Brittany Brooks: A Better Way

Hey, welcome back to The Real Estate excellence podcast. Your host Tracy Hayes Today's guest is the wisest of the two owners of one of Northeast Florida's fastest growing real estate brokerages. Her husband told me that was so, and he is her partner, so we're safe with that statement. They have discovered a better way of running a real estate company. She graduated magna cum laude from Virginia Tech in 2013

Brittany Brooks  2:26  
Madison, you get on. I watched her interview. John did an interview with her, and I told her that. I said, Wow. When I was listening to her, I was like, I gotta have that girl on the show. I'm really I'm so proud of her. Yes, yes. So start off. She says, right, just get kicked off here a little bit. Where are you from? So that's a loaded question, military family and but majority of my life lived in Tallahassee, Florida. Some family changes led me to move to Washington, DC area in high school. So I was, you know, in Tallahassee, from six to 16 Stonebridge High School in Northern Virginia, Ashburn area. Okay, yeah, yeah. Well, I was in that well, so you graduated, so, oh, nine was my high school. I was in Northern Virginia. I lived in Centerville, okay, from about 93 to 99 ish. And one of the things I referee sports. I still referee football, but I think I've done some basketball games at Stonebridge High School, yeah, if I recall, and Ashburn was growing that was the place that was. I mean, the builders and we are the company my cousin and I own, we were involved in all that new construction, the town homes going up left and right in SS, and I can't imagine what those houses cost today. It's unexplainable now to see what's happened from farmland to major cities. Yes, yeah, yes. So you decided to go to Virginia Tech, not Florida State. I did, yeah, actually, that was on my mind, to go to Florida State. There were some private schools that I was looking at, but I decided to save my money, go in state tuition and and do that route instead. I love so that's actually something to be mindful of. When I think back to my decision, I remember debating between UVA, which was like the esteemed place to go, right? That's where all the smart people went, and I remember going to the Virginia Tech campus and being so torn, because I knew that UVA was where I was supposed to go, but Virginia Tech, it had the environment, the feel, the community, and I couldn't get it out of my heart when I met the people and did the tour and so. And I remember my dad, my dad's always been in my ear of, like, where do you think you'll have the most fun? Like, you can be successful anywhere, but like, Where will you have the most fun? And like, you'll do the right thing, like you'll make the right decision. I remember avoiding UVA because it's where everybody was telling me that I should go, and I went to Virginia Tech. That's exactly why everything well, I had different reasons why I chose slightly different but one thing it had to be the road less traveled. To me, in my opinion, yeah, and I consider myself a person who travels the road less travel. Most people look at me oddly. Sometimes I.

Tracy Hayes  5:00  
Someone says, tells me everybody's going there. That's probably not where

Brittany Brooks  5:03  
my personality wants to go, like the group like, that's where we should we're told you're supposed to go, right? And yeah. So that's the trend for a lot of things in our

Tracy Hayes  5:12  
life, and you took the road less traveled, and it's made all the difference. All the difference.

Brittany Brooks  5:17  
That's right, okay, yeah. So it was, it was a state school, like public everybody went there, but I knew that their quality, quality, quality people, quality education still. And I said, there's another way. There's another way.

Tracy Hayes  5:28  
So, I mean, at this point, because you're a young person in general. I mean, I can say that because how old I am, so you are young person at this point in time, because this wasn't what, 14 years ago. 1314, years ago, yeah. So at that time you're going into school, what is your vision of like, what you want to do? Did you have, did you know what you wanted to major in, or what was your so

Brittany Brooks  5:49  
I knew I loved math, I was good at math, and yet I avoided engineering, because it was a men's world. And I, for some reason, that was a story I told myself. If I don't see myself, there's a woman which, that's a whole issue with stem that we can talk about, like another day with women and like opportunities and seeing ourselves in that role. But I was good at math, and so I went into the business school and went into accounting, and it all led itself into someone saying, well, you're really good at these. And people were failing out of accounting tests, and I was acing them. And so I remember you follow the mentors, like you should think about this, but what you quickly learn is that what you're really good at may not necessarily be what makes you happy.

Tracy Hayes  6:30  
So I used to Business Law class, just kind of an elective that I took, yeah, and I remember when I when I handed in my final exam, as I walked by the professor, I Hayes, you said you should consider being a lawyer, is what he said to me. I had thought about it, but I didn't want to go do another you know, three more years of school exactly. I barely got through the four years that I had. Unlike you, summa cum laude, magna. Cum Laude, Magna.

Brittany Brooks  6:57  
So fun fact, I was, I will say this to the universe right now I was point one away from Suma, which is a 3.9 GPA, and it kills me to this day, like that's two credit what extra credit I've done? I know. I remember going to the teacher being like, is there anything I could do? I'm gonna

Tracy Hayes  7:11  
play this for my daughter. Let me tell you, right this, you see, you were point one away. She had an 89.5 and I kept telling her, go in and ask the teacher for extra credit. Well, they don't allow that. I don't care. Ask her, what do you need to do to get that thing to the 90 and they still get, like, I was the only B class she had, you know, she'll be in third grade this year, but I say you just got to ask. You know, put the ask out there.

Brittany Brooks  7:35  
But then also, also the right mentors that say, like, it may not matter in the future. Hint, hint, you're doing what you're supposed to do. And I'll tell you from the other side of things that it doesn't make to

Tracy Hayes  7:49  
me at the time exactly. It's an account. I think it's so important for our young people in again, to accomplish things. And that's This is so notch to someone that can never take away from you, yeah, in my opinion. So I assume this is why you were at college, VP of efficiency with the Alpha Kappa Psi and beta psi. Chapter un deep. What is the VP of efficiency? Did we relate that to today?

Brittany Brooks  8:16  
Momentum? Yes, actually, now that you bring it up, there are trends now that I'm laughing about. So Aksi was a business fraternity, a co Ed business fraternity. It's actually where I met John, now, my husband over the beer pong table. So hey, college is not always a waste.

Tracy Hayes  8:32  
So even the magna cum laude girls hang out at the beer pond.

Brittany Brooks  8:35  
Yeah, they do. We have some fun every now and then. But VP of efficiency, it basically was the operational role, right? So I made sure the train ran smoothly. Everybody was doing what they were supposed to do. We talked earlier about systems and processes, like, what can we put in place to make this a smooth running train and not have hiccups? And so now, when I'm looking at that, things make sense in my strengths on some

Tracy Hayes  8:55  
All right, so you, you became a CPA, I guess, licensed, CPA, certified. Yeah, you're like, in you went, did Ernest and young recruit you right out of they did.

