Michael Krisa, aka The Interview Guy Presents John Morley

19 Pages·2010·0.83 MB·English

Michael Krisa, aka The Interview Guy Presents
interview with
John Morley
Monthly Musings
Meet John
“A visionary is one
who can find his way A relative newbie, John Morley
by moonlight, and see initially started with Coldwell
the dawn before the Banker, and within three years,
when his office shut down, was
rest of the world.”
forced to make a decision. “Do I
—Oscar Wilde
find another real estate company
to work for or do I build my
“You can own?” The John Morley Real Estate Group was born and there has been
no turning back. With a strong team in place John has positioned himself
do anything
as the rainmaker, allowing him to focus on innovative marketing and
you wish to do, lead generation and conversion techniques.
have anything
In 2009, John was selected by Realtor Magazine as one of their “30 Under
you wish to have,
30”. The National Association of Realtors handpicks 30 agents for this
be anything
award each year from the 65,000 Realtors nationwide under the age of 30.
you wish to be.”
Here are some of the topics we will be covering:
—Robert Collier
• Learning to let go and build
“If you don’t have a vision,
an effective team.
then your reality will
always be determined by • Direct response marketing
versus advertising.
other’s perceptions.”
—Melanee Addison • The power of radio and TV ads.
“Achievers can • Being successful despite
everything we do wrong.
almost literally taste
success because they
• The importance of leverage.
imagine their goals Michael Krisa, aka
in such vivid detail. • And much, much more! That Interview Guy

Setbacks only seem to
add spice and favor to
Meet John at www.MorleyGroup.com for real estate tips and advice
the final taste of victory.”
or contact him directly at [email protected]. You can also visit
—Denis Waitley John’s social media page at www.Facebook.com/JohnMorley.
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MICHAEL: Greetings and welcome to Real Estate Unplugged and the Agent Spotlight. Hi, this is Michael
Krisa, founder of Real Estate Unplugged and this month I get to shine the light on a top 30 under 30 by the
name of John Morley, all the way from Huntsville, Alabama.

A relative newbie, John initially started with Coldwell Banker, and within three years, when his office shut down,
was forced to make a decision. “Do I find another real estate company to work for or do I build my own?” The
John Morley Real Estate Group was born and there has been no turning back. With a strong team in place John
has positioned himself as the rainmaker, allowing him to focus on innovative marketing and lead generation and
conversion techniques.
Here are just some of the things we’ll be sharing in this interview: Learning to let go and build an effective team;
direct response marketing versus advertising; the power of radio and TV ads; being successful despite everything
we do wrong; the importance of leverage, and much, much more.
So here’s what you need to do next. Download the resource materials that John has shared, his extensive buyers
guide, and buyer and seller call-in sheets, as well as the corresponding interview transcript so that you can follow
along. Have a pen and paper in hand so you can take notes, and now sit back, turn up your speakers as we go one-
on-one with John Morley.
Hey you’re sounding chipper, bright-eyed and bushy tailed my friend. Did you get a good night’s sleep last night?
JOHN: I sure did.
MICHAEL: Well I’m ready to rock. There’s a lot that you have to share and so let’s get right into it, a bit of a
history lesson. Who is John Morley? How many years has he been in business? And what the heck did you get into
real estate for in the first place?
JOHN: Good questions, came from Orlando Florida, moved to Huntsville in 2002 right out of college
to be a computer engineer. Lasted about six months with that, figured out I hated it. Took a sales job for a year-
and-a-half, then worked for a home builder and just did a bunch of various different things in real estate, then in
March of 06 I kind of figured out, “hey this residential real estate thing’s got a ton of potential,” and that’s what I
enjoyed the most so dived right in.
MICHAEL: So when you got in 06 were you part of a franchise; were you an independent, how did you start
that part of it?
JOHN: Yes, I started with Coldwell Banker. I was with them March of 06 until last April. The franchise I
was with, they shut down so I had to figure out what to do and looked at a couple different franchises, and what
made the most sense for me was just taking our team and moving it into our own company. So now we have a
company called Morley Real Estate Group, and we don’t hire independent agents. It’s just for our team.
MICHAEL: Oh this is going to be going all over the map I can tell already. Let’s go back a step. So you’re
basically new in the business. How long did it take you to form your own team?
JOHN: I hired my first assistant that summer, so maybe four or five months in. I didn’t really need her at
the time, but I kept hearing that you need to go ahead and hire an assistant as an investment, so I did. I brought
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on an assistant part time for twenty hours, and then she went full time, probably a full year into the business was
when she was full time, and then I brought on a buyer’s agent late of 2006 also.
MICHAEL: I’ve got to jump all over this John. It’s funny. You said, “I didn’t need one but I got one anyways.”
So you got yourself an assistant, then what is it you’re doing with her? In your mind what is you’re trying to
delegate to free yourself up from doing?
JOHN: Well at the time I had no idea what I was doing. I just heard from enough people that you don’t
need – here’s the line, and I love this, is ‘if you don’t have an assistant you are one.’ So where I am right now
though is I’ve got my own what I’m worth per hour, so the number of hours I work per year divided by my net
income. I know how much money I make every hour, so if there’s ever a task that can be done by somebody for a
lower dollar per hour I’m going to delegate that. So I’m going to take my time and do the most productive things
for our business, and anything that can be done either better by somebody else or, you know, a lower dollar
amount then we’ll have somebody else do it.
MICHAEL: I’ve got this saying that, “If it was worth saying once it’s worth repeating.” That part, that
realization that you made that you have a value per hour I think is something that eludes most realtors, that
they will be licking stamps, they’ll be doing feature sheets, they’ll be doing all this stuff that they probably
– chances are they hate or they’re not really good at. You know, I think that you learned that very early in the
game. Kudos to you my friend!

