Episode 5: The SECRET to Scaling a 100-Deal Real Estate Business

Chris Cook (00:00):

And I think there’s a difference between taking care of your client’s needs and then anticipating them and making them feel like they’re so well supported that they never had to ask for anything. Welcome back to Mind Your real Estate business. Today’s episode is all about the backbone of high performing real estate teams, great systems, and even greater people. I’m joined by Niketa, an operations leader whose work behind the scenes is what makes high volume deals not just possible, but seamless. If you’re building a real estate business that you want to scale, this is the conversation for you. Welcome Niketa. Very special guest who right away when I thought about doing this sort of podcast, speaking very intentionally about business, I thought about you. You’re one of the first people that came to my mind of somebody that I wanted to have on here because

Niketa Bissessar (01:03):

Thank you.

Chris Cook (01:04):

You’re such a business-minded person and you’re working in an administrative role keeping a very large and complex team together. So bringing you on here and having this sort of half hour for us to talk about the importance of somebody like yourself in an organization that is successful or even wants to be more successful, how important it is, even if you have all of the right pieces in place, you need the right people as well. And that’s where I really thought about you because we’ve had the benefit of being able to work together through Olga. We’ve had some collaborations ourselves, but we’ve also included my administrative assistant who builds platforms and systems and operations and all that stuff. So right off the bat, I want to ask you, what do you think is the biggest difference between somebody that’s very hands-on from an administrative perspective or somebody that is more passive and allows their bosses to be able to swing the ship off course and take different tangents? What’s your take on that and what do you think your role has been in the success of the Michelle Racer team?

Niketa Bissessar (02:29):

Yeah, so I would say, to answer your question, administrators, we have to be very systematic and I think there’s an importance to having system in place, especially in a real estate industry because everything is kind of happening, happening all at the same time, and it’s really important to have systems in place and just have checklists. So I think a checklists for me are literally probably my love language I want to say, because it’s what keeps me in order. It’s what keeps the team in order. If there’s any loopholes or gaps or things fall through the cracks, it’s always we go back to the checklist to see has this been followed? And I’m sure our checklists are quite extensive and it’s like, I appreciate a checklist. Someone is giving me something or literally telling me, if you follow this from A to Z, you’re going to do an amazing job.

Chris Cook (03:24):

And I would agree. I love a checklist that’s plugged in, and when I say plugged in, I mean as clever and as attentive as you are, we don’t have the benefit of if we’ve got a hundred deals during a year, we don’t have the benefit of getting two per week every week from January until December. They tend to come in clusters. You’ll have a really busy time with a not so busy time. And then because our closes in real estate, we’ll have the deal will go firm and then we’ll have 1, 2, 3 months before it closes. And you still have to know that that ball is in the air.

Niketa Bissessar (04:22):

I think. Yeah, you’re right.

Chris Cook (04:23):

As well as some of the other things. And that’s why what I love is I love a good checklist too. It keeps me on track. You’re a much more organized person than I am, and so I need reminders. I need things that, and when I say plugged in, I mean a good checklist that reminds me of a critical date that’s coming up or don’t forget about this client, this is really important thing that’s coming up a requisition date, or maybe it’s just the end of a conditional period or something like that. Now you guys had that before. You’re using follow-up bots.

Niketa Bissessar (05:03):

Yes, that’s correct.

Chris Cook (05:04):

Exclusively for all of your checklists and your reminders and all of that stuff. How long did that take you guys to build?

Niketa Bissessar (05:13):

I would say about six months. I would say about six months to build out the checklist. They were checklists that we’ve always been improving and changing and implementing more things. So it’s not a checklist that’s never been updated. We’re constantly updating even to today. Every week if we see something that’s been happening, we say, okay, maybe something here needs to be tweaked or changed to better serve our clients and better serve the system that we’re trying to get through. I would say we were in Follow-Up Boss, but then we started implementing with you the Broker Logic system. And I feel like that we have with implementing this system is exactly what you said. It’s like alleviating that mental load of having to remember everything that’s going on and you might have coming soon, listings, active listings, listings that are going to be closing in a couple months.