Brittany Brooks  9:07  
So I actually got an internship my junior year. So I had a job a year ahead coming out of school, which was amazing. Just a huge sigh of relief. And so, you know, Ernst and Young, it was a huge resume booster for me. I remember being so proud of that. It was a big four accounting firm. You know, you're all excited working in DC, yeah, so right outside. So you have different clients and consulting gigs that you have to do like that are in different regions out but it was all outside DC. But I did actually travel a lot. My first year, I was in Seattle, I was in Chicago. I actually came to Jacksonville. So some radars were something

Tracy Hayes  9:40  
that Ernest and Young did, like I was mentioning my wife earlier. She worked for altel, and they bounced around to get to know the greater Corporation. Was that something where you got a little bit of taste of

Brittany Brooks  9:49  
Yeah, so it was typically a local company that had divisions. So I was actually an auditor, so I had to go out and review financial statements and operations and walk through their processes. So now I'm having all these, like, Aha, moments of like, what led me to what I'm doing today, but I didn't think about this is like a journal moment, but so they all had divisions that you got flown out to, and at the time, you know, no kids. I'm dating John. I live in a small center apartment, so I'm getting put up in hotels, and I don't have to stay in my apartment that I share with four girls just to afford it in the city. And so it was super fun, an amazing

Tracy Hayes  10:24  
time, Ernest and young. Know, now, in the 90s, I remember a girlfriend I had when I was in Virginia. One of her friends worked for Ernest and young. They are very strict, like, don't get sunburned. That was one of the things. Like, I mean, they were like, what they Yeah, I would imagine they've loosened up with the times, yeah, like that time. I mean, they were like, you know, you had, you know, I'm sure the men had to wear certain ties, that whole kind of thing, yeah.

Brittany Brooks  10:50  
I mean, the conduct is very professional. It's a very professional environment. Discipline, just hard work ethics, where I got my work ethic, besides just it being part of me. But they teach you how to work hard. May not be super smart sometimes with efficiencies, but that's just because I pay attention to that, but definitely the work ethic of staying till midnight and doing what you're supposed to do for the team, corralling around the team and getting the job done.

Tracy Hayes  11:13  
Okay, so you meet John while you're at Virginia Tech? Yes, all right, if I recall, and I didn't write this in my notes, you guys didn't get married to like two didn't get married to like,

Brittany Brooks  11:24  
2017 No, yeah. So we met 2010 we were dating, got engaged, 2015 got married, 2017

Tracy Hayes  11:31  
So, okay, so, okay, 17 was correct. Okay, and we, I got a Tracy before we got married. He clearly says he married up. He's smart. Were you married down? Then he set himself up for that.

Brittany Brooks  11:49  
Yes, we married our partner, our our partner that complements, where each other have gaps, and we're very aware of the differences in our personalities, the differences in our skills, and it just creates this amazing team.

Tracy Hayes  12:01  
Well, that's interesting. I mean, because I consider, you know, having spent an hour with John and talking, and even afterwards, between talking and text messaging after the show, and then looking at your credentials and so forth, and how much he spoke of you, both of you are on a very high level. In my opinion, I one of the things I've noticed with the podcast, there's some people I've had in here that I can feel like this energy from them, okay? And you guys are, you know, you both in your very young 30s, outstanding education credentials, and did stuff at a high level at a very young age. So just it's because both of you have to have, I would assume, some sort of a personalities. Yeah, I

Brittany Brooks  12:44  
think it goes deeper than that. So I think a couple of people have touched on on this show, what we corral around in momentum is finding your strengths and really figuring out who you are to lead from ease excellence and enjoyment and when you do so like, you become your own superhuman Right? Like, everything's easy to you. Everything's excelling at a high level, and you're actually happy waking up every day. And John and I have realized in doing this personality profiling, we're the reason we stay together, and that we probably don't get a divorce. We both are achiever, learner personality, so we are constantly, like, even when the going gets tough, like, we keep at it, like for the goal, for the mission. That's the achiever, like always wanting more, like striving for more, even when it gets tough. And then learner is you're curious, you. So that's where the personal development comes in. We're always reading, wanting to better ourselves, and just going to conferences. And we are very aware that as a partnership, if one of us didn't have that, we'd probably leave the other behind. And so we stay with each other, even though the bottom personality profile is very different. I have high empathy, high relationship, very high emotional intelligence. He's a high D. So he's like, You're in my way. I'm gonna scene roll you right where I'm like, Well, hold on. Like, I'm HR, right. Like, I'm like, let's like, sure, yeah, I'm so I'm 100% i He's 100% D. And so it may not work in normal relationship. Very, very aware. So Gallup, Strength Finders, we coach around this. We bring in people, because everybody does. There's so many ways to do real estate, and everybody can do it so differently, and you don't have to be comparing yourself to other people. Like, that's the only way to do it. So, like, what works for you? And so Strength Finders is a huge core of ours at momentum.

Tracy Hayes  14:21  
He gave me, he gave me that link. And I was thinking about every time I think, I know I wanted to do it right away, but every time I think about, I get something, I have to do it. I'm, yeah, I'm really curious of that. Because, just because you guys, Jennifer and I, are both, we're both, we're, I mean, we met at work, yeah, so we have this you obviously, we worked at the same place, so talking shop and we saw eye to eye on a lot of different things, which created an hour. Now she's a realtor and I'm a loan officer, so there are some clashes sometimes. Connie, it's not that way. That doesn't exactly happen that way, all right, so John jumps into real estate. It early, yeah, you're not. You're, what are you doing? Like, it's like, I think we're like, 15 when he jumps in and he's or late 1415, when he jumps into real estate. You come,

Brittany Brooks  15:09  
yeah, 6015 and I just switched jobs to my investment bank at the time, and after about a year, you know, through his own struggles, and it got us out of debt because I was the w2 job supporting the real estate venture, right? We needed that income to come in and support it. So I was like, I'll provide the stable foundation. I'll get like, personally, I was like, I'll give you three months. I was like, come on back to corporate. Like, this is what you've been built to do. Like, come on back to finance. Like, but I'll let you do this experiment, right? And it took it took off. I'm not surprised thinking back, but at the time, every you know our family to it are like, you're gonna leave your prestigious investment banking career that you've worked hard and finance degree to, like, go be a real safe salary, right? Yeah. So a lot of stereotypes we had to overcome. And then I went into it, and I was like, Oh my God, my parents gonna

Tracy Hayes  15:57  
kill me. Did you ever really doubt him? Just like, all right, he's just gonna taste it, he probably won't end up liking it. It wasn't that he couldn't do it.

Brittany Brooks  16:04  
It wasn't he couldn't do it. So I didn't doubt him. I doubted well, with John, it's a shiny object syndrome, right? So, like, he has to go, excuse male right? Shiny Object Syndrome, and sometimes it sticks right. But if he goes after enough things, it's gonna work, right? So I didn't doubt him at all. If anything, I was like, go do it. Like, this is the time in our lives to do it. We don't have kids at the time. We're not even married. We just bought our first house. But like, in my mind, I'm like, even if we split up, we can separate our assets. Like, it's fine, like, if this totally fails, and like, this person can't make it. But I, like, I didn't believe that that would happen. He he puts his mind to something, and it just becomes extreme. Like, John is a person of extremes.

Tracy Hayes  16:42  
I'm gonna touch us up here because this reminds me, my wife and I, because there's, there was some stuff that you did rest we were in that dating, not, not married stage yet. And to disinpress you enough to say, Yeah, this guy, this maybe is my guy.

Brittany Brooks  16:59  
He's no marriage was not on my radar at all.

