Scott Shawkey & Dimitri Sotiropoulos of KW Super Team

Speaker 1: 0:31

We've put together a real estate team. We've both been realtors for many years in Northern Virginia and in the DC area and we're high level service agents. We take great care of our clients and built out the team to just take. We built out the team just to do that. What would you like to say, Chief?

Speaker 2: 0:59

just to do that. What would you like to say there, chief? So with our talks over the past six months or so, I think we realized that we both have the same vision for a super or a mega team within Keller Williams and Scott's been in the new construction luxury market for quite some time, which I admire, you know, and I like to learn some things from him in that space. While I grind it out in the resale market, we put together a pretty solid team so far right, and we're recruiting agents all the time, trying to reach that super team goal. I think 20 agents is our first goal. I think we're pretty close to that.

Speaker 3: 1:37

That's a pretty big number.

Speaker 1: 1:39

Yeah, With us. We have, I think, 18 agents now and two or three more that are talking with us.

Speaker 3: 1:44

Okay.

Speaker 1: 1:45

The goal being that we cover all of the DMV geographically, have people with hyper-local focus. So we have agents with boots on the ground in almost every town in the area and I think that provides better service. When we have agents that are scattered all over, they don't really know the areas and to me there's something lost there, but we have a good amount of expertise literally in every town and every county in the area.

Speaker 3: 2:09

That's impressive. What made you guys want to merge together? How did that come to be? Was this something you had in the back of your mind for a while, or like how did that?

Speaker 1: 2:19

No, no. I started the team in 2011. Did a major rebrand in 2017. And things were going really well. But I always knew I wanted to take it to the next level. Of course, one day this guy showed up in the hall and moved from another brokerage. And I'm going to take it to the next level. Of course, one day this guy showed up in the hall and moved from another brokerage. And I'm like who is this guy up in the hall? He's got good energy. So we started talking and maybe four or five months ago, I started having conversations about what that would look like.

Speaker 2: 2:48

Definitely that goes back to us having the same vision. And it takes a village to raise a child right. You can't be uber successful on your own, but you have to be in business with the right people. So we balance each other out really well. It's been a great fit. We're pressing forward. It kind of seems very natural. Everything's organic. We're figuring things out. We haven't hit any major speed bumps. It's really exciting. We have great culture, good energy. Like Scott says, it's good.

Speaker 1: 3:18

Yeah, and we, we like our, our brand awareness is is really taken off. Capillary homes is our brand within Keller Williams and, as Dimitri said, we're we're building a super team. We're building, I believe, the best agents for each area. We're very picky about who we bring on the on the team and and Slow to hire, quick to find.

Speaker 3: 3:37

I always hear that You're like the fourth person I've heard say that.

Speaker 2: 3:40

There's truth. There's truth to it. A bad hire could cost you more in the long run.

Speaker 3: 3:44

Tell me more about that.

Speaker 2: 3:53

Money and headache drama, having to deal with all kinds of different personalities, and folks have things going on in their personal life that kind of spills over into the workplace sometimes. So our hiring process is very slow. So we really get to know who we're bringing in to make sure that they're a good fit. That way we don't have any problems. We have to keep it simple on the team and keep our upbeat, positive culture and sell real estate. That's our focus.

Speaker 2: 4:15

That's awesome excellent customer service and to be the most knowledgeable. You know, we, we really focused a lot on teaching our agents more than just real estate construction how houses built, all the dynamics that go into it, all the mechanical, electrical plumbing, so you know the product. That's the positive thing, I think.

Speaker 1: 4:37

I think we're also able now, and positioned much better with our merge, to have a higher level of a higher budgeting for marketing. Marketing is important for agents. Without it, you're just kind of a solo agent and you're out there existing and it's difficult to find your way when you put together a good amount of resources for marketing. We have an incredible marketing director who's great on social media, great on all the platforms.

Speaker 3: 5:06

Yeah, tell me what all you guys get into. What platforms are you on? How are you getting more people? How are you catering to new faces who are just getting to know about your new rebrand and everything?

Speaker 1: 5:17

Sure sure. So I'll let Dimitri talk about our online.

Speaker 3: 5:20

He was smiling. I was like I think he's got the answer.

Speaker 1: 5:23

Yeah, let's talk about our online, our pay-per-click systems and everything like that. We don't have to go into detail. Yeah, so marketing-wise.

Speaker 2: 5:30

we're on every platform LinkedIn, facebook, instagram, twitter.

Speaker 3: 5:35

TikTok? No, just kidding, even.

