing real estate agents. When I was one, I would have given anything. I would have paid any amount to have, you know, our service, what we do for people because we live in the background. Yeah. So this is kind of a version of a whole scratch your own itch thing. This is the building what you wish you would have had when you were in. Yes. Because when you're in front of buyers and sellers all the time, you don't want your assistance work in on marketing one because they haven't done the research. They don't know what works with Google ads. They don't know the right keywords. They don't know the right call to actions to fit together. And when you're a busy real estate agent, you don't try anybody around you. You're not people, it's a can't you figure that out? Yeah, exactly. Now, as look, this is my 10 year in doing this and coaching hundreds and hundreds of real estate personalities. I can tell you the right way and what you should be doing, but I'll say no, what you're not going to do. And training your people is one out. Now that is true. And if you're trying to teach like mega producers that want to build teams and they want to scale and then they also don't want to train or they don't just don't have the personality that puts a coach or consultant in a very difficult position where you're trying to get them to do something that they're just either not going to do or they're really not suited to do. So, yeah, so that makes sense. And I'll throw this in just for the people that are listening or watching because you won't say this about yourself, but you built an extremely successful multiple six figure coaching business. I want to be very clear about that. So, it's not just that you do this on the side, you know, this part time like this is your main thing and you're extremely successful and you built a very good scaled out coaching business where not only areas, your schedule is completely packed. I mean, you were running 40, 45, one-on-one clients. You had other coaches on staff and you know, kind of sending them clients. So you've like, you've been in the trenches and you've built a successful traditional like real estate coaching practice. Yeah, it's scalability. And then you and I have had that conversation about scalability. Doing what I do has been the most difficult and I saw Tom Ferry over the past couple of days. And he said, "You made a comment about most real estate agents and the success of their business is not based on scalability, based on my personality." Well, I still have that issue. Right. I'm really related to that. Yeah. That's me. And I get that. I totally understand that. But yes, I've actually been able to, on this new approach, be able to scale it more because our graphic designers, our copy riders that we have, you know, just our admin help that we have that takes me out of the mix where I don't need to be. So that we can get a lot more done for our clients without needing involved in every bit of it. Yeah. So as I understand it, basically you've moved to a model where there is some individual coaching still going on. But rather than it just being you meeting with people and telling them, "Hey, you need to do X, Y and Z," it's more of coaching them on how to like, "Hey, these are things that we're going to do for you. Here are the things that you need to do around those things will make everything successful together, right?" Yeah. You're absolutely right. So how that happened, Matt, was, you know, the month we opened, it had 48 clients. Good, the board. So, and that was 10 years ago and never being able to shut everything down to say, "Hey, let me get these systems in place. Just jump by in." Oh, I didn't know that. That's insane. You're literally running with your hair on fire for 10 years, right off the bat with 40 plus clients. Yeah, that may explain some of the text messages you perceive. Yeah. All right, that makes sense. So again, I love these people, right? I'm not going to abandon them. So, constantly dug in to their business and this is what I would find. Okay. Because I first started with a weekly one-on-one. Yeah. reading with 48. people every single week and learn that was not going to work because they didn't have time to implement what we discussed and then so I changed it every other week and that actually helped a lot as far as accountability and as far as getting some things done but I noticed a huge pattern and that was they just weren't getting a lot of the core things done that they needed to. They weren't getting their database is finished. They kept saying, "Well, I don't know where to go get business. Well, let's look at your database." Well, I didn't finish it. I don't have my numbers. Well, you've been in business for 20 years. You have all these math clients. Well, yeah, but I haven't talked to them in so long and I'm kind of embarrassed and you know what I'll also solve and my computer crashed and so and this is this isn't every day thing. Most of my clients and they come to me are not brand new. They are 15 years in or 20 years in or you know probably some of the earliest would be five years because that's where they kind of you know gotten their feet wet and they now they know I know I'm going to need some help to ramp it up. So we always start with building their databases first and doing it for them. We went into their MLS, we pulled tax records, we