Michael Hellickson has been a real estate agent for over 20 years, listing and selling over 100 homes/month, and carrying over 750 active and pending listings at one point. He began his real estate career in 1991 and has been among the top 1% of all agents nationally, before he even graduated high school! At the pinnacle of his sales career, Michael and his team were literally #1 Nationwide, out of over 1,000,000 real estate agents/teams! Today, Michael spends his time running Club Wealth and has built it up to become the #1 Coaching Company in the World in the Team space!
In this episode, Brian and Michael discuss how to become a top selling agent. From marketing to lead follow-up, it takes grit. Take the tips and advice that Michael has shared to one day become apart of the 1%!
In this episode we talk about…
- 1:51 – Let’s go back in time to Michael’s high-school days.
- 7:10 – “Coaching the highest number of transactions in volume”
- 11:19 – As an agent, what can you do to prepare for a market shift.
- 15:15 – WRITE THESE DOWN!
- 26:55 – What’s the percentage that a client will work with me if I am the 1st agent to get in front of them?
- 30:49 – Let’s switch gears and talk about brokerages and teams!
- 42:30 – Michael Hellickson’s one peice of advice.
Brian Charlesworth: [00:00:37] All right. Hey, everybody. Welcome back to the Grit podcast. I’m Brian Charlesworth, the CEO of Sisu and your host of the show. And I’m super excited today. We are here with Michael Hellickson from Club Wealth. Hi, Michael. How are you?
Michael Hellickson: [00:00:53] I’m fantastic. I appreciate you having me on. This is quite an honor. This is very cool. And I got to say, I’m really excited about it because of our partnership. It’s taken so long to finally get to this point, to get you guys, you know, as an endorsed partner of Club Wealth. But we just we friggin love Sisu. So I really it’s it’s it’s absolutely an honor to be on today.
Michael Hellickson: [00:01:10] So thank you.
Brian Charlesworth: [00:01:11] Hey. Well, it’s our pleasure to have you. And, you know, just see, you guys all know Michael put us through quite a screening to be able to work with Club Wealth, something we’ve never experienced before us. So we’ll maybe dive into that towards the end of the show. But as you know, Michael, one of things we love to talk about in the show is Grit.
Brian Charlesworth: [00:01:30] It’s really focused on how can these team owners really build wealth and take their lives, not just their business, but their lives to the next level.
Brian Charlesworth: [00:01:39] I know you guys coach a tremendous amount of real estate team leaders. You coach like people that run major brokerages. So I want to dive into that. But I really want to go back in time before we get there.
Brian Charlesworth: [00:01:54] In high school, I understand you were actually selling real estate before you graduated from high school. So, I mean, I know of kids doing that today. I actually have a son that graduated two years early and is a professional photographer, but.
Brian Charlesworth: [00:02:07] Back when you graduated from high school, which was after when I graduated high school, but.
Brian Charlesworth: [00:02:14] I mean, I can’t even comprehend in those days actually selling real estate when you’re in high school. How did that come about?
Michael Hellickson: [00:02:21] Well, you know, it’s funny. I I was thinking about, you know, as a young kid, I was always really motivated. You know, I owned a landscaping company. Oh, no.
Michael Hellickson: [00:02:28] I was too young to have contracts necessarily, because, you know, I wasn’t 18 yet. But but yet I had 20 of the neighborhood kids working for me. And we were mowing lawns and installing landscaping all over town and then doing really well with that. But then it really got me thinking I’d read some books like Robert Kiyosaki, Rich Dad, Poor Dad and all these other things. I’m reading all these books, something and I so I thought. What do I really want to do? And to be really entrepreneurial, it’s really I think people underestimate the amount of grit that it takes to be an entrepreneur. I mean, it really does. And, you know, you’ve got to have a level of tenacity and a willingness to to really live on Top Ramen forever into it until your business is off the ground. And and work 100+ hour weeks and take it, you know, really take it in the teeth from time to time.
Michael Hellickson: [00:03:14] And long story short, I thought to myself, well, where do most people make and build wealth? You know, for most people, they build their wealth or hold their wealth in real estate. And then I thought, well, okay, so what what am I going to do that’s going to give me enough income to really invest in real estate heavily and made sense… sales? Right. So. All right. Well, I guess I’ll go sell real estate then to high ticket sales item. And and that’s going to teach me what I’m what I’m wanting to be investing in anyway. And so I got my life. I got all my credits early, so I didn’t have to go to school. Second semester. And it’s I literally went to summer school between my junior and senior year, which a lot of people looked sideways at me like, what are you doing in summer school? What’s your show? Oh, yeah. Not going to go to school second semester. So I got my I turned 18 in March. I’m sorry, in January. Turned 18 in January. Got my license in March. And by June was the top age of my office. That sounds better than it is now. I don’t misunderstand. All that meant was I was less broke than the other agents in the office. I was still freakin broke, but I wasn’t as broke as they were. So, you know, it’s funny because after about a year of selling real estate and I was like I said, I was working.
Michael Hellickson: [00:04:26] Hundred hour weeks are sleeping under my desk in my office about three nights a week, which, you know, this is before I work from home. And. And I was I was struggling. I was barely making it. My parents literally every single time they would get on a phone call with me. And they were well-meaning. You know, this is not a criticism of my parents, but they were they would constantly tell me, you know, you should get a job at McDonald’s, you’d make more money. And, you know, just they were hammering on me about quitting real estate and get a real job. And the scary thing is and the sad part is that they were right. Had I gone and worked for McDonald’s, I would’ve made more money than I was making selling real estate now. But most people don’t know that, right. Most people think, you know, real estates make hundred thousand dollars a year and they have no idea the amount of money that you have to dump back into the business. The marketing, the everything, all the expenses associated with it and what it all shakes out for most real estate agents. Sadly, the truth is they’re making less than minimum wage. Yeah. And and taking all that risk on to boot.
Brian Charlesworth: [00:05:24] So you were a standalone agent, but. I want to point out, because there’s so many agents who are on teams, don’t understand what kind of expenses there are. Right. So you are a stand alone agent at the time.
Michael Hellickson: [00:05:36] Is that right? I was. And I’ll tell you now, you got to remember this back in nineteen ninety one. Right. So back when we you know, we used to do our contracts on stone tablets and you know, all that kind of stuff. Yeah.
Brian Charlesworth: [00:05:46] Well I wasn’t, I wasn’t there. And MLS book about this wide at the time. I mean that was before the MLS was online. Is that right or. That’s right.
