What It Takes To Grow A Brokerage, With Cory Rosier- EP 202 Lab Coat Agents Podcast

If you are a leader in the industry, a broker, a broker owner, if you want to grow a team, Jeff says the best advice he can give you today is to learn from someone who has recruited over 1,200 agents in 4 years. Cory Rosier, nicknamed “One Speed”  joins the show today to share some of his secrets and strategies, what he does that makes him so successful. Tune in now!   Episode Highlights: Jeff introduces Cory Rosier who is with Big Block Realty based out of San Diego, CA. Cory talks about how he got into real estate and what led him to where he is today. He is originally from Syracuse, NY.  To get to CA, Cory had an internship his senior year of high school, afterward he sold everything he had and moved in with his aunt and uncle there. He ended up meeting his business partner there as well and started with mortgages in 2003. Cory talks about how he learned a lot when he chose to diversify in the 07-08 downfall when he was bouncing around in different things. Jeff asked Cory how he ended up getting back into real estate through his friends and Big Block Realty.  Big Block was an independent brokerage; They actually have franchises now which is fairly recent. The corporate office has a little 0ver 1,000 agents that closed about 6,000 transactions last year and they have 10 franchises right now. Jeff mentions that as a part of the podcast he is going to start a “Broker Blitz” to let brokers highlight themselves.  When Cory started in 2014, Big Block had 250-275 agents doing around 600-700 transactions. Jeff talks about how the word “recruitment” cna carry such a negative connotation for many and asks Cory for his take on it as he has mastered recruitment so well. Cory explains how when agents switch to different brokerages, they often do so in a high stress situation; With that understanding, he placed value on that big important move they are making for themselves. Cory talks about relationship building as opposed to just trying to promote your brokerage and talking about how great your brokerage might be. What about personality assessments? Jeff says that one thing many good coaches have in common is understanding the people you help on a personal level and approaching them as such. The questions that you ask are always important. Cory says to ask them as open-ended as possible. He also talks about how body language plays a role. Why is mirroring important and how does it work over the phone? Jeff and Cory discuss the different types of DiSC personality. Jeff asks Cory what has helped him to get to where he is now with understanding and managing people.  Narratives change with different generations and styles of communication. Jeff asks Cory how he tailors his approach. Jeff talks about the importance of being a good listener. You have to stop over talking  people. Cory reiterates to not keep saying how great you are and instead listen to their needs before sharing how you can help.  How do you grab attention away from a screen?  How have manners and dynamics shifted around the use of phones?  Cory had a lot to do with 3-4x of the growth in the brokerage. Jeff asks him what he does to create so many conversations.  Culture matters. Cory explains how he has seen that play out and explains how to find out what else matters for people. Do you get our feelings hurt easily? Jeff and Cory talk about looking at the bigger picture rather than getting caught up in the emotions of people coming and going and seek to support them. Cory talks about his company, Sweet Assist, how it works, and who it is best suited for.  The goal of it is to be the one spot for running the back end of your brokerage efficiently. There are ways to customize it for different needs as well.      Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (