Agent Essentials

Shop Talk - The Real Estate Agent Podcast

Real Estate Agent Podcast 47: Daniel Ramsey

47: Daniel Ramsey
July 15, 2020

Daniel created MyOutDesk, a full-service virtual assistant service, in order to help other agents make the most of their time.

Time becomes their biggest challenge, right? It's not infinite, it's finite. And at some point you have enough money that you want to buy some of it back.

Daniel Ramsey

About This Episode

Many agents get into real estate so that they can make their own working schedule and build a self-sustaining business. As Daniel Ramsey learned early in his career, achieving that dream is easier said than done. 

In an effort to help real estate professionals upgrade their workflow, he created MyOutDesk, a full-service virtual assistant service that can take care of the little stuff so you can focus on doing business the way only you can. 

For a free guide about thriving in a remote environment, text “MOD” to 31996.

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Episode Transcript

JON: So Daniel, thank you so much for joining me.

DANIEL: Yeah. It's my pleasure to be here.

JON: All right. So fill us in on your background.

DANIEL: Yeah, man. So if you're listening right now, you're probably much like me. I'm a real estate broker. I'm on my honeymoon in Guatemala, like in a Francis Ford Coppola resort. In fact, I've got a bottle of his wine in my kitchen right now. Cause I just love, you know, it's just one, it's really great wine and his hotels are just insane. We're in the rain forest, there's monkeys all over and we have these like tree bungalows that you have to like almost basically climb up into. Right. And you know, I'm married three days, we went to Guatemala and then we went to Belize and were just kind of crawling through these Mayan ruins and just, I was just doing the whole honeymoon thing.

DANIEL: And one night I find myself at the bar closing a real estate transaction and it's like one in the morning, the bartender, you know, I'm the only guest still there. I, you know, and he takes my phone and takes snaps a picture of me and then starts making fun of me in Spanish. Stupid gringo. What's wrong with you? And so like literally in that moment as a real estate broker, I'm a real estate broker mortgage guy, developer contractor. And as a real estate guy, I knew if I wanted to stay married. If I wanted to grow a real business, something had to shift and that's kind of our origin story here at MyOutDesk. I came back to the US after our honeymoon and I completely changed how all of my offices worked, who was in charge. And I started building a company with leverage and that's kind of what my artist does is we help agents and brokers and real estate professionals find talent so they can grow their real estate team. Maybe like me go on a vacation where you don't have to answer your phone or work for you.

JON: Do you speak Spanish?

DANIEL: Well, poquito man. Poquito. I mean, I'm in Sacramento, California, so it's almost, yeah, it's almost like a requirement to speak Spanish and I'm a contractor. So there's a lot of folks that speak Russian, Ukrainian, Spanish. So you just kinda pick up things when you're on the job site, you know? And yeah, man, in fact, my wife and I we actually, two years after the honeymoon we moved to South America. So my, I had a real estate team. We were doing investments and flips, so we'd buy and rehab and then refinance and then actually rent it out. And so we were doing all these flips and I was building MyOutDesk and I set this goal back then I'm like, okay, look, if I want to stay married one day, have kids, you know, build a real business. What I have to be able to do is just leave and just leave, leave the state, leave the country. And literally six months my wife and I moved to South America. That was my litmus test if a bike, if I did it right. And so we've learned a lot of lessons over the 13 years having a virtual assistant company. That's what we do. We help real estate teams and, you know, real estate professionals, mortgage guys, contractors, even past companies, right? Like everybody in the, in the transaction, we just help people get assistance so that they can scale and grow their business.

JON: That's great. So what are the benefits of having a virtual assistant?