Tracy Hayes  17:03  
His success as the real estate agent in 2000 Oh, impressed you that, hey, he put his mind to something, and I

Brittany Brooks  17:11  
knew, I mean, he'd had that trend, you know, going through school, like, our, yeah, so, like, soccer state champions, right? Like, summa cum laude, and I was pissed at him, because it was, you know, point one away from where I was. So, like, we're very competitive. And, like, I know that he's extra credit, yeah, and anything he had done, right? Like, he had to convince me that it was going to work to buy a home, right? But the numbers got rid of the emotion and the fear of, like, what are we doing? And so he's always been the vision in our relationship, and I'm the integrator, so he can see my blind spots in our in our weaknesses, he's like, No, this is gonna work. Like he can see past the point of fear. He sees beyond it, of like what the potential is, which is amazing to have as a leader in our organization, too, anywhere, yeah, anywhere in life, marriage.

Tracy Hayes  17:53  
So if I go back to your timeline, because I actually you had me change the questions, so you join him in 2017

Brittany Brooks  18:01  
okay, it's about a year and a half, two years later. So what

Tracy Hayes  18:03  
is it that goes on in your life that causes you to dive in here, into the Brooks, the brook what you call, you guys, called The Brooks group, Brooks group, right? Brooks group, at KW at the time, what jumps you out over to

Brittany Brooks  18:16  
his so he had been tapping me, you know, he saw his first year of success, like he had broken a code, in a sense, like he had sold 6665 homes in his first year. And he's like, Okay, this is working, right? And then you get to the point where you can't handle it all your own, and you have to bring in leverage, and you have to build out a team if you want to maintain a lift same level of production without losing your if

Tracy Hayes  18:36  
you keep hitting on the thing that you're really good at, yeah, and you want to 10x that, right? Here's my book. Yeah, he was, he wanted to 10x what he was really good at, yep.

Brittany Brooks  18:47  
So he wanted to 10x it and go into listings. Listings were his jam. He needed a buyer's agent. You know, at the time, we were getting coached around, building out a team. What does that look like? Specialization of roles, going back to Strength Finders. And this is before we even took the test and and it brings a lot of clarity. A lot of clarity. Say, like, well, what gets you excited every day? Like, what are you? And we were talking about this earlier with the tribe, why are you waking up? What's your purpose? That you're going to get excited when your power or your discipline, or, you know you're in frustration, like, what's going to move you? And it's getting up and knowing, like, I'm excited to do this. I enjoy doing it, and I'm good at it. So he had been tapping me, I believe, because, well, a he couldn't do it on his own. And I loved my job. I this was what I was going to do. I wanted to stay. I loved the people. I did not want to leave, necessarily. And then he showed me the financial model, and he said, Look at what. Because this is where he comes in. Look at what I'm the safe the safe Foundation. And then he's like, but look and do, look at what we can do, right? Like, make sure all your ducks are real. And he's like, but look what we can do together, because I hadn't seen the numbers, and the numbers will and the data will help you overcome fear, right? And he's like, look what's possible, right? At the time, all I see is working for myself, and I've worked for my, you know, WT job. And I'm like, This is what I went to school for. I'm not going to give this stuff. I'm not going to give up my CPA. Spent all summers doing this. But yeah, so it was him saying, Look at what's possible, showing me the data to overcome the emotion. And then that's when I decided to come and be the buyer's agent on the team, on the Brooks Group team.

Tracy Hayes  20:14  
So I want to, we're going to fast forward a little bit for time purposes, because I know some of the key points that you want to the grip to get into one of the things that John, if you want to call it, preached a little bit. You and I were talking even late last night about about how focused you guys are at momentum in yes, we want numbers, but we want you to be profitable. The term profitability has come has come on. How are you and probably on your imagine, on a daily basis, your background, your background in accounting and being an auditor with Ernest and young. How have you taken that experience, that knowledge, that area that you're comfortable with, and used it in creating your momentum model, and obviously using that to recruit agents to show them how much more profitable they can be with. Yeah.

Brittany Brooks  21:06  
So when we were in business together, we did almost 40 million as a duo to sales agents. And we were a top Sales Team at Keller Williams, and what we noticed is all of the other top teams that we were in the room with, John was in Gary Keller's, you know, top 100 room. And when we got down to the nitty gritty, they weren't profitable. And yet, you know, we're doing a recorder of the sale, you're

Tracy Hayes  21:29  
actually seeing their numbers are just knowing what their numbers are and doing. So we did

Brittany Brooks  21:33  
dig into them. So we got into the conversations of, what are their pain points, just like networking and like, well, you know, how profitable is your business, right? Because that's what you should be striving for. Should be striving for. They're doing all these sales and they're on stage and they're being praised and they're getting the accolades, and yet, they're on the verge of bankruptcy, or they're making money, but they're a solo agent, and their lives are terrible, right? Like, it's all the hustle they can get out of it. And we experienced the same thing, right? Like, we hit our cap at 40 million. I think it was like, you know, 100 Oh, gosh. Like, let's just call it like, 150 families, right? That John and I did, and we were at our peak, and we're like, How is anybody doing this without completely breaking down? They're getting shingles. Their health is deteriorating. Like, there's no way you can keep this up. We had our daughter, and then that, like, threw all the priorities out the window because you can't run that level of sales business. And so when we were looking at these people, we're like, something right, like, something's wrong here. Why are these the ones being praised? And that's honestly the mission, and the vision that we took when we created momentum is like, what if there's a different conversation? What if you can do a quarter or a half of the sales, but you're making more money and you're more profitable than these people that are doing 1000s and their lives are so stressful, and they're managing all these people.

Tracy Hayes  22:43  
Give me an give us, and I know you have an audience out here today or will as this is re contented out, give me an example of something where they are doing all these numbers, but really, because they're blowing money over here or miss me, what? I don't know what it is. What was it that they were doing, that it was all just show on numbers and really not being profitable? Where was the money going? Where is it?

Brittany Brooks  23:07  
So it's two things. It is spending money on the showy things that don't matter to your life aren't going to provide you value. It's an instant feeling and gratification, right? Like buying the shiny cars, like, and Yasha knows, like, she's made this very public, like we talked about this. Like, is the BMW adding value to your life over the Honda Pilot? Probably not, but your payment is three times as much. No one cares about your car. Like they like you feel good in it. That's great, maybe. But like, at the end of the day, if you pass away, no one's

Tracy Hayes  23:35  
gonna remember what teenager that's important.

Brittany Brooks  23:38  
Society's got the values off, and we're trying to change that. Of like, what really matters is your profit, your lifestyle and your health, right? Like, those should be the three pillars. And why is this industry not focusing on that, right? And so you're coming in, you're saying, Okay, two, two things that I wanted to bring up, like, the the material items that don't add value, a lot

Tracy Hayes  23:57  
of personal things, it sounds like cars or, right, that are adding any value, right? Like no one's

Brittany Brooks  24:02  
gonna remember what car you drive, right? If you pass away tomorrow, no one's gonna remember that you have this shiny car. The second is putting their ego aside and knowing when it's time to let go, like saying, I need to hire someone. I can't do this all on my own. And we see a lot of people who are like, I can do it better than other people. And I was the same way. John was the same way, right? They're reaching and they reach a list, you reach a ceiling, and there's another way, right? And you're asking the right question of, like, who can I give an opportunity to, and what if they're actually better than me? Right? Like, we really preach the showing agent model, and I loved being a buyer's agent. You know, I have served a lot of families, and I, for a long time, I felt like I, you know, I have to do it all. I have to be the person that does it all like I want to be the Savior. I want to be the hero to this. But what if you could explode and 10x your business by bringing in a couple key players that like their specialty is XYZ, and then you completely skyrocket, and you grow. When you help more families, because you were willing to step outside of yourself and hire specialists, and that's what we see, is like people can, they can have a change, but they don't see past themselves.

