00;00;06;16 - 00;00;34;27

Unknown

Welcome to the Profit First for Real Estate Investing podcast. Every week we bring you top investors and experts sharing how they create clarity, cash flow and consistent profit. This episode is brought to you by simple CFO. Profit first. Profit always. Let's go. I don't know, I mean, I have a lot of a lot of conversations with a lot of teams and I'm shocked at some of them not knowing, like where their last ten deals even came from.

00;00;34;27 - 00;00;52;21

Unknown

And they're doing like 150 million in volume or 50 million in volume. I'm like, man, David, you're doing 50 million in volume, and you're just kind of like shooting at the hip, flying blind. However, you want to know whatever descriptor you want to use. But what if you actually knew what was working? Could you be doing 250 million?

00;00;52;24 - 00;01;12;13

Unknown

And I think it's because, you know, it's hard to market and go on appointments and to leverage other team members. If you don't have systems and processes in play, like you're just kind of running around like a chicken with its head cut off some. Yes, right, 100%. And they don't truly understand the importance that this is not just like an HGTV.

00;01;12;13 - 00;01;32;06

Unknown

Like, oh, Andrew went out and did this and he bought a house for 500 and put a dollar into it and sold it for a million and made a million. Like, it's not that cookie cutter, right? There are costs. There are there are a lot of things that you have to look at. So I think it's that they just become so busy with trying to get that closing.

00;01;32;06 - 00;01;53;16

Unknown

And I fell into the same trap for the first few years running and operating our team, you just become so ensconced and like working in the business that you slowly, painfully at some point or sometimes forget about working on the business. Yeah. Hey, welcome back to the first of all I podcast. We have Andrew Andrew Becker on today.

00;01;53;16 - 00;02;12;13

Unknown

I'm really excited about this one because Andrew is a believer in profit first, as a profit first and is and it has helped him. But also he's just recently come into my world. But through some people that I really trust and that I'm a part of, and Andrew and his companies solve lots of problems in the real estate marketplace.

00;02;12;18 - 00;02;30;08

Unknown

So I'm really excited to get to know Andrew better, but then also tell about what he does. So Andrew, thanks for being on the show. Thanks for having me, David. I'm really excited to be here. And I'm super, thankful that we are able to connect through, Tom and, and, Nashville and Coaching Inc and everything.

00;02;30;08 - 00;02;52;10

Unknown

So, I'm excited to be on, man. Yeah. So Tom crawl is how we connected. So if you're in the real estate world, you probably have heard his name. Or if not, you've probably either been taught by or at least heard on Facebook or something. So someone that was touched by Tom because he's such a huge impact on the real estate investing world, and now he's bringing other people together, and that's how we got connected.

00;02;52;10 - 00;03;09;08

Unknown

But Andrew, I want to know and a lot of people probably want to know, like the background, like how did you even get into the real estate side of things? You got lots of things that you actually help on the real estate side, from CRMs to getting leads in the door to just helping people make sure that they have a good business and getting the revenue in the door.

00;03;09;08 - 00;03;38;00

Unknown

So tell me a little bit about that journey. Yeah, sure. So I started back in real estate in 2013, started, KW Keller Williams Brokerage in Arlington, Virginia. I'm in the DC area. So me and my best friend from middle school started a team, from 2013 to 20. What was it, 24? I was the operations person kind of leading, the tech stack, I guess.

00;03;38;00 - 00;04;00;04

Unknown

And the lead, John, while my, my partner Dan did, sales and the visionary stuff. But through my time during, you know, running and operating the team, which had a lot of people and a lot of moving parts, we kind of spun off a few other real estate related companies that I'm happy to touch on it if you'd like, but, yeah, we we started off in retail, David.

00;04;00;04 - 00;04;20;19

Unknown

So we did like buyers and listings and then here's another Tom Carroll connection that we can make. So I think I'm really bad with dates, but I believe about eight years ago I was like 2017, 18 ish. We heard about this thing called like wholesaling. Like what's wholesaling, right. And we wound up signing up for Wholesaling Inc with Tom.