DANIEL: Well, here's the thing, I mean, like, and I'll just tell a very personal story. I, I'm a real estate broker. I've got three offices, a bunch of agents on my team and I bought BoomTown a real estate platform. Right. It's a lead platform and I bought BoomTown before it became popular and got crazy big, like it is now, but I couldn't get my agents to call. They're like, I'm out in the field or I'm with a client, you know, salespeople aren't typically, they don't want to pound the phones and call a hundred people to talk to 10, to get two possibilities, you know? And so at some point I hired a virtual assistant to make those calls. And then we, we were getting a lot of paperwork and I, so I hired a virtual assistant to be my transaction coordinator and kind of operations person.

DANIEL: Then, then we needed some more marketing cause we're doing good with our listings. And so I hired somebody to help us, you know, kind of do our listing presentations, get leads and kind of just be our online you know, our online people, people that drive revenue from, you know, content like this podcast. Right, exactly. Yeah. So you know, the benefits it's, it's 60, 70% less expensive than having a full time employee, no office. You're not required to buy him a laptop. No worker's comp, no insurance. And you know, these people are hungry for opportunity. So they, they really, they show up and they're like, boss, it's great to be here. I can't believe it. Like you know, what can I do to help you grow your business? And you're like, wow, this is what employees are supposed to be like, you know? So you know, that's, those are some of the basic benefits, but typically it always comes back to either we're helping somebody sell, save money. You know, it's a reduced cost or we're buying some time back or we're helping them generate revenue. Those are kind of the three main things that we help our clients solve.

JON: Awesome. When you were growing your team, how did you know when it was time to add somebody else to the team?

DANIEL: So good question. And you're listening right now. I mean a lot of agents screw up and we're going to talk about this. Cause we're going to give away a copy of a thrive guide, but a lot of agents screw up. They, they decide to leverage things that they hate doing versus things that the business actually needs in order to expand or grow. So you'll have an agent I'm like, I don't ever want to do my paperwork. I'm like, well, that's fine, but doing paperwork, isn't what drives the growth of your business. Right? So in our world we start, we really get hyper focused on, you know, who's on your team. What are the systems that you currently have? And if you had to double your business today, like if I held a gun, Jonathan, I'm not going to held a gun up to you, don't worry.

DANIEL: But if I did hold a gun up to your head and say, you have to double your business what would you have to do? Or who would you need to hire? Those are the kinds of questions that we talk through when somebody comes in and does a consultation, like who's on your team, you know, how are you going to double what systems you have today? You know, what kind of business are you going to go after? And those get people thinking and dreaming about, well, what would it be like for me to go on a vacation? What would it be like to go to the gym? Right? What would it, well, not now, we're not going to any gyms, right? But someday, maybe you can go for a run outside or bike ride or something, you know? But it all comes down to, you know, what does your business need really to grow? And so we've put together a really, a nice little package. We call it our thrive guide and it basically walks you through everything you need to think about and consider as a real estate person to really drive revenue and really grow your business even in today's environment.

JON: Hmm. So from looking at your site, it seems like you guys work in a lot of different industries. How do your assistance specifically help out in real estate?

DANIEL: Yeah, well, and those are the three areas. We really help in re in, in real estate world is making phone calls, doing all the administrative stuff, paperwork or transaction coordination. And that, those are four. I know I said three, but admin and TC work usually crosses over. You know, some, usually somebody who's doing your transaction coordination can also handle like project management, kind of all the work that has to be on, on the admin side. But those are kind of the four areas. And we have about 50 to 50, 50, 50 meaning half of our folks are making calls on, are responsible for helping our clients grow their revenue. And the other half are on the administrative side, meaning, you know, marketing or admin or TC. And they're just helping with all the paperwork and all the things on your business that you have to do. But just, you know, that they're important. I'm not going to say they're not important, but they're not the things that drive revenue. Does that make sense?

JON: There are things that you, as the face of the company have to do that you cannot not step out of, especially in real estate.

DANIEL: Well, there are licensing issues really, right? You can't, you can't negotiate a contract if you're not licensed, you know, it's unlikely that you're going to, you know, a virtual assistant, for instance, isn't going to know, you know, which schools are the right schools in the neighborhood. They're not gonna know Mello Roos or all those kinds of intricacies. You know, they can find that information out probably very fast and easy, but there are some things that as a licensed broker, like only I can do.

