How Builders Can Own Their Brokerage and Keep More Commission

We help qualifying builders launch their own brokerage so they can retain more commission on every home sale.

It gives builders more control, strengthens their brand, and increases profitability.

Builders with consistent home sales who want more control over their business and growth.

A qualifying broker manages licensing and compliance so you can focus on building homes.

Yes. We guide you through registration, licensing, and ongoing compliance.

Yes. It improves communication and gives everyone more confidence before construction starts.

Jesse Sampley (00:01.033)

Jennifer, Adam, thank you guys so much for being on the show. Why you tell us a little bit about the company and how it got started.

Jennifer Johnson (00:10.872)

Thank you so much for having us, Jessie.

Adam Field (00:13.07)

Thanks Jesse.

Jesse Sampley (00:14.164)

Of course.

Jennifer Johnson (00:15.553)

I'll let you take it away.

Adam Field (00:17.55)

Sure. So we are a behind the scenes broker. So we're based here in Florida. I'm in St. Pete. Our offices are out of Orlando. And so what we do is we are a qualifying broker and we work with both agents and builders to help form brokerages. And so as our name suggests, we do all of the behind the scenes stuff as the broker so that you can run your business exactly as is and be able to do

the deals through a brokerage that you own and control that you're 100 % owner of. And we basically get hired to your brokerage for a flat rate. And so what that allows you to do is you can first from a builder perspective is you're building your homes and instead of a lot of people are working with outside agents and having them sell it and paying those commissions and fees and the compensation. In this case, you would be able to sell.

directly through a brokerage that it's your brand. You're completely in control of the flow and with the money is getting deposited into an account that you own. So a lot of times that means keeping 100 % of the commission, it keeps in control of the overall process. But then most importantly for our clients, we hear a lot is this is my brand, right? And so Jen is our broker and I handle the business side. So we do everything from

helping you set up the company to qualifying that into a brokerage with all the licensing. And if you do have a license, you can move your license underneath your own company. If you don't, you know, we have other options and Jen is the broker in that case. You know, yeah, so that's, that's kind of it in a nutshell.

Jesse Sampley (02:00.767)

I would, it's really fascinating. is this a new business model that you guys came up with or is this being done elsewhere too?

Adam Field (02:09.496)

Fairly new, would say. Yeah, it's fairly new, but I would say it's been going on for a while. Most brokers can be a qualifying broker, but there's very few people that do it full-time and specialize just in qualifying brokers. So that's our focus is we specialize as a qualifying broker. So we're here 24-7 from the compliance side. If there's ever issues, you have direct access rather than...

Jennifer Johnson (02:09.631)

It is.

Adam Field (02:36.302)

hiring a broker, is why a lot of people have come to us in the first place. We had one of our clients, he had a broker in-house and so he did a similar thing. He's like, I'm going to set up my own brokerage to go do my own deals. And he was paying that broker 180K a year. And so we were able to replace that with, by hiring us as a qualifying broker.

Jesse Sampley (02:39.734)

Yeah.

Jesse Sampley (02:52.112)

my goodness.

Jesse Sampley (02:58.911)

And we can get into the fees and that kind of stuff later, it's from what even what you guys put out on the website. mean, this is a very affordable option. And it makes sense because, a lot of the builders that I've talked with and some of our own clients, you know, they will have members of their own family. A lot of times like these are, this is a family run business. So you'll have a son or a daughter that will go and get their Realtors license and

Adam Field (03:19.438)

Mm-hmm.

Jesse Sampley (03:23.967)

You know, again, it's like, what a perfect fit to say, you know, not just on a branding side, but also on a sales process side to be able to get that person so early, an interested person to say, man, I'm looking to get a house built or I'm having to move to this area. I'm not sure if I'm going to buy a used home or a new home just to be able to have that conversation and have like complete control of, Hey, this is a lead that, you know, may not happen. You know, nothing may happen for the next nine, 10 months. This may be.

be something that someone needs immediate, but you're able to introduce them to your brand and your company from the very beginning. And you're not tethered to what a lot of builders are now is they're tethered to just the local agents. So much power by having that all working for you from what I see, so many different angles.

Jennifer Johnson (04:22.051)

Absolutely.

Jesse Sampley (04:23.648)

Yeah.

Adam Field (04:24.29)

Yeah. And I would add to that too, one of the things that some of our builders have realized is once you have the brokerage set up, you're able to bring agents underneath as well. And so sometimes we have groups that they have teams of agents, you know, with have, you know, five, six, seven, 10 agents underneath and then they do a commission split. And so now instead of paying the commission to an agent that that part of that is going to another brokerage, that commission splits coming back to a brokerage that you own. Right. And so.

