Gruler Nation Podcast

Episode #76: Changing the Real Estate Game with Daniel Brown

December 06, 2019 Robert F. Gruler Jr., Esq.
Gruler Nation Podcast
Episode #76: Changing the Real Estate Game with Daniel Brown
Show Notes Transcript

Daniel Brown is a Top Producing REALTOR® in the Phoenix Metropolitan area. He has earned numerous awards within his brokerage and he currently leads a boutique real estate team of 5 that helps people achieve their real estate goals in a fun and stress-free way. Myriad at My Home Group prides themselves in being structured differently than most residential real estate teams in Phoenix.  


Daniel is a constant resource to his clients - before, during, and after the real estate transaction. He is an outstanding leader and encourages his team to push past the obstacles and adapt to the ever-changing real estate market. Daniel's team volunteers within the community quarterly and created a Referral Program with CASA Academy to donate money to low-income students. Daniel is passionate about helping other people reach their goals. He believes that if he helps enough people reach their goals, whatever they may be, then he will in turn succeed through them. Daniel lives this way with his family, friends, team, and his clients. 


Learn more about Daniel on his website at, follow him on Instagram @dannybrownaz, and be sure to check out his Podcast on YouTube at 


Please Like, Subscribe, and Comment below! 


#realestate #realtor #PhoenixMetro #brokerage #MyHomeGroup #phoenix #Myriad #CASAacademy #podcast #InspirationwithGrulerNation #inspire #gruler #inspiration #GrulerNation #GrulerNationPodcast #gnp #arizonapodcast #scottsdale #yesphx #phx  


The Gruler Nation Podcast is a show that focuses on conversations with interesting "Level 10" people passionate about changing the world with their work, relationships and ideas. The show is hosted by Robert Gruler, an attorney and founding partner of the R&R Law Group, a criminal defense law firm based in Scottsdale, Arizona focused on helping good people charged with crimes move forward with their lives.   


Interested in being on the show or have a guest recommendation? Email Robert directly at or visit for more information

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spk_1:   0:00
This is Episode 76 of The Gruler Nation podcast. My name is Robert Gruler. Joined today by Daniel Brown. Daniel Brown is one of the top producing realtors in the Phoenix area. He's highly accomplished. Top 1% of Arizona Realtors. Top 100 agents. My home group. 2017 2018 Presidential awards. Today he's leading a boutique real estate team of five with myriad, really, is that myriad real estate, right? His name of it? Yeah.

spk_0:   0:27
Myriad real estate,

spk_1:   0:28
myriad real estate group. And you do a lot of the stuff to We're gonna dive into it some of your volunteer work and some of the things that you do to stay healthy and fit. But first of all, I want to thank you for joining me. Thanks, Daniel. Well, thanks for having me, Rob. And, you know, realtors and real estate is something you know, not to be. Ah, sort of negative about it, but there will be negative. There are. So there are so many realtor. Yes, 60,000. Yeah. In in Arizona. Is that the number? Yeah. Yeah. There's just so many of them. And I can like I can name probably 10 of 10 people that I know who have a real estate license, or I don't know that there really any good in terms of what they what they do. But there's just there's a lot of them kind of like defense attorneys, quite frankly, like we're everywhere, you know, we kind of say we're like Roaches, but it's, you know, it's something where people do things a little bit different. Some are more effective than others. And my understanding is you have a little bit of a unique approach in how you structure how you help in service your clients. Can you walk us through how that works?

spk_0:   1:25
Well, just kind of circle back a little bit. So, yes, there are 60,000 people in Arizona who have real estate licenses, but the vast majority of the transactions that are done done by the top 10%. Okay, so my biggest frustration with real estate probably nationwide, but specifically in Arizona's that the bar super low. You go to real estate school for 90 hours, you take a test well, and then all of you passed the test and all of a sudden you've got a real estate license and now you're allowed to help someone with the largest financial transaction they're ever going to do the other life. And that's ridiculous to me. Um, you know, it takes something like 600 credit hours to become an esthetician, and that's toe help people, you know, with their hair and beauty and that type of stuff, right? And so it just seems out of balance. And I much rather see, uh, the cost of maintaining a really state license be much more expensive. Yeah, And the level of schooling and training that goes into getting a real estate license should absolutely be elevated. And it's unfortunate that it's not, um,

spk_1:   2:34
what do you think that is? Just They want a lot of realtors in there, is it? Ah,

spk_0:   2:38
I think it comes down. I mean, what does everything come down to, I think comes down to money, Okay. And I think the schools and I think the Department of Real Estate are printing money, just churning people through. Yeah, and your average realtor doesn't last more than two years.

spk_1:   2:52
Yeah. Yeah, and I believe that it's kind of like that. Kind of that same experience with lawyers and law school, a lot of these sort of schools that popped up and they're not around anymore. But they were just funneling people through to get him into the marketplace. And so we were overwhelmed with a lot of bad lawyers or a lot of people who went to law school but never became lawyers. I kind of like I think, what's happening with Realtors, But these people, they have a career and they think, well, you know, I'm sort of moderately fulfilled in in my career, so I don't know what I'll do. I'll just go sell real estate. How hard can it be?

spk_0:   3:24
That's I hear that all the time from past clients, from people who are just kind of lost and like, well, it's easy to get a real estate license. I like to look at houses on Zillow, so I think I can I could do this, Um, and they pay for it all upfront. They pay the annual dues, and then once they help either themselves or a couple family members than it's like Well, crap. Now I got to get out there, compete with everybody else who happens to have a real estate license and try and find clients.