JON: So what would you say to an agent who thinks that real estate is too personal, where does a business for remote work to come into play?

DANIEL: I love, I love what you're getting at. Yeah. I mean, look, there, there's a, there's some great stats out there. 80% of real estate people don't have an assistant. You know, most of them just aren't successful enough to feel like they can afford it. And then you, you know, we've all been in an office meeting where you look at a guy who, or gal, and they're a jerk, they're aggressive. They don't love on their clients. Right. And they're the top performer. Right. And you have to wonder like what, what's the difference between me. I love my clients and I do a great job. And I think I'm the expert, the local expert. And you know, I'm doing 10 or 15 deals a year and that person's doing a hundred. Why are they doing a hundred?

DANIEL: Cause they're a jerk. Right. And the difference is the system and processes. And that's part of what I learned from my honeymoon is you have to build systems and processes so that you can leverage somebody else. And I, and I'll, we'll talk about some strategies to do that. So your audiences, you know, got the good stuff. Right. But when I came back from my honeymoon, we started doing what we're doing right now, which is video conferencing. Right back then Skype was the only game in town, you know, back in 2008 and '09 when we first started. But we started, how can you get somebody to do it? Just like you? Well, we would record our screen. I would record myself talking about the, how, what and why I was doing a particular task. So for instance, entering a listing into MLS, well, I can do it very quick.

DANIEL: Right? In fact, you'll laugh. I did it last night. Like last night I answered, I entered a commercial listing into into our MLS. It took me five minutes, but the reason it took me five minutes is I'm a broker and I've done thousands of them. Right. So if you're thinking, I need to hire somebody, how do I get 20 years of experience? How do I transfer that to somebody else? Well, you do it by doing what we call, play pause do. So it's where you make a video. You talk about the, how, what and why of doing it. You make, maybe you make three to five videos and then you give those videos to anybody. Forget virtual assistants, employees, anybody, Jonathan, if I came to work for you and you asked me to do something, I'd be like, I don't know what you're talking about.

DANIEL: I've been doing this for how many years, and you want me to do it? I don't know what you want me to do. You know? And so like like I tell my wife, I can't read minds. You have to set up your business with systems and processes and you have to transfer everything. That's in your brain to somebody who's never done that before or somebody who's new to your team. And so we just did it by creating play pause, do where you talk about the, how, what and why then you have a virtual assistant actually write it out, do a Google doc or something else. And just write out the step by step process. Then watch them doing it. Right. You ask them, okay, it's your turn now to enter a listing. And then you give them feedback. After they're finished, you missed this, you missed that.

DANIEL: Let's go back and watch video number two, and then let's try one more together. Right? So training is always the hardest part of hiring somebody because you're like, well, it would just be faster if I did it myself, but I wanted to stay married. I wanted to have kids. I wanted to go on vacation so that, you know, kind of like that saying that juice has to be worth the squeeze. You have to decide that you're going to really grow your business. If you want to move to the next level and beat that person in your office, who is a jerk, but is doing a hundred transactions. You know, they built those systems and processes. And that's, that's the important thing about leverage is just your willingness to bring somebody along the journey with you and be, you know, be a good leader.

JON: Yeah. Have you achieved that dream? Are you able to step out of the business?

DANIEL: Yeah, that's a funny question. So we now have 1200 virtual assistants and we've helped 6,000 real estate brokers, agents, teams, mortgage people. So we're a really big company now and I'm, I'm excited cause I'm, I'm talking to you in my, in my house. You know, we're all working from home right now. And so this is an example, like only I can tell this story about our origin. Cause it's personal to me, it's my business. It's very personal. But in this process, I didn't reach out to you guys. I, Jonathan, when we got on the phone, I was like, Hey Jonathan, how you doing, man? What are we talking about today? Because there's a calendar invite with all the details for this call, right? We have somebody who reaches out and kind of sets these things up, gives him all the guides and does all the work.

