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Joe Oz and Friends – Laid-Back, Fun & 100% Real Talk for Business Owners Who Started Small
Every big business starts as a small idea. Joe Oz and Friends is a podcast for the hustlers, risk-takers, and underdogs who built something from the ground up. Join Joe Oz as he sits down with entrepreneurs, real estate pros, and business owners who started small and scaled big—sharing their crazy stories, biggest failures, and the lessons that got them to the top.
Expect real talk, plenty of laughs, and zero corporate vibes. This is business unfiltered, unscripted, and not too serious—because success is messy, and that’s what makes it great.
No fluff. No gurus. Just real conversations with real people who built it from scratch.
Joe Oz (00:01.893)
Hey guys, welcome to Joe Ozz and Friends podcast. You know what I learned about podcasts?
Kiki & Kristina Salcido (00:06.574)
Happy to be here!
Joe Oz (00:12.933)
You're not, you shouldn't drink like carbonated water while you're talking. did ever learn that.
Kiki & Kristina Salcido (00:18.584)
not. As he takes an asulcia sip.
Joe Oz (00:21.761)
Okay, that might be alright dude. So like I would rip Topo Chico's and like I'm a big dumb animal so I would just start burping while I'm like talking and it was very uncomfortable for me. So I'm not gonna do that today. I have like regular water. Why don't you guys tell me who you guys are?
Kiki & Kristina Salcido (00:35.991)
So we're Kiki and Christina Solcedo, owners of Key2 Omni Group in five states right now.
Joe Oz (00:43.011)
Yeah, get into it, man. can be like, pretend you're like, can kind of pretend like, see people that like achieve at a really high level like you, you like think it's bragging or you don't want your ego to get in the way, but you can talk about what you guys do. Tell us about all the states that you're in and all the, all the agents you have and all the cool stuff you're doing.
Kiki & Kristina Salcido (01:00.43)
All right, so we're in five states currently, New Mexico, Texas, Arizona, Massachusetts, and Florida. And we currently grew in the last three years from just six of us, and now there's over 66 of us. And we're all ran out of the local hub. Admin support helps everybody, and we've helped many agents increase their production. I think our per agent productivity is higher than most teams that we've talked to, so pretty stoked about that.
Joe Oz (01:30.235)
Okay, cool. So you said six people to 60 in three years, is that what I heard? Were you, when I met, when I met you guys like a year ago, how many agents were you guys? When I was in, when you guys were in Vegas, that's when like I, like Christina, you and I have been in like the same rooms previously, but that was the moment where I was like, oh, I kind of was getting to know you. So a year ago at Zillow Unlock, how many agents were you guys then?
Kiki & Kristina Salcido (01:38.862)
We were te...
Kiki & Kristina Salcido (01:54.222)
I think we had 22? Yeah, we were right around like 22.
Last year we finished out about 20, 25 agents total. Did about a hundred, a hundred and five million. we have a really crappy price point. we did over 300 transactions with about 22 to 23 agents. And we were only in New Mexico. We weren't really anywhere. We were hybrid in Boston. a friend of mine was taking over the accounts. were like one or two of them operating kind of hybrid for a few months, but they, really kind of hit the ground running with all the other four locations just as of 2025.
Joe Oz (02:02.32)
Wow.
Kiki & Kristina Salcido (02:27.276)
January 2025.
Joe Oz (02:29.179)
How do you go from, so what I've so my team's at like 28 agents. And from what I understand is like 25 to 50 is like a massive, like there's like everything breaks, right? well, first of all, how do you, shit, I have so many questions, right? So like, yeah, how do you go from 25 to, how do you double in a year? That's a big deal. And also this is not like, this is not COVID market. This isn't 2021 where like money is free and interest rates are low. It's a,
I think you would agree, right? It's more challenging market, right? So what do you, how do you, how does that happen?
Kiki & Kristina Salcido (03:04.076)
I think when we started, we never recruited. So we were an independent brokerage and it was basically by word of mouth, people would either come to us or people would just bring someone that they knew along. We would train them from the beginning. We were very hyper-focused on new agents. We were really good with that. And I think honestly bringing in the right people, we brought in our now partner, Nate Armstrong. So he is more so like on agent recruiting, accountability and coaching. And we were being more intentional with what our roles were. So we really started, we started recruiting.
what December, January of last year, like actually using like a company. We started using Humanize, I would say probably actually maybe like February or so, where we were actually doing outreach for agent attraction versus just letting it organically grow. And from there, yeah, I think it was just word of mouth and people bringing. I would say like a lot of it had to do with the leverage, right? Because for the longest time, it was just her and I doing absolutely everything, right? You know what that's like. So the moment we hired our office manager, who's now a partner as
while Bernice, that took so much off of both of our plates. And now we're able to focus more on the systems. And then once we got the systems weren't locked in, we hired a director of sales. And then we were able to step away from that and then focus on better avenues of our time so we can make the most out of the actual company that we're building.