spk_1:   3:55
Yeah, that's funny there looking on Zillow thing. Yeah, well, and there is a lot of that, right. There's a lot of other kind of alter its There's a lot of parallels between what you doing, what lawyers do. There's a lot of different companies that are trying to sort of, uh, kind of dumb, dumb down, the whole process of these online companies that will save you about to money and and we can dive into that further. But I wanted to. I wanted to ask you sort of How is myriad structured?

spk_0:   4:23
Yes. Oh, you know, when I got into real estate and still there's there's one way really to grow real estate team, or that one way that everyone kind of thinks to grow real, Say team and you've got your team lead. Their job is to basically bring in the business, bringing the leads, and then they filter him down to commissioned agents who are part of their team, and then they get paid on some sort of commission split. So what you end up happening? What you end up have happening is you've got all these independent commission on Lee agents that air part of your team, but basically operating their own independent business within yours, okay? And so you end up never really having a sense of culture. You never really end up having a team cohesiveness for, um And you just have all these independent agents kind of working underneath you and you're just providing leads. And so when I got into real say, I did the same thing and I realized that the end of working really hard and providing people the business so that they can convert it and they tend to be ungrateful. Um, and you end up with a revolving door because eventually those people will create their own book of business and end up saying, Well, I don't need this person anymore. I can't do this on my own. And so you're just constantly having to bring in new faces. And again, you just never really have a sense of culture. And so I I realized early on that there's got to be a better way to run a real estate team. And so instead of doing this commission on Lee 10 99 licensed contractor business, I started hiring people and paying them a fair wage and a salary and covering their cost of getting a real estate license, covering their dues, paying them further mileage and really kind of taking care of them and running it more as a business rather than a real estate business. So what I created wasn't unique in the sense of it's a business, but it's unique in the real estate space. So I still everybody on the team's licensed, but we focus on individual aspects of the real estate transaction. So I focus on listings. That's all I do is help our seller's cell, and my goal is to get them the most amount of money I possibly can in the shortest amount of time. I've got a showing agent and her job is to help our clients find homes to buy. And I pay her a salary much higher than what the average Realtor mates per year on their own, and that I've got somebody that's in charge of our marketing. I've got two people that hit the phones to call and convert our leads so that I have sellers to help in our showing. Agent has buyers to help, and we have a transaction manager that you know, handles all the paperwork and helps our clients get from start to finish. So we've got these specialized individual niches within the business of real estate that we focus on, and each of us are really, really good at that specific item. And then we're all working together, forward the benefit of our client for the benefit of our company. And when the company does well, then everybody gets to participate in the fruits of their labor in a profit sharing

spk_1:   7:49
right. So contrast that then, for for those of us who may not know exactly what with the other model looks like, right, the other model you touched on it briefly about, you know, the 10 99 in the commission based so other realtors they don't have a salary. They don't have sort of those that siloed structure where you have different people who are very good at what they dio. You just have one guy who's just kind of or gal who's just kind of doing everything. They're not getting paid unless they they sell, sell the property or help the transaction, and then they take a percentage of the total sale.

spk_0:   8:21
That's absolutely correct. yes, So they're paid on a split with their team leads. So you have your team lead and they're often buying Internet leads, paying Zillow to bring in business. Ah, they're going to networking events and eso again. Their goal is to bring that business in, however they do it, and then they farm those leads out to individual agents within their team. And then that that person shows them homes or lists the property or just does everything from start to finish. And then they pay that team lead a split. Often times it's 50 50. Um, you know, there's there's other splits. They're out there. 60 40 70 30. What not, But it's typically a 50 50 split. And when you're relying just on one person for the entire transaction, if that person's I don't know sick and out ill or goes on vacation, there's no one to cover the business, and we're take care of the client. And when they're, you know, when they're focused on money and they're gonna be 10 99 and they don't get paid, If that transaction doesn't close, then what's their real motivation is their motivation to help the client and put the client's best interests at heart, which they're supposed to do right or are they motivated by? I need toe feed my family. I need to bring this in so that I can pay my bills. And could they advise their clients in an inappropriate way just to get that closing done? Um, because they're focused more on that commission rather than the best. What's in the best interest of the client

spk_1:   9:52
is the counter argument to that that they are. They're incentivized to close or to get more value out of the deal because they make a bigger piece of that.

spk_0:   10:03
I just I think it depends on who you're hiring S o. The individuals that I look for when I'm hiring are people who are motivated, they're hungry and they want to go after the business. But they're also very humble, and they're intelligent individuals that are part of our core values. Values is being humble, hungry and smart, and yeah, when you're hiring people who are gonna be commission on lee, they're gonna be super motivated to get that work done. But if there also getting to a certain point in their profitability or their income they may take their foot off the gas as well. And so what I've done is I'm bringing people on who care more about providing a high level of service, and that sales aspect is still there through the profitability and the profit sharing plan that I've created. So they have their standard salary. Um, but when the company does well, overall, everybody, including myself, gets the partake in that additional profit. So they're still motivated to, you know, bring in transactions and and bring in clients and convert those leads. But they do know that you know, whether that deal closes or not, they're still gonna get paid a living wage. And furthermore, what it does is whether we're helping somebody who wants to purchase or sell $100,000 house or a multi $1,000,000 home. Those people are getting the same level of service because the guys on my team are getting paid the same,