Michael Hellickson: [00:05:55] And what they did in our markets, I’m in Seattle, so we had different books for different areas in the marketplace and each. And I can’t remember how many additions there were, but there was a bunch and each one of them was that thick.
Michael Hellickson: [00:06:06] And it would come out once a month, I believe. I mean, it just it was crazy. This was all before the Internet and it was it was a very different time. But but yeah, I mean, and back then, teams weren’t a thing. I mean, they just weren’t. And I got to tell you. The ability to jump into real estate today and join a team really changes the game. And I don’t think a lot of team members don’t realize how good they have it being able to jump into a team because they don’t have to shoulder the burden of all those expenses. They get to shorten that learning curve. What took me 10 years to learn someone on a team can learn in two years today. I mean, you can really short learning curve. You know, a lot more transactions faster. You can build your sphere of influence faster. You know, you refer a repeat referral database faster. There’s just so much you can do today when you’re on a team that you could never do back, you know, or even today trying to be a solo agent. Yeah.
Brian Charlesworth: [00:07:01] Yes. So I don’t think I gave you a proper an introduction notes. So I really want people to know. So you are the founder, CEO of Club Wealth. Club Wealth is one of the largest coaching companies in real estate. I’ve heard through the grapevine. I don’t know if this is true.
Brian Charlesworth: [00:07:18] Maybe you can confirm for us. But I’ve heard that you don’t coach the highest number of agents, but you actually coach the highest number of transactions and volume. Is that right?
Michael Hellickson: [00:07:29] So. So, yeah. So the Realtor.com actually ran some numbers.
Michael Hellickson: [00:07:34] And apparently they’ve got the best data on the planet from everybody I’ve found out there. But they figured out that, you know, a very popular coaching company. I won’t mentioning names because it rhymes a “Fom Terry”, but very popular coaching company out there has about 10 times the number of clients we do. But their average client is doing just under 20 transactions per year. Our average client is doing just under 200 transactions a year. So by time you factor in our, you know, 60 plus coaches and hundreds and hundreds and hundreds of clients and then all their team members, you’re talking about, you know, thousands of people in the ecosystem. It’s a boatload of transactions. And it’s just it’s a different approach. We’re don’t get me wrong. We work with solo agents, too. But by and large, our focus is helping people build a business as opposed to, you know, becoming a slave to that job, if you will. And in fact, that’s funny. I don’t if you can see it’s in the back on there. But that plaque behind me says no success in the world can compensate for failure in the home. That’s actually our core value.
Michael Hellickson: [00:08:39] But anyway, so. Yeah. So a lot of folks doing a lot of transactions. But it really. It’s testimony and testimony to what’s going on in the industry right now, right? You think about it, teams are taking over the industry. Unquestionably. And teams are completely taking over the industry. Now, we also coach large brokerages. I think the brokerage is changing more in the last two years than I’ve seen in my entire career over almost 30 years now.
Michael Hellickson: [00:09:06] And, you know, you look at the structure of a brokerage, you look at how brokerages function. You look at, you know, the opportunities within a brokerage. What it takes to run a successful records. Everything has changed. The entire landscape of our industry is changed the last couple of years. And we’re going to see a lot more changes in the coming few years. Now, I’m not Chicken Little. I’m not like a lot of people. I don’t believe that real estate agents are on the way out. I don’t believe that we need to be concerned about, you know, are they going to eliminate the real estate agent and yadda, yadda, yadda? I don’t believe that’s going to happen. I think that people want great service. I think people will pay for that. I think people need it, especially when you’re talking about the largest financial transaction in their lives. Will there be some people that will choose alternative methods, whether it’s i-buyers or discount brokerages and all that? Absolutely. And particularly when you’re in a hot market like we are now and mean we’re in the best market we’ve seen in my lifetime, frankly.
Brian Charlesworth: [00:09:58] And it just hasn’t gone right. I mean, we’ve been looking for for years about, oh, it’s going to go down. It’s been our eight year cycle. Right.
Michael Hellickson: [00:10:05] Well, and I think that because the last one was such a deep hole that it’s taken longer for us to come out of it. And we’ve and we’ve had a good, good, good run. And I would suggest that we probably have a little bit of time left before we see an adjustment. I don’t think that it’s going to be quite like it was the last time. You know, I don’t think we’re going to see this huge REL boom and all that. We’re already seeing some REL around the country. It’s not coming back any kind of force. But I do think that you’ll see some adjustment. You’ll see longer market times. You’ll see stagnation. You’ll see more listing inventory. You’ll see prices come down a little bit in some markets, particularly in luxury markets. And I do think you’ll see a nationwide adjustment in the next. Who knows how long? Two, three, four years. I don’t know. But but that’s healthy. That’s good for the economy. And what happens is when we’re in a really strong market like we are now, that’s when you see all the for sale by owners and the eye buyers, all these companies coming out. And what happens is, though, that sellers are way pickier about who they’ll work with in a tight market than they are in a market where everything sells really easily. They’re not going to list with Cousin Jethro just to do him a solid when the market sucks.
Brian Charlesworth: [00:11:14] So if I’m an agent, we’re going to talk about agents for a minute before we talk about teams and brokerages. If I’m an agent, what can I do to prepare to really take advantage of that as these for sale by owner stop being able to sell their own homes? Because it seems like that’s starting to happen a little bit. I guess it depends on the market.
Michael Hellickson: [00:11:32] You know, it does. It is happening. I would start with this. Stop being picky.
Michael Hellickson: [00:11:38] You know, I see so many agents out there. Oh, I’m only going to listed if they’re gonna price it. Right. And if it’s going to be the perfect listing, it’s in great shape. The sellers are easy to work with. Oh, my gosh. Stop it. Write this down.
Michael Hellickson: [00:11:51] Everybody watching this should be writing this down right now. Here’s the phrase I want you all to remember. A sign in the yard beats a sign in the car every time.
Michael Hellickson: [00:12:03] Great advice. So there was a point in time where I had 750 signs in yards that 750 listenings and active and pending status with 16 agents at.
Michael Hellickson: [00:12:13] Right. That’s a lot. But here’s the real here’s the crazy number, six thousand three hundred and fifty two. That’s how many signed calls we were getting per month.