Speaker 2: 5:37

We have TikTok. I'm impressed, yeah, yeah, yeah, that's awesome. We want to be everywhere. We had a press release done which kind of covered the merger, the announcement, and we also have a couple of marketing systems that we put into place where we are very present online and it drives a lot of traffic to our website and that in turn turns into quite a few leads that our team grinds away on it seems like nonstop. That's great and that's the key to success hard work.

Speaker 1: 6:13

Yeah, getting out there, holding open houses, meeting buyers there's a lot to be said for video and doing things like this, events like this, but just being out there but I also think, you know, just going out there and shaking hands and strategic alliances with local businesses has been a big, a big help for us. My focus has been for years new construction. So we work with four or five great builders and I'm just not just great but like the best of the best community.

Speaker 1: 6:42

Our builders are amazing. So so, as much as I don't like doing it, I go out there and do videos in front of the new construction. I'm proud of you. Processes is I stand out there, I look silly, but we talk about what's going on and we video the homes as they're being framed up, as they're being completed on the inside, and then eventually interview our builders and then do walkthroughs when they're completed, if they get to that point. But that's been a big new construction and luxury has been a big focus for our team and that segment is powerful right now it's strong.

Speaker 1: 7:11

The buyers are coming out to buy these new homes. They have budgets that exceeded my expectation, and that market is just doing so well for us.

Speaker 3: 7:21

Good, I'm glad to hear that and thanks for sharing that with our listeners too. I'm sure they're going to find some interesting insights here, especially with marketing and how they should be putting themselves out there on social media, because it's not an easy thing. So good for you for getting out your little phone or camera and just doing it and sending it to the marketing people and being like here you go or camera and just doing it and sending it to the marketing people and be like here you go, we are not secret agents.

Speaker 3: 7:40

No, we're out there.

Speaker 2: 7:42

Incomfortable, being uncomfortable.

Speaker 3: 7:44

Exactly, that's part of our motto.

Speaker 1: 7:45

Yeah.

Speaker 3: 7:46

That's going to be my motto too. Let me tell you.

Speaker 1: 7:48

I will tell you we have blooper reels because there are a lot of bloopers yes, there are.

Speaker 1: 7:53

But that's fun. I mean that on Nobody wants to sit behind a computer all day going out in the market and walking through the neighborhoods and meeting our clients. One of our big focuses is on our current sphere of business our current clients. We find that most of our leads come word of mouth from our current past clients. So that's been a big growth segment. So we're doing more with our past clients. We're having client events and barbecues and wineries guys are busy, man we are yeah, yeah my

Speaker 2: 8:20

calendar's full planned ahead. Dang ready to go. So we know I love that for you guys.

Speaker 3: 8:25

Oh no, don't forget to also uh get some time for you when you can as well, because that's also important. Yeah, we will that doesn't have families, sneak that in, yeah yeah, tell me, tell me about you guys, like your history, like growing up family, like how did you get into real estate? Was this always what you wanted to do? We want to know a little bit more behind the business people.

Speaker 1: 8:45

Sure, I've been in real estate for 22 years 21, 22 years. I grew up in Pennsylvania, met my wife in Rhode Island, we got married in Rhode Island, moved out to Montana, wow.

Speaker 3: 8:57

Started an importing business.

Speaker 1: 8:59

I've worked in high tech and then I was back from it. We were importing silver and semi-precious stones from Indonesia and I somehow missed my daughter's first steps. Oh Well, that's not going to happen again, and I've always loved home. So I started getting into real estate back in 2001 and never looked back. Wow, and so I had four kids and a great wife and yeah, it's been a journey, but I've loved every minute of it. And they say it's not work if you love what you do.

Speaker 3: 9:29

Correct, correct. That's awesome. I'm glad that it's all like aligned for you, just right. Yeah, yeah.

Speaker 2: 9:37

So 2001,. I ventured into the construction space. I quickly learned that I could not work for someone else okay it's not.

Speaker 1: 9:49

It's not true for all real, I think so I think so.

Speaker 2: 9:52

Um so uh, within a few short years, I had crews we were handling general construction, remodeling, renovations, small additions and stuff like that. And then in 2008, when the market crashed, I was not one of the guys who went out and bought too many houses and got crushed. I was the guy starting to buy, with a group flipping houses. And then in 2012, I got hooked up with a super agent with Keller Williams. I attached myself to his hip so I could learn. I learned fast and within three years I broke off on my own. And then here we are.