When you're looking at the overall deal, when we go to sell it, it's, you know, the, that type of money flow, it's, not just the amount that we're saving on the commission, but it's like, how can that money be reallocated in this deal? Can we do different things on the deal of, you know, using that towards negotiation? Cause we have a little more breathing room than if we were just using an outside agent. And also how do we control this, the overall flow better that's working for us as a builder rather than, all right, I have this, I have this house built.

I'm just going to hand it over the fence and hopefully get this thing sold.

Jesse Sampley (05:25.191)

Yeah. Yeah. What's the on a complexity side? You know, all of this sounds amazing. You know, walk us through a little bit of the the details of OK, what does it look like in reality? You know, we're you know, we set this up assuming that we already have a son or a daughter or someone on our team that's already a realtor.

Jennifer Johnson (05:47.843)

So that case, you know, it would be very similar to kind of how it runs with a normal agent. But like Adam said, you, the builder get to decide, you know, are you splitting the commission 50-50 or, taking that money back into the brokerage. But it would work very much like a traditional, the same traditional way it would. It's just, again, you're keeping more of the money potentially.

Jesse Sampley (05:48.225)

And that's it for this video.

Jesse Sampley (06:11.969)

Man, it's so good. Tell me a little bit about how this came about. know, because this is obviously, you know, I see an opportunity in the market and I'm going to solve it, which is like every great entrepreneurial story, right?

Jennifer Johnson (06:15.971)

You

Jennifer Johnson (06:25.197)

Sure. So I can tell this part of the story. So I'm a realtor. I've been licensed for a long time. at one point I realized, I was giving my brokers six figures year over year. And I realized I've spoken to them once in the past 12 months. And I I do believe every different kind of brokerage model makes sense. And for different parts of a career, it really makes sense. But...

very randomly, I found out about this model, which is not available in every state. There's about 12 states that allow for this model. And since we have ties in Florida, because I'm originally, I split my time between Florida and Colorado. But when we found out, I got licensed in Florida and we started building this business, I guess another funny piece of the story is I found out about

Jesse Sampley (07:07.55)

Okay.

Jennifer Johnson (07:17.505)

this and Adam and I had no intention of starting a business together necessarily. And I called him up and I said, Adam, I found our next business and the next day we started it. yeah, so it's about three and a half years ago now. Yeah, so.

Jesse Sampley (07:26.817)

Amazing.

Jesse Sampley (07:34.561)

So you're licensed, you're only licensed to do this in Colorado and Florida currently.

Jennifer Johnson (07:40.269)

So just in Florida, Colorado doesn't allow for the qualifying broker model. Yep.

Jesse Sampley (07:44.137)

Okay, but there's 12 others on an expansion side for you guys. You've got 11 more states to go after.

Jennifer Johnson (07:51.467)

Yes, we could.

Jesse Sampley (07:53.058)

A lot of deals in Florida. mean, Florida's a, everybody moved to Florida. I've wanted to move to Florida since I was five years old and I was finally blessed to be able to move down here three years ago. And I love it. I love it down here. Yeah. Well, on a building side, you know, it just kind of going back to the opportunity side. And I don't know if people can really, you know,

Jennifer Johnson (07:55.255)

Yeah. Yeah.

Adam Field (07:55.438)

lot of deals.

Jennifer Johnson (08:03.554)

Amazing. Sweet. Yeah.

Adam Field (08:03.894)

Nice. Yeah.

Yeah.

Jesse Sampley (08:21.025)

which I really invite people to go to your website and check out more info. But you know, it is such a strong, I mean, it's almost a business inside of a business and you can almost, it can grow it to however large you want. But just on an integrity side, you know, some of the challenge is always if you can't control everything, then there's always opportunities for improvement. And there's also, you know, there's just issues that can come up along the way too.

So having something like this to where you're able to really take a customer from the very, very beginning and then see them, you know, not even just for that customer, but that customer's kids to be able to facilitate, you know, this, this customer journey for literally generations is really incredible because there is a friend of mine. She is, so she has a broker. She's, she's just a realtor, but.

So she is, she is paying the split and, you know, she is helping her dad started the construction company 50 years ago and she is building and buying, selling homes for their kids. And she said even grandkids. So it's literally, you know, for long-term thinking, like this is a, you're able to help not just, this isn't a one-time sale, but you know, this is able to, you know, help a family for, for generations.