Moving forward now, then you’ve got the kahunas to start your own real estate team. I mean that’s a pretty ballsy
move. What were you thinking with that?
JOHN: Again it wasn’t my own smartness or out of necessity. It was I heard I needed to do this so I went
ahead and did it. I brought on a buyer’s agent, I do believe it was fall of 2006, and you know one of the reasons I
did was because I did not enjoy working with buyers that much. I’ve just got an impatient personality and I really
loved working with the sellers at the time, so I brought on a buyer’s agent and we grew from there.
MICHAEL: So in terms of, it seems that you’re a responsive type guy. You hear somebody say something, you
do it. Good for you that there’s nobody around telling you to wear heels and a dress, because your career could
have taken a whole different direction.
JOHN: Well having what you said there Michael, I’ve been very selective in my listening. I’ve had many,
many, many people tell me that I couldn’t build a business based on radio and TV, but I knew that there were
people out there doing it, and doing it successfully, so the people that were telling me that I couldn’t do it, I didn’t
listen to. Then last year when we started our own company, again situation of I knew there were several very
successful people out there doing it, and then a whole lot of people saying no you can’t do it. So I guess it was
selective listening, or maybe just prideful listening. I just wanted to listen to what I wanted to hear.
MICHAEL: I think you’re in a lot of ways like my younger brother. He’s an engineer and if I asked him a
question, like what time is it, then he’ll go into dissecting the mechanics of a watch, how many revolutions it
makes, and five minutes later after this dissertation he will tell me the time. Painfully he’ll tell me the time, but
he researches everything to the nth degree, and I think maybe it’s that left brain, that even though somebody
suggested something to you that analytical side is probably ripping it apart by bits and pieces, and then it spits
out the answer and says, “Yea, this makes sense.”
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You mentioned some hotspots here, which are radio and TV, and I think a lot of agents would say, “Oh man! TV
must be really expensive, and why would I want to spend all that money branding me?”
JOHN: Well I can tell you that most of the people that try it, not just realtors, but most of the people that
try to advertise on TV, it does not work out for them. It is a very difficult medium to make work. You really have
to have a message that works before you do it, so again I didn’t do anything smart or anything creative, I just went
out and found realtors that were doing radio and TV successfully and just did what they did.
MICHAEL: Now I know that you’re an astute student – try saying that ten times really fast – of marketing,
so let’s hone in a bit on what you’re doing on TV. I’m going to through my two cents worth in and say this is not
about John sitting out in front of a car he can’t afford, pretending to live in a house he doesn’t live in. So this isn’t
selfish ego promotion type TV. You must have a message or distinct call to action to put this together.
JOHN: Correct.
MICHAEL: So what would that be?
JOHN: Well you know right now we’re definitely in a buyer’s market still, so first of all the ads are just
geared toward sellers. Sellers buy image, buyer’s buy houses, you’ve heard that a lot, so we get our buyer leads
from our listings, and we get our listing from our marketing on radio and TV.
We’re going after sellers, and what do sellers want in a buyer’s market? They want their house sold, so our ads
are specifically talking about, first of all, yes we’re in a recession, yes we’re in a difficult economy; however, we’re
still successful, and then we back up what we’re saying by giving actual numbers. So we give our day on market
numbers on the air, and it’s always current. That’s very, very important. Another thing that’s kind of important
over that is the market’s deteriorated over the last few years, is we update that and keep the numbers current,
because when we first started running the ad it was fifteen days on the market, well if I was still running an ad
that said my average time on the market was fifteen days people wouldn’t believe it, so it’s important that it’s
believable, and it’s important that it’s fact based and numbers based. A lot different than a type of ad that is just
basically self promotion. “I’m number one, I’m great. Give me a call because I’ve sold [X] number of houses.”
People don’t really care about that, they just want their house sold.
MICHAEL: Well I think you and I were talking about thins once before. I’ve got a buddy of mine, Dean
Jackson who’s like a copywriting guru, and he says it’s very simple, you’ve got a choice here. You can be rich or
you can be famous, which one do you want to be? I always opted for being rich because you can by the fame,
and for the agents that are trying to brand themselves it’s all about the ego. That’s all about the fame, and that
fame will cost you in the end.
JOHN: Yea, it’s expensive.
MICHAEL: Yea, so I’m just kind of repeating what you said here. It’s kind of interesting. Number one, you
didn’t just start producing commercials just because you felt like it and you had nothing to do. First thing you
did was, here’s the left side of your brain kicking in, you identified the market, so what’s hot right now, so you
identified that segment. The next logical question is what is they want? And then third, how can I give it to them?