00;04;20;19 - 00;04;45;03

Unknown

That's how I originally met Tom. And then TP talk to people with Brett Daniels. So, we were in both of those so subsequently. Long story short, there David is we were very retail heavy. We found out about wholesaling. And then once we kind of got our act together and started to see real data points of what was working, we looked and said, hey, this wholesaling sales cycle is much shorter.

00;04;45;08 - 00;05;11;12

Unknown

Yeah. And it was returning more at the gross in that revenue for us. So we kind of like flipped our model. On its end and said, hey, why don't we start with wholesaling first? With deliberate, marketing campaigns to motivated, urgent, needed sellers and see if we can help them there. But if not, we had the internal processes of saying, hey, David, I could buy your house tomorrow.

00;05;11;18 - 00;05;35;29

Unknown

Or if you need to, we can list your property and get the most value. And we were able to do that all inside of one house. So it was very efficient and very effective for us. Okay. Very cool. I do want to ask you sign up for Wholesaling Inc after being in retail and it sounds like you did well, like what do you think separated you guys and taking action, doing all that stuff versus so many people that sign up for all the programs, the courses, the, you know, those types of interactions.

00;05;35;29 - 00;05;55;00

Unknown

What made you successful? Honestly. So I'm I'm very OCD David. Okay, so OCD. So I'm writing that down. So you must be. Yeah. You had the OCD the basic math motor I'll say number one. No. But yeah, if you move something on my desk, I will know exactly how much to the left you moved it. That's how, like, kind of stupid OCD I am.

00;05;55;07 - 00;06;16;26

Unknown

But I think it's just as the operations person. It might sound a little silly, but I got tired of asking people to do the same thing over and over again. Right? Hey, David, you went on this appointment. What happened? Can you tell me, can you update the CRM? Can you do that? And as we got bigger and bigger and better and better at what we did, I wanted technology to help solve some of those problems.

00;06;16;26 - 00;06;44;06

Unknown

Yeah. So I, I, I'm not a tech founder. Like if you gave me an algorithm for $1 billion code to upload, I wouldn't even know where to upload it. Yeah. It's how like but but I can architecturally tell experts. Sure. Hey, look how I want it. So as we iterated and tweaked and pivoted our systems and our tools over time, I built in those processes so they'd be repeatable and predictable and almost like boring.

00;06;44;13 - 00;07;04;12

Unknown

You know, we did the consistent same thing, you know, how do you set an appointment? You do it this way. How do you say we signed a wholesale contract? Do you do it that way? And that was the only way. So that helps with the little like I'll call it the low hanging fruit type of Sir David. So I didn't have to bother and spend a lot of time and stress over it.

00;07;04;18 - 00;07;24;26

Unknown

And so as we did that for 11 years, we got incredibly lean and very efficient and effective at what we did. And then the most important thing this kind of goes into the profit first mindset and thinking like a business owner, we started tracking data in real time. But wasn't it just like my emotional tie to PPC?

00;07;25;02 - 00;07;45;12

Unknown

It was. PPC has been returning the most amount of revenue. Why don't we do more of that? Postcard A with my face on it did horrible. Nobody likes looking at my face. Let's do less of that. But it wasn't just I think I think it was. No, let's look at the real. The real like tangibles. Yeah. And make decisions based off of that.

00;07;45;16 - 00;08;03;27

Unknown

So that's how we were able to grow and scale quite effectively. Okay. So that that's just going to open up more questions for me. So then the data side obviously because I like that side. And we you just mentioned profit first. Yeah. What when did that happen on your journey. Did something happen where you're like, why aren't we tracking this?

00;08;03;27 - 00;08;19;19

Unknown

Or like did something where you were like, hey, we just spent a lot of money and where did all that go? Or like, tell me what even I would love to know when on your journey. And what was the trigger of, like, we got to be tracking this stuff. Yeah. So again, I'm horrible with dates, so I'll, I'll just ballpark it.

00;08;19;19 - 00;08;39;00

Unknown

But yeah, maybe we seven, eight, nine years ago, when we were first getting into like, just trying to close, close, close. And I didn't even know at that time. Like, I didn't know what I didn't know as a business owner. I was like, let's just get money. And that's all we care about. Transaction closing, lead appointment, sign close.

