KGCI: Real Estate on Air - Real Estate Synergy Collaboration Over Competition Part 1

Episode Date: July 29, 2025

Summary:In today's dynamic real estate market, true success lies in collaboration over fierce competition or solo efforts. This episode dives into the power of real estate synergy, exploring how strategic partnerships, agent-investor alliances, and effective teamwork can unlock unprecedented growth. Discover the benefits of pooling resources, expanding networks, and fostering a culture of mutual support to achieve collective achievements that no individual could reach alone.Bullet Point TakeawaysCollaboration Over Competition: Understand how shifting from a competitive mindset to one of collaboration can lead to shared resources, wider networks, streamlined operations, and enhanced customer experiences for all parties involved.Unlocking Agent-Investor Synergy: Explore how real estate agents and investors can form powerful partnerships, combining expertise and resources to identify deals, streamline processes, and achieve win-win outcomes.Benefits of Strategic Partnerships: Learn how formal and informal collaborations, such as joint ventures or working with complementary professionals (e.g., mortgage brokers, contractors), can pool capital, distribute risk, and open doors to new markets and opportunities.Building Effective Teams: Discover the importance of clear communication, defined roles, shared goals, and mutual respect within real estate teams to improve efficiency, foster knowledge sharing, and enhance overall client satisfaction.The Future is Connected: Recognize that the hyper-connected nature of the modern business world makes collective achievement more impactful than solo victories, pushing for a new ethos of mutual progress in real estate.Topics:Real Estate CollaborationReal Estate SynergyAgent Investor PartnershipReal Estate TeamworkCollaboration Over CompetitionCall-to-Action:Ready to multiply your success through the power of real estate synergy? Listen to the full episode on your favorite podcast platform and start collaborating for growth!

Welcome to Free Game Friday, Ed, the rapping, Realtor, Flipside. I'm making announcements. Oh, 6 p.m. We want to go ahead and go special announcement. Fool, we already know what the announcement is. No, what's up, man? Congratulations. Thank you.

To the flip side, huh? Appreciate it. Yeah, man. Yeah, you're excited about it. How did you feel when you got to sit back and watch it? I felt good. I felt good. You know, it could go either way, but it was real.

It came from my heart and it came from my experiences. So hopefully people resonate with it. When you was arguing, you asked Phil's the question, she's like, I told you not to do this damn thing. Did she do that? She didn't do that, but it felt like that. A lot of people said about reality TV, Jarrell, and we're going to welcome him, but I didn't start with that

because I know who he is. But Jarrell, you know when people say, when you do this reality TV stuff, you got to keep on saying the same thing. Like, it's like, you gotta get mad again. Remember you had some folks that wanted to do a show, and they was like, well, no, do this and all that, and, you know, they want you to have so much drama.

Because it's drawn myself. They want you to throw drinks on somebody? Man, they asked us. You got to sleep with somebody's wife. Bro. That's what they wanted. It got bad. I remember one of the ladies was like, yeah.

She said, well, not one of the ladies, but the lady that was interviewing us, she said, do any of the girls fight over you? Because I was the only guy. Right. Yeah. I was like, nah. Nah, it's not like that. Have you met his wife?

That's the example I give to everybody. Have you met his wife? I say that all the time. Yeah. No, she's, no, she's, one, she's a sweetheart, beautiful, smart, at the same time, she's about that life. She's a baddie, right? Oh, yeah, that, that's, I wouldn't say your wife's a baddie, but you know what I mean. But you can, because she's a baddie.

Yeah, she's, she's tough, but what I'm saying is that, but also she's, she's also about that life. Yeah, she'll throw them hands. She'll throw them hands. She'll throw them hands. Yeah. Oh, sweet. Oh, sweet as taboo. Oh, man.

Yeah. Is that Saturday? Yeah, yeah. Oh, man. All right, cool. Hey, well, no, welcome to the show, y'all. Pre-game Friday. Hey, we were just talking about the good stuff that's happening in everybody life, man.