Tracy Hayes  25:09  
These we talked about, we mentioned the DISC assessment, and then you mentioned the other one that John sent me,

Brittany Brooks  25:16  
what's, what's the name of that one? The strength finder. Strength Finders? Yeah, I think.

Tracy Hayes  25:20  
And I know, because I catch this, and I want you to see if you agree with me, most of us see ourselves and assume everyone else has the same thoughts, drives or vision, yeah, but they don't know. And these tests will oftentimes strengthen why somebody likes to do administrative type work. Why someone who might be good at calling, cold calling, versus someone else, or knocking on doors, whatever they're really good at. And then the one thing John intrigued me about the Strength Finders was it finds out you did so you can 10x what you what you're good at, what you love doing. I think there was a third thing, what

Brittany Brooks  25:59  
you enjoy doing. So ease, excellence and enjoyment. He's Excellent.

Tracy Hayes  26:04  
Yeah, just go and focus on that. And it's changed some people's business

Brittany Brooks  26:08  
from oh my gosh, we get momenta nations that come in, like, I'm doing this, but I get so much anxiety, like I don't want to make the calls, I don't want to be a listing agent. I like, well, we're asking the right questions, right? Like we're coming in as business consultants, because that's our background. We're advisors and consultants, and

Tracy Hayes  26:22  
that's what a broker, yeah, they're recruiting is to be their first

Brittany Brooks  26:26  
coach, not just like filling a quota and putting bodies in the door. It's like, no what can we do together? What can we see that your blind spots that will elevate your business and elevate your life? And it's so frustrating, like, just to see some of the team leaders who have they've never done it themselves, or they're on the wrong values, they have the wrong mission, and that's what we're doing differently.

Tracy Hayes  26:45  
Or the ones that just immediately come in, they haven't even been there 10 days being a real estate agent, and they're there, yeah, they have a vision. Oh, I'd love to be, you know, I'd love to be like John and Brittany, but they have to actually go through the steps, right? You know, there is, there is a you're not going to end up there in six months. I mean, I can't say it can happen. The likelihood is it's not reality, taking these tests, anything, anything, but you taking these tests and exploiting what you're good at, because you could go years and years and years doing a bunch of stuff you didn't like doing when if you really just were consistent at what you love doing? Yep, you may have started off slower, but all of a sudden you were shot up Correct. You could put 99%

Brittany Brooks  27:28  
of the effort into developing your weaknesses, because society tells us that what's what we need to do right in our performance reports and incorporate and in school, right? But it's like, if you just focus that little bit of effort into what you're good at, it.

Tracy Hayes  27:40  
Can what you enjoy getting out of bed with every day. You go, Oh, I get to do this today, correct? And so it makes you money, which means, yeah.

Brittany Brooks  27:46  
And the joy on the momentum agent space, when we're like, you should try this. And they go out and they troubleshoot it, and they try it, and we're like, okay, come back. Let's have a feedback loop. Let's see if it's working. And they're overjoyed, like, no one's brought that to light before. It's like, well, just do this, right? Just do this. Is what everybody else

Tracy Hayes  28:01  
that's what a good coach does. Yeah, what said there was two things, I don't know if we would. You said one thing was people buying, yeah, they have some little bit of success, and they go out and blow their money on some expensive, bigger house, Fancier car, whatever, load themselves up with personal expenses to show everybody they've made it. I guess is the my eye. But you said there was two things,

Brittany Brooks  28:21  
and then the ego of the person to say, I've hit my limit. What if I don't have to do all of the aspects of real estate? What if I can hire What if I can leverage out? What if I, you know, what am I good at? And not necessarily what you're good at, but like, what's the value of your time, right? So, like, lead generation is the number one thing. If you're cleaning your house, you are driving and doing showings like the low dollar per hour activities, which we harp on. Like you guys, you know, as top producers, should be focused on the high driving activities, right? Like lead generation, relationship building, and so you know, where are those areas you can leverage out for 20, $30 an hour that will free up your time, free up your mind. 100% have clarity.

Tracy Hayes  29:01  
Carl, why do I follow with the mortgage market? Animals? Freedom club says the best thing he ever did was, obviously, to get domestic help. Yeah, first thing to me, and I can't say everyone would agree with me, there's nothing better that when you, you know, you come home and everything is taken care of, you can actually spend time with your kids. You can spend time with your spouse because those those chores are done. There are people who like doing those things, who are better at it than you are. Let them go do those things, because you need one. You need to come home and you need to have that time. Because why are you working so hard if you didn't want that time, right? I think why is your why everyone's first things everyone gonna say is their family, right? Well, then work hard. You're gonna make the great money take those other things out of your life so you can spend the quality time here and then get back to what you do really well, right, right? That was one of the things. So, so you're looking in to the profitability part of it. So when you're interviewing agents, you might want to come over. And you select, I never like to use hire because you're not hiring anyone. You're allowing them to join your team, and you want good people to come in. How do you how do you present, if you someone's out there with some other brokerage or maybe a new agent looking, how do you present that to them when you're having that little interview discussion with them?

Brittany Brooks  30:20  
Well, it starts out with, what are their pain points? Like, what are they looking for? There's, I always say, like, there's a home for everybody. Like, no brokerage is necessarily better than the other in some regards it, you know, who is the leadership? Like, why are you looking for a change? And what are you like? What are you actually wanting to change in your business? Because changing your environment, like, among big box brokerages may not do anything, right? But like, why are you making the change? What are the pain points? And so we want to know that from them, because are we going to be able to help them? Like, if they've got a big ego, if they don't want to make changes and level up their life, like we're not going to butter you up, like we're going to help you level up. So like, are you ready for the accountability? And it's a lot of just like questions of like, what they want to get out of this, because if they're not ready for account, ready for accountability, camaraderie, you know, collective, thinking and sharing like we're we've become a tribe. Like you are part of this tribe now, and it goes both ways. Like you, we you should be want, you should want to be part of our group, and we should want to have you and like, welcome you. And people should want to get excited, like, wow, we've got another top producer in the room, like they're going to add so much value. But if someone is, I have a really big problem with ego, right? We turned away a $10 million producer, you know, a few weeks ago because they just didn't have the right attitude. And so what they came in

Tracy Hayes  31:33  
as if they know well, they

Brittany Brooks  31:34  
wanted to. And then when we talked to them, there was a, and not that, you know, if you have an ego that you shouldn't come in, like, there's changes you can make. And you see outside of it, like top producers, like they do that gets them through and like, they're they're proud of that. I get that. But when you're like, I'm not, I don't have any growth to do. No one's going to teach me anything that I don't already know. Like, that's not, yeah, timeout, yeah, timeout. And so it just wasn't a good fit. And so we're looking for the cultural fit. We're looking for that we can actually help them right? Like, do they have pain points, or do they want to just change their environment? Like, change your room, change your mind, change your world. Are they excited about that, versus just like, oh, I don't know what I want. Like, you have to know why you're making the change, or else it's not going to do you any service.

