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Lender and realtor relationships redefined, leveled up. We're going to cover that in three simple points. Point number one is doing good outside of what you already get paid to, think about that, are you doing this? Point number two is around technology, technology's giving you more time. What are you doing with that time? Would your partners agree that any of that time is being reinvested back into them? And then the third point is this is how are you redefining what partnership means to your clients? All questions I want you to ask as you listen to this episode, Addison Nett kills it. He's doing all of these three things at a very high level. I'm excited for you to listen and enjoy
Show Notes
Justin Stoddart
Right, very good. Addison Nett. Welcome to the Think Bigger Real Estate Show. Super excited to have you here, man.
Addison Nett
Yeah, thank you, Justin. Good morning to you.
Justin Stoddart
Good morning, my friend. Again, this is Justin Stoddart, host of the Think Bigger Real Estate Show my mission and my passion is to do the following to wake you up to the potential that's inside of you, and then to inspire you and help you to live in pursuit of that potential. So, Addison, I'm grateful to have you here. Folks, today, we're going to be talking about three things we're talking about, first and foremost, being good outside of the value that you typically bring, okay? Secondly, we're going to be talking about technology, how it's created more time and what that means for you and your partnerships. And number three, partnership, redefined, some examples of what you can and should be doing in order to maximize your partnerships. So with that being said, Addison net, he is a Top Producing lender with Finance of America here out of Portland, Oregon, and the guy does some really fantastic things. You'll notice that his his background here, just a minute is, is pretty fantastic. It looks like he's sitting like on a canoe right now in downtown Portland. And he's a video master to take some of his partnerships the next level. So Addison want to thank you for coming on to think bigger real estate show. Super excited to have you here.
Addison Nett
I'm excited to be here as well. Thanks so much for having me.
Justin Stoddart
Yeah, my pleasure, man. So, um, let's get into effect. Let me ask this question. Addison since we are on the Think Bigger Real Estate Show, right over my shoulder here you see the TV. Let's talk a little bit about life outside of real estate. Right. Obviously, we do this one because we love it. But secondly, we do it because it's to fund even more important things. Talk to us a little bit about what what's super important to Addison, you've got a beautiful bride. Tell me what's your kind of favorite part about life outside of the real estate industry?
Addison Nett
Yeah, appreciate you asking and definitely enjoy Central Oregon, all of my in laws live in Bend. One we're able we love visiting out there and just spending time in Central Oregon and that's one of my favorite parts over the last few years. When work isn't super demanding I enjoy getting out on the golf course and teeing it up. So I grew up just as a local caddy here. Oswego Lake Country Club right in Lake Oswego. So when I can tee it up. That's what I prefer doing.
Justin Stoddart
And you're known as a guy who likes to have a lot of fun at work, and you've shared a number of videos with the world about even though you're in maybe what might consider a little bit of a steel industry, especially not this week, right? But one that's, you know, very number crunching, you seem to have a lot of fun with it. Talk a little bit about how you again, we're going off track here, but that's the beauty of being in the house. To do it. I want to talk to me a little bit about how you keep the workplace fun, and maybe even the benefit that is for you.
Unknown Speaker
Yeah, you know, I'd say probably a year and a half ago, when we were last together meeting, I was really pushing to try to create just a culture of positive energy, which then, you know, distilled down to the customer service factor of it. At the time, we were getting really aggressive with some fun videos around the office. And that really escalated into a new skill set that was able to really help some of my agent partners develop and leverage for their own marketing and business development.
Justin Stoddart
Awesome, man. I love that it's been inspiring to see that again that you know, even though you're in the workplace, in a number crunching industry, you can have a lot of fun so awesome stuff. Let me let me let's dive into today's topic again about partnership redefined, right. So obviously, you and I are both a proponent of maybe some of the downfalls of our industry, right? We have people in our industry who have grown a business simply by, in my industry anyway dropping off tchotchkes, right thinking that simply by having a chummy relationship with your lender, or with your realtor that, you know, showing up chopping off some notepads and some pens, some calendars, and maybe taking people to lunch, that that's going to be enough in order to secure a long term relationship and maybe in days past, that absolutely was true, right. But that's all you needed to do. I'm a strong proponent that especially with the way the industry is going and how technology is getting better and better all the time. But it's actually keeping people I should say technology starting to to advance on what people get and get paid. And it behooves I believe, people to not just have somebody who can be chummy with them and drop off tchotchkes but something that can really come in and drive real value. Just a little bit about that from your perspective about again, it's not just about being chummy. It's not even just about being good at loans. Right. I mean, you've you've taken that to the next level. But tell us a little bit about, about kind of how you believe that that being good outside of the value you're supposed to bring, is it has been important to your practice?