00;08;39;00 - 00;09;03;24

Unknown

Like. And that was it. And then I'm going to say in 20 I don't know if 1716 around there. We hired a coach. This was separate from wholesaling Inc. So we got a coach and he was like, hey, I'm coming to your office, Andrew, in a month, I want to know every single lead by lead source.

00;09;03;27 - 00;09;21;12

Unknown

And when it came in all those leads, how many appointments were set, how many were held, how many were signed of those? Sign? How many closed? How many fell off of those clothes? How much money came in? What was the average? What was this? What was that? And I didn't know anything about tracking data or KPIs at that point, nor did I have a system in place.

00;09;21;12 - 00;09;44;18

Unknown

We had like spreadsheets, but it was like me trying to collect information from you and from this guy and that guy and that guy, this girl, and like whoever. And it was just like, crazy chaotic show. Yeah. And I would stress for about 2 or 3 weeks for the entire time that I knew he was coming on like, okay, the first of the month, he's going to be here, he's flying in from Florida.

00;09;44;20 - 00;10;02;00

Unknown

He was in Tampa and I put together this spreadsheet, had no clue or confidence in it, like any real high confidence level. And then I would so I spent weeks on this dude and like, that's all I did. I couldn't focus on anything else. And within two minutes he picked it apart and said, this doesn't seem right to me.

00;10;02;02 - 00;10;22;16

Unknown

So I was like, crap, this. I can't, like, live my life like this, let alone run a business like this. Right? So we started to implement at the time, before we created billions, which was actually the, the, the, what became of the system that we use internally that we spun off? That was the first company that we spun off.

00;10;22;18 - 00;10;46;16

Unknown

Yeah. It was well known CRM out there that I loved using, but then I quickly found out that they didn't really have the features around data that I needed. But the solution was always Zapier and this tool, and then that one and that. Yeah. So before you knew it, it was like a CRM, Zapier, and eight other things, and it was a nightmare to kind of track.

00;10;46;16 - 00;11;08;06

Unknown

So long story short there, dude, we wound up building what would become billions, but it was all native and we made data collection, unbeknownst to the user. So in our platform, in our framework of how we run and operate our business, there's the framework of a real estate transaction, right? So a new lead comes in, you set an appointment and you sign it.

00;11;08;06 - 00;11;28;18

Unknown

Whether a buyer, a listing, a wholesale, you go under contract, you assign and then you close. So we made that pipeline, straight across from left to right pipeline. And you could only do it one way, but we made some of the fields that we collected. And you click a button that said, like wholesale contract sign or listing some fill in some information.

00;11;28;20 - 00;11;53;19

Unknown

There were some mandatory fields on that form that you would submit. Those yielded and populated all the reporting that we would need. So unbeknownst to the person filling it in, it would calculate like, oh, Andrew, set another Google PPC appointment with, projected income, you know, projected assignment fee of 35 K, and then, projected money bucket would plus up by 35 K.

00;11;53;21 - 00;12;08;19

Unknown

So we're able to use that system of running things for that number one. But number two, it was really cool because we could just say, hey, David, you want to be an appointment center on our team? Here's the one way you set an appointment. That's all you have to worry about. Click here, build us and click save.

00;12;08;22 - 00;12;32;20

Unknown

You know, moves to appointment plus one up by David. Appointment plus one up by whatever. Lead source revenues starting to get tracked. So it was that kind of systematized singular process that really led the data. And now going way back to like the original spreadsheet that I got like obliterated on by my coach. Now I'm like, hey, dude, you know, what do you want to see?

00;12;32;20 - 00;12;52;13

Unknown

Oh, I want to see this by month, by quarter, by year relative to last year. And I just click a few buttons and then I show him what he wants to see. So that's the difference for me. And I was like, stupid not knowing what I was doing. Such a, a novice, a business operator to like, okay, now I have all these reports.

00;12;52;15 - 00;13;09;00

Unknown

How do you want to see a man bar chart? Donut chart? Bar graph. Like, like what do you want? That's great. So it sounds like you came from, like, I have no idea what I'm doing to. Now, I could show you in six different flavors and colors and. Like what? What do you want to see? And what should I not put on here?

