Marriage, Mindset & Massive Growth in Real Estate Leadership

[00:00:00] RPP - Ross & Sarah Hardy - Host: And also Brittany, let's not publish this right after the last episode. Let's be strategic in the publishing schedule. Okay. Brittany? So it's not like I would rather space out Ross and Sarah one week in between one week in, in between. Okay. Okay. Yep. Notes. Thanks. I'm in stream yard. My dog just fucking started barking.

[00:00:40] RPP - Ross & Sarah Hardy - Guest: Our yard is being worked on. I hope it's not too loud.

[00:00:43] RPP - Ross & Sarah Hardy - Host: Me too.

[00:00:45] RPP - Ross & Sarah Hardy - Guest: Can you hear it?

[00:00:46] RPP - Ross & Sarah Hardy - Host: No, my yard was being worked on yesterday and I think it was too loud, so we'll see. Okay. All right. We started. All right, we're gonna start in five seconds. Five. Oh, where's my script [00:01:00] at?

[00:01:04] RPP - Ross & Sarah Hardy - Host: Okay. 5, 4, 3, 2, 1. Welcome back to the Reside. Edit me like licking my lips please. Okay. Welcome back. Welcome back to the Reside Platform Podcast. I am your host today. And today's a special one because I get to sit down with not just one, but two incredible team leaders, Ross and Sarah Hardy of the Hardy team with the re max marketing specialist.

[00:01:40] RPP - Ross & Sarah Hardy - Host: What's going on guys?

[00:01:41] RPP - Ross & Sarah Hardy - Guest: Oh, we're just living the dream man.

[00:01:44] RPP - Ross & Sarah Hardy - Host: Yeah, I live in the dream.

[00:01:46] RPP - Ross & Sarah Hardy - Guest: Estate market's, uh, a wild ride at the moment. So we're just, we're just riding it out.

[00:01:50] RPP - Ross & Sarah Hardy - Host: Dude, you know, it is interesting you'd say Florida real estate market, 'cause the rest of the country is kind of jealous about the Florida real estate market.

[00:01:57] RPP - Ross & Sarah Hardy - Guest: You think?

[00:01:59] RPP - Ross & Sarah Hardy - Host: Yeah. [00:02:00] Because dude, people are always moving to Florida,

[00:02:04] RPP - Ross & Sarah Hardy - Guest: That's fair. That's true.

[00:02:05] RPP - Ross & Sarah Hardy - Host: right? People are always moving there. Like, do you ever hear of a bunch of people moving to California?

[00:02:12] RPP - Ross & Sarah Hardy - Guest: No, not so much. They can't afford it. Yeah.

[00:02:16] RPP - Ross & Sarah Hardy - Host: Yeah. Yeah, that's, that is, that is true. Okay. Um, so today we're gonna talk about, um, working as real estate team leaders, how they build a strong team culture and how they're leveraging systems and leadership. To break records year after year. Okay. Thank you guys for joining. I'm really excited to just get started.

[00:02:42] RPP - Ross & Sarah Hardy - Guest: Awesome. All right, let's dive in.

[00:02:44] RPP - Ross & Sarah Hardy - Host: Okay. Um, so you guys are married. How'd that work? How do you balance it? How do you balance [00:03:00] it?

[00:03:03] RPP - Ross & Sarah Hardy - Guest: So it was like frustrating, uh, to begin with because the working relationship is different, you know, um, than your, you know, personal relationship. And I was used to working as a principal with an assistant principal and like that kind of

[00:03:19] RPP - Ross & Sarah Hardy - Host: Oh, so you were, you were a school principal.

[00:03:22] RPP - Ross & Sarah Hardy - Guest: Right? Yep. So a, a former school principal. And so that relationship is very much like, um, you have to keep each other informed of every single little thing, even if you think it's a minute detail. Um, you, you talk to each other about everything you, you know, it's very, very, it's very close contact. You tell each other everything.

[00:03:43] RPP - Ross & Sarah Hardy - Guest: And, um. And so Ross wasn't used to that. Yeah, I'm English, so my communication style is, uh, little and not very often. Like literally it would be six [00:04:00] months in and I'd be working really hard on something and I'm like, you know, look, you know, look at this. And he'll go, oh yeah, no, we have a company that does that already. Oh, did I? I didn't mention that. And I'm like. Are you, you kidding me? So, um, or just stuff would happen.

[00:04:15] RPP - Ross & Sarah Hardy - Guest: Really important things that a director of operations should know about. And he's so used to being the only leader, the person that handles everything, the person that, you know, everyone goes to, that he would take on things that I should be taking on. And uh, and I would say like, no, listen, it's really important that we stay within our roles.

[00:04:34] RPP - Ross & Sarah Hardy - Guest: Like even if you know the answer, don't answer it. Mm-hmm. Because people keep going to you for that. An, you know, to you, you have to train them. To go to who they need to

[00:04:42] RPP - Ross & Sarah Hardy - Host: I remember having those conversations with you guys a

[00:04:45] RPP - Ross & Sarah Hardy - Guest: Yeah. Yeah, it was really fresh. It was hard, but works better now. But I think, I think, you know, I think for, for me, the biggest part of it is, you know, I think any, any team leader can resonate with this, that you don't want to give stuff up because you know it inside out.

[00:04:58] RPP - Ross & Sarah Hardy - Guest: No one can ever do it the [00:05:00] same as you. You know, all the answers. And so, you know, you, you are constantly kind of. Interject yourself where you maybe shouldn't be doing it. And I think that's one thing when you're not working with your wife, um, you know, because someone that you're simply paying to do a job might tolerate that a little bit more.

[00:05:18] RPP - Ross & Sarah Hardy - Guest: Um.

[00:05:18] RPP - Ross & Sarah Hardy - Host: Yeah, for sure.

[00:05:20] RPP - Ross & Sarah Hardy - Guest: Yeah, when you're bringing that home with you as well, uh, that can kind of boil over into other things as well. So it's the tricky dynamic. But it was never bad though. Like the thing is we are very open and honest. Yeah. And so I think that's, that's the importance of like, some people, they take honesty as an attack or a criticism and we've never had a relationship like that.

[00:05:40] RPP - Ross & Sarah Hardy - Guest: Like we, even if it might hurt our feelings in the moment for a minute or two or whatever, we know that it's go, we. Have unconditional love for each other. And so it's not with any kind of negativity, right? It's like really to actually make it better or to, you know, it, it's for, it's for something positive, you know?

[00:05:58] RPP - Ross & Sarah Hardy - Guest: And so like ultimately on the [00:06:00] other side, isn't it better because now, yeah, you can actually have your life back, right? And you can focus on the things that are important because then you're not being raised, you know, your time's not being wasted by that kind of stuff. So, um, yeah.

[00:06:11] RPP - Ross & Sarah Hardy - Host: I think real estate, what I've noticed from where I sit is there's a lot of couples in real estate and there's a lot of couples. It kind of, I've been thinking about it maybe like two years ago. Um, and it's not wives only with husbands, it's husbands joining wives. Like in reside, uh, you got several, um, of our team leaders who the wife was, was a successful realtor, or the husband retired or stopped working what he was doing.

[00:06:43] RPP - Ross & Sarah Hardy - Host: Some, um, you know. Private type of job. Like, like you, right? So our, um, and went over to real estate. So it's been interesting because then I get to coach, right? And I've seen like differences [00:07:00] on the trajectory of like how fresh that is.

[00:07:03] RPP - Ross & Sarah Hardy - Guest: Yeah.