Michael Hellickson: [00:12:23] Six thousand three hundred and fifty two signed calls per month. When you’re getting that kind of lead volume from side calls, you don’t have to buy online leads. You don’t have to buy leads from anybody. You’re getting all your business you need for you to take care your buyer agents and have them be super successful. You have more than you need in the second best lead source on the planet. Number one being referrals, of course. Right? Nothing better than a referral. But yes, that can best lead source on the planet is a sign call. And let me take some calls are alive and well today. And people always love to say, oh, but, Michael. People just call Realtor.com and know jump on Realtor.com On Zillow and and get different. No, not everybody does that. And by the way, that’s like flyers on signs. I love it when people tell me, oh, that doesn’t work. Really? You’re absolutely wrong if you think that stuff doesn’t work. It does work. People still drive by. Grab a flyer. Then they keep that flyer in their car. And especially if you’ve got a bunch of other houses on the back of that flyer. Guess what? 60 percent of your calls will come from the back of that flyer. You can increase your sign calls. Let me tell you something. It’s gold. It is a freaking goldmine.
Brian Charlesworth: [00:13:26] Oh, that’s that’s great advice. I don’t know that I’ve heard that putting.
Brian Charlesworth: [00:13:32] On the back of that flyer, putting six other listings, right. Put some other properties that are comparable properties, right?
Michael Hellickson: [00:13:39] Yeah. We actually recommend 30 other properties on the back of the flyer list of 30 properties.
Michael Hellickson: [00:13:45] And there’s we have a whole structure for different calls to action and different USP is that you want to have on there. But when you structure the flyer and the back of the flyer properly, you can get an insane number of sign calls. You should get between one and a half and two and a half sign calls per listing per week.
Brian Charlesworth: [00:14:01] Ok. I can’t get signed calls and I can’t put signs in yards unless I get listings. So hearing from the expert. Why do I need to do what’s happening? What’s what are people doing in today’s world? Because when I think of us listings, you know, it’s been since the days, you know, the first coaching company in the world, it’s for sale by owners and expires. Right. So what do you do today to get listings?
Michael Hellickson: [00:14:27] Is it still the same way so you can do expires and FISBO’s and cold calls and all that. And I don’t want to dissuade people from doing it. And if you’re doing zero to twenty five transactions a year and you have a limited budget, then those are great ways to chase business, which until you have enough money coming in. You’re going to change business eventually. We want to transition you to attracting business instead of chasing business. But what you described as is chasing business and that’s fine in the beginning. But I’ll tell you, the last 15 years of my career, I didn’t do a single for sale business, but I didn’t call any of those people. I had no interest in calling those people. Now, there’s three things you’ve got to do. You want to make money in real estate. I care what business you’re in. You want to make money as the owner of Sisu.
Michael Hellickson: [00:15:07] Let me tell you the three things you got to do on a daily basis, regardless of what industry you’re in. Super simple. Write these down. Everybody should be writing these down.
Brian Charlesworth: [00:15:15] I can see the Brian’s right to write these down as well. You know, you say that and I’m writing it down.
Michael Hellickson: [00:15:20] It’s three things. And it’s it’s super, super simple. Number one is lead generation. You got to generate leads on a daily basis.
Michael Hellickson: [00:15:29] Now, Brian, you and I talked about it earlier. All I’ll offer up what we call an ethical bribe to everyone at the end here. I’ll give her the opportunity to get 17 of my favorite lead generation sales sources, 17 of the places, and there’s about one hundred and nine that we recommend out of the over two thousand lead sources in the country. There’s about one hundred nine that we recommend here, Club Wealth. I’ll give you 17 of them at the end for free. That being said, lead generation, it’s got to be number one on everybody’s list every single day. That’s got to be something that is as soon as possible automated. Right.
Michael Hellickson: [00:16:00] I mean, it’s great if you’re calling FSBO’s and expireds all that’s all great. But, man, there’s a ceiling on how much you can do that. At some point you can only make so many calls a day. At some point, you’re going to burn out. Right. So you got it.
Michael Hellickson: [00:16:10] There’s only so much you can do. So number one is lead generation. Number two, very straightforward to lead follow up.
Michael Hellickson: [00:16:18] And I know that sounds simplistic, but let me tell you, the only thing that by and large, as an industry we as agents suck at worse than lead generation is lead follow up. And let me give you an example. We suck so bad at lead generation that companies like Zillow and Realtor.com cropped up and said, hey, we’re going to take over lead generations for the agents. We’re gonna do it for them because they’re terrible at it. So we’re in the lead generation with their business where you take their listings. We’re going to remarket their listings, generate leads, and then sell those leads back to the agents.
Michael Hellickson: [00:16:46] They built wonderful, huge, multi, multi, multimillion dollar businesses out of this and hundreds of millions dollars a year in business out of these things.
Michael Hellickson: [00:16:54] Now, then, once they dial that in, they said, hey, wait a minute. Not only are we now generating leads for agents, but we’ve noticed that agents really suck at lead follow up. So what we’re going to start a lead follow company. So enter Zillow Concierge and OP City. And so all of a sudden they take over lead follow up for the agents. And now agents are more than happy.
Michael Hellickson: [00:17:18] And by the way, when you wonder why there’s downward pressure on your commission. These are some of the reasons why. And so now commissions are coming down and there’s and there’s more pressure to spend more money. So you’ve got more money coming out or going out, less money coming in in order to get to the same number of transactions, because we’re paying we’re abdicating responsibility for lead generation lead follow up. You wanna make more money? Learn how to do those two things at a high level.
Brian Charlesworth: [00:17:40] Number if you’re paying a 35 percent referral fee for that. Right. So right before we go to number three. Yep. Tell us what lead follow up actually means. I mean, because. Right. Most agents I’m going to call him back once or twice. Right. I mean and if they don’t if they don’t just get back to me, they’re probably not interested.
Michael Hellickson: [00:18:00] And that’s exactly how most agents handle it. And I’ll tell you that is that is the worst thing you could ever say. Like I when I hear it’s like nails on a chalkboard to me, I’m like, oh, gosh, you’re killing me. Like you’d last five minutes on my team.
Michael Hellickson: [00:18:14] So I will say this. This is lead follow. There’s two things that are important for lead follow up. Number one is speed to lead. And number two is tenacity of follow up. Those are the two most important components and lead follow.