It's just incredible. And you're able to keep everything in house.

Adam Field (09:55.214)

Yeah, absolutely. And going back to what you were saying about why it works in Florida and these other states is, and that's an important piece of it. And part of that is because in a lot of other states like Colorado, for example, for you to own a brokerage, you have to be a broker. And to become a broker, you have to have a certain amount of experience to go through all the training and things like that. And we are still a really big advocate of

getting the experience, going through the training, things like that, and knowing those things. Where a lot of people come to us is when, like Jen was saying, I've gotten enough experience, I've been doing this long enough where I could become a broker, but I don't necessarily want to become a broker. And there's a lot of people that find themselves in that position if you're an agent. And then if you're a builder, it's, I don't ever really intend to become an agent.

I just don't want to be paying these commissions or I want a little more control over the brand, the process or the flow. And so why this works so well in Florida is that in Florida, you don't have to be the broker to own the brokerage. You can own a brokerage and hire a broker. And so that's where the difference of qualifying broker and like a full-time broker is different. So as a qualifying broker, you're basically hiring us as a manager. It's more of like an independent contractor type scenario.

But it's a company that you own and control. And so like you're talking about the generational impact. It's, you you're setting up a brokerage or setting up an entity. We're qualifying that into a brokerage. And now it's like, you could do any deals that you want to there. That is, that's a legit brokerage. And then our goal is, is to make sure you have the compliance, all the protection that you need and the support that you need of a full-time broker to make sure that all those deals are being done correctly. That we're still being compliant.

So, if you're an agent and you're brand new, we usually tell people, we still are a very big component of, work under another brokerage, go learn the ropes. This is not for I'm learning real estate. I have the experience, have the deals under my belt, I've been doing this long enough where, yeah, I've only met with my broker once this year and it was for an issue that I could have resolved. we joke that it's like agents are used to the...

Jennifer Johnson (11:57.568)

Yeah.

Adam Field (12:14.382)

happy hours and the dinners and taking people out. And the brokers are dealing with the nine to five compliance and the phone calls. And so a lot of people don't want to make that transition, but they do want to own the brokerage. And this is where that model comes in. Or it's like, can help you set up a brokerage. We can come in and be doing the compliance side of things for you. And then letting you go do your building, what you're good at, and then get that property sold and being in control of the process and brand.

Jesse Sampley (12:39.809)

What does it take to create this? Or like office space? What are some of the different criteria that someone would need?

Jennifer Johnson (12:47.874)

It's honestly pretty simple. You need your name. You do need an office location, but that can be a virtual office as long as it has signage, the signage requirements. We really, we handle everything on our side. So we actually set up the LLC or corp for the fee for our clients. once that's all set up correctly, then I go to the department of business and professional regulation, submit some applications that actually then turn that LLC or corp into an actual brokerage.

Once that's done, you know, then it's up and running. Like Adam said, we of course ensure that we're doing all the things to keep it compliant, but also active. And again, then you can start moving agents under the brokerage. We also have a new model now where the builders can actually run deals through my license. That's not something we weren't doing before, but we've just sort of transition to start doing that as well. So if they don't have an agent, we now have an option for them.

Jesse Sampley (13:36.788)

Okay.

Jennifer Johnson (13:47.052)

to be able to use my license.

Jesse Sampley (13:47.274)

Okay. Yeah, that's a really important part and, and, you know, piece to it. So if you don't have, an agent on your team, then still your, your, you pay you the commission, but you're not, walk me through that a little bit on, the, on the commission side, if they run deals straight through you.

Jennifer Johnson (14:11.777)

Do you want me to go Adam? Well, to be honest with you, we're still working on that. It's a pretty new thing, a new concept that we weren't doing before, but we realized specifically with builders and developers, it is such a different process that, you know, we're much more open to using my license to do it. So we're looking at either a flat fee model for that or a commission split. we're, we're all, you know, it's real estate. Everything's a negotiation. So it's life. That's very true. That's very true.

Adam Field (14:12.152)

You're welcome.

Jesse Sampley (14:37.469)

It's life. Everything's in a good people.

Jennifer Johnson (14:41.589)

So, you know, we're happy to talk to any builders or developers and kind of work with them for what works for their company.

Jesse Sampley (14:51.617)

Okay. Let's say they did have, when does it make sense? Is there a certain deal flow that makes sense over another? Are there any things like that of like, man, this is perfect for this type of company? Or if you have so many deals, I'm only selling two spec homes a year or I'm selling, I'm a production builder and I'm selling, trying to sell.