We could just hang up today, that’s the magic formula. What’s the market; what do they want; how can I give it
to them.
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So what are you doing on radio then? How’s that working for you?
JOHN: Yea, you know us as realtors, we’ve got big egos, and so we spend the money and people say,
“Hey, we saw you on the radio and TV,” and that makes us feel good, and it hides the fact that (A) nobody’s
calling you to list their house, so it’s either working or it’s not. If you’re spending dollars on radio and TV
you’ve got to watch your numbers very, very carefully, because it’s just so easy to waste money like crazy.
MICHAEL: So how are you tracking whether a call came in from radio, from TV, from a newspaper? Do
you have different systems in place that will tell you exactly where the leads are coming from?
JOHN: Yea, anytime we talk to a lead one of the very first questions we ask them is how did you hear
about us? A lot of times now they’ll say “radio,” “TV,” “you know a friend told us about you,” and then we’ll ask,
“What was the last thing that you heard that made you call us today?” So we try to narrow it down but that’s one
of the more frustrating things about radio and TV is a lot of times you don’t know exactly where the leads are
coming from.
MICHAEL: One of the old school methods of lead-capture and tracking, you probably have one in your
office, it’s called the phone. I did an interview with Brad Korn a little while ago...
JOHN: Yea, we actually just go those here a little while ago.
MICHAEL: Are they plugged in though, because I know you had trouble with that for the longest time. I hear
banjos in the background, that’s amazing!