[00:07:04] RPP - Ross & Sarah Hardy - Host: Uh, like, hey, like my wi my wife or my husband just started working for me, so what are we gonna do?

[00:07:10] RPP - Ross & Sarah Hardy - Guest: Yeah.

[00:07:11] RPP - Ross & Sarah Hardy - Host: Right? So there's been lots of instances like that. I think it can be interesting to like try and come into the other person's, other world, their second world, outside of their first world at home, but, and make it work. Because since you've been there, you guys have had record growth,

[00:07:33] RPP - Ross & Sarah Hardy - Guest: Yeah.

[00:07:34] RPP - Ross & Sarah Hardy - Host: right? And are on your goal of being the number one re max team in Florida.

[00:07:40] RPP - Ross & Sarah Hardy - Guest: We're on the way. Been.

[00:07:44] RPP - Ross & Sarah Hardy - Host: Number nine. Good. So, um, how do you guys like play into each other's strengths without stepping on each other's toes?

[00:07:53] RPP - Ross & Sarah Hardy - Guest: Sure. Well, so you know, for me, one of the biggest realizations just in general of being a real estate [00:08:00] team leader is that going out and selling a bunch of homes doesn't translate into being a good team leader necessarily. You know, some people might luck their way into it or have certain qualities that are innate to.

[00:08:15] RPP - Ross & Sarah Hardy - Host: I agree.

[00:08:16] RPP - Ross & Sarah Hardy - Guest: Yeah, and, and, and, you know, uh, I did what I thought was a reasonable job. The people around me that worked with me seemed to love me, but I always felt inside of myself that there was a part of me that wasn't being the team leader that they thought I was. And so there's like that little bit of imposter syndrome or like, you know, this is not a, a, a genuine version of me.

[00:08:37] RPP - Ross & Sarah Hardy - Guest: Like there's something else within me that needs to be better for these people I quite unlock. Um, and Sarah's background is in leadership and she kind of came in and said, what you're doing is good. Uh, there's definitely room for improvement here. And, you know, I think that I can help bring out those qualities in you and, and teach you or, you know, [00:09:00] show you how to be a better leader.

[00:09:01] RPP - Ross & Sarah Hardy - Guest: Um, so I think, you know, for, for one part, and it was uncomfortable, massively uncomfortable, I'll be honest,

[00:09:06] RPP - Ross & Sarah Hardy - Host: Yeah, of course. Like what? This is my world. Like

[00:09:09] RPP - Ross & Sarah Hardy - Guest: Yeah,

[00:09:10] RPP - Ross & Sarah Hardy - Host: about?

[00:09:11] RPP - Ross & Sarah Hardy - Guest: exactly. Exactly. And, and you know, I, you're gonna tell me what to do. I'm

[00:09:15] RPP - Ross & Sarah Hardy - Host: Yeah.

[00:09:16] RPP - Ross & Sarah Hardy - Guest: do it yet. Well, and we wanna be everyone's best friend. Right. So it's like there's having those difficult conversations. Yeah. So, so it's difficult conversations with the agents I wasn't having before, and then difficult conversations with my wife that I wasn't having before because we were just, you know, I was working in my field, she was working in her field.

[00:09:31] RPP - Ross & Sarah Hardy - Guest: We'd come home and, you know, it's happy families and everything's fine. Um. So, you know, there was a lot of discomfort, a lot of, a lot of change that went on there. Um, so, you know, for me, being able to lean on her experience and expertise in the leadership field has, has been I think, our big growth. Yeah, for sure.

[00:09:50] RPP - Ross & Sarah Hardy - Guest: But would you say like, it took you a while to trust me, like to listen to what I was saying, like

[00:09:55] RPP - Ross & Sarah Hardy - Host: Yeah, because I, well, I have more experience in that than [00:10:00] this, right? But it's more about just the overall fundamentals of it. That's

[00:10:06] RPP - Ross & Sarah Hardy - Guest: Yeah, and there's still situations, you know, Sarah will say to me, you know, after like three or four months of trying to tell me to do something, she'll be like, you know, I'm just gonna tell Sun to tell you, and I know you'll do it that way because you don't.

[00:10:19] RPP - Ross & Sarah Hardy - Host: It's true. It's so true. Like, you know, like for all the reasons

[00:10:27] RPP - Ross & Sarah Hardy - Guest: Yeah.

[00:10:27] RPP - Ross & Sarah Hardy - Host: I'm the same way. I'm the same way. Absolutely. Uh, I think it's just natural, like just in relationships, people are always the same way. It's not like we're super similar in this particular instance. I think people are like this just period. Um,

[00:10:46] RPP - Ross & Sarah Hardy - Guest: And I think, I think, I think, I think on the other side of that, you know, I know that you've said like you're not as people friendly as you would like to be sometimes. Yeah. Like that's the thing. We have different skill sets, right? Like he is so, you know, being a former school administrator, you [00:11:00] know, I developed some thick skin, like I'm an empath.

[00:11:02] RPP - Ross & Sarah Hardy - Guest: But you know, to survive, I had to really put up some barriers. Um, and some walls and, um, 'cause you have to develop thick skin, you know, you're being cursed at, um, by parents. Um.

[00:11:16] RPP - Ross & Sarah Hardy - Host: Sure it's, yeah.

[00:11:18] RPP - Ross & Sarah Hardy - Guest: Stuff happens at a school that no one will ever know or understand. Um, it, it's a difficult, difficult job and you're a leader for, you know, hundreds of staff members and then you have thousands of students and then their parents and families.

[00:11:33] RPP - Ross & Sarah Hardy - Guest: So there's a lot to it. And, um. And so, you know, and then also the background of education, like knowing how to put together professional development so that people can actually really understand the concepts that you're saying. They can practice them, they can implement them instead of being talked to.

[00:11:50] RPP - Ross & Sarah Hardy - Guest: Because I think a lot of people in this industry talk at people. The, the sage on the stage, um, kind of vibe is what, what it is. And instead of a guide [00:12:00] on the side, that's what, you know, it sounds, it sounds silly,

[00:12:02] RPP - Ross & Sarah Hardy - Host: I like that.

[00:12:03] RPP - Ross & Sarah Hardy - Guest: Yeah. And so, um, so like those were some things I, I brought to the table that I think were really in incre, like incredible for you, like to help you.

[00:12:11] RPP - Ross & Sarah Hardy - Guest: Yeah. Um, and it transformed a lot of things. So yeah, the, a lot of those lot leadership things, um, teaching components, you know, bringing that in and listen, I've, I've done a lot of the things. Already and failed at them and learned. Right. So like he just hadn't done that yet. Yeah. And so there are things where I could see coming where I'm like, woo, been here before.

[00:12:31] RPP - Ross & Sarah Hardy - Guest: Let me tell you what's gonna happen if you do it this way. And this is why you shouldn't do it this way. And I could use, you know, use my experience because it doesn't matter if it's a school or a real estate business or a bank or wherever you work. These are fundamental things. You know, leadership is leadership and, um.

[00:12:48] RPP - Ross & Sarah Hardy - Guest: You know, when you go through certain experiences, you can apply them to anywhere. And so, luckily I had been through that because I, I was in leadership for so long and I could say, wait, don't, don't do it that way. It's gonna blow up. [00:13:00] Let's, let's be strategic about this. And so I think that's helped, um, helped make some decisions and make things go smoother.

