E 13 | Unlocking 30% Growth: Chris Snow's Blueprint for Reaching 270 Units through Lead Conversion.

[00:00:00] Chris: Yeah

[00:00:00] Chris: . So I would say the philosophy now is, are people aligned with the journey we're heading into? For me, the journey is are you willing to sacrifice time When I speak to people, and I'm not gonna tell, I just want you to tell me if you can sacrifice time. 'cause if you're willing to sacrifice time, I have a tried and true process.

[00:00:17] Chris: If you follow it, you'll be successful and sky's the limit for the money you're gonna make.

[00:00:26] Suneet: Hey everybody. Welcome back to another episode of the Reside Platform podcast. I am your incredible host today. Incredible. I did say that about myself, Suneet Aggarwal, and I'm joined by my buddy. Chris Gurney, a Seattle based real estate leader with one of the most respected, greatest teams in the state of Washington.

[00:00:50] Suneet: Chris, what's going on? Dude?

[00:00:52] Chris: Appreciate it. Appreciate it, a lot, man. It's super busy here. lots of rain. It's pouring nonstop

[00:00:58] Suneet: already.

[00:00:58] Chris: Probably not the all, dude, monsoon, but,making it happen, keeping a smile and dialing constantly.

[00:01:06] Suneet: You've been in the business since 2004. And you've built a reputation.

[00:01:12] Suneet: I love this for market expertise negotiations. I just heard you talking as soon right before we started, so that's very true. And just high quality marketing and consistently setting the service, setting the standard in Seattle. let's dive in. You ready?

[00:01:28] Chris: I'm ready. Hit me.

[00:01:29] Suneet: Yeah. So you've been in real estate since 2004?

[00:01:34] Chris: Yeah. Yeah. That's started out at. Bro. Well, prior to that, I was at, Nordstrom for 11 years.

[00:01:41] Suneet: Oh, NORS All Norstrom. In Seattle.

[00:01:43] Chris: In Seattle, man. So it all started

[00:01:45] Suneet: og, the OG four story store, right?

[00:01:47] Chris: Yes. It all started from there. So the thought process of the customer's always right. Attention to detail, high level communication.

[00:01:56] Chris: That's where it started. And I was what, 20 years old when I started there.

[00:01:59] Suneet: Where?

[00:02:00] Chris: And then

[00:02:00] Suneet: did you ever sell, suits at Nordis or what?

[00:02:02] Chris: I was shoe dog. Oh, so you sold

[00:02:04] Suneet: those shoes at Nordstrom's? Hell yeah.

[00:02:06] Chris: I sold shoes. I sold, I did suits too. I did jewelry. I sold anything I could. 'cause I got 10%.

[00:02:12] Suneet: Yeah, that's what I was gonna say.

[00:02:13] Suneet: 'cause you guys got a commission there back then. Yes.

[00:02:16] Chris: Yes sir. And so, the. The customer service, that's where it came from. And dude, what? Good

[00:02:21] Suneet: training for customer service. I didn't know that about you. That's like the best training for customer service.

[00:02:27] Chris: I'm gonna tell you for customer service, using the phone, asking the right questions, upselling, the whole nine, that's where I got it from.

[00:02:35] Chris: And then I took everything I learned from there and then rolled it into real estate.

[00:02:40] Suneet: So what happened? You're all, well, I'm tired of working an authorities. I'm gonna go get my license.

[00:02:45] Chris: Well, ki kind of like that. I had a couple friends that were doing real estate and in my head I'm like, well, I'm a better salesperson than them.

[00:02:51] Suneet: Sure.

[00:02:52] Chris: Like, I'm, I like back then. I'm like, I'm better looking than them. Yeah. I can do that. But that's the, that's gone. That's, but that was the thought process. you're 30 years old or 28, 27 and you're like, I can do that.

[00:03:04] Suneet: Totally.

[00:03:05] Chris: And then, so I did it. I quit a job of 11 years. Went into real estate, went to Windermere.

[00:03:10] Chris: Okay. And so my first three years was at Windermere.

[00:03:14] Suneet: Cool.

[00:03:15] Chris: not a lot of systems, not a lot of processes, but,

[00:03:16] Suneet: yeah. But nobody had a lot of 'em back then. Nobody had a lot of them back then. Right.

[00:03:21] Chris: Oh dude.

[00:03:21] Suneet: Yeah.