Addison Nett
Yeah, you know, and that's definitely a big topic of conversation. Just to back up a little bit, I've had the opportunity to work with quite a few loan officers and build up teams together. And one of the things I like to do is sit down and analyze some strengths and weaknesses and really decide what route is going to be best for building their business and try to get people on that route. And that experience has folded over to the agents I work with as well. So when we're sitting down, like, I want to work with people that are relationship driven for the long run, and then we talk about value add. Now every single agent every single team needs a different And sort of value add. And as a business partner, and the lender, it's our job to figure out how that tailors to the direction that they want and need to go. So it can be a different on a lot of different platforms. But right back to you, it's like, yeah, dropping off stuff all the time. It's just like anyone can do that. I want to have business relationships to where like, Hey, we're talking about the great times, and the good times, we're building out long term strategies, and we're sticking to those. And yeah, it's a different world. And then additionally, adding value right now, like, man, these are it's a really volatile market. And it's our jobs as loan officers to be there for our agents and get through these choppy waters. So you've got kind of like a business development side, but then right now at any other point, this is when the lender and the agents need to be on their best communication. They got to have the best amount of trust in each other and in my opinion, that's built through long term reallationships.
Justin Stoddart
Yeah, I love that man. Your your perspective, I think is super profound. And I hope everybody hears that sometimes people show up into a relationship and they want to talk about, here's what we can do for you. And I think it behooves professionals to really step back and say, Tell me, like, what, where's it you're at? And where is it that you're headed? Right? Because if you can get clear, with each customer, what they're actually building and what they want to create, it changes everything, your your approach totally changes, the value you can bring them totally changes. In fact, part of that might be the fact that like, I don't think we're a fit, we're not headed in the same direction. Whereas if you if you get clear on knowing where people are at and where they're like, what ultimately they're building, you naturally start to attract people that that you know, that are like you that are headed in the same direction. I know. You know, Jackson, Jesse, you guys like, like we're on a similar path, right? We understand the power of digital media, we understand that there's, there's deep value in that. So it becomes natural to be in these conversations with people that with whom you can add value and to bring value to you. Right. So I think that what you said there is more profound than what people think it's not just a tactic to get more business, it's actually a bigger strategy to be in business with the people that you're, you know, that you're aligned with.
Addison Nett
I couldn't agree more. I mean, one of the best things I did probably about two years ago, I was made a commitment to myself that I'm not going to work with people that I don't enjoy working with. Because I was starting to realize a few years into the business that my partners dictated my mental state as well as my lifestyle, whether it's, you know, respective communication, respective mistakes. Also, just celebrating wins appropriately and as a team and not I owe you You owe me, and aligning people with similar aligning yourself with people on a similar mindset and all actively working toward a bigger picture goal. Because if we're so micro, and it's probably couldn't be a better example. In the state of where the nation is right now, when we're so micro focused on what's in front of us, whether it's health, a business relationship, you're not going to enjoy the day, the hour, the week, the month, it's going to be transaction after transaction agent partner revolving door versus zoom out a little bit here and the scope of five to 10 years. Are we contributing toward that agreed upon long term goal?
Justin Stoddart
Yeah, no, it's a great point. You know, I think that there's, as you mentioned, you know, for those that may be watching this at a later time, we are right in the thick of the Covid 19 crisis really, right. California yesterday, the governor ordered 400 million people to stay at home like that's pretty significant, right? these these are totally uncharted waters. And I agree like times like this. You can't also then be working with people who you don't like right, like, but when you can hunker down, meaning like, get to work and certain add value to people who you care about. It changes everything. thing you know, I know for me, my strategy over here over the past, you know, couple of days has been reaching out to my people send them, you know, calls text me like, Hey, how are you? Checking in? And if I don't like the person that becomes super inauthentic, whereas if it's people that I like I, like, genuinely want to know, like, how are you? How's your family, been thinking about you? Do you have everything you need? Like all of a sudden, it becomes this natural outpouring of a genuine feeling as opposed to Oh, yeah, I probably should do that, because it's the right thing to do, even though I could care less about these. Right, right.