spk_1:   11:31
right? Yes. So you're kind of breaking that feast or famine cycle where you have one of your core values was that people are hungry, right? So they're out there. They're hustling because they're going to share in the in the benefits of their efforts, but they're not. You're eliminating the the incentive for people to just close the deal quickly because they've got bills to pay. Yes. Yeah, and I can see that I could see that structure working. Working very well. It sounds like it has, um

spk_0:   12:03
and it hasn't And we focused on I don't hire people from within the world of real estate. Most of the individuals that get a real estate license, you know, like I said earlier, they they're looking at Zillow like I can do this, They watch HD TV. They have delusions of grandeur, of doing this, the star and making hundreds of thousands of dollars. And I don't hire those individuals. I don't want those individuals to be part of my team. I want individuals that are gonna work hard for the benefit of the client and who want a steady paycheck and who want to be taken care of and who want to realized that they're being valued by the other members of their team. I

spk_1:   12:45
have I have kind of a question that I don't know how to phrase, but what I'm trying to understand is the tangible benefits of that type of model or the only thing that I could describe it or kind of parallel it, too is, is what a lawyer does, right? So we have what we do where we only take one type of case. We're very good at criminal law. We don't take family law cases, bankruptcy cases or anything like that. And so I I can understand. And I can convey the value to our client of saying, Hey, this is what a practitioner can get you versus somebody who's not really a practitioner. And so the analogy is kind of what what you're doing right? You're somebody who's highly focused, highly dedicated to producing good results for your clients versus those other people who are not. They like it's, you know, it's the cousin who's got a real estate license. Who wants to sell your house tangibly for the consumer, for your client's? What's the benefit? Are they? Are they? Are they netting Maur for the sale? Are they buying for for lower value? Is there is a process Maur enjoyable for them kind of walk me through some of those tangible features.

spk_0:   13:52
Yeah, the definitely the process is gonna be more enjoyable. We remove. I mean, to be honest, selling your home sucks. It's an inconvenience. It's a hassle. It's a real pain. It's really hard if you want to sell in order to purchase your next home. And our team, that's one of our niches is uniquely set up to handle those transactions. To get people from Point A to Point B and A really, I want to say completely, stress free. It's not stress free. It's still stressful helping people with real estates the second most stressful thing that somebody does next to losing a family member. And so if we can remove ah, lot of the unknowns, a lot of those stressors fromthe situation bye, honing our craft in one specific aspect of the transaction that that makes it a much more positive experience for you. The consumer in the end. And I think the statistic is something along the lines of 65% of people who do a real estate transaction, have a poor experience and looking at our numbers this year, over 75% of the transactions we did came from past clients and referrals. So because of that, I mean it. It tells me that we're absolutely doing something right when a majority of our business and a majority of our clients are referring us, their friends, families, neighbors, co workers.

spk_1:   15:17
Yeah, yeah, that that speaks a lot to the process. I mean, it shows that people are valuing. And I had heard that statistic that people that moving is one of the most stressful things that you can do it. It's like public speaking, dying and moving. You know, it's a It's a traumatic thing for people that have toe uplift everything. And like you said, you know, the home is it's the that idea. It's the American dream, right? Absolutely. Your house. You're dumping all this money into it all this time, and you want to make sure you're making a good decision. So if you get locked in with a bad realtor that could have catastrophic consequences, they're gonna follow you around forever.

spk_0:   15:50
Well, it can cost you tens of thousands of dollars. Sure, your cousin might give you a discount. All they're gonna just charge me 2% or 1% or do it for a flat fee. But they could end up costing you tens of thousands of dollars compound over the life of how long you're at that home. If they don't know the inspections to do. If they're bad at negotiating, you know I When I sense a Realtor on the other end of a transaction that doesn't really know what they're doing, that's like blood in the water. I know that I can pretty much get whatever I want. And I can negotiate whatever terms that need to be negotiated for my client when that happens. Yeah, um, and you know, by again, by focusing on those individual portions of the real estate transaction, I'm really good at helping our sellers because that's all I focus on. You know, I'm really good at evaluating and doing a market analysis and coming up with evaluation for a home and and our buyer specialists. And she's really, really great at doing the same when it comes to helping our buyers. She's really in tune with what's happening in the buyer market, and you know she's not gonna be getting phone calls on our signs in the middle of showing a client that she's gonna end up missing because she's only focused on that one individual buyer and not having to deal with any of our clients who are selling. That's me. You know, I'm taking those calls. I'm fielding that. I'm analyzing the market for our clients. You know, she's scouring the MLS looking for homes for our buyer. So it also frees up our time to focus more on that individual client and that individual clients needs.

spk_1:   17:28
Yeah, that's interesting that you were talking about market analysis and that because that's kind of an abstract concept for a lot of people. When you talk about supply and demand, I've always thought it was interesting when realtors talk about, uh, market, I forget what they call it, like availability or what is the market? Um, like stock? What?

spk_0:   17:48
Like, uh, how many homes are available on the market? Ah, inventory

spk_1:   17:52
inventory. That's the word I'm thinking of. Yeah, they say, you know, this is the inventory inventory super low, and it reminds me of of, you know, like going out of business sale, right? You see those commercials inventories low, Come get it while it lasts. And it's kind of one of those concepts that I think maybe the the average person doesn't really understand. How that works. Can you kind of walk us through that?