Michael Hellickson: [00:18:28] So let’s talk first about speed to lead. Number one buyer of Realtor.com leads in the country is getting Robert Slack, Robert buys. Last I checked, he was in the millions of dollars a year. I don’t know if I’ve heard various numbers. I haven’t talked to Robert about it lately. Last time I heard he was at 2 million dollars a year in Realtor.com spend. But then I heard somebody said 7 million. I don’t know if I believe the 7 million, but we know it’s over 2. Robert, by the way, seventy seven years old, only been in business for four years. Got 200 hundred people on his team’s crushing, right? What Robert figured out early on. Smart guy, is that he had to get the lead fast. So guess what? He figured out his. He’s got his speed lead down to 16 seconds.
Michael Hellickson: [00:19:06] 16 seconds. So a lead comes in from Realtor.com or any online lead. He’s literally got someone on the phone with that person within the first 16 seconds. That’s what it takes. Number two, you’ve got to be tenacious about lead follow up. So let me give you an example of this. When you when you followup with a lead, most people maybe make a phone call. This maybe sent an e-mail or whatever. You’ve got to follow up with them in six different ways. So here’s the six ways. These are all very, very important. Number one is phone, e-mail, text message, video email, video text message. I’m going to give you those are the first five or six and a second. So it’s phone, email, text, video text, video email. And then the sixth is my first personal favorite. And that’s Facebook stalk’em.
Michael Hellickson: [00:19:51] Right now that Facebook stalking, your stalking used to be, what, like a three to five year sentence. Now it’s a six figure income. Right. That’s how. I love it. But it’s true. Right. And so you’ve got to stock them on Facebook. You got to be all over. You’ve got to be communicating with them where they are. We always talk about the Art of War. Right. You’ve got to fight the enemy where they are. You have to go meet your clients where they are. You don’t can’t bring them to where you want to be. They’re going to communicate the way that they want to communicate. So make sure you go and make it convenient for them. Now, another thing that’s very interesting.
Michael Hellickson: [00:20:24] So you’re going to you’re going to do this in terms of all these different methods, but then it’s how often are you going to follow up? And what’s interesting to me, as most agents, like you said, they’ll give up after one, maybe two phone calls. And so what we want to do is we want to make sure that we’re making here’s and here’s the number. You guys are gonna freak out about this since a we’re real lose people on the web an hour after I say this. And that’s OK, because eagles don’t flock with turkeys. So, you know, the eagles are going to stay on the call. So here’s what you got to do. You’re going to reach out to him three times a day for the first three days, three times a week for the next three weeks, three times a month for the next three months. It’s the Club Wealth rule of three. I’ll give you two again three times a day for the first three days, three times a week for the next three weeks, three times a month for the next three months. This is really, really important.
Brian Charlesworth: [00:21:10] Ok. Can I ask you a question about where where we’re out here? Because this Facebook thing, you separated it apart. It must be unique. Right.
Brian Charlesworth: [00:21:18] So on Facebook, the first thing I’m going to do is a lead comes in. I’m going to go ask that person to be my friend on Facebook. Is that right? Yep. Yep. And then a message.
Michael Hellickson: [00:21:30] I’m on Facebook. The first thing I want is I want to send them a Facebook message which will probably go into their filtered messages. That’s OK.
Michael Hellickson: [00:21:36] You’ll also send them a friend request and they may or may not accept your friend request. That’s fine. Don’t worry about that. This is just one of the methods you’re going to reach out. But some of them will, the other thing that we don’t have time to get into all the ways that we do this. But I will say another big key is with all of our leads, that come in, we build a list and we upload that list to Facebook and we target that list. We create a custom audience and we start running target ads to our customer audience from all of our leads that have come in. So we want to make sure real time we’re uploading those leads as quickly as possible so that wherever they go on Facebook, they’re seeing our stuff right there, seeing, you know, in our case, it’s Club Wealth or maybe it’s, you know, Joe real estate agent or Sisu or whatever it is that they’re that you’re selling.
Michael Hellickson: [00:22:19] They got to see you all over the place on Facebook. My goal is I want every single potential client of mine to see me 30 times a week on Facebook.
Michael Hellickson: [00:22:28] That’s my goal. And that’s a lot. But I mean, when you’re playing Scrabble, I want you to see Club Wealth, when you’re when you’re on Huff Post, I want you to see Club Wealth if you’re on Facebook. You know, you’re scrolling through all what you see Club Wealth of your. You know what? You’re. You’re on Spotify. It’s Club Wealth. Like, I literally want you seeing us thirty three times a week for as long as possible.
Brian Charlesworth: [00:22:52] Now, you said something a few minutes ago about. Firing. You know, if you’re on my team and fire you.
Brian Charlesworth: [00:22:59] Do you still have a team? Well, so now I don’t sell real estate today. Yeah, I didn’t think so.
Michael Hellickson: [00:23:05] Yep. Sold my company in 2011. You want to talk grit man getting. That’s a whole another story. But no. All right. Here’s the here’s the here’s a great lesson learned. You could be right or you can be rich.
Michael Hellickson: [00:23:18] Pick one. All right. That’s a whole another shot, though. That said, I’ll send a team.
Michael Hellickson: [00:23:24] So right now, my team and Club Wealth consists of just over 60 coaches, a whole bunch of admin. We’ve got just under a hundred people on the Club Wealth team right now and growing. Of course. And so it’s very much like a real estate team. It’s a very similar principle. Running, really running any solid company is just like running a real estate team. When you apply great business practices to your real estate team, you’ll be amazed at how life will change for you and for the members of your team.
Michael Hellickson: [00:23:53] Speaking above lead, follow up really quick. Let me come back to actually. So so you got the first two things were lead generation, lead follow. Yep. The third one is really important also. And that’s lead conversion. So the only thing that agents as a rule, and I know it’s none of the people watching this, but other agents, those other ones out there, you know, generally speaking, most agents suck at lead generation lead follow up, and then they also struggle oftentimes with lead conversion. Here’s why. Because agents are super picky about how they work with people. I’ll give you an example, Brian, where most agents, when they get a lead, the first thing they want do is they want to get a pre qualified, qualified. Right.
Michael Hellickson: [00:24:34] Worst thing you can freakin do that is the dumbest area financials with me before you know me.
