Brandi Jo: Recruiting Real Estate Agents

Brandi Jo: Recruiting Real Estate Agents

 [00:00:00] Welcome back to the real estate excellence podcast.

[00:00:54] Tracy Hayes: Great show in store for you today with a leader of one of the largest brokerages in volume in Northeast [00:01:00] Florida. She is a United States Marine today. She is a record recruiter in a very tough real estate industry where the brokerage who invests a lot in their agent success, which demands each agent, each she recruits a great commitment.

[00:01:13] Tracy Hayes: Let's welcome this professional recruiter with the DJ. In Lindsey real estate, Brandi, Jo Condon, a k a Brandi Jo. I'll tell you when you take a week off from doing a show, I guess that makes it interesting. people but Brandi Jo, thank you for coming.

[00:01:29] Brandi Jo Condon: Thank you. 

[00:01:30] Tracy Hayes: I don't know why I got tongue tied with that this morning. And I actually just created that, there the DJ and Lindsey real estate used to be team 

[00:01:37] Brandi Jo Condon: longer nervous. Yeah. Okay. 

[00:01:39] Tracy Hayes: but, is it went to real estate. What's it been about two years now since they gave me the transition about when you came on with them?

[00:01:44] Tracy Hayes: That's right. Yeah. So I'm very curious, because I believe I know we know every real estate agent does their business differently. Every brokerage does it differently. DJ and Lindsay are doing it at such a high volume and what they do is so [00:02:00] unique. in the production, you guys, volume that you're producing, obviously, you know, makes, you know, the people get, you know, or whatever, in

[00:02:07] Tracy Hayes: or whatever

[00:02:08] Tracy Hayes: a positive way because they are so successful in what we're doing.

[00:02:11] Tracy Hayes: And I want to dig into that and the type of agents that you as a recruiter are looking for. 

[00:02:14] Brandi Jo Condon: And I'm excited to dig into it. Love the exposure. I think a lot of people, are a little apprehensive to ask what we're doing and how we're doing it. So I love this. Thank you so much for the compliment. and I'm excited to dig in.

[00:02:28] Tracy Hayes: Excellent. So as I always kick off, where are you from? 

[00:02:31] Brandi Jo Condon: I'm originally from Michigan, West Michigan, so between Grand Rapids and Kalamazoo area near the Great Lakes. thick blood. It took a minute to acclimate. We moved here about three years ago. 

[00:02:44] Tracy Hayes: So, Young Brandi Jo, what are you Visioning your 18.

[00:02:48] Tracy Hayes: Did you I mean cuz you end up going into the Marine Corps. Did you go in at 18 or 

[00:02:51] Brandi Jo Condon: so? I graduated high school Went off to college To get my degree in education. I did about a half year there. [00:03:00] My dad was a butcher My mom was a homemaker. So not a lot of college funds to be spent

[00:03:05] Brandi Jo Condon: speaking of.

[00:03:06] Brandi Jo Condon: was working three jobs and taking on a full load.

[00:03:08] Brandi Jo Condon: And so, the Marine Corps afforded me an opportunity to travel, gain some incredible life experience, become a leader and kind of tune in my craft there as a leader. And then of course, they paid for my college afterwards. 

[00:03:22] Tracy Hayes: Yeah. well, your dad being a butcher, I always remember, I grew up on Cape Cod, you know, in the Northeast and,

[00:03:28] Tracy Hayes: You know, that's where you bought your meats.

[00:03:29] Tracy Hayes: I mean, that's where, you know, whether it was, you had a Italian guy with butcher shop. He had great sausages, but that's where we always bought our steaks and so forth. I think that's a lost craft. Oh, for sure. And 

[00:03:41] Brandi Jo Condon: when I was a baby, he worked in like a meat locker. So we like straight cows on the hook, things like that.

[00:03:48] Brandi Jo Condon: Um,when I was a baby, they used to weigh me on like the, right. I mean, it was a trade and.

[00:03:54] Tracy Hayes: Yeah, 

[00:03:54] Brandi Jo Condon: You went 

[00:03:55] Tracy Hayes: by there and that's where you bought your, best meat. I mean, you don't, the store,we were talking about a little bit [00:04:00] about limelight theater last year at their gala, my wife and I, we actually, part of the, raising money.

[00:04:04] Tracy Hayes: Someone donated, it was a quarter of a cow. Yeah. So we, paid the money to get, but that's the best meat. You know, you can tell the difference in the quality, whether it's the ground beef that they gave us, or obviously you could tell the difference in the quality versus obviously what we get in a grocery store.

[00:04:18] Brandi Jo Condon: And it definitely helped me out socially. as I get older, cause I was like, well, I'll just bring steaks. My dad always 

[00:04:26] Tracy Hayes: had some good protein. so why, was your dad a Marine? 

[00:04:29] Brandi Jo Condon: No, no, why the Marine Corps grandfather was okay, so he was in communications as a Marine always looked up to him And he was definitely one of the reasons I decided to join when I enlisted he was like, oh, sweetheart Can't you just look at the Air Force?

[00:04:47] Brandi Jo Condon: Yeah, so 2003 

[00:04:49] Tracy Hayes: Doreen's a better uniform. The uniforms look a lot better. They don't 

[00:04:52] Brandi Jo Condon: look as good on girls. 

[00:04:55] Tracy Hayes: I think What did

[00:04:55] Tracy Hayes: get the, white and black, right? Yeah. better than, must bet much better than the [00:05:00] air force. I 

[00:05:01] Brandi Jo Condon: mean, for a variety of reasons.

[00:05:03] Brandi Jo Condon: reasons.

[00:05:04] Brandi Jo Condon: but no, I, I really wanted to be challenged. I loved the fact that people just assumed I couldn't do it.

[00:05:10] Brandi Jo Condon: and so. enlisted in 2003, went to basic training in South Carolina because that's where the females train. from there, I went to Paris. You go to Paris Island. 

[00:05:20] Tracy Hayes: Yeah. Yeah. Yeah. 

[00:05:22] Brandi Jo Condon: So combat school and then, I'm a West school, some military occupational specialty training. They don't 

[00:05:27] Tracy Hayes: send the girls to California because California does another 

[00:05:30] Brandi Jo Condon: strictly male.

[00:05:31] Tracy Hayes: Okay. Interesting. I 

[00:05:33] Brandi Jo Condon: didn't I was a diesel mechanic by trade, not a great one. I ended up just being more of a leader with a platoon. I ended up being platoon, what

[00:05:43] Brandi Jo Condon: platoon sergeant and shop chief.

[00:05:44] Brandi Jo Condon: made them 

[00:05:44] Tracy Hayes: to separate you off into mechanics? What was the, 

[00:05:47] Brandi Jo Condon: so I really wanted to be motor T. I literally just wanted to drive. I wanted to go see the world and drive the big trucks.

[00:05:53] Brandi Jo Condon: And I thought that sounded really cool. I opted for motor T and they were like, well, you're as bad.

[00:05:58] Brandi Jo Condon: scorer is too high.

[00:05:59] Brandi Jo Condon: [00:06:00] So we gotta utilize that a little more. And, so they put me as a mechanic and I still have a medal from one of, my companies. It said 0 percent mechanic, 100 percent woman. But I was a tremendous shop chief.

[00:06:15] Brandi Jo Condon: I mean, I have, Naval accommodation medals for raising our readiness from, I think it was at 68 percent to 97%, within the two years that I was serving over and out Okinawa, Japan. So tremendous experience for me. what are 

[00:06:29] Tracy Hayes: some places you travel to? 

[00:06:30] Brandi Jo Condon: I did most of my tour in Okinawa, Japan, and then I was over in Camp Lejeune, North Carolina, ended up not deploying to Iraq from there because I got married very young, had my daughter very young.

[00:06:42] Brandi Jo Condon: And so didn't end up deploying I was on the roster several times to deploy to Iraq and it just it wasn't in God's plan so didn't end up going so Japan and then East coast and then I did four years IRR. So were you able to I mean 

[00:06:55] Tracy Hayes: able to like Get out from Okinawa and like on your some leave time [00:07:00] in

[00:07:00] Tracy Hayes: A little bit culture of

[00:07:01] Tracy Hayes: Asian areas, 

[00:07:02] Brandi Jo Condon: I really just kind of banked my leave for when I got out because I didn't know what that trust transition was going to look like.

[00:07:09] Brandi Jo Condon: so my last, I think two months or so as an active duty, Marine was just figuring out where I was going to go. Right. and then from there I went to Syracuse, New York. you mentioned previously that like from 2007 to DJ and Lindsey, I kind of fell off the face of the earth personally. And I think it's.

[00:07:28] Brandi Jo Condon: It's just because I was trying to figure out what to do. I was, I loved the Marine Corps. I mean, they gave me such a sense of purpose and what I was doing was meaningful. And I was trying to find an identity outside of being a mom from 2007. That's it. That's when my daughter was born. And, so I went back to school, I ended up getting head hunted.

[00:07:51] Brandi Jo Condon: I was working with my dad's store at the time. And, someone came in that was in banking. And she noticed that I was always the first one in the store. 

[00:07:59] Brandi Jo Condon: I 

[00:07:59] Brandi Jo Condon: was always [00:08:00] working my butt off in the produce department. And I was always saying hello to everyone. And she's like, you need to be somewhere in finance, banking something.

[00:08:08] Brandi Jo Condon: And so she had hunted me, trained me and then, worked in banking for a little bit. from there, I ended up loving people so much that I got into the service industry pretty hardcore, managed a few sports bars, loved bartending, and was making a lot of money, made a great living doing that. and then I, met my husband about 10 years ago.

[00:08:28] Brandi Jo Condon: We have two babies and he offered me a very amazing opportunity to be a stay at home mom for a while. 

[00:08:36] Brandi Jo Condon: So, 

[00:08:36] Brandi Jo Condon: did that really fell in love with his real estate career. He's in commercial real estate. I have so much respect for him and what he does. And he was like, well, when you're ready. You know, right.

[00:08:47] Brandi Jo Condon: we can definitely, we'd love to have you on the real estate side. 

