Real Estate Talk Podcast with Jesus Castanon | RETalkPodcast
The Ultimate Real Estate Unveiling! Raw, Real & Revealing insights from industry experts
Dive headfirst into real estate's most electrifying depths with industry legends - Jesus Castanon, Josh Cadillac, and Richard L. Barbara. Why legends? With billion-dollar deals, groundbreaking innovations, and wisdom that's transformed the landscape, they've not just witnessed the game; they've been the game-changers. And if that's not enough, they're joined by a parade of industry-expert guests, spilling secrets and dishing advice that you won't hear anywhere else.
Expect RAW, REAL strategies that shook the market, REVEALING insights, and timely takes on today's market, coupled with actionable advice.
This isn't your typical real estate chitchat. This is RETalkPodcast - where the titans and top minds of the industry unite. Dive in, and prepare to have your real estate perceptions rocked!
Real Estate Talk Podcast with Jesus Castanon | RETalkPodcast
Surviving Your First Year in Real Estate: Expert Advice and Strategies for Success | RETalkPodcast | Episode 8
Do you feel like you're spinning your wheels in your real estate career? Are you eager to truly understand the ins and outs of the industry that you're so passionate about? Tune in to this episode where we shed light on the realities of the business and examine the reasons why agents often leave the industry. We also discuss the common mistakes made and stress the importance of setting realistic expectations. Hear from seasoned professionals on their experiences and learn how to survive that challenging first year in the business.
We then dive into the more technical aspects of real estate, including marketing, budgeting, and business management. Unearth valuable tips on maintaining a consistent flow of new clients, reinvesting profits back into the business for growth, and managing your time wisely for ultimate success. And for those of you who dread rejection in cold calling, we share strategies to handle this and keep the communication lines open with your clients to build trust and forge lasting relationships.
Finally, we broaden our scope to look at the art of qualifying buyers, the efficiency of being always available, and the impact of showing up and giving marketing the time it needs. Listen to discussions on the importance of teaching customers about real estate investment, setting goals, and harnessing social media for success. This episode is a goldmine of real-world experiences and valuable advice, whether you're a seasoned professional or just kick-starting your journey in the real estate industry. So, don't miss out, let us guide your real estate journey forward.
Real Estate Talk Podcast with Jesus Castanon - @retalkpodcast: The Ultimate Real Estate Unveiling! Raw, Real & Revealing insights from industry experts
Dive headfirst into real estate's most electrifying depths with industry legends - Jesus Castanon, Josh Cadillac, and Richard L. Barbara. Why legends? With billion-dollar deals, groundbreaking innovations, and wisdom that's transformed the landscape, they've not just witnessed the game; they've been the game-changers. And if that's not enough, they're joined by a parade of industry-expert guests, spilling secrets and dishing advice that you won't hear anywhere else.
Expect RAW, REAL strategies that shook the market, REVEALING insights, and timely takes on today's market, coupled with actionable advice.
This isn't your typical real estate chitchat. This is RETalkPodcast - where the titans and top minds of the industry unite. Dive in, and prepare to have your real estate perceptions rocked!
Meet The Legends:
Jesus Castanon: Visionary CEO of Real Estate EMPIRE Group, transforming property transactions into success stories.
Josh Cadillac: Renowned real estate coach, national speaker, and author; revolutionizing the art of 'closing for life.'
Richard L. Barbara, Esq.: Florida's legal luminary, pioneering change and setting the gold standard in real estate advocacy.
My name is Jesus. Welcome to the Real Estate Talk podcast, which is, if you've seen the logo, it's really supposed to be like a play on whether it's like real talk so I could talk about whatever the fuck I want, or you know, real estate talk where we're going to talk about real estate Today. We're going to talk about real estate Next week. Now I have something that has nothing to do. I'll keep that a little bit of a secret, but it's going to be nothing to do with real estate. But today it's going to be 100% real estate. Now, what's the title again today?
Speaker 2:Kind of like it's top five reasons agents quit the business and a bunch of mistakes they make.
Speaker 1:Okay so top five reasons agents leave the business and the top mistakes they make. Top mistakes they make. Yeah, so I know we wrote down a long list of stuff but we went back through like a couple titles and stuff, so that's a fancy title for today.
Speaker 2:Sure, and that lead off right away with one that I know that you as a broker, as the guy, that the complaint department, the one that agents always come and talk to, yeah, unreasonable expectation, top reason why they quit right there.
Speaker 1:Yeah, well, let me, yeah, let me uh my heart. If I had a heart rate monitor right now, my heart rate would be going the fucking through the roof and uh, yeah, it's, it's unrealistic expectation. Let me tell you what I, what, what helps me get them to understand I, I uh, usually I, you know I do that in a we're okay. You're looking at me like oh all right, all right, good. Um, look at me like like we, we weren't recording or something.
Speaker 2:You had that look in your face.
Speaker 1:You had to start all over again. Don't tell him. He was like kind of waving me off. Um, all right, so uh, yeah, it's I. I usually have like a, a, an initial meeting with them. You know where it's. It's a group of people, so you know I'll ask, all right, well, how many of you went to? They went to school, went to university here? No, everybody's going to raise their hand and everything like that.
Speaker 1:Now the the interesting thing, whoever's you know for, for those one or two listeners that are in, uh, in in other parts of the state. Um, you know, miami's an interesting place because we have an influx of people from all over the world here. So in my office we have about 350 realtors right, I must have 30 attorneys, I don't know 20, something 30 architects. Um, you know, I've had several doctors. I've had, you know. So, people that you know, people that are, you know people with economics degrees and everything. So it's real people that are, that are, that are, you know, in in their countries, where you know higher class, educated type people and you know they come here and it got to start all over again. So Miami's one of those places. So I'm just kind of putting you guys in, in in my world for a little bit. So you got people here that are very prepared, very, um, equipped, usually don't really speak English. Um, you know, or, or they speak it. You know, kind of, uh, kind of enough to, to, to get by. Miami is a place that you don't. You could spend 30, 40 years here without speaking a lick of English.
Speaker 1:So what I usually do is, you know, back back to the, to the, you know, unrealistic expectations. I have people say, well, who's been to university here? So you know, a lot of them are going to raise their hand for the reason I just mentioned right now, and then I'll be like, all right, well, how much did you get paid to go to school? I, like, you know, obviously they're looking me like I'm a fucking moron and and and what, what are you talking about, you know? And then I'm like exactly that look that you have in your face is the look I have in my face when you guys are getting paid to learn something that is going to make you more money than what. You went to school for Cause, not for nothing. But you know, I don't want to be Mr show off guy and everything, but I've consistently made more money than you know.
Speaker 1:People that have gone to school for these business degrees and and, and you know, and you know. So again, it's it's no, no, knock on education that I'll leave. I'll knock on education and another podcast, okay. So formal education I could talk about an hours on that, but, um, you know it's. It's you got to be realistic to this business. So if you're learning this business and it takes you four years to master it, let's say four or five years, which is usually what an average education would. Would would consist of correct An average degree, but you're making money throughout the process.
Speaker 1:Let's call it. Let's call it 20 grand, yeah, let's call it the minimum you need to live and survive. Let's call it like you are ramen noodles, sub-sisting, sub-sisting, uh, they're going to say subway, yeah, a subway. And and, uh, and ramen noodles, subsisting water with sugar. I'm telling you you're fucking suffering through it for four years, but you, you're in business, you're in real estate for four years, um, full time. You've graduated, yeah, you've graduated. You've been through almost all of it, okay, and now you're ready to make the real money. It usually doesn't take you that long. Um it it. You know, I would. I, I tell people the first year is going to suck. I didn't make a buck on my first year. I was a, a, a late, a late bloomer, right, it took me a little bit to get up and running, but you know people want to come in here and they want to start making the big bucks right away. They watch those fucking stupid infomercials.
Speaker 2:And that's, that's the place. I think that that that comes from, and because one of the the main ideas is sourcing where they, where they're getting their impression of what this business is going to be like, because everybody walks into a job with an idea, some idea of like hey, this is what this is going to be like, and so where are we, where are we gleaning this from? And I think the HDTV, the um, you know, the movies kind of put this, this flippers all those, all those HDTV shows and making millions and here's the reality.
Speaker 2:The show with the porpoise about the flipper was much more realistic than the shows about flippers flipping houses, that porpoise being able to understand what people are saying and go out and you know, saving people and whatever. Yeah, because the flipping shows, that's. That's fiction. All right, it just is. There is a flipping business that exists, but those shows are not showing you an accurate representation of how that is Right. So people come in with this, this expectation, and unfortunately, there's this period for these folks that come in with unrealistic expectations where they have to get their heart broken.
Speaker 2:It's part of the the real estate experience, and so one of the things that I always liked to do when I was hiring employees back when I was doing a lot of hiring for some of my businesses, I would always tell them what the job was going to be like and then, worse, I always made the job sound worse than it was Like. If there was one thing that I knew that nobody wanted to do, I'd be like, yeah, you got to do it every single day. Now it turns out they have to do it once a week, but you know what? They went in thinking they had to do it every day and when they only had to do it once a week they were happy.
Speaker 2:You got to get in there with a scrub brush and a toothbrush. The toothbrush is very important on your hands and knees Right and so when they didn't have to do that every single day, they were happy. But if I had left that out, that they had to do that at all, they would have flipped out. So it's important to manage ourselves to some extent, manage our expectations. Come in. The thing I tell people all the time is expect it to be hard. It's a hard business. There's a reason why the attrition rate in this business how often people leave is like 90% every two years.
Speaker 1:It's crazy to turn over. Yeah, it's been. Since I've been around it's been 80% failure rate-ish 80 to 90% failure rate. Guys, listen, here's the thing and here's what I appreciate about the people that do survive in this. You're fucking crazy Getting into something where you have an 80% failure rate. It's kind of insanity if you really think about it. Now, those 20 that make it. I tell you what guys I wouldn't. I wouldn't what I have liked to be in a famous athlete or you know, I look at, listen, I was a boy and I had my you know, my pipe dreams and everything like that and I say, oh man, if I could have and I would have. But if you look at all the athletes that are broke, then maybe it, maybe I picked the wrong. You know, I'm just now starting to get into my, into my groove.
Speaker 1:You know, I'm getting into my prime right now, when they're like super retired already. So you know, it's one of those things that real estate has has offered me friendships. We just did a. I was saying earlier in the, in the, in the podcast we just did podcast number seven, which is the buddy of my mark that I've closed hundreds of deals with me and listen, I tell you the stories of this me and this guy. I mean, we were inflatable mattresses and and shit cities all over Florida trying to sell real estate and we went, man, we went through it. It was ramen and it was ramen noodle time and it was water time.
Speaker 1:So you know, you, you do a lot of these things. Look, I have my banker right now. You know my banker's. You know a guy who started as a teller, you know as a president of the bank right now, when you know he was a vice president first, then he was a president, now he's the president of the whole South Florida. So you see, and you, you get these, these friends, my, my, my, my attorney, richard, which has been on the podcast a bunch of times, you see these people growing. You know, and you see that, listen, I met Cadillac in a, in a, in a CCIM, a course, and you know, I think we went to, did we do Ohio together? What was it? We went.
Speaker 2:I think we met in St Augustine, maybe, right, it was Tampa. I know we did one in Tampa too, I think.
Speaker 1:Yeah, so you know, and and now you're. You know traveling the, the, the country. You know teaching for the, for the, for the associates, national association or realtors, and you're, you're an instructor. Now you know what I'm saying. So it's a cool thing, it's a beautiful thing to, to grow in this business and now you know being able to offer. You know my 20 plus years of experience and and and was it Thomas Edison said, you know I ran out of wrong ways to do the?
Speaker 2:the light bulb. I think at the right way. I think at the right way. Ten thousand ways that didn't make a light bulb Right right and it's.
Speaker 1:It's one of those things that that you, that you, uh, that it's.
Speaker 1:It's a cool position to be in right now where I could speak like confidently on on on and with a place, yeah, I, and tell you guys, listen you, this business is a beautiful business. This business is going to give you the freedom. This business is going to allow you to do whatever the hell. You could go ahead and you could tell yourself I am going to work my ass off for 10 months and I'm going to disappear for two. I'm going to go to a fucking Alaska, I'm going to go wherever, I'm going to turn off my phone, I'm going to hire an assistant for those two months, just answer phone calls and I'm going to come back.
Speaker 1:You could do whatever you want. You could work six. It just depends on what you're what, what you're looking for in this business, but it allows you that freedom as a parent. For me, I just want to be in my kids practices. I just, I just want to. You know, I, I just want to be at their sporting events. I just want to be able to, you know, travel the country and and go to these big tournaments and everything like that, and not have to worry that somebody's going to tell me that I can't your fire.