spk_0:   18:11
Yeah, absolutely. So you know, there are there's tons of algorithms out there to try to evaluate the value of a home. You know, Zillow, probably being the most popular one with there's estimate and on average, that is off over $18,000 for somebody's valuation. They're subtle nuances to each individual neighborhood and that you have to take into consideration. So it's not just plugging in an address and then having some computer program spit out what that property's value is, you have to be able to know that neighborhood, know that city and know what's going on. Because one city is completely different from the next. You know, the West Valley is what's happening out there and in areas like Surprise is very different than what's happening in Gilbert, right? So if you know, if you're I don't necessarily think you need to work with someone who specializes in just one city. You give me 10 minutes in the Internet and I'm a neighborhood specialist because I know what to look for, and I evaluated thousands and thousands of properties, and so you you need to work with somebody that knows those subtle nuances when it comes to establishing those values and often times it takes actually seeing the home in person. You know, when we do it, we come up with kind of a range based on what you tell us. The home is like and then when we come to the property, we actually show you photos and in some cases, actually take you to see the active properties that your competition in the neighborhood and say these air what? The features that this home these homes have and why we think your home is valued at this. And so, you know, the client is very much involved in that education process on how we establish that value.

spk_1:   19:54
Yeah, it sounds like it's a little bit of an art form. In a way,

spk_0:   19:57
it is Absolutely.

spk_1:   19:58
Yeah. Could you have you have all of the data? I mean, anybody could be ah, junkie on the data. Right. But again, you know, unless you go and see it, unless you you know what to look for. You're probably going to be off if you're just studying. Ah Ah, computer algorithm.

spk_0:   20:15
Yeah, Yeah. Absolutely. And that again can cost your client tons of money. Um, you know, if they've moved out of the home and it's sitting there empty, they're still paying usually their mortgage. They're still paying utilities. They're still paying for maintenance. Um, landscaping, all those different things. All that money kind of adds up. So the motivation to kind of get that home sold quickly for the right amount of money and in the environment that we're in, if a home looks good, is price right and advertising is on point. It should sell, you know, relatively quickly, like within 30 days, just depending on the neighborhood in the area of the Valley. That it's in,

spk_1:   20:55
right. How much of what you do is is instinct when it comes to the negotiations, because that's that's always been very interesting to me, especially when you kind of look through the numbers that you mentioned, right? You said, I think, uh, what was numbers about? The number sold. So there's 60,000 Realtors, but 10%

spk_0:   21:14
the top 10% of agents sell 90%

spk_1:   21:16
90% right? So when you're interfacing with other realtors, it's very likely that they're not in the top 10% right And so now that I'm even, that's even more of an art form. When you're when you're making offer the counter, you counter their offer and all that stuff. What's your process for that?

spk_0:   21:34
So one of the first things I do is I look, agent up in the MLS.

spk_1:   21:37
So you have something you can see how long they've been in ageing. And can you see what they do, huh? Yeah, I can

spk_0:   21:42
see their production and see if they've done three transactions in five years, and it's like, Okay, well, I know that I'm dealing with somebody that doesn't have a lot of experience. You know, the downside is you don't have a direct pathway to the their clients. You're playing a game of telephone, And I've, you know, I think the most important thing is actually picking up the phone. You know, in this day and age, with texting and email, you can't necessarily use your gut instinct as much If you're not having that conversation and you can people will give up a lot of information if you just ask the question. Sure, they're not necessarily supposed to, but they will give you that information because again. They're super motivated to sell that house because they're wanting the commission there wanting to get that sold. So they will sometimes give you nuggets of info that you can use against them in that negotiation process.

spk_1:   22:36
Do they teach that in real estate school?

spk_0:   22:37
No, no real state school teaches. You had to take a test. They teach you nothing about actually practicing real estate. They leave it up to the brokerages and the team leaders to actually teach people how to practice real estate. And I think that's one of the biggest deficiencies.

spk_1:   22:53
How did you get in a real state?

spk_0:   22:55
Um, so I was in. I was in banking for a really long time, and, you know, that's I paid for school through banking. I worked at Wells Fargo. They did tuition reimbursement, and I bounced around. I got into management and realized that it wasn't necessarily the company that I didn't like. It was. It was the industry. And so I got out of banking and I started bartending to try and figure out what I wanted to be when I grew up and a friend of mine, his family had a real estate company and he just called me as I came. And I know you're looking for something to do. Looking for a career path. Have you ever considered real estate as a career path? And I was like, You know, I have My grandfather was a realtor for Century 21 I remember as a kid going on, checking on his listings and being involved in that at a super early age. And so he kind of turned me on and introduced me to his family's team. And so I got my real estate license and joined joined their team as, ah, listening manager in 2007 when the real estate market was crashing all around us. So you know, in my opinion, it was actually the best time to get a license and become an agent because so many people were getting out of it. Yeah, and I figured if I can figure out a way to survive this and make a go and make a living when it's the worst recession in the worst housing market since the Great Depression, that Aiken survive anything and so you know, working for that team and kind of learning the initial ropes. Ah, really gave me, um I became a veteran very fast in the real estate market. I shifted as a listing manager and started managing bank owned properties. Okay. And so people would go to foreclosure, the bank would take the home back, and the bank would need somebody local to list and sell that property and evaluated. And that's why I say today that you give me 10 minutes in the Internet and I could evaluate the about. I can establish the value of a property anywhere in the Phoenix area because I was doing hundreds of those for these banks constantly every day. It was constantly evaluating homes, evaluating the market, telling them what I think they should price it at finding calms, basically doing unofficial appraisals for them day in and day out and, you know, selling hundreds of homes. Just try and make a living. And it was definitely not glamorous. The Yeah, yeah, the houses were very cheap. During that time. I remember the cheapest home I sold was ah, a two bedroom, one bath condo for 10 grand.