[00:08:50] Tracy Hayes: So what's interesting about the, you have, a tremendous amount of experience looking back at my age and seeing what you've already gone [00:09:00] through. People don't, understand some of the, I think some of the things if you've, you've picked up, obviously being in the Marine Corps, we'll talk about some of the things you probably bring out of there that you learned.

[00:09:11] Tracy Hayes: because they're, training you to be a leader. you know, it's all that kind of focus to what you're doing today and understanding and reading people and, dealing with people, from there, but your experiences, like you said, coming post that, Working in the bars and so forth, there is, I know Howard flashing over a round table.

[00:09:29] Tracy Hayes: Really has on his LinkedIn. If he hasn't removed it when I interviewed him, he still had his, when he was waiting tables on there because he feels that is like a cornerstone or foundation to, part of his success is dealing in that. And obviously if you're bartending work, if you have not worked in a restaurant, you have not worked in my opinion.

[00:09:47] Brandi Jo Condon: And real estate is such a customer service first. 

[00:09:51] Tracy Hayes: Yes. 

[00:09:51] Brandi Jo Condon: Career path. It, we love our service industry people, our people pleasers, the ones that will bend over backwards to do [00:10:00] something because someone else wants it. Right. and it's, such a satisfying and gratifying thing to be able to do. 

[00:10:05] Tracy Hayes: You had to fight, you fight to do, even you might be having a bad day, but you still got to go out and shine and wait when you're waiting tables or you're bartending and server.

[00:10:13] Tracy Hayes: You still got to put a smile on because if you don't, it's going to cost you money. Right. So you might be having a bad day, but you got to shrug that off because it's game time and you got to go out and right. I mean, that's, it's part of life motive. Yeah. Well, that is the part of the people pleasing your reward is your tips.

[00:10:31] Tracy Hayes: Right. the same thing in the, in the real estate world is that hopefully that that person is a great experience of referring you to someone that's your tip. Right. Right. I mean, on a sale. So, I think people that part until they get, they're older, and I don't know if I can use them, older and more mature, if you want to say, and look back and go, wow, that, experience that I had here helped me now today. And then, the thing is being better at what you're doing today, you know, yeah, you would have probably loved to have been recruited by [00:11:00] DJ and Lindsay when you were 22 years old and yeah, well, like you're doing now, be around all these successful people.

[00:11:06] Tracy Hayes: But there had to be some steps you had to go through to get there and your journey. 

[00:11:10] Brandi Jo Condon: And what I do now for DJ and Lindsay is very similar to what I did in the Marine Corps. Looking back, just my role, my interactions are fairly synonymous. There is an end goal of readiness and production and things like that.

[00:11:28] Brandi Jo Condon: but I care so much for the agents. Just like I cared so much for the Marines and their families. And I get so emotionally invested in their success. where I could look at a Marine and his family and think, okay, well, the end goal is success. to get him home. and to ensure that his family knows that he's 

[00:11:47] Tracy Hayes: okay.

[00:11:47] Tracy Hayes: March them around the office a little bit, though. Tell me, show him what a platoon sergeant actually does.

[00:11:55] Tracy Hayes: You should. Did they know how to sing a Jodi 

[00:11:59] Brandi Jo Condon: [00:12:00] pushups? We don't. Yeah, 

[00:12:01] Tracy Hayes: you might be. You might. HR may not like the Jodi's that you probably were saying.

[00:12:05] Brandi Jo Condon: Right.

[00:12:06] Brandi Jo Condon: But the agents that I have, you know, that I talked to unlicensed individuals and I talked to brand new agents and I talked to tenured agents and the goal is to Make sure they're successful in this business and that they can provide it for their families You know, I love to see you know, the vacations they take after a year.

[00:12:25] Tracy Hayes: I'm gonna put you I'm gonna put you on the spot Give us a real application there of what you just talked about. What, you know, like you said, your time, in the Marines and then how that, like you said, you bringing that a little bit of that or things that skills that you picked up there, cause some of your agents are very young.

[00:12:41] Tracy Hayes: Right. And, can you give us an application? You didn't necessarily mention a name if you don't want to, but how you applied that to give us some kind of, something to stick it to.

[00:12:49] Brandi Jo Condon: Yeah,

[00:12:50] Brandi Jo Condon: I don't know why Maria is popping up in my head. Maria is not, she's not a 20 year old agent. she's a mom and She dove into real estate.

[00:12:58] Brandi Jo Condon: I met Maria while she was [00:13:00] getting licensed. and we'd talk off and on. I told her from the start, I said, regardless of which brokerage you pick after you get licensed, I just want to be your hype woman through this process because it can be a little isolating, not knowing what steps to take next while you're getting licensed.

[00:13:14] Brandi Jo Condon: You know, why is my DVPR application taking so long? So

[00:13:17] Brandi Jo Condon: there's just so many factors that come into play. And, I interviewed her and she's, she's Beautiful. And she's, she's just has this amazing energy and she's so generous with people. and she had never done real estate before. And when she onboarded, similar to my onboarding, I think she felt a little bit of imposter syndrome.

[00:13:36] Brandi Jo Condon: Like the fire hose is turned on with leads and opportunities. I understand what to say, but I I have a great deal of anxiety here. 

[00:13:44] Tracy Hayes: She hasn't sold the house yet. That's 

[00:13:45] Brandi Jo Condon: right. and so she's like, I think I need to step back and I feel like, and I hope she doesn't contradict what I'm saying, but I feel like, you know, having her on the phone and her being like, you know, I don't, think I'm sick or, you know, all these excuses started compiling and I'm like, [00:14:00] I have the confidence in you.

[00:14:01] Brandi Jo Condon: I know you're going to be amazing. I saw something incredibly unique in your personality that had really nothing to do with real estate because this is such a people business. and she's with us now and she is doing phenomenally. I mean, she's able to balance as far as I can tell her home life and this career and people love her.

[00:14:22] Brandi Jo Condon: had a call, from somebody that I was working with a couple of years ago when I first got on and, they were like, we were ready to go. We promised we'd call you and I immediately refer them to Maria. I was like, Maria, we'll take care of you. That's what she does. she's nurturing. She's maternal.

[00:14:37] Tracy Hayes: so if I'm reading correctly here, this is something I think a lot of people have never, hung around, been around or served, in our military. The leadership there, yes, there is, if you don't do it, you can get in trouble, or you don't take my order and go with it. But really the true leaders there are trained to, be empathetic in [00:15:00] some, fashion, motivate.

[00:15:02] Tracy Hayes: obviously, can be motivation with a stick or there's motivation by just being that person that says you can do it. 

[00:15:09] Brandi Jo Condon: That's right. 

[00:15:09] Tracy Hayes: You know, and I think a lot of people downgrade the military, not understanding that. And I could say that because I, went to military college, South Carolina.

[00:15:19] Tracy Hayes: my, commandant core right now wrote a book. and I was talking to him about it and that's the whole point. He actually in the book, he talks about going to New York and talking to these executives and they're like, well, how does the military leadership, you know, how can you talk to us as a corporate America leading our, business people versus leading, you know, he's leading entire large groups of people as a colonel.

[00:15:42] Tracy Hayes: but all his way, all those way through the leaderships, it's not leadership by a stick. You better do it or you're going to get in trouble. You've got to motivate these people to want to do it. and I think I'm digging into what you just said, that that's what you were, being empathetic with her and again, giving her the power to say, you can do it.

[00:15:57] Tracy Hayes: I got your back. [00:16:00] And 

[00:16:01] Brandi Jo Condon: she's amazing.

[00:16:01] Brandi Jo Condon: Yeah.

[00:16:02] Brandi Jo Condon: She's amazing. Am I right 

[00:16:03] Tracy Hayes: though with my translation there? Absolutely. Yes. Dead on. Yeah. I think too many people don't, they need to evolve themselves and not understand the military. The kids are no different. your kids you're bringing up today and how you're motivating it.

[00:16:15] Tracy Hayes: You know, everyone says, Oh, this generation is lazier than the last generation, lazier than, right. They're not, but they have to be motivated. the same way. It's not like they could join the military and they're just doing it because someone's telling them to do it or they're going to get whipped.

[00:16:28] Tracy Hayes: I mean, this doesn't happen that way. This isn't the 1800s. No. You know, or the 1700s, right? If you didn't do it, you were told you, you know, brought it back and whipped. 

[00:16:36] Brandi Jo Condon: But at the end of the day, it's still a voluntary position. Yes. so you can either do it with heart and have that, I get to mentality or drag your feet and it just doesn't make it miserable for anybody.

[00:16:48] Tracy Hayes: Yeah. Might as well just might as well, leave while you're doing. All right. So we talked a little about post service. When do you run into DJ and Lindsay? When did this opportunity come up? 

[00:16:57] Brandi Jo Condon: So about three years [00:17:00] ago, we moved here to Northeast Florida. My kids, I have four of them, started to go to school full time, the youngest.

[00:17:06] Brandi Jo Condon: And so I was like, finally, I get to kind of earn some professional identity back. I was so ready to not live in sweatpants and not brush my teeth. I wanted back in it. needed to find my professional identity again. 

[00:17:19] Tracy Hayes: And the kids are old enough. They're going off to school. My youngest 

[00:17:21] Brandi Jo Condon: one. was in Goddard and we had the opportunity to put her in full time.

[00:17:25] Brandi Jo Condon: And I was like, yes, let's do this. So I got my real estate license. and my husband being in commercial real estate, he was like, you need to interview as many brokers as you can. And wise advice, 

[00:17:38] Tracy Hayes: wise advice, because 

[00:17:39] Brandi Jo Condon: that insight is so powerful, whether you're a new agent or tenured. and just like I kind of mentioned before we started this, every brokerage Is unique.

[00:17:49] Brandi Jo Condon: That's not a lie. Every brokerage out there offers their agents something that's truly unique. And I love that about this business. So I ended up interviewing about 30 different [00:18:00] brokerages and teams, because I just, I wanted to find my home. and what DJ and Lindsay offered was literally checked every single box I needed.