[00:03:22] Chris: Not a chance.

[00:03:22] Suneet: Yeah, not a chance. so looking back, what were some big challenges you had? In those first couple years leaving because look, 'cause we both run teams and we people joined who are still working the retail gig, are still working this gig and they gotta make the transition.

[00:03:41] Suneet: You said that you, I'll tell you fucking quit, right?

[00:03:45] Chris: yeah. I was, I did. And a hundred percent what I would say, what if I look back at it and what I didn't have is I didn't have a good CRM.

[00:03:53] Suneet: Totally.

[00:03:54] Chris: it was an Excel file. I didn't have a lead system and I didn't have a process, so pretty much what I did is I just threw as much as I could against the wall and I hoped and prayed things would stick, and I worked a lot.

[00:04:08] Chris: I probably worked 16, 17 hour days because I didn't know what, I didn't know.

[00:04:12] Suneet: Totally. Andrew

[00:04:14] Chris: Young, and that was,

[00:04:14] Suneet: and you wanted to make money.

[00:04:17] Chris: Yeah, I wanted to crush it. Yeah, for sure. I mean, I did okay. I sold 12 houses my first year. Yeah.

[00:04:22] Suneet: Solid.

[00:04:23] Chris: and yeah, it was good. but that was the big thing that if, looking back on it, and I didn't have like a proper mentor or a coach to guide me, through the pitfalls or the anxieties of what real estate is.

[00:04:35] Chris: If you don't know

[00:04:36] Suneet: Totally.

[00:04:36] Chris: So I would say that was, those are some of my big things that, that I would probably say I wish I would've had. And what I love to offer to my team is everything I didn't have.

[00:04:45] Suneet: Yeah, that's such a good answer. So now, 20 some odd years later, right? is that right? Yeah. 20, almost 22 years.

[00:04:54] Suneet: It's 2022, dude. Next year.

[00:04:57] Chris: yeah.

[00:04:57] Suneet: What you think has made your business and your team so effective in long lasting?

[00:05:03] Chris: I would say it's me constantly learning new ways to do things or reinventing the way that we move in the current market trend. So I'm constantly researching or people like, like, honestly, like for now it's you guys and what I've learned.

[00:05:21] Chris: What is you guys as

[00:05:22] Suneet: for the people that don't know what they're listening to?

[00:05:24] Chris: Reside, man, reside Surprise. Like it's you guys. I mean, I'll be the first to admit, I've never been coached by the way,

[00:05:31] Suneet: I remember when he told me that. Yeah,

[00:05:33] Chris: I've never been coached. I've talked to some people about, adding in processes, but this is the first time that I felt I was.

[00:05:41] Chris: I was ready to submit, 'cause alphas, we got big heads. You don't say it. I mean, it is what it is. and I'm okay with saying that. And I felt like I was ready to, submit to this. And it's not easy. It's hard, but it's super rewarding. From the growth that you see from it.

[00:06:01] Suneet: Totally. What a good answer.

[00:06:03] Suneet: so now growing the team and growing the business over this last little while.

[00:06:09] Chris: Yeah.

[00:06:10] Suneet: What's been your philosophy on hiring and growing a team that actually lasts?

[00:06:17] Chris: Yeah, so I would say the philosophy now is are people aligned with the journey we're heading into?

[00:06:24] Suneet: Good answer.

[00:06:24] Chris: Right. And so the journey is the jour for me, the journey is, are you willing to sacrifice time?

[00:06:31] Suneet: Yeah.

[00:06:32] Chris: When I speak to people, and I just want you to tell me if you can sacrifice time. 'cause if you're willing to sacrifice time, I have a tried and true process. If you follow it, you'll be successful and sky's the limit for the money you're gonna make. I think that's the biggest thing for me.

[00:06:46] Chris: And then the other things are like the three core values that we all have to stay focused on, that when I was really crushing, I lost sight of it was faith, family, and work. Faith, family, work, and whatever your faith is, there's no judgment on it. It's faith, family, work, and we have to be aligned with that.

[00:07:07] Suneet: Can my faith be in capitalism?

[00:07:09] Chris: Hey, brother. Yeah. I mean, but here's the, sorry to interrupt. You have no. But you're not wrong. I mean, I love it. We have to have a harmony with it.

[00:07:20] Suneet: Totally.

[00:07:20] Chris: Because there's no such thing as a work-life balance, and I think that's where we lose track of things.