So Brad, he’s big on using 800 call captures, and he assigns a different extension to each marketing message
that he delivers, so when the phone rings he know it came on extension whatever, they listen to that message.
So he can track exactly where to spend his marketing dollars. Is it postcards? Is it an ad call that came in from
a specific newspaper, what day of the week? So you can drill this down to finite degrees so you know exactly
where the best buck, or best return for your dollar would be.
JOHN: And by the way, Brad is an absolute master with the IVR stuff. Your interview that you did with
him a few months ago actually had, I listened to it this weekend and then I had my agents re-listen to it with me
a few days.
We use the IVR for buyer leads. For seller leads, we haven’t really gotten into that. A lot of our seller leads,
they’re going to our website first and reading about us, and getting the information, then a lot of times they’re
just calling to book an appointment. They’re not necessarily calling to say, “Hey will you send the information?”
because they’re just going to the website to get our information.
MICHAEL: I’m going to come back to the book appointment part, because I’m going to assume that you
must have a strategy and system in place for that. Let’s focus on the website for a sec. Are you driving traffic then
specifically to the website to find out more about you and to almost prequalify themselves, or are you trying to
direct them to call you on the phone first, or is it a combination of both?
JOHN: It’s a combination. I mean I would prefer them to go to the website, because usually what
happens when they call us is they’re usually calling us for one of two reason, either they have a question, they
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want information, or they’re ready to book an appointment. If they have a question or they want information,
our first question is, “Well have you been on our website yet? Or have we sent you anything in the mail?”
So if they haven’t then we’ll say, “Okay we’ll get one out to you today in the mail. Take a look through it. It’ll
probably answer most of your questions. After you’re through it give us a call back. We’ll go ahead and set
an appointment.” On the website they can just go to the website and by the time they call us they’re ready to
interview, they’re ready to list. So on our [12:45] Radiant TV ads we have book call to actions, which is either go
to our website or call the number, not the IVR number but just our main office number.
MICHAEL: So let’s talk about your website then John, what is it that you’re offering on your website that you
think is engaging that homebuyer, potential buyers and sellers are getting hooked on?
JOHN: Yea, well that’s sellers, and anybody can go to the sell portion of my website. It’s
http://morleygroup.com, and there are two links there. One is No Stress Listing Program, and one is Home
Seller’s Guide, and by the time people are listening to this it might be different, but the same information will
be there. Basically a page saying who we are, what we’re about, why our listing program is much more seller
friendly than your typical realtor, and the other part of it is the Home Seller’s Guide.
What my goal with that is, is once the home seller reads through that information they’re going to be way, way
more educated and actually understand how real estate works, you know, more than nine out of ten other sellers
out there, so by the time we’re sitting in front of them we’re just asking them questions basically to get the house
on the market. We’re not having to answer a bunch of little questions like, “Do you do open houses?” and
“What are you going to do to sell my home?” because they’re already educated and they already understand
how it works.
MICHAEL: On your website are there any testimonials from past clients?
JOHN: Yes.
MICHAEL: And that must work really well for you.
JOHN: I haven’t been able to measure it, but when I’m buying things it’s extremely important to me.
MICHAEL: There’s a book, I’ve mentioned it on past interviews. Robert Cialdini, I think he’s a clinical
psychologist. He wrote the book Persuasion, and third party testimonials are so powerful, yet so underused
buy realtors by-and-large, and when I say that sometimes there’ll be a happy picture of a couple, but more
specifically it has to be the story. What is it that John did for me that solved the specific dilemma, and now
he’s my hero? And the more specific that story can be the more people will identify with it, and the real power
behind that is when they meet John for the first time they feel like they know, love and trust you already.
JOHN: And you know something you’re really talking about a lot Michael, and we’re not doing yet, but
we will, give me a few months I promise, is video testimonials. I’ve watched video testimonials on different
websites and stuff I’ve bought, and if you see somebody that looks like you, kind of acts like you and you hear
them saying what a great guy John is, “he did a great job for me. Here’s exactly what he did.” I’m signing up, I’m
going to buy whatever they’re selling.
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MICHAEL: Let’s talk about the process now. A lead comes in and, let’s say, it’s a potential seller, they’re calling
you up. Are you taking the calls personally, is there an assistant fielding the call? Help me with the flow, what
happens?
JOHN: Almost always somebody else picks up the phone. I really don’t like to pick up the phone ever,
because when people are calling they think they want to talk to me, or they think they need to talk to me, but
almost always they can actually get whatever they need handled better by somebody else. Like Jessica is much,
much better at taking incoming leads. Jessica, she’s my office manager, and she’s the one who takes almost all
of our incoming seller leads, and she’s great as far as giving all the information people want, asking all the right
questions, and because she’s not the person that’s going out on the appointments she can ask questions that
myself or my listing partner Laura Duncan might not be able to ask, such as, “What do you think your home’s
worth?” “What are you looking for in an agent?” These are questions a lot of time sellers kind of clam up and
they say, “Well I want you to tell me.” Well Jessica as the third party can really kind of dig in and get the answers
to those questions.
MICHAEL: In that questioning process and here are one of those questions that I know a lot of agents are
afraid to ask, if you come out and say, “Are you working with another realtor?”
JOHN: Well we’ll ask if their house is on the market and then if it is on the market, “Are you trying to
sell-by-owner or are you listed with another realtor?”
MICHAEL: And I’m going into the premise that maybe it expired or they haven’t listed it yet. What happens
when they give you the answer, “Well you know, we’re kind of shopping around. I think we’ve got somebody
in mind.”
JOHN: Next question is, “Have you had a chance to go through our website, or have we sent you
anything in the mail?” Michael if they’ve read that information and they’re calling us, they’re generally calling
us to set an appointment. If not it’s usually somebody that’s kind of just asking a crazy question or has got a
weird agenda like, “You know will you do it for [X] percent?” or just something ridiculous, So pretty much the
calls that we get are people that say, “I’m ready to book an appointment.”
MICHAEL: So this goes to what you kind of referenced your no risk guarantee. Tell me a little bit about
that John.
JOHN: Yea, all of our sellers can cancel at any time for any reason, no string attached, nothing. It’s pretty
huge, well when we first started doing it it was pretty huge. Now thankfully a lot of other realtors do it also. I say
thankfully because it’s how business should be done I believe. Then if they find their own buyer, they don’t owe
us a commission, so if they want us to help them negotiate the contract and walk all the way through to closing
and bulletproof the transaction we can do that for a certain percent. Or if they just want to do it all themselves
we just walk away.
MICHAEL: So it’s almost like you’ve got a menu here that you’ve deconstructed the traditional six percent
and you’ve given them choices.
JOHN: Exactly.
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MICHAEL: How does that work for you then when you’re doing the initial presentation? Is it something
they’re all over, are they skeptical about it?
JOHN: Well you know sellers are always asking, “Will you do it for [X] percent? Will you reduce your
commission?” and our answer is, “No, because we’ve this is how we do it. We’ve got this menu of services. If you
find your own buyer you pay this; if you want our help you pay this; if we find a buyer you pay this.” So it really
helps with commission objections.
MICHAEL: And the reality is they’re probably not going to find their own buyer anyways, but at least you
gave them that option.
JOHN: Correct, especially not in this market today.
MICHAEL: Do you get any blowback from the competition when they see this or do they even know you’re
doing it?
JOHN: When we first started running the ad, yea there was a lot of pull back from it, because we were
the only people really marketing that and pushing that. No nobody cares because almost everybody will offer
that type of policy. You know sometimes I run across a realtor that won’t, they literally will not let a client out of
a listing agreement. We’re just kind of floored at that. I mean why would you want to be tied in with a seller that
doesn’t like you? If they’re not happy with you why would you want to be tied in with them for another three
months? All they’re going to do is go around and tell all their friends and all their coworkers what a bad buy you
are. If they’re not happy I want them gone.
MICHAEL: Let’s talk about some of your marketing systems, and I won’t use this strategy, because I know
how easily that’ll throw you off track John, but is there anything that you implemented that you think has had a
resounding success?
JOHN: Well it’s interesting. Our TV ads all of a sudden the last few months seem to be working
exceedingly well, which is interesting, because radio ads have always been really consistent, really working
really, really well. TV was kind of a second place, but now TV seems to be doing fantastic.