pulled all of that and build a spreadsheet for them because they just don't get it done. That's how it got started. I get why didn't you get this done? Well, if you don't get this done then we can't do this this and this. So this is me, the control rate. Just give it to me. Let me do it. Now we do all of that from such media to give it to me. Let's do it. Your website, your Facebook ads, your listing promo. We do it all so that client can stay in front of their buyers and sellers. Okay, so then walk me through and what is your what are your coaching conversations if you want to even want to call them that? What do your conversations with clients look like now that you're doing so much for them versus just telling them what to do? Well, now we just build out their calendars and so it you know is this good for you to spit your style of evil comfortable about this because we're not going to put it on the calendar if you can't buy in and to do in this voice last script. Okay, with this can you sign off on this? Gotcha. So it's a lot of similarities where kind of we coach through that confidence that you can do this video. This is what you're going to say and you know find in their fit. Okay, great. If you can't do that, send me steals. Let me just create a video and that's okay because there's a lot even a different place as far as what they're comfortable with. So it's my job to find out you know how to get stuff done without them getting in the way. Okay, gotcha. Making their brands stand out or making their listing stand out or you know generating leaves for them without without putting everything on hold because I'm lighting on them. Okay, mixed sense. And this is all kind of an outgrowth of what you like it's like knowing what I know about you it makes sense because this is all stuff that A you've done for yourself right. So going back into like the copywriting you mentioned building ads and things like this is all stuff you've done for yourself. So you know what works from personal experience then you're doing it for clients to the point where you know what works for a broad variety of people and then you're able to then train the part-time staff to kind of execute on what you know you want done because you've done it so many times it's fairly easy. I would imagine for you to put together a system of hey here's what I want this written here's how I want this built. There's a way to do for these clients. Whereas the average agent they've maybe done these things once they're they're not going to have that breadth of experience and everything that you're doing for people is kind of an outgrowth of your own skill set right. Yes the most difficult the biggest challenge for us is finding people's personal voices. I want to make sure that the copy we write reflects who these people are. Okay that makes sense. Yeah that that takes a little bit of time. I mean we have that we have to know you. Yeah and now I can look at my copywriter and say this is their personal name they're very humble they don't want any brigadier's stuff. I mean I can say the next one this one and we make it all about them because they're like head each time they look at that's right. Because everything needs to be in a 30 font 30 30 x font and it needs to have lots of exclamation points and lots of x's for some reason. I'm just being authentic to who that person is and not all of it look in like me or us. Right. Yeah. Because you know we have to to play their special skill sets and not I don't like everything looking the same. So scale it a little bit the whole that way. Yes and yeah and you need you need good writers that's the bottom line. The writers that can almost act through their writing. So that's an interesting thing that that little bit of being able to build it out so that it's scalable. It almost it yeah you still have you have to have rock star systems but then there's a certain level where you still need to have rock star people in certain positions and copywriting is absolutely one of them. So yeah I can completely relate. And I don't think that the average person realizes how important that is. They think it looks pretty. Right. And most people are visual and so that kind of like makes them stop but it's what you say that get them to connect. Yeah. And get them to build the image in their heads that makes them want to know more. It makes them want to act that makes them want to get to know you. So the copywriting piece is just so important and it's for me the most difficult thing to find. All right so one final question on the on the model that you're running now. So given that like and you and I both run in this industry where there is a very clear and well understood demand shall we say that like real estate coaching is such an embedded part of the culture of this industry that that is what most people believe that they that they need right if unless it's just flat out lead generation basically it's lead generation in coaching those are the two things that everybody believes if they can't afford that you're not going to be successful and once you can afford it well then you're on your way because you can afford to get those two things. So when you're running something this it's you're not really doing lead generation for them you're doing marketing so you're not directly sending them you know a buyer lead that you paid for through