00;13;09;00 - 00;13;27;05

Unknown

You know, versus, like, what do I have? Where do I get this stuff? Yeah. So I'm messing with the data to show it. Well, you want to see it versus collecting it and panicking and not knowing, I mean collecting everything. And that's a major turning point. And in a company, when you can realize that, so that how important it is to us.

00;13;27;06 - 00;13;46;10

Unknown

Awesome. I love that. And you mentioned that you have a system that has this. Now, do you want to just talk about like if someone's looking for that, like billions if they want to check it out? Yeah, sure. So right off the bat, so billions is for teams. It's the team model. And, in a way, I just like to describe this a bit is like, you want to start a burger joint, right?

00;13;46;14 - 00;14;11;17

Unknown

Yeah. Like David David's burger. You have to source where you getting your food, the delivery schedule, find land, build a building. The logo, the branding, kitchen, POS system, whatever. Or you can just go get a McDonald's and it's like, here's the blueprint that you have to follow, right? Yeah. But in certain regions like in southern parts of, the, the US, you can have like southern stuff on the menu that you wouldn't necessarily have in northern part.

00;14;11;17 - 00;14;34;22

Unknown

So you can customize it a little bit. That's what billions is for team. So 11 years of I don't even know how many CRMs we were on, but probably hundreds of thousands of dollars and thrown out technology from hitting a ceiling that the only solution was get more tools that I just grew tired of. So billions is what I like to call and referred to as the 95% team solution.

00;14;34;24 - 00;14;56;20

Unknown

All the little nuances of me not wanting to have to do or remember things that a team operator would have to know, but we're actually built on top of Salesforce so you can take it the rest of the 5% and and you customize it for how David Richter once the owners and operate. So you're like, hey, billions is cool, but it would be awesome if I can have it for my team.

00;14;56;20 - 00;15;21;00

Unknown

Do A, B, and C, and then you can make that happen. So it's the team operating system. It's got all the bells and whistles you need for the day to day stuff. And then one other kind of cool aspect is we've kind of gone out and tried all the dialers, all the direct mailers, all the, you know, the different features, but if, so they're built in that we've already paid for and integrated them and they're built into the reporting.

00;15;21;03 - 00;15;37;26

Unknown

However, if you don't want the dialer on day one, David, we hide it. You don't even know it exists. And then a month goes by and you say, hey, you know what? I'm tired of doing cell phone calls on my personal line. I want to get a business line and I want to implement the dialer then as quickly as we can.

00;15;37;26 - 00;16;02;20

Unknown

But within 24 to 48 hours, this button appears that says phone. You click on it. Now you can call and text and everything's recorded and stored. And we have that kind of like all la carte option menu for features where if you don't want e-signature today, but you want it tomorrow, we set it up for you and you don't have to go out and find a good dialer and then an integrator or developer to, like, set it up and integrate it for you.

00;16;02;23 - 00;16;24;13

Unknown

So that's kind of how we operate. So you don't want it. It's not even there. If you want it, it just pops up within a very short amount of time. And you can start using it right away. Is [email protected] now, someone would find that it's actually join billions.com. If you can find the owner or billings.com I've reached out to him and, and that person a million times to try to acquire that.

00;16;24;15 - 00;16;42;06

Unknown

But yeah. Join billings.com as what we have. All right. I have to pause the episode real quick. If you're a real estate investor who's tired of wondering where your money is going or why you're closing deals, but still feeling broke, you need to talk to a simple CFO. Simple CFO is profit first certified and fully endorsed by Mike McCall.

00;16;42;06 - 00;17;10;15

Unknown

It's the creator of Profit First himself. Our team specializes in helping real estate investors finally get control of their cash flow. So you keep your money, you pay yourself consistently and build a business that doesn't run on chaos. We'll help you implement the profit first system the right way. So the financial processes you've been missing, and give you a dedicated fractional CFO who actually understands investing and keeping track of your numbers on flips, wholesales, rentals, private learning, all of it.