You know in fall of last year I really look long and hard at each of the sources that we’re spending money on for
leads, the different websites, different radio stations, TV stations, and I was looking at not how many leads we’re
getting but commission dollars, what’s actually coming in for each lead source. It’s kind of shocking, because
we had some lead sources that were generating us a ton of leads, but the leads were just most of the time not
people we want to work with or people we can’t help, so you know really going back to you just have to measure
everything and whatever you choose for marketing, you’ve got to make sure it’s actually paying off.
MICHAEL: Now that’s pretty interesting that you’ve got an abundance of leads coming in from one source,
but when you actually look at them and you say, “Hey, these are crap!” versus another system that may not be
generating as many, but they’re a much higher quality lead. Interesting, so it goes back to, you’ve got to keep
checking your business, and I guess this is where systems come in place, because you’ve got systems that are
generating leads so that you can follow it or track it as opposed to some, “Well let’s run an ad today and see what
happens.” So there’s actually structure to what you do.

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So talking about that structure, let’s look at your team again for a sec. How many members do you have on the
team all together?
JOHN: Five full-time team members including myself and then we’ve got a few part-time, not agents but
administrative people helping, some virtual, some local. So it’s myself and I’m the team leader and owner of the
company, my listings partner Laura Duncan, she goes on all of our listing appointments, which we’re now doing
in our office. She does the pricing on the properties; she negotiates the contracts for our sellers. And then we’ve
got two buyer’s agents, Tara and Jenny, and what they do is they do initial counseling sessions with buyers, they
show properties, they negotiate contracts, and that’s it. And then Jessica is our listings and closings manager,
and she does everything else, so as soon as we have a contract she works with a client all the way from contract
through to closing, and she kind of holds our whole office together.
MICHAEL: So it seems like you’ve delegated all the tasks, so you can just sit back and what, hang around
Krispy Kreme? What is it that John does?
JOHN: Yea exactly, I love Krispy Kreme.
MICHAEL: Do you? Okay.
JOHN: Well you know Laura started as our listing partner at the beginning of last year, made the full
transition by November. Probably by October/November I wasn’t going on any appointments anymore, but I
still did have listings left over and people that I talked to in the past that now wanted to list, and then I probably
went through a detox period. You know all of 2009 I was working an insane amount of hours just because I
had to. It was either that or turn down business, so between January and March/April this year I just kind of
detoxed and relaxed and got my life back, and now I’m back in full lead generation mode. I mean my role in the
company is to generate leads, so that’s all I do all day long is look at how can we grow and how can we get more
leads, and how can we get better.
MICHAEL: This kind of ties into Michael Gerber’s first book The E-Myth, you know, that too many business
owners are trying to do it all. They’re trying to be the chief accountant, the bottle washer, the manufacturer, and
they’re spending so much time in the business that they can’t really pull themselves out to see where the change
needs to be made to run more efficiently, more profitable. And you’ve discovered early that by delegating all
these different tasks that you can focus on your core strength. I’m going to say this is probably something you’re
really passionate about, which is how to generate the leads. And at the same time you can step back to 60,000
feet, look down at the business and say, “Okay, here’s what we need to do next.”