His man came with Gucci Shays Day. Or was that on Versace? Something like that. But hey, welcome my brother, man, from another mother. Yes. He's been on a show many times. Man, he just continues to grow and continues to set the standard. I call him the Prince of the City, man, because I think he's the prince of real estate.

And he's the only reason I said, I don't kill him King because he ain't 40 yet. So I told him when you turn 40, we'll call you King. It's coming, no. But shots out to my brother, man. I say a little brother, but no, he's a little big brother. He's got big, man. A little big brother. Jarrell feels.

Welcome Jarel to the show, y'all. What's that? Welcome, welcome. He's family. He's family. He's family. I mean, if we ever can get his people to talk to our people, then we could probably make this a big thing, but he wants too much money, man.

Jarel will take me out of job. I ain't going to have no job anymore. I appreciate y'all having me, man. Definitely, man. Yeah, yeah, yeah, no, but it's been a lot going on. Yeah, a lot's going on. Lots's going on. So, no.

You got merchandise? Man, we're coming. We coming like Dion. Yeah, it's really been a long time. You better check for us, right? You got a logo? I like it. We got a logo.

We got hats. Appreciate it. You know, we got all this equipment here. You know, fly drone girls still doing the thing. We, be making so much money. You see that dog over there? We got our own pet. We got the own mascot.

Yeah, exactly. We got the own mascot. Shallow. Shout out of shallow. Shallow. Shallow like Deon, Dion kid? Yeah. Oh, man.

You did say, be coming? You did you say, that's what's up, man. So today, right? And we're going to collaborate and talk about. the subject of it, Jarrell, we want to talk about collaboration over competition, right? Because a lot of times folks feel or don't feel like it's not enough lanes to be in. And this is not, yes, we live in Charlotte, North Carolina, but this is not like I-77, where there's only two lanes and you got three billion people trying to get to work.

So, you know, we got enough lanes in here for everybody to travel, which way they want to travel, right? And go as fast as you want, go as slow as you want. And, you know, you just need to probably just get out of some people away. But other than that, you can be in whatever lane you want to be in. Right. Right. So with real estate, right? And we know where we at.

We know what we've heard and all of good stuff. What is the plight of real estate in your minds, in your mind today, Jarrell? Like, where are we at, where are we going and where we need to stay away from? Oh, man, that's a good question. I think the, I love the topic, collaboration of competition. One, that's the foundation of why I started the brokerage, the firm, the team, everything. Right. we could grow faster together than by trying to do it myself.

I was a busy agent, but, right, I could be busier, or I could kind of mold and shape other agents to do things the way I was doing it and learn how I was getting business, and we could grow together. They could build their network off of my network. So I feel like that's the same thing now, right? I see a lot of these different agents out here. Everybody wants to have the shine. Everybody wants to be the next Keanu Watson.

Everybody wants to be, you know, that social media presence or that social media representative for black real estate. And it's almost like just sell houses. Educate yourself on what's happening in the market. Don't get caught up in the social media stuff. I get it. Trust me, I do. Right. But I also feel like there's some validity behind just doing the work.

Right. And letting the work speak for you. Me and Ed were talking before the lights cut on about just how, you know, I've never been caught up. in the, I got to post two, three reels a day in order to gain my following. It's been more about just do the work, make the product look the way it's supposed to look and just be, right? My biggest goal has always been to make sure my family is taking care of. And we got somewhere to live, we got some food to eat.

You know, it's never been, let me be the top agent in Charlotte. Let me, you know, everybody should be coming and ask me, be on their podcast. Everybody should be calling and ask me for questions. I need to have the best social media. It's never been that way. Right. And I hope it'll never get that way. as far as for me.

But yeah, I just think we all need to focus on, you know, just trying to build and capitalize on the scenarios that's happening today and talk and educate people about how real estate can truly change, you know, and truly change the way you become a millionaire or even just generational wealth. Yeah, absolutely. I like that. I love hearing that.

It's so much competition or people think I got to compete with this one. Oh, I put out just clothes. under contract, they put out one, I got to put out two. Nah, gotcha, you know. But it ain't even about that. It's about, like you said, taking care of your clients. Your competition is with yourself. It should start with you.