Addison Nett
Oh, it's a good point. And I think to add on to it, too, is like when you commit to driving your business and aligning yourself with a people that you match with that you like, and are on the same page and a goal, big picture timeline. I've noticed over the years that you start attracting in the business that's also energetically attracted to that. So in term, your work style and your lifestyle all improves. And I mean, it's not a bulletproof plan, but I know for anm fact, in the last year the clients that I'm working with from a variety of different agents are all more people that I get along with and it's a personality match. versus if you're doing a revolving door, I need 30 new partnerships every month to hit my goal I need 500 leads pulling in because my percentage of pull through is this and that you you start losing some of the humanity of of developing a business and in the entrepreneur world that's the most beautiful thing is you can create it how you want
Justin Stoddart
Yeah, no, that's a that's a brilliant point is that you get to go deep with people as opposed to just you know, there's there's certain coaching programs, you know, one of my several of my good friends have been a part of them and have now left but where it's like okay, on Monday you need to call 50 people right, whatever. And like realtors get to where they like, I can't stand Monday because my phones blowing up from people who really don't know my business. I'm not saying that prospecting is a bad idea, but it Do you think when you can find your tribe and go deep with them and add significant value and grow together? Like what a better life? What a better business? What a better use of time and talent, right? Yeah. Like going deep with people and helping them develop something, you know, the smaller group of people, but you just you can do the same amount of transactions. And like you said, you actually end up enjoying life a lot better because you're actually working on something meaningful as opposed to just spending your time out hunting.
Addison Nett
Yeah, I completely agree. For sure.
Justin Stoddart
I mean, let's go to point number two, which is, we have this technology which has created more time, right. You have some strong feelings about this, that that may seem controversial to some numbers, a little bit about how you think technology should be changing our businesses and changing the way we show up in the marketplace.
Addison Nett
Yeah, I'd say from a loan officer standpoint, like it is incredible how much technology we have, especially to originate loans. I mean, so much of It's done on a computer with software and interfaces. A lot of us, especially if we have teams, we have tons of support people, quite frankly, unless you're getting 20-30 applications a day, it really doesn't take too long to put together a loan application. You know, one thing is that there are your one offs and you're more challenging products and things that take some hand holding. But my main point with technology is I believe that lenders have a lot more time in their weeks. So my perspective is, Hey, you know, the agents are putting a lot of time, money and effort into showing the clients face to face out in the field at open houses. Escrow officers are a little more tied to a traditional work period. And then what about the lender? What about the lender that's rolling in at 12 o'clock and is out by three? What about the lender that plays golf and just attends happy hours? What what are you doing to take that time that technology has granted you and reinvested it into the people that have helped you get to where you're at. And I'm not saying like, you know, I'm a victim of overworking and I get reminded all the time for my family to have more work life balance. But I just think if you truly are invested in growing, the definition of growth is there really is a balance isn't in there. Oh. So taking advantage of the technology, and the time that it gives you and giving it back to your partners, and not everyone wants, you know, a business development strategy or whatnot. But if you're aligning yourself with people, put that time into the marketing, sit down and critically think join pipeline reviews with teams go in with teams that have new agents, and like I was with a team a couple weeks ago, and they had a brand new agent and I just shared. When I first got in the business, the best thing I did was start the wedding list and I had an instant spear base lead list and after one year looked at it and I had funded 50% of those people. I'm just different value adds and using time Sorry, I went on a run there, but it is something that I'm, I get a little hopped up about.
Justin Stoddart
You know, I've oftentimes use the analogy, Addison that it's like the real, like the real estate agent who I think does, you know, a lot of the really heavy lifting in our industry. It's like we're there to spot right and we're like, counting their reps, one, two, I mean, I see people in my industry title in escrow, that are like, oh, they're so grateful. They kind of like sit on the sidelines and they're just like to cheer them on. Thank you so much for bringing us another deal. I mean, and again, I picture that to like realtors, like underneath the bar right there trying to benchpress this thing and the person's over there just spot and I'm like, Hey, come on, you can do it, you know, and it's like, come on, man. Grab the freakin bar like grab one yourself. Like there's a heavy load here. As these large technology portals move in, more and more on an agent's job and an agent's commission. Meanwhile, you've got these partners per se that are standing around counting reps, get in the freakin game, bring some value, stop trying to buy me out, you know buy my love with with with happy hours. Yeah, like some real knowledge and some real network to the table to actually move the needle.
Addison Nett
Yep, exactly and like to one of the biggest things that I've changed in my business in the last few months is adopting and I offer this to all of my real estate agents is doing an initial call with the client with them on video Zoom conference. I know lenders are freaking out if that set the bar that lenders needed to be on the first call with every single one of their agents. I've done over 120 Zoom calls with clients in the last three and a half months. That is sacrifice that is being with your team and your partner, whether I get the loan or not, hey, I am here to answer any of your lender questions. And listen, what other value adds? Oh, hey, I grew up in West Linn. I lived in Lake Oswego. I live in North Portland. I could I could add Little bit of value on the inside of that neighborhood. What's going on with interest rates right now? What's the real this rather than like the agent coming like, Hey, I got a lead for you, I need you to call and they throw this Frisbee. And then the agents comes in every single day on the team and just calls the lender. Hey, did you connect with that lead I sent you, Hey, did you connect with that lead that I sent you over and over. It's just not efficient. And if the lender would step board and take advantage of technology, add value right off the bat with Zoom calls. It's a it's been a game changer for me. And I believe that that's the way everything's going. Will other one officers participate in that movement of then double or tripling the time it takes to do their job? I don't know. But I'm all in right now.