DANIEL: But I'm showing up for the part that is uniquely mine, which is telling our company's story and helping people understand how to leverage virtual assistants. That's the job that I can do. Yeah.

JON: Yeah. So it's knowing where you need to spend your time.

DANIEL: Exactly. And we've helped people. We have some dude, we have a process and a system for everything. Jonathan, you'll laugh. I'm holding up a sticky note right now. So we help agents all the time and they come to us and like, I don't know what I want to get rid of, but I know I'm working 10 or 15 hours a day. I, I plateaued the last couple of years, I've sold the exact same amount. I tried to hire somebody, but it didn't work out and I'm not sure what's next. You know, I don't know what to do. So this is the advice that I have for that group of people.

DANIEL: And actually it's funny enough where this leader she, her name's Cody, she came to me three years ago. I asked her to do this sticky note and then I made her part of our book because she's a multimillionaire, sold her business for $5 million and was leading a big team. And I asked her to do this sticky challenge. And she said it was a game changer for her business. So, you know, whether you're a brand new person, brand new real estate person or, or somebody who's got a huge company and you're really successful. The sticky note is a simple, we call it the sticky challenge. You write down throughout the day, what you did and what functional section of your business was it? Sales? Was it admin, was it marketing. Was it leadership? Like what, what exactly is the functional area? How much time I took on that task.

DANIEL: And you just keep track for a week. What you'll find is as a leader or as a salesperson, it's the amount of time that you're spending on dollar productive activities, the stuff that really drives revenue and really grows your business, like making sales calls, meeting clients, closing deals, you'll find that that time is really small compared to all the other stuff in your world. And so you do that for a week or two and you start seeing a pattern of all this stuff that you need to do, but it's not really important to driving your business. And that's how you start to figure out what areas in my business should I leverage to somebody else.

JON: That sounds like a great exercise. And I think for the people who tend to be control freaks about their teams and about their business, that can be, it can be really difficult to sort of hand over those keys on some of the big tasks. But yeah, that sounds like a good way to identify what needs to be handed over

DANIEL: Well. And it's interesting too, because we've, you know, don't let this don't think that this is for small, only the new guys we've never hired. I've sat down with a team of like 20 and I've asked them to do it and then they've put it on a spreadsheet and then they just come back and report it. And their response was like, Daniel. I had no idea. I spent three hours a day on Facebook, you know, or like, what I really realized is I needed to shut my door and just prospect for a couple of hours every day, you know, like what they reflected back to us when, when we've helped big teams and small teams and even solo agents do this challenge is the information is what's powerful and the action of actually writing it down and then thinking it through. That's the thing that really drives the change because let's face it. It's not easy. You know, there's, there's 28 million businesses in the US and less than 4% ever actually get above $2 million in revenue. Like it's a very small percentage of people and the numbers, you know, statistically, they get less and less the larger you get, you know, there's the fortune 500, well, there's a reason there's only 500 of them because growing a business that's really big. That's got a lot of people it's really hard work.

JON: Yeah, no kidding. So you're you said 1200 assistants, is that right?

DANIEL: Yeah. We, and in our 13 years we've helped almost 6,000 teams. So, you know, some people come in and like, I need help for two years. And they, what we do is we help them get, grow their business. And then they realize, okay, now I can hire a us person to come take that on. And maybe they'll add two more people to their team. So we've helped over 6,000 people, we have 1200 virtual what we call virtual professionals on our team today.

JON: And are those people all in the US or are they kind of all over?