And you should be trying to grow daily, but that's not how it is. And to me, it's already hard enough. And we can talk, right? With black people within our market. Oh, yeah. Within our community. Yeah, that's already hard enough. So to add that extra layer.

Right. And I like what you was talking about as far as the show. And they wanted you to throw drinks and have to create drama. And you had to give them a fast no. It wasn't a fast no. It wasn't a fast no because, you know, life changing. But it was a no. Definitely was a no.

Yeah. It wouldn't have helped. Yeah. No, no. I like what you're a lot. I love to honest. I like where your position and where you head it, right? because, again, collaboration over competition.

Talking about social media, right? And when folks wants to be the next this, the next that, well, again, real estate is the, I don't know, second longest, you know, a second longest career going in the world, right? Number one is prostitution. That's what it was. Oh, damn. Yeah, that's what I'm just jump out there, right?

You know, but, but the next one, the next one is real estate, right? So again, even when Jesus walked Earth, right? When Jesus walked to Earth, you had the folks, they was panhandling, they was selling real estate. I mean, it was just always. Jesus didn't, Jesus had his boys. He was, he wrote with rich people because he had a place to live. He didn't sleep.

He came in a manger, but yeah, not somewhere totally different. But anyway, I go to say that is that really just when folks are focused on selling real estate is better, right? Because I'm human too, and I get caught up in the distractions. Like, one of the distractions for me was I stopped posting my closings. Stop posting clothes. Why? Why did I? Not sure, but just not posting closings, one, because I felt like people were counting. They're counting like, oh, well, you got a closing this week. You got closing that way.

You got closing that. Oh, maybe you'll handle more closings. Then you must not be doing good no more. Or let me hold some. Well, yeah, but I don't even answer no calls, right? Yeah, I don't even answer them calls. But to your point, though, but people were really saying like, oh, you good? You still in a mark? You still do this? What are you talking about? They're doing 21 years. So that's generational then, right? Because I see it differently. I see it as it's not. Not a competition, but I tell my agents this all the time, right? When I want to go somewhere, if I'm going to a different city and I go, where I want to eat, I go to TikTok.

Right? I don't even go to Google anymore. I don't go to Yelp. I go to TikTok. And if I want validation for that TikTok, I go to Instagram. So I tell my agents all the time, TikTok is the first impression. Yeah. Instagram is the resume.

So when you have people asking you, you still doing you good? They're asking you not necessarily because they were competing with you. I think they're asking you because they don't know. And I think that is what hurts the older generation. You're not much older than me. But I think that's what's hurting the generation before me or the people that aren't used to social media. Because in their mind, they're saying, I don't really need to post this all the time. And then you get upset.

Or you get, you know, you think about it. Why you keep asking if I'm doing that? Because people now, you know, when you roll out of bed, first thing people check is Instagram or TikTok, whatever. And that's interesting. Yeah. That's not me. But you're right.

That's what people, people want to say that they go see. You know, my son, 16, he goes to Charlotte. Yeah. That's where you go. He's like, man, you be on Charlotte. I'm like, he's telling me stuff. I'm like, yeah, you got to go to Charlotte. That's what they get their news.

That's what they get the news. So that's what I'm saying. So don't. I still listen to W. I still go to Channel 6. TV. You know what's crazy? WVTV and WSOC TV,

I follow their IG. Yeah. So I go to their Instagram. Gotcha. And that's an adjustment that I made. Right? So I've turned on the news before, but my wife is one of those like,

why you always turn on the news? It's all a good, nothing of bad news on that. So I conditioned myself to go to Instagram. That's smart, see? To watch that way. That's very smart. Yeah.

Because then you can look at, I don't need to know who went to Pizza Hut yesterday. You can score about, oh, man, two people robbed what? And you can dive further. So you can kind of pick it. choose your news instead of just having to wait for something good to come on the news. Yeah, that's cool.

Yeah. And we were talking, too, before you came about posting and stuff like that. And sometimes, like, we talk, sometimes it's to make you feel better. You know, you may have been working with that client for maybe six months to a year. And finally, you're under contract. Yeah. So you post that and it's like, it's a celebration to you. Oh, no, no.