Joe Oz (04:23.885)
Yeah
There's these things that you like hear. When they say like you're listening but are you like there's these things that you hear that they don't really click you know at least in my experience. And one of them was like it's never it's never a what it's a who. And I heard that like you know when you like hear something and you're like that's fucking important but I don't understand right now so I might just keep that close to me for a little while. That was like one of those ones where I was like OK and nothing's ever been more true man like the.
Kiki & Kristina Salcido (04:41.196)
Yes.
Joe Oz (04:57.134)
And yeah, they freed you guys up. I wanna ask you guys about, you said you focus on newer agents. Can you tell me about that? Cause that sounds like most people would probably come at you bro about that one, right? Or challenge you about that one.
Kiki & Kristina Salcido (05:13.496)
think it's because when we were, we didn't really understand our value in the beginning. we kind of organically grew with new agents. People would see us, you know, in showings or, you know, at classes or whatnot. And they would say, gosh, you guys are really growing really fast. Like even just like with our business, the two of us. And they'd say, I want to learn from you. And so our first agent was literally a person that went to real estate school with us. He joined another team and he's like, they don't have time for me. They don't know what they're doing. He joined us and got something under contract immediately. And I think it was more so
We realized what new agents were lacking in other teams they're going to in brokerages and I think for us We like molding them from the beginning because they don't have bad habits you bring on agents that know it all and it is so hard to get them into a different mindset of
Joe Oz (05:46.906)
Yeah.
Kiki & Kristina Salcido (05:59.059)
know, lead based, like we're very lead based. A lot of our agents, will do COI, SOI, but we are a lead based company. So being able to take somebody that knows nothing and teaching them from the ground up, we're able to create monsters that way. So people know, and now will send people to us that got their license and say, hey, you want training? You need to go to K2. And a lot of our heavy hitters that have been with us for years,
That's they came on as brand new agents and now they're crushing everybody. For me, it's always been just like kind of a chip on my shoulder because whenever I first started in real estate, I was going around to all the brokerages asking, you know, can I pour your coffee? Can I like what can I do to start getting involved? And all of them wrote me off and the brokerage we ended up joining. They were like, you're our first like new recruits that we've ever had.
Joe Oz (06:25.124)
Wow.
Kiki & Kristina Salcido (06:44.768)
and we ended up blowing everybody out of the water. that like, keyed me in and like, we were all new at one point, so why not give the advantage of what we built to those new people and let them blow up.
Joe Oz (06:56.538)
Dude, I love that. We were the same. I was the same way, man. Like I didn't, my God, I could totally get into it. Yeah, we, also they're just like, I think real estate is changing. It's not the same thing anymore, man. And like the newer ones are willing, right? The word willing is so important, right? And they're curious and learning-based, right? And like, know, and someone once said to me too, like if you, holy shit, right? Ego is the.
Worst and so like if you think you know everything it's almost like i'm like someone said if you think you know everything right? then you can't learn anything If you can't learn anything, you can't grow if you can't grow you're kind of you know, you're not gonna make it right? So, okay cool. So you guys I would love kiki I'd love to see you going around asking people to fucking pour coffee or like take out the trash or whatever you want Whatever you want to call it do whatever I can do. I'd love to see that shit, right? But like
Kiki & Kristina Salcido (07:47.519)
Thanks.
Joe Oz (07:54.233)
That's willingness, right? That's cool. That's all the things we just talked about, right? Like that a new agent's willing to do, right? I remember, holy crap, like, dude, we got Flex and I brought on this like experienced team that like really just wanted more, they were like, they'd been in the business a while. And I remember like, like the first Flex call came, this is like a very experienced team. Like the woman was older than I was, right? Which is fine or whatever, but like they were like very experienced and,
I remember the first Zillow flex lead, she called me angry and I was like, she said, she's like, Joe, I just got my first Zillow flex lead and I was like, sick. And then she's like, she's like, yeah, they wanna go see a house like in two hours. She was like pissed and I was like, I was like, my God, that's like, we cracked the code. That's like what we always wanted. We wanted our phone to ring and someone would wanna see a house really like right away, right? And she's like, well, I have plans today. This flexing isn't gonna work for me. And then I was like,
That was like my big agent I recruited, you know, to do this. And I was like, I was like, I'm fucked. You know, I'm like, my God. I was like, you know, this is like when you're figuring it out. But I remember being like, isn't this what we always wanted? We wanted the phone to ring. And then like, that's that. But so yeah, they're really more willing. So you guys, dude, got to, so I know you, how did, what attracted, so I've wanted to ask you guys about like your, this is gonna sound funny, right? I was like, when I saw you guys, I was like.
Like, Christina was talking, and then I put together that you guys were together, right? And then I was like, yo, was like, Kiki's really good looking dude, right? Like, like, I kind of was more, I was like, kind of fixed on, I'm like, the blonde guy's cool looking too, you know? And then I was like, and then as I got to know...
Kiki & Kristina Salcido (09:28.334)
you
Joe Oz (09:36.174)
Christine, found out you guys were actors, right? is that, am I getting this right? Like, you guys were like, like is that how you guys met? And I was like, I was like, fucking, of course that guy is an actor in Los Angeles, dude. Of course that guy. Christine, you're very attractive as well, right? We're all friends here, we're not canceling anybody or.