[00:18:08] Brandi Jo Condon: They offered the training I needed because I had never conducted transaction. I had been around real estate. my father in law owns a Remax, up in Michigan. I had been around that fell in love with it there. And, I wanted the training. I wanted the hands on mentorship because I learned by doing, and I think a lot of people can empathize with that.

[00:18:26] Brandi Jo Condon: I didn't want to learn in a classroom. I wanted to learn by doing it with someone that knew exactly 

[00:18:32] Tracy Hayes: You know, so you got to have something to stick it on the wall with, you can be told a lot of different things go, yeah, yeah, yeah, I understand that. But then when, how do you apply it is another thing, 

[00:18:40] Brandi Jo Condon: right?

[00:18:41] Brandi Jo Condon: And what do I say and how do I say it? What language do I use? also wanted opportunities. I'm not a patient person, so I didn't want to have to farm an area. I live in Nakatee, Florida. Like the price point there was 

[00:18:55] Tracy Hayes: very 

[00:18:55] Brandi Jo Condon: attractive. Right. But everyone I knew either, you know, their cousin or their [00:19:00] wife or their sister, they're all realtors in there too.

[00:19:02] Brandi Jo Condon: So, you know, I was looking at all of the factors and DJ and Lindsay, like I said, they checked everything. Every single box I was looking for. I wanted to be able to go into an office. I didn't want to have to sit in my home office. I wanted to be around real estate professionals. statistically, you're going to end up being the median of who you surround yourself with.

[00:19:21] Brandi Jo Condon: And I wanted that success. I was so hungry for it. met with a few different recruiters, interviewed with, I think I did three or four different interviews. landed with, talking with Brittany Nolan, our managing broker. she absolutely won me over. She is so passionate about this. and she was so honest and transparent about, you know, what we're doing.

[00:19:41] Brandi Jo Condon: Her path in getting into real estate. She's like, I didn't have a wife when I started. I don't know. Yeah. You know, just go with the flow. Yeah. And now she's the, I remember 

[00:19:49] Tracy Hayes: most of her story from the show that she's on. Yeah. 

[00:19:52] Brandi Jo Condon: Yeah. she totally won me over. then set in an onboard.

[00:19:55] Brandi Jo Condon: So 

[00:19:56] Tracy Hayes: here's the, I think this is you hit on some because you, you had some things that [00:20:00] you knew that you wanted, you visualized yourself as a real estate agent and what needed to be around you, obviously your past experiences led you up to this vision that you had, would you agree? Cause you you're interviewing, talking to people all the time.

[00:20:17] Tracy Hayes: that a lot of them, if they haven't actually, they're brand new, brand spanking new, don't really have any weight of have a vision. that you had. You visualize yourself going to an office. I want to be able to go to an office. I want to surround myself by their age because that's what I'm gonna absorb.

[00:20:32] Tracy Hayes: You know what they're doing and see what they're doing. The average brand new agent has no ability really to have that vision, do they? 

[00:20:39] Brandi Jo Condon: probably true. I talked to a lot of new agents. That have either been like selling sun setted or HGTV, do you know what I mean? They have this desire to manifest success, but what it takes is a lot of work and there's so many moving parts.

[00:20:56] Brandi Jo Condon: and thank goodness there's so many [00:21:00] phenomenal competing brokerages in the area that. Afford them the opportunity to have that support and, have what they need. I mean, there's part time agents, there's full time agents there. You get your license and there's, literally infinite paths as to how many ways you can use that.

[00:21:16] Brandi Jo Condon: You know what I mean? so, but yes, I had a vision for myself and I knew it was going to be a ton of work, and my experience right out the gate was phenomenal. I felt so at home. I was so welcomed with open arms. the attention I received from the mentors not just hands on, but it was over.

[00:21:36] Brandi Jo Condon: I didn't realize how much attention I was going to get right out the gate. And, even when there wasn't someone standing right there to help me, All I had to do was stand up and say, how do I say this? I was surrounded by six other agents, you know, that had been successful and had transacted already a, you know, mountain of transactions and they were like, Oh, you should say it this way.

[00:21:55] Brandi Jo Condon: Or I remember videoing something and I [00:22:00] sent it and, one of the great agents, I love him. He was sitting right across from me. He was like,

[00:22:09] Brandi Jo Condon: Not everyone is going to find you funny and I was 

[00:22:11] Tracy Hayes: just 

[00:22:15] Brandi Jo Condon: kind of learn as you go. 

[00:22:17] Tracy Hayes: Well, I think, that part of being in the office and in a sense you're describing, you know, cubes where you guys are, you're on your phones, you're making your prospecting calls or whatever. maybe you are interacting in, talking to somebody 

[00:22:28] Brandi Jo Condon: and 

[00:22:29] Tracy Hayes: yeah, you've got to hear the other.

[00:22:31] Tracy Hayes: situations that come at you, because every person they're talking to is different. So the things that are being thrown at them are different. You can't take on that many calls in a day or in a lifetime to experience everybody's situation. 

[00:22:44] Brandi Jo Condon: That's right. 

[00:22:45] Tracy Hayes: That's one of the things I learned we were talking about quick and loans, early, When I first started in the business, that's the way it was.

[00:22:50] Tracy Hayes: We were in cubes and we're making outbound calls, that were leads that were obviously coming through the internet. And we're making calls, people who were interested in refinancing really at time [00:23:00] and overcoming objections, how to, you know, deal with everybody. You're looking at someone's financials when you pull up their credit report, man, how do I need, whether it's how I structured the loan or, and then obviously how to present it.

[00:23:13] Tracy Hayes: to this particular when we would role play, how to okay, because when we first got trained, it was a two call thing. We got their credit report and everything said, okay, let me call you back and I'll present. Well, some of the situation, a lot of times we were doing in 2006 and seven was consolidating a lot of debt, which I think is coming up.

[00:23:29] Tracy Hayes: Here soon when rates drop because debt is so high, but Hey, I can pay off this credit card. We can use your equity. That's going to save you a 1, 500 a month in your monthly output. It's going to, you know, those are the type of things and you have to hear of other situations in this case, loan officers, but your case, the real estate agents of the buzz around you and be able to stand up and say, Hey, how should I present this?

[00:23:53] Brandi Jo Condon: How should 

[00:23:54] Tracy Hayes: I say this? I remember 

[00:23:55] Brandi Jo Condon: one of the most influential things, in my business when I first started, because in my first [00:24:00] 90 days I had a mountain of executed contracts, but I remember like in my first couple of weeks and. thank goodness for DJ and Lindsay. They've literally reverse engineered how we do business and it's all the way down to how many conversations are you having a day?

[00:24:15] Brandi Jo Condon: because this is a people business, right? so I was looking at that goal as being the end product. How many conversations can I have a day? And I wasn't, I remember the coaching, you know, you're not being very intentional with your conversations. I would send out a tax just to initiate a conversation, like knock, knock, I get a response.

[00:24:35] Brandi Jo Condon: You know what I mean? Is there somebody on the other end of the phone? Because every lead that's in their system and there's over. 240, 000 leads that they have are all individuals that have set an appointment with high intent on any one of our robustly generation platforms, right? So all of these people at some point had been interested in purchasing or selling their home.

[00:24:56] Brandi Jo Condon: And I was looking at that like, this is the fire hose. All they have [00:25:00] to do is start a conversation with someone and potentially nurture them into helping them at some point. And so I was having these. just off the wall conversations and how I was initiating those conversations was way off.

[00:25:11] Brandi Jo Condon: and some of that coaching that I received right out the gate was so beneficial. Like, okay, yes, you can have a conversation, but how intentional are you being about actually helping someone with their real estate needs? Right. I love that having that onsite in real time. Coach right there 

[00:25:30] Tracy Hayes: the value of having so many pitches thrown at you on a regular basis You can start to tweak how you're you know what you're doing right when you're

[00:25:39] Tracy Hayes: An agent to me, I think it's, I don't know how I want to describe it, but it's someone coming into the business that doesn't have this huge influence, a great sphere or something where they get to start getting business right away.

[00:25:51] Tracy Hayes: Cause. They're already respected in the community and, Oh, you're doing real estate. Well, you were really good at that. You're probably going to be good at that. So I'm going to give you my real estate, but, but getting started. [00:26:00] And then if you've never really been in sales or understood the psychology of sales, you need opportunities to practice.

[00:26:06] Brandi Jo Condon: Yes. 

[00:26:07] Tracy Hayes: you can role play a lot, which helps, to a point. I hated that.

[00:26:10] Tracy Hayes: It's not, um,

[00:26:11] Tracy Hayes: Yeah. It's actually talk to real life people. now it costs companies a lot of money to throw those people in front of you. But hopefully you're turning more, you know, into sales and then not to make it, profitable. But there's a huge benefit to that in your ramp up to success.

[00:26:28] Tracy Hayes: Yeah, I agree. 

[00:26:29] Tracy Hayes: Yeah. all right. So, we actually get to how you, you came here? How did you actually run into DJ and Lindsay just by popping around and interviewing the different brokerages? Cause I think that's where Google, Google, so you called, you called them. 

[00:26:41] Brandi Jo Condon: My husband had Googled cause I was interviewing with all of the big box brokerages.

[00:26:45] Brandi Jo Condon: I hadn't started really diving into teams yet cause I didn't know where to look. And so my husband went on Google and started looking at reviews and he was like, bro, look at the numbers here. He was like, you need to make a point of at least get on this wave, [00:27:00] right? 

[00:27:00] Tracy Hayes: Get on this wave of, yeah. Well, you see a large, yeah, 

[00:27:02] Brandi Jo Condon: because he wasn't, we're married.

[00:27:04] Brandi Jo Condon: So I didn't want him to teach me anything. I already know whatever you have, you have one of those relationships too. He's like, you need somebody that you respect enough to coach you. Right. Right. and he's like, check them out. So that's literally how I came across them. I started watching their podcasts, started watching Todd and how he was handling the agents, listening to what DJ and Lindsay had to say.