00;17;10;17 - 00;17;34;14

Unknown

So if you want predictable profit instead of waving deal to deal, head over to simple cfo.com and book your financial clarity call today. That's simple cfo.com. Stop living in confusion and start keeping the money you worked so hard to earn. Now back to the episode. Awesome. So join billings.com. That's that CRM that really helps you, not just sounds like it deals in the door.

00;17;34;15 - 00;17;55;21

Unknown

Know all that, but all the data behind it as well too because you had to go through that and learn. Like what do I need to see as a business owner? Really helping? If they have a team? That's awesome. I did want to ask, since you got down the road of, you know, knowing where every piece of information is and being able to know, like, are you really making a return when the profit first come in?

00;17;55;21 - 00;18;16;08

Unknown

Like, was that part of that journey of data and knowing that and then like this is the system for the money part. I'm just wondering how profit first fit into all that for you? Yeah. No, that's a great question. So profit first fit in because you allocate right percentages into certain buckets. So what we did when we were using billions marketing dashboard for example.

00;18;16;12 - 00;18;37;11

Unknown

Yes we would say hey we want to do X amount of deals. We'd go to the marketing dashboard. And that was a breakdown of leads to interested leads, appointments all the way through close in revenue. So we're able to project and predict and plan using our profit first bank account and bank account, plural bank accounts and the marketing plan.

00;18;37;11 - 00;19;02;14

Unknown

So we could do this in real time. So for the next quarter, we'd say, hey, where did our, revenue come from last quarter? PPC and probate, right. Or whatever the lead sources are, because it would tell us what our top performing lead sources were in real time, and then we'd go and be able to, married up against what's in our PNL with our bank accounts and say, okay, well, this X amount of revenue came in, why don't we adjust?

00;19;02;17 - 00;19;23;20

Unknown

You know, if we had a, our standalone marketing, bank account for allocations, that kind of fell into our opex account, David. Yeah, but you kind of get the idea. So we'd say, okay, well, we're throwing 45% into our opex, which includes that marketing, but we want to start to plus up. So why don't we go from 45 to 40 7 or 51 or whatever.

00;19;23;23 - 00;19;44;25

Unknown

So we'd adjust that accordingly based on what was working a lot less. And so that's how that's just one small example. But that's kind of how we would tie in, using real data to know what we would want to do next. That's awesome. So then how did you get introduced to profit first? Like, was that a system that was introduced by that coach or something where it's like, hey, you need to be tracking your money or do you remember?

00;19;44;25 - 00;19;59;29

Unknown

You seem to be like, how you got all this? That's all. Like, if, I'm sure if I really thought about it, I could, I could figure out where it came from. But, I like to read a lot, and it was probably just one of the books that somebody said, hey, you need to read this. Like I read traction.

00;19;59;29 - 00;20;15;10

Unknown

Yeah, it's like one of the first business books I read. And then somewhere along the line, someone gave me the profit verse, but or told me about it, and I bought it and I read it and I was like, we have to implement this. So now on us, all of our companies, we implement, and I, I helped to teach that too.

00;20;15;10 - 00;20;33;06

Unknown

And some of the stuff that I have going on. Yeah. The first, you know, memo here and it's it's fantastic. I love it. So I don't know, I read the book at one point and I just got obsessed with it, and we implemented it everywhere. Obviously, since it's the private first sorry, I podcast, I want to dig in a little bit there.

00;20;33;06 - 00;20;47;29

Unknown

When you say I love it, you know, it's like the best and you'll love it. Like, what has it helped you? It is it the clarity? Is it stuff cool that you've been able to do with the cash? Or like, obviously it sounds like you're reinvesting back into the best marketing channel, you know, like and being able to have those percentages.

00;20;47;29 - 00;21;10;09

Unknown

But what does that mean to you? Like when you say that you love the system? Well, I would really say first and foremost, it takes any emotion out of, of your financial mindset or how you what you do with your finances. It's not like one month we made, you know, 150 K and profit. We're like, cool, this month, let's just take it all.

00;21;10;12 - 00;21;31;02

Unknown

It was like that. Capital R, money discipline that as a business owner is of utmost importance because one month, one month, you might be making 150 and profit. But then the next month you might be losing two K and then you're like, oh, shoot, I wish last month we didn't take that distribution and split the profits and like get it out of the company.