120, you know, where does this kind of model make the most sense from from your experience?

Adam Field (15:24.6)

think a lot of it, the majority of people that are coming to us, I feel like there's more spec homes on that set of things. We have talked to other custom builders. I have a custom builder in my family up in New York, things like that. when you're dealing with more construction loans on that side, it doesn't necessarily make as much sense. But as far as the scale of it, we're always happy to walk through that and look at it. Our flat rate is pretty low.

Typically, if you're doing one to two deals a year, a lot of times that can make sense. If you're doing more than that, it definitely makes sense. Usually the teams that are coming to us, especially if they have four, five, six agents, they're typically doing 10, 15 homes a year minimum. But if it's, I would say anything like two pluses really, when you should start looking at this type of model.

Jesse Sampley (16:15.431)

Okay, and let's talk about pricing a little bit. What's the, is there a starting cost? Is there an ongoing cost? What's the pricing model?

Adam Field (16:25.801)

So for our first month, we charge a $5.99 setup. And so our flat rate is $2.75 a month. And for the first month, we charge $5.99, which basically covers all the costs of the setup of the LLC, doing all the licensing, filing all the applications, things like that with the state and with DVPR and all the different steps. And so that's the first month. And then we just do a flat $2.75 per month. And that's to qualify your business into a brokerage.

And that is month to month. We believe in earning your business. it's not, you know, we do have an agreement, but it's not any like long-term contracts. It's, you know, give us the 30 days and we'll help you transition to another broker or help you unwind the brokerage either way. And if you wanted to add additional agents, we are currently 175 per month. And that's also flat. And so a lot of our...

customers, either charge that to the agent or charge them like a desk fee. But we don't take any additional fees. We don't do any of the percentage splits. We don't have any ownership in your company. You're 100 % owner. If you want to choose to do any commission splits or charge additional desk fees, things like that, that's up to you. It's really your operation.

Jesse Sampley (17:43.145)

Well, that seems pretty crystal clear, pretty straightforward.

Jennifer Johnson (17:48.193)

We hope so.

Adam Field (17:48.693)

We try to be. Right now we're really evaluating the team side because we have a lot of people that are growing. And so we're trying to really accommodate that with not just in the amount of brokerages, but also, okay, it really makes sense to put some other agents underneath, especially if you're the brokerage owner, right? Where it's like, let's say a normal commission split is 80-20. That means of the, let's say you're just on the buy side or sell side, is that 3 % or 2.5 %?

80 would go to the agent, 20 goes to the brokerage. And so just for running it through, even if it's an agent that's doing your deal, you're still getting 20 % of that commission every single time and you can do it however you want. You know, we have clients that are like, hey, I'm bringing you the deal. I'm the builder. So this is 50-50 or I'm keeping 75 and you just go close the deal. Right. And it's like, you're getting handed a deal. And so in that case, it's like you're keeping the majority of commission or

hire them full time, right? And it's like, don't need to be doing a commission split at all. So there's a lot of flexibility. And that's why we try to keep it to a flat rate that makes sense. And even if you look at other competing models or even like an EXP, once you look at all the additional fees and everything that closes, and I have this document storage fee and I have this fee and that fee and this fee, by the end of it, you're paying

Jesse Sampley (18:49.185)

Yeah. Right.

Adam Field (19:14.99)

minimum $400 or $500 a month per person. It really adds up. so our goal is to try to make something that makes sense, that helps you grow as a company. Jen and I are both entrepreneurs. We've both done multiple businesses outside of this. And so when we came into this, was really, we want to help other people start businesses. And so that's what our focus is. That's what our focus has always been. So we're going to continue to try to help you grow as a team.

Jesse Sampley (19:41.983)

Man, how cool. Anna, how long does it take to set something like this up?

Jennifer Johnson (19:48.125)

It sort of depends. It's really dependent on the sunbiz and then the department of business and professional regulation. But I typically quote four to eight weeks for all of that to process.

Adam Field (19:48.322)

Yeah.

Jesse Sampley (19:56.319)

Okay.

Okay. And what do you think are some of the biggest misconceptions? if you guys are, you you've been making pitches for three years, what are some of the resistance that you hear from people that maybe you could help work people through?

Adam Field (20:20.142)

think a lot of it is on the owning the business side. Do I want to own a business? I think that's different with our builders because they already have that business mindset. I think sometimes with agents, it's a little bit more of a pushback of, yeah, I want to own my own brokerage, but I'm not sure if I'm ready to step into that or what are all the different things. And so one of the things that we're always willing to do is, especially at the beginning is, let's have a conversation. What are you trying to do?