DANIEL: No, they're all in the Philippines actually. And the reason we did that we tried India, Vietnam, China Africa, like I've tried a lot of different countries. And what happens is you need somebody who speaks English, who is like, has an, an accent neutral meaning if you're calling in Georgia, for instance, or the Pacific Northwest, or like these certain parts of the country, it's really important that they have an accent. That's neutral that somebody on the other line can't tell that they're not us. And so we went to the Philippines because there's just a huge number of people who are college educated, speak, great English, you know, their, their their signs and their medical journal journals. They're all in English. So they grow up in kindergarten from, you know, all the way to college everything's in English. So it's a great country. It's a great culture there.

DANIEL: They're 94% Catholic. So it aligns with our US values. It's the only place in Asia that has that high percentage of Catholic, you know, Catholic kind of values and customs. So, you know, it's a good spot. Plus we get great healthcare rates. So all of our people are covered with healthcare. We give them vacation time. They have great. We actually do a medical examination prior to actually hiring somebody. So we know they're fit for work. And then we're also doing an FBI grade background check. And then we have technology that we built in house to kind of just help our clients keep track of, you know, what's your virtual assistant working on what's their day look like. And it's been a really successful platform for a lot of teams and real estate people.

JON: That sounds great. Yeah. I imagine some people would be hesitant to trust somebody in another country with their business data, but it sounds like you have all that sort of security privacy figured out.

DANIEL: Yeah. The privacy is really important. What's crazy too is you know, we're a corporation in the Philippines we're incorporated and we're a Delaware LLC here in the U S so what that means is we have CPAs attorneys insurance on both sides. So here in the U S we contract with our clients in the Philippines, we contract with our virtual professionals, and it really creates this peace of mind. You know, you're in a, your person's in another country, but you're secure. And knowing that you have a partner and it's our job to make sure that you've got great talent. So not only are they experts at what they do, but then they're not going to steal your data. You're not going to lose your, your, you know, your, your cell phone information or your client list. That those are really important to us, real estate brokers. You know, of course.

JON: All right. Well, it seems like given your business that you are an expert on working remote, is that fair to say?

DANIEL: We might've done it. Yeah.

JON: So do you have any tips for people who might be working remote more right now than ever before?

DANIEL: Yeah. You know, it's interesting. Cause I just talked to somebody who was a, he's a real estate broker. He runs three different offices, 11 agents, five admins on his team, really successful guy does radio does TV, lots of, lots of business, lots of sales, you know, a big company. And we were talking about that because part of the today's challenge is half of the country is at home afraid, right? They're not going anywhere. They're wearing face masks. They're not going to move. They're definitely not buying and selling. Right. And then the other half. And I don't know where you stand in this, Jonathan, but this is me.

DANIEL: I don't care. I'm like out and about. I'm like saying hi to my neighbors. I'm bringing my daughters, my little daughters. We just went walking around the park. This is afternoon. Like in my world. I'm like, I, if I, if, if there's a problem, there's a problem. You know, we've been in home for 60 days, but there's challenges now to selling to, you know, 50% that are like me and the other 50% who are at home and nervous, those present a different set of challenges for real estate professionals. So when you're thinking about like, how am I going to sell virtually remotely, basically in today's environment, you have to adapt things like we're on a Zoom call right now. Everybody is on a Zoom call, right? The whole world is on a Zoom call, but it is a skill set to close somebody on Zoom.

DANIEL: Like this is a whole new world. You got to get good at your buyer presentation, your seller presentation, building rapport through a camera. You know, if you're not, because this podcast is a podcast, you can't see, but in my office, right, right behind me, I have a little popup banner. You know, every single sales person in the company has one of these. If you're client facing, we have a high definition camera on our computer. You can see me really clear. Right, Jonathan.

JON: Yeah. You look great.

DANIEL: Well, so these are some of the things, you know, and good lights. You gotta have good top lights. I'm, I'm in a standing desk. You are too. I can tell, you know, you don't want to sit down and be hunched when you're selling, you need to be standing right across the table from somebody as if you're in their kitchen. Right. So those are some of the things I would also, you know, this company that I talked about, I'm helping them develop what their virtual sales process is going to be like, because these guys are all, you know, closers face-to-face people. But what they're seeing is half their people don't want to meet face to face.