Facebook right although that may be part of the services but you're not a lead gen company you're not technically a coaching company any longer at least that's not how you're presenting yourself right because you don't want to still be stuck in this trenches doing every other week coaching calls all the time. So what's the what's the challenge and how do you present that in them in a way in an industry that isn't expecting that model. Well what's what is so funny to me and you're going to find this fascinating. Okay. My ideal client is now I work with a lot of teams. That's how you doing marketing for teens is a nightmare. Really? Please elaborate. Because my job is to to present a single voice for that team. Okay. Every team member wants their own voice. Oh God. Representative. Right. Because we work with some teams that have 13, 14, 15 members and have 22 members. That's fun. Oh. I feel very badly for you right and you're a copywriter specifically. Maybe not so much for you but I feel badly for your copywriter right now. Well and you know what that's okay because we want everybody to be happy but expectations. You know it's a little bit bad because people are like oh you know what that's not going to work for my clients within this team. But so it's a little bit hard to do that especially when we're doing database marketing plans. You know we do their touches for the entire year and it has to have 22 voices. Right. The one voice of the team it totally can be done and we are happy to do it. But our ideal client is that you know $250,000 income earn or $300,000 income earn who is just slammed with a little bit. Gotcha. Can't think straight. What's to do more? Have more. Be better. They don't have the time to learn how to adapt to Facebook or it's when they don't what's an algorithm. I forgot that word. That is my ideal client. So yeah what we found is whenever we made this switch to say that hey we are a marketing company foremost and first now. We have people coming out of the woodwork to say oh good because I didn't want to coach. When people are at a certain level of success what we have found is they didn't want their peers or their clients to think that they needed a coach. So I'm like co-run. You want your thing. All right. Which is interesting because that's for every coach. That's kind of the that's the sweet spot client that we think we love. Obviously for coaching practice like you want the people that can they have the capacity to do more. They have the money to afford you. You know grand to grand a month whatever let them. that's the sweet spot. So there's a whole contingent of them out there that are ideal coaching clients, we think, that they don't consider themselves ideal coaching clients, 'cause they don't even wanna admit that they need or wanna coach. - Right, interesting. - And you know, I've had that throughout the years a lot, and I'm good, I totally understand, because the question is, can you teach me? I've been doing this for 12 years, I mean. - Yeah. - So there's always been a lot of that. So it's a different kind of spin nail and clients that are coming to us, and they don't even ask about the fees. They're just like, please, just take it from me. (laughing) - Right. - Whatever you say, I don't care. Just run. - Yeah. - And there's so much freedom in that for me as a person. And the responsibility is not a image on me, because I'm not being judged or blamed on their inaction. - Right. - Yeah, and that's a big deal for coaches. Well, and that leads us into something I wanted to get into, and I've always wanted to ask you about, which is kind of the way that you got started, was coaching for a percentage of commissions or percentage of their deals, which for a lot of coaches, to me, that's an option we've always kind of looked at, and gone, hmm, you know, if I could capture a piece of the upside, like if they do what I say, and they're double their business, yeah, I'd like to capture a portion of that increase, rather than just pay me my $500 a month, and then cut me loose as soon as you double your business, 'cause you got what you wanted out of it, and then I get kicked out of the curb. So, I'm curious what your experience was with that. - Well, I loved it at the time. - Okay. - Because I love being able to say, you know what, I believe in what we can do for you so much, that we'll just take a percentage. - Mm-hmm. - And it worked great for a long time. I was at work for one company that I ended up doubling their agents and probably within 12 months, as we worked-- - Agent calendar agent production. - Agent count, and then of course we got production up from there. So-- - Okay, gotcha. - Just attracted a lot of people in. - Gotcha. - I heard that model. - Okay. - And now you hear every broker calling themselves a coach, you know, no, it's kind of the buzz word, every single place that you go to, so people still really understand what it is, they have to get the feel for what that individual coach is gonna actually do or provide, or you know, what kind of guidance they're gonna get from that. - Okay. - The thing, but I liked it up until the point where, you know, they're just people that are not going to do their part. They're not. And you, if you're doing that model, and I don't discourage you from doing that model, if you're watching this and considering, you know, different ways