Jesse Sampley (20:20.853)

Go get it.

Jennifer Johnson (20:29.288)

Yeah.

Adam Field (20:48.034)

Here are all the different pieces. Here are all the different fees before you get started on anything. And we're always happy to have those conversations. And a lot of times it's a lot more simple than most people think. But I would say, looking at how things are going to set up, and it's really a slow as fast game. A lot of times people are like, I'm thinking about this, I'm thinking about this, and they'll call us up and give me a brokerage tomorrow. And it's like, no, this is a very slow as fast game.

The state of Florida is not always fast. know, the DDPR is not always fast. The association. So it's like there's different things that take time. And so it's just giving yourself some time on that and making sure that you have all the pieces. And so we tried to outline all that stuff on our site, but I would definitely invite any conversations if this is something you're willing, they're looking to think about doing. We're happy to have that conversation and guide you either way.

And I think sometimes people are surprised when we're like, hey, this is really not a good fit for you. Like, don't do it. And they're like, aren't you trying to sell me? we're like, it's better off if we don't. It's honestly better if we don't. So yeah.

Jennifer Johnson (21:50.4)

No. Yeah.

Jesse Sampley (21:59.788)

And this could be anywhere in Florida, any county, any city, anywhere in Florida.

Jennifer Johnson (22:06.081)

That is correct.

Adam Field (22:06.2)

That's correct.

Jesse Sampley (22:07.457)

Amazing. What are some of the things that you do that people would need, let's say, listen to this podcast, they really want to get in touch. What is that next step for those people and what should they have prepared to be able to have a conversation with you guys?

Jennifer Johnson (22:24.4)

I'd say the next step is to get on a call with me or Adam and then we just talk through the questions. typically when I'm on the phone with someone, I go through the actual process. Here's exactly what you're going to need. Here's how long currently it's likely to take. But usually I love answering people's questions because there's all sorts of different questions depending on kind of your business model. We love to learn about.

you know, exactly what they're doing, what they want to do and why they're interested in this. You know, we did start this because I love real estate and I really want to help people build the business that they want under their brand. know, most, yeah, that's really it. And that's really important to me.

Jesse Sampley (23:08.001)

And I think that this is a strong secondary, but the branding aspect of it, you know, because this is just the world that I'm in, you know, every day is such a huge part of it. You know, and everyone's always looking for that edge. And, you know, how can I be a little bit different? This is a pretty big differentiator. You know, this is something that stands out. And, you know, as far as a, you know, on a sales side, on a perception side,

If you really want to, we say, dominate your market, just really have complete control of it. You literally have complete control of it now. And you're able to help as anybody. And you're able to pass those people through so easily. Or else in the past, it would just be, I'm sorry. Get with us when you're ready for X, Y, and Z. Or when you have this prepared here, you're able to just nurture those people. them there. And then really,

be able to help them as they need. It's really, really amazing.

Adam Field (24:11.182)

Absolutely. And I think that there's additional things that a lot of people don't consider that you can't do as a builder, that you can't as a brokerage. Like for example, like doing referrals or if there's an out of state referral and you want to take a referral fee, that has to be brokerage to brokerage. And so things like that that fall under real estate law, now all of a sudden you have a brokerage and you can be taking those referral fees. You can be doing those types of commissions splits, things like that. And so a lot of times it opens up a different avenues a lot of people don't think about.

And so, know, like Jen mentioned, but like usually on these calls, it's like, hey, what are you doing now? And how was that deal structured or, you know, taking a look at that and how would have this been different if we would have been doing it as a qualifying broker with your own brokerage? What would those fees have been, you know, differently? You know, things like that. And so we're always have to take a look at that as well.

Jesse Sampley (25:05.345)

I'm sorry hang on one second I Someone's phone has connected to my vehicle

Jennifer Johnson (25:14.848)

Okay.

Jesse Sampley (25:16.937)

Okay, I think it's done. So sorry.

Jesse Sampley (25:22.337)

You brought up a really good point on the referral side because a lot of, as you build your brand, especially with the age of social media, there is a lot of it. You can't really control the attention that you get unless you're paying for it and you're geo-targeting certain areas. having that flexibility to be able to, hey, if I generate a referral that's out of state, which happens a whole lot, some of these reels that these different companies will do will go viral and they're like,

man, you know, people asked us, you know, we're in Utah, but someone in Virginia asked like, man, you guys build houses over here or, know, there's just the wrong attention kind of gets generated. And it's like, you know, I'm sorry, you know, the conversation ends there, but having something like this to be able to say, no, like we can, you know, we we've got a path for you too. Again, just kind of comes back to where.