Speaker 2:Yeah, no, that doesn't happen.
Speaker 1:You know what Fuck you? You're going to tell me I can't go to my son's event, that I I'm going to miss a major memory or my daughter's. You know tennis, my, my, just so you guys know my, my son wrestles and and does Jiu-Jitsu and my and my daughter plays tennis. So you know what? I'm not going to miss a game. You know I'm not going to because I don't want to. So this business allows me to do that.
Speaker 1:It allows me to look for a mark yeah, mark, same guy we went to London together for business. You know, you know it's it's actually another London story. That really okay. So you want a cool, a cool real estate story, cause I think we're trying to motivate people and let them understand that this business is a beautiful business. So so I've been, I've been doing business with, with the A-Rod guys A-Rod the baseball player I was selling a bunch of their product, a bunch of their real estate and everything like that. So, um, I go to, I, I I have to jump on a plane to go to a real estate convention, cause I had a project in Orlando. I needed to sell real estate for right, I needed to sell it. And then the back then in Orlando, these, uh, the people that were buying Orlando were people from from, from England. For whatever reason it hits, it goes to Canada and then it goes to Brazil, and Orlando is a weird place like that. If you guys don't know, there's always some some cycle. Somebody's always buying Orlando.
Speaker 2:Somebody's currency is doing well.
Speaker 1:Exactly that particular case. It was that the dollar it was like half. I mean you would both the pound was killing it.
Speaker 1:The pound was killing it. So you, you know, I always, I always do everything in beers, right? So it would cost you 15 bucks to buy a beer. You know what I mean. So that that's for whatever reason. That's the way it makes sense to me. So, ratio, of course. So so I'm going over there for um, for this real estate convention, where I'm going to go sell Florida real estate and tell these guys, hey, come buy my real estate.
Speaker 1:So I get to the airport and I'm like, oh shit, peppy, what are you doing here? Peppy's, you know, uh a Rod's, you know, uh, manager, best friend and the whole situation. And he's the guy that you know. I mean, I've known him my whole life, but but he's the guy I was doing business with and selling all these, all these projects for, for a Rod and everything. And uh, I go, what are you doing? I'm going to London. I'm like me too.
Speaker 1:He's like I'm like what, what are you going from? Going for a real estate convention? What are you doing? I'm going for a JZ concert. Like, no way I can, I can act, you know. And he goes, you want to go. I'm like, damn right, I want to go. So long story short, um, I get to London, you know, I think the concert was the next day I meet, I meet him, um, I meet him at at the uh, at the arena. I go in to the back, uh, um, back room, uh, the not not even the VIP. It's like where Jay-Z is chilling out, you know the green room where everybody's smoking weed, the green room.
Speaker 1:Everybody's smoking weed and drinking and, uh, a bunch of I mean famous uh. Uh I'm pretty sure Beyonce was there Um, there was like three or four different rappers there. Jay-z was there, everybody was playing cards, everybody was drinking, everybody was watching TV and just hanging out. All of a sudden, uh, we get the cue that, hey, all right, jay-z's ready to uh, to um to perform. So we know he goes out, we walk with him.
Speaker 1:You know, all of a sudden we go to a like a three layered um thing in the middle of the of of the arena. So the stage is like further along, but we're right in the middle. So it's the but the. There's three layers, even the layer number one is VIP. So we're in the VIP, but all of a sudden then we get into another VIP. So there's like little stairs and there's like another level. That's a VIP, so VIP of the VIP. And then, for whatever reason, um, there's another VIP, which which is interesting, because now it's a a Rod's best friend, jay-z's best friend, me a bottle of vodka, right, and it's just us. I mean, it's just us four sitting down watching a Jay-Z concert.
Speaker 2:I mean, I like how the bottle of vodka made the count Dude, that's what was going in for sure.
Speaker 1:So then, uh, concert ends, we go to the back party some more. All of a sudden, we go behind the under the, uh, the, uh, we're in the guts of the arena and everything. We jump in like a bunch of Mercedes trucks and we hauling ass off through the, the, the, the streets of London end up in some restaurant. You know, four o'clock in the morning they opened it up for us.
Speaker 1:It was pretty cool. So, listen, I have other ones. I have other stories. They're a little bit uh I want to call them X rated, but definitely R rated that real estate has offered me on a lot of fun Shit. I had an office in the Bahamas for for four years, you know. So it's it's. It's a beautiful business. I highly recommend it to anybody. I would recommend it to my kids and uh. But again, it doesn't start. Doesn't start there, I think. I think I'm gonna start at a Jay-Z concert.
Speaker 2:I think I'm going to summarize what you're saying is real estate gives you a tremendous number of opportunities, but it's not going to give you any gifts. You have to go out there and work for them, and so those opportunities come from a lot of hard work, and a lot of times that hard work pays off in very unexpected ways. Even how we met, um, you know it, it just it pays off in unexpected ways. You get good things you weren't even going in anticipating.
Speaker 1:Well, listen, and when we met I don't I don't know if I've ever told you this, but I think we've talked about it. But so we met, and then and you're like, um, I had done some short sales, that I was struggling already. I had. I've been doing short sales since 2001. Like, I'm I way before. They were cool, but I may I meet you. And then I'm like, yeah, I wish some short sales come up. And I'm like, yeah, dude, I'm having a fucking super hard time closing these things. And you're like, seriously, dude, I'm killing it with the short sales. I'm like, what that's?
Speaker 2:right, you got to be kidding me?
Speaker 1:Uh, you introduced me to Cody and we closed hundreds of those things. I mean, it was like closing after closing, after closing. So you know, those are the things meeting people and and I, you know, I hate networking. Now, I hate it.
Speaker 2:Yeah, no, I hear you.
Speaker 1:But at the beginning it's a, it's a really important part of the business. Man, you know, I've never, I've never been good at it.
Speaker 2:It's never been my thing, but it's tough. And here's the thing I mean when it comes down to is it's really about finding a couple of things that you're good at, and so that's the reason why it's hard work on the way in. You have to take and figure out what in this business you're going to be good at, and then do that those things consistently. And you don't have to do everything right. I mean like you don't have to do every single thing, but you do have to find those one or two things that you'll consistently do that are going to keep you in the business and successful.
Speaker 1:We got to, we got to move on.
Speaker 2:Yeah, yeah, all right, fair to plan. So lack of budgeting, lack of preparedness going in, agents don't aren't ready for the financial commitment it's going to take to go into the business.
Speaker 1:Yeah, well, you know, look it's. You know again, in my world I rarely have agents that show up with a savings account with a war chest and says, oh, I have X amount of months. It's rare, sure, that I have X amount of time to have them to produce, you know. So I don't know if I don't know if I'm skipping, but one of the things that really helps me out with with being ready to survive those first couple of months is is working rents. Okay, so am I skipping to another number there? Yeah, but it's okay, all right. Good, I like kind of like it keeps me, it keeps me organized here, but I'm fucking up his organization. It looks like no, no, it's fine, all right. So. So, yeah, it's, it's.
Speaker 1:You know, rents what happens with rents is against the people, don't people? When they start real estate, they usually don't have months and months. So what happens with rents and I wish I would have figured this out when I first started is you start working the rents. They suck, they're horrible, you make very little money. But you start getting the hang of it and you can start making money month one and it allows you. It allows you to get to month three, two or three or four, when you actually start making the first and the second and the third sale and that's really what your number two is there, kind of like it's you know when when you close. So second mistake is really not budgeting. So when you close your first deal, you've been three months in the business and you close your first deal. You got to figure out a way to budget marketing into your sale. So let's call it a $15,000 commission. You have already spent that thing, I mean you have gone out to dinner.
Speaker 1:You've rented a Ferrari for one day, you know, and done a and done a rap video to tell all your friends how good you're doing. I mean, you've done a million things or you've paid a bunch of bills. But here's the thing, here's the danger in that you got to, from day one, start budgeting a certain amount for marketing, because if not, you're, if you don't have a steady flow of new clients coming in pipeline, if you don't have that pipeline consistently growing, you will have like peaks and valleys. You'll have these ups and downs. You'll spend, you'll do three deals in a month, right.
Speaker 1:And then all of a sudden and then I'll, there he is, look at Mike. Then all of a sudden, come here, mike, and all of a sudden, um, you'll spend three months without closing a deal. You know, come in. So all of a sudden, you spend three months closing a deal, so you close one, or you close three, and then all of a sudden, you spend four. So all of a sudden, you spend that money, all right, and then that's the issue. That's the issue there. We're not having these steady, slow.
Speaker 2:They're flaming on to ramanoodles and back and forth, Right so you got a budget.
Speaker 1:you got a budget and Mike just walked in. Right now Mike's one of our top agents here and he's one guy that consistently I mean marketing is part of his life. He's always putting that money in and he closes and he budgets and he puts it back in and he reinvested. So if you guys don't do that from day one, you're gonna have to do it in day 10 or day 15 or day 100. So you're gonna have to do it. So you might as well start building those habits from the beginning. So that first deal that you close let's call it $15,000, you better start imagining it's 12. Right, right, and don't count on 15. Count on 12 so you can invest those three and then continue on. And all of a sudden guess what guys? Your next deal is gonna come out sooner, because now you got $3,000 to market.
Speaker 2:Sure okay, I think this one ties in very well with the next one, which is that you have to think about it as a business. And with a business you don't just take and make profits. There's a cost to make those profits. You know, it costs me a dollar to build the thing I sold for five. You can't spend all five dollars because it costs you a dollar to make the thing in the first place. If you're gonna make more of them, you have to put that dollar back, at least that dollar back in. And so the idea of thinking about your business as a business on the way in, from a time management standpoint, from a self-accountability standpoint, from the standpoint of not getting distracted at work when that person wants to come up to you and tell you about talk about you know, hey, did you see the game on Sunday and how the dolphins managed to magically lose again? I'm sorry, that might be a pain point for some people.
Speaker 2:Well, there are people that will come and suck your time out of your business if you're not careful and so running your business like a business managing your time we're gonna talk more about in detail on that a little bit later on.
Speaker 1:Yeah, but let me add to that Okay, so there's a cultural thing behind that, not culture like as far as ethnicity or anything like that, I mean. I mean like culture has a lot of people that come into this business. They come in from a full-time job on nine to five, right, and there's a major culture shock when they come in and every two weeks somebody doesn't hand you hey, check, you don't eat if you don't hunt. Absolutely you don't eat if you don't hunt.
Speaker 1:So that you guys gotta start understanding when you come into this business that you, if you let the pressure kill you, if all of a sudden week, number two no check comes in and oh shit, and then all of a sudden month passes by no checks, and you start freaking out, you'll start spiraling so damn fast that you might not recover from it. So you gotta put yourself in a mindset that either, hey, you start closing rents right away, so you gotta at least start paying these bills, but you gotta understand that it's no rhyme or reason for it. You might have, you know, let's say, for rents for example, if you wanna start with those, and you might close five rents on the second month and it's all within one week. So you have spent, you know, almost two months without closing a deal and all of a sudden, they all come in at the same time.
Speaker 2:Absolutely.
Speaker 1:So that's just. There's no rhyme or reason to it. There's no rhythm to when you're getting the checks here, and that's something you gotta get used to at the beginning.
Speaker 2:And I think also that you know when you're at a nine to five job, you're kind of running out the clock, Like I showed up at nine, okay, I go to the bathroom till 9.30, then I go to the water cooler. When I talk to people In our business, in this business, nobody's standing over your head with a baseball bat saying what are you doing with the water cooler? You're supposed to be working. You have to do that to yourself. And so, coming in with the concept, like you know, I think there's a lot of times and as a broker you could probably speak to this there's almost a surprise that the broker is not holding them more accountable. In a lot of offices that I see yeah, that you know like well, aren't you supposed to be like telling me what to do and making sure that I'm doing it? And you know the broker is only capable of doing so much. I mean, this office is kind of unusual and that you've pretty much made that your full-time job to facilitate your agent's growth and help them.
Speaker 1:I'm abnormally up their ass. Yes, it is one way to put it I mean my messages. You know we have these chats and these messages and everything like that, where they're not always nice. Amateur proctologist yeah it's, hey guys, what's up, we're gonna get to work or what are we gonna do, you know? So it's, I'm not rude or I'm not. You know I'm not mean or anything like that, but you know, listen, you wanna be here.