(06:17):

So there’s different stages that transactions are in, but it’s like how can one person remember all these little fine details? And I feel like that’s the real value that I have had in implementing the Broker Logic system is having those reminders, having a reminder to remove the sign, having a reminder to, oh, make sure you upload the social media video. Having a reminder to follow up with a home inspection. Even sending reminders to other agents when a deal is conditional. They’ll be getting countdowns every day, just like us three days until the financing condition expires two days. So that’s something I personally really, really love

Chris Cook (06:59):

Because they’re the people that really matter in this. They’re the ones that are going to be delivering that notice of fulfillment. So we want them to know

Niketa Bissessar (07:06):

A hundred percent.

Chris Cook (07:08):

So I guess I have a couple of, I mean there’s so many questions that I have for you at this point because you, like I have built

Niketa Bissessar (07:18):

Your

Chris Cook (07:19):

Systems and operations from the ground up. Where did you start? What was the first thing that you did when you started to build out in Follow-Up Boss?

Niketa Bissessar (07:29):

So we had our checklist when I started with the Michelle Frazier team back in 2016. We had the checklist on a folder right at the front and we would just check it off. And then as the years went on, we’ve kind of developed and made it more comprehensive. So it was a matter of starting on a paper copy checklist to now converting it to action plans and Follow-Up Boss and from Action plans. Then to broker Logic, it went to projects and tasks, which are the same things more or less as an action plan, but just more advanced technologically wise, if that’s the right word. Yeah,

Chris Cook (08:16):

I think one of the things that’s so hard for some people is to get away from, well, I mean first of all, even just to get that checklist, I think there are a lot of people that need to start with that checklist to understand what is it that we’re delivering, what do our clients come to expect? But then to go and start to actually implement some reminders and some ways that you can get off the checklist. What do you think the biggest, do you think the biggest pitfall of having this only on paper is?

Niketa Bissessar (08:51):

I would say is having to always have that paper with you. If I forget that paper at my office, then I’m just going by memory. And of course your memory will fail you because you’re not going to be able to remember everything. So I think having the checklist as on a digital platform, it’s easy accessible for more than one person, so it’s multiple people can be working on it at the same time. Also, there’s timestamps. So when I send a welcome letter to a client, it’s going to show me exactly when I did that. It’s also going to help building out that email, that same welcome email that I’m sending. It builds out that email template for me. So that saves time typing out something that normally we would have to do because before we didn’t have email templates, you’d be literally writing out the email or copy and pasting it, which is not great because then you’re taking someone else’s information into your information, they have to tweak it so there’s more rooms for error, right?

Chris Cook (09:56):

Yeah, I think that’s really what we want to avoid is are those mistakes? They’re embarrassing for us. When we have it happens, something gets sent out, it’s not quite right or something missing. Or for me, one of the things that I really dislike is when a client phones me and asks me for something that we were going to deliver, maybe it’s something that we delivered before, but they didn’t get it at the right time and they forgotten that we’d sent it. I always think the best systems, when your business is operating perfectly, your client should never call you

(10:35):

To ask you for anything. There’s this great line that I saw, I watched a lot of movies and I saw in this movie where the guy was upset that he didn’t get the promotion, and he goes, I make sure I take care of all of my client’s needs. Why didn’t I get the promotion? And the boss says, well, the other guy, he makes the clients feel like they don’t have any needs. And I think there’s a difference between taking care of your client’s needs and then anticipating them and making them feel like they’re so well supported that they never had to ask for anything. And when you’ve got really great systems, which I know you guys have now, and you’ve really challenged us to deliver a higher level of product as well, which is we love to be challenged and to find better ways of doing this, I find at that point when you’re getting right into it and you’re starting to figure, what am I missing here? How can I deliver this information more effectively? How could I stop from backing up the dump truck and unloading at the beginning? I think a lot of people do this at the beginning where they give their clients all of the information at the beginning

(11:54):

And there’s a level of overwhelm. How do you feel like things have gone here for you since starting to implement, going away from Follow-Up Boss and more towards what we’ve done on Broker Logic? How has that changed your client’s experience, do you think?