You know, you're in the business of serving people and helping people. And this is just another strong avenue to be able to do that. Well, build your brand too. And I would say that, you know, people who are serious about their business and are really wanting to build something that lasts and that can be passed on to someone else. The integrity side of this is multifaceted and it helps on so many different things. Jennifer, I'd like to talk a little bit on the just the

Adam Field (26:40.47)

Absolutely.

Jesse Sampley (26:46.023)

real estate market, you know, because it's no surprise we're in a bit of a soft market. know, people are having some challenges with, you know, first getting the attention that they need. You know, when we bought our house in 21, you know, we were happy to overpay and beat the other five offers that we're in. And, you know, that is just not the market that we're in any longer. are you seeing on the horizon, you know, just as far as, know, what are

Jennifer Johnson (26:47.679)

Mm-hmm. Mm-hmm.

Jennifer Johnson (26:59.677)

Yep.

Yeah.

Jennifer Johnson (27:08.328)

It is not.

Jesse Sampley (27:14.153)

I feel like we're now in the essentials of like, what do I really need to pay attention to here in Florida specifically?

Jennifer Johnson (27:22.719)

On the horizon, I wish I had a crystal ball. I get this question all the time, of course. But you know, I think it's tough right now. It's tough to be an agent, it's tough to be a builder. A lot of our agents are having a difficult time, but this is, the market's always shifting, right? And so...

Jesse Sampley (27:28.193)

you

Jennifer Johnson (27:48.51)

You know, I think it'll be a little bit longer that we're going to be in this soft market. You know, we need to focus on and look for buyers that are really serious that need to move. You know, so it's interesting, like the out of state, if they have to move for a job, that's, know, I, I, love my clients that are working with buyers right now, because when buyers need to buy, they need to buy, they're going to buy. So, you know, I think that's what I'm kind of coaching people. Let's focus on trying to find those people.

And I think out of state referrals are a great way to do that. it's hard, you know, it's hard for people. But again, I think what's really great about our model is it gives all of our clients a lot more flexibility when it comes to commissions. Okay, do you want to credit back your buyer or seller or something? Well, now you're able to because you're not giving 20 % to your broker or your builders are going to have potentially 3 % more in their pocket. So now they can use that.

Jesse Sampley (28:19.391)

Yeah.

Jesse Sampley (28:38.731)

Yeah.

Jennifer Johnson (28:45.62)

to decrease the home price or to give incentives.

Jesse Sampley (28:49.065)

Yeah, exactly. It's all about, you know, how to being able to have things to work with, you know, you either have a either have the it's either it comes from somewhere and it's either the branding side to say, hey, I'm coming to you for a very specific reason because, know, out of the five different people that I'm choosing, you know, I'm choosing you because of X, Y and Z. There's always that side, but it's always when when things get tighter. And I've seen this with some of my other clients.

you know, really do have to kind of be a bit more picky and choosy on, you know, what, what is our focus going to be on a, on a differentiator side, you know, because depending on how many marketing nets you have out there, depending on how strong your referral network is, you know, depending on what you've, you've built, um, sometimes you just, you know, sometimes it's just easier to say, Hey, I've got the flexibility on, on the money side, you know, like nothing wins better than just saying, Hey, I've

Jennifer Johnson (29:43.155)

Yeah. Yeah.

Adam Field (29:44.949)

Mm-hmm.

Jesse Sampley (29:48.034)

I'm able to either be cheaper in this moment because of where we are. I'm able to give a kickback. able to do different things because I'm in complete control of it.

Jennifer Johnson (29:51.411)

Yep.

Jennifer Johnson (30:00.702)

Right, because it's 100 % your money. So. And I'm never suggesting that I think agents should cut their, commission. I'm not, but again, in this kind of market, having the flexibility to do so can help you win deals.

Jesse Sampley (30:02.857)

right. The only person to disagree with you is yourself.

Adam Field (30:04.579)

Yeah.

Jesse Sampley (30:18.709)

Yeah. Because buyers are being a lot more, you they have a lot more time if they're not having to move for a specific reason. You know, they're just, they're able to analyze deals longer. They're able to sit, you know, there's, there's just a lot that, you know, we weren't really used to in, COVID, which was 110 miles an hour. Now there's just more time and, but

Jennifer Johnson (30:43.859)

Yeah. I like that market. That market was fun.