You know what I mean? And it's also letting the people out there know that the hot light is on. Mm-hmm. You know, I'm doing business. So you want to choose me. And with all this stuff coming up with NAR, you got to show value. People don't really tend to want to work with people if they don't see you at two. If they don't see it on here, they figure you ain't really doing it.

Right. Wow. That's exactly right, though. Yeah. Well, that's sad. No, see, here's the thing. So it's sad. Let me tell you what I said.

Let me tell you what I said. The reason it's sad is because people perpetuating, they lie. Yes. So that's the sad part because you got to be able to see through the facade. passed of before you would assume or just having your mind say, oh, I see he got a Porsche, he got a big house, his kids go to private school, he's doing well for himself, right? That was, you would see it in the physical.

Now you get somebody to post it, and you can post yourself being in a car or being in this house or being in this places, and you really ain't there. You can post that you live in this big house, and you don't own a house. You don't even, you know, you can do a lot of things. So that's the facade part that makes me say, that's sad, because then you, have people living in a virtual world that's really not even, that's not even truthful no more. And you start believing a virtual, right?

So then what collaboration do I get over that? Because all you doing is lying. Let me ask you quick. Can I ask you a question? Yeah. How old are you? Oh, no, 47. How old are you?

51. So let me ask you all this. So color TV, when did that come out? No, no, no. When I was six? When you were six, when the color TV come out? Sure. Probably when I was about 10 or something like that.

So here's something. So again, I was communications major, right? So one of the things that we talked about was the evolution of communication and how it changes. Newspaper, right? Still like to feel it. Yeah. Oh, me too. That's cool.

Maybe that's just because I'm a little old school. But I still like to feel it too. But the evolution of it, right, newspaper, the people that read the newspaper, the older people that would drink their coffee, read the newspaper, the moment television came out, their argument was it's too much. People can choose what they want to watch. watch, that's crazy. You shouldn't have, you shouldn't be able to figure, you shouldn't want to watch the news and

go watch the news. No, you got to watch everything, need to be right in front of you. Right. Right. So then once they went from that and everybody was used to TV, now it became colored TV, right? So it was like, okay, the black and white TV was this, but once we, once we, color TV is a little too much. Because now color TV is actually going into like the segregation stuff and now I can see

the black, so it's always going to be a complaint about the next level of media. Your argument is not a, bad argument. But the problem is you have the evolution of media has changed. So you have to be smart enough to either not necessarily evolve with it, but you need to understand that evolution. People can suck at their job and post something cool on social media, right? That doesn't necessarily mean that they will be successful. I have, I can probably count on two hands how many deals I have closed that worked with

someone who acted like they were good on social media and they the second time around they was like, no, we're not doing that. So I benefited from someone's great social media plan and they put it out there, but in real life, they suck. So for me,

it's not about whether or not you put it on social media and make it believable. It's all about, you know, hey, can you do the work? Can you do the work? And I can, I can validate everything I post on social media. There are people that can validate everything on social media. But there are also people that are smart enough to look at someone's social media page

and no, they're not doing anything. Just because it look like it, it don't mean they're doing anything. Because to your point, right, and you mentioned AI. So AI came out with something called Agent Intel. All these different things, all different reporting people lived up and all of the good stuff. And I put y'all on here. So y'all on there for me. Because I started my pay for it.

I want to know what Terrell doing. I'm going to know what Ed doing. I want to know how many clothes is that you actually. actually have and all that stuff because the only reason I know that is because it comes to NMLS. I just don't go to MLS to it. I just go through AI and tells you. So to the point, to your point, right? I'm able to go out and highlight my agents that I work with, right? I say my agents because I work with them, but you know what I'm saying? Yeah. And I'm able to say, okay, hey, you got something going on. And if you don't hear from me, I hear her to say, guess what?