Speaker 2: 10:33

Yeah 2024 merger. I started my team I think it was back in 2016. And it was a struggle. It's hard to put together a solid team a team of four when I met Scott and the merger has been one of the best things in life and business has happened for me. I've never, been happier to be honest with you. It's really amazing what we put together.

Speaker 3: 10:55

That's great to hear.

Speaker 2: 10:55

I'm excited to see where it goes. That's great to hear.

Speaker 1: 10:57

I'm excited to see where it goes.

Speaker 3: 10:58

I'd like to know. You said you were attached to the hip.

Speaker 2: 11:07

What are two key important lessons or pieces of information that you've learned from Scott. So Scott is a hardworking guy. He's taught me to be present more. I shifted my calendar and my schedule at home I also I have two small children, six and eight years old. My wife's able to accommodate dropping them off to school so I can be in the office extra early. Uh and uh. He's teaching me a lot more about new construction and development, lot acquisition and working with these custom builders, so really exciting.

Speaker 3: 11:37

Awesome. What about you, Scott? Have you learned anything new or something interesting from Dimitri that you want to share?

Speaker 1: 11:44

Absolutely, in fact, I'm still learning. So a couple of things about Dimitri and I could talk a long time an hour about, but he's very charismatic. So you know, I have to come out of my shell a little bit. I'm ultra focused on the day-to-day work, the numbers, the big picture. I tend to be a detail nut and I get focused too much on that. Sometimes you have to just put your head up and smile, and this guy has taught me that.

Speaker 3: 12:07

I mean look how charismatic he is. I know it's the smile. He's a big smile, he's a hugger.

Speaker 1: 12:12

Everybody loves you know to. He's one of those guys that will hold court anywhere he goes. Everybody kind of gets around so so he's great at that. He's also very kind and I've watched him. We both teach in our, in our, within our market center in our, in our office, and but he's also very kind and listens to people that are struggling and gives them great advice.

Speaker 3: 12:32

So that's one of the things, kindness is very important, so good job Lacking.

Speaker 2: 12:38

Yeah, work hard, do good, be kind, exactly Very simple and free.

Speaker 3: 12:42

It's free to be kind, right.

Speaker 2: 12:43

Right.

Speaker 3: 12:44

It really is. There's no charge for that. Yeah, and then, if there is something you could let any potential listeners currently listening, or entrepreneurs, business owners, to take away from this rebranding, starting a new business together what would you like for them to know? Is it an easy thing? What are some challenges that you've learned?

Speaker 2: 13:04

It takes time, trust and communication.

Speaker 1: 13:10

Yeah, those three things are great and I think it takes a vision. You know you have to set a goal. And one of my old brokers his name is Arliss Simmons this guy's kind of like the one that got me into real estate 21 years ago. Arliss is an old Navy guy. He drove a big blue Cadillac and on his Cadillac and I hope he's listening on his Cadillac it said his license plate was set goal, Set goal. And Cadillac, it said his license plate was set goal, Set goal. And I think goals are so important. If your goal is to build a business, then you put the motion, put everything in order to do that. You plan it, you figure out what your buckets of business are going to be, you execute each and every category of business. You focus on how you're going to get to that goal each and every year.

Speaker 3: 13:52

It can't just be a random goal.

Speaker 1: 13:54

It has to be measurable, it has to be attainable, and and so, yeah, if you're going to build a business, set a goal to do that and figure out how you're going to get there and then put that in motion. And there are a lot of great resources, so many people that can help you do that. You know this is not a new business. There are a lot of successful real estate agents and teams, so we try to surround ourselves with some of the great people and meet them and talk to them. But that's how you do it you learn from others and you listen.

Speaker 3: 14:21

That's right, yeah, that's going to be a good piece of information for people wondering what do you guys do outside of work? What do you like to do when you relax?

Speaker 2: 14:29

Fishing, fishing. Fishing is one, I think, hobby we share.

Speaker 1: 14:33

We like fishing. We do like fishing. Okay, I like fishing on the beach in North Carolina. He has a boat that we go out on. Yeah, that's fun fishing, hiking, outdoor activities. I love that. My son is 15. My daughters are older, so spending time with my son watching him play baseball. You know I'm happy as I could be just watching my guy play.

Speaker 3: 14:58

Oh, that's sweet, I love that. What about you Just fishing?

Speaker 2: 15:03

I spend a lot of time with the kids now that they're younger. I try to squeeze in as much as I can. You know, my son is six, my daughter is eight. And every weekend is full of activities. They play sports, soccer, jazz, swimming, jazz, dance. Yeah, my daughter is big into the dance and jazz. I love that and it's cute to watch her. They have their recitals and things like that. So I love spending time with the family. My wife is a career woman and she works really hard as well.