Jesse Sampley (30:47.505)

Yes. We'll have that market again. I'm sure that, yeah, the trends will always show you that history will repeat itself. Hopefully not along with the pandemic on the ends of that, but history will repeat itself. Well, what else do you guys want people to know about the company or things that we have not covered today?

Adam Field (30:48.078)

Hahaha

Jennifer Johnson (30:53.091)

we will. We will.

Yeah, absolutely. Yeah. Yes.

Adam Field (31:17.526)

Yeah, only other thing I was going to add on the branding side that comes up a lot with our clients is, we mentioned obviously it's running under your brand, right? So if you are a builder that's working with outside agents, when it goes to, you know, for sale, it's not, this house is being sold by John Smith at Keller Williams, right? And I think one thing that people don't fully think about when talking about, this brokerage is under my brand is, you know, in this case, like we were to set up a brokerage for you, maybe, you

Jesse Sampley Realty, right, for whatever you wanted to call it. And then when you go to put that out on the MLS surface, getting sold, it's under that name. And so from a marketing perspective, anytime that you're doing any type of advertising, or any type of showing on the brokerage side, it's also building your building brand as well, right? So it increases that exposure in a pretty big way. And so I think that that's also a pretty important point that comes up a lot.

I don't think a lot of people think about. So go ahead. It's nice to have my own logo on things, but it's like the amount of exposure, both on the sales side and the building side. Especially the out of state stuff that you couldn't do a referral before. Now you can do a referral and it's like, you need something built in Florida come to me to do it. It's just getting that out there.

Jennifer Johnson (32:21.725)

Yep.

Jesse Sampley (32:31.431)

Yeah. And a really good reason too, to network with people out of state too, you know, to say, give you more reasons for that. And the, know, I would say, what would your suggestion be on a branding side? You know, Hey, I already have the company, I'm going to add brokerage to this. You know, would this be a totally different brand that should be created or is this, this is kind of an all in one, you know, if we already have a

a showroom, we're keeping the same Google business profile, we're keeping the same website. This is just a this is our brokerage leg over here. But everything on a on a branding side is still the core as it's always been for 40 years.

Jennifer Johnson (33:18.086)

Yeah, absolutely. think in these situations, you would want to keep it that way. Of course, depending on, we talked to each client and work with them specifically, depending on their needs. But I think, yes, typically we just turn that brand into a brokerage.

Jesse Sampley (33:34.454)

Yeah. And then do you guys do any kind of support, any kind of marketing support or any kind of, you know, softwares or anything like that to just kind of help, you know, build that the brokerage side for, you know, SOPs that the agents may need, anything like that on a support side?

Adam Field (33:58.126)

So the majority of the people that come to us typically have lot of those operations and software in place. And so usually the feedback that we're getting is we want to keep what we're doing and we don't want to change it just because we're switching brokerages, which is a reality for a lot of people. It's like, you have to use this software now or you have to use this document storage, types of things. And saying that if you don't have those things set up, we are happy to recommend different things in different spots or be like, hey, of the...

current 50 brokerages that we're managing. This is what we're seeing these people doing this works. Or, you know, we see different tools work for different size. So if you're just like a one person or just like a single builder with maybe one agent, you're going to want a different workflow than if you have a 20 person team. And so a lot of times it's very contextual. And so, you know, that's, that's one of the things that I do here at behind the scenes is it's, let's take a look at your operation. Let's see what would work for you. If there's software that you want us to evaluate.

We're happy to do that. And then, you know, basically put that in a place that works for you.

Jesse Sampley (34:59.809)

Yeah. And it sounds like, within 90 days, I mean, you can launch your own brokerage.

Jennifer Johnson (35:05.694)

Absolutely. Thank you.

Adam Field (35:06.466)

Yeah, absolutely.

Jesse Sampley (35:07.965)

Amazing. What an amazing company. I'm really looking forward to following you guys and seeing how this takes off. This is something I'll always ask people, but is there anything that you do as soon as you sign a new client, new customer, is there any kind of a ritual or something that you guys do that kind of kick off that relationship?

Adam Field (35:10.867)

Thank you. We're having fun with it.

Jennifer Johnson (35:36.03)

With Adam and I or with the client?

Jesse Sampley (35:38.803)

with the client. Maybe there's a story in there, maybe with you and Adam.

Adam Field (35:40.014)

Yeah.