They're capping. It's just fluff. You think they're capping. Man, they'd be cap, cap, cap, cap, cap, cap, cap and cap. Gap and graduation. Graduation. They should even call it graduation. They should call it a promotion. Like fifth grade promotion. But being the one, them be the ones that had the most attitude, though. Well, I mean, it's just a part of, just like, again, you know, going back to collaboration, competition, right? And we're talking about the competition

part is that, you know, whatever folks for your both do, right, whatever you got to do, do. However, because of what you just said, Jerell, where you got to be able to back these facts up, they want to see your receipts. And so when your receipts don't be there, there's going to be folks to start saying,

time out. I see this and you can buy a follower. You all know it. You can buy followers. Well, you got a million followers, but you only got 10 likes. It doesn't make sense. Yep. Right. So again, organically, right? We've been approached about that. Like, yo, I can get your followers up. Yeah. Hey, you go $50. But I don't want to pay it because I don't need, I don't care about followers. I care about content and people who understand what I'm putting out. And I can back that up. But with all that being said, how do you see things today versus where we're going to be? after this NAR part and the stuff. I don't see

anything changing for North Carolina, South Carolina. Okay. Because one, it's in our contracts. It's always been in our contracts, how commission is dispersed. The only thing that's changing on our end is we now have to, we can't advertise it on the MLS. Okay. Okay, cool. But my seller knows

how I'm trying to sell their property and they know who I'm paying once they pay. Or once we take that, the commission part out of it. So I don't think it'll be a change for North Carolina, South Carolina, and I don't think these agents need to be concerned with that. My thing is I think they need to be concerned with the consumers' ideas behind what's going to happen after this change.

I know they updated it to not change until August now. So I think as people, as consumers start to read about, you know, the lawsuit and the commission thing and they become, they make it a big deal. You now as an agent need to be able to vote. vocalize your, you know, your services and why you're valuable. And that's okay. You should have been doing it. We should have been doing that. I think that's great for the business. Yeah. I think if you can't validate why you should be getting business, you should be getting business. Right. And let me come on in there and get the business. That's fine. I don't mind that.

It just, it honestly, I think it will weed out a lot of agents who are not confident, have no interest in explaining themselves further. It'll take those agents who say, you know, I'm just going to do this as a side job and either make them not renew their license or keep it as a side job again. Or step it up. I don't think it'll make those part-time agents step it up. I think the only people have to step it up are the people that have been doing it for a while or have quit their job and this is the only thing they got going for them

and they have to make that change. But again, that's only going to make this job more valuable. Because of everybody that they interview is talking about how valuable a real estate agent is, then now we become a little bit more valuable. The problem is there's so many people that think they can do this job, and now this is going to have to help make our business more of a niche kind of thing. And you said something that was interesting, interviewing. So.

You over here, Mike. Man, that's why we brought. But you keep over. Go ahead. A lot of agents now aren't used to being interviewed. you know you just blah blah blah but now the consumer and the clients they're going to start they're going to start interviewing people so that i think that's going to blow a lot of people but as long as you on your your square then then you ain't got to worry about that you just got to so so how do you that so to that

interview part right because again you you're going to have to have you you have the seller the consumer this is called a consumer you have the consumer now saying because they just look at headlines right headline sell, they say, hey, I don't want to pay, you know, the buyer can sell, you know, fee, whatever, whatever the keys to be, right, buyer commission. Because I know, they said, I don't have to pay it. I don't want to pay it. Right. But then, and also, right, because we're seeing it. And that's my reason to my next question. But we're seeing it where home prices, right? Home prices. People say home prices are coming down. Well, me personally, I don't, at 47, I don't think they're coming down. I just think that they weren't priced correctly to sell. So that's where I see the adjustment of, you know, now you're going back and looking at the data,

whether you consult at your client and said, hey, I ran comps, this is what it is, it ain't going to move for that, right? I literally have a house in my neighborhood. Jarrell, you know where I live. Yeah, y'all both know where I live. I have a house in my neighborhood where the guys listed their house for 99, basically, I don't know how to say it, but $9,999, $9,99, a dollar under a million. they've had four open houses four open houses right