00;21;31;02 - 00;21;54;23

Unknown

Yeah. So it was it led to like I'm not deciding like what we would do David I think it was either monthly or quarterly basis. It's like should we readjust the percentages or add if we wanted to do something big, like TV commercials or whatever, we would add like a temporary account and we'd fund it. So we'd have the allocated funds to not have to worry about if it doesn't work, then we're screwed, right?

00;21;54;23 - 00;22;26;07

Unknown

So it'd be like, okay, $1,000 up to, you know, 20 K for X, Y and Z special fund. Once we once we had it, we'd shut it down and move on. But it was not okay. We just made 50 K. I don't decide how much goes into each. It's just I literally made my own profit first calculator with I just put the, you know, what account it was and percentage formula I type in how much money we had at the top, and it would tell me how much money to put into each account, and I would just move it.

00;22;26;08 - 00;22;48;13

Unknown

Nice. So it wasn't like me deciding what to do or having a meeting about it every time, but like, disciplined, disciplined, disciplined. This is how it works. And then we'd make minor shifts and changes to the managers over time. That's awesome. And it sounds like it's really helped you. Like you said there multiple times, the money discipline really having that it's consistency, building that over time.

00;22;48;13 - 00;23;07;14

Unknown

But then I like what I do. It takes the emotions out, I really do. I I've implement this. So I have a pal for my personal life to nice and I implemented profit for. So I have like it's a little bit different but I have like house fund vacation. Yeah. Emergency fund, those kind of things. So every time I get paid, percentage goes into vacation funds.

00;23;07;14 - 00;23;24;18

Unknown

So I pre allocate a vacation for us and my family, which I've had to as I've had more kids, I have for now we've had to up that percentage to be able to pay for everyone. But you kind of get the idea. I just became obsessed with it. In business. I'm like, why not just do this for my personal finances as well?

00;23;24;19 - 00;23;42;25

Unknown

That's awesome. And I love hearing that. And it is. It seems like if you hadn't already gone down the personal finance road with someone out there, that if you get introduced, the profit first at the business side, I've heard so many people then start to implement it in the personal life as well too. And I love hearing that like that.

00;23;42;26 - 00;24;03;11

Unknown

You've been able to do that and like you said, it's not a profit versus more of that principle. It's more of the I'm intentional with every dollar. And so it just sounds like when you get paid, you're actually funding the things that you really wanted the business to provide for you, like the vacations or whatever it might be, you know, and it that's where Profit First is helping you to achieve those on the personal side as well.

00;24;03;14 - 00;24;26;04

Unknown

Yeah, I mean, it's the same concept of using data to say what's working and what's not. So I my opinion that David, the appointment setter, is fantastic at his job. You know, we're paying him 5KA month, but he's bringing in 100 K a month or whatever, right. And having 12 appointments a week instead of seven. Yeah. But then and you're the appointment centers doing the exact opposite like it's just fact.

00;24;26;10 - 00;24;44;04

Unknown

Yeah. So money fact with the profit first model and then with data and KPIs in real time, it's just facts that you're dealing with and it's not, you know, anyone's discretion. It's like, right. Is it is it working or is it not? Are they working or are they not. Yeah. Yeah. And I like how you put that.

00;24;44;04 - 00;25;08;10

Unknown

It's like is that cash working and like is it where it needs to be. Otherwise it's like well there it is. And black and white literally on your bank account screen like all right. Yeah. Just well yeah. Go ahead. Yeah. And I think a lot of I mean I don't this is an assumption, but I think a lot of people in business in general, specifically in real estate, since I know this world don't act that way.

00;25;08;12 - 00;25;34;01

Unknown

And then it's hard and they come into some hardships or financial hardships because of not the non disciplined part of running a company. Yeah. They don't see like the commission checks and they're not planning for the future. But if you set it up that way kind of takes, you know real estates like this. Yeah. It's all you really you have it effective and efficient and it's, it's going like this like consistently.