spk_1:   25:30
Oh, my gosh.

spk_0:   25:30
So you can imagine the commission you get on that is super super low. And especially when you have to pay a team your team leader split, it's even less. And so it took quite a few properties. Thio be ableto support yourself, but, um, I wouldn't trade it for anything. Yeah, because it just gave me so much experience in such a short period of time.

spk_1:   25:50
Yeah, it's like trial by fire. In a way. Absolutely. It absolutely was. Yeah, that's that's great. Where? What about? Okay, so So that was more of the traditional model. Yes. And you now started myriad. And what prompted was the inspiration for for doing a little bit different because I have not heard of your model.

spk_0:   26:10
Yeah, it So when I started when we started, Mary and I had a business partner and, you know, we only knew the same model that everybody else did, and we started growing it that same way, right? And it just became very became very frustrating because we had the same same problems that everybody else has is it's it's there's a lack of profitability in that model because you're paying a lot of money to bring in leads to support these people, and you oftentimes end up having to also handle your own buyers and sellers just to make it all kind of work and my business partner at the time. And I we ended up going our separate ways. He and I are still the best of friends, and he does a lot of our digital marketing. Ah, today, Um, but at that time it was like I was like, Okay, well, he's going off on doing his own thing. What kind of business do I want? And I really sat down and I sat down with my business coach and she and I kind of hammered it out. We're like, what? What does this look like for you? So that you're happy so that you're successful and we kind of just invented this process and invented this team model. You know, we borrowed pieces from other successful teams around the nation and really kind of evolved it into what it is today.

spk_1:   27:32
Yeah, yeah, that's great. I mean, I love when people do things a little bit differently and they get, you know, good results It again. It does really parallel a lotto. Something's in law. There are other law firms that it's kind of that same contract jewel basis where they'll be a law firm that brings the leads in, and then they sign amount to the attorneys and the attorneys do everything, and we've done the same thing here. We kind of have a model very similar to yours, where everyone, It's a team approach. We've got legal assistance and everybody's very good at their assigned duties. And it works out well for us also.

spk_0:   28:03
Yeah, and I I just echo back to I think it's your mom. My model is better for the clients. At the end of the day, they you end up hiring people in bringing individuals on that care about the business, care about the culture, care about the consumer in the clients and put their needs ahead of their own. And, you know, it all comes down to hiring the right people. Of course, um, and I early on stumbled through that, as most people do with bad hires, and that's when I learned, you know, I really can't hire anyone within the real estate industry because they've all been brainwashed to think a certain way, and most people get their real estate licence because they think I'm gonna make hundreds of thousands of dollars selling and houses, and I'm going to be this HD TV star and it's that's just not the case. And, you know, I don't think I'll ever go back to that model. I don't have those stressors that other team leads have. You know, of course, I still I have things that we have to work through in those types of issues. But the team that I've been ableto surround myself with, these guys are just fantastic. And they care, really. They care so much about one another and about the business and about me and about our clients that I just can't see myself ever going back

spk_1:   29:23
right. Well, it's a little more fulfilling for everybody involved when you can. You can build that team and, you know, you mentioned the word culture a couple times, which is very important to any business. That a lot. I think it's overlooked a lot when we were starting ours, you know, we it was it was huge, probably in a cultural problem, because we didn't do a good job of Lee as leaders of of telling that to the rest of our team. But When you get that right, everybody performs at a higher level. It's like every everything gets lifted up and the client experience is just that much better. So it sounds like your your model really incorporates that. Where where is the traditional model? Doesn't everybody's kind of on their

spk_0:   29:58
own? Yeah, absolutely, you know. And one of the things again I pride myself on is that our business this year is the majority of its been referrals past clients. And for us, it's not a transactional business. Yes, we're doing a transaction, but it's building a relationship with these individuals so that we're we're more than just their realtor. Where their friend, we stay in touch with them over the course of years when they have their home. Um, you know, we're checking in on them every single year on their home anniversary. We're sending them goodies on their birthday. We send there. If they have Children, we send their kids stuff. Um, it's it's it's more than just transaction. Like I re I genuinely like the individuals that we end up helping, and most of them become my friend because I'm staying in touch with them, you know, being involved in what's happening in their day to day lives. So it's not just helping them buy that property or

spk_1:   30:56
self flipping houses. Yeah, there have been lifelong relationships. Yeah, and and that's I mean, that's really what it comes, comes down to. People want Towe have that connection. They know that they've got a relationship with you. You're dealing with one of the most important assets that they'll ever have in their entire life. And so for them to be able to place their trust in you and your team, knowing that you've got individuals who are being delegated to do something and do it very, very well gives them that sense of confidence. And they can rest assured that's gonna get done, right?

