Is Your Culture Wrong?

Real Estate ISA Radio

Nate Joens: [00:00:03] Welcome everybody. My name is Nate Joens. I am the CEO and co-founder at Structurely we've got a really exciting episode today of the ISA radio with our friends at Hatch coaching Hatch realty Erik Hatch Robby Trefethren guys. Can you tell us a little bit about your business. Robby I I'm very bad at pronouncing your last name Colorado everyone is you crossed it and there's a reason I sort of go by Robert T. Yep. It's the first time I've actually tried to pronounce it live. So we did you that well and the guy's house as he says it.

Erik Hatch: [00:00:38] His last name sounds like a pharmaceutical drug trial here. I've heard that one. It's great. So thank you for the introduction.

Erik Hatch: [00:00:46] And it should be known that Robby and I are huge fans of Structurely you're not even paying us to say that we just simply like you guys a lot and we think that what you're doing in the ISA and artificial intelligence world are game changing. So really elated to be partnering with you on this here at here in Fargo North Dakota. We have a couple of different ventures that are rolling out and it all started with Hatch Realty. We run our real estate company as a team. So our team consists right now of 35 people that includes three expansion markets. We run a different model than most people do even that are running teams. In 2018 we did six hundred and sixty foreclosed transactions just a hair under 5 million in volume 5 million of GCI and just over 150 million in volume. So we've had a fun run of things so far about three and a half years ago I had been getting coached and I was doing some coaching on the side and really felt like we had a unique voice in the market and it was different than what other people were doing and so especially with Robby by my side and I'll let Robby share his story and his journey. But what happened is we saw that there was a need and an opportunity for us to try to influence an impact in the best possible way. And so that's We curated Hatch coaching now. We we catered to some of the top coaching clients some of the top realtors in the country and we are honored to be a part of it. So Robby Your journey has been similar but different.

Robby Trefethren: [00:02:24] Yeah I started up a team back. Jeez it would be January of 2014. Does that sound right. I mixed up all the years a while ago and I started on the team as an as an ISA which is why we created this whole of the ISA radio and everything goes along with it. And when I came into the game I remember my first day I walked in and Erik kind of gave me a remember the script book right and old school script book filled with I would refer to it as a bunch of junk because it was all focused on I like to say manipulating and coercing and really trying to take advantage of the other person.

Robby Trefethren: [00:03:05] And what I found was I wanted to create a way that really put the other person first because I think that's a better way and a more sustainable way to do business. And in my heart it felt right. So went down that route and now we had some major success. We have an ISA Department now with five full time ISAs of course.

Robby Trefethren: [00:03:26] And they were featured on one of the other podcasts as well. And I have the privilege and honor of coaching most or a lot of the top teams and ISAs teams throughout the country. So that's awesome.

Nate Joens: [00:03:41] Yeah. For everyone listening. Definitely check out the sixth episode of the ISA radio so you can hear firsthand from from these ISAs with hatches as we referred to them on the episode. The actual rainmakers.

Erik Hatch: [00:03:56] Thanks for that. Yeah I agree 100 percent man.

Nate Joens: [00:04:00] Yep awesome. So we're we're switching this one up a little bit today not necessarily ISA focus not necessarily script focus but kind of giving you the inside look into the culture that has been built at hatch from the rainmaker himself. Mr. ERIK Hatch I want to do a rainmaker or I may go. We'll just get everyone's kind of a rainmaker right now so we're gonna kind of dive into culture and how you can build culture successfully.

Nate Joens: [00:04:47] Like the guys that Hatch have they might not agree that they have had it had it figured out from the start.

Nate Joens: [00:04:55] But as we like to say every time here we've kind of fumbled forward and figured out the right culture to attract and retain some of the top producing talent in the industry. So guys can you kind of tell me a little bit about the culture at hatch and kind of how you got there where you're at today.

Erik Hatch: [00:05:13] So let me interject first if you are watching live right now I encourage you to ask some questions in the comment section. We would love to answer any questions that you might have. As we go through this and if we can't answer during this we certainly will answer afterwards. So please make this interactive instead of just a one way conversation. Here's the story. Nate Jones as best as I can articulate it is I got into real estate full time in 2011. My previous life was involved in ministry. I worked at the local church that I was baptized and raised in and I spent eight years out of college pouring into kids love the gig hated the pay and my family really was at a place where we needed to make some financial moves in order to actually be parents. We had some major infertility and I had to pay for it out of pocket. So I jumped into real estate full time in 2011. I sold 52 houses on my own with a part time college student as an assistant. 2012 I started the teams we were four people as of January 1st and 13 people as of December thirty first. I had expanded into the commercial world and across the state of North Dakota. We sold one hundred and ninety two houses that year. I was one hundred and thirteen of one hundred and ninety two. So I was 60 percent of our production as well as running in every direction.

Erik Hatch: [00:06:34] And in 2013 I was given the wonderful opportunity to start over as my company kicked me out and and what happened in that Nate's is I was so egotistical and cocky and I thought my crap didn't stink and I was in a place where I thought we had a great culture because we just preached culture and we use that word culture and by the way the word culture is completely watered down it is overused and the fact that having a culture conversation here gets me fired up and also diluted at the same time. But what happened is when I thought my culture was great and after I got kicked out my 13 team members turned into myself and two other people just three of us overnight because I thought my culture was creating an environment that everybody wanted to be in and it wasn't. It was instead creating an environment that everybody ran from except for two people. And so I realized that something I was doing was wrong and what I was doing is I was creating a culture where everyone was a sidekick a crony. They were riding my coattails essentially and when given the opportunity they ran from it pretty quickly and so I realized that we had to get intentional with our culture and it wasn't about the number of transactions that I did it was about the number of transactions they could do. And it wasn't about the life that I could live. ...