Michael Hellickson: [00:24:41] Yeah. I haven’t even met you. Yeah. I mean, why is this. Right. Have you ever been on a blind date in your whole entire life? Have you ever been on a blind date? OK. Let’s pretend that you had let’s say so there are people out there that have been on blind dates, right? OK. So when somebody goes on a blind date, do they walk up to the front door, knock on the door? And also the girl opens the door, guy dives right in for a kiss. How’s that going to work? Come on. Really? Like that’s never gonna work. Right. Well and say never. There’s always that one girl out of a thousand. That’s like I like your approach. Right. Like it’s not the girl you’re looking for anyway. So that being said, you got it. What do you do? You take her to dinner, yet you buy her flowers. You take her to a movie. Maybe, you know, you bring value to her long before you even try and hold hands with the girl, let alone try and make out with her on the front porch. Yeah, that’s exactly what agents are doing with their leads. They’re trying to make out with them on the front porch. Stop it, stop it. Like literally these people, they don’t want you to make out with them. What do they want? Bring them value. They call you up. All they want to know is the price of the house. And you’re like, well, let me get you pre-qualified or pre-approved and blah blah. No. You have one goal on that phone call. You have one goal.
Michael Hellickson: [00:25:50] When somebody calls on one of your on one of your leads and that or went on one of your lead magnets and that is get an appointment. Now, depending on the type of lead it is, if it’s a longer term lead, like some people are different points in the buying process. Right. If they’re super early in the buying process, you mean they may not be ready for a face to face appointment to go look at houses yet? That’s OK. Then your goal is to build rapport. That’s fine. But by and large, your goal is going to be get a face to face a point with this person.
Michael Hellickson: [00:26:18] Don’t worry about getting pre-qualified or pre-approved now as soon as I say that.
Michael Hellickson: [00:26:21] I know there’s agents out there thinking, but Michael, I don’t want to waste my time showing people houses that can’t afford that and blah, blah, blah. Well, first of all, listen, if you think it’s a waste of your time to go stand in front of somebody that might be able to buy or sell a home.
Michael Hellickson: [00:26:38] I want you to check your bank account because something tells me you’re wasting a lot of time and a lot of things right now anyway. So stop thinking like the old dude. Let’s start thinking like the new you and let’s get into activities that will lead directly to a listing or a sale.
Brian Charlesworth: [00:26:53] Michael, what’s the percentage? The. If you’re the first agent to get in front of these people again, forget the pre-qualification. I’m the first agent to get in front of them. What’s the what’s my percentage? What’s the likelihood I get this business?
Michael Hellickson: [00:27:08] Well, I’ll give you some statistics from the Association of Realtors. So NAR says that ninety two percent and this isn’t, by the way, a year ago, it’s more that it’s getting more and more every year. So we don’t have the numbers from last year yet. But just a year ago, ninety two percent of all homebuyers started their search online. Now, here’s the number that’s crazy and it answers your question. Seventy two percent of those work with the first agent they come in contact with. Seventy two percent?
Michael Hellickson: [00:27:37] Yeah. It’s like when you’re in high school, right. You see that girl and you’re like, why is she with him? Like, have you ever known an agent that had a cross sale with another agent, Brian? And they’re like, how in the world that anybody select that guy is their real estate agent?
Michael Hellickson: [00:27:49] Like, what were they thinking? Right. Well, guess what? It’s because he showed up. It’s because he asked for the business. And that’s more than you did. And if you if you would have shown up and asked for the business, they’d be working with you. Given the alternative, they’d be working with you. Why are they working with that knucklehead? Because there was no other alternative at the time. So he was the first to follow up. Correct. Right. Seventy two percent. It’s crazy. Here’s another great tip on follow up. When you get it, when you do get a hold of that lead for the first time, you get him on the phone. Guess what? They’re going to get on average four to five other phone calls from agents when once you when you’re on the phone with them, it’s crazy number. Right. If it’s a fresh brand new lead and they’ve just entered their information on line or not leads, that’s at least spared.
Brian Charlesworth: [00:28:35] Yep.
Michael Hellickson: [00:28:36] Because that information is getting shared with a whole bunch of different people. And I know agents are out there thinking, oh, but, Michael, I buy exclusive leads. Look, there’s no such thing anymore. They’re not just clicking on Realtor.com. They’re click on Zillow. They’re clicking on your Web site. They’re calling on Joe Blow’s Web site. They’re clicking everywhere. There is no such thing. Watch this.
Michael Hellickson: [00:28:55] If you think you’ve got exclusive leads, you need to understand that last year Realtor.com , the Association of Realtors reported and I don’t know the exact number, but it was somewhere in the neighborhood of eighty five million leads in real estate and eight point five million sales or something of that nature.
Michael Hellickson: [00:29:12] So it was like literally 10 times more more than 10 times more leads than there are sales. So believe me, there’s no such thing as exclusive leads. But here’s what you can do when you get that lead on the phone. What we know is that during that first five minutes, as the flurry of activity where they get the most calls from agents, and we also know that those agents will probably never call that person a second time. So what do you do? Keep them on the phone for five minutes. And you’ll eliminate most the competition because they’re not going to call them back.
Michael Hellickson: [00:29:42] And by the way, if you do a good job building rapport, the sellers are the buyers, not going to call them either.
Brian Charlesworth: [00:29:47] Great tips for agents. Let’s shift gears now, because I know when I was sitting in Vegas with you, I met you. And then I must have been six months ago since coming up with Chris Watters.
Brian Charlesworth: [00:29:58] Yeah.
Brian Charlesworth: [00:29:59] So Chris and I were sitting there. You came up, I met you. And I think we spent the rest the day together just hanging out. And I was just learning all these cool things from you.
Brian Charlesworth: [00:30:08] Yeah. So anyway, while we were sitting there, I saw all kinds of team owners and franchisees who own brokerages walking by and talking to you and you’re like, yeah, we coach them. We go to them. Yeah, they do two thousand transactions. They do five hundred transactions. And I was just like, OK, I’m definitely in the right circles here. Right. So.
Brian Charlesworth: [00:30:33] Tell me about why team owners what. I mean, I.
Brian Charlesworth: [00:30:38] There’s so many things I want to ask you, but what are these team owners and what are these brokerages need to do?
Brian Charlesworth: [00:30:46] A lot of people think the brokerage is going away. Let’s talk about teams. Then let’s get into brokerages. And I know we don’t have a ton of time, so we’re gonna have to do this faster than I would like to. But let’s talk about just what what are some really key things these guys need to do.
Brian Charlesworth: [00:31:01] And I know you can’t we can’t get through this in 20 minutes. But go ahead.
Michael Hellickson: [00:31:05] We’ll start with brokerages first while brokers is not going away. They’re very necessary. There’s no reason to think that there’s ever going to be a world without brokers. You know, every state in the country requires a brokers license to transact real estate. So they’re not going anywhere. Now, will brokerages change how they operate? Will you see transformation in what brokerages look like and what they offer and what they charge in different models? Absolutely. You will see changes and we’re seeing vast changes throughout the industry on those things right now. But, you know, again, brokerages are growing, you know, in some brokerages are growing very quickly. One of the brokers we coach. Shout out to coaches, Mike and Long up there in Minnesota. They own the fastest growing brokerage in Minnesota now. When they started with me three years ago, they had seventy seven agents and their brokerage. And in the first three years coaching with Club Wealth, they added six hundred agents to their brokers. They recruited six hundred agents in three years.
Michael Hellickson: [00:32:02] That’s 200 a year. That’s not bad. It is no way. No. Brokers are going away. Right. Brokers that offer no value are going away.
Michael Hellickson: [00:32:11] Brokerage. Is that that. Expect more from the agents than the brokerage is willing to bring. Are going out of business. But brokerages provide great value that work. You know, they really care about their agents that that build culture in their brokerages, that those brokers are growing and brokerage level.
Brian Charlesworth: [00:32:32] It’s all about bringing value.
Michael Hellickson: [00:32:34] It’s a huge part of it’s bringing value, but bringing value is not enough. And I’ll tell you what I can bring massive value. I got nobody to serve. Guess what? I got no business. Right. So brokerages have to be the exact same.
Michael Hellickson: [00:32:47] Three things that agents after the lead generation, lead followup lead conversion. Right. Exactly. It’s a business. They can do the exact same things. And so now what you got to consider is what does that look like? So for a broker owner, I would say the three most important things a broker owner can do are recruit, retain and revive. What does that mean? And there’s obviously there’s a whole bunch of other stuff on the back end from a you know, from a compliance standpoint. All that stuff. And there’s all kinds of business systems they need to implement. It’s a lot more complicated for them. But let me start with this. Recruit, retain and revive. So they need to recruit great agents. They need to retain more of the agents that they’ve recruited, but they need to retain the right ones and they need to let go of the wrong ones.
Michael Hellickson: [00:33:26] If they’re a bad culture fit for the office. Get rid of them and do it now. And don’t worry about the fallout if they’re bad culture fit. Get rid of them, the ones that fall out. They’ll be the ones you didn’t want anyway. And then they got to revive. What does that mean? They got to help the agents revive or rev up their production. They got to help them sell more homes. And it used to be that brokers would hand your phone book and say, here you go, or reverse directory and say, here you go. Start making calls.
Michael Hellickson: [00:33:51] There’s so much more brokers can do now to bring value to their agents. It’s night and day different than it was just five years ago. And I think that’s another piece of it. If the brokers stop educating themselves, especially right now, at the rate things are changing. If the brokers stop educating themselves and stop seeking out the people that can help them learn what they don’t know, see their blind spots. If failure to do that is going to put a lot of brokers out of business, there’s no question.
Brian Charlesworth: [00:34:20] I met I met last week, actually had Greg Harrelson on my podcast last week. And obviously, you know, he has. I think 2000 agents and I don’t know the number of agents, but I know he does 4000 transactions, so he’s doing 4000 transactions running his brokerage truly like a team or he’s actually holding them accountable to their numbers in Sisu. So completely different than any brokerage I’ve seen personally.
Michael Hellickson: [00:34:46] So, yeah, and accountability is the key. You know, it’s interesting because right now brokers and team leaders alike are so afraid to hold people accountable because they’re afraid they’ll upset them and they’ll leave. What do you afraid you’re going to upset the guy that’s not doing any freakin business? Well, who cares? Let him leave. Right. But when you hold the gal that’s doing a ton of business accountable, when you help her, you know, stick to her goals and you help her develop a path to where she can get to her goals and you develop KPI’s or key performance indicators that can help her achieve those goals. Using a system like Sisu, which frikkin rocks, love Sisu for this. And now you can adequately and accurately track what’s working for her what’s not working for her, and you can hold her accountable to what she has committed to doing. Guess what? That’s where the magic happens. In fact, write this down.
Michael Hellickson: [00:35:34] Here’s a great quote for you all. If you guys haven’t written this down already, write this down. Where progress is measured, progress improves. Where progress is measured and reported. The rate of improvement increases.
Michael Hellickson: [00:35:48] I give it to again where progress is measured, progress improves, where progress is measured and reported, the rate of improvement increases. That’s where Sisu’s super powerful.
Michael Hellickson: [00:35:57] And you just you. I said it earlier on. Eagles don’t flock with turkeys. Right. Eagles don’t want to be around turkeys. When eagles are around turkeys, they freakin eat them. Right. That’s what happens. They eat them for lunch. So you’re not doing your team or your brokers any favors by bringing a bunch of turkeys in. And by the way, eagles want to be held accountable. They thrive on accountability. They thrive on competition. So, yeah, same thing with no.
Brian Charlesworth: [00:36:27] So something that you’re talking about is recruiting.
Brian Charlesworth: [00:36:30] Obviously, you know, bringing in, recruit, retain, revive. So speaking about recruiting for a minute, this is the same on a team or a brokerage. Right. So.
Brian Charlesworth: [00:36:40] So if I’m going to recruit.
Brian Charlesworth: [00:36:44] It still amazes me how many brokerages have some person they are paying six dollars an hour call and say, you know, we’d like to talk to you. Right over at this company, my wife runs a team. She’s moving into the brokerage as well. I see how she recruits. Which I love. And I’d love to hear some of your tips on what can you do to recruit agents in a different way because the world is changing. It’s got to be a new way.
Michael Hellickson: [00:37:18] So let’s. I’m going I’m going to say this. I’ll start with this. Be different.
Michael Hellickson: [00:37:24] And be the best version of you first. And this is going to sound interesting, but write this down, there’s three words I want you all to write down.
Michael Hellickson: [00:37:34] Be, Do, Have.
Michael Hellickson: [00:37:39] Right. And so this is it’s very different because most people’s approach is they’re going to do and then they hope they’re going to have and then they might be something, right?
Brian Charlesworth: [00:37:48] Yeah. So I’ll be this as soon as I get to this point I’ll be that. Right.
Michael Hellickson: [00:37:52] That’s exactly right. And that’s backwards. First thing you get is you get a fix. What’s up here? You’ve got to fix your mindset. You’ve got to get into the right frame of mind. And you’ve got you’ve got to become the best version you in here first.