Kiki & Kristina Salcido (09:47.246)
Good to see you.
Joe Oz (09:53.786)
There's no cold play situations going on here, But I'm like, by the way, I don't like to hang out with ugly people, to be quite honest with you. But can you guys talk about, is that true you guys met at a soap opera? Do I have this correct? Can you take me, that's fun by the way. If we sit here and talk about real estate for 40 minutes, people are gonna be like, this is the worst, right? But can you tell me about how you guys met and then take me to how it got to real estate? Like Christina, I have.
Kiki & Kristina Salcido (09:56.12)
Yeah.
Joe Oz (10:20.023)
seen your Facebook and I did see you on a red carpet somewhere. Can you tell us about like what that was like? Because that's kind of fucking cool.
Kiki & Kristina Salcido (10:27.358)
So we, yeah, so we met, we were doing a general hospital audition. And it's funny, because we were in a class together and I'm terrible, like don't know anybody around me, I don't pay attention, I'm like oblivious to the world. And they partnered us, they were like, you're seeing partner's gonna be Kiki. And I remember I got it and I was like.
this is like a love scene or like a romance scene or something. I was like, and it's with a girl. So was super confused because I didn't know who he was. And I'm like, there's got to be a mistake. My friend's like, I don't know. Well, I guess go meet. So I texted him and I was like, all right, well, I guess we should meet before class, talk about this. And he showed up and I was like, oh shit, it's a dude. And I was like, cool. And it's a good looking dude. And I was like, well, this can work. And he was all mad because he was studying his lines and everything.
Joe Oz (10:55.565)
Yeah.
Joe Oz (11:09.387)
Nice.
Kiki & Kristina Salcido (11:16.772)
thing for a while and I just had a big old muffin in my mouth and you my hair in a ponytail because that's just me and yeah we went and did the audition. I did horrible but. You forgot his lines. that's how we met and at the time I had a production studio and we were just doing like I mean it's like web content web series and it was actually a lot of
fighting and stunts and things like that. So I was kind of on that side and kind of put acting on the back burner and he was really into the acting part. I liked the producing side, me being like a control freak, producing made way more sense in directing. So she wouldn't give me a job as an actor, so I convinced her to give me a job helping her renovate the studio and I had at this point no experience like swinging a hammer or anything and so every night before I would go to work I would be like studying YouTube videos on like how to
wall and how to rip up. Yeah, no. then I would show up, act super confident because I was an actor, right? And would be like, I need these tools. I need this, this and this. And it didn't come out as good as you would hope. But no bad contractor decision. But we worked on it together. So it was it was interesting. But yeah, I kind of went from there. And then we were living in
Joe Oz (12:12.77)
Really?
Kiki & Kristina Salcido (12:39.534)
West Hills at the time, I'm in Los Angeles and we had gotten into this real estate seminar and it was real estate investing and at the time like you know I think I talked to my dad and he was like dude there's no money in real estate don't waste your time and looking back I'm like whoa but you know I was totally reluctant to going she was super excited she'd been trying to get a real estate license for a few years at this point
And like the whole first hour of the seminar, I'm like drawing pictures in my notebook. And then they started talking about the deficit and where like the country's going and all that. And like really piqued my attention. And since then we've been, well that was almost 10 years ago. So we've been all in on real estate since then. Hyper focused.
Joe Oz (13:27.641)
So you guys have always been like super entrepreneurial kind of people, right? Like with the studio and all that stuff. And yo, do you guys have a television show that you put on the background that you've seen a million times by any chance?
Kiki & Kristina Salcido (13:42.135)
yeah, New Girl. Like literally I watch it every night before I go to bed.
Joe Oz (13:45.785)
So for me, that movie, that show's entourage. Remember that show? So I was like working at home yesterday and the one was on when Ari Gold's wife worked out, she was like a soap opera star or whatever. She got like a gig again and he went on set and she was supposed to kiss a young guy or whatever and he went into the guy's dressing room and tried to talk him out of kissing his, I just watched that episode or whatever in the background. That's what I just thought about.
Kiki & Kristina Salcido (13:49.351)
Yes.
Kiki & Kristina Salcido (14:12.141)
that's funny.
Joe Oz (14:16.364)
And then how did you guys get from LA to New Mexico?
Kiki & Kristina Salcido (14:20.448)
So he had a family member pass away and he was like, I have to go for a funeral. And so we were like, okay, like, yeah, let's go take a look. And when we got here, I got to see A, how inexpensive, because we were looking at doing flips in LA and it was like a burned down house, was like a thousand. And so we came here and I saw animals and I've always been an animal freak. My mom and I had a 501c3 dog rescue since 2008. So animals have always been my thing. And so I was like, so like I could have like horses and like goats and chickens and stuff here.
Joe Oz (14:33.716)
Uh-huh. Mm-hmm.
Joe Oz (14:43.032)
Wow, wow.