[00:13:07] RPP - Ross & Sarah Hardy - Guest: Yeah. And for rollouts and stuff. Yeah. Right. Like, you know, accountability and stuff like that. It's helped, you know, immeasurably because, you know, there's obviously a right way of doing it and a not so good way of doing

[00:13:15] RPP - Ross & Sarah Hardy - Host: Yeah.

[00:13:16] RPP - Ross & Sarah Hardy - Guest: Uh, and in the past I've tried a couple of different things, didn't work. You know, accountability's a hard thing to master.

[00:13:21] RPP - Ross & Sarah Hardy - Guest: Uh, so having, you know, Sarah's input on that was, was really useful from that background of seeing what works in those environments. But like, so like, I, like he was saying, to get back to it is I do have a thicker skin and so I, and I'm a very forward person, like, you know, I. Kind of say what's on my mind, not in a hurtful way.

[00:13:38] RPP - Ross & Sarah Hardy - Guest: I'm careful with my words, like I'm not a dick, but, um, I'm careful with, I'm careful with, I'm careful with how I speak to someone, you know, and, um, but still I have a hard time finding the right words sometimes to soften it. And like he's a master at that and he's always thinking like, oh, I need to check on in on this person and let me see how they're doing.

[00:13:57] RPP - Ross & Sarah Hardy - Guest: And he's really good at connecting with people, whereas [00:14:00] I am guilty of. Always kind of like, this is what I need to do. I full speed ahead, get this done. Gotta get this done. Like, you know, and I forget sometimes the people aspect a little bit of it. And I truly love our team. I love and care about them, but I, I get so, you know, um, just wrapped up in what I'm doing or, you know, um, laser focused.

[00:14:21] RPP - Ross & Sarah Hardy - Guest: And so

[00:14:21] RPP - Ross & Sarah Hardy - Host: You have to schedule that on your calendar. Schedule the check-in. Calls on your calendar.

[00:14:26] RPP - Ross & Sarah Hardy - Guest: yeah, I should, I've got agent check-ins on mine.

[00:14:28] RPP - Ross & Sarah Hardy - Host: Yeah, in on everybody, right? Wanna talk to your mom more? Put check-ins on your calendar, right? Um, so, um, your guys' team has really grown a lot last couple years. Um, what can you walk through the listener on, like your team structure and kind of what that looks like?

[00:14:52] RPP - Ross & Sarah Hardy - Guest: Yeah. Um, so I would I guess, call myself a team leader. Sarah is the director of operations. Um, so

[00:14:59] RPP - Ross & Sarah Hardy - Host: Call [00:15:00] yourself that. Does it say that on your, on your business card? Yeah. So more than just you call yourself out? Yes.

[00:15:07] RPP - Ross & Sarah Hardy - Guest: but, you know, I, I make those myself so I can say anything.

[00:15:10] RPP - Ross & Sarah Hardy - Host: Yeah.

[00:15:10] RPP - Ross & Sarah Hardy - Guest: but, um. Then, um, you know, I, I, from there down, we have a transaction coordinator. We have a transaction assistant, so we're turning

[00:15:21] RPP - Ross & Sarah Hardy - Host: there in uh, Florida?

[00:15:23] RPP - Ross & Sarah Hardy - Guest: One is in Florida in the office. She's a transaction coordinator. The transaction assistant is a va.

[00:15:28] RPP - Ross & Sarah Hardy - Guest: Um, so that works pretty well. We're managing.

[00:15:31] RPP - Ross & Sarah Hardy - Host: A virtual assistant in the

[00:15:32] RPP - Ross & Sarah Hardy - Guest: In the Philippines. Yeah. Mm-hmm. Uh, so they handle about 250 closings. Uh, this year is about where we'll be. Um, and then we have two, uh, listing, um, coordinators, listing assistants who are VAs in the Philippines. Um, and we are a heavy, heavy listing volume team.

[00:15:51] RPP - Ross & Sarah Hardy - Guest: We

[00:15:51] RPP - Ross & Sarah Hardy - Host: Oh, you guys have two

[00:15:53] RPP - Ross & Sarah Hardy - Guest: Yeah, we do. Yep.

[00:15:54] RPP - Ross & Sarah Hardy - Host: a hundred percent on listings.

[00:15:56] RPP - Ross & Sarah Hardy - Guest: Yeah. Yep. So we, we have, we have three [00:16:00] different MLS systems that we put them into.

[00:16:01] RPP - Ross & Sarah Hardy - Host: Oh, that's right. Yes. So that takes a day, right?

[00:16:05] RPP - Ross & Sarah Hardy - Guest: Yeah, so take forever. And then the way we do our listings, we only go live on a Thursday typically, so we're trying to put sometimes five listings, six listings live on a Thursday and three MLSs. Yeah. Um, so it's, you know, it's a lot of work behind the scenes to get that ready to go. So, um, yeah, so we have the, those folks.

[00:16:23] RPP - Ross & Sarah Hardy - Guest: Um, and then we have, I think 18 agents, uh, as of today. And then we have a marketing social media VA as well in the Philippines.

[00:16:30] RPP - Ross & Sarah Hardy - Host: So that's 1, 2, 3, 4, 5 VAs.

[00:16:34] RPP - Ross & Sarah Hardy - Guest: Uh, four VAs. Four VAs, one person in the office on the ground here in Florida, and then Sarah. Yeah, myself. Yep.

[00:16:42] RPP - Ross & Sarah Hardy - Host: dude, I like all the use of VAs.

[00:16:46] RPP - Ross & Sarah Hardy - Guest: Yeah, that's something that takes some getting used to as well, right? I mean, you know that yourself. It's uh, yeah, it's a lot to make that transition and, uh, and hand that stuff off to them. Um. You know, for me it was like a, a, a mindset thing of like, can they [00:17:00] do the job, uh, as well, and they've been, I mean, phenomenal

[00:17:05] RPP - Ross & Sarah Hardy - Host: What kind of system do you guys use to track that in

[00:17:09] RPP - Ross & Sarah Hardy - Guest: to track like tracks specifically. What, what do you mean?

[00:17:12] RPP - Ross & Sarah Hardy - Host: tasks for the VAs and stuff like that?

[00:17:15] RPP - Ross & Sarah Hardy - Guest: Oh sure. Yeah. So, um, it's really actually mostly in follow up boss. So we generated action plans. Um, so if a listing goes under contract, um, you know, there's a specific, uh, action plan for that. And then once it's listed, um, there's a specific action plan for that. And so it's very, very detailed, it's very granular, so that way.

[00:17:37] RPP - Ross & Sarah Hardy - Guest: You know, I, I always, I, my background's in special education, so I always come from this place of, um, you know, if someone came in, this is like how you, you're supposed to write your, um, your plans for your kids. If, if a stranger came in to read this, could they pick it up and do it? And so that's what I do with the tasks that are in the Action Plans And Follow Up Boss, which is our [00:18:00] CRM, is, you know, I, I explain every step.

[00:18:03] RPP - Ross & Sarah Hardy - Guest: So it says, it doesn't just say, order the photographs. It'll have the link to the Pho Photographer website, and then in parentheses it'll say, if it's between this price point, it's this package. If it's between this price point, it's this package. Like it's, it should be foolproof if someone's taking time to read every single thing.

[00:18:18] RPP - Ross & Sarah Hardy - Guest: So.

[00:18:19] RPP - Ross & Sarah Hardy - Host: So it's all in follow boss? Like do you guys do transaction management in there too?