DANIEL: And so I'm like, hey, have you guys ever recorded any of your presentations? They're like, no. So what does, what does a sales person need when their brand, when they're doing something new and they're trying to close a different way, lots of repetition practice and record your calls, give them to an accountability person, give them to your broker, you know, give them to a mentor who's in your world, get feedback, ask your clients for feedback. Hey, how was this? You know, we're meeting virtually, but I'm just kind of curious, you know, on a scale of one to 10, how did this go for you? You know, would you refer a client to go through a process like this? The, the agents who adapt to this remote world where, you know, they have a dedicated area. It's a little bit like motion capture in a studio, you know, you have to have the right lighting, the right camera, the right microphone.

DANIEL: You you can't see it, but this is a thousand dollar microphone. Right. And it's really clear. And if I were to talk away from it, you wouldn't hear it. So you're not hearing my kids in the background who are four and seven screaming about the worm that they found. You know, these are some of the things that are changed in today's world. And as a real estate agent or broker, we have to adapt to this new reality. Now here's the good news. Guess what it means? You can have five listing appointments back-to-back virtually.

DANIEL: You know, your presentation can be the same presentation to those five people. You know, it's actually probably from an efficiency perspective and a direct feedback perspective, you know, before you might go to a house, ask for the close and they say, well, I'm meeting two or three other people. Well guess what, if you get adapted to this remote environment, when you're on and you say, well, would you like to move forward? You can actually sign with somebody right then and there electronically. And it's unlikely that your competition in your local market is doing anything like that. They're like, can I just come over? And the couple was like, well, we just met somebody else online and signed with him. Actually, why would I have you in my house? You know? So those are some of the things. And I don't know if Jonathan, if you want more, but those are some great, great examples.

JON: Yeah, for sure. The becoming accustomed to video calls, I think is it's definitely a struggle particularly when you're used to meeting in person like I am. So, you know, certain days of the week I have a ton of meetings and I've found that I'm so much more tired at the end of all those meetings when they're on Zoom than I ever was when they were in the office. Absolutely. It definitely does take some getting used to, but yeah. I like the recommendation to record. I think recording something and watching it back, you're going to find a lot of stuff that you did not realize you were doing. I can say that as somebody who has a podcast, there are so many verbal ticks that I'm like, wow, do I do that all the time? That's weird.

DANIEL: Yeah. It's funny too, because sometimes you can have somebody just reflect back how your, you know, watch this, watch the first 10 minutes and then tell me how you're feeling. What energy am I conveying? And they're like, Oh my gosh, the energy that you're comparing is scarcity. Or you're not really you know, actually letting them talk or, you know, these are all common salespeople challenges, right? Over-Talking or, or interrupting or dominating a conversation or not asking good questions when it's recorded. Oh my goodness, man, you might just watch it and then give yourself feedback or no, cause it might be actually worse than somebody else, you know? But yeah, those are the, those are the important things to real estate teams right now. And you know, I have a friend, this is another great thing. I have a friend who owns a plumbing company and you, you wouldn't think that that's related, but it's really important.

DANIEL: He has, I think 60 employees and day one that this all happened. He outfitted his people with protection stuff. He gave them a process, you know, and, and real estate brokers, you know, it took us like 45 days for NAR and these other associations to actually come up with some stuff. Right. But he did it week one. So it's very easy as a real estate person to say, look, when we enter your house, we're going to do so respectfully. We're going to be where we're going to keep you safe. We're going to keep our clients safe. You're not going to have to worry about it and just have a protocol, a real protocol in place that protects sellers and protects buyers. You, if you just do that, 95% of your competition isn't smart enough to put all that together. And so when you think about going remote, you almost have to go remote and go like I don't know. I guess what I'm trying to say is safety, right? So you might be the safety remote real estate person now, you know? But anyways, those are, those are all the considerations in today's crazy world.