spk_0:   31:23
Yeah, absolutely. And, you know, I wanna stress also that our team doesn't hand people around, so everybody's aware of what's happening within the transactions. If you call the office and you sit and let's just say one of my team members dominant, answers the phone, he knows what's happening in that transaction so he can answer your question even though you're may be working primarily with me or with our buyer specialists. If our buyers. Specialist is out of town. I step in and show home, so we have each other's back. We cross train were in constant communication with one another. Where your other model, that doesn't happen. Yeah, if somebody goes out of town, they're usually working on vacation or they have to pay someone within their so called team to cover their business. That's not a team to me that, you know, there's That's just terrible that you'd have to pay someone that's supposed to be your coworker, your friend to cover it so that you can go enjoy downtime. And this last year I took my honeymoon, and I was I was gone during the busiest time that we've ever had. Of course, this spring, right and my team did amazing. Our clients were well taken care of, and I brought my computer with me and my team literally called me when I'm in Japan and said, Stop e mailing, you're messing things up like stop it, enjoy your honeymoon. That was the first time ever that I've been in real estate, that that's happened, and I felt I was like, Yes, I will close my laptop checked out and I enjoyed my honeymoon and they took care of everything. And I got back and I didn't have this mountain of work. They were in my email. They were catering to our clients and to care of everything. And I don't think that other model allows for that.

spk_1:   33:08
Right? It sounds like you have a great team. I mean, for them to tell you to get off your computers, Normally it's the other way around. They were

spk_0:   33:14
actually mad at me. They're like, you're messing stuff up. We don't know what, like we don't know what you're handling. We don't know when to step.

spk_1:   33:20
Just stop. That's great. That's where you want to be in a business. Really? Where You're kind of the bottleneck. You got things. So procedure. I's procedural eyes, and you've got a great team and a great culture, and they could just run with it. And you, you poking around in there is just interfering with the process that works.

spk_0:   33:36
Yeah. Yeah. When I'm the biggest obstacle to our success. Yeah, it's really okay.

spk_1:   33:41
Yeah, I guess you guys got it and I will step away. That's great. And so, your team, you also volunteered You know, I know you've got your on the board at Casa Academy. Could help. Can you tell us about that?

spk_0:   33:52
Yes. So cost academy is a charter school, and I know charter schools get kind of a bad rap, but they're in nonprofit charter school, so they're not off. They don't charge any of the students for their education. And right now they're catering kindergarteners through third grade. And their demographic are, ah, young kids who are typically living below the poverty line and who are severely behind in their education due to the circumstances that they were born into. And so a lot of times these kids might not be able to read English might not be their primary language. So you have a lot of minority students, a lot of refugee students, and there are riel. It's a real burden on the public school system, and these kids just fall further and further behind. You know, there's a lot of programs in high school to try and get people caught up right, But it's so hard once they're that far along. So this school really focuses on getting these young kids caught up to the grade level that they should be at. And you know, the state of Arizona only pays for kindergartners to go to school for half a day and half a day's just not long enough with how far behind these kids are. So the school is burdened with making up the cost for that second half of the day. And that's where the donations and the charity comes in so that those kids can continue to learn and folk they primarily focused just on math and reading. Um, oftentimes, the food that the kid eats at school is the only meal that they get to eat that day. And so there they become a real staple within the community that they're in. And they're focuses on building, building those kids up, building their self esteem, letting them know that if they they work hard. And they learned these foundational skills that they, too, can go to college. And they've had actually, some of the kids graduate from Casa and end up getting a full ride scholarships to Phoenix Country Day, which is a very wealthy, ritzy private school. And so what they're doing, I think, is truly amazing and really making an impactful difference in these communities.

spk_1:   36:03
Yeah, that's that's tremendous work. How did you get connected with Casa? Actually,

spk_0:   36:07
through a past client. She was She was on the board and, um was very active, and she knew that I had a pretty in depth network of people. And, uh, so she just reached out to me and uh huh. I know nothing about primary education. Yeah, I know even less about kids. Yeah, And I was like, Are you sure? And she's like, That's the school is supposed to know about education and kids. What the school needs is, you know, somebody who knows how to run a business, somebody who has connections within the community to help raise money, right? They need guidance in those areas. So you're not going to be giving them advice on how to educate and take care of kids. You're gonna be giving them advice on how to run a business advantage employees and connecting them to other people within the community. And so I went there and just seeing the kids and the impact that they're making on them, you know, it just it touch my heart. And I signed on immediately, and I think I've been on the board invite. I'm vice chairman of the board right now, and I think I've been with them almost six years.

spk_1:   37:16
Well, yeah, and I understand that. A percentage. Yes, it can tell us about that.

spk_0:   37:20
Yeah, s o for every referral we receive, uh, we donate 5% of the commission that we get to that school is awesome. Yes, and it's the first year that we've done it. And so this year, we're on track to donate over $10,000 to the school, and our goal was 10 grand. And I think we're gonna well exceed that. And it's been really fantastic. The school, the kids, they're super appreciative because that it's not a ton of money, but it is to them. And and it goes a really long way.

spk_1:   37:51
I'm sure you could see the direct, tangible benefit of that. That's a That's a lot of money. You don't have to do that. That's a very generous thing. That's great.

spk_0:   37:58
Yeah, we love to. I grew up in Phoenix. I love Phoenix, and I love to give back to the community. That was so good to me.

spk_1:   38:05
Yeah. Where'd you go to high school. Corona Corona?