Tracy Hayes  32:19  
So there's a lot of conversations. What leads into you and John are big on personal development? Yes, told me he's brought in some guest speakers. It's very important to them most, as I'm sure you would agree. I think when you 31 Yeah, most 30, most 31 year olds don't want to, don't want to hear anything about personal development, right? Where along the line did you and John, or is this just came naturally, because you guys are Summa and Magna, where you guys just love reading books, and just were picking up and just chewing through books, and just started getting into the business and personal development books. You just enjoyed them. Kept going. Or was there a point where you're like, Oh my this is some good stuff. And then you go read the next book, you go to the next event?

Brittany Brooks  33:00  
Yo, yeah. I mean, no doubt, light on for you like so definitely the interactions at our previous brokerage with our coaches, like we sought out the top coaches that they see your blind spots. They get you out of a funk, they get you to that next point I'll call out like Aaron heard, was as a top buyer's agent coach, Elizabeth curry is currently my coach. She's changed my life. John had some amazing coaches as well. And so when you're in that

Tracy Hayes  33:27  
tip for everyone, another successful person telling you they have a coach, yes, yes, yes.

Brittany Brooks  33:33  
The moments that I have changed my life, changed my business, changed my world. Is because I had a mentor, a coach, getting me out of my hole, and we're also checking my ego at the door, being like, but you didn't do what you said you were gonna do. So I think it came from that, like being around the right people and the right environment and the community where people wanted that, which is what we wanted to create a momentum, right? So like, you're you're saying, I want more. I want to be more. I want to do more like who else is in that mind frame, right? And like you can it's okay to want that, and it's okay to find those people that are going to push and let down a rope and and say, and like minded, and it changes everything. And so it was getting in that right frame of mind, and that's exactly what we wanted to create a momentum, is getting all the top producers in a room and saying, What can we do together? They're, I mean, they're collaborative. They're constantly posting and helping each other every day with their issues, and no one's seeing each other as competition. They're competitive, like, we just did a listing competition, and, like, they blew it out of the water. But I'm getting messages from other agents being like, wow, she killed it. Like, Beatrice just won our listing competition. And other people that were so close are like, Man, she's a rock star, right? Like, get yourself in a room where people are lifting you up and praising you for success, not wanting to tear you down.

Tracy Hayes  34:48  
How do you because, you know, I've had Ella on, very young person, and then we talked about Madison the beginning of the show. No, I don't know if they came in. I know you'll have I. I sat down and spoke with Ella. Obviously, she has a degree and, you know, very successful college athlete in golf and so forth. How do you get your team in that personal development getting better? And personal development is a wide variety of things. It could be reading books. It could be listening to podcasts, audio books. It could be going to different events. How do you get them in that mindset that they're not, they are. They're you're self employed, and you're going to, I know you're going to agree with the statement. The only thing stopping you is you, Oh, yeah. How do you get them in that focus inner self? I need to get better. I need to, you know, surround myself with great people. How do you get them in that mindset? Or are a lot of the people you're bringing in already in that mindset pass on that question,

Brittany Brooks  35:50  
or the egg, because, yeah, like the community that I don't even want to say, like John and I built. Like, you know, we're the first people that introduced the idea, right? But like, and we post a video about like the followers, like the courageous followers that come in, like the first crew of people that believed in the mission, and, like, came over and wanted to be in a different room and said, there's a problem here. No one's talking about profitable businesses, right? Like, it's all the high level. How many units? Well, what does it do at the end of the day, if it's not like moving the needle forward and your wealth and and so I want to say that they have to make the change, right? Like, so it starts with like, the person putting everything aside and saying, I want more, and like, their mindset has to change before they're willing to take the first step. Yes. But then, so when you say, like, are we doing that in momentum? Like, it became a collective thing of, like, these are the desires of the people. Like, we work for them. Like you want this, fine, we'll put this in place, right? Like you want to bring in these type of speakers. You want to have book club, all right? Oh, this person is doing these things, and they're driving their business this way. Let's have them on. Let's have a conversation. And so it's like listening to the people, because, I mean, they are the try, like they're doing it themselves, because they wanted to make a change in the beginning. So it's chicken and a little bit like, you know, what started? What like, the environment brought them in, or they came in, and then it became world track, like, kind Correct, yes, top producers want to be around top producers, but

Tracy Hayes  37:08  
you're doing it at such a high level, it seems. Yeah. Now maybe it's because, as John said, yeah, I forgot what to know. He threw out some numbers of people. I called one and be part of the crew. And then, you know, then you'll go and talk to them and find out how many you actually bring in. Maybe you're being right from the get go, you formed momentum being very selective of who you were going to bring in. As you mentioned, actually, I think early in the show, we're not, we almost have an open door. Hey, you got a license.

Brittany Brooks  37:32  
We have standards. Yeah, we don't. We don't negotiate away our standards for the expense of, like, filling a quota, like, if, if I knew that our crew was, like, having amazing results and like, it is the formation of what it is, right now, I don't need to add another person. So I think that's, like, the huge difference in our communities, like, I don't need to add another body just to add, like, for the sake of adding people, right? Like, it's already beautiful the way it is. Like, we can elevate it, and we can bring in more people into the conversation. But like, would you I don't need to add another Yeah. I mean, would you say they're going to change everybody?

Tracy Hayes  38:05  
You guys are very young, most, and even me, at 52 Wednesday, happy birthday. Lot of times we're impatient. And the average person would say, I'm going to start a mortgage. I mean, I'm going to start a more well, let's say mortgage brokerage or a real estate brokerage. I'm gonna get, I'm gonna get 100 agents under me, and we're gonna, they're gonna, just gonna go out and get what they get and tear it up. Versus you guys have been very kind of patient, selective, because I imagine, I mean, a lot of people have started kids, not more than when you started, because obviously your reputation has gotten out there, and a lot of people are coming to you, and you're being selective, but you're not running your business out of a an anxiety of this drive to say you're big, yeah, you're more. You are patient enough to get the quality I can just that's what I'm seeing. Are you guys seeing it yourself, or am I seeing it from the no down on

Brittany Brooks  39:01  
these we we're very so I think it's no, no, no, I It's fine.

Tracy Hayes  39:06  
Age wise, age wise. So we are,

Brittany Brooks  39:10  
we are very, it's not me like, I am called the culture keeper in the organization. I don't stand for drama. I don't stand for

Tracy Hayes  39:19  
you're an auditor. Of course,

Brittany Brooks  39:20  
you don't see, yeah, well, yeah. Like, I don't, I don't deal with all that. Like, I don't want it in my life. I don't want it in my business. Like, don't come here if that's what you're gonna bring. Like, but I so, you know, I get uncomfortable talking about this sometimes, and I shouldn't, because the world needs to have, like, that's what our mission is. Like, our mission is to build wealth through real estate, whether it's our agents or our clients. And I think, like, there's a huge differentiator with us is because we're financially free. We're not doing this for profits sake. We're doing this to change lives like this is our purpose, and like, helping people realize, like, the potential that you can have, and like, what's possible.