JON: Yeah. That's, that's great. So how can someone know if they're ready to hire an assistant? I mean, we talked about building out a team and figuring that out, but I mean, say they want to go with a virtual assistant as you said, cheaper than an actual in person one. Yep. But how do they know they're ready?

DANIEL: That's a great question. Typically I like to say it's because you can't put down your phone, you're, you're dropping the ball on certain things. You are working seven, eight days a week. You notice how I say seven or eight days a week. Is it, have you ever felt like that as a real estate broker? Yeah. so you, you know, family time is blurred. You're always on the phone, you're too busy. You feel like you're dropping balls and it's costing you business. These are the times to start considering what are my options? Who could I add to my team? And if I were to add somebody, what would they do that I would be able to buy? See, here's the thing. Most people go along and say, I can't afford that. Or I don't want to add that person. Oh, they wouldn't really help me.

DANIEL: But at some point it becomes more important for a person because money doesn't become their biggest challenge or obstacle time becomes their biggest challenge. Right. We only have a certain amount. It's not infinite, it's finite. So we all are going to die at some point. And at some point you have enough money that you want to buy some of it back. And that's the point you start thinking about, well, you know, who could I hire on my team to help me have a better life or to help me grow my business. Those are kind of the two options that most people kind of think through.

JON: That's a great way to phrase it. All right. Well, my last question is one that I ask all of my guests. If you could go back to the beginning of your career and change one thing, what would it be?

DANIEL: Oh, geez. What a great question. I was a hyper Harry. I don't know if you've ever heard that one before, but and to some extent I still am. Right. I you'll laugh right now. I'm doing real estate deals because I just loved them. I I've always loved them. I'm always, I watch out the market. I know what houses are selling in my neighborhood. My neighbor just put his house on the, on the market for like $200,000 less than I think I would have told them to do it. Right. And, and I'm, I'm not serving like he, he can't, I wouldn't list his house anyways. But here's the thing, the mistake that I made a long time ago was I was all over the place. So I was a real estate guy. I was a mortgage guy. I had three offices, I was doing development. I was flipping houses. And what that does is it just pulls you in a lot of different directions and you can never really focus on the one area. So if I were to go back back to the beginning of my real estate career, I likely would have focused on real estate, really stayed in that lane. And at some point then when I made the switch over to help people at MyOutDesk, you know, helping real estate people find talent, I would have just focused on that, but I kind of kept my hands in all these different cookie jars, you know? So that, that is you know, even today I, I keep a little side real estate project because I just love that world. And yet I know it's a distraction from the most important work, which is talking to guys like you.

JON: Wow. Well, thanks. So you mentioned the thrive guide how can our listeners get their hands on that guide?

DANIEL: Yeah. So we're giving this away for free now about 60 days ago when the whole COVID thing, you know, came down, we were like, okay, we'll do real estate. People need to do it right now. And we've gone over most of them, right? Going remote, you know, changing your value proposition to the safe real estate person or the, or the virtual real estate person, you know, we've gone over them, but we put together a thrive guide to give you specific details. And it's, I think it's like 12, 13 pages. And we want to give it away. So all you have to do to get it is text M O D. So MyOutDesk, M O D to 3-1-9-9-6. If you text MOD to 3-1-9-9-6, you'll get a free copy of, of that thrive guide. We'll also reach out to you and just say, hi. A lot of agents are growing. A lot of agents would like to hear about virtual assistants and actually go through what we call a strategy consult. So it's where we talk, Hey, what are your goals? Who's on your team, what's in your systems and processes today? What are all the projects that you need to get done, that you haven't done? You know, what would really make your world amazing? And so we'll go through this same process with you and individualize it so that you can really consider, you know, our virtual assistants right. Or wrong for you.

JON: Awesome. Well, that sounds like a good place to start if anyone's interested.

DANIEL: Yeah. It's the right place. I hope. Perfect.

JON: Alright. Well, thank you so much.

DANIEL: It's been my pleasure.