Kudos to you for being able to do that so early, because I know realtors right now who have been in this game
for a long time that still haven’t woken up to that. They’re doing everything and they wonder why at the end of a
seventy hour week there’s nothing left over for them.
JOHN: Yea and The E-Myth is one of my very favorite books. I’ve read it a bunch of times. The flaw
in The E-Myth when you’re trying to apply it to the real estate business is I feel like he looks at people like
machines, and in the real estate business people aren’t machines. I mean we’re human beings and there’s a lot of
give and take, and there’s a lot of skill required, and a lot of things that just go on in humans and emotions and
their abilities that you have to deal with, and plus it’s more fun working with humans than machines. I mean we
haven’t …. a lot of The E-Myth stuff. We’ve got our businesses as systematized as possible; however, I still want
to work with, you know, a group of people that I like so there’s a balance there.
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MICHAEL: You mentioned before you don’t take an agent, so you’ve got this team, so you’re not actively
recruiting for the sake of recruiting. Everybody, it’s almost like a band you know, you’ve got this John Morley
rock band and everybody’s got an instrument and they know how to play it.
JOHN: That’s a pretty good analogy.
MICHAEL: Do the members ever say, “Hey we want to go solo.”? Is there a tough time keeping them
engaged? Is there like a secret sauce that holds all the pieces together?
JOHN: Well I think you know, realtors in general, a lot of people that choose to be realtors do it because
it’s such an industry that you can be so independent in and have not authority and no oversight, and just be
on your own. That attracted me to it. I could not be on a team. I just don’t do well with authority. I’m just too
independent of a person. I just want to do my own thing, so the people that are on my team, they’re just great
team members. I give them a lot of freedom, a lot of autonomy, and I don’t micro manage or anything, but
they’re team members and they don’t want to do what I do.
I think if you build a team and you bring on a bunch of people that are very, very independent, then yea every
two or three years they’re probably going to be leaving you, but the quarter of the people that are with me now,
they’re just absolutely fantastic. They’re great at what they do, and we’ve just got a really close knit and pretty
neat culture.
MICHAEL: Have you ever heard of the Kolbe Index?
JOHN: Kolbe Index?
MICHAEL: Yea.
JOHN: What is that now?
MICHAEL: There’s a gal by the name of Kathy Kolbe, and I’m sure you’ve heard of the DiSC score, you know
that does the personality profiling. The http://Kolbe.com, what it does is you take this test, and it’s not a matter
of pass or fall or you’re a loser because you failed or anything like that. It looks at four core strengths of how
people think and how they operate, and one would be, for example, an engineer like yourself. You’re probably
very, very analytical and you do a lot of research, so before you make a decision you’ll evaluate something.
Somebody like me, I’m a quick start, so I’ll look at something and within seconds I’ll say yea or nay, and I’m
running. My pants may not have been on and I’m running out the door with it already.

So when you take these four components and you put them together it evaluates where you’re really strong
at, and where you’re not so strong at, and the really cool thing is, it says, “All right, well here’s what your core
strengths are. Here are the things that you probably shouldn’t do.” And when you look at the analogy that we
used of the band and how the players gel together, you wouldn’t want two people that are fact finders working
together because nothing will get done, but if you’ve got somebody who’s a fact finder and an implementer,
they complement one another. So what Kolbe does, when you take the Kolbe index, it helps to determine those
strengths and, I don’t like the word weaknesses, but things that you don’t like to do and pair you up with the
people that you need to be with. By default it seems you’ve been able to put this team together in the same kind
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