[00:27:26] Brandi Jo Condon: And they're real people. they came from the service industry. You know, 

[00:27:30] Tracy Hayes: I want to dig into the, if DJ and Lindsay weren't one of the selections you must've had like a second or third. Cause if you talk to somebody, what were some of the things though? Cause you, you obviously learn something from interviewing and you probably take it.

[00:27:42] Tracy Hayes: And use it as conversation ammunition in your recruiting, because you know, what are some of the other things that you liked or disliked about some of the other brokerages that you. So 

[00:27:51] Brandi Jo Condon: some of the other teams that I interviewed with made it so personable, before the interview, they had already kind of gotten to know me.

[00:27:58] Brandi Jo Condon: Through social media. And I [00:28:00] love that they made me feel valued right out the gate. I also really loved with some of the other brokerages that they were going to allow me to be fully autonomous. and at that time I knew I wasn't ready for that. I didn't know enough to function autonomously. That was a 

[00:28:14] Tracy Hayes: down.

[00:28:15] Brandi Jo Condon: A little bit. It was really attractive. I couldn't trust myself with that. Right. you let me be autonomous and I'm going to end up Scrolling smut on social media for four out of the eight hours.

[00:28:26] Brandi Jo Condon: the day. So, um, but

[00:28:29] Brandi Jo Condon: they really, the brokerages here talk to new agents, I respect and I appreciate, because as a new agent, you are bombarded with information.

[00:28:39] Brandi Jo Condon: As soon as you put your application into the DBPR, you're getting Bam mail, you're getting real mail, you're getting pigeons and smoke signals and come look at us, come look at us, come look at us. And it's, overwhelming.so you don't know where to start and you still are just trying to retain the content.

[00:28:56] Brandi Jo Condon: I have 

[00:28:56] Tracy Hayes: this vision and I think you might be the cornerstone to [00:29:00] make when you were talking earlier, I'm like, I wrote it down right here. I think there should be a board volunteer, total volunteer thing of leaders could be a broker or a recruiter like yourself in there where these new agents who are can come in if they want to can come in and ask questions.

[00:29:17] Tracy Hayes: or be asked questions so that they're prepared to go out and have these, interactions with the brokerages to find out what brokerage is the best, is best for them. Or at least at that moment in time, they think is best for them. 

[00:29:29] Brandi Jo Condon: Sure. Cause that's going to change as an agent matures in this career, their needs, their priorities, what they want from their broker will change.

[00:29:41] Brandi Jo Condon: we do high volume real estate. And, I say that, whole heart of our first year agents do 20 to 30 transactions a year in their first year. That is an outlying statistic. 

[00:29:53] Brandi Jo Condon: Yeah. 

[00:29:54] Brandi Jo Condon: on average, people that stick around and do a full time do, you know, maybe [00:30:00] 1 to 3 in their first couple of years.

[00:30:02] Brandi Jo Condon: And now with all of the costs associated with even having an active license, that's gonna make you break even. I mean, it's an expensive hobby if you're not. 

[00:30:12] Tracy Hayes: Well,

[00:30:12] Tracy Hayes: they get a taste, right? I mean, that's, I think, you know, the statistics of how many agents drop out,

[00:30:17] Tracy Hayes: Really daunting,

[00:30:18] Tracy Hayes: it's in months or they just don't renew their first renewal, right?

[00:30:21] Tracy Hayes: that's when they really find out they're no longer in the business. It really could have happened in the first 60 days they're out and to be able to get them a win. early, huge. yeah, get some going. And then to have on average 20 to 30 wins in that first year. Now they've got some experience.

[00:30:38] Tracy Hayes: Now they actually come in year two and their chest is out a little bit that, hey, I've had some success and they're probably I mean, well, you and I know, I mean, if you're doing 20 to 30 transactions and what that volume will bring, you're in the top single digit percentages of all agents in your first year.

[00:30:56] Tracy Hayes: Yeah. 

[00:30:56] Brandi Jo Condon: Yep. And you're building a referral sphere off of all of [00:31:00] those company generated leads too. and what I do love to see too, is just because you find success, early on, doesn't mean that it's necessarily for you either. Do you know what I mean? Some people get in it and they're like, Whoa, this is not for me.

[00:31:15] Brandi Jo Condon: It's almost 

[00:31:15] Tracy Hayes: overwhelming. And that's okay. Like 

[00:31:17] Brandi Jo Condon: sales is such a, 

[00:31:19] Tracy Hayes: well, since you read that, how do you guys handle that? DJ and Liz, you have someone that comes in and goes, gets on fire. 

[00:31:23] Brandi Jo Condon: Yeah. 

[00:31:24] Tracy Hayes: they need a little help. you don't want to tap the fire down. Right. Right. How do you handle that?

[00:31:28] Brandi Jo Condon: that's why everyone that is with DJ and Lindsay is a licensed real estate professional. We're all here to help. and if they want to leave, then we wish them luck on whatever they decide. 

[00:31:40] Tracy Hayes: You know, cause I think one of the challenges that many real estate agents, whether they have a slow ramp up, but they reach a point of what they can do on their own.

[00:31:48] Tracy Hayes: Right. Yeah. They go out and sign with, you know, P or L P T or whatever, they could be completely on their own. There's not even an office in most cases, right? So they reach a [00:32:00] level, some think it's between five and 7 million, whatever number of transactions that may be in this area. You're starting to feel by 9 million, you're tapped.

[00:32:08] Tracy Hayes: It's 10 million. You're. bus. You got to be a really good organizer. Maybe you don't even have kids because you don't really have time to spend when you start reaching that level of volume. You're talking going beyond that, with the numbers that you're talking about. Where? What support is DJ and Lindsay have to help those agents?

[00:32:26] Tracy Hayes: So they're doing the money making activities that they're, that obviously they've discovered they're really good at, and keep them focused on that and handle the cleanup on the back end of, you know, transactions and assistance and marketing. Yeah. 

[00:32:41] Brandi Jo Condon: yeah. So I think this is going to answer your question, but.

[00:32:45] Brandi Jo Condon: We want our agents to look at the longevity of their career in real estate. I mean, Scott's done over 101 million in four years with us. his wife, Lauren is, with us too. And, DJ and Lindsay invested [00:33:00] in, Dora. she manages a really boutique and bougie Airbnbs in St. Augustine and St.

[00:33:07] Brandi Jo Condon: Augustine beach and things like that. They invested in her. and we market that product day in and day out because it hits the same standard of excellence that our agents hit on a daily basis. You know, we have a lot of agents that after a while start to build up enough capital to, to get into investing themselves.

[00:33:25] Brandi Jo Condon: You're looking at off market properties all day, every day. let's make that happen for you. Do you know what I mean? I hope that answers your question. 

[00:33:32] Tracy Hayes: Well, I think I'm always in the place of that agent coming in that, you know, you just recruited, they don't even know what support they're going to need.

[00:33:41] Brandi Jo Condon: Right. Oh my gosh. They're totally 

[00:33:42] Tracy Hayes: clueless. 

[00:33:43] Brandi Jo Condon: And yes, and our support is fully inclusive. Like within the four walls, we have our transaction coordinators, our marketing, our preferred lenders, preferred title. Our vendors are right on site in with the agents, you can literally touch everyone that you're going to work with [00:34:00] throughout the entire transaction from that initial conversation all the way to the closing table.

[00:34:04] Brandi Jo Condon: So that sort of support isn't found very frequently within the brokerage. Do you know what I mean? Cause you're, you're doing it all on. Yeah, 

[00:34:12] Tracy Hayes: no, I, agree. Most, a lot of The volume that you're doing they say even from the lending side I think it because I know a lot of relationships around a lot of the relationships are totally financial Yeah, and it's in the qualities out there because I'm like because this is the question I was coming up in my head was with the volume that you're doing and obviously You imagine DJ and Lindsay obviously have a great image or, you know, quality of, of, transaction that they want to have out there, whereas, where do you guys as the leadership team come in from a quality control because you are doing everyone, there's, you have a number of agents doing a large amount of numbers.

[00:34:47] Tracy Hayes: Yeah. Where does the quality control is? How do you love 

[00:34:49] Brandi Jo Condon: that question? Because I sometimes fail to address that. We have compliance. as a new agent, right? You get to the point because customer [00:35:00] service first, you get to the point in your conversations where you're ready to go see a home. You've never done that before.

[00:35:05] Brandi Jo Condon: You've already shadowed a few tenured agents, but, Brett Moreland, who's our president of sales, he'll go with you on those appointments. make sure the language is correct, things like that. So that's a form of compliance right there, right? That's, checking all the boxes. you get to the point where you're writing the contract before you even submit that contract.

[00:35:24] Brandi Jo Condon: Brittany Nolan, our managing broker, our compliance department is reviewing the entire contract. So, that I imagine 

[00:35:30] Tracy Hayes: you come into a graduation level where she lets you, you know, after you've done, 

[00:35:33] Brandi Jo Condon: they literally, it doesn't matter how long you've been in the company, for example, seven. Yeah, our best agents, they're still reviewing everything before it's executed.

[00:35:40] Brandi Jo Condon: So,the contracts executed, that's a win right there. you know, and we celebrate those wins, but everybody's checking that your I's are dotted and T's are crossed. Listing appointment. You get a listing appointment. Sean Gerrard, he has, I think, 13 or four. I hope I don't get that number wrong.

[00:35:58] Brandi Jo Condon: 13 or 14 years worth [00:36:00] of commercial real estate experience. with all of these changes, he is helping navigate the language that the agents are using To help advocate for their value, right? Let's negotiate these commissions. Let's role play that in the office. He's going with the agents on listing appointments.

[00:36:16] Brandi Jo Condon: and that's beneficial just for his expertise in what he's doing in the market knowledge. It's also beneficial from a psychological standpoint, especially for the women in the office. If you look at the statistics of how people, the, you know, the psychology of the transaction, people prefer to shop for a home with a woman.

[00:36:35] Brandi Jo Condon: And they prefer a man at the closing table. Yeah, you look into, you walk into a listing appointment and you have a man and a woman, you fulfill that entire dynamic. 

[00:36:45] Tracy Hayes: Right. 