Kiki & Kristina Salcido (14:50.352)
he's like, yeah, that's what I grew up with. And I was like, sold. And so 30 days later after the funeral, we went home, packed up our stuff, and moved here. And honestly, our segue into real estate was we were trying to buy a house, knew nothing about the process, because we were on the investment side, like learning the investment side hadn't done it. And we got royally screwed on it. We thought we were closing on Monday. We packed up our entire life and we're moving. And I called to be like, hey, what time are we closing? And the lender's like, you guys aren't closing.
I'm like, oh, that's news to us. What do you mean? Like we're moving from LA to here. And they're like, oh, your agent didn't tell you. it was awful. We lost our earnest money, which we shouldn't have now knowing contracts. And so we were both like, you know what?
Joe Oz (15:28.62)
Wow.
Kiki & Kristina Salcido (15:32.022)
Instead of just doing investment, we're gonna get our license because this shouldn't happen to people. And that's why we kind of took the more educational approach, even like with agents, on they should know this stuff to protect the public. And that's kind of how we really dove into it. Unintentionally, we were supposed to just be doing investment, but unintentionally dove into the actual sales part.
Joe Oz (15:52.473)
So you guys are really big, guys are, what I like about you guys, you're like really big thinkers, like you guys are like, and also I think there's like, there isn't anything that you guys can't do or whatever. And I think, I think that, I wanna know where you guys, I wanna know where is K2 Omni Group in three years. I think five years is too, think five years is too much right now. Three years, like where is K2 Omni Group going in three years? If I talk to you in three years, where will you guys go, right?
And then where and can you kind of talk about like I'd love to know what you guys think Like where's the real estate industry going man? Like where is that going? What's gonna change? What should we be on the lookout for what like you guys are? think you guys are really smart. What do you guys like? What what should we be thinking about now as leaders and like as a team leader as broker owner, whatever Like what does that look like where's their in his real estate industry going? What what do you think is gonna change and where is K2 Omni group going in the next three years?
Kiki & Kristina Salcido (16:49.538)
I think the industry with the emergence of AI and all the tech that's coming out nowadays, I think if you're not on that boat, it's gonna ride right past you and you're gonna miss it, right? And the people that are on it are gonna end up capitalizing and taking over the entire market. So that's my two cents on it.
I think I agree with that. think the days of just sitting at a brokerage, just to get like a high commission is gone. think that your brick and mortar are going to be gone. People like the lifestyle of being able to run and gun. They like working from home. There's some people that like to land every once in a while. And I think with us, like we've, so we were with Remax from 2017 to 20, mid 2019, we opened up our own brokerage, Simply Real Estate with our mentor at the time, got to about 150 agents and then
Joe Oz (17:18.732)
Yeah.
Kiki & Kristina Salcido (17:38.817)
we opened K2 Omni Group as an independent, like Teamaridge, in 2024. And then we honestly really started skyrocketing when we realized we didn't need to do everything, but our agents needed more. And so we jumped to eXp in April of this year. And the main reason was because...
We needed to provide them with everything, but we also realized we were so limited to what we ourselves could provide. And we were like spinning our wheels into too many directions where he and I did have a little bit of an ego. like, we created K2, we were K2 Realty Team, K2 ABQ, we were like K2 something. And so we were like, we have this and we were able to grow to the capacity that we have just being independent. Why would we ever adjust that? And I think we really hit a lot of roadblocks in where the industry is gonna go.
because we can provide everything and we do provide a lot, but having an additional support of another big tech company. So when we joined EXP, we were able to open the next day as opposed to us trying to find a QB, like a broker or whatever. It just halted our growth and liability wise as well. But then also like EXP has its own tech. So like we could shoot our agents over into like, onboard with them, learn all their stuff. And then we're gonna hyper focus on how you can grow your business in a smaller.
group as opposed to like the giant brokerage. So we were able to kind of utilize both so that we were able to offer more. And I think a lot of people that come to us, they're coming for the tech, they're coming for the innovation, being in front of everything and then having that big giant network without necessarily having like a massive amount coming out of their checks in order to do that. And so I see the industry and the market turning into a team-er-age, like team focus because brokerages in general,
just can't really provide, especially to new agents, what they need. Once they're veterans and have their own, then they can learn that, but I think they need to get a cutting edge.
Kiki & Kristina Salcido (19:37.633)
one that's adjusting as opposed to sitting like in the past. Yeah, I would say like one thing that I loved like joining eXp was every brokerage that we've talked to in the past and even ourselves as we were an independent brokerage, it was about creating like our own proprietary technology. And whenever you do that, by the time it's released, you're five years behind. So what I loved about eXp is they're not recreate anything, they're partnering with people. And so it allows us to accelerate at a faster pace, always having the most updated information.
Joe Oz (20:00.13)
Ahem.
Kiki & Kristina Salcido (20:07.536)
in tech so I mean it's been a huge value add. So tech, tech is where the industry is at. Yeah that's where I see it's at. And to answer your question, where we're gonna be at is you know I think Columbia we're gonna be international here pretty soon.
Joe Oz (20:16.084)
What?