Justin Stoddart
Well, I think you've, you've shared a lot here about redefining what partnership looks like and I hope not just for the real estate community thinking like, oh, wow, my lender doesn't do that. Oh, wow. I hadn't. I hadn't really thought about that. I didn't really think that was in their job description. I thought their job was just to like, be sure that loan funds and you know, but for you to actually be able to step up and say like, let me get on the very front end with your customers and add value to be sure that you get the business. I think that hopefully helps to start to open some eyes, both within your customers industry, right real estate, but also within like the lending industry of like lenders, it's time to step up, right? I'm like clarion call to the, you know, to like the title and escrow industry, like it's time to step up, like we can't continue to add the inferior value that we have in the past. Meanwhile, there's additional threats and opportunities I'll add in our industries that are either that are either threats are coming at us or opportunities are passing us by because you're matched and linked with an inferior lender or with an inferior, you know, title Rep. Like there's, like you like all of us have to kind of rethink what that means and what value really means. I think that's, again, kind of our final point that we've probably already hit on right which is partnership redefined, maybe give us in closing here. Like what is you've shared some amazing examples already. Was there anything else that stands out to you as far as what partnership redefined means to you?
Addison Nett
Yeah. I mean, redefine means taking all the crap that lenders have, like, here's my products here, everything that I do my fires this, everyone can do that. Everyone has that stuff for the most part. The internet and technology has created a pretty bottleneck margin. With interest rates and fees. We're all pretty much there unless you want to go internet which those offers don't get accepted these days. What else are you doing truly sit down with your agents and figure out Hey, what are their strengths, help them align into their strengths with their business plan and figure out a way to add some value whether you're you're jumping on zoom calls and you're participating in the lead you're, you're helping or orchestrate trainings for new agents if if a people He's trying to grow out a team and bring on new people. If it's video, if you really like video and you're super good at video, go all in on video and be the video guy, teach someone how to edit, teach someone how to post this, there's people out there don't even know how to export their database, like, figure out a way to customize some skill set, you know, outside of your desk job, and tailor it to how it could help one of your partners grow. I'm not getting heated up here, because this is like the stuff that I talk about to my team all the time, and I call people out on it. And I don't make a lot of fans about it internally.
Justin Stoddart
you'd be both man I, I get heated when I hear. You know, I'll talk to people in my industry and they're like, man, like, here's what title rep sit like they still come in and they try to get the dang app on my phone. And that's all that's their value is like, hey, my Corporation created an app and it's gonna change your life. And it's like, I've got three apps on my phone. I'll use any of them. It's like Come on people like parties fired up excited about that, that that's still a leading value proposition in my industry. There's a part of is like crap guys come on, we can do better, right we can do better. So I agree partnership needs to be redefined, Addison I want to thank you for taking the time not only to pour into us but just for being the person who's out there kind of Blazing some new trails, right? Someone who's out there really kind of redefining what partnership can and should look like. I want to end with this final question. You're a big thinker. That's why you're making some serious waves in the industry, both from a production standpoint, as well as just having your presence out there use technology to high level, what does a guy like you do to continue to think bigger to continue to extend and expand your own possibilities? What does that look like for you?
Addison Nett
I think there's a couple things I try to be I try to be first to market in my industry on most approaches. So like the Zoom call is a great thing. And I contribute that to other agent partners and group ideas. But no other lender's doing. So if there's something from a customer standpoint, and let me back up when I first got into the industry, I decided to be one, obviously, because my loan officer was horrible when we bought our first house and I was like, I could do that job way better. So if I take the mentality or experience something in my own business, or the industry that it should be done this way, like, I think this should be done this way. Go out and do it and figure it out. You're gonna fall on your face, you're probably gonna blow some money figuring it out on but once you do your first to the market, you're changing things and you're leveling up the way things should be done. So it's a natural thing for me. And I think it stems back to some like Restaurant Management stuff where you're always looking at like, customer service. Like, I think that could be better. I think this system could be improved. I think this experience should be this way. And the real question is, why aren't you just doing it naturally?
Justin Stoddart
It's powerful stuff, man. I love that having that critical eye to just to always be looking at what can be better, what needs to be better, what do our customers need and want. It's a great way to look at life and business. Man, I want to thank you so much for coming on, I think bigger real estate show today. This has been a total pleasure. And I'm impressed with you and only can only imagine what what you know what your future holds anymore. I think the future of your partners is you continue to delve in and redefine what partnership means. So my final request of everybody listening in today is take these lessons, go apply them, share them. And then my final requests are these three simple words and they are GO THINK BIGGER! So Addison thank you so much, man for helping us do that today. And I look forward to staying in touch my friend.