00;25;34;04 - 00;25;56;14

Unknown

That's why you want to, in my opinion, want to implement something like this. So when there are downtimes, you're not scared where your money's coming from because you were disciplined six months ago. Yeah. And you have it allocated already right. Yeah. I you know, that statement I heard a long time ago, it's kind of a cliche. It's like I'm, am I going to thank my future self for this?

00;25;56;14 - 00;26;20;20

Unknown

And it's like with profit first, it's like as soon as you implement it, it's like, why didn't I do this on day one? You know, like and that's where it sounds like with what you've done, you've been able to tweak it over the years and just obviously customize it to what you need. But then it's like, I'm glad we've been doing this and we've got the consistency and the discipline because now, like you said, a lot of people just go out there and it's like they wish they would have done this.

00;26;20;20 - 00;26;40;29

Unknown

Yeah, but why do you think a lot of people go that route of they're just like, hey, you know, if there's money, great. If there's not money, what, what do you think is some of the root causes there of like people? I don't know, I mean, I have a lot of a lot of conversations with a lot of teams and I'm shocked at some of them not knowing, like where their last ten deals even came from.

00;26;41;03 - 00;27;05;25

Unknown

They're doing like 150 million in volume or 50 million in volume. I'm like, man, David, you're doing 50 million in volume. And you're just kind of like shooting at the hip, flying blind. However, you want to know whatever descriptor you want to use. But what if you actually knew what was working? Could you be doing 250 million? And I think it's because, you know, it's hard to market and go on appointments and to leverage other team members.

00;27;05;25 - 00;27;26;00

Unknown

If you don't have systems and processes in place, like you're just kind of running around like a chicken with its head cut off some. Yes, right, 100%. And they don't truly understand the importance that this is not just like an HGTV, like, oh, Andrew went out and did this and he bought a house for 500 and put a dollar into it, then sold it for a million and made a million.

00;27;26;00 - 00;27;53;12

Unknown

Like, it's not that cookie cutter right? There are costs there. There are a lot of things that you have to look at. So I think it's that they just become so busy with trying to get that closing. And I fell into the same trap for the first few years, running and operating our team, you just become so ensconced and, like, working in the business that you slowly, painfully, at some point or sometimes forget about working on the business.

00;27;53;12 - 00;28;09;23

Unknown

Yeah. So then it just sometimes for a lot of people just of our happens and they go out and they get a CRM because oh everyone's using it. But then it doesn't truly do what they need it to do. And then they're like, go out and do this and get that and get that and get that. And then they're like, well, I have ten appointments to go on.

00;28;09;29 - 00;28;26;16

Unknown

Yeah. And they just falls to the wayside. And then they're just kind of continuing along that line of hustle, hustle, hustle. Yeah. But for us in our team, we always knew we wanted to leverage other great, amazing team members to, you know, set appointments to go on the appointments so we can kind of run and manage that.

00;28;26;16 - 00;28;45;11

Unknown

So thankfully, I had an amazing team behind me where I could focus on building what I'm describing right now, which helps tremendously in our career and our in our, company. No, I love that. And I, I like what you said, you know, the working on not in, you know, made famous what by the e-myth and like the systems that you have.

00;28;45;11 - 00;29;04;26

Unknown

And I think sometimes people forget that that doesn't just mean the operational side and like putting the systems in place from that perspective, but also the financial systems, like don't forget those ones, like don't forget that you should be able to tell your money where it's going, and that's really how you buy back your time. So it sounds like you got very disciplined on that side.

00;29;04;28 - 00;29;34;19

Unknown

And you pair that with the data and with the systems and with the operations and with the team members and everything. So that way it really was the full cohesive. I'm not just scaling and I'm like beating my head against the wall. It's like, yes, I'm scaling and there are going to be frustrating moments. But you knew where the dollars were and like where to be able to point them the best way from profit first, but also profit first and forming from the, you know, the returns on investment that you were able to track through your systems and the stuff that you had.

00;29;34;23 - 00;29;55;00

Unknown

Yeah, I'll take it a step further too. It was even like a recruiting tool and direct like it just happened to work that way. So like, I'll give you an example. Yeah. And, Gary wants to join a team, right? And he meets with you and you have everything we just described, and you're like Gary on my team.