[00:07:25] Chris: It's, there's a harmony. Sometimes you lack on the work, but if you have the other stuff, the family and the faith good, everything's good. it's all right. If you don't do, do too well one day 'cause the rest of it's aligned. Yeah. So that's the ideology for me now. Before it was like, just hammer, make a billion calls.

[00:07:43] Chris: We still make a ton. But

[00:07:44] Suneet: yeah, I mean that hasn't changed. Yeah.

[00:07:48] Chris: The focus is more, Hey, make sure everybody's right with their families. Make sure everybody's right with their faith if they have one. And we're right with work. And if we do that, things work out really well and people do, really good and they excel.

[00:08:00] Suneet: So how do you do right with that when you're working with the agents and you're crew?

[00:08:04] Suneet: Because that was a really thoughtful answer, dude,

[00:08:07] Chris: I get really personal with my age, and so I really understand each and every one of them. I understand what their quirks are and, they mean a lot to me. They're like my family.

[00:08:16] Suneet: Yeah. Good

[00:08:17] Chris: answer. And so I treat it that way. And so I know if somebody's having a bad day, I gotta open door policy.

[00:08:25] Chris: I open up my, Hey, come in, what's going on? And I have a high level conversation what's going on and I walk 'em through it. 'cause I probably faced it already

[00:08:33] Suneet: totally

[00:08:33] Chris: in my life.

[00:08:34] Suneet: Totally.

[00:08:35] Chris: So that's how, that's what I do.

[00:08:37] Suneet: And then what if, what about people that don't fit the culture and people that don't communicate?

[00:08:43] Chris: I love that. I love that. I love that. question. here's an amazing thing with the team that's super aligned and is Roland, that if somebody does come in and maybe they slide past the goalie, which is me.

[00:08:53] Suneet: Sure.

[00:08:54] Chris: My team will eat that person a lot. And, but not in a bad way. Like here's the deal.

[00:08:59] Chris: Like people that might not fit the culture, they're super negative. The team's super positive and we're always looking at the positive of any negative. That's what I coach and teach. You might have a crap day, there's a, there's a positive to the crap day.

[00:09:13] Suneet: Sure.

[00:09:15] Chris: You just gotta look at it and step back.

[00:09:16] Chris: So the negatives that get that come in, they come in, but the team eats 'em up. And if it's an island person, like it's an i Me, sorry. We do, we and us on this team. Yeah. And the rest of the agents aren't gonna be there for you, so, so you can punch your own clock, but you're gonna be over here and off the team.

[00:09:36] Suneet: totally. Yeah. So Seattle, like you sell in the city.

[00:09:41] Chris: kinda we do in city, but I've purposely made the team, so it covers the Pacific Northwest. We're border of Canada, down to Portland.

[00:09:51] Suneet: Okay. So big geography.

[00:09:53] Chris: Yeah, I have to do that. Remember, it's been 20 plus years. So markets for me, markets change constantly.

[00:09:59] Suneet: Uhhuh,

[00:09:59] Chris: so you'll have one market that's super busy and then the next market it might be a little slow. So we generate business across the board.

[00:10:05] Suneet: Good. So, but like Bellevue and like all those places, right? Kirkland?

[00:10:12] Chris: Oh, yeah. Doesn't matter. Kirkland Bellevue.

[00:10:15] Tacoma.

[00:10:15] Chris: Tacoma, Puy.

[00:10:17] Suneet: Samish. Redmond. Hell yeah.

[00:10:18] Suneet: You selling Samish? Yeah. Where my uncle lives,

[00:10:21] Chris: wherever

[00:10:22] Suneet: it's where my uncle lives. Yeah. I go to that 24 Hour Fitness down the street from his house. He lives on that lake.

[00:10:27] Chris: Send me his address and I'll door knock and I'll try to sell him, this weekend.

[00:10:30] Suneet: Yeah. He owns a lot of property down there, a lot on the lake.

[00:10:34] Suneet: A lot. I

[00:10:36] Chris: love it.

[00:10:37] Suneet: So what gives your crew, you and your team. Such a edge in a competitive market like that.

[00:10:46] Chris: So I'll tell you, it's pretty simple. So the way we get an edge is when we, whoever we speak to, it's high level conversations. It's high level real estate conversations. So if it's on a listing side, we're speaking at a high level of exactly what their clients are looking for and what they need.