[00:36:45] Tracy Hayes: well, I think there's some great couples. So there is some non related male and female, but there are some great couples that are doing really well.

[00:36:52] Tracy Hayes: And that's why 

[00:36:53] Brandi Jo Condon: they're not missing.

[00:36:54] Brandi Jo Condon: what they're listening.

[00:36:54] Brandi Jo Condon: We have, Over a hundred listings right now with our team and they're not missing and I [00:37:00] love that because we are not a discount brokerage So You know, we're not, did you 

[00:37:04] Tracy Hayes: guys create your own buyer broker agreement with us? Hold on. Yep. So our 

[00:37:07] Brandi Jo Condon: legal team has been on that for months, I think four or five months now.

[00:37:11] Brandi Jo Condon: we have it down to a one page or a super easy to read. Todd, our marketing director, him and Matt, have like a one click a great, super easy peasy, which I think is half the battle because, the consumer doesn't necessarily know what these changes are and so having the consumer. You know, asking them to put a ring on it, even before you walk in the door.

[00:37:30] Brandi Jo Condon: It's a hard conversation to have. so yeah, no, they have it super simple, easy peasy. Our agents are voluntarily role playing. Let me say that. 

[00:37:41] Tracy Hayes: Our 

[00:37:41] Brandi Jo Condon: agents are voluntarily role playing in the office right now, just getting They're verbiage down, making it sound organic because it's so new for everyone. So you 

[00:37:55] Tracy Hayes: guys weren't doing it when any buyer broke agreement before.

[00:37:58] Tracy Hayes: Some brokers just sell it around. [00:38:00] Yeah. But 

[00:38:00] Brandi Jo Condon: now it's mandatory, right? So having the confidence to say, I need this to work. From you. I need commitment from you right out the gate. That's a hard thing to ask, you know, 

[00:38:10] Brandi Jo Condon: excuse me on the way to dinner. I'm going to need a ring.

[00:38:13] Brandi Jo Condon: You know what I

[00:38:14] Brandi Jo Condon: That's a hard thing to ask. So, I was in my office the other day.

[00:38:18] Brandi Jo Condon: Talking to agents, and I heard a thud on my door I opened it. And, three of the guys, actually two of the guys, Jason and Joshua, I consider dear friends at this point. they were just throwing the ball back and forth and they had a script and they started with the script and.

[00:38:34] Brandi Jo Condon: They practiced the script over and over and over until they had the script memorized. And then they started tweaking it. Oh, you should say this. Oh, you should say that. And I just want to reiterate that this was voluntary. 

[00:38:44] Tracy Hayes: Yeah, 

[00:38:45] Brandi Jo Condon: don't. I would never, ever do today. She made you proud. Like role 

[00:38:48] Tracy Hayes: playing, 

[00:38:50] Brandi Jo Condon: but they're really honing in on their craft and how to represent the buyer and seller.

[00:38:58] Brandi Jo Condon: To the best of their [00:39:00] ability and they want to be the best and I just I love 

[00:39:04] Tracy Hayes: And they're preparing you when you generally roleplay you're preparing for you know that challenging customer, right? That's going to come at you I think any customer that for the most part who mentions it today It's just mentioned because I saw it in the headlines and wants to see how you're gonna react to it to it.

[00:39:19] Tracy Hayes: Sure. You know, and obviously, and I mean, this is my opinion, but being in sales my entire life and being in a call center for the first 12 years of my mortgage career and just, you know, dealing with the head and, you know, we were, calls were recorded, we were getting coached, we role played all this type of stuff that, you know, you do in sales.

[00:39:37] Tracy Hayes: A lot of times I just want to see how you're going to react to it. Sure. You know, it's not really, you know, And so if you're just prepared to come out and say, Oh yeah, this is the new agreement and this is what it means. Boom, boom, boom. Just like your, contract, you should be able to read upside down.

[00:39:49] Tracy Hayes: You should be able to turn up by our broker agreement and say, yeah, this is a, this is what this means, blah, blah, blah. I just need you to sign right there. I had David Heaton on a couple of weeks ago. and he likes the. I guess they call it the [00:40:00] pre showing agreement. Like there's three levels, right?

[00:40:03] Tracy Hayes: He calls it the one nighter, the weekend date, or then we're now we're married. Like you were talking about. I think he was kind of leading in from a subtle sales thing. Like, Hey, this is our first house. Let's sign this one right here. This allows me to show it to you. Blah, blah, blah. You can go and explain that.

[00:40:18] Tracy Hayes: Cause that's a basically a one pager from that mistake. And it's a very short agreement. And, it gets you going, but then after you, you know, you warm up, then, you know, after the weekend and showing them a half a dozen houses, then you can slide the ring request in there. That's right. Yeah. Yes. Yeah. Is that the kind of analogy?

[00:40:34] Tracy Hayes: Yeah. Yes. the way you guys are coaching it. That's right. Yeah. To come and settle in. Everyone's just going to get after they do it so many times, they're going to get better at it. Right. It's 

[00:40:42] Brandi Jo Condon: just going to become the way of the world. Yeah. 

[00:40:44] Tracy Hayes: and then when you, I think when you also, when you, for those listening out there, if you're having trouble with this one, you need to like probably call someone who's been, maybe been in the business a little bit or someone maybe you've heard on the show or been in these, there's been so many masterminds and training all over the place on this to go [00:41:00] and actually sit down and talk to someone to get through your anxiety of it because it's really just having a conversation.

[00:41:05] Tracy Hayes: This is the way it is. 

[00:41:06] Brandi Jo Condon: And give yourself some grace. You're not gonna be great at it to start. Nobody is. We're all kinda trudging through the mud right now. Figuring out what works. And there's still gonna 

[00:41:17] Tracy Hayes: be changes. 

[00:41:17] Brandi Jo Condon: Figuring out how to not get fined. Do you know it? Like, it's everybody is Well, I 

[00:41:24] Tracy Hayes: think it's going to continue to evolve.

[00:41:26] Tracy Hayes: you know, this is probably the big step, but states are going to, in my opinion, states are actually going to take on their own because this is not a law, this is just an agreement with the MLS is that the states are going to step in should their.

[00:41:38] Tracy Hayes: You know, say Florida Realtors went to Tallahassee and said, we want to act. This is the way we want to do it. We want it on the MLS and make it a law and they would make it a law, whatever it is, the discussions are going to go on for a little while 

[00:41:49] Brandi Jo Condon: because it's 

[00:41:49] Tracy Hayes: got to stamp out these lawsuits. 

[00:41:51] Brandi Jo Condon: And I think becauseyou know, there have been so many changes over the past few months and it's just been the headline, right, [00:42:00] for real estate professionals as to what these changes are going to mean.

[00:42:03] Brandi Jo Condon: There's been a lot of uncertainty and a lot of apprehension, specifically from the agent's side. I think that the agents are the heart of the transaction and there's so many other factors and so many other things that come into play. but from an agent's side, All of that apprehension and unknown has led to major staggering numbers.

[00:42:24] Brandi Jo Condon: so less people are getting into the industry. And I know that for sure, because I pull from the DVPR, all the time. So numbers are dropping like crazy. Less people are getting into this business and a lot of people are getting out. 

[00:42:37] Tracy Hayes: So you expand on that a little bit. well, we live in such a great area right now, uh, considering because our area is still in demand.

[00:42:45] Tracy Hayes: We still have buyers. 

[00:42:46] Brandi Jo Condon: This is exactly what it'd be for real estate in the country. Florida is the number one state for real estate. And as a trade, real estate is the most lucrative. So this is exactly where you want to be in this industry. But, 25 [00:43:00] percent 25 percent of the real estate professionals that I'm talking to on a daily basis are letting their license go to an inactive status.

[00:43:09] Tracy Hayes: what are some of the things they're telling you? What are they saying? What's there? 

[00:43:12] Brandi Jo Condon: some of them are saying, you know, I think I'm going to step out for a bit. I'll work a side job for a while. And then once tensions ease, once things are permanent, I'll step back in. some agents. I take 

[00:43:26] Tracy Hayes: that as an excuse.

[00:43:27] Tracy Hayes: I take that as an excuse is they really want to get out for other reasons, but they're going to use that as an excuse. 

[00:43:31] Brandi Jo Condon: Maybe sales is hard. 

[00:43:33] Tracy Hayes: Yeah. 

[00:43:33] Brandi Jo Condon: You know, a lot of agents are like, well, I'm only doing real estate part time. It doesn't make sense for me to maintain my license. I'm stepping out. A lot of agents are like, I know that I can't compete.

[00:43:46] Brandi Jo Condon: representation as a whole for buyers and sellers is going to become Just better. Yeah. Right. And it's, going to benefit everyone. The ones that stay, the agents that stay in the business, their craft is [00:44:00] going to become incredibly refined. Yeah. they're going to be very good at what they do. 

[00:44:03] Tracy Hayes: we talk a lot and I've talked to a lot of people on the show, obviously value, what value you bring to the table in this case, what value does a real estate agent bring to their business?

[00:44:14] Tracy Hayes: buyer or seller. So seller, you go to sell, Hey, this is what I'm going to do. I'm going to do pictures. I'm going to do, you know, all the things, you know, we're going to stage, we're going to, whatever it is that that house needs to get it ready to sell.

[00:44:26] Tracy Hayes: that's your pitch. Cause the seller can see that they can understand that from a buyer side. The buyer, that's the stereotypical, Oh, you're just a door opener until you're able to express to them the value and obviously get them to sign this buyer broker agreement. So you can go show, start showing them houses.

[00:44:43] Tracy Hayes: You have to show them value before they'll. You know, now you may already have value because you were referred. So the person referred you may have already give you credibility. So they're ready to sign and don't really matter. But if this person's shopping who they want to represent them, calling from out of state, which I met, you know, [00:45:00] because you guys do a lot of, you know, from your difference, you lot of out of state buyers and so forth, you've got to be able to express this value.

[00:45:06] Tracy Hayes: And in, in a lot of cases, you know, You can do some of this over the phone or I know agents, there's some really good agents that are, they like to go to the zoom or FaceTime if you want to call to actually, so there is a face to face interaction, even though they may be 1500 miles away, to build that relationship.