Speaker 3: 15:35

So we try to dedicate our our weekends as often as we can to the family time Awesome, and can you tell me where we can find information on you guys? What's your website or Instagram for those of us listening?

Speaker 1: 15:44

Sure, well, our website is capital area homecom, not homes. But home homes is some company in Harrisburg, I think capillary homecom. Um, and I, I, I think Capillaryhomecom and I don't know the rest, I think Instagram is our at cap realtors.

Speaker 2: 15:59

Okay, I believe. Double check that. It's okay. Don't worry, I'll put it in the notes on the description.

Speaker 1: 16:05

No worries as much as I'm on social media most of the posting is done by the amazing Taylor.

Speaker 3: 16:11

That's right, shout out, taylor.

Speaker 2: 16:13

She's incredible.

Speaker 1: 16:17

So, yeah, it's been a fun journey. I've got a great supportive wife that allows me to work a lot of different hours and that's been. You know, in real estate you have to have a supportive family and you know she knows I have to work on the weekends and I'm on the phone late at night and she's been great with that. But work on the weekends and I'm on the phone late at night and she's been great with that. But one of our goals and it's been a goal for as many years as I can remember is always be home at 530 and have dinner with the family.

Speaker 3: 16:39

Yes.

Speaker 1: 16:39

And I just love doing that. We do it every night almost.

Speaker 3: 16:41

Wow, I never miss that. It's like clockwork.

Speaker 1: 16:43

Yeah, so it's been a good business that I can manage and grow and I think you feel the same way but also spend time with our kids on the weekends, spend time with our wives, and so that's rewarding for us.

Speaker 3: 16:55

Love that. And then, just to wrap it up here, of course I forgot my question. It's okay, I'm going to edit this and make it look good.

Speaker 2: 17:05

Yeah, take a sip of water. Really. Okay, good, it's stuck. You're like oh it rains.

Speaker 3: 17:09

I know I'm just like throwing out the questions. Okay, I was going to ask you oh yeah, what are some goals that you hope to achieve now that you've merged? Like, what's a new goal that you're like okay, we did this, now it's time to do this.

Speaker 2: 17:22

Yeah, so we'd love to be at 100 million per year production.

Speaker 1: 17:29

Well for each of us.

Speaker 2: 17:32

So to combine 200 million is where we want to be.

Speaker 1: 17:33

We should be able to hit $100 million this year. But going forward, as we grow the team, as we grow our different business segments, we're going to be at $200 million and that's kind of our what would you say, two-and-a-half-year goal or three-year goal, to have a sustainable level of business and then from. There we'll see what happens.

Speaker 3: 17:54

That's awesome. I wish you guys the best on that. I know I have a feeling you guys are going to meet your goal yeah, well, I think, uh, I know what our next step will be.

Speaker 2: 18:01

What's that Development?

Speaker 3: 18:03

Okay, yeah, all right, you heard it here first.

Speaker 1: 18:05

Space for sure. Yeah, investors that want to put together new homes build some new homes. I don't know that. I'm not a builder. I have tools. I don't use them, but I know we work with our builders and they're great. And, yeah, he has some great resources as well. And you know, one of the things is I've been focused inside the Beltway for so long. So one of our goals and my goal is just to get outside to Beltway and get into Loudoun County and move outward.

Speaker 3: 18:36

Okay, that's awesome. And then one final question Is there anything that you would like to share on the podcast with all of our listeners? It can be anything in relation to business, the world life, anything. Final notes.

Speaker 2: 18:51

Work hard, do good, be kind. That's my. I'm sticking with that. That's my I love that.

Speaker 1: 18:55

I don't know how I could top that, but work hard do good, if you're interested in real estate, I would say, and you really have a passion for it and you have a passion for service, because services is really what we do it let us know. You know, if you're thinking, if you're at a small brokerage or you're as a solo agent, want to, want to talk to a great group. We're, we're open to conversations and we're having fun over here and in our office and we'd love to talk to some, some rock stars Awesome.

Speaker 2: 19:22

The greatest thing, in my opinion, about capillary homes and Keller Williams is they help you build a business and a life worth living. Yeah, absolutely.

Speaker 3: 19:33

I love that. Thank you guys so much for coming in. I really appreciate your time and just your passion sharing that with us.

Speaker 1: 19:38

Thank you.

Speaker 3: 19:39

Yeah.