Niketa Bissessar (12:15):

I think it’s definitely changed our client’s experience for the better. And also just to speak about the implementation process, I feel like it’s really changed the way or question rather everything that I’ve been doing. So for example, if we’re sending an email one way, does it need to be sent like this or can it be sent in a more efficient way if we’re scheduling something? So everything that we’ve been doing, honestly, it is just in my mind, I’m constantly thinking, and that’s what the implementation of Broker Logic, it helps you kind of refine and better your systems of course. And then if something happens, the client asks a question exactly what you said, I would stop and think for a second. Why is the client asking that question? Are they asking that question because they’re genuinely curious? Is it because there’s been some kind of miscommunication or did we not communicate at all?

(13:09):

And then with that, I would take it. Then I might email, I love to email Olga, I’d be like, Olga, maybe we should do this and maybe we should do this, or what do you think about this? And I was thinking to myself how to explain Olga, she’s probably like my fairy godmother that just makes all my dreams come true with whatever I want when it comes to systems. So it’s amazing and she’s always there to deliver or provide a solution, and if she can’t provide the exact solution that I’m thinking of, maybe kind of like a workaround. And I really appreciate that collaborative approach.

Chris Cook (13:45):

I think the way, what I hear with that is that you can intentionally improve your business

Niketa Bissessar (13:51):

Time a hundred percent, yes.

Chris Cook (13:52):

And that when you make a change, that change will be there until you decide to change it again. And that’s where I think we can build on our business and where systems and operations allow us to be able to scale without having to hire an army of people. And really I think this is a bit of a bottleneck for a lot of businesses. I have some numbers in mind. I kind of think you can get to 25 to 30 deals as a solo agent without an assistant or anything else, or really without any systems. You can triage your way to 25 or 30 deals, but once you get to that, then you have to make an investment on some sort of administrative assistant. You have to make an investment in your systems and operations. You have to know what you’re delivering. Now you guys, I think you are flirting with or over three digits in terms of you’re over a hundred a year sort of thing. Where do you think you could go in terms of how many transactions do you think you could do as an administrative assistant just yourself with proper systems and operations in place?

Niketa Bissessar (15:09):

Well, I have had experience operating on the team prior to, I believe we were implementing follow-up loss the same year that I came on. And we did just over a hundred deals. So now with a more comprehensive system specifically geared to just being more efficient, I would say you could maybe even double that.

Chris Cook (15:38):

I think you’re right. That’s the number I sort of thought with the operations, everything the way that it is, you could have one administrative assistant and two or three agents that could do 200 to two 15. That’s my number, is maybe just over 200.

Niketa Bissessar (15:57):

Yeah. It also helps with the communication between every department on the team. So we have something developed where there’s an intake form. So an agent goes on a listing appointment, he signs them up, he doesn’t need to call or he doesn’t need to tell someone something over the phone. Here’s an intake form that he fills out and that we immediately go into our system. And that saves a lot of time. We get an email saying, oh, there’s a form filled out. So it’s just very seamless communication. Whereas if you call someone tell someone something like let’s say I’m with my son and someone’s calling me and telling me something, I may not remember all that information that that person is giving me, and that is crucial information that’s going to down the line could be detrimental to a transaction or something like that. So having these intake forms that provides seamless communication and communication is so important between team members and also between our clients

Chris Cook (16:58):

And maybe prevents some

Niketa Bissessar (17:02):

Hundred

Chris Cook (17:02):

Percent things that your emergency is not my emergency sort of thing. Just because that real estate agent, when an agent on your team wants to give you this information, doesn’t mean that you’re necessarily in a place to receive it

Niketa Bissessar (17:15):

A hundred percent.

Chris Cook (17:17):

But if it’s sent by that intake form, I know when I fill out an intake form and I submit it, I know will get Got it.