Speaker 2:There's a certain accountability and we gotta start producing and we gotta start doing this stuff, and so I've always thought that was a good thing for helping bridge that gap between what they're used to and this having to be your own boss, like this idea that hey look, you know, if I goof off, I'm not gonna get paid anything, and so there is kind of that culture shock in that sense too, going from a nine to five job to this other thing. But moving on, not educating themselves, not taking the time to learn things and this is one of mine that I love. But I'll throw this out to you because I met you 20 years in the business in a CCIM class.
Speaker 1:You were taking a class, so good to talk about that, yeah so, yeah, listen, I've mentioned that in several podcasts Now educating yourself is key. If you're not getting yourself better and that's one thing that I definitely see you're so wrapped up in making the next buck, you're so wrapped up in I gotta pay the bills and I gotta pay the bills that you're not making yourself better. And then what happens is you have spent three years trying to pay the bills and you've never gotten better and you're never taken it to the next level. This business has levels. This business has levels. This business has a person who will close a $100,000 deal and a person who can close a $10 million deal.
Speaker 1:Here, the dirty little secret is that the $10 million deals are easier than the $100,000 deals. The bigger the deal is, the easier they are. But you gotta be psychologically ready to be. You gotta have gone through some. You gotta have some negotiation classes. You gotta have some. You gotta feel comfortable in that room and you gotta work your way through that room. And that only happens through preparation. And I made fun of organized education a little while ago. But let me not. I wanna make sure I'm clear. You better educate yourself. Get those books, get those audio books, go to the seminars, get on YouTube, or, if not, you won't last long or you'll stay at the same level. You'll always be the $100,000 home realtor, and that's not where we're here.
Speaker 2:That's I mean. The reality of it is. You're absolutely right. Your opportunity are going to come from what you know and I will say to you. I will absolutely admit to you that many of the classes I took wasted a ton of my time. I would never say that about CCIM, ccim. Really. I felt like raked us over the coals for the entire time. That was hardcore. It was a nightmare.
Speaker 1:But most I've never felt stupider. Is that stupider, or what it will? I have never felt more stupid than that CCIM class. It was the scariest thing in the world. I was like, wow, I am just not prepared for this one.
Speaker 2:But I mean well, we learned a lot. We learned a lot.
Speaker 1:And how much I don't know Absolutely well.
Speaker 2:That's the first thing. That's the first place to start is to know, to learn. Hey look, I don't know all this stuff right, but you're constantly trying to take and make your product In this business. Your product really is you, your knowledge, your expertise, a better product for your customer. If you're a better product, you're a better agent, your customer. You have a broader appeal to customers in general. The customer now has you as an advocate, as somebody that they can depend upon. You can speak to all sorts of things that they're not gonna be able to get that from somebody else. And so here's the thing. This is the big one for me. Most people will spend $150,000 a year or $150,000 to go get a four year education, something that they're gonna get a piece of paper that maybe they want to be getting a job in that, maybe, maybe for big, maybe. This is the business you're actually in. Why the hell would you not actually spend money back into your own business to make your prime commodity you a better version of you in the business.
Speaker 1:That's actually paying the bills. It gets even worse than that, it gets even crazier than that Cause. Now you're actually in a business. So if you go learn a skill, let's say you focus the next three months and you dive into negotiation, let's say you just, you come out of that hole. You go into a rabbit hole and by the time you get out you are a better. You have watched every video, you have read every book that exists and in the next three months, 90 days, you are a better negotiator and you go from selling $300,000 properties to a million dollar properties Very realistic. So within a year you could drastically change your career. And guess what we get paid in percentages. That's right. All of a sudden you went from a $300,000, let's call it a 3% $9,000 to a $30,000 commission. So you have tripled your income. If all of a sudden you feel more confident and you're able, I'm telling you guys I said that story before.
Speaker 1:I felt confident when I first started. I guess I've analyzed it since. I started in a trailer park. I grew up in a trailer park. I didn't feel confident going to a million dollar house. I had to go to the hood, the worst neighborhood possible, to knock on a $100,000 door. Guess what. I made myself better so that I could feel better and sell honestly. I could go and talk to anybody on any house and I'm having the same conversation. I'm speaking real estate. I've built my confidence through education. So, yeah, the exact title of that is what Of that rule?
Speaker 2:Not educating themselves, not educating us.
Speaker 1:So go out there and educate yourself.
Speaker 2:And, more than that, invest in yourself, because that's really what it is. And I mean, look, I know that maybe you sit there and you're like, oh, I knew that, I knew that. But look for the gem, look for the nuggets, look for the thing you didn't know and go in there like an archeologist looking for that one piece of something valuable in a desert full of sand. Right, that's what you're going in there for. Now, some classes are more rich than others. I write a bunch of class. I try to make them rich in this stuff because I know what it is to have my time wasted. But go out there and pursue it because, at the end of the day, it makes you a better version of you, and the biggest person that wins in that circumstance is you. You know, all right, another one. So this is number four. Now, this is number five.
Speaker 1:Last one.
Speaker 2:Yeah, we're moving.
Speaker 1:So this is number five of what Of?
Speaker 2:reasons why agents quit.
Speaker 1:Regions. Why agents quit?
Speaker 2:This is the thing that drives them out of the business. So you know they don't educate themselves, they're not getting a better quality of business. They leave right, Not taking it personally. Agents that go in and kind of go in and I'm not saying, take it personally when you get rejection, that's cause. That's an easy way to misunderstand this.
Speaker 1:But if you're making cold calls and you're getting, if the national statistics on success again you were talking about being crazy and starting in this fucking business that's an 80% failure rate, okay. So here let me tell you another one. That's fucked up. All right, you gotta be ready for this. Out of a hundred phone calls, out of a hundred phone calls, if 95% of them hang up on you, you're kicking ass. Yep, you're doing well. So because the national, the high average is 5% success rate. So if you're closing five deals out of a hundred, you're kicking ass. If you're doing 10, you are a I mean, you're a galactical superstar. Yep, you're a rock star. So now, again, that's why you know, you know, don't take it personally, you're going to get nose here.
Speaker 2:Absolutely. But you have to take the business personally in the sense that this is my business and I do it well, not because my broker's gonna yell at me, not because I'm gonna get in trouble. I do it well because that's how I do what I do. You know, I'm going to take and commit to do these things, whether it's to get up early and make my cold calls or fizz bows or whatever. I'm gonna take and do. I commit to those things and I do them. I take it personally as a reflection of me and if this business fails it's because I've let myself down, as opposed to kind of people holding back and kind of putting, as you said earlier, putting one foot in and keeping one foot out.
Speaker 1:Yeah, but here's the thing, Like there's also that the don't take it personal if you're knocking on doors, you want you want to stop caring, like for real, about phone calls. Knock on a thousand doors, you want to talk about the most. Look, we live in Miami, so heat is a real issue. Knocking on doors at a hundred degree weather is a problem, it's the opposite of fun.
Speaker 1:It's the opposite of fun. So now you're knocking on doors. People are not opening the door, looking through a window and say, no, I don't want to talk to you People opening the door and slamming it on you People. I mean, do that at the beginning and watch how you stop caring about people hanging up on you. You know you got to get to the point where you really you could put a heart monitor on me and I can make these phone calls and it doesn't matter how they hang up on me because I have made thousands. I have put my 10,000 hours in it Absolutely.
Speaker 1:I put those? I don't. I sincerely don't give a fuck what they think, how they hang up on me, it doesn't matter. It's a game, it's a video game. It's at home. That home run. What's that home run quote from what's it? What's that? What's the home run guy, the old school baseball player. Home, I'm on a baseball, babe Ruth. That guy. They're Babe Ruth. Hey, that guy, babe Ruth. Every strike gets me closer to a home run.
Speaker 1:Yeah, there you go and that's always stayed in my head as the number one Okay, I got another strike. Okay, great, because statistically, nationally, statistically, in this business, I don't have to guess what the stats are. I know what the stats are. If I make a certain amount of phone calls, I'm going to get a certain amount of success. I'm going to get a certain amount of no's. I'm going to get some really good yeses, right, like, oh man, I just got a million dollar deal that's going to refer me another 10 million dollar deal and this is the best door I've ever walked into and I'm going to have the one that hangs up on you and abuses you.
Speaker 1:And reports you to the do not call list right Absolutely, Calls the association and puts a report. You're going to have those Absolutely.
Speaker 2:Who cares, who cares? No, and it's kind of funny watching agents that have done a lot of cold calls and that sort of thing Watching them, as opposed to new agents. They get abused on a phone call and they're like in tears An agent that's been doing it for a long time. They had that happen like wow, that was a new one. I hadn't heard that one before.
Speaker 1:That's pretty creative the way they hung up on me. I have this agent. I call her the gangster. She's an older lady, she's an older son. She starts the phone calls. She starts the calls and she's fucking kicking ass with these calls and I'm like, damn, this lady. She had told me she had done some telemarketing. But man, she really doesn't care. Man, she's going through it and knows or mean nothing to her and everything. And I'm like, hey, am I going to do it? I call her a gangster because she's a Venezuelan lady. So this is the beginning. But she's Italian. Aside from that, she gets. She doesn't like to drive, for whatever reason. So she'll either have a new burr or somebody will pick her up. So she gets driven around. She's Italian. I don't say she's a gangster, it doesn't give a fuck. And I ask her, hey, what did you sell? What did you telemarket sell?
Speaker 1:She's like sexual products, like it was either, like it was like male enhancement pills.
Speaker 2:Or it was.
Speaker 1:So, dude, I tell you what you spend years of your life You've heard it all Falling somebody randomly and selling them a dildo or a male enhancement pill or a pump or a whatever. How do you even start that conversation? I have no idea. I have no idea. I should ask her, I should bring her on. Absolutely All right. So again, like my buddy Mark says, what's that saying? He said with the feet You're the guy with no shoes.
Speaker 2:Yeah, you feel bad. Don't complain about having no shoes. Think about being the guy with no feet, right? So?
Speaker 1:listen, I tell you what. For her, there's no complaint about these calls. These calls a walk in the park for her, and so walk in the park.
Speaker 2:And so I think that what we're kind of saying here is to not sweat the rejection of the call, but to 100% be in on taking the business itself personally, taking getting better at those, reducing that number of nos, take that personally, make that your mission.
Speaker 1:It's not about the no, it's about how do I make the percentage of this?
Speaker 2:How do I? For me in the business, the place that I'm in, I love taking a tough customer, a tough customer. That was just brutal. And turning me to this, I told you we had the customer. I walked in the office and he's like I want an open listing or walk or leave, right. And so when I turn him to a yes man, I walk out of that office feeling like a million bucks because there's no way I could have done that back when, and so that's where I can see the growth. But I take that personally. That's something that I commit to right. Yeah For sure. Before we go any further, I got to take and put this out there. If there's any questions you have or any comments, anything you'd like us to talk about, by all means leave a comment on YouTube or Instagram. 100%.
Speaker 1:I think it's easier if you go thinking about it now. Send us go to our Instagram, which is what's our Instagram. Real estate Hot cat. Real estate talk. Real estate talk podcast. So real estate talk podcast. And send us an instant direct message. What's a cool term for the direct message? Oh, dm me, all right. Yeah, dm me Any questions that you guys have or specific topics, or anything like that. I think it's better than YouTube. Yeah, so direct messages on our Instagram. So the real estate talk.
Speaker 2:All right. So kind of changing gears here a little bit. Want to kind of switch over to the idea of or we've told them how not to quit, Like if you're going to go in now, you can go with your eyes wide open and these are the things that are going to keep you from quitting. These are the big ideas that are going to be in business Now.
Speaker 1:I want to keep Once you got your head straight. Now let's talk about the stuff that's going to kill the actual practical day to day stuff.
Speaker 2:So top one on the list. I don't know if this happened by happenstance or just how we wrote the list, but not communicating with customers, oof.
Speaker 1:Yeah, let me tell you something, that a little tip, that so I still have client. How can I say I try not to have clients? And I know that sounds stupid, but I try not to have clients Because I'm so busy with the you know, with the you know taking care of the agents and everything. But if somebody calls me and says I'm going to give you 50 homes, that's usually what it comes down to hey, I got. Hey, listen, I want you to sell 50 homes for me. I'm not a fucking idiot either.
Speaker 2:I'm going to take it. So you know I'm still active.
Speaker 1:I'm still active when it comes to that, and one thing that I've always learned you never want the client calling you for an update, absolutely Ever. You better call them first, because I tell you what the tone completely changes. Hey, I'm calling you with an update. Here's what's up. They're calling you with an update. Hey, text them an update. Let them know During the upcoming안�alles, which is hey client that came by yesterday said this and this and this hey, a person's getting pre qualified. We're waiting for them to come. They didn't qualify, but we got another. Just keep them in the loop. If you disappear from a client, it's like disappearing from a girlfriend. All right, you don't call your girlfriend for 30 days, right you?