Kiki & Kristina Salcido (20:24.81)
I definitely, yeah, we have an agent that's, I've always wanted to be international, but we have an agent that he's a frequent Columbia visitor. He has a little coffee operation going and he's already working on a team out there.
Joe Oz (20:25.451)
Really?
Kiki & Kristina Salcido (20:40.526)
you know, it's just that it's feeding into the network and growing together. cause you know, a rising tide lifts all boats and we want to be that tide for everybody. And I think K2 in three years will probably be at least, I would say at least 10, 10 to 15 states, maybe do like a few states a year.
And then with, obviously like we grow with flex that we're kind of like hand in hand with our expansions within flex. So I think that'll be where it is. And I think more so we would like to get more on the backend tech as opposed to like, like the day in and day out. want to keep grabbing more more tech for our agents and teaching other people kind of how to do good business versus just trying to fly by the seat of their pants and grab things.
Joe Oz (21:26.433)
That was sick. Well said. I love it. That's so exciting. And you can go to Columbia at eXp.
Kiki & Kristina Salcido (21:35.086)
Yep.
Joe Oz (21:36.801)
Are they already open there?
Kiki & Kristina Salcido (21:38.198)
I think so. think that there, know Veronica's in Puerto Rico and Dominican Republic, I think. So I'm pretty sure you say, hey, we need to go and we can go.
Joe Oz (21:46.754)
Wow. Okay. So in your value prop, what's like the most valuable technology? Like I'm an agent and I'm, I really want to, I agree with you. What's the value prop? Like what's the tech that you guys are to provide that really is going to enable me to go and do my thing.
Kiki & Kristina Salcido (22:02.862)
Do you have 10 hours? Tech is our big baby. We're piloting always something new and different. We use a lot of AI within our coaching. So we have AI assistants in there. We have AI coaches, as well as we have additional actual in-person coaching. We are systems nerds when it comes to organization and how your workflow should be looking and accountability. within those, Shiloh has been huge for us. We're a partner with them, and they do.
your calls you can actually role play with them you can see where you're falling off talk time versus listen and so our agents really like that because especially if they're new they're like I don't even know hard Shiloh
Joe Oz (22:42.251)
That's Shiloh. The agents use it, I'm thinking agents aren't gonna use it. Like how agents don't make their phone calls.
Kiki & Kristina Salcido (22:47.21)
well, it's attached to FUB. So they have to, and it really just comes up on the right hand side and they can see how their calls from zero to five, how they're scored. And then it'll literally give them a breakdown of how that call went. So they kind of use it by default. And then when they have their accountability check-ins with the coaches, they will dive into Shiloh and say, this was your worst call. This was your highest call. How do we fix this call? So we do incorporate it within like our coaching. it goes in with Grazier products, do you think?
Joe Oz (23:11.831)
So so Nate uses it as a tool as well. Does that sound right? Nature sales manager when he's meeting with the agents on pipeline reviews and things like that. Dude so he doesn't have to remember the beginning. I listen to all the flex calls like I listen to them. I graded them and. Jesus Louise OK cool. All right awesome. So did I feel like I should join K2 group. It's not.
Kiki & Kristina Salcido (23:16.812)
Yeah.
Kiki & Kristina Salcido (23:37.134)
Hey, that's how we started talking, right?
Joe Oz (23:40.343)
Yeah, dude, I wouldn't be surprised. I wouldn't be surprised, by the way. Like, would be, obviously, like, you know what? You guys just do it, because you do it better, right? That's cool.
What? Okay, pretend I'm like a team leader and I'm not using AI. What's like one thing I should be? I mean, you just said it, right? It's all the same stuff, right?
Kiki & Kristina Salcido (24:03.52)
I mean, think just utilizing it in order to get, you have to like, always says, like, you don't know where you're going unless you know where you've been. And we're utilizing AI in that sense where, you know.
We get all the data in order to know how to fix what's going on. Because everyone can always adjust and learn. So it's not even necessarily like you're doing something wrong and you're learning how to fix it. You're learning how to grow and be better. And it's allowing us to get very granular with everything too. So it's not just like, make more calls. It's hey, make better calls. And this is how.
Joe Oz (24:36.737)
Wow, that's awesome.
Okay.
Kiki & Kristina Salcido (24:40.398)
We have like a ton of other tech. To be honest, it's not like just one tech. It's one tech that can integrate with a lot of tech. So you're not going a million different places. It's what you can streamline within one system and utilize all the different tech resources within it. And I think Follow-Up Boss has been that for us. We've been able to integrate everything into it, and it feeds everything. And we've been able to grow.
it for seven years now? Since the of 2017 is when we got it I think, yeah.
Joe Oz (25:10.881)
Someone explained follow-up boss to me in the beginning as like, did you have that kid in your high school that had like that hoopty, like that, and he added like the muffler, like kept adding like crazy shit to the car or whatever. That's follow-up boss, right? You just add all this stuff to make it into whatever you want, right? That's great. What, I'm gonna switch gears here a little bit to some fun stuff. What, that stuff was great. What famous people have you got? Who's the famous person that you've met that was like cool to meet?