Niketa Bissessar (17:23):

Yes, exactly,

Chris Cook (17:23):

A hundred percent. And I know that that information is going to be uploaded. If I tell a client You’re going to receive a client intake form tomorrow, I can pretty much guarantee they’re going to get it tomorrow because I know how the delivery system is going to go. I can actually make promises to my clients, which is nice.

Niketa Bissessar (17:45):

You can also track the progress of a transaction. I love that. It’s very interactive. So I can look and see, okay, this is like 40% through the way. Okay, so that’s halfway through. Or if I see something is like 20% and the listing is active, what’s going on? Something is happening here. So it’s very clear to the person doing an audit, is this person following the checklist or are they winging it? What’s going on? So there’s that accountability aspect that I really love.

Chris Cook (18:20):

That’s great. Let’s take a little, let’s step away from the actual systems. That’s enough about me. Let’s talk about you. Because really I think, and you nailed it when we talked the other day before when we’re getting ready for this and we chatted, and one thing that really stood out for me was, and you had mentioned this and we’ve seen this as well, if you give the system, if you give a really great system and great operations to the wrong person, somebody that’s not equipped, somebody that doesn’t have the right sort of not geared to be as fastidious, if you don’t implement the data at the beginning properly, then things tend to go off the rails. And this is where something that you said is you can’t have, I forget what you said. You said something like you can’t have an inexperienced person and

Niketa Bissessar (19:27):

Expect

Chris Cook (19:28):

Them to be able to be a superstar even with this system.

Niketa Bissessar (19:33):

Yeah, a hundred percent. And you can’t also fault a person. Their skills only go so far until they can get there. But I think having a comprehensive system, you do need to have a capable body managing that system because with real estate, there’s so many different stages to a real estate transaction. So that person has to be one really organized, knows how to prioritize, they know how to multitask and navigate between different scenarios and know when to escalate certain things. So it takes a really well-rounded experience person to be on a high producing team, I would say. And also it’s important to know when someone is an agent is starting out their business for them to know, look, what kind of business do I want for myself? What level of service do I want to present to my clients? We would say, we offer a very white glove service.

(20:34):

We are holding our client’s hand throughout the entire process. And then from there, what does that look like? And even that’s how you’re able to build out your expectation of what your output should be to when the deal finally closes and how the clients feel. And I was saying, not only is it this one client, but it’s this client and their social network, its generations to come doing a good job for your client. The client retention is going to be very rewarding. Has the clients get older, they’re going to refer you to their family and friends, their kids, that sort of thing. So I feel like having good systems, being organized, keep your clients informed, it pays off very well because that’s just the nature of real estate.

Chris Cook (21:21):

Yeah, I think that that’s a hundred percent. The purpose of doing this is to create a business that people want to refer. How much does it help you manage the team? And I say the team, they could be not too specific. How well does it help you manage Michelle and her time and what she does?

Niketa Bissessar (21:43):

Oh, that’s a good question. I would say generally for an intake form, it helps keep everyone accountable. And even when it comes to the client intake form, it’s something that you can go back to that is very clear and concise. So previously when we had Follow Boss, we would have an email template that we had living in Gmail that we would generate, and it was a question, answer, question, answer. So sometimes clients would copy and paste it and then put their answers beside. Sometimes they would put the numbers and then put the answers beside. So then you had to have two screens and figure out what’s right. And so what I find is just the clarity that it provides. So it’s always something that you can come back to for yourself and your clients, and then you can work with the agents. So that information, now what I do, it’s very easy for me to prepare open house info sheet. It’s much quicker, it’s much easier. But in terms of managing them, there’s also that accountability because then I can forward that email to them so they have that information. And it’s not coming from me. I’m not manually entering the data. It’s coming straight from the client.