Speaker 2:don't call your girlfriend.
Speaker 1:You probably don't have a girlfriend and she probably at least found a boyfriend for at least one night during those 30 days. That's just the same thing. Pretend if you sign a six month contract, that's your girlfriend or that's your boyfriend for the next six months. You can't spend weeks without calling them. You got to send them a love text once a day.
Speaker 2:Absolutely what's going on.
Speaker 2:I think that the problem is that agents get too wrapped up in surviving in the business that they forget the necessary empathy, the human part to think about. Hey, look, if this was my only property that I own and I just gave it to an agent and I don't hear from them. They're thinking about one. I know you might be looking at thinking about 50 properties, but they're thinking about one and they're your customer. They deserve, they deserve for you to take and show them that you take it Seriously. Personally, I mean, I'm more active in the business, probably now that you are. I actively work as an agent.
Speaker 2:If I have a customer contact me and it's like because they haven't heard from me, oh my God, I feel like garbage. Yeah, because I feel like I've let them down. I know that I now, even though they might be happy, there's no complaint in the text it's like hey just was checking on. You know it's been a week. You know I feel like I have to do damage control on my end. I need to take and build back the goodwill that I lost by letting that circumstance occur, because for me, that customer goodwill is what keeps me from having to advertise, because that customer is the one that's going to refer me all of their business and any business they can think of. So I need to take and preserve in their mind this idea that I'm on top of things, that I have them covered and I'm looking out for them. And sometimes, you know, you make one mistake like that and you can want to burn that bridge without even realizing it. And here's another thing.
Speaker 1:You know this is guys, listen, since we just got sound effects, let me start using sound effects here when I give a very good tip. All right, I don't know what, what. What can we give here for a? Give me some fun. Let's use a. That is perfect, right there, get ready. This is a phenomenal tip. Right here, do that one more time. I love the stupid guys I just figured out today. I mean, this is our eighth one. I'm like a little kid. Here. We have sound effects, so bear with me All, right, okay.
Speaker 1:So when you first meet a client, let's call it a buyer, let's call it a seller. Walk them through the whole process. You want to talk about communication. Mr buyer, let me tell you what's going to happen here. We're going to get you pre qualified. It's going to fucking suck. You're going to have to bring every document that you've had and you've never had, and that you thought you had and you didn't have. I mean everything. This, the worst part of the process, is getting pre qualified, absolutely. Here's the good news Once we're done with that, the party's going to start. That's good, okay.
Speaker 1:Now, all of a sudden, we know exactly what we're looking for, how we're looking forward and everything like that. Then we're going to go and we're going to search for homes. All right, guess what? We're in a hot market. So when you find one, we're going to have to put an offer right away, because there's a lot of people or hey, guess what, maybe you're not, maybe you're not in a hot market.
Speaker 1:We're going to go ahead, we're going to put in offers, we're going to counter offer. What is an offer? We sign it, we fill out the paperwork, we signed it. We can't say contract, those are bad words. We the paperwork or the, we okay the agreement or whatever, but you send it an offer, yeah, right. So so they know that when they like a property, the document is an offer, absolutely. And we're going to go ahead and offer and guess what's going to be? Usually come back. Guys, don't be fucking surprised when a counter offer, a counter offer, comes in. Absolutely, okay, what's a counter offer? They're going to scratch out the, the, the contract that we sent, and they're going to send them back with the changes.
Speaker 1:Now if they sign every adjustments to the agreement they're going to. They're going to, okay, all right. So use all those friendly real estate words, right? So if so, they're going to go ahead and they're going to scratch it out, they're going to send it to us. That's called a counter. Now, if they sign everything the way we, we send it to them. Then all of a sudden we have an executed contract. Say they don't, and we go back and forth a hundred times. You are in no obligation, there's no pressure to do this. So, once we agree on everything, now that's called and everybody, everything is signed. That's called an executed contract and it's called an effective date, which is the birth date of the contract. Then all of a sudden, that's when the whole party starts. Everything is based on the effective date.
Speaker 1:We have inspections, okay. So inspections, all the contracts that we do are as is with the right to inspect. So you have any reason whatsoever to get out of the contract within those first days. So so remember there's no pressure over countering and we're offering the counter, offering, and there then there's an inspection period. There's still no pressure there, cause if the wind blows hard, if you go there and you say you know what I don't like that door knob I want to get out. For whatever reason, you have the right to inspect. So it's as is, with the right to inspect within those 10 days, 15 days, whatever amount of time you can get. And now, all of a sudden, we go to the financing period and we're going to get you remember, we got you qualified, so now we have a stern amount to get you a commitment letter. So if we don't get that, we're going to do extensions what's an extension? And blah, blah, blah, and you're going to walk them through the whole thing.
Speaker 1:And I tell, and I tell my clients, I go. You know what my job is? Guys, I'm going to tell you right now. I know you think that, you know I'm a realtor and and you know I'm an expert in that my only job, all my expertise, is to avoid one thing surprises Absolutely. But in order for me to tell you the surprises here's the trick, though I'm going to tell you there's going to be fucking surprises Absolutely. You know what's not going to surprise you? That there is going to be surprises. I've told you. I'm going to walk you through it.
Speaker 1:And here's another thing. There's a real cool saying in real estate. It's not if something happens wrong, it's when something happens. So expect something to happen sometime in this process. Something is going to happen. Here's the good news. The chances of something happening that I can't handle are so slim to none Right now. I know you're new in the business. You're going to be like hey, guess what the chances of something happening that my broker can't handle, right, I hope you have a broker that that could walk you through the stuff. But hey, if it's not you, it's somebody. Hold on to that somebody. Hey, listen, we're going to be able to figure it out. But you walk them through the whole process and guess what? There's no surprises.
Speaker 1:So instead of oh, here's another thing of financing. The underwriter is going to come back with this magical word called a fucking condition, of course. So what happens? Oh, my God, I got conditions. The underwriter sent me a condition and then you send it back and she's going to send you another one, and then you're going to send it back. We were just talking about that right now. Right, so you're going to, you're going to, you're going to tell them there's going to be 10 conditions that the underwriter is going to send back. So guess what? When there's two, absolutely she's happy as hell, and when there's 10, there's no surprises. It's like when you're the doctor.
Speaker 2:The doctor tells you you got a condition. Okay, so how do we fix it? Right, and it's, it's a matter of taking it and getting that fixed. I think what you're doing and what you're talking about right now is really something that I talk about. I kind of summarizing the idea of credibility and the sense that it's not necessarily when you're telling them how the process is going to go so that they remember the whole thing. It's actually telling them so that they know that you know how it's going to go, and that gives them a sense of comfort to trust you, to, to, to drive, to drive the ship, but now walking your client through the process If it's on the listing side.
Speaker 1:here's what we're going to do. Oh, we're going to put it on the market and then we're going to show it, and sometimes realtors are going to show it, and sometimes buyers are going to show it, and you're going to walk them through the whole process. You know you're going to get a low ball offer and what that looks like and how we're going to handle, and then the inspection period and we're going to walk them through the whole process 100%, and it's.
Speaker 2:It's so that they know a what's going to happen, but they're not going to remember it. They're going to know what they're not going to serve. I told you, though, but exactly, remember. I said they're going to know, though, that I know, and that's what gives I, as a listing agent, as a guy that goes in, and it is all about my pitch as to whether or not this customer is going to give.
Speaker 2:If I didn't have listings, I would have no business, because I only really do listings. Now, I know that I have to take and make them feel comfortable with one thing Me. They need to feel comfortable that I know what's going to go on, and on the listing side, that's much more obvious than on the buyer side. On the buyer side, you don't necessarily have to do what you're saying, but when, once you start doing it, that's when you have a buyer that's not going to go sleeping around on you, that buyer is not going to be taking making the circuit at the club. That buyer is now committed to you, because they don't hear what you say from anybody else. You're something different.
Speaker 1:Well, yeah, and to tell you what? The opposite side? You don't tell them what's going to happen and you don't call them and you don't give them updates. Yeah, then you get mad because because they're calling you to cancel your listing and they listed it with somebody else.
Speaker 2:Absolutely. You know, or you find out the buyer bought the house. You showed them with a different agent, right, all of these are things that can happen. So, moving on, because the list is long. So failure to prepare, not being prepared, either failing to read the listing before you call the other agent asking for showing instructions which now sourced the other agent on you it's like this guy can't even read the information I have in or failing to read the listing before you go show a property.
Speaker 1:Your customer asks you a question about a property and you go um, oh uh, it once again shows that you're not prepared, not ready to move Right, and here's and here's the danger here's, there's, there's real, real danger in that you don't know, so you're going to show 10 properties, Right, you don't know which is the one that you're going to put an offer on. You don't know, so it might be that one. And if it says don't call me, text me, dip, and you're the more on the calls. Or if it says don't call me or text me, email me, and you're the one who does both of the ones and don't email them, or you're the one that says don't fucking the ones that don't do anything, but press the button and do the same thing. But press the button and do the show, assist and do it on yourself.
Speaker 1:Let's see what he's saying, guys, there's no second chance for a first impression. We're full of sayings Like I think we've thrown like a bunch of them today. So you know, there's never a second chance for a first impression. Remember that might be the realtor that you might have to be like hey, man, I got an offer and they have to be your best friend. If you start off by being the moron that just couldn't follow specific, Easy Instructions that are just completely spelled out on that listing, You're starting off in the wrong, so that's that's a big deal right there.
Speaker 2:If I don't have a merit to sound effect but it might be like a like a, like a clap. Yeah, clap, let me see It'll be good.
Speaker 1:Yeah, the audience approves, but it's not the, not the the spaceship.
Speaker 2:You know, I mean if you've, if you've just proved to the other agent that reading has been. What is that amuse me so much. It's the little things in life.
Speaker 2:I mean, if you have just proved to the other agent that reading is beyond the pale of your ability because you couldn't read the simple instructions they laid out for you. I know for me, as a listing agent, I do my best to make it as simple for my buyers, agents, whoever's going to show my property, to show my property, when they take what I've done, what I've worked hard to craft for them, and basically spit in my eye by not paying attention to it. I'm not going to lie, it irks me, it really upsets me a little bit. And I'm sitting here thinking to myself I'm going to have to do a deal with this person. What is this going to be like? How? Where are they going to? How many different ways are they going to drop the ball that?
Speaker 2:I'm going to be in damage control with the pooper scooper going up behind them trying to clear up, not just on my end, with my people. I'm going to be managing all of their vendors, because down here, buyer typically picks and pays. I'm going to be dealing with their title company. God only knows if they're any good. I'm going to be dealing with their mortgage broker. If they're working with this guy, how good could they be. You know what I mean. And so there's kind of this, this I don't say it's a a, a downward spiral, but you know you get kind of suspicious. As a veteran agent, as a person's been doing this a little while, I want to work with somebody that has their crap together, you know, and it's not going to waste anybody's time. So that's when being prepared. Here's one that you you brought up earlier taking overpriced listings.
Speaker 1:You know, uh, that's a. That's a tricky one, Cause it also depends on how overpriced it is.
Speaker 2:And it depends on to me, because I've I've done this, I talk on this a lot. I don't have a problem necessarily taking overpriced listing If the customer knows that I was just going to say that. Yeah, that I'm saying to them hey, look, communication goes back to communication, 100%. I don't have a problem taking the overpriced listing because I understand the customer's desire not to leave any money in the table and I'll sit there and say to them look, my business is not built on selling homes the fastest of anybody else, because what my business has built upon is is a relationship. I want to make sure that between us things are always good. You know that if I say something to you, you can take it to the bank. It's the truth.
Speaker 1:Well, I like the way you put it there. Look, my, my business is not how fast I sell them, it's for how much I sell them. Like in reality, like I'm I'm I'm in a race to see how many millions of dollars, it's not how fast I could sell the least amount of dollars. So, trust me, I want, I wish it could be worth 10 million bucks, Absolutely. It would be better for everybody, but I don't think I don't think so. So I am okay, starting it at this number, as long as you and I understand that logically. I've been wrong before and, all jokes aside, I've been very wrong before. I had a situation on with a realtor that I told him listen, there's no way it's going to sell for that. I'm supposed to be. The guy knows fucking everything here. I'm the guy who's done thousands and thousands of I mean even through the, uh, the BPO era. I mean I, I, within a, in a year I probably did 3000 CMAs or more, you know what I mean.