Kiki & Kristina Salcido (25:42.078)
Tim Grover The best experience of my life he was the coach of Kobe Bryant and yeah, no and dude just Shaking his hand was uplifting. It was that fubcon
Joe Oz (25:44.003)
wow, that's cool.
Joe Oz (25:50.175)
Relentless,
Joe Oz (25:56.043)
Would you, you like went to a seminar that he spoke at I assume or?
Kiki & Kristina Salcido (26:01.326)
And we saw him after. was at FubCon like two, two and a half years ago, two, three years ago. And I saw him in the bar after. Like he got off stage and I like went out to try to catch him. Got a picture with him and everything. That three second conversation. Like I was so motivated the rest of, well I'm still motivated. Like I'll still like reread his books just to feel that, you know, love the energy.
Joe Oz (26:14.026)
Wow. Wow.
Joe Oz (26:29.314)
My partner and I, use the cleaner term pretty often. When he talks about the janitor, the janitor knows everything. The cleaner, he he thinks he's like, know the teacher that has the vodka bottle in their trash can. He knows the one that's staying after and helping the kids. That was really powerful, man. The cleaner thing was really, really good. Christina, any famous people that you've met that was like, whoa, that was awesome.
Kiki & Kristina Salcido (26:52.676)
Yeah.
Honestly, favorite was The Rock. I worked on the game plan with him for like, I think it was like three or four days. And he was like the sweetest thing on the planet. He just would go over and talk to people and he sat down and we had lunch. Like there was like a few of us there. And he was just really sweet. I just wasn't expecting that from him, especially like being a wrestler and all that other stuff. I've met a bunch just being in LA, but he was the one that I was like, my gosh, he was like the biggest sweetheart. There were some that I was very disappointed in meeting, but he was
Joe Oz (27:10.282)
Wow.
Kiki & Kristina Salcido (27:23.6)
really cool.
Joe Oz (27:25.057)
that's so rad. What is what's your go-to karaoke song?
None, I knew it. You're like, I'm not doing that shit, right?
Kiki & Kristina Salcido (27:36.174)
Are you okay? I'm okay, I'm not karaoke.
Joe Oz (27:39.831)
So, alright, when we're at the karaoke bar, I'll do your karaoke song for you. Does that sound good? Yeah, alright, cool. That's funny you bring up Kanye. I remember I posted, I was listening to Kanye West's record, this was years ago, and I just put it on my Instagram, I was like, I'm listening to College Dropout, and then someone messaged me like, yo dude, it's really bad, like, give me shit about posting it, I guess because of all this political stuff, and I'm a huge fan of like...
Kiki & Kristina Salcido (27:43.488)
Okay. Kanye West, I can do it.
Kiki & Kristina Salcido (28:05.464)
Yeah.
Joe Oz (28:08.95)
Early Kanye West shit, man. Big time. Yeah, I love it. Dude, there's a new documentary coming out about him in like next month. Do know that? So apparently he took some kid, like a kid, like a straight up kid, like a 19 year old kid or something and like has like had him following him around for like recently, like the last like five years. And they're put out a documentary about like whatever's happened in last five years. Did you watch the documentary of him on Netflix? The genius one?
Kiki & Kristina Salcido (28:11.15)
This one too.
Joe Oz (28:37.846)
Oh, you gotta watch it, it's so good. So one of his childhood buddies followed him around from like, it was so good. And it's kinda crazy when it got to the end when he was kinda losing it a little bit. That guy, he explained like...
Kiki & Kristina Salcido (28:43.294)
yes, no I did watch it, yeah. Yes.
Joe Oz (28:58.804)
I had to stop filming Kanye because I didn't feel right filming what was happening and then sharing it and things like that. But yeah, I get that as well. Let me ask you guys this. What's fast forward movement?
Kiki & Kristina Salcido (29:12.622)
Fast forward's super cool. agents are in there all the time. Gosh, think it's out of the top 25 teams. There's like 17 of them in fast forward or something crazy.
Joe Oz (29:26.102)
But what is it? Pretend like someone's listening to this and doesn't even know what it is. And sometimes I have a hard time kind of explaining it, and I'll tell you why. Because I think in real estate, there is so much that's over-promised and under-delivered, right? So when we talk about, like everyone's got coach, leads, training, and support. Everybody's got it, right? When you go to Cali Roll, he was like, leads, training, and support. And then you get there, and none of that is true, right? And so like...
I'd love to hear like that was a huge part of you guys joining EXP, I believe, right? And like, what, like, what is it? What have you got, Evan? How would you explain it to someone that doesn't really know what it is?
Kiki & Kristina Salcido (30:00.751)
I would say it's a organized brain dump from the top industry professionals weekly. And like I've been to a thousand like training seminars and masterminds and all this stuff. Every time I go to fast forward, like I leave with like true value that I can extract and put into my business. And like we can see the changes already. So.