[00:18:24] RPP - Ross & Sarah Hardy - Guest: Yeah. Yeah. Mm-hmm. We do also have, we do also have a spreadsheet though that, that they, they use, um, that the VAs use to keep track of between themselves, like who's taking care of what tasks. Um, and I do look at that, but mostly I look in follow up boss. That's my big thing. I mean, you know, the, the. The spreadsheet will have all of the listings, right.

[00:18:44] RPP - Ross & Sarah Hardy - Guest: Or all of the deals that have go, we have going on. So I can see that, and then I can go into the system and get more granular with

[00:18:51] RPP - Ross & Sarah Hardy - Host: That's a really good use to follow boss. Most don't use it like that,

[00:18:55] RPP - Ross & Sarah Hardy - Guest: Oh, okay.

[00:18:56] RPP - Ross & Sarah Hardy - Host: but that's But good. I'm saying good.

[00:18:59] RPP - Ross & Sarah Hardy - Guest: well for us [00:19:00] it's like, you know, a certain point, you have too many sy you got, you realtors are the worst. Right? We have like 47 different logins for 47 different systems. And so

[00:19:08] RPP - Ross & Sarah Hardy - Host: I have that times four 'cause I have four different companies with all the same systems. All of it. Yes.

[00:19:13] RPP - Ross & Sarah Hardy - Guest: So again, that was one of those things with Sarah coming in, you know, me having done it a certain way for 15 years, she's like, why do we have all of these things? Like, surely some of these things must do more than what we're using them for, where we can consolidate some of these tools that we're using now.

[00:19:27] RPP - Ross & Sarah Hardy - Guest: It was, it was. Out of control. So I, I was like, I, I couldn't even get a grasp on what was going on because there was so much. So that was actually, that was like one of the first things I did was just look through everything and consolidate things. And I said, we can use Google Docs for almost all of this stuff.

[00:19:42] RPP - Ross & Sarah Hardy - Guest: Like, we don't need to buy this and do this and da da dah dah. Let's put everything in Google Docs. Everyone can have access to that and that's where we can live. Um, and also we did have, um. What's the app on our phone, um, that we communicate with Slack? Uh, slack. Slack is another [00:20:00] accountability measure. I just wanted to mention that from your, uh, previous question.

[00:20:03] RPP - Ross & Sarah Hardy - Guest: Um, our listing coordinators, um, they have our, our listing assistants. We have a private channel that just Ross and I are on with them where we can speak internally. About things and the rest of the team doesn't have access to it. So, um, if there's an issue, if they need something, like, you know, if, if they're talking to each other, it's all in there.

[00:20:21] RPP - Ross & Sarah Hardy - Guest: But, um, and then there's a listing inbox that's public to the whole team. And so as people request a price change or they request, um, you know, any information about, about a listing or anything like that, they can post it in there, um, and the listing team will respond and get that done. So that's also an accountability, accountability.

[00:20:42] RPP - Ross & Sarah Hardy - Host: using to like keep to track the agent's, like participation and attendance?

[00:20:51] RPP - Ross & Sarah Hardy - Guest: Oh, we don't have a problem with that. No, no, not really. I mean, but we do track it because it does happen sometimes, right? This last week we had a few people actually, um.

[00:20:59] RPP - Ross & Sarah Hardy - Host: [00:21:00] But where do you look to see how many houses Joe sold and whether they came to a training on it and if they completed like rise? Where do you

[00:21:07] RPP - Ross & Sarah Hardy - Guest: so we'll, we'll use CTE for, um, for transaction tracking. Um, again, we're probably only using it to like a 10th of its actual capabilities.

[00:21:16] RPP - Ross & Sarah Hardy - Host: is wild?

[00:21:17] RPP - Ross & Sarah Hardy - Guest: Yeah, it's crazy. It's crazy. That's great. Um, but I love that aspect of it as well as like the ROI tracker and the, um, you know, the pending commissions and stuff like that.

[00:21:25] RPP - Ross & Sarah Hardy - Guest: So those are the three main things I use it for. But you will use CTE primarily for agent tracking on pendings, closings, listings, and so on and so forth.

[00:21:33] RPP - Ross & Sarah Hardy - Host: Great. You put the, you put the transactions in there and source and all that. That's awesome. Everything goes in CTE, and that's like the original too, and I like that It's still the one that everyone uses.

[00:21:46] RPP - Ross & Sarah Hardy - Guest: Yeah. Isn't that crazy?

[00:21:47] RPP - Ross & Sarah Hardy - Host: an account. I always built my own shit. Right. But, um, I know a lot of reside team leaders such as yourself have CTE and use it at a high level and I like it.

[00:21:57] RPP - Ross & Sarah Hardy - Guest: I can't even think how I would go about trying to create [00:22:00] something like that myself. It's just too way too complex.

[00:22:04] RPP - Ross & Sarah Hardy - Host: Yeah. You know who else uses it a lot is Tim au Yeah. He, because, and he actually has a degree in finance, so he is like dialed in it.

[00:22:13] RPP - Ross & Sarah Hardy - Guest: Oh wow.

[00:22:16] RPP - Ross & Sarah Hardy - Host: Um, so what other systems are you guys using?

[00:22:20] RPP - Ross & Sarah Hardy - Guest: Oh well. So, um, whenever we have our meetings, um, I always take a screenshot. The second it is supposed to be live, and that's actually something I'm gonna transition over to, um, one of the VAs. Um, but I'll take a screenshot so I can see who's in attendance and then I'll give it a couple minutes and I'll take another one to just see who's there.

[00:22:39] RPP - Ross & Sarah Hardy - Guest: But is, you know. A little late and then we keep track of that. Um, because if we see that's an ongoing issue, then you know, we need to have a conversation 'cause they're missing important information, um, that we're going over and that can create some issues and some disconnect and we don't want that to happen.

[00:22:55] RPP - Ross & Sarah Hardy - Guest: Um, so we do keep track of it that way. And then on that same spreadsheet, we keep track of their [00:23:00] boss points. Um. In the CRM, um, each action that you take, um, is assigned a point value and it, and the, and the system adds it up. Um, and I know you know this, but for people who are listening

[00:23:11] RPP - Ross & Sarah Hardy - Host: Yeah, totally. No. Yes. You're doing

[00:23:13] RPP - Ross & Sarah Hardy - Guest: an email's, like one point and a text is a certain amount of points and a call and a phone call with that's two minutes or longer. You know, they all have these points assigned to them and so on. Our team, they need to get, um, 8,000 points earned, uh, in a month. Or if they don't get that, then they should have at least two deals go, uh, pending.

[00:23:32] RPP - Ross & Sarah Hardy - Guest: And so that's where we keep track of that data. Um, and then the following month we look at who's on leads or who's off, and then if they've been tardy, you know, to meetings or not in attendance to meetings, you know, we, we utilize that information as well to make those decisions.

[00:23:47] RPP - Ross & Sarah Hardy - Host: I love that. So growing fast can put stresses on a business and its culture, right? How do you keep the team aligned and excited as new team members join?[00:24:00]

[00:24:00] RPP - Ross & Sarah Hardy - Guest: Oh yeah, that's a good question. Um, so that's something that we struggled with, um, for sure a couple of years ago. Um,

[00:24:08] RPP - Ross & Sarah Hardy - Host: Okay.

[00:24:09] RPP - Ross & Sarah Hardy - Guest: and you know, that was probably. Partly due to a, a cultural issue in the team, um, which I, again, I kind of in the back of my mind knew we had a slight issue with where, um, you know, we needed to recruit, as John would say to the subculture, bring in the people that you had to have the culture that you want to be instilling into the company.