Addison Nett
Yeah. Likewise, Justin. Thank you.
Right, very good. Addison Nett. Welcome to the Think Bigger Real Estate Show. Super excited to have you here, man.
Addison Nett
Yeah, thank you, Justin. Good morning to you.
Justin Stoddart
Good morning, my friend. Again, this is Justin Stoddart, host of the Think Bigger Real Estate Show my mission and my passion is to do the following to wake you up to the potential that's inside of you, and then to inspire you and help you to live in pursuit of that potential. So, Addison, I'm grateful to have you here. Folks, today, we're going to be talking about three things we're talking about, first and foremost, being good outside of the value that you typically bring, okay? Secondly, we're going to be talking about technology, how it's created more time and what that means for you and your partnerships. And number three, partnership, redefined, some examples of what you can and should be doing in order to maximize your partnerships. So with that being said, Addison net, he is a Top Producing lender with Finance of America here out of Portland, Oregon, and the guy does some really fantastic things. You'll notice that his his background here, just a minute is, is pretty fantastic. It looks like he's sitting like on a canoe right now in downtown Portland. And he's a video master to take some of his partnerships the next level. So Addison want to thank you for coming on to think bigger real estate show. Super excited to have you here.
Addison Nett
I'm excited to be here as well. Thanks so much for having me.
Justin Stoddart
Yeah, my pleasure, man. So, um, let's get into effect. Let me ask this question. Addison since we are on the Think Bigger Real Estate Show, right over my shoulder here you see the TV. Let's talk a little bit about life outside of real estate. Right. Obviously, we do this one because we love it. But secondly, we do it because it's to fund even more important things. Talk to us a little bit about what what's super important to Addison, you've got a beautiful bride. Tell me what's your kind of favorite part about life outside of the real estate industry?
Addison Nett
Yeah, appreciate you asking and definitely enjoy Central Oregon, all of my in laws live in Bend. One we're able we love visiting out there and just spending time in Central Oregon and that's one of my favorite parts over the last few years. When work isn't super demanding I enjoy getting out on the golf course and teeing it up. So I grew up just as a local caddy here. Oswego Lake Country Club right in Lake Oswego. So when I can tee it up. That's what I prefer doing.
Justin Stoddart
And you're known as a guy who likes to have a lot of fun at work, and you've shared a number of videos with the world about even though you're in maybe what might consider a little bit of a steel industry, especially not this week, right? But one that's, you know, very number crunching, you seem to have a lot of fun with it. Talk a little bit about how you again, we're going off track here, but that's the beauty of being in the house. To do it. I want to talk to me a little bit about how you keep the workplace fun, and maybe even the benefit that is for you.
Unknown Speaker
Yeah, you know, I'd say probably a year and a half ago, when we were last together meeting, I was really pushing to try to create just a culture of positive energy, which then, you know, distilled down to the customer service factor of it. At the time, we were getting really aggressive with some fun videos around the office. And that really escalated into a new skill set that was able to really help some of my agent partners develop and leverage for their own marketing and business development.
Justin Stoddart
Awesome, man. I love that it's been inspiring to see that again that you know, even though you're in the workplace, in a number crunching industry, you can have a lot of fun so awesome stuff. Let me let me let's dive into today's topic again about partnership redefined, right. So obviously, you and I are both a proponent of maybe some of the downfalls of our industry, right? We have people in our industry who have grown a business simply by, in my industry anyway dropping off tchotchkes, right thinking that simply by having a chummy relationship with your lender, or with your realtor that, you know, showing up chopping off some notepads and some pens, some calendars, and maybe taking people to lunch, that that's going to be enough in order to secure a long term relationship and maybe in days past, that absolutely was true, right. But that's all you needed to do. I'm a strong proponent that especially with the way the industry is going and how technology is getting better and better all the time. But it's actually keeping people I should say technology starting to to advance on what people get and get paid. And it behooves I believe, people to not just have somebody who can be chummy with them and drop off tchotchkes but something that can really come in and drive real value. Just a little bit about that from your perspective about again, it's not just about being chummy. It's not even just about being good at loans. Right. I mean, you've you've taken that to the next level. But tell us a little bit about, about kind of how you believe that that being good outside of the value you're supposed to bring, is it has been important to your practice?