Yeah, and it's like, and obviously like it's an exclusive network. You have to be part of us, all of us to get in there. But it's really cool because they, know, A, they have additional training. So like EXP has their own stuff. Like we have our own stuff, but this is one that is, yeah, high level stuff where you can get stuff from like.
you know, on team lead side, the agents get a lot of value. They had one that was like with a mail marketing or something that my agents were in and then all of a sudden they like went ham on mail marketing, but there's actual actionable items in there as opposed to people just talking at you, which I think so many masterminds and meetings and trainings and all that, they just talk at you. But these guys are actually like, here's my playbook. Take a screenshot, I'll mail it to you. And you're just like, I think that was something also too when...
Joe Oz (30:54.421)
Wow.
Kiki & Kristina Salcido (31:11.534)
Full disclosure, we were not EXP fans. We were less than EXP fans for years. I would hear EXP and I'm like, ugh, because it was such a recruit, recruit, recruit. And like, there were no actual good agents that we knew of and all that. And so we were very like, anytime we would hear it, we would just throw it away. So even when Joe and you started talking, I was like, no, Joe, no, no EXP, no EXP, because we were really been in those rooms or been like accessible to those people. And then once we started listening to like the people
Joe Oz (31:33.43)
No joke.
Kiki & Kristina Salcido (31:41.471)
that are actually doing this on a high level are a part of that we were just only hearing the noise of like the people that really weren't producing and really weren't a good representation of what eXp
And so when we got to listen and we went on the mastermind with Fast Forward before we moved brokerages, we were like, holy crap, they actually know what they're talking about. They're actually talking about stuff that we want to know or we can get better at. And so it was a different mindset from what we've, I guess, previously been introduced to. So that was kind of nice. And Fast Forward was obviously huge. know, have Veronica, you have all the big wigs in there that you can learn and they give you their playbook. And we were very surprised when you would sing like, everyone's really
they'll want to help, they'll give you their playbooks. I'm like, yeah, I've heard that before. No, like they'll give you the dang playbook and you can literally copy and paste it. It's just, it's wild. I didn't really expect something like that to exist.
Joe Oz (32:35.293)
Yeah, I think it's a culture of abundance that doesn't exist anywhere else. And I think, how many, like, I remember being in so many masterminds where so many people talk on theory, like, I heard this works. Or I remember one time I was in a Mac, one of the very early on, they were creating the culture of fast forward and the masterminds. was on a zoom where we were having a mastermind and two people in a row, like, like, I remember it was like Dan beer. he's like,
Excuse me, are you proven in what you're about to talk about? Have you done it? Have you succeeded in what you're about to talk about? And there's two people were like, I never seen anything like this before. I think one of them was me, right? And I was like talking on, I'm like, no, I haven't actually. So I should shut the F up, right? And so it's like people that are actually proven, right? I think it's so important who you hit your wagon to, right? And so.
Like believe the believable person who like I like receipts, right? Like I want to know and like I got to a point in my life where I'm like, fuck, I shouldn't be listening to this person. They're not they've never done the thing right? Like people talking about real estate investing or wealth building or shit, man. And one time somebody was like, dude, are you gonna take weight loss advice from a fat person? And I was like, Whoa, or you say it that way? Like sounds mean. But it's true, right? Like it's like it's totally true. But I found the same thing.
Kiki & Kristina Salcido (33:42.837)
Yes.
Joe Oz (34:02.535)
What, tell me about your sales manager. Sounds like me. Is he your secret weapon or what, dude?
Kiki & Kristina Salcido (34:08.706)
This has definitely become our secret weapon for sure. I mean, we got him...
a and a half ago and we've doubled tripled tripled almost yeah this year we're gonna be tripling what we did so yeah no he's uh and he's uh like analytical not like us like focuses and like you know this is the next point we have to hit and we like he's just an executioner metrics numbers like hey guys we're at this profit level or we're here the agents are doing only this much productivity but if we hyper focus here and kiki and i are like yeah we're always like again theory right
Joe Oz (34:27.359)
Yeah.
Kiki & Kristina Salcido (34:43.568)
Theory of where we want to go, I'm really bad. He's better. I'm really bad at being like, this is the next thing we need to do. By next week we need to get this done because I'm so in the day to day. I'm so terrible at it. And so Nate will literally be like, all right guys, like we're having a leadership meeting. And then we're like, And we'll sit down he will write an email at the end. These are the actionable items. Kiki, this is what you're supposed to do. Christina, this is what you're supposed to do. Bernice, this is what you need to do. And so it was something that we knew we needed and we have been really good at flying by the seat of our pants. So for me, I'm like,
Joe Oz (34:52.944)
god yeah.
Kiki & Kristina Salcido (35:13.498)
If it ain't broke, don't fix it. This one's always like, we need to fix it. Essentially, hired him as an accountability manager for the agents and he's more of accountability manager for the admin. Does that mean he keeps the train moving forward? Yeah.