[00:24:28] RPP - Ross & Sarah Hardy - Guest: Um, so sure we had that, you know, because the bigger producers would all of a sudden. Maybe, maybe have one or two bad months. And of course the natural reaction is, well, it's because these new people are coming in taking my leads. Um, that wasn't the case because we have qualification systems around new agents coming in, being put on certain leads.

[00:24:46] RPP - Ross & Sarah Hardy - Guest: But again, the perception in my mind is that. Well, and we didn't have the data at the time to back it up, right? Because they weren't using the CRM, you know, with Fidelity, you know? Um, and, and, and we talked about that. Uh, but [00:25:00] there they weren't using it like that. And so it's hard to say like, well, is it that these leads are going to someone else?

[00:25:05] RPP - Ross & Sarah Hardy - Guest: Or is it that we're not following up with the leads? Or is it that we're cherry picking leads? Like there was no data around that information. So people were

[00:25:12] RPP - Ross & Sarah Hardy - Host: the answer was yes to all of it.

[00:25:14] RPP - Ross & Sarah Hardy - Guest: Yeah. Yeah. About my feelings. Right. Well, I feel this is happening. So that was one of the first things we did actually, was, um, to get them all on board using the cm mm-hmm.

[00:25:24] RPP - Ross & Sarah Hardy - Guest: Uh, pervasively. And then that gave us the data to be able to have those tough conversations with people when they would say those things. Sorry. Yeah. So, so that,

[00:25:32] RPP - Ross & Sarah Hardy - Host: That's the answer.

[00:25:33] RPP - Ross & Sarah Hardy - Guest: And that way we can show people like, Hey, your lead count's still pretty much the same, right? So is is it an effort problem or a lead problem?

[00:25:39] RPP - Ross & Sarah Hardy - Guest: We've got people really bought into the goal of being the number one re max team in Florida. I mean, there's people on our team that, like I, I sometimes feel like they're more pumped about it than I'm like, they'll come to us and they'll be like. I feel it, man. Like I feel it. We're gonna be number one.

[00:25:54] RPP - Ross & Sarah Hardy - Guest: Well, we can't be number one with 18 agents. We have to bring more agents in to do that. Right, right. Um, so you [00:26:00] know, everyone on our team, I know, I know it sounds so trite, but like everyone truly is like bought into the team aspect of it and they truly celebrate each other's goals. Yeah. They're nice people.

[00:26:08] RPP - Ross & Sarah Hardy - Guest: Yeah.

[00:26:09] RPP - Ross & Sarah Hardy - Host: Yeah, dude, good for you guys for building that. That's really unique, I feel like. So you see, you should be proud of that.

[00:26:17] RPP - Ross & Sarah Hardy - Guest: I think the problem is sometimes is that, that you have, you have to have a goal that's that's big enough that everybody else's goal can fit inside of it, right? If you don't have that,

[00:26:24] RPP - Ross & Sarah Hardy - Host: That was a good one. You should make that a tweet, bro.

[00:26:27] RPP - Ross & Sarah Hardy - Guest: yeah, t-shirt.

[00:26:29] RPP - Ross & Sarah Hardy - Host: Yeah, write that on Facebook. I haven't seen any post lately.

[00:26:32] RPP - Ross & Sarah Hardy - Guest: Yeah, because otherwise there's a ceiling, right? Otherwise they can see like, I'm only going here, so you know, what happens when I hit that I need to go somewhere else. Or, you know, if, if, if we are only going trying to go here as a team, then the more agents you bring in, the more that's diluted between all the people on the team.

[00:26:47] RPP - Ross & Sarah Hardy - Guest: Um, well, and things change, right? Like things change as more people come on. You have to change. And so I think a big thing I would say to leaders is like, be careful about your change, because there's [00:27:00] nothing worse than a leader who just makes lots of changes and is always changing things. 'cause that's very unsettling for people.

[00:27:05] RPP - Ross & Sarah Hardy - Guest: It's very uncomfortable. They don't feel safe, they don't know what's going on. That will drive them away from you. So you wanna make change that is important, but you wanna be methodical about it. And you wanna be careful about it. So like, if you're gonna make a change that's gonna have a large impact on people, you need to pull in your heavy hitters.

[00:27:23] RPP - Ross & Sarah Hardy - Guest: The people that are, are other mentors and leaders on the team to get them on board, have that conversation. You want to, you know, preview it with them. You want to make sure that, you know, um, you're, you're doing it slowly, that you're not just making lots of changes all at once. So, like, for example. We just recently did this where we used to have it as first acclaim.

[00:27:44] RPP - Ross & Sarah Hardy - Guest: The lead is, you know, you get it and it's the first to claim. And, um, as the team has grown, that's been really hard to, to continue that because not everyone then has equal access. Um, and you know, some people have faster carrier services, right? For their phones [00:28:00] or whatever. And so, um, it's, it's a little easier to manage that when you have a smaller team because people are busy.

[00:28:07] RPP - Ross & Sarah Hardy - Guest: On, you know, appointments or something. So everyone kind of gets a fair chance, but when you have a team of 20 people, which it was not long ago, now we're 18. But, um, something has to change. And so now we have lead days, right? Where we have a certain amount of people lead. We make sure you know that they all know about it ahead of time.

[00:28:23] RPP - Ross & Sarah Hardy - Guest: It's on a calendar. Um, if, you know, we have to make changes to it, we notify everyone immediately. But, you know, it's, it's all out there. And, um, and for them to u use. So, you know, those are kind of examples of that. And then the last thing I would say is don't hire, don't hire a-holes. I mean, huge. I think that a lot of, I, I mean that's just the truth, right?

[00:28:43] RPP - Ross & Sarah Hardy - Guest: I mean, we can all hire agents who sell a load of real estate, but we know in our gut they're not gonna be a good fit for the team. Um, but it's like, wow, I really would love 50 more deals on the bottom line here. Um, so, you know, our, our, our pretty much measure is, well, my measure is when I'm interviewing agents is, you know, would I go for a beer with them?

[00:28:59] RPP - Ross & Sarah Hardy - Guest: [00:29:00] And that's a change though, right? Mm-hmm. Like, to be fair, and I'm, you know, is. That was like a, a thing initially that was difficult between us because there was some of that going on or whatever. And um, and I would say, Hey, I have really, I have some concerns about this. You know, and when you have really deep personal relationships with people, um, and you've been close to them for years and years and years, it's hard sometimes to see those things or come to terms with them or know how to handle them, where you have fresh eyes coming in and going, whoa, this is gonna be a.

[00:29:31] RPP - Ross & Sarah Hardy - Guest: Killer for your business. Like this is something to look out for. And when I kind of started pointing some of those things out. He definitely started noticing them. And then, you know, things, things work out how they should, you know, the, the right people come in, the right people, you know, see them themselves out.

[00:29:48] RPP - Ross & Sarah Hardy - Guest: And um, and then now the big thing is, I, I don't care what people produce. I actually prefer new people because I can mold them how I want. Um, but I look at what kind of [00:30:00] person are you gonna be? Are you gonna be nice? You're on. You know, it's truly that simple. Like, because you, we can teach you anything, but we can't change your personality, so

[00:30:10] RPP - Ross & Sarah Hardy - Host: Totally good. Love that. So as a husband and wife team, that was really good. Guys. As a husband and wife team, like how do you decide who takes on what responsibilities and how do you avoid not fucking bringing work home?