Addison Nett
Yeah, you know, and that's definitely a big topic of conversation. Just to back up a little bit, I've had the opportunity to work with quite a few loan officers and build up teams together. And one of the things I like to do is sit down and analyze some strengths and weaknesses and really decide what route is going to be best for building their business and try to get people on that route. And that experience has folded over to the agents I work with as well. So when we're sitting down, like, I want to work with people that are relationship driven for the long run, and then we talk about value add. Now every single agent every single team needs a different And sort of value add. And as a business partner, and the lender, it's our job to figure out how that tailors to the direction that they want and need to go. So it can be a different on a lot of different platforms. But right back to you, it's like, yeah, dropping off stuff all the time. It's just like anyone can do that. I want to have business relationships to where like, Hey, we're talking about the great times, and the good times, we're building out long term strategies, and we're sticking to those. And yeah, it's a different world. And then additionally, adding value right now, like, man, these are it's a really volatile market. And it's our jobs as loan officers to be there for our agents and get through these choppy waters. So you've got kind of like a business development side, but then right now at any other point, this is when the lender and the agents need to be on their best communication. They got to have the best amount of trust in each other and in my opinion, that's built through long term reallationships.
Justin Stoddart
Yeah, I love that man. Your your perspective, I think is super profound. And I hope everybody hears that sometimes people show up into a relationship and they want to talk about, here's what we can do for you. And I think it behooves professionals to really step back and say, Tell me, like, what, where's it you're at? And where is it that you're headed? Right? Because if you can get clear, with each customer, what they're actually building and what they want to create, it changes everything, your your approach totally changes, the value you can bring them totally changes. In fact, part of that might be the fact that like, I don't think we're a fit, we're not headed in the same direction. Whereas if you if you get clear on knowing where people are at and where they're like, what ultimately they're building, you naturally start to attract people that that you know, that are like you that are headed in the same direction. I know. You know, Jackson, Jesse, you guys like, like we're on a similar path, right? We understand the power of digital media, we understand that there's, there's deep value in that. So it becomes natural to be in these conversations with people that with whom you can add value and to bring value to you. Right. So I think that what you said there is more profound than what people think it's not just a tactic to get more business, it's actually a bigger strategy to be in business with the people that you're, you know, that you're aligned with.
Addison Nett
I couldn't agree more. I mean, one of the best things I did probably about two years ago, I was made a commitment to myself that I'm not going to work with people that I don't enjoy working with. Because I was starting to realize a few years into the business that my partners dictated my mental state as well as my lifestyle, whether it's, you know, respective communication, respective mistakes. Also, just celebrating wins appropriately and as a team and not I owe you You owe me, and aligning people with similar aligning yourself with people on a similar mindset and all actively working toward a bigger picture goal. Because if we're so micro, and it's probably couldn't be a better example. In the state of where the nation is right now, when we're so micro focused on what's in front of us, whether it's health, a business relationship, you're not going to enjoy the day, the hour, the week, the month, it's going to be transaction after transaction agent partner revolving door versus zoom out a little bit here and the scope of five to 10 years. Are we contributing toward that agreed upon long term goal?
Justin Stoddart
Yeah, no, it's a great point. You know, I think that there's, as you mentioned, you know, for those that may be watching this at a later time, we are right in the thick of the Covid 19 crisis really, right. California yesterday, the governor ordered 400 million people to stay at home like that's pretty significant, right? these these are totally uncharted waters. And I agree like times like this. You can't also then be working with people who you don't like right, like, but when you can hunker down, meaning like, get to work and certain add value to people who you care about. It changes everything. thing you know, I know for me, my strategy over here over the past, you know, couple of days has been reaching out to my people send them, you know, calls text me like, Hey, how are you? Checking in? And if I don't like the person that becomes super inauthentic, whereas if it's people that I like I, like, genuinely want to know, like, how are you? How's your family, been thinking about you? Do you have everything you need? Like all of a sudden, it becomes this natural outpouring of a genuine feeling as opposed to Oh, yeah, I probably should do that, because it's the right thing to do, even though I could care less about these. Right, right.
Addison Nett
Oh, it's a good point. And I think to add on to it, too, is like when you commit to driving your business and aligning yourself with a people that you match with that you like, and are on the same page and a goal, big picture timeline. I've noticed over the years that you start attracting in the business that's also energetically attracted to that. So in term, your work style and your lifestyle all improves. And I mean, it's not a bulletproof plan, but I know for anm fact, in the last year the clients that I'm working with from a variety of different agents are all more people that I get along with and it's a personality match. versus if you're doing a revolving door, I need 30 new partnerships every month to hit my goal I need 500 leads pulling in because my percentage of pull through is this and that you you start losing some of the humanity of of developing a business and in the entrepreneur world that's the most beautiful thing is you can create it how you want
Justin Stoddart
Yeah, no, that's a that's a brilliant point is that you get to go deep with people as opposed to just you know, there's there's certain coaching programs, you know, one of my several of my good friends have been a part of them and have now left but where it's like okay, on Monday you need to call 50 people right, whatever. And like realtors get to where they like, I can't stand Monday because my phones blowing up from people who really don't know my business. I'm not saying that prospecting is a bad idea, but it Do you think when you can find your tribe and go deep with them and add significant value and grow together? Like what a better life? What a better business? What a better use of time and talent, right? Yeah. Like going deep with people and helping them develop something, you know, the smaller group of people, but you just you can do the same amount of transactions. And like you said, you actually end up enjoying life a lot better because you're actually working on something meaningful as opposed to just spending your time out hunting.