Speaker 1:So I'm the guy who's supposed to. I've taught classes on it. I am a fucking expert in this. On valuation, on on valuation and understanding the market. I am a I'm a fucking bad ass at this. Dude, I was off by a hundred grand on a $400,000 house. I told him there's no way, no way, no way. Let's not tell him there's no way it's going to sell for that. Okay, I said I will cut this offer. I don't know what it was, dude, I don't know what happened. It sold for that. So and it goes back to a. It seems like a first world problem at this point. Listen, I love being wrong. You know what I mean. But but uh, it's it's. Listen, it's the nature of the business. So the business is hot enough and you get to write a praise and, uh, I don't know the right house and the right neighborhood or something like that. It could happen. There is surprises in this. There is surprises.
Speaker 2:My big thing is this, because it's such a relational thing for me on my listings is I want them to understand that I am doing this price because I don't want them to have any fear that they sold this house for any less than they absolutely had to.
Speaker 1:But I also, and so do, and I don't want to know, I don't want to think it either.
Speaker 2:Absolutely. And at the same time, I want them to know that I'm not telling them that I can get them that price, because it's important to me that I always tell them hey look, this is what I know I can do. I will try to do this thing for you and I will try just as hard as if you gave me. Give it to me at the number that I'm saying. I will try just as hard for this higher number.
Speaker 1:And because and there's nothing wrong with saying because guess what, guys? It's an opinion of value, it's the word says it. It's an opinion, there's no right or wrong. It's an opinion of value. So the statistics say it should sell for this. This is this comparable, this comparable, this comparable, they're all the same. This is, this is what the numbers say. But maybe, hey, we can sell it for this. I don't think so, but I sure hope so.
Speaker 1:Yeah, I sure hope, so I trust me, I'd rather tell you that I sold it for more than I sold it for less. But I also want to be on earth and I want to understand that. This is probably highly probable that this is what it's going to sell, because we are appraisers, appraisals. There's three ways to appraise property, right. There's the income approach, on an income producing property a shopping center, apartment building. There's the cost comparison approach, which is for insurance how much is it cost to rebuild this property? And there's a comparable approach, which is where we're going to use to sell your house.
Speaker 1:So we're going to get the numbers. This is what they're they sold for and they're similar to yours in the same score footage, and this is what it's probably going to sell for. We could do a mathematical equation and figure this out no more than 90 days back, and and but. But it's a hot market. Somebody's willing to pay it, Right. There might be somebody that says I don't care what the appraisal says, I want to pay for it, and that's fine, let's give that a shot. But here's the real numbers.
Speaker 2:Yeah, and I mean my place, the place that I come from. The life of the line that I like to use is this is how the market has reacted to similar properties. This is what the market's reaction has been to these prices of these properties. It was listed at 390. It's all for 375. You know, and so I always like to take and have it be.
Speaker 2:One of the big things I always try to do is make sure I'm blaming the market for any valuation that goes down. Hey look, I'd pay a million for it, but unfortunately the market only seems to be willing to pay whatever. But saying that you're willing to take an overpriced listing means that you're going to be working and holding this listing for a longer period of time. Make sure you get the dollar value in advertising out of it by saying to the customer hey look, I'm doing this for you because how you feel about the sale is as important to me as actually selling it. I want to make sure that you feel good about what we've done here and that we've made you as much money as we possibly can.
Speaker 2:But understand this I never want you to say that Josh told me he could do this and didn't do it. You want 390. The numbers are showing me 375. Yeah, you know I'll do 390. It's fine. But understand, I'm telling you I can sell it. No one will sell it for a higher price than I will. I'm not going to concede that. Yeah, but I can know that I can sell it for 375. I don't know that I can sell it for 390. So as long as we're clear on that, mr and Mrs Seller, we're cool and I'll do whatever you want to do. For sure, that's how I would.
Speaker 1:Yeah, yeah, yeah, we're on the same page on that, for sure, all right. Next one what are we right now? So this is the we're in the section of things most common mistakes. We're a number one, number two, we're a number four. Look at that. All right, all right, not of how many. How many do we have? Actually? I scratched out a few. So we were supposed to do like top five first, then top 10. I think we're like a top 17.
Speaker 2:Yeah, we're up, we're up there. Well, a couple of them got wiped out and stuff to me, that's a we're around 15, but we're good. Not pre-qualifying buyers. I know that's one of your favorites. Oh yeah, oh yeah.
Speaker 1:Um, back to the fact that this business, if you understand that somebody told me you should always have it like a virtual, imaginary excel sheet when you're working real estate and you got to be my boy Mark again another one of his things right? Um, you got to be greedy with your time. Be a greedy with your time If you're in, if you're working and you have a job, and they pay you X amount of dollars an hour. That that's what it is, that's what your value is, right. But here you, you have an ability to play around with that excel sheet and figure out what your dollar amount, what your per hour, is valued. So if you, if you work a hundred hours, right, and, uh, and, and you make a hundred uh, I don't know a thousand dollars or making a hundred dollars an hour, I think, I think. I think you know what I mean. I think I got that math wrong, but whatever. So you're able to play with those numbers to get paid what you want to pay. So what does that mean? That if you go in and you start working with a buyer that's not qualified and you spend a hundred hours, 200 hours, and you go ahead and you put an offer and they get it accepted and you get to the closing date and they don't close and you lose their deposit because you didn't do things right, you didn't read the contract, you just not only took a real big psychological blow, uh and and again one of the reasons why you would end up quitting real estate, but you've. You've not only have to cost your client the deposit, probably, but you spent a lot of time, sure, a lot of time, doing this. So this is one of the main reasons why people leave this business.
Speaker 1:Guys, I've been doing this and I know you guys are probably tired of me saying this shit. I don't care, I'm going to keep, I'm going to continue to say it. Over 20 years I've been doing this and I've been doing most of it. 80% of the time I've been because I didn't get into this business to be the best real try. I got it. I got into. It's like not getting into the game to ever. I never really wanted to play the game. I always wanted to coach the game. You see what I'm saying. So so I've always looked at, even even when I played a little bit, I've always okay, well, I'm just playing just to get to the coaching part already, the playing part that interests me, right? So I've been coaching per se in real estate and understanding what makes people tick for 80% of the of that time.
Speaker 1:I'm telling you, the biggest reason people leave this business is because a all right first buyer. You go all the way through work hundreds of hours. It didn't close, all right, maybe you could take that hit. That's, that's one kick in the nuts that maybe you could take. You do that two or three times. Oh damn, that was awesome. Exactly, you do that two or three.
Speaker 1:I gotta figure out why that amuses me so much. One day, um, if you do that two or three times, you know you're gonna. If you're, it's gonna take, it's gonna take something out of you, it's gonna take something out of you. And then you're gonna be like the guy who says, well, this business is hard, oh, it's really hard. No, dipshit, you didn't qualify the buyer, you'd. You only go out with a buyer if they have a, an actual approval. We like to do a desktop underwriter approval. If you're a lender that you trust, that you know won't screw you over and have you working for no reason, absolutely gives you the blessing. Unless that happens, you gotta have the discipline to not do it.
Speaker 1:And especially in a place like Miami. We always talk shit about Miami. You know, the closest place to the United States and all that stuff. Miami is the Ferrari culture. Alright, there's somebody who makes $2,000 a month and spends $1,200 on his Ferrari. I mean, it's just it. Miami is that place. Miami is, it's just a weird place. So, no, you can't just say, oh, he has a nice car and he has jewelry, and you know he has this and he has that. No, because all that stuff costs money. So you got to go based on the numbers. I don't care if, oh. And there's another thing. They say, well, how much you make? Well, I make a million bucks, hmm, oh, then you look, and he has, you know, a million to an expenses, so he doesn't make shit.
Speaker 1:Or he doesn't show it on his tax return or he doesn't show it right, or he hasn't declared any earnings forever, and that happens a lot with these self-employed borrowers, right? So they have a successful business and it might be a known restaurant you, let's say, a restaurant you've been going to forever. Okay, it's great, oh, it's huge. This guy you know shows up in a phantom and and and it's great. And this guy has all the money in the world, supposedly, but he hasn't declared any money for X amount of time. So what are you going to do? Can you go on a bank statement program? Well, I'm not going to get into that.
Speaker 1:But the point is, guys, easiest way to fail and to quit, to want to quit this business is working with an unqualified buyer, and do not blame it on the business. That shit pisses me off. Oh, business is too hard. No, you're not following the rules. This business is hard, but it's not impossible. And if you follow the rules not rules that I've created, rules that have been created in this business it's not that bad. It's not, it's really isn't.
Speaker 2:It's not All right. Here's one that I think we can both get behind big time Now. This is a big, big, big big big big not answering your phone.
Speaker 2:Oh, I think I want to take lead off on this one. Sure, just say enjoy. You are in a business that its main aspect is availability of communication. This is a business where deals go sideways all the time for the littlest of things, and often they're very time sensitive. Your ability to rescue a deal that's getting ready to die depends upon your ability to be reached in a timely fashion. A it's just super disrespectful of all the other people that are working hard in the business trying to get your deal done, or your customers. I can't tell you how often I try to reach agents. I don't get them. I happen to. I don't work with buyers often. There is one gentleman in Europe he can sends me money all the time to buy condos. He just buys condos. He loves condos. I am shocked, shocked when any agent answers their freaking phone. It is the surprise of the whole thing. I just called five agents over the weekend, saturday midday coronavirus. For God's sake, where the hell are you Right? Nobody answers their phone.
Speaker 1:Yeah, it's something that really plagues the business. Listen, I'm going to be honest. It has to do with the fact that anybody could get their real estate license. I say this joking around, but not really. I barely passed high school and I got my real estate license. Anybody could get their real estate license and that's the problem. You have these people that are one foot in and one foot out and they're part-timers and that type of stuff. It's a big problem.
Speaker 1:I tell you what A I make sure that I always answer my phone. If I don't answer, I'll text you back. I can't right now. That's the worst you'll get from me. I'm not a big firing people from the company type of stuff. I give people a lot of chances and I understand and I want to keep people around and everything like that, but you want to get thrown out of this company real quick is don't answer your phone. I will go with one, maybe two complaints about you not answering your phone. If people start calling here and say you're not answering the phone, you're gone. You're gone because I find it disrespectful to the business, I find it disrespectful to you, but obviously you don't give a shit. So that really pisses me off.
Speaker 2:It's unacceptable, it's unacceptable amateur hour, absolutely 100%. And I'm going to kind of throw one more in there. This wasn't in the list, but I get emails from agents that have absolutely no signature block so I have no way to call them. They just sent me an offer. I have a question about the offer they sent me.
Speaker 2:I have no way to go back to lack of professional, I have to go reply to the email and hope they see it and give me a call back. You know how? Do you not assume that the person that you're talking to may need a contact? I mean, what is this?
Speaker 1:You know I'm going to rewind for a second though. Guys, if I could tell you I could listen. I'm again. It's not a showing off thing. I've been doing this a long time. I've made millions of dollars in commissions in this business millions, I don't know how many. It'd be pretty cool to find out one day and sit down and count. But I've made millions of dollars Doesn't mean I have it all. I'm not doing a podcast on keeping your money.
Speaker 2:I'm doing a podcast on fucking making money.
Speaker 1:All right, motherfuckers, but I've made millions of dollars in this business. I could tell you right now, one thing I hear all the time from big clients that I've made a lot of money with is dude, you always pick up, that's right.
Speaker 1:Whether it's good, whether it's bad, whether it's whatever, this guy answers the damn phone, the world could be falling apart. I know they're calling me because the world's falling apart. I know they're calling me to fucking go crazy because some deal fell through and, holy shit, what are we going to do? And I know the phone call is not going to be fun and I will answer, no matter what. I don't hide right. I can't tell you how much money I've made just because of that. Yep, Just because of that.
Speaker 1:It's like possession is 9-10th of the law, or what's that other saying. And 90% of it is just showing up. Yep, you know, what's showing up is Answer your fucking phone. I promise you. I promise you you will make money because of it. I tell you what I mean. I would tell you most of the agents are here in my office right now and most of the deals that we close is because agents that I know I will answer the phone every day, Whether I'm in a pool, whether I'm in the boat, whether I'm jogging, whether I'm whatever I'm going to, I'm human.
Speaker 1:But I mean I answer the phone 98, 99% of the time. Again, there's human part of it and people coming when I'm sleeping and you know, and Mike, Mike, that always they was just here during the podcast. What am I? He's my, he's my friend now, but he's one of our agents here. He's, uh, he's one of the ones that shows up at my house. Hey, I'm outside Just to talk shit. You know, he's one of those. So sometimes he'll call me at six o'clock in the morning and I, you know, either I don't see it or I'm like dude, I'm not talking to Mike right now, you know, but, uh, but you get that. But, man, it's nine, nine, 10th of the law, show up. Whatever you want to call it, answer the phone, it will make you money.