[00:45:21] Tracy Hayes: But we go back to that value sale and the. Agents that are good understand, maybe they weren't doing it before. Maybe they have always been doing it, but they understand the industry and to be able to express that value to that buyer. So that buyer understands the value that they're going to bring, because it really is just an air sandwich because you could talk, I could tell you how great I am and I'm a great loan officer.

[00:45:44] Tracy Hayes: I'm going to find you all the great deals and I'm going to find, you know, the best interest rate or whatever, but until you actually do it, There's nothing to chew on, right? 

[00:45:52] Brandi Jo Condon: That's right. and that's one of the reasons I've been so grateful that, we've been so hyper focused, especially lately, and we've kind of changed [00:46:00] our language a bit to be so customer service oriented.

[00:46:04] Brandi Jo Condon: We want the buyers and sellers to experience that white glove experience, right? the Rolls Royce, where I think we've had kind of a reputation in the past to be the Amazon of real estate or the Walmart of real estate, and there's nothing wrong with that, and we do. Such massive numbers that I understand where that reputation is coming from.

[00:46:22] Brandi Jo Condon: But we, we really want to establish the value that we bring to the table. And a lot of it, honestly, when you break it right down, it's just availability. I mean,a new agent is going to be much more available to the buyer than a tenured agent. A tenured agent has a little. better 

[00:46:42] Tracy Hayes: understanding of, 

[00:46:43] Brandi Jo Condon: you know, boundaries and things like that.

[00:46:45] Brandi Jo Condon: We're a new agents hungry. And I think that our agents maintain that hunger. not that they have commissioned breath, but they really just want to serve. And I love that. 

[00:46:56] Tracy Hayes: Well,

[00:46:57] Tracy Hayes: the, actually I had it in the last thing, but I think [00:47:00] it's one of the most important things. and we can kind of talk about this.

[00:47:02] Tracy Hayes: It's going to bend into this question or, to get your, comments on this situation. There's a huge amount of, well it comes out. There's a huge, investment that DJ and Lindsay's pouring in everyone to bring on. Right. And I want to, dig into, you know, eventually this will lead to as you as a recruiter, obviously you have to sift through because they are investing so much money.

[00:47:21] Tracy Hayes: You got to hire the right person, hopefully. Right. Right. But, When looking at the overall structure of and I imagine DJ and Lindsey have evolved this through times as any great company has longer they can hold on to an agent. Cause some, you know, agents sometimes grow to a point or like I said, they don't want to do it anymore.

[00:47:38] Tracy Hayes: They, whatever, or they, they, or they want to go out on their own and they don't want to, because they are investing so much, you have some requirements, Hey, I'm willing to give you this, but you got to give me this in return and I, and that, and building that relationship and,Culture.

[00:47:53] Tracy Hayes: I think I was watching one of your videos. That's what you, you use the word culture and so forth, but the, the investment and someone [00:48:00] coming into DJ and Lindsay understanding, this is a little different brokerage. This isn't, you know, some of the big names that you can name out there that you don't even have to show up to an office, you can do this all from home, no, one's going to call you and ask you what you're doing today.

[00:48:14] Tracy Hayes: No, one's going to be say, Hey, do you want to role play? Or have you gone to this training? That's all on you. you're setting up the structure, which I think that's where the Marine Corps comes in. You like the structure. 

[00:48:23] Brandi Jo Condon: I love it. Yeah. Yeah. 

[00:48:25] Tracy Hayes: Because the structure is produced fruit. 

[00:48:27] Brandi Jo Condon: And I think for the right people like myself and like my children, structure makes you happy.

[00:48:34] Brandi Jo Condon: It gives you the warm and fuzzies, do you know what I mean? so our agents are coming in at 9am, Monday through Friday, we have a morning meeting we kick off. It's usually led by, you know, someone like one of our loan officers or DJ or Brett Moreland or sometimes Sean will speak. step in and we talk about the market and we talk about what we're going to talk about today and we get ourselves on the right foot for the day.

[00:48:56] Brandi Jo Condon: from there, the agents prospect and [00:49:00] they make connections with the people that in the system, they ensure that their CRM is clean, that they're not missing any to dues or, campaigns or things like that. for a long time. We're recruiting really big numbers because we were like, we can take it.

[00:49:13] Brandi Jo Condon: We can take big numbers because we have all of these leads to give them. We constantly see inbound leads. Our agents are setting, you know, 10 appointments a week on shift and things like that. So we can take big numbers. I myself in my first year in this position brought on over 130 agents and big numbers.

[00:49:32] Brandi Jo Condon: When these changes started coming down the line, and I really respect DJ and Lindsay for this, is they were looking around the corner. They were looking at what the other brokerages were doing, and while the other brokerages were kind of stockpiling on their roster, as far as we could tell, we did just the opposite.

[00:49:48] Brandi Jo Condon: We started being very limiting to how many agents we were bringing on, and we got very fit. We started focusing on the professionality of our agents, the language in which they [00:50:00] were conveying what we're doing, things like that. We started doing a lot of objection, reporting. handling and role playing and Much fewer numbers.

[00:50:07] Brandi Jo Condon: I think in the past few months i've brought on to six agentsand they are the very best we've brought on the very best and It wasn't my buyer, but there was a buyer in for our closing last week and they complimented us specifically. They were like, I'm an investor. I close on a lot of properties, but you guys have a look in here.

[00:50:27] Brandi Jo Condon: and it's not necessarily that you have to be suited and booted every day, but we are professionals and we've really honed in on that. 

[00:50:35] Tracy Hayes: guess the picture I want to paint and I admire what, DJ and Lindsay are doing. Cause that's why I want that quality control quick, because when you're looking at a successful corporation and we can name some companies, you know, through the years, that people always admire, right?

[00:50:51] Tracy Hayes: they're American icons and so forth with the way they're running real estate. Yeah. There's some agents that come into the business and they're actually more [00:51:00] worried about their free time than they are actually making money and never make any money. Right. And then they're out completely where you're setting up the ideal situation for an agent coming in and prospecting.

[00:51:11] Tracy Hayes: You're supplying all the great training and stuff that all these brokerages tell me they all got great training and they 

[00:51:17] Brandi Jo Condon: do in 

[00:51:17] Tracy Hayes: technology. take that off the board. It's the other stuff. I think that makes the difference. and what you're telling me is obviously retention is probably obviously one of your biggest thing.

[00:51:27] Tracy Hayes: You're not only recruiting, but you want to retain every broker should be worried about that, but you have to pour in value. And then because these agents are feeling success, you're creating this, I call it a machine, I call it the DJ and Lindsay Machine , because that's how I describe it.

[00:51:42] Tracy Hayes: 'cause I think they've created a really fine tuned machine that it seems you're always tweaking like you're telling me. Yeah. The times have changed. So now we're very picky on who we're hiring where maybe two years ago we were just trying to bring on When you open the floodgates two years ago.

[00:51:54] Tracy Hayes: Yeah. Yeah. That's 

[00:51:54] Brandi Jo Condon: how I got in . 

[00:51:55] Tracy Hayes: And it made the engine, not efficient. It's not as efficient as it is probably today. 

[00:51:59] Brandi Jo Condon: [00:52:00] The agents that are coming on right now are getting so much attention. So much attention. Talia. I hope she doesn't mind if I bring her up. Talia came on about.

[00:52:11] Brandi Jo Condon: Three months ago, I found her on a Facebook chat thing talking about how she was interested in getting into real estate. She had some sales experience. She's a single mom and she's already had a couple of closings in her first few months and she's got a mountain of executed contracts and that girl can work.

[00:52:28] Brandi Jo Condon: She comes in every conversation I hear her have has great intention. and she was. for me, such a shoe in. I mean, I had gotten to know her. Like I said, I found her on Facebook. but she just had a drive about her. She had that fire in her belly and I'm like, Oh, I can't wait to see what she does here.

[00:52:49] Brandi Jo Condon: And she's impressed us every day. And I knew she would. It was never, there was never anything with confidence coming from me about her. And I love seeing her work. that's what we want is that fire in your belly. [00:53:00] real estate is residential. Real estate is such an emotional transaction.

[00:53:05] Brandi Jo Condon: Do you know what I mean? Like us as agents, we ended up being therapists. We ended up being friends. And I love saying that we ended up being friends because. A client is so much more likely to become your friend than a friend is to be a client. and we make very well said, that was very well said.

[00:53:22] Tracy Hayes: Maybe AI will pull that as a real, you guys will see that, that that's a really good one actually. All right. So you're being a little more, we'll just say, selective. That's the word you're being a little more selective. So from your job as the recruiter? what are you, are you reaching out and trying to find?

[00:53:38] Tracy Hayes: You find some people, like I said, as soon as someone goes on and applies for their license,

[00:53:42] Tracy Hayes: you're

[00:53:43] Tracy Hayes: already reaching out and contacting them. Are you doing some background social media? Are you? Absolutely. Yeah. Every time I usually 

[00:53:49] Brandi Jo Condon: get to know what I want to kind of touch on. And I'm sure you did the same thing before I got here.

[00:53:55] Brandi Jo Condon: Well, yeah, 

[00:53:55] Tracy Hayes: I do that for everybody. I mean, 

[00:53:56] Brandi Jo Condon: absolutely. Because you want to know who you're. Um,and [00:54:00] a lot of times too, I can see on social media that they're very involved in, you know, their own business here. I'll still try to call them to try to help, but I'll, I'll know a lot of times out the gate whether or not they would even entertain our structure.

[00:54:13] Brandi Jo Condon: So

[00:54:14] Brandi Jo Condon: I always try to do a lot of due diligence even before I make that first call. And it's such a weird way to recruit for me, right? Because you're someone that's just getting licensed. and someone calls you. Hey, do you want to hear me talk for a little bit? It's such a weird way. And then, you know, in these conversations, we'll decide if this is going to be a mutual beneficially conversation or not.

[00:54:36] Tracy Hayes: Right. 

[00:54:37] Brandi Jo Condon: this is a weird way to recruit, but that's. 

[00:54:39] Tracy Hayes: Have you looked on someone's social media and says, I'm not going to call them. 

[00:54:42] Brandi Jo Condon: No, sometimes if I see that they don't have social media, I get real intrigued and I call them. I always try to call anyway, because who knows who's going to be on the other end of the conversation.

[00:54:54] Brandi Jo Condon: And, We do so much real estate here in Northeast Florida that we're going to end up working together. [00:55:00] So in the least, I want to at least have rapport with every single real estate professional out there right now, because we're going to end up working together eventually. so if I can already put, you know, a little confidence in the back of their mind that we're going to work well together, then that's going to help.

[00:55:15] Tracy Hayes: So, I mean, think of us some conversations you've had the last couple of years. I actually put on here, you know, what do you look for? Then what is a turnoff? you know, what is something that like Their past job history, maybe they waited tables. Is that a turn on? Oh, that's 

[00:55:29] Brandi Jo Condon: absolutely a turn on anybody that's had a lot of sales experience.

[00:55:32] Brandi Jo Condon: We have great success with people that have come from like auto sales, service industry, just people, people. a big turnoff for me is when I hear someone say, I don't really like people. I don't like being around people. 

[00:55:44] Tracy Hayes: It's amazing. Someone would say that actually in any interview, but people do.

[00:55:48] Brandi Jo Condon: Yeah. People are honest and I appreciate that. I'm like, well, why real estate, you know, you hate people. What are you doing? that's probably my biggest turnoff on the phone is when people are like, Oh, I don't [00:56:00] really like people. Or if I call them and they're immediately rude. Immediately, because they don't understand my intention.

[00:56:07] Brandi Jo Condon: That's kind of a turnoff too. Cause I'm like, you're going to end up in this business talking to strangers. I'm a funny, 

[00:56:12] Tracy Hayes: because I, you know, I've been out.

[00:56:15] Tracy Hayes: Mixing

[00:56:16] Tracy Hayes: the real estate in 2017. I was working in Maristos down in, in St. Augustine. and I've heard, you know, scuttlebutt, you know, I, I know now it's because I just don't understand what DJ and Lindsey are doing in their agents.

[00:56:30] Tracy Hayes: you're, Obviously your conversation with these agents, you're coming into work. We're going to train you. We're going to give you more important, all this support. You're 10 99, but we're going to pour in all these. So we do expect you to be in here at nine o'clock because we have people here wanting to make you great 

[00:56:43] Tracy Hayes: successful, 

[00:56:43] Tracy Hayes: make you a lot of, make you good money, which you can in real estate.

[00:56:48] Tracy Hayes: so I've heard, you know, The scuttlebutt that agents on the out will say on the outside or might say something about DJ and Lindsay, not in the say, like, Oh my God, don't ever go there. [00:57:00] There's not something like that, but just not positive say just more of a neutral kind of like, yeah, they, you know, because I just don't really understand when you're reaching out to someone, have you had anyone like sit back and you had to like, you know, I said, no, no, no, let me explain to you how it is.

[00:57:14] Brandi Jo Condon: That's yes, absolutely. I think, Our reputation, because we do so much real estate, isn't necessarily positive all of the time. We would never want to be considered like a turn and burn. We're not trying to burn out any agents. We want to meet them where they are, but we also want them to be successful.

[00:57:33] Brandi Jo Condon: I think a lot of people are kind of afraid to talk about money. Our agents make a lot of it. 

[00:57:37] Tracy Hayes: Yeah. 

[00:57:38] Brandi Jo Condon: And it takes a lot of work though. It's not handed to them. It's Um,and I think that's something that's earned, at our last quarterly meeting, Preston, who has been with us for, I think, a year and a half or so.

[00:57:49] Brandi Jo Condon: He spoke to the agents and I got emotional when he spoke because he said when he came on to the brokerage, him and his [00:58:00] wife were sharing a vehicle. He was living with his in laws. they had a son and he was like, you know, we'd be fine. didn't have a dime to our name. and they now own their home.

[00:58:10] Brandi Jo Condon: They have two vehicles there. They have another baby on the way, which is a testament to success. I got emotional with him talking because he was so honest about where he started and just like DJ, when he started in real estate, he was in the service industry. He was serving and he, he had Noah very young and he had to provide.

[00:58:29] Brandi Jo Condon: Right. So I think I kind of got off on a tangent there, but yes, our agents work very, very, very hard. But they're working smart or not necessarily harder They're not working towards an end goal without having all the tools. We give them all the tools 

[00:58:44] Tracy Hayes: Do you feel sometimes in these conversations these initial conversations you're having with these hopefully, you know perspective recruits or new agents?

[00:58:51] Tracy Hayes: Yeah, What is their level of knowledge of the industry? Like, I mean, we talked about very early in this company, you knew what you wanted. You want an office, you want to be surrounded by people, you had this [00:59:00] vision of placing yourself in. They don't have this vision. So when you're chatting with them, how do you kind of give them a vision of what the true life of a real estate agent is?

[00:59:09] Tracy Hayes: So 

[00:59:09] Brandi Jo Condon: I like to give them the vision in person. I prefer to meet with agents or. You know, perspective agents in person. I want them to come to the office. I want them to see it in real time because there's so much insight to be gained in seeing what the agents are driving, seeing how the agents stress, seeing how they're interacting with one another.

[00:59:29] Brandi Jo Condon: And There's a temperature when you walk into an office. If there is an office, do you know what I mean? I've walked into some offices and I'm like, Oh my word. They're all miserable. I don't want to co sign on that. I don't want misery. so I like to give them the vision by showing them. I want you to come see it.

[00:59:46] Brandi Jo Condon: Right. cause you're going to gain more insight Just stepping into the office and seeing what it's like than me trying to convey it over the phone, 

[00:59:52] Tracy Hayes: right? agree totally with you because again that person who kid like you envisioned yourself. Hey, I needed all this the average person can't have [01:00:00] that vision until you create it for them 

[01:00:02] Tracy Hayes: Sure, and in this case actually 

[01:00:03] Tracy Hayes: putting them in the walls.

[01:00:05] Tracy Hayes: Yep. Now, they actually can see themselves You know, in that office, coming to that office, you know, sitting in that chair, whatever, you know, whatever picture you're painting for them. Now they can actually physically see themselves doing the job. 

[01:00:18] Brandi Jo Condon: And DJ and Lindsay have provided us an amazing environment to do what we do.

[01:00:24] Brandi Jo Condon: I mean, it's the new St. Augustine office looks like a day spa to walk into it. The new Jacksonville office, they've done a ton of renovations there. it's beautiful. In there. We are pampered and spoiled like crazy. You know, we have the scents going on playing and it's not bad when I, 

[01:00:43] Tracy Hayes: when I started in 2005, I started working quick on loans.

[01:00:46] Tracy Hayes: The big thing was that they had slushies. slushies. So by the time they advanced, when I started working from home, I left there in February, 2008 and some of the, they opened some newer offices. And now of course they all [01:01:00] are in downtown Detroit, but now you go in there and they've got, you know, the slushie machines.

[01:01:04] Tracy Hayes: They've got the, the can't like you go in the store and you've got the candy in this dispensers and you can get it in the bag by the pound. Yeah. That's basically what they got. They got popcorn. Yeah, they got popcorn popping some popcorn in the hole, but they're creating that atmosphere that you and you want to be there.

[01:01:19] Tracy Hayes: That's part. That's what they're doing. Yes. Yeah. So they're investing like I did not. I apologize to my Remy graphics, my little ad here. and you have one of these. If you've got your little in the bag there, it was on. Yeah, I didn't 

[01:01:32] Brandi Jo Condon: bring you anything. 

[01:01:33] Tracy Hayes: Um, Remi graphics do these great mugs.

[01:01:35] Tracy Hayes: They got the logo on the other side. They do all sorts of laser engraves. These are just the mugs. They will do one offs. So if your agents are looking for, you know, one, mug to give one customer, they don't have to order a dozen or two dozen. They can just do, Hey, John and Sally, welcome to St. Augustine, you know, August, 2024.

[01:01:53] Tracy Hayes: And the last 

[01:01:55] Brandi Jo Condon: screen printer I called, they like had minimum order of like 30 and I'm like, I need one. Yeah. [01:02:00] Yeah. 

[01:02:00] Tracy Hayes: Remi graphics. com. Dunia will take care of you there, with all your laser engraved, items there. And I appreciate her,providing those mugs for show and for our guests. Brandi Jo will go home with one of those hot pink one though.

[01:02:11] Tracy Hayes: So let's kick out. 

[01:02:12] Tracy Hayes: You 

[01:02:14] Brandi Jo Condon: appeal to my Barbie. 

[01:02:17] Tracy Hayes: We were just touching on the atmosphere of them wanting to come in to the office. I imagine that's evolved over time, even just in the two years you've probably been there. What are some of the things that, I mean, if you take feedback from the agents or what makes it more comfortable?

[01:02:32] Tracy Hayes: I guess when I'm eventually leading up to my, my really, my final question is, Eventually, let's say like, Caitlin, let's take her. she's been there a number of years. I forgot what it is. she's successful. She's done enough sales that she's probably getting, you know, from, referrals directly to her from those people that, that maybe have come through a online lead originally, but now they're calling her directly because her family wants to move.

[01:02:55] Tracy Hayes: Yeah. what do you do to basically, you know, keep those level of agents [01:03:00] happy And where do they graduate to? Because I imagine initially it's like, I'm going to come in here and grind. We're going to make our prospecting calls in the morning. you know, now they're doing 20 or 30 deals a year in advancing.

[01:03:11] Tracy Hayes: And they're like, you know, I see that agent over there at, Keller Williams and you know, 

[01:03:16] Brandi Jo Condon: they're surfing this morning. 

[01:03:17] Tracy Hayes: Yeah. They're surfing this morning or whatever, or they're going to a fun training at landmark and having a free, is the graduation where, because obviously you want to retain them.