[00:30:29] RPP - Ross & Sarah Hardy - Guest: Yeah. Yeah, yeah. Well, I don't know. We've mastered that second part. Yeah. Well, yeah, but it's not a negative thing. Yeah. Like we

[00:30:35] RPP - Ross & Sarah Hardy - Host: Oh. But yesterday or the other day, um, I said, you know, so my parents worked together. I guess they still kind of do as professors and then they would come home and like every dinner was, uh, college, junior college. Politic discussion.

[00:30:56] RPP - Ross & Sarah Hardy - Guest: Yeah. I was like, that sounds awesome. Yeah. Like, yeah. [00:31:00] Yeah. Pick your poison. Um, yeah. I, well, I think, I think for that part of it, yeah. And I, again, you, you, you find your rhythm over time. Yeah, sure. Um, you know, I was, um. My frustration at certain times was that, you know, Sarah would work too hard, which you know, is crazy.

[00:31:18] RPP - Ross & Sarah Hardy - Guest: But you know, at the end of the day, she's a director of operations. If I had another director of operations who wasn't my wife, I wouldn't expect her to be up to 11 o'clock at night going through follow-up boss, doing lead audit. Um, and so, you know, I would be like, Hey, get off, get off the laptop. Like it's, it's late enough.

[00:31:34] RPP - Ross & Sarah Hardy - Guest: She's like, well, I've got all this work to do, you know, so, and that, I just wanna add that's a mind shift change for me too, right? Because I was in the education world and, and listen, I, you know, I love our public school education system. I'm not here to to, but there were some things about it that were toxic and the work.

[00:31:54] RPP - Ross & Sarah Hardy - Guest: The, the work expectations are the toxic part. That's what I'm talking about. Mm-hmm. It's, [00:32:00] they truly expect you to work nonstop. There's never, there's no, I mean, you know, when I, when I first started this job, I was like, I, you know, I, I would feel so guilty if I went out to lunch, like I would feel. Stress the whole time.

[00:32:14] RPP - Ross & Sarah Hardy - Guest: And because that was just ingrained in me to just work, work, work, work, work. You need to focus on work. So there's been some deprogramming there mm-hmm. That I'm still working on. Yeah. Yeah. You know, sorry, I just wanted to add then. Yeah. Or like de, you know, or like say taking time off to take the kids to doctor's appointments.

[00:32:27] RPP - Ross & Sarah Hardy - Guest: Right. Was, was not something she could do or felt she could do in the school system. Yeah. Um, so, you know, bring that home. Like I I, real estate unfortunately is one of those jobs where if you're not on, you're not making money to a certain degree. So there, there's an element of you have to bring some of it home.

[00:32:42] RPP - Ross & Sarah Hardy - Guest: Like you can't, sure. It's rare that you could be

[00:32:45] RPP - Ross & Sarah Hardy - Host: You get back to clients in the evening? A hundred

[00:32:47] RPP - Ross & Sarah Hardy - Guest: Yeah. You can't walk back in at five o'clock, turn the phone off and be done with it. That's just the reality. And I'm still in production, so there's a little bit more of that, uh, maybe on that side of things as well. Um, but

[00:32:57] RPP - Ross & Sarah Hardy - Host: Then your agents call you with questions too, and that's, [00:33:00] if it's you two guys, then it's you two guys.

[00:33:02] RPP - Ross & Sarah Hardy - Guest: Yeah. 'cause who are they gonna go to? Right. It's not like it's two separate powers here. We're in the same house. We're, we're in the same situation. So, but that has changed too. 'cause again, they were always going to you. Yep. And you were unintentionally training them to do that. Mm-hmm. And we had to really break that.

[00:33:15] RPP - Ross & Sarah Hardy - Guest: Like, I had to keep saying to him, you have got to tell them, Hey, that's actually Sarah's role. That's, and that's really what you initially were asking us is like, how do we determine the roles and, you know. Over time. That's just something we figured out. Like, hey, if someone's has a, a, you know, a a, an HR issue, that's gonna be director of operations, it doesn't make sense for, to be the, the team leader, unless it's about me.

[00:33:38] RPP - Ross & Sarah Hardy - Guest: Right. Then go to him. But, um, but I'm joking that hasn't happened. They got, um, but, uh, but, you know, or, or like, you know, if there's something going on. With, I dunno if you, Zillow example, Zillow. You know, Zillow is something that I have taken. I meet with the Zillow team. I'm the one that handles the Zillow leads, you know, um, our CRM management, I'm the one that [00:34:00] trains on that when new people come in.

[00:34:01] RPP - Ross & Sarah Hardy - Guest: So that's the thing that I focus on. So what was happening is I was trying to do those things, but then he was. Taking those on. Again, unintentionally. He's trying to help and he is used to just doing it, but it was really causing some friction and I would get really frustrated. I'm like, man, you know, he'd be like, God, my phone rings all day.

[00:34:17] RPP - Ross & Sarah Hardy - Guest: And I, and I had to say, really, mine never rings. Like I'm I've, I've got nothing going on. So. So, I mean, you know, I don't know why you hired me. You know, I would say stuff like that. And he'd be like, oh. So it just took him some time to let go of that or to, to help train people like, you go to her for this, you go to me for this and, and, and stick with that because the second you deviate from that.

[00:34:39] RPP - Ross & Sarah Hardy - Guest: You've, you're, you're, you're gonna have to work on that all over again. You do it one time. You deviate from that one time and you, you are gonna have to retrain people. Yeah. I would say, and we, we've been lucky, you know, we've, um, had access to some very, very good directors of operations over the years.

[00:34:57] RPP - Ross & Sarah Hardy - Guest: Who have helped us, uh, [00:35:00] delineate those roles a little bit and, you know, show us how that looks. Uh, actually, you know, TA Tahoe do, we went there. They had the 3D uh, Doos up on stage where again, they really good insight to that. Um, so, you know, borrowing other people's ideas, seeing how they're doing it.

[00:35:15] RPP - Ross & Sarah Hardy - Guest: Picking little pieces that we like, omitting some of the stuff we don't has has, you know, it's been literally three years to get it to the point we're at now, where I, I, I actually finally feel like we have the balance, right? Oh yeah. It's really taken that long. And most it's 'cause I wouldn't give it up.

[00:35:29] RPP - Ross & Sarah Hardy - Guest: It's not, not for any other reason. I just held onto stuff for too long. Um, but, you know, the bringing it home stuff is, you know, we, we we're very intentional around, you know, we we're. Second marriage, um, blended family, you know, kids, 50% kids share. So the amount of time that we have on our own, because kids are on different time sharing schedules, um, after the week is, is small.

[00:35:52] RPP - Ross & Sarah Hardy - Guest: So I think on the times where, you know, we, we are intentional about making time for ourselves or we have all the [00:36:00] family together and we wanna do something specific, we're very, very good at not bringing real estate home true. Other times it kind of bleeds over a little bit more, but that's something we're willing to.

[00:36:08] RPP - Ross & Sarah Hardy - Guest: Okay with be able to, to be able to completely

[00:36:12] RPP - Ross & Sarah Hardy - Host: Because, I mean, here's the opposite, right? It is like, I don't. The only thing I talk about at home about my business is when I bitch,

[00:36:21] RPP - Ross & Sarah Hardy - Guest: Yeah. With you're what, when you bitch? Yeah. Oh,

[00:36:22] RPP - Ross & Sarah Hardy - Host: time I talk about work at my house is when I bitch.