Chris Cook (23:01):

And in terms of something that, and maybe you guys aren’t doing this, I don’t know, maybe it’s not something that you’ve thought of or it’s not something you’re interested in, but I know that when we’re busy and things are really going well, we like to be busy. We like to have a lot of stuff going on, but when things are at their busiest, I find that I’m being managed by the admin. The admin is telling me where I need to be and what I need to be doing, what the schedule is. A lot of what they’re doing is when I fill out an intake form, I’m telling them what the critical dates are and the services that need to be delivered. And then the admin is setting up when the photography is, when the staging is going to happen, when the cleaners are going to be there, all of these different things get dropped into the calendar. So that I actually don’t have a lot of, a lot of leeway in terms of where my day goes. I know I need to be there an hour before the photos to make sure that the lights are on and the place is looking. Its best if there’s anything last minute that needs to be happening. And so I find I’m being managed by the calendar, which is being managed by the admin

Niketa Bissessar (24:22):

Of course,

Chris Cook (24:23):

And there are a lot less decisions for me to have to make at that point. My decisions are really limited to where I need to be and those are being done for me. So that’s what I mean by are you managed, you find this helps manage the team better?

Niketa Bissessar (24:39):

Oh, 100% different. So the way that the systems work is you have these important dates. I know you wanted to get away from the system, but the only way I can explain it is to explain the system and how it works. So there’s a tab called important dates. So you put in these important dates, it populates the calendar automatically, so it’s not me manually putting anything in. And then from there, we would send out an email schedule to the client. So the agent is informed, the client is informed of exactly what’s going on. So I feel like there’s this cohesive understanding, we know what’s happening on which day, and then it is the administrator’s position to inform the client as things happen. So on the day when the photographer arrives, when they leave. So we are really managing that listing and that alleviates a lot of stress from an agent because now they know that it’s incapable hands. Something is, they’re scheduling it in terms of a proper system and they can now focus on what’s important to you guys is prospecting and doing all that stuff, which is number one. So I feel like that’s really well goes really well when we are managing is that frees up time for the agent to do what they need to do to get sales.

Chris Cook (26:03):

Yeah, I think that’s really, if I was going to join a team, I would want to join a team that’s going to handle all of that, the items that, when is the stager going? I don’t want to have to deal with that. If I was going to be on a team, I’d want to prospect and how dare you. I

Niketa Bissessar (26:25):

Don’t even know why that happened.

Chris Cook (26:26):

I’m so sorry. Just kidding. I just kidding. I want to really be focusing on the things that do generate income and that bring more deals through the door. I think the biggest, I’m so glad and we actually didn’t rehearse this or anything else. I’m really glad that our numbers are similar. The administrator and I’m a team lead and also happen to be on the leadership team at Max Hallmark. So I get to talk to a lot of people and I think that number is pretty astonishing that one administrator can handle in your words 200 deals a year knowing that volume isn’t going to be, it’s not always going to be super consistent. There are going to be some times where there’s going to be a lot of stuff happening and that one person could manage all of that. Obviously you still have stagers and painters and all those, that army of people that prepare

Niketa Bissessar (27:34):

House of course,

Chris Cook (27:35):

But at the end of the day you’ve got one puppet master you and you’re pulling all the strings from behind the,

Niketa Bissessar (27:43):

It’s an exhilarating experience. But I feel like just going back to the comment or what we were talking about is having a capable person. I think you just have to have someone who’s really passionate about what they do. And one thing that real estate that I really love is every situation is different, every client is different. The level of service that you might have to give to one client may not be the same for another client. When I have clients that are going through the Coming Soon and active process, I’m probably talking to them every single day keeping them informed. So I feel like you can have a great system, but you also need to have a great administrator to back that up to give just that extra, that extra care.

Chris Cook (28:28):

Sure. They feel well cared for. That’s important. And I don’t think it’s no amount of properly timed emails are going to replace that human touch, your ability to show up. And that’s one of the things that I think as a real estate agent, when you’re not putting out fires, you can sit and

Niketa Bissessar (28:47):

Talk

Chris Cook (28:49):

And have conversations with your clients that are chill, that don’t have you looking at your watch and making them feel like you’ve got to get onto the next thing. I had this one client one time ask me, how many people clients do you have? And I was like, well, I kind of went through it. I was like six buyers and preparing a couple. They’re like, wow, you know what? I’ve actually felt like we were your only client.

Niketa Bissessar (29:16):

Really?