[00:11:03] Chris: Do they have any offers? So we will know ahead of time before even showing the house. We'll pre-negotiate. Every single showing that we go on, we already know what the price is that we need to be at.

[00:11:16] Suneet: Yes,

[00:11:16] Chris: that's exactly it. on the buyer side, it's a high level conversation of needs and wants. I like to call it the come to Jesus conversation where if I find you A, B, C to Z, we're gonna write an offer that same day.

[00:11:28] Chris: Correct.

[00:11:29] Suneet: Yeah.

[00:11:30] Chris: And if at any, and if any given time, it deviates. I'm usually CC'd on an email of like, Hey, I wonder what happened here? What changed? Right? You said Yes. Now it's no.

[00:11:42] Suneet: Yeah,

[00:11:43] Chris: and then that's an opportunity for me if I need to coach my team, or if I need to step in, I can have a conversation.

[00:11:48] Suneet: Yeah. Good answer, dude. That's what it takes. So you've been recognized as a negotiator,

[00:11:56] Chris: little bit.

[00:11:56] Suneet: What do you think makes a great negotiator in today's tough real estate climate?

[00:12:02] Chris: you gotta be a really good listener.

[00:12:04] Suneet: Tell me about that.

[00:12:06] Chris: Yeah. So you gotta ask the right questions and then you gotta let people talk.

[00:12:11] Chris: Right? So for instance, for like a listing agent, we all got egos, right? You don't say, so we all got egos. Yeah, baby. We all got egos, so, so my team's trained, stroke, the ego.

[00:12:24] Suneet: Oh,

[00:12:24] Chris: good answer. Wonderful house. Oh, the pictures are amazing. So you wanna stroke that ego right away. And that's how they're trained, number one.

[00:12:35] Chris: And number two, the follow up. You must follow up to death and you must follow up until they tell you to stop.

[00:12:41] Suneet: Yep.

[00:12:41] Chris: And I think that's a big, that's a big difference. A lot of people might follow up once or twice and then give up. And this team is tried and true to follow up. And that's what's, I mean, to a point where I might, they might think I'm annoying, I don't care.

[00:12:56] Suneet: Yeah.

[00:12:57] Chris: High level conversations. Pre-negotiate, follow up to death.

[00:13:01] Suneet: Love it. so let's talk about like business and like marketing. How has your marketing strategy evolved over the years?

[00:13:10] Chris: I would say in the beginning I just did a lot of Backpage.

[00:13:13] Suneet: Yeah.

[00:13:13] Chris: I just posted nonstop. I owned it in Postlets.

[00:13:17] Suneet: Yeah.

[00:13:17] Chris: stuff like that. So yeah, you just had a, you just went back in time, you're like, no, you did not pay that. Yes, I did

[00:13:25] Suneet: that. You just read my mind. Yes. No, you

[00:13:28] Chris: did not. I'm the legit OG of like, marketing for sure from back in the day. So anything that's free, I did it. And even to this day, I still, I don't own Craigslist, but I pay a group eight hours.

[00:13:40] Chris: I don't wanna get out to like general, like eight hours a day, seven days a week. So we're on the first two pages.

[00:13:46] Suneet: Sure.

[00:13:46] Chris: Our listing.

[00:13:47] Suneet: So still posting on Craigslist every day.

[00:13:50] Chris: Yeah. Why? It's free. Hey, same. Well, it cost me two a month.

[00:13:53] Suneet: Same.

[00:13:53] Chris: Fuck yeah. Let's go. Yeah. Yeah. And so I do that. I then do PPC ads where we're running the ads for people that are looking to relocate here,

[00:14:02] Suneet: mark,

[00:14:04] Chris: because I don't want competition.

[00:14:06] Suneet: Yeah.

[00:14:07] Chris: Want them to come to me and they don't know anybody. And so we post heavily. We do that heavily. I would say the other evolvement is, Google, LSA

[00:14:16] Chris: we do really well on that. and then a thing called Google Maps, it's new, where they, if somebody goes to a map and searches for you, you show up.

[00:14:25] Suneet: Yeah.

[00:14:25] Chris: It doesn't matter where, And I think, back in the day it was more like Craigslist and I did,sign call. Like you'd have a toll free number where people call or text your sign number, get a recording. Yeah. Yeah. And now it's evolved from that to, they got a, they called a number and then they put in the house number and then it lets 'em know, hey, you can talk to an agent, press one, talk to a lender, press two.