Speaker 2:Guaranteed. And even if you know it's a customer calling to yell at you or whatever, it doesn't matter, you take it. Yeah, you know, you take it, because the reality of again, when I say take it personally, there's one thing I know about my business I answer my phone, I'm accountable, I'm always there, yeah, always.
Speaker 1:Same as.
Speaker 2:Same as same as you want me, you're going to get me, and if it's bad, I'll take it. Let me, let me yell at me, do what you got to do. Yeah, I'll figure out how to take and make it better, if I can. I want to know super important, because you know it's my business, it's mine. I have to take possession of it, I have to take and take responsibility for it. So here's one, this one's yours. Oh, not giving lead generation enough time.
Speaker 1:Yeah, and I'm going to I'm going to rephrase that a little bit it's not giving marketing enough time. So what I hear a lot is is you know, I, I, oh, I started this new, I did this, this marketing campaign, or I put, um, I tried Facebook, or I tried Instagram, or I sent the emails or whatever, and it doesn't work. Okay, well, how long you did it? Well, I sent out. You know, I spent I don't know 10 bucks, or, or, or, or. I did it once, or everything like that. I get that a lot Like the. It's almost like the.
Speaker 1:It's back to number one one, one which is unrealistic expectations. I see a lot of unrealistic expectations with marketing guys. If every dollar you put in, you get $2 in marketing, can you imagine Like? This would be no fun. I mean, you put a hundred, you get 1000, and then you put 1000, you get a million. I mean, it's just, obviously there's a, there's a art to it. Obviously there's a, a, a, a failure. You know and and and success ratio that you need to figure out and and not every door is going to be diamonds behind it. There's going to be piles of shit behind most of the doors. I'm going to tell you right now there's going to be huge steaming piles of shit behind most of the doors marketing doors but then you're going to have the ones that are diamonds and you're going to and, and you got to give it enough time.
Speaker 1:The only thing look Ariel's here. Ariel, how many things have we tried? I can tell you that we've had more things that. So our Ariel handles all our, our, our, our social media, here, and, and, and our marketing is basically our marketing department. There's been a lot more things that haven't worked, that have worked, you know.
Speaker 1:So, hey, did it work? I was, hey, is it working? Yeah, it's working. Well, how's it going? You know, that's the conversation that we have. Is it working a lot or is it working a little bit? Well, it's working a lot. Is it costing a lot or is it costing a little bit? And that's really where we we end up and, and, but we tried, and we try it, and we tried, and we tried until until something hits. We tried one, you know, the, the, the recruiting one the other day, and, and, and it hit, and it hit hard. I'm like no way it hit. You got to be kidding me. Why haven't we tried that before? That was a question. I don't know why we haven't tried that before. It's like, dude, it's obvious. Yeah, it is obvious. Like what the hell were we crazy? Sometimes they're right in front of you and you don't try them.
Speaker 1:Yep, you know, I, I, I did a spot, a podcast, a marketing podcast in Spanish, the other day. So you, you weren't in it, it was. You know, I had a. You know cause my world is recruiting. You know, you guys are getting clients and mines, mines, recruiting. Where I got a, you know, I thought it was the best idea in the world, I got, you know, a hundred bucks and I, I, I, I. While I was, while I was preparing my marketing stuff, I was, I was like, uh, I realized it was costing me about almost a dollar for each mail out that I was sending between the envelope and the and the stamp and the and the graphics and the fucking printing and this, and that I was like 90 cents.
Speaker 2:And then not even counting your time to actually do it Right.
Speaker 1:Right, exactly, not counting the time, beating, greeting with the time and the Excel shit and the whole thing, right? So, and I was like dude, why don't I just fucking, why don't I just put a dollar in this thing and send it to the agents with just a simple handwritten note that says this is the first I don't know what sound effect, but hold on, that has to be one. After this, right, this is the first dollar you're going to make with a real estate empire Boom and they open the shit and just amazing and I pictured it.
Speaker 1:There's no way on earth that they're going to say no to this. I'm dude. This guy's giving away dollars, real money.
Speaker 2:I want a real money, not a fake check Like we get.
Speaker 1:No no, no, no, no. I want to the bank and I want to. I want the crispiest ones, I want brand new ones. I don't want. No, I want.
Speaker 1:Like, like, just not one person called me. Not one person called oh, I love this, all right. Not one person called that. Not one fucking person called me. Now, imagine that was a while back. Imagine, call it fifth. No, I'll tell you what, it was 2003. So that was 17 years ago.
Speaker 1:Imagine if I just said, oh man, recruiting doesn't work. Well, I just didn't work, that's it. Well, I gave it a shot. I mean, I put a hundred bucks into it, that's it. You know what? I have 350 agents right now and what I, you know I've had the successful career that I had. No, you know, I wouldn't. I just I just wouldn't. So that's what I'm saying.
Speaker 1:Like again, guys, I was positive, this was going to work, positive, I should try it again. The preach, you know the, you know practice what I preach. I should give it another shot. You know that would, that would depress me so much I never even tried it again. But I tried other things and other things and other things and I didn't quit on the whole idea of recruiting because one idea didn't work. And that's what I see sometimes. Oh, I tried Facebook.
Speaker 1:So no, marketing guys, I'm not kidding, marketing doesn't work. You insane, what do you mean? Marketing? No, that marketing doesn't work. That particular marketing didn't work, by the way. That day, but that day, you know what? As an example, I'm going to do that. I'm going to do that again. You get it, remember me, I'm going to do that. I'm going to send the hundred bucks again and we're going to see what we're going to do. You know, let's give us another shot, and it might be the day, it might be the time it might be, it might be a million things, like when you post stuff is a certain voter. I'm not going to go on that.
Speaker 2:I think if you, if you, if you send the dollar with some little thing that makes that sound effect that he does, it's sold, absolutely All right. Here's one that we but we're both on not using a CRM, and I'm actually going to take an end and tie this together with one that I just wrote, in which I couldn't believe I missed not staying in touch. So, yes, you want to get good, you want to?
Speaker 1:Yeah, well, I'm going to make it very simple and very quick. A CRM again, back into into the real estate thing. And and there's a. You know I don't know if we made it a rule or not, but I know we talked about being one foot in and one foot out. Right, if real estate is not one of those things that you could have, one foot in and one foot out, you just, you just don't. And now that doesn't mean because when I said that Ariel's like, I was like, well, but you know, don't say that, because you know it's going to be, you know, part time people and I'm like it's not the point. You could have a full time job. You could be like, I see, look, man, I got a nine to five, but I am in this, I want it, I am going to do this, no matter what. This is what I'm going to do. This is my life dream. I want to leave this shit job that I have and I'm going to work real estate and all of a sudden, you're all in, you're not one foot in and one foot out, you are paying your bills and then you're going to come in here. So having that one foot in, one foot out.
Speaker 1:Mentality is really what affects you with everything. So, and that's where the CRM comes in, right Cause, if you're one foot in, one foot out, all you're worried about is eating the fruits, yep, right. So you're putting marketing. Five fruits come in and you're eating the fruit. Call it a man, oh lord, yeah, yeah. You're just calling mangoes because it's mango season in my neighborhood Now says mangoes everywhere. So you're putting them, putting in marketing. And there's five mangoes come in and you're eating the mangoes and you're throwing away the seeds. You're throwing away the seeds. Well, why are you throwing away the seeds? Because you're not thinking well, I need to eat mangoes later on.
Speaker 1:And that's the same thing with clients. If you don't Plant those seeds and you don't have a CRM, that's gonna tell you call this person, they're not qualified right now. That doesn't mean I throw them away. That means I'm gonna call them in eight months because I, they're gonna go ahead and I'm gonna have put them with my lender to make sure that they understand how to prepare their taxes so that they qualify for next year. If you don't do that hundreds of times, the next year don't expect a raise. Yeah, not, not a raise like somebody's in a gear raised, I don't expect to sell more because we are in charge of ourselves and our raises.
Speaker 1:If you, if I, if you deal with 100 call it 200 buyers, I Don't know 10 of them qualify right now. So you're closing 10 deals in a year. Let's just say those numbers right. You still got another 180, 190, right? That didn't qualify that. If you work hard and you use a CRM and you put them in there and you plant those seeds, they're closing next year. If you don't, somebody else is closing them next year. And if you're working rents, what do you think? They're gonna rent forever?
Speaker 1:They're gonna buy at some point, next year, the year after five years. So you're real good at that. I mean, I've laughed cuz you've called me, I've been on your CRM a couple times, I don't know how I ended up on your CRM but you call me to say hello and I start fucking laughing. All right, cuz. Cuz he has he kind of like, has it lined up, he's gonna go say X amount of time, he's gonna say hello to somebody, people he does business with, and and whatever. So you know Now we see each other almost every day. But you know, I guess I landed in there where we weren't seeing each other every day.
Speaker 2:So you're calling you still in there? When I've just seen you, I move you.
Speaker 1:Hey man, what's up? I just want to see how you're doing huh. Oh, what's a CRM? Okay, it's a customer.
Speaker 2:That's. That is a good cuz. I always forget. It's a customer relations management.
Speaker 1:Customer relationship management system, Yep and it's basically.
Speaker 2:They can be very simple, they can be very complicated. The way I look at it is similar what you're saying. It basically that fruit idea. But the idea that I have is I have customers that come in that they're ready to buy now, and I have folks that maybe they have to get some stuff straightened out and they're gonna be ready to buy in three months, and then some folks that maybe they're not gonna be ready to buy for a year and Two years. If I nurture those relationships, six months from now I have all the people that are coming in now that are ready to buy now. Plus I have the people that weren't ready three months, six months ago, but now they're ready. So I'm getting all those closings now and the folks that are coming in now they're gonna be ready six months from now. They're gonna line up with the people that are ready we're gonna be ready a year from now and with the people that are ready to close now. And so this is how you build a business is constantly nurturing those relationships.
Speaker 1:This business is percentages the more people and there's there's a pool that pulls your client base and that pool is in your CRM. So that CRM is a pool. The more people you put in that pool that that CRM spits out, the better. So, if it's 200, if it's a thousand, if it's 10,000, this just depends.
Speaker 2:Realistically, this falls in for me as to the category of things that I'm willing to do that most agents fail to do. I call everybody a couple times, three, four times a year, everybody. I have customers that I met 11 years ago when I started that I have never done a deal with that. I still call that we're doing a deal this year. Yeah, we're getting them done. Guess what? That is somebody that never hung up the phone on me. That's not a cold call I had to make. I spoke to them once. They don't tell me f you and I. They don't say that to me. I don't have to worry about that anymore.
Speaker 1:These are warm leads that all I have to do is just follow and your and your calls as simple as hey man, how you doing, I just want to see how you're doing. Absolutely, that's it.
Speaker 2:That's literally it one because I've got them. Yeah, hey, but I was just thinking about you, how you doing. You just popped in my head I have no idea how that happened.
Speaker 1:It's magic, right, it's just amazing, right.
Speaker 2:But here's the thing how many other people call you that way and say hey man, I was just thinking about you, how you've been? It doesn't? That phone call doesn't come in rare, and especially not with a business person, maybe a friend. But wait a second. Now I'm reframing myself to the customer as as being more than just their agent. Guys, I want to be seen as more than just their agent, because if I'm just their agent, I'm replaceable. If I'm their friend they have in real estate that's much harder to replace. The competition has to work much harder to now replace me, because I have a special place in their world, and I do that by investing in them. They invest in me, I invest in them. I want their investment. I have to invest back in them. The CRM is the key tool. Not just for that, though.
Speaker 1:My CRM is how I track where I am in all of my deals, dude, I'm kind of thinking this is a pretty good podcast, like if you just follow, like for real, for real, like seriously, like you know, listen, we got together, we're like, hey, what are we gonna talk about today? And we started writing some shit down right, and we're like, all right, these, these are important things. But if you just follow, this is almost like a roadmap. If you just literally so that we talked about this business being hard. You want to make it easier, way easier.
Speaker 1:Write these down, write these down literally, put them on the wall and follow every Single one of them. If you have a question on one of them, if you have my number, text me. If you don't go on, dm me right, and uh, uh, yeah, comment or comment below right. But, but, um, but if you just go through these roadmaps, I mean this is a straight up roadmap. If these are, these are pitfalls that are gonna save you Hundreds and thousands of hours of of of wasting time and how did we learn all this?
Speaker 2:We learn this from pain and suffering.
Speaker 1:Pain and suffering in our own innocent way.