Yeah, I don't think that we do, but we should.

Jennifer Johnson (35:44.254)

We go to lunch. Lunch is our favorite activity.

Yeah, yeah.

Jesse Sampley (35:54.058)

We do a basket. So every time someone signs up as a new client, we send them a little goodies basket with usually around lunchtime to their office. And it's always seems to be a big hit, but I really love the, kind of setting that moment in space to say, Hey, you know, we really appreciate the business. You know, let's kick this off the right way. And, you know, everyone loves a little snack or something, especially if it shows up by surprise.

Adam Field (35:58.926)

Nice.

Jennifer Johnson (36:15.175)

Mm.

Jennifer Johnson (36:22.588)

Yeah, it's a great idea, yeah.

Adam Field (36:23.02)

I like that. I like that a lot. We're going to do a, we're to build on that.

Jesse Sampley (36:25.205)

Yeah. Are there any, are there any people in the industry that you guys follow companies that you really admire things that just really kind of feed you on a business side of just, man, I really love the way that they're, that they're running their operations over there.

Jennifer Johnson (36:27.134)

You

Adam Field (36:44.526)

I know that there are, but I don't know that I have any popping up off.

Jennifer Johnson (36:44.722)

Great question.

Jesse Sampley (36:49.909)

Podcast or books that you guys listen to regularly

Jennifer Johnson (36:59.294)

I don't know. of all of, yeah. us. Yeah. Yeah.

Jesse Sampley (36:59.657)

I've been listening to the Alex Hermosy's The Game podcast lately. Yeah. Even though feel like those are like, it's a show built for soundbites.

Adam Field (37:01.006)

You

Adam Field (37:05.135)

yeah, I think his stuff is great.

Jennifer Johnson (37:13.468)

Hahaha.

Adam Field (37:13.71)

It definitely is. So they built a lot of their content. But I think that he does have a lot of really good stuff. And if you haven't read his book, Million Dollar Offer, I think that that is a great, great book and a very good way to structure how to get and onboard new clients. Yeah, think that's, know, he's a phenomenal books either series.

Jesse Sampley (37:22.038)

Yeah.

Jesse Sampley (37:30.665)

I just finished it a couple, a couple of weeks ago and it was, he's got a new one too. The, it's not the offer, but the, is it the deal, the million dollar deal or something like that? I think he's got two or three now.

Adam Field (37:36.142)

nice.

Adam Field (37:44.718)

There was million dollar leads, million dollar offer, and I think that there was one new one that's not coming to mind, but yeah.

Jesse Sampley (37:50.117)

Yeah. Well, podcast is what I really find. I drive a lot. so the podcast is really my way to just kind of hear from all different industries, all different parts of the country to just see, how are people running things? Where are their mindsets today? Because it also changes from year to year, depending on the market and what are the offers and how are people responding and the...

You know, the political landscape has to do with it. There's just so much that goes into that, that I usually have a rotating list of, you know, 12 or 15 podcasts I listen to just so I feel like I've got a good grasp of what's going on in the world. You can't choose, you have to choose multiple channels to get, to be well-rounded. Yeah. Well, thank you guys so much. Let's wrap this up with, you know, how can people learn more about you guys?

Jennifer Johnson (38:33.296)

Yes. Yeah.

Adam Field (38:35.637)

Absolutely.

Jesse Sampley (38:45.825)

your social channels, you know, we definitely will put your website in the show notes. But what is the best way for people to learn more about you all?

Jennifer Johnson (38:54.59)

Yeah, absolutely. mean, go to the website is the number one way. You know, I have a video on there that walks you through the process, but we'd love to get on the phone with you. That's sort of always, or a Zoom call. I love to meet people, like we said, talk to you, learn about your business, what you're trying to do, and help, you know, create a roadmap to build that for you.

Jesse Sampley (39:15.327)

Yeah, because it definitely sounds like this is something that's customizable. This isn't just a one shoe fits all, but you guys can help tailor that for each company, depending on their need. Well, amazing. Well, Jennifer, Adam, thank you all so much for being on the show and looking forward to watching the growth.

Adam Field (39:25.902)

Absolutely.

Jennifer Johnson (39:31.688)

Thank you.

Adam Field (39:32.952)

Thank you, Jesse.

Jennifer Johnson (39:35.913)

Thank you.

Adam Field (39:36.312)

Absolutely.

Jesse Sampley (39:38.454)

Alright guys, if you will hold up, I'm gonna stop recording and what it's gonna do is it's going to...