Chris Cook (29:18):

Wow, that’s amazing. And that’s a sort of, yeah, at that point it was nice to enlighten them that I’m not that I don’t do two or three deals a year, but also that they felt like that. And that was where I got the idea was imagine if we could go an entire year without anybody calling us to ask us for anything.

Niketa Bissessar (29:40):

I always keep that what you said in the back of my mind. And I always think about what can I do to not have this client ask this question or maybe phrase what I’m saying in such a way where they understand more clearly to help the process and help the understanding and to make sure that it’s a smooth relationship.

Chris Cook (30:02):

So last thing we’re going to talk about, probably the biggest system wreckers out there, the agents on your team,

Niketa Bissessar (30:13):

That’s a good late,

Chris Cook (30:14):

They’re the worst because they’re like, we’re programmed to break everything. How was the process whenever you’ve made a switch, you’ve gone from paper to follow-up, boss from follow-up boss to Broker Logic. How did you manage the clients, your clients being the agents on your team? How did they deal with that transition and how did you deal with them?

Niketa Bissessar (30:45):

You know what? It’s funny. I’ve actually never thought about that. I guess the transition has been so seamless that I don’t think it’s really affected them that much. But what I would say is they have received it positively in terms of an intake form, what they have to fill out. Because before we would have them fill out, send an email, this is what the body of the email should be, these are the documents that have to be included. So I find with fill out in particular as one of the platforms, it’s quite interactive. So I find that people actually enjoy filling it out, takes you to another, it just skips to the end. So I find that it doesn’t feel as tedious. Like you’re filling out this long tedious form and then after when you press submit, it’s like this little confetti, so it’s kind of enjoyable.

(31:46):

So it makes you feel good. They want me to do this task and I’ve done this task because a lot of the times I’m always telling them, oh, you didn’t do this and you didn’t do this and you got to redo this. So it’s something that they contribute to the team to make our lives easier. So I think it’s been received very positively. And even something like listing appointments. So Airtable is of course, and broker Logic is more when the listing is signed, the coming soon, the active and so forth. But Olga has, I had asked Olga one time, what about information that we receive from a listing appointment that we may actually be able to use once the listing is signed And she was able to just do amazing things that she does behind the scene and create a generated form that lives follow up boss that saves all that information. So when the client does sign, it’s kind of like we just have to refer to this form. And then I think that helps with memory. So the agents appreciate that now they don’t have to, we’re not calling them months down the line say, oh was how many rooms, how many bathrooms, whatever the question might be. Everything is there saved no matter how much later down the line you might sign the listing up.

Chris Cook (33:07):

Cool. I’m going to just ask one more question. I’m going to go a little bit over here on this one.

Niketa Bissessar (33:14):

Oh, that’s okay.

Chris Cook (33:16):

I guess one of the biggest things, and it’s something a delicate question for a lot of people. If you had to hand this off to somebody else, if there was going to be another administrator come in and take over for you for a short term middle term or forever, how hard do you think that’s going to be?

Niketa Bissessar (33:39):

So I would say not so hard, but there would have to be trading involved, which you guys have already kind of provided that trading. So those different modules that you have to go in. But I would say currently, once you go through those modules and then you receive training from me, let’s say who knows how to use it pretty well, the transition would be pretty smoothly because it’s very interactive, it’s very easy to understand. And once you kind of understand how all the things fit together, it’s pretty well. But I think it also depends on how experienced is the person in real estate. So I’m going to assume that this is an experienced person coming on the team, someone who’s worked as in an admin position for a real estate brokerage. The transition would be pretty smooth. Yes.

Chris Cook (34:34):

And I think that that’s one thing that just mean, imagine the wonderful world where all of a sudden the team is producing, coming up on getting 200 deals, and you put your hand up and you go, you know what? I’m handling what’s here, but if more comes I need help. And so now all of a sudden you could go out, you could find that person that is capable, bring them in, and without having to distract you from the job that you’re doing, implement somebody in to share that load to start offloading some of those things to you so that you don’t have this paperwork, virtual paperwork building up behind you while you’re training this person. That’s something that I always sort of thought if there was turnover, which is not, I think in anybody’s business, over a long enough period of long period of time, you’re going to have turnover. But in the best case scenario, you grow to a point where you need to add more people or you want to add a virtual assistant to take over portions of it, how easily off loadable it is if you have really documented really well laid out systems.