I'm cheering for you I'm like at the crap table I'm cheering hope you hit it you hit it great because it does well for me later on life right but at the same time reality because I don't live in a million dollar neighborhood they may be a million now homes outside my neighborhood but it doesn't make this neighborhood a million dollars you get what I'm saying now we had a house sell for nine

even that was great but a million there's still a difference from that standpoint but I say all that to say what does y'all come back? What's your comeback when somebody says I'm not paying a buyer agency? Hey, Mr. and Mrs. Seller, how much do you want to charge people

to come in to the open house? Are you going to roll play? Oh, okay. Hey, Mr. Seller. How much do you want to charge people to come view the open house? Well, I didn't know we could charge them, but, you know, if you want to charge them

and I got to leave my house and all that stuff, I'd say, cool $50 would be good. How many people do you think are going to come? The ones that are serious. You think you, okay. So you think that the people that are serious are going to pay $50 to see an open house when they can go down the street and see that, say a house with a similar floor plan for free? You think people will pay that?

That's going to be a problem. That's going to be a problem. So now, if I'm flipping it that way, we're charging people to come see the house. Do you think people are going to show the house if they can't get paid? That's the problem. I got you. So if I have a client that wants to see this house, and there is no compensation for myself,

which means they now have to pay as the buyer, they have to pay for me to get this house sold. How many buyers do you think are able to afford a house and the representation of an agent? Gotcha. No, great, great conversation. That's a good span on it. That's a great because you're putting it back in their hands

and say, what would you do? Right? Because typically, right, it's going down your same path, Well, if somebody is selling the house, unless you go into the grave, you're going to go buy a house, right? Or maybe you're going to go rent. But anyway, you're going to go do something, so that's going to cost. So that means when you go, right, because if I'm a good agent, right, I'm representing you on this side. And then once we sell, once we get on the contract, we're going to go visit and go looking for a house for you.

And do you want to have the same conversation where somebody says, I'm not paying the buyer commission, then it's going to be fallback on your side of it. Well, here's another one, right? Well, if I don't pay a buyer's side, I make more money. Great point there. So you see, we value your house based off of the total transaction that conspired with the other homes. So these comparable homes, they included the buyer's agency. So you're basically saying that we can sell your house for the same amount of money that that house is up the street and exclude the buyer's agency. And your home is still going to be valued the same?

you think you think we're going to get a nice the appraised value will not include the the purchase or the commission for the buyer's agent and you think you're just going to pocket that extra money that's free game hit that I have another well what about I'll just pay you so can't you work both sides

what we get that question so the seller says I'm not I don't want to pay another agent but I'll pay you the four present percent if they see the sign or they call you can you represent them amy or can you that's great great so i go into here's now we're because now we're going into my my my pitch to a lot of agents and this is free game so take it if you want to take it i i have three levels of commission when i go into my consultations right i have and and and for the last year and a half i've only been doing listings i haven't done any buyers because i actually

distribute my buyer leads to my agents. And because I got kids that are now active and doing stuff. But anyway, I got three levels to commission when I go into these consultations. I charge a 6% fee, which that 6% fee is split three and three between myself and the buyer's agent. On my side, that 3% is split into X. And that's when I show my value. Now, Mr. and Mrs. Seller, you may have a lucky option that comes your way. I got two options that come your way.

If you allow me to help you purchase a home, I now discount that 6% to 5%. Still same value, but I'll recoup my commission on the purchase side. Now, guess what, Mr. and Mr. Sell, I got one more level for you to save you some more money. If I bring a buyer or someone from my firm brings a buyer, I now go, got you down to 4%. But I want you to keep in mind, if I bring the buyer, I am now a mediator. So I can't represent you to the best of your ability, nor can I represent that buyer. Right. So I would essentially have to give that buyer lead to one of my agents and they would come in here, but we would still represent, we would still do the 4% total.

Again, you get all of my value on my side, whether it be 2% or 1% to 3% to my agent, doesn't matter. But you still get my value, but those are my three levels that I offer sellers. So by the end of the conversation, my sellers are okay with the 6% if they're, you're not. not buying another house. And then they go into it knowing that the 5% is my best bet if I'm going to buy a house. That's fine. And what that does is by giving them that scale, and I've been doing that for years,

but by giving them that scale, it makes them feel like there's an opportunity to save money. And we're not even talking about the buyer paying their own agent. Right. Right. Right. That's good. That's a lot of free game.