Joe Oz (35:16.926)
Yeah, or-
Joe Oz (35:27.253)
Wow, that's awesome. You guys, I got a couple more for you guys if that's okay. You guys, I know you and you guys are very present with your family, with the kids and things like that. How do you balance it all? What's the advice for somebody that's a business owner or even just a realtor that really wants to be able to spend that quality time? Because you guys, what you guys have built is pretty awesome and I see it, right? I see you guys spending time with the kids.
by the pool, swimming, whatever, all that stuff, going to the theme parks, all that, like how do you balance it all? Like what's tactical advice you can give to like the parent that wants to like leave it all in the court at work, but also be there for all the stuff at home? Like what advice would you give? Because real estate is business owner, entrepreneurship's 24 seven, real estate is kind of can be that way. How do you balance it? Because that's really a real challenge I think for a lot of us.
Kiki & Kristina Salcido (36:20.27)
Don't sleep. No, I'm just kidding. Um, I don't know. Well, I mean like in the beginning like the kids were attached to us 24-7. They were in, you know, two days out of the hospital. They were in our listening appointments. Like they've always been attached to us and I think the only way that... The only way that we were able to really have like create more of a balance is to leverage.
the more we are able to bring in people that actually were able to take, because I mean, a lot of the stuff we do is the minutia of real estate, right? So if we can like, out load some of those tasks, then we can focus on the more high level things like our family. Well, I think that, and that's why we really preach that to our agents is like, hey, look, all you require is build a relationship with the client, show them the house, and then help facilitate, but.
Joe Oz (36:55.465)
Mm-hmm.
Kiki & Kristina Salcido (37:11.726)
All of our other support and admin do everything else. Our support and admin hand off the leads and set the appointment. They put it from contract to close, including writing the contract. So like all that time, like he's saying, people spending time writing offers and trying to pre-qualify people and all of that takes up so much time that they could be delegating it to somebody else. And like, yes, you're a profit. You're not getting 100 % of the pie anymore because you need to delegate it, but you're going to be able to do three times more of the work or workload of like,
Progressing forward and you share the work with somebody else and I think that was something that I struggled with Because I'm a control freak. I wanted to do everything so they've been telling me for I was like three years to try to get an assistant and I just didn't want to And then finally once we did we started moving because Kiki and I were able to do focus on the stuff that we're good at and I think For agents, you know Being more intentional with their time people like to say that they're so busy and they're working all the time And if you actually sat down had a camera
behind them they're working maybe a couple hours a day so that they're not getting anything done and I think people need to be honest with themselves on how much time they're spending so if your kiddos at school from 9 to 3 like
Joe Oz (38:14.196)
Mmm.
Kiki & Kristina Salcido (38:24.002)
Don't horse around, like work. then you're not with your kiddo, your kiddo can be with you or you should be finished by that time. If you time block or you delegate and you figure out your stuff, then you shouldn't have to work after that. And I think it is, it's just getting either the right coach or getting on the right team or getting the right broker just gonna teach you how to do that and just be honest with yourself on how much time you're actually spending working as opposed to spinning your wheels and doing other crap.
Joe Oz (38:26.226)
Yeah!
Kiki & Kristina Salcido (38:51.534)
Yeah, think a lot of people get into it for the flexibility, But the flexibility is like you being able to manage your time correctly. But if you're not managing your time, you're not gonna have a business to manage. And then you won't have time for the kiddos because you're gonna be constantly in a rat race trying to catch up. Yeah.
Joe Oz (39:07.732)
So you don't manage your time correctly, what I'm hearing is you're gonna be on defense, but you can be on offense if you manage it correctly.
Kiki & Kristina Salcido (39:13.358)
Mm-hmm.
And leverage leverage the heck out of it figure out leverage. It's not all about getting every single penny from every single check It's how much time how much do you value your time? How much do you figure out what you need to allocate in your time to your business so that you can? Step away and be able to spend time with what a hobby or your kids or your family or whatever you want to do and You know we preach this but like honestly, we only learned this what in the last two years I mean we were we were the parents that like we would try to be as present as we could but we're
running and grabbing at things and the kids were like you said they were with us everywhere and now we figured out how to leverage and figure out our time so that we can go for three months and live in Florida and the business doesn't stop.
Joe Oz (39:56.873)
That's awesome. Wow, that was a lot of really rad stuff. What questions didn't I ask that I should have asked?
Kiki & Kristina Salcido (40:10.126)
I don't know. We had some good ones. I'm trying to think.
Joe Oz (40:14.024)
Yeah, that was some good stuff, man. Why don't you do this? Why don't you just tell us again what areas you guys are in? If an agent's looking for you guys, where can they come and meet with you guys, get leads, and have their offers written for them, and their signs put in the ground for them, and all those things? Yeah, what areas are you guys, where can people come and work for you guys at?
Kiki & Kristina Salcido (40:26.318)
Squirrels rotten.
Kiki & Kristina Salcido (40:33.91)
So we're all over New Mexico, Dallas, Texas, Phoenix, Arizona, Tampa, and Orlando, Florida, and then Boston and South Shore, Massachusetts right now.
Joe Oz (40:45.531)
Okay, awesome. Cool guys. Well, it was awesome chatting with you guys. That was super fun. I'm gonna stop this now, but hang on so I can talk to you guys and say goodbye.
Kiki & Kristina Salcido (40:49.08)
Yes, it's beautiful.