to fit your business together, it's not a bad way to do it, especially if you're getting started with your expertise, because people will buy into you, they'll kind of like, okay, you know, I'm gonna do it with you, and happy to pay you on the result. But, cut 'em off saying, if you see signs where they're not going to do, what they agree to do, and you're doing your part, this was a tough lesson for me, is you can't want it more than they do. - Right. That makes sense. - Because they're not gonna do it, and then guess what? They're gonna resent you and hate you, and then they're going to their office, and they're gonna say, "That didn't work for me." - Yeah. (laughing) Oh yes, that's always fun. Getting blamed for them not taking action. Okay, so a couple questions on that, just to go a little bit deeper, so people understand. So, I totally see it as a way to potentially get started. The way that I kind of had my eyes on it was as a way to increase the potential fees you can pull out of your average coaching client, and I'm curious if you think that, do you feel like there's maybe a maximum amount of something for the average agent or the average successful, multi-six figure agent? Do you feel like there's a cap on what they're willing to pay out of pocket for individual one-on-one coaching? - Well, for me, ironically, what you'll find is, I still get paid on percentage with one company, every person that joins with them, or my client's that originally started with me 10 years ago, are so with us. - Wow. - And they've kind of morphed through our changes, and they're still with me, so I'd get paid with them. And honestly, they don't know what I get paid. - Yeah. - Because it all comes in. - Right, it comes through the broker. You're basically, it's the percentage of the broker split of their deals. - Yeah. - It could be really any amount. And yes, I totally agree with you, and there are lots of companies that, there are marketing companies set up like this, that they're like, hey, I'm in it with you for the long haul, you do your part, I'll do my part, and the agreement is I'll get 2% of revenue all over the next whatever years. - Yeah. - And I think that is completely fair, and it's a great way to set things up. The way that mine work is they pay a total amount into the company, and I get percentage of that. I get half of that really. - Oh wow. - It's a win-win for the company, and for me, I don't ever keep it a secret with my clients, I'm always talking with them, that they never even ask me. - Hmm, okay. - They won't ask me at all. - Yeah, and that's kind of why I've got my, that's why I was always looking out for that kind of model, and that's why my, so me and Greg McDaniel on the back end of our real estate podcast, switched over and he moved his entire team over to EXP, 'cause if you do that, right? - Right, right. - Yeah, so I mean, there's obviously a lot of people doing it, but I'm not, I'm less concerned with things like stock options and whether EXP is an amazing company, all that to me is gravy, to me, I want, I want to take a percentage that can potentially be higher than what they're willing to cut me a check for individual one-on-one coaching, and I want that percentage held accountable by someone who isn't me. To me, I think there's kind of a natural cap on what somebody's willing to cut you a check for over the long term. I think for the average person, even if they're making 25,300K, even up to 500K or something like that, the odds of them continually writing you a check for let's say 1500 to 200 grand a month, I think the clock is like, once you get over a grand a month, I think the clock is kind of ticking, and they start looking at it as more of an expense in an investment. And so I would like to be able to take a bigger cut in exchange for the success that I helped someone. So I'm looking at that going, I don't care about all the other stuff about whether they're a great company and all the stock options and yada yada, what I really want is I want someone external, someone other than me holding the percentage accountable and collecting the right percentage and feeding it out to me out of the broker's cut. And so to me, that's kind of the unique opportunity. It's kind of the best of both worlds. We could charge flat, but if we can get the percentage and we don't have to be the one that holds all the deals accountable and nag them for the money, to me that's the best of both worlds. So we'll see. - I agree, because I didn't have to worry about, I still don't have, I got my check today. - Yeah, I did. (laughing) - In fact, I checked on it just before we got started and they do direct pause in into my account. It's different every time. I don't know what it's gonna be. - Yeah. - Yeah, that's another point you've made before, just briefly is that your income kind of, goes like that, a little bit hard to scale out a coaching organization if you have to hire a staff if you're a percentage based. - Yes, that is. And you have to know that or you have to have a mix of set and a mix of percentages because we do cap out on our percentages and so, and most people started in one month. So you'll have heavy months and then, oh, where did everything go? - Okay, okay, so they caped out. Yeah. - Yeah. - Nice. - But I know exactly what you're saying it and I've actually worked with a company or together