I mean, it's a lot of free game. But it's when you actually use this and uses a business, right? he just spoke and he spoke things out and it was nothing not special about you or what you just said but it's because he views this as a business versus as a transaction when you very transaction heavy

then you know you again I'm not knocking it but you can go sell organo gold you can go you know be a concert promoter you can do all these things because those are transactions right transactions even it's interesting everybody's being asked to uncover what your fees are you'll see the thing

I think it was a ticket master right ticket master folks want to see Don't be crazy. Yeah, they want to see, because, yeah. Thank God, though. Right, right? Because they want to see the breakdown. Like, come on, Alan.

You're now charging, you know, for the artists and artists. Like, we're talking about, we ain't getting all this. That was like, we're a live nation. Yeah, yeah, yeah, we're not getting all this. And now you're starting to see the breakdown. So I think the coming of age because of artificial intelligence and because everybody's eyes, everybody's woke. The mask coming off.

Everybody is. And so you having to show, not just your worth, but you have to show where everything's going. Everybody wants to see a line item ticketed to it for that. standpoint. So Jarel, so both of you guys have, have your own teams. You got your brokerage. Ed, you're doing the thing with partner with EXP. How do you guys foster an environment of collaboration, right? How many agents you have now today, Jarrell? 21. 21. You got 21 agents, right? And boy, man, you go with his joint, man. They like team light skin. No, no, no, no, no, shot down. He got some brown skin people in there too. But anyway, but how do you foster that,

that environment, right? And I want them to see it because I want y'all to see y'all. They say, light skin, I said that. That's all right. They go see it. Anyway, so I want you and get some hate email.

They already hate me. I'm the old man. I'm the old man. But what would that being saying? How do you foster that environment of collaboration? Because that's a lot of different folks, 21, bro? That's a lot of people.

A lot of personality, a lot of, a lot of everything. Tell me that it's not hard at all. Really? There's an interview process. One, we've earned the right. to pick and choose who we want to be a part of the brand. That's beautiful.

So I don't, you want to join, that's cool. You got to go through an interview process. And if you don't pass an interview process, smart, very smart. So that's how we maintain culture. That's how we keep everything, you know, going the same way. Right. We operate, we're very transparent with how we operate.

Yep. Very transparent. Hey, this is how we run things. We have, you have access to this. You know, we treat, if an agent ask for, someone to do showings, it's an insult if they have to go outside of these 21 agents, right? That's how we feel. If I need to show a house and I'm out of town or I'm sick or somebody wants to see a house

and 20 other people can't show this house, you got to be shitting me, right? So we treat it, we literally, we try very hard to make sure that there is a family environment. Perfect example. Ariel Austin And I know she won't be mad at me For dropping her name Shut up to Ariel I call her Rio

But Ariel Austin Is one of my Top agents at the office Right She is She's also licensed in Georgia So she's currently spending time in Georgia Currently spending time in Charlotte

She sells in Asheville She sells in Winston Right But Ariel I went I told Ariel Three years ago Come join the

team like I need you because I could see where you going and I and I need you and um yeah she didn't come but when we launched the brokerage she we had a conversation and we talked and I told her this how things go and blah blah and she had to long story short she's she joins and we're good she's loving everything right she had to join a firm in Georgia to keep her to get her Georgia license going got you because right yeah I got it you know she said she said well this is it's not the same And it's not that it's bad She's not the same She likes it

She joined it, right? So I don't want anybody I think that it's a bad firm She's not the same You know Because you created that culture You create a culture Where people go

I don't want to leave Right You know that's That's good That's volume right Then we got We got two eight Rashad McCray

Went to Tennessee He became a Meritage Uh Rep Right And he had And with Meritage You got to drop

Your licensing Elsewhere So he was like bro can you just at least keep me in the group chat like that's crazy you know what saying like when you got people that got a whole other career now how much you got to be in your chat hey hey hey time flies when you have a phone we're going to go to part two part two yes sir y'all got to come back to this part two yep