Tracy Hayes  39:55  
You're now into the changing of legacies of many families. Yeah, the first was, you. And now you're realizing you're hopefully projecting these people taking different trajectories that they never would have had the advantage of, but because you guys have interacted with them, now they're on a trajectory totally different than probably what they

Brittany Brooks  40:12  
ever imagined. Yeah, I mean, we've seen what's possible in this this realm, and what can be done if you put the right systems in place, the right mindset, the right people. But I think it comes down to, like, what is the intention of the brokerages? And no doubt there are some amazing brokerages and amazing brokers, and we've just been really disappointed in the people we've come across because, like, I said, like, there's an ill motive, like a motive that doesn't belong with us, like we it's just a different reason. So it's the it's the having wealth, the building wealth, and then saying, like, we can do it, you can do it too. But the the intent is very different. Like, our rentals cover our expenses. Like we've, we've built investment properties. We've, you know, become financially three through free, through real estate sales. And so, like, what

Tracy Hayes  40:55  
you guys had, I mean, an education, a mindset, and I don't know, for prior family as well. You guys start off very young and understanding, and John's a numbers guy, you're a numbers lady. We're so focused on it. And, you know, hey, and can make educated, reasonable, rational decisions based on, you know, as John put the dollar plan in front of you and you jumped over into real estate, What mistakes have you guys made so far? Because I know you will agree being someone who's big into personal development, you have to, you really learn through failure a lot of times, just just, you don't have to name multiple there's just name something like right off that, hey, at first, you know, we started doing this and realized that's not the way to do it,

Brittany Brooks  41:40  
not hiring team members early enough, because we said, well, we can do it all right. And it drove us to our breakdown. How long that like, a year, yeah. So, you know, we had Evelyn 2019 like, we were on top of the world 2018 right? A top a leading sales team. But you know, John and I would meet up with, like, Hey, have you had dinner? It's 10 o'clock. Like, no, I need to do more contracts. Like, I'll meet you at the bar and we'll eat dinner, and then we'll just, like, work, work, work, right?

Tracy Hayes  42:09  
So we do a lot of beefing yourselves. You didn't have anybody else to eat them, right?

Brittany Brooks  42:13  
And so then it was, you know, we had our daughter and our coaches, and all the people were saying is, you like, Who do you have in place? Who do you have in place? Like, if you disappear tomorrow, and I was like, oh, we'll figure it out. We'll figure it out. We'll come to find out that one person can't run level of business when I had a baby. So not hiring people early and early enough. Like, building your

Tracy Hayes  42:32  
best you will go through some people, yeah, maybe you get lucky and hire the right person.

Brittany Brooks  42:35  
At least we've met them ahead of time to, like, work out the kinks versus, so like, always being in reactive mode, right? Like, you know, you're you. We had very tunnel vision, like, we saw the game, like, this is how you conquer the game.

Tracy Hayes  42:46  
The cost you business? Yes,

Brittany Brooks  42:49  
well, I would say it cost us business. It cost us our lifestyle. It cost us our health. John broke his back, yeah, so, you know, and then we had to make some changes and, and we were saying, There's got to be another way like there. There is another way to do this.

Tracy Hayes  43:03  
So a week ago, I had George potcom With with Keller. William George said number one thing, actually him and Kelly said that they didn't attack their sphere of influences early enough they went into the system that Christina had put forth, and they're working it. We're doing really well and really didn't pay much attention to those they know and love and trust already. So that was a tip last week. Guys on the podcast, start on your circle of influence earlier. Secondly, because just heard it, you've got to start going, Hey, I'm starting to reach a lid. Don't hit the lid and keep hitting the lid and getting the lid, because now you're so busy, you're like, Oh, I just don't have time to interview somebody. I don't have time to

Brittany Brooks  43:47  
train somebody. You will when it all crumbles, because you think,

Tracy Hayes  43:51  
right, right. So you don't know what business you may have possibly lost, or maybe just simply, the transaction wasn't as great for that, one family or two families, or whatever it was for set for a year, and who knows what referrals you could have gotten out of them. Maybe they won't refer you, because maybe your transaction one is as good as it could have been,

Brittany Brooks  44:11  
yeah, if you had some help. Yeah, right. So yeah, leverage. I'm trying to think what else, because we're very purposeful and, like, we're very reactive, so like, we're data people. Everything's in spreadsheets. We are constantly evaluating our budget, like, we will go through all of our bank accounts and all of our credit cards, put it in a log, look at what we're wasting money on. And that just goes for, like, the business and personal. So, like, very intentional. So I wouldn't say there's a lot of mistakes in that way, because we're, we are, like, if something's not giving you a three to four return, okay, turn it off, or fix it. Like, intentional every month, every quarter, looking at the goals, looking at what needs to change and so. But honestly, like, if I look back, the biggest trend was leverage, like, not getting out of your own way and like, failing and building because

Tracy Hayes  44:55  
you think it's the trust or the realization is, like, I am good at this and my business. To keep growing, because you already had a trend of growing business between two of you, you guys were great, yeah. And it's just the realization is, like, if I want this to continue growing like it did the last three years, for the next three years, I need to start planning, to get you know those, those transaction coordinators, or whatever it is that you're showing assistance, or whatever it

Brittany Brooks  45:18  
may be, yeah, it's stepping back to go forward. And people don't just like halt, take a

Tracy Hayes  45:22  
step again. I go back to Carl white. Would you rather have the entire grape or part of the watermelon? All right, so now let's dig into momentum here. We've got about 15 minutes left here, and this is your I copied this directly. You sent me your website, and I didn't know what exactly she wanted me then, because there was a bunch of stuff on there, was our mission. And I broke down the mission statement here, momentum, Realty, move with momentum. Now that has many different things about it. Is that a move with momentum? Is that really talking to the buyers, or is that talking to your agents to move forward in their business. What was that intended? Who was that originally intended for?

Brittany Brooks  46:07  
It just evolved naturally in conversation. But now that I'm

Tracy Hayes  46:12  
thinking, I'll chalk that out when I'm John, write me a check. Then, yeah,

Brittany Brooks  46:16  
I think, I mean, it can be both, right, like we went into this business to change the way real estate was done. That can be for the end end user, which is the buyers and sellers. It can be for the vendor partners. It can be for the agents, like all the relationships ever evolving into all the different spheres of real estate.

Tracy Hayes  46:36  
From a marketing standpoint, if I'm recruiting, move with momentum me, and we're going to move you forward, yeah, your career and trajectory of life, and then obviously, move in buying a house.

Brittany Brooks  46:45  
I will literally call up people where I see that their their sales are flat, and I'm like, All right, what's going on? Like, what like, what hasn't changed? Or, what do you need in your life to move the needle? Or, like, and maybe you're happy, maybe, if they're satisfied with that. But I pay attention to that, like, you know you're around people that are pushing you forward.

Tracy Hayes  47:02  
All right, so a clear mission vision in perspective. So we're going to break that down, okay, so, a clear mission vision perspective. Mission, prove such exceptional certain I actually cut this down a little bit. Mission, prove such exceptional service that we earn referrals and reviews.

Brittany Brooks  47:20  
Yeah, we're very big into you're doing what you're doing to grow your bit like it's purposeful, so that you're providing such a high level of service that people just naturally want to help you succeed and want to drive your business by giving you repeat and refer.