Michael Hellickson: [00:38:03] And it happens in here long before what’s inside comes to the outside. Right. So I’ve it’s like Napoleon Hill said, what the what what what the mind can conceive and believe it can achieve. So what that means is a first I’ve got to be able to conceptualize what is it I’m going to accomplish? Then I’ve got to believe that I can accomplish that. And that starts with being who I believe I need to be to attract the people that I want to attract into my world.
Michael Hellickson: [00:38:29] As an example, right when I’m on an airplane, an oxygen mask come down. What do they say? Put your oxygen masks on first because you’ve got to have your on in order to help the kid next to you. Don’t put theirs on first or you’ll pass out and you won’t be able to help them.
Michael Hellickson: [00:38:40] Same thing here. So for me to attract real talent to my team or my brokerage first I’ve got to be the kind of person that real talent wants to be around. Give me one more example of this. I take people through an exercise but occasionally I’ll have one of my clients will come up to me and I’ll say, Hey, Michael, it’s time I’ll save time for.
Michael Hellickson: [00:39:00] And they’ll say, Well, it’s time for me to find Mr. or Mrs. Right. And the very first thing I do is I put them through an exercise and I say, OK. So I want you to write down the 10 things that you expect in Mr. or Mrs. Right. And then make their big list and they go back and do their homework. And by that night, you know, they’ll text me a list. OK. Here’s the thing I thought really hard about. I prayed about and this is what I got to have in my ideal spouse. And then the real important exercise comes in. And I’ll say, OK, now I want you to write down the 10 things that person is going to expect in a spouse.
Michael Hellickson: [00:39:36] And so then they start right now, the 10 things that person to expect and espouse. And before we work on how do I go find my spouse? We work on how do I become those 10 things that that person is going to expect in a spouse. And let me tell him that I am batting a thousand a thousand percent right now. One hundred years. So one hundred percent of the people that I’ve done, I’ve gone through the whole exercise within six months. They’re married to their soulmate, literally. Six months. Hundred percent. Not bad, right.
Brian Charlesworth: [00:40:02] Though. Maybe you need to.
Brian Charlesworth: [00:40:05] Pivot and make another business, right? It’s time for you to start another business on the side here, Michael.
Michael Hellickson: [00:40:11] We’re definitely not going in a hurry to go down that road. But I will say this. It’s the same thing in business right now. I want to attract people to my brokerage. What do I want to attract? Right. What kind of assets do the exact same access? What type of people do I want to attract to my brokerage or my team?
Michael Hellickson: [00:40:29] Make a list of the 10 qualities those people possess. Then when I see the 10 qualities those people possess, my next exercise is what do they expect in a team leader or broker? Right. Those 10 things down.
Michael Hellickson: [00:40:41] Then go to work on becoming that. And when you become that, then I’ll teach you how to go get them. And now magic happens and now you’ll recruit like crazy. And more importantly, you’ll recruit the right people. And the wrong people will not be attracted to you. Perfect.
Brian Charlesworth: [00:40:57] Which who wants those people in their world? Right. I mean, it’s everyone knows to surround themselves with the people they want to be. Right.
Brian Charlesworth: [00:41:04] Sales rep, the socio economic abrogating or whether you’re choosing a brokerage or a team. Be around people that you want to surround yourself with.
Brian Charlesworth: [00:41:14] Absolutely. 100 percent. And so, you know, you become the socioeconomic average of the five people you spend the most time with.
Michael Hellickson: [00:41:20] So spend time with the right people. Now, that doesn’t mean that I give you pretty example. There are ballers in this industry that I would not want on my team or in my brokerage. They’re ballers. They do a lot of business. But that’s not enough for me. Right. And that doesn’t mean they’re bad people. It just means they’re not the right fit for my world. In my world. It’s not just about making a lot of money. Yes. That’s part of it. We want you to be wealthy. We want to help you build grow your business, build wealth, all that stuff. Yeah, that’s important. But it’s not enough. If I don’t want my kids learning from you, you’re not one of our coaches. In fact, you’re probably not one of our clients. And if I were a team leader today or a broker owner today, if I don’t want my kids around you, I’m probably not bringing into my world, you know, because why would I? Because you’re going to have an impact, whether it’s on me or my kids. You’re going to have an impact on the agents in my brokerage and on my team, and they’re going to become like you. And so there’s there’s much more to it.
Michael Hellickson: [00:42:19] That’s what you get to write down, the 10 things, the 10 qualities that you want in the people that you’re gonna attract your team, your brokerage.
Brian Charlesworth: [00:42:25] Yeah. Great advice. I know we’re short on time, so we need to get wrapped up.
Brian Charlesworth: [00:42:31] So just in just a few questions I have for you, if you could just give one piece of advice to just to the real estate world, what would that be?
Michael Hellickson: [00:42:42] Selfishly, and I don’t even know that this is selfish. It’s the truth. I mean, this is what worked for me. Get a coach, whether it’s Club Wealth or somebody else, get a freaking coach and make sure this is. I will. I will put the caveat in there. Make darn sure that your coach sells more real estate than you do. So if I want to climb to the top of Mount Everest, I need a guide that’s been to the top of Mt. Everest before. Right.
Michael Hellickson: [00:43:03] So one of the things I did early in my career is I said, OK. When I first start out, I said, I want to make one hundred thousand dollars a year. So I’m only going to take advice from people that make at least on a thousand dollars. You’re doing exactly what it is I want to do, selling real estate. And when I got there, then it was OK. Two hundred and fifty thousand. Then it was five hundred thousand. Then it was a million. And so.
Michael Hellickson: [00:43:23] One of the things you’ve got to do is you’ve got to make sure that whoever’s coaching you in this industry, they had better be out producing your or have outproduce you in their career.
Michael Hellickson: [00:43:32] So that would be my my advice and that’s assuming you want to make more money selling real estate. And I would also look at what is their lifestyle like right to work and 24/7/365 to make a bunch of money. Is that really what you want to do or do you want to have more balance in your life?
Michael Hellickson: [00:43:50] And so I would I would take a hard look at that. But you’re going to become who you model and you need a coach that you can why you need somebody. It’s been further down the road than you.
Brian Charlesworth: [00:43:59] Yeah.
Brian Charlesworth: [00:44:00] It’s great advice.
Brian Charlesworth: [00:44:01] Looking at the industry, which I’m with people from this industry, hundred percent of the time, the ones who are successful all have coaches right now.
Michael Hellickson: [00:44:12] Well, the Association of Realtors, the last statistic I saw was that agents that have a coach outproduce agents that don’t have a coach by eleven times a factor of eleven.