where I had real estate brokerage and agreed to pay them a percentage of net revenue increase. - Mm, right. So just a piece of the upside. - And so, to me, that's fine. And that's how I love to get paid because I sleep better at night now and I provide value. I want to make sure that I have all of this, now though, on a very stable foundation or a very, this is what I count on. So I do everything direct deposit or auto pay - Right. - All of my clients. And you're so right, once you get to $1,000 and then, they're going to ask themselves, the typical real estate agent. Not your team's that crave the growth pattern. But your typical real estate agent is going to say, every month when they see that feel, and I get this out of it. - Yeah. - My options. I mean, that's just human nature. They're going to ask themselves every single month. With what we do, they say, oh my gosh, you better not stop. I can't even hire somebody. (laughing) - Yeah, that's true. (laughing) - No, I can't even hire somebody for this price or even double the price. - Yeah. - Yeah. - It's totally changed our whole reaction from clients as well. - So what is your life and what's your weekly schedule like now that you're not doing 41-on-1 individual coaching clients? (laughing) - I was able to get it right. All right. 2021, say that's good. Sometimes it's been difficult for me to travel. I am still very scheduled, but I'm hiring 40 people right now. We're on a search and they're going to be replacing me. They're going to be creative account reps and they're going to be dividing our clients and this account rep gets this mini. This account rep gets this mini and they're going to be loving on constantly and giving them that attention that I normally spend most of my time doing. Right. And our clients are going to live even more because I make the rounds to almost everybody every single day. Totally cow. Seriously? Like text messages, Facebook messages, literally touching your clients every day. Yes. Oh my god, real estate agents need a lot of attention. Oh, that sounds exhausting. That's okay because I love the love back. We have a phone call that we do every single morning. It's a conference call that calls all of our clients every morning at 8 a.m. Oh, yeah, you get the numbers plugged in so it literally dials out from the conference line to them that you don't count on them dialing in. Yeah, I like that. I just, it's free too. If you want to or I think sometimes we pay $30 but it's over-conferencing. If you want to use it as you're thinking about adding different systems and it's one of our favorite tools because our clients get so much added because if we can't give a personal conversation to them that day, they can get a tip, attention, money making stuff, or mess every morning at 8 a.m. Yeah. So yeah, we're touching everybody every day. Yeah, that's super-conferences what we use when we when we set up all of our guest booking calls to prep them to come onto our clients podcast. That's what we do. So they dial in and that that means all of our calls are recorded automatically as well. So if we need to go back and reference anything if there's any whatever issue or if I just want to monitor the quality of my staff that's booking the guest, I can go back and listen to the calls. So yeah, Uber conference is fantastic for that. So I love that. That's something I need to look at doing on the back end of our real estate podcast though is a morning morning conference call hosted not by me of course. That would be, that sounds like a lot of time. I have a great host that. But I love the idea because yeah, you're right people do need that. They need something. They need that constant touch. Yeah, well it's a great way for them to kick off their days. So scalability wise, I do it three days a week and I have another lady that does it two days a week. I do have guests come on here and there but it's normally less than 10 minutes. Like today was free soft Friday and it lasted 18 minutes because I was punk. I was on a roll. Yeah, lots of stuff to share from the event. Yeah. So Fridays are usually a little bit longer but it's less than 10 minutes. I mean, it's like, hey, love you. You know, here's the tip of the day. Go make some money. Make it. All right. I'm more fagant to next month where it's going to be just me once a week. Oh, and then, oh, the creative account reps and stuff like that will take over some of them. Gotcha. Perfect. Love it. Okay. That makes sense. Okay. Well, let's finish out with this. So the people that are watching slash listening to this podcast are going to be essentially your fellow coaches, speakers, consultants, authors, that sort of thing. So if they are looking for someone to speak at their event, you are phenomenal. By the way, why don't you share just briefly what you typically speak on so that they can keep you in mind for those types of events? Ah, you're so sweet. Several different topics that I speak of. One is about, you know, the results of a six figure agent. What that business looks like as far as marketing and, you know, what it costs, what the expectations are, you know, what that, the most important things that they do to get the biggest return. And how we turned those people into massive six figure agents in only 12 months. I give them, you know, exactly what they do in a speech. Not scary. Not, wouldn't that