Tracy Hayes  47:34  
You were talking to loan officers out there, and you said, put it out there. Tell them that, hey, I'm looking to serve, you know, 100 families this year, or whatever the number is, and then people rise to help you. And instinctively, they do. I've heard that on other podcasts or shows or I know is when I was watching the guy actually, you know, called all his he was trying to get referral agents, you know, he's a loan officer, and he called out, said, Man, I'm just trying to do, I want to do 10 million in loans this month. Can you help me out and actually end up doing like 14 There you go out in California, but yeah, yeah, in concert world out there and ask, tell them, This is what I'm trying to do. I want to be the best I want to provide the best service. I'm not providing the best service. Tell me why. Yeah, tell me, please. I want to know like

Brittany Brooks  48:18  
we have our raving fans, and our raving fans will hear people in a restaurant having conversations about real estate be like, I don't care who you're using. I don't care if you already have someone you need to call up John and Brett. Like, like, you need these people in your life, because they know how much we change there.

Tracy Hayes  48:32  
My podcast coach is big on networking, and I've mentioned this on the show periodically before he came out and said that rock Dwayne Johnson will make more office tequila than he did a wrestling or with the movies simply because he had a raving fans. Yeah, just mentioned, I believe that. And then whenever he says, go buy that tequila, they will all go buy that and tell me

Brittany Brooks  48:54  
what you think. Right? He doesn't want a subpar product. I want to know what's going

Tracy Hayes  48:59  
on, putting his name on it, yeah, vision through exceptional service. So again, mentioning exceptional services like mission, help our community build wealth through real estate. Yep. So when you say community again, we go back with move to move with momentum. You're now talking about our community. So you, you're again, another universal word there the buyers are, you know, sellers of your homes, you're helping them get the most money out of the sale. Or maybe, maybe there, but also the momentum community.

Brittany Brooks  49:39  
Yeah, it's so cool. Today. I'm so proud of them actually having lunch with someone this week just to celebrate her. She became a net worth millionaire through her her investments in real estate, changing lives, like paying off debt, right? Like paying off debt, being able to do things for their family. They never thought possible. And that goes for agents and the community, like the buyers and sellers, or even just partners. Like, it's anybody that has an interest in real estate. Like, how can you grow through this field? And how can you build generational wealth through this field? I mean, like, it's the last frontier. Like, there's so much that can be done that the possibilities are endless.

Tracy Hayes  50:19  
All the great, millionaire billionaires. Yeah, all real estate is somewhere in there, in there. And we're

Brittany Brooks  50:23  
actually talking about it like we will praise the people that are doing it, like that's the end goal. Like we constantly talk about, like you're in real estate to get out of real estate, which is a very controversial conversation. Like i i would really challenge the people, unless you absolutely love and you're like, I will live and breathe and die by real estate every day. But the people that I hear, I've been in this business 20 to 30 years, I question, all right, what went wrong? Why are you still in this unless you absolutely, I mean, I get it like I would be a buyer,

Tracy Hayes  50:50  
definitely something you can do till you die. I mean, at some level. I mean, whether you do it casually, you've built up such a referral. People call you say, Hey, will you list my house? Because you just been doing it so long. I mean, we all, we all know those agents who

Brittany Brooks  51:02  
but you do because you want to do it, not that you have to do it because you've built up a rental portfolio that pays your living expenses. You've built up properties that are cash flowing and giving you a lifestyle that you desire. Like, what are you doing with the money? Are you blowing it on material items, or are you investing in it so that you can get out of it? Out of real estate

Tracy Hayes  51:20  
perspective, we partner with passionate, growth minded professionals who have drive, integrity and ability to serve others at the highest level, you are who you surround yourself with. Oh, that's huge, right there? Yeah, there's one obviously common theme mentioned in every show the top agents is who you surround yourself you you have the ability to choose who you want to surround yourself directly, because you're inviting these people into, into the momentum family, yep. And these are, you know, 180 plus strong right now, yeah, 183 183 now they're all over the state, or how they're all not right here,

Brittany Brooks  51:58  
and no, so I believe it's, it's like 14 locations. But the throughout Florida, we're actually expanding into Georgia very soon. But if I go Pensacola all the way down the east coast, Daytona, Palm Coast, st, Augustine and then Tampa, Orlando. So our biggest hub is Gainesville. We're now at top 10 brokerage in Gainesville. With that crew, no office. We have one office, legally that we're

Tracy Hayes  52:21  
supposed to want your one business address correct. So these people are joining your crew, joining momentum from around the country, and you're not. It's not. They're not coming to an office every day. They are there being motivated at a high level and even being at home, which everyone dreams of, that some people can do it. Some people can't that's

Brittany Brooks  52:42  
expectedly and worked for us. Covid was terrible in so many, so many ways, but it changed the game for us in terms of scaling our business, because we had all these plans for brick and mortar, all these plans for in person training to, like, get in the environment, right, like in the physical environment, and covid, like, we opened January 2020, we couldn't do it, and so we had to go virtual. And we realized there's something here, because we were recording all of our coaches speaking, all of our all the people that we brought in for training. So all of our trainings, we were recording all of our trainings, all of the motivational speakers, all the people coming in to, you know, who ra everybody and corral everybody. And we recorded it, and top producers are in the field. They're not in the office. We realized, well, they can go back and watch everything, and they can be in the conversation remotely and digitally. And so covid, I mean, yeah, I can't even

Tracy Hayes  53:34  
very special. I mean, this sit down and study what you guys are doing to keep it going. And, yes, and doing it in the virtual realm, you know, is just unique in there. You guys created the ASCEND brokerage for the new agents. Yes. So one thing you I think you mentioned in some notes that you sent me, what is next for momentum and ascend? What's going on there? Yeah.

Brittany Brooks  53:56  
So, you know, I touched on, we're expanding into Georgia. There was a desire from our agents to cross the border, just because we're so close. We also have some top producers that want us to expand into Georgia. So we, you know, hear their call and we listen and we make it happen. Ascent group. So, you know, I think John had touched on this. We turn away about 20 plus new agents a month previously, just because we didn't have the structure set up, we were a environment for top producers that already are making money, already have a business, and then how do you level up and scale your business? Right? It's a different it's a different conversation, different step, different step. Well, what we decided to do is, you know, we we see a problem, right? Something's wrong here, if we're turning all these people away that are newer, but we can help them like we know we can help them. So we brought all of our champions, our cappers, essentially the top 5% at momentum, the top people, they bought into this new company, and they are now the trainers. So at ascend group, you get access to all the top players as you're essentially your mentors, your guides, your teachers, your coaches.

Tracy Hayes  54:59  
They have this. Same mindset, yeah, similar mindset to you and John. And that the coaching mindset, consulting mindset, because that's really what it is you want someone who's going to tell you, Hey, dude, you got pie on your face. Yeah? Seriously. I mean, I remember standing I remember I had a we had a thing, because when I worked with Quicken Loans For certainly the first eight and a half years of my career, Dan Gilbert saying up there, says, the best friend you have is one who's going to tell you you have pie on your face. It's the ones that or, you know, something in your teeth. You know, leaf in your you know, whatever food in your, in your in your teeth. Those are the people who have your back. And if you have the mindset of everyone's trying the rising tide raises all boats, attitude or ideology, that's what, that's what you guys have. Yeah, really different events. Can't take that. Hey, dude, you got pie in your face and you get ticked off about it. Maybe you maybe shouldn't be there.