Speaker 2:So by all means, please you know my father used to tell me all the time there's two ways to learn things you can learn from other people's mistakes or you can make the mistakes yourself. Please, learn from our pain and suffering. We're doing this to take and help you yeah, help it to be easier for you, yeah, um. Next one, this is one that I brought to the table today not upselling, taking and making a mistake when you're, when you're with customers, of talking about hey, did you see what keeping up with the Kardashians had on last night? And oh my gosh, um, the new Toyota is coming out. You know everything else, but the actual product that we're selling.
Speaker 2:I have people in the car and I'm going to show them rental properties. I am doing everything I can to turn them into buyers, even though financially, they cannot be a buyer right now. I want their purchase business a year from now, when I have convinced them that the best thing they can do for their financial Future is not to buy that, that iPad, but to save their money for a down payment on a house, because that's going to let them afford iPads in the future. But send their kids to school, help them to Retire it's going to make their life better.
Speaker 1:Well, one thing that you know, I know you, I know you focus on, is if you have somebody with that's selling a property, right, you got to teach them how to invest in real estate Like that's your absolute. That's your up, sorry, 100% it's not just about living in one, it's how do you invest in real estate?
Speaker 2:If I'm going to show a buyer property, I want them to be thinking about they're thinking about their future. When somebody's buying a home. They're thinking about, hey, this is where we're going to live and, and maybe kids and a family I want them also thinking about their financial future. At the same time, I want them thinking, man, I need to earmark some money to invest in real estate. Real estate, it's a great thing. How are they going to find out? Real estate it's a great thing. Am I going to go expect them to go buy a book on real estate? No, they're sitting in a car for god owns how long with a real estate professional. If I don't talk to them about it, who the hell's going to talk to them about it?
Speaker 2:Right, this is my one opportunity to make my case for the thing that I believe so much in, that I sell it every single day. You make it that you make a living on it, right? Yeah, I believe. Look, I don't just sell this thing, I believe in this thing. So I think wasting the opportunity to upsell Um and upsell is not the best word to really just inform customers about the quality of Of the product that we sell. Our product is awesome and you need to be talking about it. Um, here's a lighter topic, but a big one.
Speaker 1:Anyway, bad pictures, yeah this is an easy one. We're gonna, we're gonna rip right through one. Guys, I'm gonna look into the camera. Can you zoom in? When you do that? Let me see, I'm gonna look in and I'm gonna be real serious. All right, I'm zoomed. All right, here we go, guys. When you're gonna go take a listing, take real pictures. I've seen horrendous dark. That picture is everything Like when you look, when you log in and you're looking at a home and it's on zillow and everything. The guys that take the right angle and use the right filters and everything are going to sell more than the person who doesn't do it Right. Very simple, we're gonna haul ass right through with this one. Take real pictures. If you're gonna take it through your iPhone, do it, but do it carefully, do it right, spend some time on it, edit it, whatever. If not, spend 100 150 bucks for a real photographer. Thank you.
Speaker 2:This message brought to you.
Speaker 1:By this, message is brought to you right.
Speaker 2:Um, for me. I was in the. I was in the food business for a long time. I owned restaurants and one of the famous line in the restaurant business is I. Appeal is buy appeal. It's got a look, it could taste amazing. But if it looks like garbage, right, you can't get people to want to put it in their mouth in the first place. So Making it, making your listing look appetizing one of the places that I did one of the first things I did in the business was I I bought books and photography because I knew it was going to be a big part of what I did. So finding ways to stand, positions to stand in, that that taken and make the room look best. And you know what I do. I don't use as convenient as it is. I don't use my phone to take the pictures, even though the phone takes great pictures. I have a special camera with a wide angle, especially if you have a samsung.
Speaker 1:Of course, don't. Don't take anything with a samsung, just get rid of that thing.
Speaker 2:There you go, happy audiences. Yeah, this guy um, you know I have a wide angle lens because a lot of times homes have smaller rooms and you don't have a wide angle lens. It makes the room look really small. So you know the little things to take and make it look better. Moving on, I think we covered that quickly. Here's a bit a little bit bigger topic not setting goals.
Speaker 1:Yeah, um, let me, let me, this is a pretty interesting example out of here. So my son, my son wrestles Okay. So it's kind of like, it's kind of cool because it's kind of like you're building an athlete. You know, we've got a lot of tournaments, got a lot of competitions, but it's also, since I'm in this world where I'm constantly developing humans into better Sales people and everything, it's kind of cool to see it happen as as, as as a kid, you know. So, you know, look, right right now I got to be a proud dad. My son's ranked number one in the country right now. Um, you know, he, uh, thank you, he, uh, you know it's, it's been a lot of hard work, the kid. I mean, just when I was looking at my phone a little bit, it's, it's my wife telling me do I take him to practice? I just realized he's late, he late to practice. So, um, it's uh, by the way, it's it's quarantine and it's one-on-one and it's and we're and everybody's wearing masks, okay.
Speaker 2:So um we were working.
Speaker 1:Fucking. Don't start sending people learning. You know, just leave me alone. Um, so the uh. The point is that you know it's like everything else. You know there's, there's an older kid, that that's. You know that that was beating him and and, and you know we've been through a lot of those. I mean, it's been kids that we've had. You know, on the walls and, and this is, you know, it's goals and it's goals. And kids are not really kids, they're not faces, they're goals, they're all right, I want to get this guy, I'm gonna get the other, but there was, there was one, and and had never really thought about it until that particular moment, I'm like you know what? Let me write down the kid's name on the wall. All right, and let's put it as an actual goal. So we wrote a couple things we're gonna win this tournament, we're gonna win that and we're gonna beat this kid. A hit list. He had lost to that kid 20 times prior. Hmm, we wrote it down. It became a goal. Beat the shit out of the kid.
Speaker 2:Nice.
Speaker 1:I don't know what it is about writing stuff down. I don't know what it is about just having a goal, but it is, you know, I'm not, you know, you know, kind of like. I'm not mr. You know what do you call it? A spiritual or or or religious or anything? I'm not, I'm not, you know, I'm not that, but but I definitely do. I definitely do think that the brain, the power of the mind, is just magical. It's not Sort of it's Magical, it's magical and what you're able to do, and there's nothing more magical than actually sitting down and writing down your stuff. There's nothing more magical than visualizing your stuff. There's been athletes that that, uh, that, um, it was a. What sport is it? It's one of those weird ass sports, but but the guy decided to train only mentally for the olympics. Hmm, I gotta, I gotta bring that up on another podcast. But it was, um, it's either that, what's that weird one that you?
Speaker 2:oh the um it's.
Speaker 1:It's one.
Speaker 1:Oh my god, it's one of those ancillary weird ass. I know exactly Olympic sports. That shouldn't even be one, but it's one. And the guy was that curling, yeah, curly. That it wasn't curling, but it was something as weird as as curling, even though curling might be the weirdest one. But um, have you seen curling before? It involves a push broom. It's a broom and there's a thing, but you don't hit the thing, you hit around the thing so that the Thing moves. It's it. I have not. I would love to study how it even became a sport. It would be pretty interesting to find out.
Speaker 2:There was alcohol involved for sure, and too much time.
Speaker 1:LSD and all kinds of stuff. Wherever came up with that?
Speaker 2:it was canada, I think, but About, um, that explains it.
Speaker 1:So, so the um, the uh, you know, um. Well, as I said, oh so this guy, this guy ended up just training. It was an experiment that he put him, so he wrote a book on it. Just eight hours of mental training, mental training. Have you ever, guys, ever had a thought? And that's just the thought, it's your heart rate going and it just puts you in a bad place? Just a thought like oh shit, I forgot about that.
Speaker 2:Yeah, that's the worst, or or that.
Speaker 1:You know. So the same thing happens when you visualize, seeing goals, visualizing your goals. It puts you there, it could put you there enough. That is just like putting you there. So they've analyzed the brain, they've, they've done these scans on the brain and everything like that. And mental training is like it's almost 90 percent. Your the brain activity is almost 90 percent when you're doing it mentally, then when you're doing it physically. So the problem is with real sports I don't know that, just called the other one a fake sport but with real sports is that you also have to have physical.
Speaker 1:Yeah, you know you have muscles and muscle memory, yeah, and, and, and condition and everything like that. But but yeah, guys, writing goals is really everything. If you're able to sit down and and write down your goals, your short term and your long term goals, it's gonna make an immediate difference in absolutely in your career.
Speaker 2:Absolutely All right. Not using social media, All right.
Speaker 1:Um.
Speaker 2:Or delegating it to someone else.
Speaker 1:If you can listen the fact that I am here right now doing a podcast. Guys, if you guys, if you think that I woke up in the morning one day and I'm like, wow, this is going to be the best thing in the world, no, I had to work my way into doing this. Right, it's not natural Sending videos out. I was. I made a joke yesterday to my, to my team here, that I'm like no dude, I, I communicate through through YouTube. Now, you know, I had yesterday, I had to send a two minute message to, to my internal real estate team, and and I and I and I was like I, I realized next time I go hey, can you just turn this shit into a YouTube video real quick so I can send it out? And and instead of just doing like what I usually do record myself and send it out so they could, so I could get the message out, we turned it into a YouTube thing. We sent it out and it was good.
Speaker 1:So what I'm trying to say is that social media it's not, excuse me, it's not completely. It's not comfortable at the beginning and it's kind of weird and it's, you know, unless you're one of these people that love to take selfies and stuff like that's different but it's not natural. But using social media is, is is super important. Getting yourself out there, getting your message out there, getting the videos doing, doing that, doing all that uncomfortable stuff it's going to make, it's going to make a difference. I mean kind of like you're, you're a I hate to call you one of the old schoolers that I am.
Speaker 2:I am kind of resistant, but I mean, you're getting it, though I I feel that the the proselytizing of of Mr Ariel over here is his extensive guidance. I would definitely say that I took the short bus to social media school. Yeah, I was the kid in the back that they had the helmet on but you got to keep.
Speaker 1:you got an Instagram now I mean you're active. I've seen videos, man. It's just communicating with the masses. It's true.
Speaker 2:What I did was I put I put a task in the CRM to make a video to send to Ariel. Is there a reason? Absolutely, I swear to God. You know you. You, through your car, you go. How are you doing?
Speaker 1:today, man, you said I just, I just thought about you, I'm not, I'm not going to lie.
Speaker 2:You know my 80 tests and when it gets down like the last two or three.
Speaker 1:Do you postpone it a little bit?
Speaker 2:I usually put it to, because normally I don't know what I want to talk about and like I have to like stop and sit there and say, okay, like you know, what do I have for people today? Cause I don't, I can't do what a lot of people do, which is just to say something For me. I have to feel like I'm saying something worthwhile. Otherwise, I don't want to waste people's time.
Speaker 1:No, and your brain works a little bit different.
Speaker 1:Like just you guys don't. You guys don't see the the behind the scenes stuff here and everything. But it's usually a kind of like so what are we going to talk about today? I'm like I don't know, man, we'll figure it out. I don't know. Like the day before is like what are we going to talk about tomorrow? I'm like I don't know, we'll figure it out when we get there and stuff that so. But kind of like, brain works a little bit different. He wants to have shit written down and and organize and everything. So it's a lot harder for him to just show up and do a video, cause he's like he wants it programmed and everything like that. But they look, thanks to him, we've gone through how many topics today. Oh, we're actually. I surprised you. I wrote some shit down this time.
Speaker 2:We got like we only got four left. I think, oh, look at that Four or four.
Speaker 1:So we, we, but yeah, the point is listen, um, look, you know I've done three hours of of of podcasts pretty much today, and, and, and it. You know, like everything else, you get over it and it becomes a little bit less uncomfortable. And you know, do I postpone videos anymore? No, I really don't. I'm not thinking about it right now, I don't. I've worked my way into it, specifically in the last month and fuck it, let's do the video, just like knocking on the door or making a, I'm making a cold call.
Speaker 2:You know it is what it is. You've grown, and that's important in the business. It's important to grow, and I mean I, I, I can say a hundred percent. I've been resistant to this for a long time, but you know it's important to grow and to not resist change.
Speaker 1:You've done this just as much as hours I've just taken about. You've done it just as many hours as I have this month.
Speaker 2:Absolutely yeah.
Speaker 1:It fears over.
Speaker 2:but and so I mean it's one of the things I always respect about my dad. My dad was always ready to look for the new innovation and see what then. I mean I even I was 51. He was 50 when I was born. So he was, he was not a spring chicken when I came around and I mean you know, he saw that when the internet came out like he was buying all those stuff, he saw it, he knew it was going to be a thing and like he was always. But the man had a bunch of patents to his name. I mean he had oh yeah.