[00:36:26] RPP - Ross & Sarah Hardy - Guest: yeah.

[00:36:26] RPP - Ross & Sarah Hardy - Host: I honestly, I bitch maybe twice a week.

[00:36:29] RPP - Ross & Sarah Hardy - Guest: Okay. Wow. Man, you, that's, that's not bad. If that's all you're doing, man, you're in good shape.

[00:36:33] RPP - Ross & Sarah Hardy - Host: Yeah. Something right? I'm talking when I bitch about the real estate team only. I got plenty. You know, I talk, I bitch about other stuff, I'm sure. But, um. But is, but that's, you know, different. Um, so I find it interesting 'cause I grew up with, uh, junior college fucking politics every night. I need the name of every dean and every head of every department, and I was [00:37:00] all Why? Yeah. Literally. And then when I, I ended up. Going to school there at the junior college and I knew everybody. Yeah, I knew everything about them. Um.

[00:37:16] RPP - Ross & Sarah Hardy - Guest: I just wanna add like, so the first year was really hard for us. It really was. I think, I mean, it's not like we would have. Screaming fights or anything like that, we, because that's just not how we communicate, but it was definitely like frustrating. Like I would get very frustrated with you and you would get very frustrated with me, but, uh, I think the key is communication.

[00:37:33] RPP - Ross & Sarah Hardy - Guest: Like I do think that we communicate really well. Um, yeah. And your English, yes, but he, we speak a different language, but he has gotten better over time because I think it's part of that too is earning people's trust, right? Like if you come to someone and say, Hey. This is upsetting me or this is frustrating me, and the person reacts in a way that makes sense and is like, man, thank you for telling me that.

[00:37:53] RPP - Ross & Sarah Hardy - Guest: And like, let me work on that. And you know, I'm so sorry I made you feel that way. It makes them, uh, more [00:38:00] comfortable to come forward to you about other things, right? So like I really do feel like. It's all about communication if you're gonna work with your spouse, because I have met with some other spouses who were thinking about, you know, working together or who do work together and the way they talk to each other.

[00:38:15] RPP - Ross & Sarah Hardy - Guest: I was like, whoa. Like I would, I told him afterwards, I'm like, that's, that's gonna be disastrous. Because you have to, you have to communicate effectively and honestly in a, in a constructive way. That's the key to all of it. And now, I mean, we don't ever have any issues like, well, so, so let's go, let me just go a, a level deeper on that, right?

[00:38:33] RPP - Ross & Sarah Hardy - Guest: So it works both ways. So, you know, my, my communication style's very different to Sarah's. Like I've not come from a background or a culture of like, you know, let's talk this out and have these honest conversation say what's on our mind.

[00:38:46] RPP - Ross & Sarah Hardy - Host: Maybe the,

[00:38:47] RPP - Ross & Sarah Hardy - Guest: yeah, it's like the English stiff upper lip, and I'll just bottle it inside for the next 47 years and I'll let it out and flow, fit,

[00:38:52] RPP - Ross & Sarah Hardy - Host: I mean, bro, that's how people are too.

[00:38:55] RPP - Ross & Sarah Hardy - Guest: Okay. Yeah, so like that's where I came from. So when Sarah wanted to [00:39:00] have these conversations in our personal life before she came onto the team, I wasn't used to that kind of honesty and that communication style, and I didn't want to talk about certain things. It's like I don't really wanna have an honest conversation.

[00:39:10] RPP - Ross & Sarah Hardy - Guest: I'd rather just kind of tell you what you want to hear and I'll keep the rest of it cipher now. Thank you

[00:39:14] RPP - Ross & Sarah Hardy - Host: Yeah, I'm talking about surfing shit. Yeah.

[00:39:16] RPP - Ross & Sarah Hardy - Guest: yeah. Um, but knowing. The way that we communicate in our personal lives made it much easier to have difficult conversations in the business. Right, right. Um, because I know how she's gonna react to certain things.

[00:39:27] RPP - Ross & Sarah Hardy - Guest: I know I can have those honest conversations with her and I know that ultimately we're gonna either come to a solution Right. Or disagree, and that's okay. We don't always have to agree. Mm-hmm. Whereas before, I always thought we have to come to a solution that we agree on. Yeah. That's not always the case.

[00:39:40] RPP - Ross & Sarah Hardy - Guest: And that's

[00:39:40] RPP - Ross & Sarah Hardy - Host: we agree to disagree.

[00:39:42] RPP - Ross & Sarah Hardy - Guest: We agree to disagree. Right? Absolutely. And so, you know, it's kind of been invaluable having that back and forth where we can have those conversations and learn about each other's communication style and have arguments if you wanna call them out or disagreements. Yeah. That makes, um, in, in, in both fields and, and kind of know a little bit what the [00:40:00] expectation of what the outcome's gonna be ahead of time.

[00:40:01] RPP - Ross & Sarah Hardy - Host: Yeah. Love it. So that was gonna be my next question. What advice do you have? What do you what advice? But the advice sounds pretty. Straightforward. Communicate over communicate.

[00:40:16] RPP - Ross & Sarah Hardy - Guest: Over communicate. Over communicate. It's important. It's like mom and dad, I really do. You know, I, it really is just like. A principal and an assistant principal relationship. I hate to talk about that so much, but it's really true. You know, or think about a doctor and, you know, a, a nurse, you have to work closely together.

[00:40:33] RPP - Ross & Sarah Hardy - Guest: You have to communicate about even small things. You know, I'll give you an example, and this isn't a great one 'cause it's off the cuff, but it's like if I notice someone looks upset during a meeting, like I clock that. Right? Bless

[00:40:46] RPP - Ross & Sarah Hardy - Host: Oh wow.

[00:40:47] RPP - Ross & Sarah Hardy - Guest: That right. And then. He, you know, and, and I'll tell him, I'll be like, after the meeting I'll say, Hey, so and so looked kind of upset.

[00:40:55] RPP - Ross & Sarah Hardy - Guest: You know, I, I, I wonder if we need to check in on them. And he'll go, oh, well, you know what? [00:41:00] I overheard them say to someone, you know, that, you know, their dog died or something. And I'll go, oh, see, like, it's important. Those little things matter because if you don't communicate about all these little things, you notice these nuances, things that people tell you, things that you notice, then you don't have enough.

[00:41:17] RPP - Ross & Sarah Hardy - Guest: Like information to be able to adequately support people. And so you have two sets of eyes, two sets of ears. And so we, we have to be on the same page, you know, where someone comes to me and asks a question, I give an answer, I tell him, Hey, so and so asked me this, and this is what I, I said, so, so we can be on the same page.

[00:41:34] RPP - Ross & Sarah Hardy - Guest: Don't I always do that to you? Yeah. So, so, because, because they're probably gonna come to you and ask for this, the same thing, and I wanna make sure you're backing me up. I wanna make sure we're on the same page and, and, and vice versa. And, and like that is how you run a business. When you have two people who are leaders, you have to be like that for it to work.

[00:41:51] RPP - Ross & Sarah Hardy - Guest: Period. It's just like when you, and I'm not calling our, the adults, we work with children, but it is a similar relationship in that you have to be uni a united [00:42:00] front and have the same answers and be on the same page, you know, um, when talking to your children. Right? And it's the same thing with like in a business.