[00:14:50] Chris: Hey, you wanna work for us? Press three. Then it flows through all the agents. and we weren't that organized before.

[00:14:58] Suneet: I love that.

[00:14:58] Chris: Not all calls me anymore.

[00:15:00] Suneet: Yeah. Good. So, that's good dude. so being a leader in real estate for over 20 years, what systems are practices have allowed you to stay making money consistently.

[00:15:15] Chris: I mean, it's just gonna sound trivial, but the phone man.

[00:15:19] Suneet: Oh, what's that? what's the phone? It's

[00:15:21] Chris: bro, like I, you could look at my, you could look at my F numbers and I've probably made 60,000 calls. Something crazy. Or 50. A lot I use, I've always made my money on the phone, period. Everybody on my team must use the phone.

[00:15:38] Chris: We must use the phone. all my lenders, they dial for us. They use the phone, they prospect and they follow up using info. So, I mean, don't be scared. I use the phone. That's the biggest thing that I can tell anybody this, to simplify it.

[00:15:55] Suneet: Yes. So,

[00:15:56] Chris: and be curious,

[00:15:57] Suneet: what should I do if I'm scared of picking up the phone?

[00:15:59] Suneet: Chris,

[00:16:00] Chris: I think what you do. You close. I'm gonna help you right now. Close your eyes. Ine.

[00:16:06] Suneet: Alright. My eyes

[00:16:07] Chris: are closed.

[00:16:08] Suneet: Alright.

[00:16:08] Chris: Okay, let's go baby. I'm gonna, I'm gonna, I'm gonna help you see, brother. I want you to envision yourself at a little fancy restaurant wherever you like to eat with a special person you love to be with, okay?

[00:16:20] Chris: I want you to be there.

[00:16:21] Suneet: All right?

[00:16:22] Chris: I want, okay, I want you to have a special little drink. Don't say it yet, but I want you to see yourself with that. What are you eating right now?

[00:16:30] Suneet: and olive.

[00:16:32] Chris: Okay, and what are you drinking?

[00:16:34] Suneet: A martini.

[00:16:36] Chris: Open your eyes. How do you feel?

[00:16:39] Suneet: Good.

[00:16:41] Chris: Okay. You got a smile on your face?

[00:16:42] Chris: I see.

[00:16:43] Suneet: Fucking A now.

[00:16:44] Oops.

[00:16:44] Chris: Eric. Ken, you were with that special person, right?

[00:16:47] Suneet: Oh no. I was just by myself.

[00:16:49] Chris: Yeah, you sucks. I told you to be with a special person, but that's okay. I

[00:16:52] Suneet: am with a special person myself. Yeah.

[00:16:55] Chris: Okay, I love that. Now, listen. Here's the beauty of this. This is to trick your anxiety. Now, write that down on a Post-it.

[00:17:02] Chris: I want you to write an olive martini and I want you to post it on your computer screen, and anytime you got anxiety, bring yourself back to that happy place. You were at that restaurant and you were with yourself, which is your special self. And now you got a smile on your face. Go dial now. Go dial and martini and green.

[00:17:23] Chris: All of every single person we talk to, let's go. Dude, that's really, that's how do good and it's money, dude. Trust me. You can,I take the most scaredy cat person who would never use the phone. He is like one of my top guys. I did the same thing with him.

[00:17:40] Suneet: Really,

[00:17:40] Chris: dude. But that's to get past that anxiety,

[00:17:43] Suneet: dude, that's some ninja shit right there, bro.

[00:17:46] Chris: Our Jedi

[00:17:46] Suneet: mind trick. That's Jedi mind trick stuff right there.

[00:17:49] Chris: Yes. Yes. but that's, see, that's the beauty of, sales. Once you're able to slow down, you can then think of things to help people get past the anxiety. 'cause that's why they don't do it.

[00:18:01] Suneet: Oh,

[00:18:02] Chris: is because the anxiety is so high from things that happen that cause them from being successful.

[00:18:08] Chris: Right. And so it's our job as leaders to guide them through that so they can be successful and then teach others.

[00:18:17] Suneet: Super good, dude. Super good. So speaking of your team and helping them and training them and getting 'em the right mindset, how else do you help them adapt to market shifts like we've been experiencing the last couple years?