Brittany Brooks  55:51  
Yeah, each other out. But yeah. So became a different investment opportunity for our champions, aka the cappers at momentum, and now we are purchasing a commercial apartment complex, so 30 plus units. They have access to

Tracy Hayes  56:05  
different several investors. It

Brittany Brooks  56:09  
allows different investment opportunities through our network where it's like, okay, like you've gotten to this level. You're now, essentially, they're not accredited. But that's a whole finance word. But you know, you've the goal is that you're hitting a million dollars, net worth or more, the goal is that you are performing at a high level. You get access to now, different conversations, different investment opportunities. And so, you know, momentum is paving the way for things to do that other brokerages aren't like they're not having these conversations on wealth building and lifestyle change and personal development. And we hear what they want, and we say, okay, how can we do that as leaders? Who can we bring in? And that's it.

Tracy Hayes  56:43  
You just, if you were watching the camera, I was somewhat shaking my head, because it's in disbelief. Actually, I'm in disbelief what you just said, and yes, what you just said is that your top people who have been there, your would you call them?

Brittany Brooks  56:56  
You're the champion champions, the momentum champions, so they have ownership

Tracy Hayes  57:02  
Jody Cassell and so forth, yep, are getting together by apartment complex together, yeah, and this is not happening. I'm telling you right now that I know it may, and I'm not gonna say it's not happening anywhere else, because I know everything.

Brittany Brooks  57:16  
Yeah, I don't know everything. I probably could bet it's not, I bet, I bet.

Tracy Hayes  57:20  
But with the brilliance of you in John, that if I was on that team, I'd be like, yes, if John and Brittany have already done the evaluation on this and they present it to us, I'm in. So that is amazing.

Brittany Brooks  57:35  
I appreciate the brilliance term, and we've done it before. So John and I are invested in 150 unit, another 30 unit, and so we're saying now, bring your opportunity down the road. When we say, come on up exactly there's light like, whether it's there's things that are possible that people don't even know yet.

Tracy Hayes  57:53  
Well, you know, that's because everyone says, oh, it's lonely at the top, yeah, because you never reach down and help someone get up there with you. That's why it's lonely. It's like people say money can't buy happiness. Well, you haven't given

Brittany Brooks  58:05  
enough away. Oh, money. Okay, so I've been, I've been sitting on this for a while. I'm ready for this. Okay, so I've been really festering on this. I don't know necessarily that money can't buy happiness, like I get it, but there's an evolution, right? So, money buys options. Options buy freedom, and that freedom leads to happiness.

Tracy Hayes  58:27  
I love it. I love it. I only have to clip that right out. That's a wheel right there. Tell that to the world. I'm gonna actually, well, I always ask this question on every every podcast, is it more important who you know or what

Brittany Brooks  58:42  
you know? Oh, I mean, I watched my husband's on this Yes, yes, yes. Well, okay, you know, right? Well, your career, I mean, just right. So I honestly

Tracy Hayes  58:53  
you're very smart person. So some people think, Oh, she's a book smart person. So she's gonna say it's what you know automatically. But that's not

Brittany Brooks  58:59  
necessarily true. So I my default. If I had to choose between the two, it would be what you know, because by having the education, by having the knowledge to then go out and provide value to the world that's important to me, the relationships and who knows what you say it

Tracy Hayes  59:13  
this way when John presented it to you, because of your your knowledge and expansion, as you know, especially in the accounting and numbers. You were your eyes because of your knowledge. John was able to present that to you, because if you didn't have that, a lot of people would have looked at that opportunity, even if they were in the same financial situation. But without your background, would have gone, yes, that's a let's take that risk. Let's jump into that so your knowledge led you to open your eyes, which open doors for sure? Yeah, okay, I can agree with that. Yeah.

Brittany Brooks  59:46  
The knowledge brought the trust, the trust that I knew what I was talking about, and the trust to choose me as their agent, because I educate people on the forefront, like I'm asking questions, I'm the consultant. I'm figuring out what the pain points are to then educate them, and then they say, Okay, let's build a really. Show.

Tracy Hayes  1:00:00  
I'm gonna finish this up because you have a lot of notes there.

Brittany Brooks  1:00:02  
Oh, this was just talking. I mean, we hit everything.

Tracy Hayes  1:00:06  
So let's finish up. I want you just to finish up because I know you guys are very passionate about momentum, and you have, you do have a unique niche, so to speak, or at least, what your your ideology, your vision is, so new agents or existing agents who are possibly looking to make a swing, because if they're not getting value where they're at, they're going to go somewhere where there's value. What is that value that you're going to bring either a new agent or an existing agent at momentum

Brittany Brooks  1:00:33  
this tribe has become beyond anything I could have even imagined, and so I'm a proponent of you are who you surround yourself, and change your mind, change your world, like in mind, as in mindset, and you may be doing all the right things, and maybe you aren't, but you want to get into a different room with people that lift you up. It doesn't have to be a struggle. It doesn't have to be the hustle culture, right? Like you're gonna help work smarter, not harder. Yeah, there's different ways and, and I it's almost like, I want to grab everybody and be like, I want you to see the light. And I don't mean it momentum. I mean like, yes, of course, it's my company, it's my I'm proud of it. It's our baby. But I want you to see that there's another way and, and it doesn't have to be painful. And there are people like, it doesn't have to be cutthroat and competitive. And there are people who can love on you and uplift you and hold you accountable like we're everybody's in different pods of momentum, like I'm on I mean, I could cry like every week, the things that people are saying to each other, like it's it's a beautiful thing. And so I'm with you. If you want to get into a different environment challenge, what's working and not working?

Tracy Hayes  1:01:39  
I'm gonna sum it all up. You know, I spoke to John and I spoke to Brittany, now, in length and where they're at in a lot of the top people that that we're talking about, if you are not moving forward, take a deep thought. Take this evening and really think about you. What can you, as you just said, it's you're not. There's not competitive agents out there. Yes, there's a number you can't do all the competitions, and you're paid so well, you don't need all the deals you want it you want enough deals, and you can hopefully change the trajectory of your legacy and your kids focus on yourself. Some of us have a bigger hole than others. My hole is probably much bigger than hers ever will be to fill working on myself. Think about that. The personal development be listen to a podcast, read a book. Get the positive Mojo.

Brittany Brooks  1:02:27  
Yeah, get it. Atomic habits. 1% better every day.

Tracy Hayes  1:02:30  
Atomic habits, tweak small tweak the book. Referral, right there.

Brittany Brooks  1:02:34  
Atomic habits. Atomic habits. And then we know we talked this morning about Extreme Ownership, and you know, you either win as a team or you die as a team, and you're either 100% support or 100% sabotage.

Tracy Hayes  1:02:45  
And Mojo will spread. The Mojo overflow from one to others. If you're surrounding yourself, you You

Brittany Brooks  1:02:51  
are the people you surround yourself with. So really challenge, are they bringing you up or are they putting you down?

Tracy Hayes  1:02:57  
Brittany, brilliant show. A lot of good stuff out of there. There will be a lot of sound bites. I know your husband would be cutting this thing. I know there's some really great stuff. I appreciate you coming on. Thanks. Thank you.

Podcast Intro  1:03:08  
This may be it for today's episode of Real Estate excellence, but we both know your pursuit of excellence doesn't stop here, to connect with the best of the best and really take your skills to the next level. Join our community by visiting Tracy Hayes podcast.com where you'll meet more like minded individuals looking to expand their inner circle and their personal experience that's available at Tracy Hayes podcast.com