Brian Charlesworth: [00:44:22] I’m sure they do a lot. What is the best book somebody could read? And maybe it’s one that you wrote? I don’t know. So what what’s the best book that somebody could read? To really have an impact on the end, it doesn’t have to be the real estate life. I mean, on their on their life, in your opinion?
Michael Hellickson: [00:44:41] Well, that’s a loaded question, because I could give you the Bible.
Michael Hellickson: [00:44:43] I can give you the Book of Mormom I give you all kinds of religious books. But but I’ll tell I’d start with this and we’ll just talk in terms of the business world.
Michael Hellickson: [00:44:50] There’s several that I would recommend business and financial world. There are several that I’d recommend. I can’t just narrow down to one, at least from a financial standpoint. The Richest man in Babylon is the financial bible. Like you got you got to read there. It’s minimum when you’re crazy if you don’t. From a business owner standpoint, you’ve got to read Rich Dad, Poor Dad. And for a real estate agent standpoint, you’ve got to start with a World Class Buyer Agent book by Club Wealth. And yeah, that’s I’m saying that because, you know, we wrote the book. But there’s a reason why we wrote the book. It’s a collaboration of a bunch of our coaches. Number one bestseller on three different Amazon lists. And if you’re going to sell real estate, you need to. That’s where you start. You got to get that book.
Michael Hellickson: [00:45:45] And though all three of those books, I would say you got to read all three of those books. In fact, we feel so strongly about those books, we literally give them to everybody that signs up for coaching at that.
Brian Charlesworth: [00:46:01] I know you’re short on time. You have a cut off here and a few minutes. So how’s the best people?
Brian Charlesworth: [00:46:07] What’s the best way for people to reach you? And if you want to throw out, you know, some some some generous thing for our listeners. You can do that, too. I love it.
Michael Hellickson: [00:46:17] So we talked earlier about I’d give guys a what’s called an ethical bribe. An ethical bribe is where I’m going to give you something you want really bad that will move the needle for you in a big way in your business.
Michael Hellickson: [00:46:27] And that is so we know there’s over two thousand lead sources in real estate. There’s about one hundred and nine that Club Wealth recommends. And I’m going to give you 17 of the best ones for everybody that does what I’m about share with you. So I’m going to share my screen and tell me if you can see that screen now.
Brian Charlesworth: [00:46:45] Yep, I can see it. Make sure and spell this out as well.
Brian Charlesworth: [00:46:50] A lot of our listeners may be working out or driving while they’re listening to this as well. So so what I want to do is grab your cell phone right now.
Michael Hellickson: [00:46:57] And by the way, those of you that do it right now, while you’re watching this, we’ll give you a little added bonus.
Michael Hellickson: [00:47:03] So instead of just 17, if you’ll actually grab your phone and text 7 2 7 2 8 7 5 9 9 3 2 8 7 2 7 2 8 7 5 9 9 3. You’re going to send a text message with the words Club Wealth two words, Club Wealth to that number. If you’ll do that right now. And instead of waiting, if you’ll literally just stop, you know, jump off the treadmill, whatever. Just for a second. Send that text message right now. And instead of 17 of our best lead sources, I’ll give you thirty one. And I will promise you this. It will move the needle for you.
Michael Hellickson: [00:47:38] And a lot of lead sources I’m giving you are completely free and don’t take time of yours either. Once you set him up there. Despite the referral fee based. Right. So you only pay these lead sources if they if you actually get business out of it. But I would absolutely go there again. Text 7 2 7 2 8 7 5 9 8 3. Text the word Club Wealth there. Now here’s the ethical bribe. So what I want you to do or research say what you want is you want these lead sources.
Michael Hellickson: [00:48:03] What I want is I want the ability to offer you another ethical bribe. So what’s going to happen is when you send that text message to that number, here’s what we’re going to do.
Michael Hellickson: [00:48:14] Someone from my office is gonna contact you and they’re going to make sure that you’ve got the lead sources to verify that you’ve got the stuff that we promised you.
Michael Hellickson: [00:48:21] Then they’re gonna offer you a free fifty five minute call with one of our coaches. And the person that you’ll be on the phone with is someone who has done more business than you have by a large margin. Maybe someone has done over a thousand transactions a year, depending on what your production levels that. And it’s a fifty five minute call where they literally look at your business. They’re going to analyze it. They’re gonna look at what works for you, what doesn’t work for you, what’s worked in the past, what hasn’t worked the past, where the holes are in your business, what you want to accomplish, what you’re willing to do and not willing to do to get there. And then they will literally build your roadmap for the next 12 months on exactly what you need to do. You’ll leave that call with that roadmap. They won’t pitch coaching to you. They won’t even tell you about coaching unless you ask them to. So little because we do. These are complete no pitch call. So you literally have to say, hey, tell me about coaching. Otherwise, they’re just going to do the roadmap for you. Give you your next twelve months on what you need. You can do this once a year with us for free. And that’s it.
Michael Hellickson: [00:49:15] And that’s our ethical prior to the year. Do your business planning, right? If you haven’t done it, do it.
Michael Hellickson: [00:49:20] Yeah. Why not do it on the phone with somebody in a non-competing market to yours who does way more business than you and who coaches agents on a daily basis on how to do this.
Michael Hellickson: [00:49:29] I mean, and it could be any one of our 60 plus coaches who are out there crushing it. We’ve got coaches that do as many as 3000 transactions a year. So and yes, they’ll take fifty five minutes with you to go that way. So they go so text that Club Wealth to 7 2 7 2 8 7 5 9 9 3. And that’s it.
Brian Charlesworth: [00:49:48] All right, Michael. Well, thank you for the ethical bribe and thank you for all of your wisdom sharing that with us here today. It’s been a pleasure. And I look forward to catching up with you soon.
Michael Hellickson: [00:49:58] Me, too. And Brian, thank you very, very much. And I cannot begin to tell you how grateful we are with our partnership with Sisu. You guys are crushing it for our clients. We appreciate you a lot. And I apologize. I know we put you guys through a heck of a vetting process, but our clients are really picky about knowing that when we refer a product, it freaking works. And Sisu works. And so we figured that out after to put you through our six month vetting process. And man, let me tell you, we are happy to tell the world about you guys.
Brian Charlesworth: [00:50:24] All right. Well, thank you so much. We’re honored to be a part of your program. So looking forward looking forward to getting close, closer with more of your clients as well.