Addison Nett
Yeah, I completely agree. For sure.
Justin Stoddart
I mean, let's go to point number two, which is, we have this technology which has created more time, right. You have some strong feelings about this, that that may seem controversial to some numbers, a little bit about how you think technology should be changing our businesses and changing the way we show up in the marketplace.
Addison Nett
Yeah, I'd say from a loan officer standpoint, like it is incredible how much technology we have, especially to originate loans. I mean, so much of It's done on a computer with software and interfaces. A lot of us, especially if we have teams, we have tons of support people, quite frankly, unless you're getting 20-30 applications a day, it really doesn't take too long to put together a loan application. You know, one thing is that there are your one offs and you're more challenging products and things that take some hand holding. But my main point with technology is I believe that lenders have a lot more time in their weeks. So my perspective is, Hey, you know, the agents are putting a lot of time, money and effort into showing the clients face to face out in the field at open houses. Escrow officers are a little more tied to a traditional work period. And then what about the lender? What about the lender that's rolling in at 12 o'clock and is out by three? What about the lender that plays golf and just attends happy hours? What what are you doing to take that time that technology has granted you and reinvested it into the people that have helped you get to where you're at. And I'm not saying like, you know, I'm a victim of overworking and I get reminded all the time for my family to have more work life balance. But I just think if you truly are invested in growing, the definition of growth is there really is a balance isn't in there. Oh. So taking advantage of the technology, and the time that it gives you and giving it back to your partners, and not everyone wants, you know, a business development strategy or whatnot. But if you're aligning yourself with people, put that time into the marketing, sit down and critically think join pipeline reviews with teams go in with teams that have new agents, and like I was with a team a couple weeks ago, and they had a brand new agent and I just shared. When I first got in the business, the best thing I did was start the wedding list and I had an instant spear base lead list and after one year looked at it and I had funded 50% of those people. I'm just different value adds and using time Sorry, I went on a run there, but it is something that I'm, I get a little hopped up about.
Justin Stoddart
You know, I've oftentimes use the analogy, Addison that it's like the real, like the real estate agent who I think does, you know, a lot of the really heavy lifting in our industry. It's like we're there to spot right and we're like, counting their reps, one, two, I mean, I see people in my industry title in escrow, that are like, oh, they're so grateful. They kind of like sit on the sidelines and they're just like to cheer them on. Thank you so much for bringing us another deal. I mean, and again, I picture that to like realtors, like underneath the bar right there trying to benchpress this thing and the person's over there just spot and I'm like, Hey, come on, you can do it, you know, and it's like, come on, man. Grab the freakin bar like grab one yourself. Like there's a heavy load here. As these large technology portals move in, more and more on an agent's job and an agent's commission. Meanwhile, you've got these partners per se that are standing around counting reps, get in the freakin game, bring some value, stop trying to buy me out, you know buy my love with with with happy hours. Yeah, like some real knowledge and some real network to the table to actually move the needle.
Addison Nett
Yep, exactly and like to one of the biggest things that I've changed in my business in the last few months is adopting and I offer this to all of my real estate agents is doing an initial call with the client with them on video Zoom conference. I know lenders are freaking out if that set the bar that lenders needed to be on the first call with every single one of their agents. I've done over 120 Zoom calls with clients in the last three and a half months. That is sacrifice that is being with your team and your partner, whether I get the loan or not, hey, I am here to answer any of your lender questions. And listen, what other value adds? Oh, hey, I grew up in West Linn. I lived in Lake Oswego. I live in North Portland. I could I could add Little bit of value on the inside of that neighborhood. What's going on with interest rates right now? What's the real this rather than like the agent coming like, Hey, I got a lead for you, I need you to call and they throw this Frisbee. And then the agents comes in every single day on the team and just calls the lender. Hey, did you connect with that lead I sent you, Hey, did you connect with that lead that I sent you over and over. It's just not efficient. And if the lender would step board and take advantage of technology, add value right off the bat with Zoom calls. It's a it's been a game changer for me. And I believe that that's the way everything's going. Will other one officers participate in that movement of then double or tripling the time it takes to do their job? I don't know. But I'm all in right now.