be great? Exactly what they do. I show the exact marketing pieces that we use. Everybody can copy it. You can take a picture home and redesign it. Or I have a designation that I teach a lot and it's so much fun. I've done a lot of research with home sellers and got there went straight to them and got their tag. It's called the, um, the certified home marketing expert designation. And it's nine hours of CE and that's a long time. You probably wouldn't want me to do that. I can give you a piece of that in 30 minutes or an hour. Um, and it's just really good stuff all based on true seller feedback. Yeah, these are like actual surveys and conversations with real home sellers, yeah. Yeah, video and every time, um, because when a seller finds out, I way, are you, oh, I don't message me to complain either about one of my clients or about somebody in the market and I'll say, oh, that is a great tip. Would you mind doing a video with me? Really? Yeah, because they're not complain about it, you know, I say that is awesome. I need the real state agent to hear you because teaching it and preaching it. It doesn't come across. And would you please help me teach real state agents to be better? And they're all like, yeah, let me be on that video. Really? Wow, that's impressive. I mean, I can say I mean, it's pitched very well. It's phrased very well, but I still surprise the people who jump on and be willing to kind of overcome the natural fear of video. Um, no, most of the sellers that contact me, they are hang-ups. Maybe they're, maybe they're a self-selecting group if they're reaching out to you to complain. I don't know. Yeah, that's probably true. That's funny. Okay, so. We talked about the name of the, um, of the company Get a Real Estate Life. What's the best way to kind of connect with you and learn more about the packages if people are interested in what you do, or if they want to keep in mind for referrals or just kind of emulate and see kind of what you're doing in the marketplace? Sure. And you can look at a website Get a Real Estate Life, but guess what? We work without a copyrighter for three months and I was doing two jobs. So it's not a, today right now. I'm always going to tell you the flaws, Matt, you know, I'm never going to mislead you or give you a bunch of hype. Yeah, always comes first. Our stuff is always third, fourth, fifth. Yeah, I would say that I would say the same thing about my, my website too. I just literally had to update all the calls to action on my site the other day because I realized that none of the links from my calendar allowed people to put in phone numbers. I'm like, I have changed that multiple times. I'm going to have to go do it again and sure. Yeah, so sure enough, they were right. So I totally get it. So they can check it out, but maybe don't, you know, yeah, it's not going to be always up to date. What's the best way to connect with you? You know, I'm always trolling Facebook. I will go straight only because I'm an admin of all of our clients. Okay. I'm always testing their ads, seeing who's responding, seeing who, what kind of messages that makes me happier than posting something for them. And they're like two people, you know, making appointment. So I'm glued to Facebook. Go to get a real estate life and message me on Facebook. And I'll probably answer you within two seconds. Good to know. You know what my crazy schedule will go? Oh, wait a minute, I got a Facebook message. Yeah, exactly. Like, yeah, yeah, yeah, hang on, hang on, hang on, hang on, hang on, hang on, all right, which is this was a lot of fun. So we will, I hope people reach out and connect with you about speaking, especially because I know that's where, you know, you find a lot of your clients and you just enjoy speaking and stuff like that. So we'll talk about more about that, maybe some other time on another edition. But yeah, we need to get you on to the regular podcast and why you speak directly to agents, but this is then a ton of fun as I know it would be. Thank you, man, I appreciate you. Now, I believe that clarity releases energy. So I hope this episode creates clarity for you by laying out a path forward in your business. Now, if you're interested in starting a podcast like this to help you break into a new industry or to establish yourself as an authority in a niche market, let's talk. We have a complete done for you podcasting service. That is my agency that I'm building and growing. And I'd love to talk to you about what we can potentially do for you. You can learn more at www.persoomersults.com to get a sense of what our service is all about. And if you're ready, if you're really seriously thinking about starting a podcast, I'm happy to brainstorm your ideas and talk about the positioning of your podcast within the market. Something that you can take away whether we end up working together or not. So you can grab a time on my calendar for podcast brainstorm call at book johnson.com. That is book johnson.com. I just want to thank you again for listening to the show for leaving us a rating and a review on iTunes and more importantly for investing your time your energy, your attention into the show. It really means the world to me that you would do that. So again, this is the UX podcast where we learn how to turn the rock star business into a UX machine. And we'll see you on the next episode. [Music]