spk_0:   38:08
Yeah. Playing sports. Ah, I played freshman football and basketball and then realized that a middle class white kid who's not good at sports and I don't like getting yelled at and two a days in the summer here was no fun. Yeah, so I stopped.

spk_1:   38:23
I had much the same experience with football, and I can relate to that. Yeah, well, you do some other, you know, interesting things. I know you have your own podcast. It's good. The Danny Brown talks Phoenix podcast. You started the ah looks like a year and 1/2 ago. You don't

spk_0:   38:37
have nearly as many episodes as you do that?

spk_1:   38:38
Well, yeah, well, I'm kind of sick. So, you know, we just We just set them all up. We just crank them out. But you're also talking to people. Is it? Is it real estate focused Or tell us a little more about that podcast.

spk_0:   38:49
So it's really it's called Danny Brown talks Phoenix, and the reason that it's called that is because I'm much like you bringing in individuals who have expertise in different, different areas, and it's to really expose my audience, my network to other cool individuals doing cool stuff like our community better. And so, yes, sometimes there is a real estate. Ah, side to it. Um, but, you know, we've had other entrepreneurs on there that, you know, I don't know, For example, who make cookies, estate planners, a knacks ident attorney. Um, recently, we developed a relationship with the Greater Phoenix Economic Council. So we had a really fantastic podcast with them where we talked about the growth of Phoenix and how the economy is evolving. And so it's really just it's Phoenix focused. And, you know, the people that I like to have on there, just anybody doing great stuff? Yeah. Phoenix much like you.

spk_1:   39:49
Exactly what we're doing here. Yeah. You know, Phoenix is an exciting place. I mean, people were talking about this before we hopped on, but people people are moving here in droves. Yes, you know, I mean, Phoenix is growing like crazy and

spk_0:   40:00
210 people a day.

spk_1:   40:01
Yeah. Yeah. And, you know, apartments are going up all over the place, high rises all over the place. So I imagine you're very, very busy with that type of influx. Yeah.

spk_0:   40:10
I mean, my favorite thing to do with real estate is when we do have somebody come into town that doesn't know a lot about Phoenixes, brag about our city and talk about all the awesome stuff that's that's happening. And it didn't used to be like that. You know, you obviously grew up here and, you know, when I was a kid, you never went downtown unless it was for a son's game. And when it was over, you got the hell out right and and there was no sense of culture. There was no restaurant scene. It was great if you went Toe Chili's or an Applebee's. Exactly. Now we've got this booming food scene, and there's actually cool stuff to do downtown and all. The city's Phoenix is so awesome in that it's made up of all these little other cities, and there's so much cool stuff happening within a five mile radius of where you live, right? They all have their own little downtown's, you know, whoever's running the town of Gilbert is so smart with downtown Gilbert and all the restaurants that they've got down there. Chandler's developing their own downtown. Mesa used to be terrible, and now you know the light rails finished going through there and they've got this amazing art center. So Puree is growing like crazy Glendale like they're all growing their little hubs. And, you know, we've got all these suburbs, but within five miles in any direction, you should be able to find really cool stuff to Dio,

spk_1:   41:30
right? Yeah, And the people And the company's been massive companies air coming in Arizona. It's just it's exploding all over the place. So the podcast is a great forum toe. Have these conversations with the people who were doing these?

spk_0:   41:42
Yes, absolutely exposed people toe cool people doing cool stuff.

spk_1:   41:46
Yeah, and the 20 twenties, right around the corner. And I know you've got a new project that's coming out 2020. Can you tell us a little about that? Yes.

spk_0:   41:55
So, you know, I realize that our real estate model is so different, and I was getting lots of phone calls from other agents, like Tell me about your model and wanting to take me out to coffee and then two hours later, after answering all the questions, it's two hours have gone by, and I haven't been working on my business at all. So I realized that there's there's definitely something there. And so I thought I could take what we've built and turn that into kind of a training module for other agents around the country who want to build something different, build something that's sustainable and build something that centered around clients. And, you know, I think most people who end up getting into real estate or having a real estate license are not entrepreneurs, right? They don't know the first thing about running a business. They don't know how to create a policies and procedures manual. You know, you start bringing on these employees like job descriptions. What interview questions do I ask? Like there's just so many things that go into running a small business and we've done the research we've pulled all this material, created all of these things. And so our plan is to take that package it and sell it basically, yeah, you know, for for a low cost. Ah, we haven't figured out pricing it or any of that kind of stuff were still in the developmental phase. But our plan is to just give it out. And, you know, here's here's our business plan. Here's our what? Call sheets. We use these air. The interview questions that we ask. This is our policies and procedures manual. This is our vacation policy. What happens if you have an employee who goes on maternity or paternity leave like, what is all of that look like? It's really hard to kind of do that on your own. And I don't think most people who have get their real estate licence and want to try and make it a business know where to turn to to get that information. So we want to put it all together in one. Easy to find a location,

spk_1:   43:51
right? It is difficult. Building a business from scratch is, is, is not an easy task, which is why most people don't do it all right. They do it, they fail at it because they're they're not. I think one of the main hang ups for entrepreneurs are people who want to dabble in that space is that they don't have good resource is to rely on or they don't even think to go, ask or learn about stuff. It's kind of that that'll axiom. You don't know what you don't know, right? Right and you. You just You have no idea what else is out there. And so for you to say, Look, you don't need to reinvent the wheel. We've already done that. We've got You know, we've got all of this stuff ready to go. I think you know, I think it's very attractive to a lot of people to just, you know, hop on, pay the fee. And And there you go. You got kind of, ah, on agency in a box type of type of format. Yes. Which is brilliant.

