Do you want to create a machine that ensures agency growth? David Butler was working as a special ed teacher when he decided to try his luck in the real estate business. He later created an agency looking to reinvent himself during the 2009 financial crisis. With Jason's help, he was able to grow and ultimately sell his business. David now enjoys a new lifestyle and focuses on his family. He joined Jason on the podcast to talk about how he implemented the "Netflix model" to prevent client cancellations, how he streamlined the company's hiring process to put the right people on the right roles, and how making a white label agreement with a larger company was the key to really grow his agency. 3 Golden Nuggets Creating a machine. Once David started to see his agency grow organically from his first apartment management company client, he implemented the “Netflix model” where he charges a very competitive fee to make sure the agency won’t lose customers. How did he keep it profitable? “I figured property managers would be so busy they wouldn’t utilize us all the time,” he says, “But they would still need us.” Of course, he made sure to estimate how many clients they could handle. Streamlining the hiring process. Being a big believer on the principle of hiring your weaknesses, David hired a local company to take care of the customer service and clients are continually amazed by how quickly they get a call back. He also believes in the importance of putting the right people on the right positions and made sure to create a hiring process that would eliminate unfit candidates. “It’s stupidly simple,” he told Jason. The big change. The Netflix model failed when it came to hiring a highly paid sales team. This is when he started considering a white label agreement with a larger company. It was not easy, the entire process took about two years. However, this company had 350 sales agents and this was the key to the growth. Now, his agency was taking 100-200 new clients each month and he could continue to focus on hiring the right people. Gusto: Today's episode is sponsored by Gusto, an all-in-one people platform for payroll, benefits, HR where you can unify your data. Gusto automatically applies your payroll taxes and directly deposits your team's paychecks, freeing you up to work on your business. Head over to gusto.com/agency to enjoy an exclusive offer for podcast listeners. Subscribe Apple | Spotify | iHeart Radio | Stitcher | Radio FM White Label Your Sales Team to Create a Machine and Streamline Your Hiring Process Jason: [00:00:00] What's up, everybody? Jason Swenk here. And I got one of my friends that ran an amazing agency for a number of different years. Now he went from being a special ed teacher to owning apartments, to owning an agency, to selling it. And now he's financially free and just travels and does what he does and has a ball doing it. And today we're going to talk about his journey. So possibly you can learn a couple of little nuggets from him and do the same thing. So let's go ahead and get into the show. Hey, David. Welcome to the show. David: [00:00:38] Hey, Jason. Good to see you. Jason: [00:00:39] Yeah, man. I'm excited to have you on and uh, and tell your story. So, you have a pretty fascinating story that always amazed me and everyone else that heard it. So, and I'm not going to give you justice on telling it. So tell us kind of who you are and tell us a little bit about that trajectory from special ed teacher, apartment, to owning an agency and then selling it. David: [00:01:02] Gosh, I’ll try to keep it into a nutshell. I was a high school special ed teacher for about 10 years and coaching high school sports and then a good friend of mine gave me the, um, the really famous old infomercial Carleton Sheets… Uh, how to buy real estate with no money down. And, uh, I listened to it on cassette tape in my car as I drove to work and I use the basis of that to buy my first hou