[00:18:32] Chris: my, my job as a leader is to make sure that we're ahead of every market shift. And so I've gotta surround myself with really good people that know more than I do, and share ideas and information. So I make sure that my circle's tight with the doers, my circle's tight with people that are in the business, getting after it.

[00:18:53] Chris: And then it's my job to make sure that I shift ahead of time. So I'll just tell you, for instance, right now. I'm on a heavy recruitment stage 'cause I already know what's gonna happen next year. Rates are gonna drop, there's tons of property sitting, there's gonna be a bloodbath of buyers coming in and we're gonna get an opportunity to crush.

[00:19:14] Chris: And when these, when those rates do come down, it's gonna be madness.

[00:19:17] Suneet: Yes.

[00:19:17] Chris: And I gotta have all my lenders go. Yeah. All my lenders have to be ready to go 'cause we gotta get apps pulled within 48 hours. I need a pre-qual to go out. No less than 72 hours. Yes. And they're in the car the same day.

[00:19:31] Suneet: Yes.

[00:19:31] Chris: Love it.

[00:19:32] Chris: So it's very important as a leader to make sure that we are ahead of the curve, ahead of any shift that comes up. Really, really important. So it's, I mean, I don't wanna say I don't sleep, but I sleep, but I'm constantly checking. and asking people and getting information of what the market's doing.

[00:19:53] Chris: And then I can also track it from like the connectivity on my system.

[00:19:57] Suneet: Totally, yes.

[00:19:58] Chris: Like if my dialers aren't getting any appointments and we go goose egg for a week straight. Houston, we got a problem.

[00:20:06] Suneet: Yeah. But that tells you, that tells you more what's happening in the market if they're talking to people.

[00:20:10] Chris: Yes, brother. And that's the other way that I track And my, ISA team must give me in the day reports every single day, every day. I see how many connections, how many appointments, how many live transfers. And that's another way that I use that to help me stay ahead, to protect my team. Yeah, that's my job.

[00:20:29] Suneet: Really good. what's one personal habit or mindset that you think has been most critical to your success?

[00:20:37] Chris: I would say the personal habit that I got back into and. Partially because of you guys is getting and writing things down and putting it on my fricking calendar. Yeah. If it's not on your calendar, bro, it's not gonna happen.

[00:20:50] Chris: You don't need to tell me that.

[00:20:52] Suneet: Yeah.

[00:20:53] Chris: It doesn't matter how big of a crusher you are. Like, listen, I used to sell 60, 70 homes myself when I owned my own brokerage. And, I didn't write shit down. I now, and, which is crazy. I would've sold so many more homes. I now like clockwork write things down.

[00:21:10] Chris: That's so good. Constantly. And it's in my calendar. And it might sound trivial to some fricking Do it. Write it down.

[00:21:17] Suneet: Yes.

[00:21:17] Chris: You're gonna have so much more time. You're gonna get so much more done, it'll shock you.

[00:21:23] Suneet: Yes. Love that. what's a mistake you see other team leaders or brokers make that holds them back besides not putting shit in their calendar,

[00:21:34] Chris: not being involved?

[00:21:36] Suneet: Oh,

[00:21:37] Chris: and that's tough because here's the thing. When you have to produce consistently and always be on, it's hard to slow down and be involved with the team. and what I mean by that is,showing up to sales huddles three days a week at 8 45 in the morning, I'm there.

[00:21:56] Suneet: Yeah.

[00:21:57] Chris: And driving the team, reminding people to do things that you think they should already just know to do.

[00:22:04] Suneet: Yes.

[00:22:05] Chris: That ain't, that's not real. I used to think that way.

[00:22:08] Suneet: Me too.

[00:22:09] Chris: But the minute I, and that's normal because we think everybody should be like us, but that's not reality.

[00:22:16] Suneet: Yeah.

[00:22:17] Chris: we're not, we're unicorns.

[00:22:19] Suneet: the job is not the CEO, it's the CRO Chief reminding Officer.

[00:22:25] Chris: Yes, sir. Brother. Yeah. and here's the thing. The more we can do that. The more we can show up, even if we think about it, it's only an hour or maybe 20 minutes to motivate and excite and then get involved. So make your calls with them.

[00:22:40] Chris: You will see things change at a pretty high level after about two weeks, but you're gonna have to keep on showing up. That's the hard part for any team leader, because we have so many shiny objects coming at us that can move us away from the path. Or open up the blinders 'cause we're racehorses. And if we're like this, you're not gonna get anything done.