Justin Stoddart
Well, I think you've, you've shared a lot here about redefining what partnership looks like and I hope not just for the real estate community thinking like, oh, wow, my lender doesn't do that. Oh, wow. I hadn't. I hadn't really thought about that. I didn't really think that was in their job description. I thought their job was just to like, be sure that loan funds and you know, but for you to actually be able to step up and say like, let me get on the very front end with your customers and add value to be sure that you get the business. I think that hopefully helps to start to open some eyes, both within your customers industry, right real estate, but also within like the lending industry of like lenders, it's time to step up, right? I'm like clarion call to the, you know, to like the title and escrow industry, like it's time to step up, like we can't continue to add the inferior value that we have in the past. Meanwhile, there's additional threats and opportunities I'll add in our industries that are either that are either threats are coming at us or opportunities are passing us by because you're matched and linked with an inferior lender or with an inferior, you know, title Rep. Like there's, like you like all of us have to kind of rethink what that means and what value really means. I think that's, again, kind of our final point that we've probably already hit on right which is partnership redefined, maybe give us in closing here. Like what is you've shared some amazing examples already. Was there anything else that stands out to you as far as what partnership redefined means to you?
Addison Nett
Yeah. I mean, redefine means taking all the crap that lenders have, like, here's my products here, everything that I do my fires this, everyone can do that. Everyone has that stuff for the most part. The internet and technology has created a pretty bottleneck margin. With interest rates and fees. We're all pretty much there unless you want to go internet which those offers don't get accepted these days. What else are you doing truly sit down with your agents and figure out Hey, what are their strengths, help them align into their strengths with their business plan and figure out a way to add some value whether you're you're jumping on zoom calls and you're participating in the lead you're, you're helping or orchestrate trainings for new agents if if a people He's trying to grow out a team and bring on new people. If it's video, if you really like video and you're super good at video, go all in on video and be the video guy, teach someone how to edit, teach someone how to post this, there's people out there don't even know how to export their database, like, figure out a way to customize some skill set, you know, outside of your desk job, and tailor it to how it could help one of your partners grow. I'm not getting heated up here, because this is like the stuff that I talk about to my team all the time, and I call people out on it. And I don't make a lot of fans about it internally.
Justin Stoddart
you'd be both man I, I get heated when I hear. You know, I'll talk to people in my industry and they're like, man, like, here's what title rep sit like they still come in and they try to get the dang app on my phone. And that's all that's their value is like, hey, my Corporation created an app and it's gonna change your life. And it's like, I've got three apps on my phone. I'll use any of them. It's like Come on people like parties fired up excited about that, that that's still a leading value proposition in my industry. There's a part of is like crap guys come on, we can do better, right we can do better. So I agree partnership needs to be redefined, Addison I want to thank you for taking the time not only to pour into us but just for being the person who's out there kind of Blazing some new trails, right? Someone who's out there really kind of redefining what partnership can and should look like. I want to end with this final question. You're a big thinker. That's why you're making some serious waves in the industry, both from a production standpoint, as well as just having your presence out there use technology to high level, what does a guy like you do to continue to think bigger to continue to extend and expand your own possibilities? What does that look like for you?
Addison Nett
I think there's a couple things I try to be I try to be first to market in my industry on most approaches. So like the Zoom call is a great thing. And I contribute that to other agent partners and group ideas. But no other lender's doing. So if there's something from a customer standpoint, and let me back up when I first got into the industry, I decided to be one, obviously, because my loan officer was horrible when we bought our first house and I was like, I could do that job way better. So if I take the mentality or experience something in my own business, or the industry that it should be done this way, like, I think this should be done this way. Go out and do it and figure it out. You're gonna fall on your face, you're probably gonna blow some money figuring it out on but once you do your first to the market, you're changing things and you're leveling up the way things should be done. So it's a natural thing for me. And I think it stems back to some like Restaurant Management stuff where you're always looking at like, customer service. Like, I think that could be better. I think this system could be improved. I think this experience should be this way. And the real question is, why aren't you just doing it naturally?
Justin Stoddart
It's powerful stuff, man. I love that having that critical eye to just to always be looking at what can be better, what needs to be better, what do our customers need and want. It's a great way to look at life and business. Man, I want to thank you so much for coming on, I think bigger real estate show today. This has been a total pleasure. And I'm impressed with you and only can only imagine what what you know what your future holds anymore. I think the future of your partners is you continue to delve in and redefine what partnership means. So my final request of everybody listening in today is take these lessons, go apply them, share them. And then my final requests are these three simple words and they are GO THINK BIGGER! So Addison thank you so much, man for helping us do that today. And I look forward to staying in touch my friend.
Addison Nett
Yeah. Likewise, Justin. Thank you.
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Justin Stoddart
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The road to success for real estate agents is well-marked. The road to significance is not. Here, we help you to Think Bigger than just your business. We inspire you to seek success AND significance, income AND impact. We do that by interviewing the biggest thinkers and highest achievers in the real estate industry, extracting the secrets to having it all.