Niketa Bissessar (36:00):

So I think additional to the training, you need to have your standard SOPs that would explain how to do individual tasks. So I think the system itself provides a good overview, but then it has to be supplemented with standard of procedures to give more substance to specific tasks. I would say. So yeah, definitely. I think it would be very easy in terms of the transition. And I feel like someone coming from a real estate brokerage that might not be so advanced in terms of how an admin team functions would really appreciate something like the broker logic system. 100%.

Chris Cook (36:47):

Awesome. Niketa, I can’t thank you enough. You’re welcome. Not just for being here, but also for you guys really opening up your business for me and Olga to come in, it takes a lot of, there’s a lot of trust needed there.

Niketa Bissessar (37:05):

Oh, 100% for

Chris Cook (37:05):

You guys to say like, listen, alright, I think these guys know what they’re doing and we’re going to allow them to start poking around in our very successful

Niketa Bissessar (37:15):

Business.

Chris Cook (37:17):

And I also think that there’s a lot of pride in what you guys built within Follow-Up Boss as well. And so to have somebody come and poke at it, I think a lot of people would have been very dismissive. So I want to thank you of course for being here.

Niketa Bissessar (37:32):

Oh, you’re welcome.

Chris Cook (37:33):

But also for your trust and the last over a year of working together to build all this stuff out, get it implemented to get stuff going. And I will say, without a doubt, you guys are a huge success story for us, but also in the real estate business, I’m really quite proud to have continue to be a part of what you guys are doing.

Niketa Bissessar (38:03):

Yeah, thank you so much. And like I said, I really appreciate the collaborative approach and anything that comes to my mind that I feel could be more efficient, Olga is literally a phone call, an email away, and then it just gets done. So I just find that so amazing and I appreciate all the time that she’s taken and yourself as included in helping us take all of our action plans out of Follow Bus, implementing them. And it has been a tedious process, but it’s helped to improve the processes that we currently have, and I think that’s what I appreciate the most.

Chris Cook (38:43):

Awesome. I’m going to do a little shameless plug for what I do here at Max Hallmark is business development. And so I do consult with teams and individuals to be able to help them see where the blind spots are in their business, help build out systems and operations and get their business streamlined so that they can scale so they’ve got the bandwidth to scale and also so that they can hire the right people or task the right people that they already have in a better way. So this is what I do here at Max Hallmark, this is my role. We’re also affiliation with Broker Logic and Custom Systems Connect. There’s a bunch of different things that come together to create what we’ve delivered here and what Niketa and I have talked about. So if there’s anybody out there in podcast Land that is interested in reaching out, I would welcome the conversation, at least in initial conversation. And anybody wants to check on my references and wants to have a chat with Niketa or Michelle Frazier, I would also encourage them to reach out and see like, Hey, are these guys all of that? Are they able to actually help

Niketa Bissessar (39:59):

All that and more? That’s all I’ll say.

Chris Cook (40:02):

Well, we love you guys.

Niketa Bissessar (40:04):

I love you too. Thank you so much.

Chris Cook (40:05):

Okay. Alright. Thanks Niketa.

Niketa Bissessar (40:07):

Have a good day. Bye-bye.

Chris Cook (40:17):

What an incredible conversation with Niketa. A big thanks again for sharing. So generously. Here are my top three takeaways from today’s episode. Systems don’t replace people, they amplify the right ones. Number two, a digital checklist isn’t just for convenience. It’s the foundation for scaling without causing chaos. Number three, clients should never need to ask for anything. When your operations are truly dialed in, they should feel like they don’t have any needs. If you’ve got value from this episode, please follow the podcast, leave us a rating and a review. But most importantly, share this episode with at least one friend who’s serious about growing the real estate business the right way. Thanks again for listening and we’ll see you next time on Mind Your Real Estate Business.