[00:23:04] Chris: Boom. The minute you come here, it is a wrap.

[00:23:06] Suneet: Yes. Love that. Love that. So for our listeners, other team leaders and agents who want to be like you, what's one piece of advice you have for them?

[00:23:19] Chris: I'm gonna tell you, don't wait as long as I did, but start getting coached heavily resides a place in my opinion.

[00:23:27] Chris: I, I've. I've researched a ton. Don't wait to get coached. Get coached by these guys. Get locked in and you have to be willing to be okay to be uncomfortable because the more uncomfortable you are, the quicker you're starting to learn and become a better leader and a person.

[00:23:45] Suneet: So do you think that you've been a great answer?

[00:23:47] Suneet: Number one. You think that you've had to learn how to be un uncomfortable this last time and reside last year,

[00:23:53] Chris: bro? Yeah. Yeah.

[00:23:55] Suneet: Yeah. You have.

[00:23:55] Chris: Yeah.

[00:23:56] Suneet: Yes,

[00:23:56] Chris: of course I have. and I wouldn't, here's the thing, I wouldn't do it if I wasn't uncomfortable because I already know what I'm good at and I already know what I'm bad at.

[00:24:07] Chris: Totally. Or I need work on, and I'm at a point in my career where I wanna. I mean, I want, let to say it, I wanna take all the business here in Washington. I want take it for it. I, and I want you

[00:24:17] Suneet: to take it

[00:24:18] Chris: and, no, I'm going

[00:24:19] Suneet: You too, or what?

[00:24:20] Chris: no. Like, listen, I, we got, I got a team member out there, and so anybody wears that shield, I, it's not gonna happen.

[00:24:29] Chris: But if the shield goes away and somebody gives me the blessing,

[00:24:32] Suneet: yeah.

[00:24:32] Chris: I'm gonna ask for the blessing.

[00:24:33] Suneet: Totally.

[00:24:34] Chris: Sure. I mean, I'm gonna go where the money's at.

[00:24:37] Suneet: Totally.

[00:24:38] Chris: I'm gonna go where people wanna work and they wanna change their lives.

[00:24:41] Suneet: Yeah.

[00:24:41] Chris: And I wanna show 'em how to do it as simple as possible.

[00:24:44] Suneet: Love that.

[00:24:45] Suneet: Love that. So, dude, this was really good. You did so good.

[00:24:50] Chris: Yeah, that was fun. Yeah. Yeah.

[00:24:52] Suneet: So I know after people listening to you talk and spill so much great knowledge just now. Dude, that was so good. They're gonna wanna reach out to you and send you all the referrals in the whole state of Washington and learn about joining your team.

[00:25:06] Suneet: If they're an agent out there, maybe just wanna learn more, how do they get ahold of you?

[00:25:09] Chris: I'm gonna actually, I'm gonna go on a limb and give my cell phone number.

[00:25:13] Suneet: Oh, do

[00:25:13] Chris: it? So it's two, it's 2 0 6 9 4 9 0 8 6 4. And, and it doesn't matter, like if you guys need help or if you have a question, just text me and,I'll reply to it.

[00:25:25] Chris: If it takes me a little bit, it's 'cause I'm on the phone. But I'll do my best to reply, to give you, any information I can that can help you. and then if I can get on a Zoom to be able to talk to you, I will,I'm here to give. Give on to others. Right. My, my job is to shepherd others the best I can and, keep you guys from, having the anxiety that maybe me or other people have gone through in this business.

[00:25:47] Chris: it's easy if you can follow a process.

[00:25:49] Suneet: Yes, dude. So good. Thanks for sharing your journey and your expertise and the strategies that have kept you. In business for the last 22 years and crushing it. So for everyone listening, go connect with Chris. We'll also drop his website in the show notes in case you didn't hear his phone number.

[00:26:07] Suneet: I'm not gonna drop his phone number on YouTube. I just think, I mean, you probably wouldn't care 'cause your phone number's probably everywhere from science, but I'm not gonna do that. It's everywhere, dude. But,follow his work. Learn more about what his team is building in Washington. Everyone else, or everyone.

[00:26:21] Suneet: Period. Not everyone else, but everybody. Everybody. Thank you so much for tuning in. I hope you got something out of this episode. If you did, click like, like subscribe with a friend, leave a comment and we'll see you in the next episode of the Reside Platform Podcast. Peace, peace.