00;29;55;00 - 00;30;11;17

Unknown

You're going to have this role. Here's what you do for this role. You log in, you do this, you click that and it tells us everything we need to know. By the way, here's what we've done in the last year. The last quarter. Here's what you can, you know, make on average per commission, here's how many blah, blah, blah, right.

00;30;11;17 - 00;30;27;24

Unknown

Yeah. And he comes to me and I'm like, hey, yeah. Like I'm going to give you leads and I use a spreadsheet and like, this is that. And what do you think he's going to think is a little bit more of a professional, right. Yeah, exactly. I'm the one who knows the numbers. I say, dang, this guy has his stuff together.

00;30;27;29 - 00;30;50;29

Unknown

Yeah, it's it's a, a system where you can bring someone in to tangibly do something, not just this pipe dream of, like, one day we'll have it. So it works in that regard to where it's like you come in and you just plug into an engine that's already working. So that's kind of cool too. And then it spits out, like I said before, is Gary Good has these out this way?

00;30;51;00 - 00;31;18;02

Unknown

What is Gary done this quarter. What is Gary done. But then you're having kind of bring it full circle David. You're having like the is Gary good or bad conversation sooner rather than later because of the way I described collecting the the data. Yeah. Yeah. You're not wait until the end of the year to realize that Gary, you know, brought in negative numbers or broke even or brought in 1% of over what you brought him or you made her.

00;31;18;05 - 00;31;36;23

Unknown

Yeah. Versus Sam. Samantha who brought in, you know, 15 x on her, her salary, whatever you're paying her now, I love that. It's like being able to know those numbers and being able to project out, being able to use it for recruiting. It just does come full circle when you have that data. So Andrew, this has been awesome.

00;31;36;23 - 00;31;57;26

Unknown

How can people get Ahold of you? I know join billions.com was for the actual site. If you want to go down that road and have an amazing software that helps you with tracking the numbers for your team, but how can people get Ahold of you? Besides that, the easiest way to join billions is the website. The easiest way though I'm on social media, the same tag, whatever my name is called, I forgot what it is, but it's.

00;31;58;00 - 00;32;23;08

Unknown

I am Andrew Becker. I'm on LinkedIn, Facebook, TikTok face, Instagram. You know, all the ones and everybody. Yeah. All this is an awesome or cool. That's how you could connect with him at I am Andrew Becker on all the socials. And then remember join billions.com if you want to go there. And if you were listening to this conversation and you're like, wow, I really need the numbers, I need the profit first set up.

00;32;23;08 - 00;32;41;16

Unknown

I need to make sure that I know where every dollar is going and work on the financial side of the business, you can head over to simple CFO, dot com. That's where you could get a fractional CFO with us. We'll implement profit first. If you need the bookkeeping set up for profit first, all that stuff. We can help you over there because we don't want it to just be something you listen to.

00;32;41;16 - 00;32;57;24

Unknown

We want you to keep more of the money you're making. Andrew can help you make that money and help you know where every dollar's gone and his systems and stuff. So I highly recommend looking into Andrew, looking into the join billions and just seeing if there's a fit there for you. But Andrew, thank you so much for coming on today.

00;32;57;24 - 00;33;18;01

Unknown

Is any last words of wisdom that you want to impart? Always be learning always. So I, I like learning through books. I got your book. Read it. It's fantastic. Is awesome. I need a signed copy. So if you go to Orlando for the coaching Inc. They I know, and then, a I'll bring it. Need you to sign it.

00;33;18;01 - 00;33;40;21

Unknown

But that's. I could never stop learning. Get into the right room. You like, just like this new room that I'm in that brought us together. David, if you feel stuck or stagnant or, you know you're struggling in your business, it's, it's something that someone else out there has also probably gone through. So it's just a matter of time before you find the right person that can help you get out of that hole.

00;33;40;23 - 00;34;01;19

Unknown

Good stuff. So always be learning. Great ending advice there, Andrew. And if you're listening to this, remember to make profit a habit in your business. That's it for today's show. Be sure to subscribe, review and share this episode. If you're serious about financial systems and keeping more of your profit, visit simple cfo.com to take your free discovery call today.