[01:03:25] Tracy Hayes: That's the ultimate goal. So as you become a more senior agent, happens at DJ Lindsay? 

[01:03:30] Brandi Jo Condon: No, that's a great question. every aspect of our structure Is a part of us and it's reflective of what did and didn't work for a DJ and Lindsay when they first got started, and so our tenured agents all come in now, specifically like Caitlin, she took the summer off.

[01:03:48] Brandi Jo Condon: She's still working with all of her referrals and her, you know, hot nurtures and watches and things like that. But she took the summer off. She's having a great summer with her son and husband. and she'll be back when she's ready. So [01:04:00] we, you know, Matt, her where she was and hopefully catered to what her needs were.

[01:04:04] Brandi Jo Condon: because we want our good agents to stay 

[01:04:07] Tracy Hayes: right. Well, I guess the question that she builds up maybe she isn't taking, you know, you're investing a lot of these. You know, in the technology and to bring the lead, the new leads to them, she's now probably has a good part of her business is starting to turn to be referrals or past clients, which the obviously a lot of great agents in the area, that's what they live on 

[01:04:27] Tracy Hayes: because they're 

[01:04:28] Tracy Hayes: so busy with that.

[01:04:29] Tracy Hayes: How do you graduate? because the machine of DJ and Lindsay is from my vision and I'm trying to be vision as a, newer agent, it might want to join. Yep. They see this machine, but. happens at your five, six, and seven, all 

[01:04:41] Brandi Jo Condon: of those leads coming at you all of the time kind of serve as a sense of security, knowing that you're going to transact and going to be able to provide for your family.

[01:04:49] Brandi Jo Condon: And if you ever get to the point where you are feeling secure, happy, and you're making enough just off of referrals, we have a whole brokerage side to the company, where agents They [01:05:00] still have all of the tools. they still have the marketing and the photographer and things like that.

[01:05:04] Brandi Jo Condon: The transaction coordinator, they just don't get fed all of the active leads, they can migrate 

[01:05:09] Tracy Hayes: out

[01:05:10] Brandi Jo Condon: Use

[01:05:10] Brandi Jo Condon: office when they want or not. and some agents do get to that. I think a lot of agents, like level up, like what they want. I don't see a lot of agents say, I think I'm good on my referrals and what I have.

[01:05:24] Brandi Jo Condon: I just want the support and no fresh leads. Most agents are like, give me more. Do you know what I mean? They get hungry for more. 

[01:05:30] Tracy Hayes: And they're able to take more because the back office stuff. Cause I think a lot of agents, what happens is slows them down. They never produce as much as they really could because they got, they stuff that they're good at, but there's people that are just as good at it can do it probably three times faster because that's all they do all days.

[01:05:46] Tracy Hayes: Do the back office stuff. 

[01:05:49] Brandi Jo Condon: Yeah, no, our transaction coordinators are hunting down the binder deposits. They're scheduling the inspections. They're running the addendums, which is so time consuming right there. our [01:06:00] marketing department is taking care of the print and the signage and the lock boxes and the professional photography and the drone work.

[01:06:05] Brandi Jo Condon: And they, you know what I mean? There's so much So many moving parts and especially as a new agent, it is overwhelming to realize how much goes into an actual transaction when at the high quality, at a high quality. Yeah, absolutely. Thank you for noting that, at the core, right? The heartbeat. Is that relationship is making sure that that buyer or seller is comfortable and confident that they're being taken care of throughout.

[01:06:27] Brandi Jo Condon: and that's what our agents main responsibility is, is just maintaining those relationships. We'll give you 100, 000 worth of opportunities right out the gate to establish those relationships in that report. But at the end of the day, that's what they're doing. They're holding hands and they're You know, just leading people through the transaction.

[01:06:47] Tracy Hayes: No, I am a fan, of it. I know, cause I know what I went through when I got in this industry from the lending side and I understood what, Quicken Loans was doing and the structure they were providing. I definitely have [01:07:00] written more loans. I don't care how many guys on the street right now. You may say, Oh no, you haven't.

[01:07:05] Tracy Hayes: You haven't sat there for, 12 years in a call center and writing volume. Yeah. And, you can smell a credit report now, and I can tell you whether or not the loan's going to close or might have problems, right? That's what we want to know right away. Cause this, this one's shaky or not, or is this one, you know, done?

[01:07:22] Tracy Hayes: I always remember I was at a lender I was working with, I think it's been about five years now. And I said, Hey, can I send the prequal letter without actually having to hit the button for it to, you know, we call it a desktop underwriter, right? Do you, do you approve? Do I need to do that to print? Pre approval letter.

[01:07:38] Tracy Hayes: Well, why wouldn't you? well, because the guy with 20 percent down has an 800 credit score and makes, you know, his debt ratio is 30%. I don't need to sit there and wait for that to tell me that it's going to prove, you know, I need to just print and go on. because we were doing volume with a builder at the time.

[01:07:55] Tracy Hayes: So that they thought it was, interesting, but I've seen enough credit reports, [01:08:00] you're going to give an agent. And then this is why I'm a fan. I think it's, there's someone coming in and does nothing about real estate, has no connections, maybe even new to this area to give, Randy Jo a call and talk about DJ and Lindsay, because you're going to get the at bats that you need to ramp up your knowledge and confidence 

[01:08:17] Brandi Jo Condon: and not just new agents, even, agents that.

[01:08:21] Brandi Jo Condon: You know, the tenured agents, the ones that have been at this for a year or two and have discovered maybe my sphere isn't scalable, but I love what I'm doing and I want to do more of it. those are some of my favorite people to talk to because when they come on, they are abundantly appreciative of what we're doing because they've experienced less, right?

[01:08:43] Brandi Jo Condon: They haven't experienced all of the amenities, all of the support and things like that. And they're like, Holy, 

[01:08:49] Tracy Hayes: I think the underestimation is the support. That's what I'm reading out of you today. Cause I, you know, I know being married to a real estate agent, what has done on the backside, the time, time in front of the [01:09:00] computer.

[01:09:00] Tracy Hayes: And, and right now, you know, business is not easy. There's business out there, but the buyers are a little more picky. The sellers are a little more demanding and, and there's this thing going on in the, area and, you know, it can frustrate. And, you know, people who were, were sticking signs in the yard in 2020, and it was getting multiple offers.

[01:09:19] Tracy Hayes: You're having to work in a little more mental,badminton going back and forth with, with your clients. It, it takes, it takes a lot of energy to do that. and to have someone that's going to pick up the back office stuff, like you said, the marketing, all those things going on that you Don't even think about when you're becoming a new agent that needs to go on.

[01:09:37] Tracy Hayes: And when you, when you have five or 10 transactions in the hopper at one time, Oh my God, you got how many balls you're juggling there. 

[01:09:44] Brandi Jo Condon: I can't just compliment our marketing Todd and Matt. We call it, we call it them in the lab because they're so tech savvy and they're always reinventing, not reinventing the wheel, but they're always making things better for us.

[01:09:56] Brandi Jo Condon: And they're like, just because they're geeks and I love them and they're getting [01:10:00] on the 

[01:10:00] Tracy Hayes: cutting edge. Right? 

[01:10:01] Brandi Jo Condon: Yes. And I just, I just. I just want to compliment them because they are innovative in ways that I have yet to see elsewhere. I told Todd the other day, I was like, you are the marketing. He just, both of them are just so incredible and I just appreciate what they do.

[01:10:19] Tracy Hayes: I think we've covered everything on the list. Was there anything we missed? 

[01:10:23] Brandi Jo Condon: Not that you're so good at what you do. 

[01:10:25] Tracy Hayes: anything you want to finish up with anything you want to say? 

[01:10:27] Brandi Jo Condon: No, I really appreciate the exposure this. I just thank you so much. I, I want any real estate professional, whether you're getting into the business, whether you're already here or you just have some objections, maybe I haven't thought of, I want to hear them.

[01:10:44] Tracy Hayes: Yeah. Yeah, I'm really interested in,but you have to watch. I had some, saw some agents doing some stuff on Instagram about their experience with the buyer broker agreement and stuff. I'm really interested in some feedback from, from people who have, had some experiences. And if you could come [01:11:00] across anybody in the office, I'll just, we don't even have to, we can go virtual and go 10 minutes about.

[01:11:05] Tracy Hayes: You know, some, some, pushback maybe the clients had about it or experience they had, and maybe they failed with a client, but B client, they adjusted and, and, and they went through a lot smoother because I think we need to share those in the industry to raise the bar and, help, help, help the top agents because only a certain percentage of agents are going to listen to that.

[01:11:26] Tracy Hayes: And they're going to take that and learn and make their game a little bit better. Yep. And it's going to raise the bar for everybody. 

[01:11:31] Brandi Jo Condon: And just like I kind of noted on already, We do a lot of real estate our numbers are massive You know, we were number one team in Florida again this year for our production numbers So I want when an agent from another brokerage is writing up an offer and they see DJ Lindsay on the side to know that That's a friendly company.

[01:11:51] Brandi Jo Condon: Do you know what I mean? And so even if it's just building some rapport with me because I'm right in the thick of it with the agents Just just give me a call. I would love [01:12:00] nothing more than just to make more connections and more relationships in this industry. 

[01:12:04] Tracy Hayes: Brandi Jo is out there for all the listeners.

[01:12:07] Tracy Hayes: Give her call. She's on social media. You can get a hold of her. She's the recruiter, so she has to advertise her number, but reach out to her because I really think you have to, like I said, go by your office, come in your office, see what's going on. Maybe you don't like it. Maybe you didn't, but at least, you know, so if you're, you're an agent right now, and it's considering, I want to move brokerages.

[01:12:29] Tracy Hayes: I don't know where I want to go. you need to call Brandi Jo and learn about what DJ and Lindsay's doing and see if you can plug in to obviously this very successful system they've created. 

[01:12:39] Brandi Jo Condon: I agree. Thank you so much. 

[01:12:40] Tracy Hayes: Appreciate you coming on. No, 

[01:12:41] Brandi Jo Condon: I appreciate you. Thank 

[01:12:42] Tracy Hayes: you. [01:13:00]