[00:42:07] RPP - Ross & Sarah Hardy - Guest: You have to, when you're a leader, you have to be on the same page and be speaking the same language and have each other's back. So not so everything goes smoothly. Right. Yeah, I would, I would say in general, like the two minute synopsis of advice for people. First of all, I would recommend, highly recommend working with your, your significant other if you have the opportunity to do it.

[00:42:24] RPP - Ross & Sarah Hardy - Guest: I think you, some people would struggle with it. They have that maybe don't have the personalities where it would work. I think if it's something where you can make it work, I highly recommend it. I, I love it. I find it very rewarding.

[00:42:34] RPP - Ross & Sarah Hardy - Host: good answer,

[00:42:35] RPP - Ross & Sarah Hardy - Guest: We get to have lunch together every day. Like, are you kidding me? Like, well, we're friends, so we like to be around each other.

[00:42:39] RPP - Ross & Sarah Hardy - Guest: How, how do you beat that? Like,

[00:42:41] RPP - Ross & Sarah Hardy - Host: You guys have lunch together every day.

[00:42:43] RPP - Ross & Sarah Hardy - Guest: Not every day, but long, quite a few days. Well, we can, we do, you know, we're busy, but when we can, we do. Um, but I, but I will say this is

[00:42:50] RPP - Ross & Sarah Hardy - Host: For lunch.

[00:42:52] RPP - Ross & Sarah Hardy - Guest: tuna fish, whatever, whatever wanky food I've prepped for the week. That's, that's the downside about eating lunch with your spouse is when he is on a meal [00:43:00] plan, then you feel guilty eating crap.

[00:43:01] RPP - Ross & Sarah Hardy - Guest: So then you have to eat stuff like

[00:43:03] RPP - Ross & Sarah Hardy - Host: I've had chicken and rice and veggies every day this week for

[00:43:07] RPP - Ross & Sarah Hardy - Guest: Yeah, like 99% tur round Turkey with like, you know, just like, just tease it with salt or something. God. Um,

[00:43:15] RPP - Ross & Sarah Hardy - Host: You some hot sauce on it. You don't put hot

[00:43:18] RPP - Ross & Sarah Hardy - Guest: no, no. I do put sauces on it. I do put sauce. I do, I do, I do eat overly healthy probably. But um, but I will say that, you know, when, if you're gonna go on a journey, right?

[00:43:26] RPP - Ross & Sarah Hardy - Guest: 'cause real estate's one of those things where we're probably all gonna be in it for the long run. You know, I've been doing it for 20 years. I've probably got another 1520 in me, like. What better journey to go on than with someone who you can absolutely implicitly trust? 'cause if, if you can't implicitly trust your partner, then that's a problem to begin with.

[00:43:42] RPP - Ross & Sarah Hardy - Host: It's on.

[00:43:47] RPP - Ross & Sarah Hardy - Guest: Yeah. You know, the person that you're working with implicitly trusts you. They're not gonna do anything behind your back. They're not gonna steal from you. They're not gonna throw you under the bus. You know, you, you know that after a while you get into each other's brains. So you're pretty much thinking the same [00:44:00] thing.

[00:44:00] RPP - Ross & Sarah Hardy - Guest: Right? You are working towards the same personal goals. At the end of it all, you're doing it for the

[00:44:03] RPP - Ross & Sarah Hardy - Host: very valid.

[00:44:04] RPP - Ross & Sarah Hardy - Guest: the same goal where you should be anyway. We should be. Um, so like, there, there's so many things that align when, when you do it with your partner that, like for me, I, I mean it's, it's too much of a coincidence that.

[00:44:16] RPP - Ross & Sarah Hardy - Guest: You know, we, and we, we were always had a great business, don't get me wrong, but like it's too much of a coincidence that since Sarah came on board, we've seen the meteoric growth that we've seen for it not to just be kind of like serendipitous that like this, this is where it's meant to be. Right? Like that could I have done it on my own?

[00:44:33] RPP - Ross & Sarah Hardy - Guest: Maybe Would it taken a lot longer? For sure. Would it have been as much fun? Almost certainly not. Um, so, you know, I, I think that my general advice would be. If you can make it work, like do it, like not saying there aren't implicit problems with it and stuff, but you know the people that get it right. I mean, it's fantastic.

[00:44:53] RPP - Ross & Sarah Hardy - Host: They thrive. Good answer. All right, well what a good episode guys. Thank you so much. If somebody wants to send [00:45:00] you a referral or I learn more, where should they go?

[00:45:04] RPP - Ross & Sarah Hardy - Guest: Yeah. So, uh, yeah. Yeah. I'm fine with it. Listen, he's making fun.

[00:45:11] RPP - Ross & Sarah Hardy - Host: and I'm gonna edit it out.

[00:45:13] RPP - Ross & Sarah Hardy - Guest: Okay.

[00:45:13] RPP - Ross & Sarah Hardy - Host: me. Should I go ahead and edit out?

[00:45:17] RPP - Ross & Sarah Hardy - Guest: So they can, they can always, uh, email, uh, it's just Ross r oss@hardyrealtor.com or, or they can look me up, Ross Hardy on Instagram, Facebook, whatever, and get, get with me through there.

[00:45:29] RPP - Ross & Sarah Hardy - Host: Yeah, follow him on social. 'cause he is crushing the content game right now.

[00:45:33] RPP - Ross & Sarah Hardy - Guest: yeah. Sometimes when I'm on, I'm on. Yeah,

[00:45:35] RPP - Ross & Sarah Hardy - Host: What's your YouTube? What's your YouTube channel?

[00:45:38] RPP - Ross & Sarah Hardy - Guest: we're living in Spring Hill, Florida.

[00:45:40] RPP - Ross & Sarah Hardy - Host: Living in Spring Hill, Florida. You guys go check out that YouTube. This is a future episode coming up with Ross where we talk more about that he is been crushing, dude. Send me your guys number too.

[00:45:51] RPP - Ross & Sarah Hardy - Guest: Oh

[00:45:52] RPP - Ross & Sarah Hardy - Host: Yeah. Okay. Yes.

[00:45:53] RPP - Ross & Sarah Hardy - Guest: my email is Sarah SA rh@hardyrealtor.com. So I, um, I would love [00:46:00] to help anybody that has any questions. I love, um, coaching and mentoring. So I am here if you need anything.

[00:46:06] RPP - Ross & Sarah Hardy - Host: What's your social media? Sarah Hardy.

[00:46:09] RPP - Ross & Sarah Hardy - Guest: Well, I don't really use it that much, but it's just Sarah Hardy

[00:46:14] RPP - Ross & Sarah Hardy - Host: Yeah.

[00:46:17] RPP - Ross & Sarah Hardy - Guest: it from Sarah Hardy in, uh, in Brooksville, Florida. So, um, yeah, you're welcome to message me on there, but I don't check my messenger very often, so I would email me.

[00:46:25] RPP - Ross & Sarah Hardy - Host: All right you guys, thank you so much for coming on. That was fun. Kind of different approach to all business. They're all social media that, that we're on here and I liked it. So you guys are perfect. Right on time. For everyone listening, go check out the hardy team everywhere they're doing big things.

[00:46:43] RPP - Ross & Sarah Hardy - Host: We'll put the links in the comments. We'll put the links in the comments for you to hit, and I hope you got something outta this episode. I did. I thought it was a great episode. Super fun. Uh, if you did get something out of it, please like and share with a friend, and we'll see you on the next [00:47:00] episode of the Reside Platform Podcast.

[00:47:03] RPP - Ross & Sarah Hardy - Host: Bye-bye.[00:48:00]