spk_0:   44:39
Yeah, exactly. It's exactly what it's gonna be. It's a different way to run a business that's gonna make you more profitable. It's gonna allow you to work less hours, which I know is what Something that we're all interested in. And, you know, that's really it. I mean, being profitable and working less is what it comes down to.

spk_1:   44:55
So you do a lot. You're running a company. You're one of the top realtors in this state. You you do all this volunteer work, you're on the board, you have a podcast. You're starting launching a new project in 2020. How do you balance all that? It sounds like you just got married. So you know, you've got that going. Congratulations. Thank you. How do you manage your energy? How do you manage your time? How do you stay grounded and stay saying I

spk_0:   45:22
have a lot of people around me that Ah, will they keep me in check? You know, I think that you take on the traits of the five people that you hang out with the most. Um and I don't necessarily think that that's you don't have to hang out with them one on one so you can surround yourself with really impactful Hi productive individuals through podcasts, South through books. And there's tons of material out there. So I am a podcast junkie. Yeah. I love listening to podcasts. I spent a lot of time in my car, and so I'm usually never listening to music, always listening to podcasts, trying to further my education. Um, and my energy really comes from making sure I get enough sleep and from working out and eating, right. And I also believe in coaches. So I think right now I'm currently working with four. Yeah, I've got a nutrition coach who tweaks my diet Every one thing I figured out about diet is everybody's body is so unique and different than one person's. You know what they eat. It is gonna It's gonna change your body makeup versus what somebody else's eat. And so it's really got to be tailored specifically to you. And so I work with the nutrition coach. I've got a coach at the gym who I work with in terms of, you know, making sure the exercises that I'm doing. I'm doing them correctly that I'm not gonna injure myself. Um, I've got a business coach and then we have a team coach because I want my team toe, thrive and also have high energy and be taken care of as well. So you know, it's it's kind of a combination of all those things, and I wouldn't be where I'm at if it wasn't for the team and the people that I surround myself with, and they're the ones that really keep me humble, too, because when I mess up, they rip on me. They make fun of me, they let you know it, and that really keeps you kind of kind of grounded.

spk_1:   47:14
Yeah, that's used. I think that's great. It's a great weight of toe approach. How you do life in general. And I think a lot of people overlook that. You know, people get riel bogged down on the day to day monotony that they don't ever go out adventure and say, Hey, maybe maybe somebody can show me how to do this stuff a little bit better. It saves so much time. It's saying, I say all the time that personal development proceeds professional development. And if you take good care of yourself, you eat well. You exercise, you have somebody who keeps you in check. You've got multiple coaches. It's a huge part of our success. Is is we lean on that. You know, there's people who have already traveled further down the road and they can tell you how to do it.

spk_0:   47:52
Absolutely. You mentioned earlier not reinventing the wheel.

spk_1:   47:55

spk_0:   47:55
I'm all about that. If somebody is where I want to be, I'm gonna copy what they did, you know? Or I'm gonna pull pieces from several individuals that are where I want to be, and I'm gonna implement them. And if I'm bad at implementing them, I'm gonna hire people who are gonna force me to do what I need to do. Keep me on task and keep me focused,

spk_1:   48:14
right? Yeah, It's good stuff. I love it. Well, where can people connect with you? So if they listen to the show and they said, Yeah, you know, I like I like the style. I like the idea of that model. If I want to get involved with Casa, make a donation. If I want to listen to the podcast working, they connect with you

spk_0:   48:28
so they can find everything that they want to know about us and my team and our model at myriad easy dot com. Ah, the podcast is called Danny Brown talks Phoenix. And you can get that on apple podcast Google Spotify, all those different places. We've got a big instagram both my personal and our business following, which is fantastic and a testament to my marketing person. Um and ah, yes. So I would say myriad ese dot com. We have links to cost academy. I think they're cost academy dot or ge, if I remember correctly. Um, but you are websites. Probably the best avenue to go to find anything out about us or what We're doing?

spk_1:   49:06
And then if there's other Realtors, we're listening and they're interested in that. That new module is that also gonna be available? Um, Abigail Is that website life? It's TV. It's

spk_0:   49:17
TBD that's to be announced. They can still reach out to us. I d'oh, you know, for a small fee, I'll do some individual coaching and and and meet with them and spend some time with them over coffee and kind of give them an outline of where we're at. Its it is way more in depth than what I initially thought it would be to kind of put this together because there is so much. And so that's why I think by the end of 2020 will have it put together. But if there are individuals that are interested in that in the short term they can go to our website Miria daisy dot com. Reach out to me. You know, we can set up a coffee for for small fee and they can spend an hour with me. If they're not in the state, then we can do remote stuff as well.

spk_1:   49:57
Awesome. It was great speaking with you, Daniel. I'm super excited to see how that turns out because I think what you're doing is great, thank you. And I look forward to following you along on the journey and we'll have to have you back. Yes,

spk_0:   50:07
any time. And thank you so much for having me on. This was a lot of fun.

spk_1:   50:10
Thanks, Daniel. Thanks. The Ruler Nation podcast is brought to you by the R and R Law Group, Arizona's premiere Criminal Defense and personal Injury law firm. Available at www dot our our law ese dot com or give us a call for 80400135