Speaker 2:Interesting guy. So I mean, I always respected that, and yet I find myself naturally being resistant to some things, and I know I need to not. So you know, if I could get you to learn Spanish, man, it would be. I'd be dangerous. Tell you what, man.
Speaker 1:And, and, but then again, if I learned it from you, I fear no, no, no, no, I did not recommend that at all, buddy, I'd buy you, learn all the bad words first, you know.
Speaker 2:I don't know what's going on.
Speaker 1:Hey, Suze, I told the girl just when you said to tell her, and she keeps slapping me it keeps happening.
Speaker 2:What's going on?
Speaker 1:You could probably learn. You could probably learn Spanish, and.
Speaker 2:Oh no, I don't, really don't think I'm gifted in that department.
Speaker 1:Three months man, three months three months.
Speaker 2:I don't know We'll have to that'll be on the next on the next.
Speaker 1:And all your girl and your girlfriends are usually Spanish speakers.
Speaker 2:Recently that's been a new trend for me, so it's interesting Been trending in that direction.
Speaker 1:That's another social media word, right there.
Speaker 2:There we go, all right. So here's another one for you, ignoring important dates in the contract. This is when you brought up yeah.
Speaker 1:Um, and let me tell you what the reason why. It's very technical and it's almost like for a contract class or a contract podcast, but I do see a lot of people, um, make severe mistakes on on contracts. That gets them out of the business, right? It's like, uh, if you lose a client's deposit, client loses 20 grand because of your fuckup. Hmm, that's not good for your real estate career, it's not good for your, your self-esteem, it's not good for your confidence, it's not good for your, your, your, your, anything. So it's not good. It's not good.
Speaker 1:So look at my office and I'm not here to to, to to, you know, say that our office is the best, or anything like that. That's not the point of the podcast. I would love to and, and, and I think it's the truth, but it's not the point. Like you know, I have to consciously tell myself things are separate. So, you know, podcasts is one thing, my company is is another thing. So, but in our office we put like three or four different safeguards to avoid people from making those mistakes. You know there's checks and balances so that new realtors can't make those mistakes. To avoid that, to avoid a losing a client's deposits. Well, you know, I'm I'm proud to say I've never had any. You know, um, you know complaints on frack, or, or, or you know the real estate commission or anything like that. It's because we have these checks and balances. But if, if you don't have those checks and balances and if you are a one of those people that are in those hundred percent companies, that which I have no problem with, unless you know, if you have experience, but if you're brand new, you are in the wrong place and you're going to make a mistake and you're going to lose somebody's deposit, um and uh, it's, it's a, it's a big problem.
Speaker 1:A hundred percent companies are a big problem. In our, in our business, and and and, and. You know, I always tell people look, when people come in here and they start talking about a hundred percent companies, when I'm recruiting and I'm interviewing, I'm like listen, just do me a favor, don't come to my company. I don't, I don't want you here, and I and I'm saying that because I don't I want you to to understand that what I'm about to tell you is is from my heart, go anywhere, but a hundred percent company, because you're not going to.
Speaker 1:I am a purist. I am going to be in this business for for, for probably another 20 years. Who knows? I will say I'm going to retire and I'm going to sell the company. Who knows? You know, the reality is I probably won't. Um, but you know, if, if, if, if you don't have somebody there, it's helping you out, and if you don't have somebody there, that is, uh, that is walking you through these contracts. You're going to make serious mistakes that are going to get you in serious trouble and there's going to be serious repercussions.
Speaker 1:So go to a company that's going to help you out and get you out of the industry.
Speaker 1:I mean it's going to get you out of the industry If you're losing those deposits. So you got to learn your contracts. You got to learn them in and out, and if you're not in a company, that's there to help you out. Guys, here's another thing, and we should call this a thing you don't know what you don't know, that's right. You, I'm going to say it again. You sound uh, yeah, give me a fucking, give me those. You don't know what you don't know. There's a book, donald Rumsfeld. Uh, you don't know what you don't know, right. You think you know real estate. You think you've come to a couple of classes.
Speaker 1:But, guys, I'm in, I'm in this business 20 years. All right, I said a million times and I'm still learning every single day. That's not a cliche, that's for real. I'm learning every single day. The fact that you've been in this for a year and you think you know your shit is it's ridiculous, it's insulting, it's, it's asinine, it's ignorant, it's 100%, it's. It's everything this business is is it's. There's so many different variations to it that it's scary. The things that get. There's so many things that could go wrong. There's so many moving parts that it's just overwhelming sometimes. So, learning the contract, having somebody there to back you up, whether it's it's it's. If you're not getting that in your company, you got to go somewhere else and it's not.
Speaker 2:Isn't that the next one? It's. It's a couple couple of way work. We're close.
Speaker 1:Right, so, and and I'm going to skip to it If you don't mind, you know. The other one is you know, make sure you pick the right company. So it's kind of going hand in hand.
Speaker 2:Well, I'm going to say let me put one out there, because this is one of my father. My father used to say the same thing, which is it's not what you know that gets you in trouble, it's what you know. That isn't so, yeah, and so agents and what you don't know, what you don't know, at least you know that you don't know it. Maybe, maybe, but it's when you know something like you know it's this way and it turns out it's not that way. That's where you really put the foot squarely in mouth and you know there's there's no recovery from that. And so, no, I think that and I can say from from my standpoint, having worked at other companies and and and working with with you guys here, the amount of structure was actually surprising to me, because I came from someplace that was very much a sandbox.
Speaker 1:You know, you do what you do and you know if there's a problem, we're not going to say the name of the company, but it's, it's, it's again, it doesn't really matter what franchise you are and it doesn't really matter. I mean, you know there's big franchises out there that have a lot of infrastructure nationally but they don't have that one-on-one infrastructure that's really going to walk you through, and especially new, like in your case. It doesn't really matter. You're you got your own stuff already and it doesn't really but the. If you're a brand new realtor, you need people walking you through stuff. You need it. You absolutely need it.
Speaker 1:If you think you don't, you're insane. Believe me, you're fucking nuts. There's so many things that could go wrong in this thing that it's crazy. It's like looking at a car and and and and, thinking you're like an engineer that anything goes wrong with a car you get, you're able to fix it. No, you can't. You can't fix breaks, you can't fix hoses, you can't. I mean it's. It's that complex of a business but if you have somebody walking you through it you're going to be okay. But if you don't, you're going to make huge mistakes, like, like, making mistakes on the contracts. You're going to lose people's deposits and and and and you're going to have attorneys involved and you're going to have a big issue. So again, I'm covering two and one.
Speaker 2:But I picked the right company, man. I think what you're saying is cause I know that you don't want to scare people out of the business. I think the place to come from is you need to have a healthy respect for the business in the city and pick the right.
Speaker 1:You know I'm scaring them out of the wrong company. I don't know, absolutely no, that's the place that I'm going to. I want to scare them.
Speaker 2:I will scare them, but not so scared that they they think this is beyond them. This is not beyond anyone to do. It's having a healthy enough respect for the business to understand that it's. It is complex. You're dealing with large sums of money. For a lot of people, it is the largest transaction they will ever do in their entire lives, and so there's an amount of responsibility there and having the people there to back you up to make sure that, hey, you don't make a silly mistake, that you don't miss a timeline in there, that, hey, you know we had a second deposit on this thing and the deposit didn't go in Right, your deal's dead now.
Speaker 1:But there's a direct correlation from the people that I know or have success in this business. And again, I see who it does and who doesn't. Right, and and and and I and there's trends to it, and there's, and there's, and there's. You know, there's, there's, there's a rhythm to it. Right, the ones that have been with me for five years or more and they're still calling me saying, hey, what do you think about this? Those are the ones that make it Sure, hey, hey, look, I just got this counteroffer. This is what do you think about that?
Speaker 2:Yeah.
Speaker 1:The ones that have been in this for six months and they just are out there cowboy style. Those are the ones that get into trouble, so gotta be careful with that. Yeah, healthy.
Speaker 2:Like it's like. It's like like a gun, it's like working with a lion. You know you never really safe, ever, you know, and so having that healthy, line. King, by the way, I've seen the movie.
Speaker 1:No, not lying King. What's it called Tiger King? Oh that thing.
Speaker 2:Yes, I've seen it. Yeah, man, I think it's a phenomenon we don't that's.
Speaker 1:It is weird, can't get into it, but it's very. Whoever hasn't watched it? Go today Set aside, everybody's watched it, I think everybody's watched it, man, but wow, have you seen it?
Speaker 2:Yeah, I was driving someplace and the guy had on the back when when she left his car like a honk. If what's her name? Carol basket.
Speaker 1:Oh, that's crazy.
Speaker 2:I was like I was open, I don't know where I was, like I'm Jacksonville, so all right Um discounting commissions, oh wow.
Speaker 1:Well, yeah, discounting commissions, um is, is another reason people leave the business. It's another huge mistake. It's kind of both Um, you're discounting yourself, you're just discounting yourself, and you know I get a lot of cases so, as remember, I'm. It's kind of weird because I'm looking at it in my perspective, but I think the best example to give you guys is is looking at it from my perspective. So I get realtors that'll say, hey, jesus, you know, I had to, I had to give half of my commission. You know, are you okay with that? As a broker, I got, I got to, okay it. I'm like, no, I'm not okay with it.
Speaker 1:The fact that you're giving away half your commission only says that you're not prepared. And I'm telling you right now, the same people that I get that from are the ones that don't come to classes, right? So every once in a while I get it from a veteran and and and and we'll walk and they'll call me and go hey, what's? You know they'll keep me in the loop on it and then you know we'll make the decision together, type of stuff, and then I'm okay with it. But I get the ones that'll call me and be like hey, you know, I just, you know, I give half, I get. I'm giving half the commission. No, give away half your money if you want. You're not giving away half my money.
Speaker 1:And what happens is and the reason why I do it that hard, to get it hard core, is because, man, I give how many hours? How many hours are negotiation class here? Negotiations for hours, right, and our and our objections class for hours, right. So it's, it's and it's all the other classes I mean you go through here and I'm assuming, in the same, in the companies you're at, or or you prepare yourself with, through hundreds of hours of preparation so that when they tell you that you know exactly what to say, how to say it and how to combat that and and no, you don't negotiate your commission for family, for friends, for anybody, you just don't. It doesn't happen. But it doesn't happen because you got to prepare yourself for it not to happen.
Speaker 1:Absolutely and and and that and that's, and that's really so what happens is, if you're not prepared, if you're not getting the training, if you're in, you know again, I'm I'm shitting a little bit on these hundred percent companies, but if you started in the business and you're one of these hundred percent companies. But you're, you're a hundred percent, but you're always giving away your commissions. Guess what? You're not a hundred percent anymore, absolutely. You know what I mean. So it's one of those things that yeah, um, you got to prepare yourself, you got to negotiate, you got to practice, you got to ask the right questions, you got to go through the right training. Guys, I can't tell you the last time, can't tell you the last time I've given a, I've given away commission.
Speaker 1:It just doesn't happen. It just doesn't happen. If you're prepared enough, if you're trained enough, if you've educated yourself enough, you will never, ever have to give away your commission. And if you do it, you're doing it for a friend, because you feel like it, and that's fine. But that's in a position of power, not a position of of somebody bullying you into giving half your commission, or or, or or whatever. So you know, and people will ask I don't know if it's. I mean, in Miami, everybody asks you know. So I don't know if, in whatever city you're at, it's not that way. But but yeah.
Speaker 2:All right. Actually, this is kind of a big one that we have near the end and I kind of think we touched on a little bit, but ignoring sphere of influence.
Speaker 1:Yeah, um what you actually one of your classes that you gave um said that what?
Speaker 2:43% of the buyer's agent, buyer's agent bootcamp? Yeah, no, it's over 40. It's close to close to 50% of all business comes either from your direct sphere of influence or being referred from somebody else that knows you All right.
Speaker 1:And it was in the first year. So let's make sure we understand this in your first year in the business, in your first year in the business, if you go after, if you um, I don't want to use a word attack, but if you uh, I don't know, focus on your circle of influence. That means everybody, you know everybody in your context. Go to your phone. You have an iPhone, you have Samsung. You're lost like, just like you're lost in life, you, you.
Speaker 1:If you go on your iPhone and you scroll all the way down into your context, all the way down into your context, it'll say a number. It literally says how many contacts you have. Yep, it'll say a thousand 500. It'll be. You know, I think I have like a thousand 300 or something like that. So every what a circle of influence. I mean everybody on there. You call every single person on there. You're everybody on your Facebook. Why the hell you have Facebook Just to have friends and talk shit? No, they're your Facebook friends. So let them know that you're in real estate. You're. You're Instagram friends, you're friends from high school, you're from everybody. They need to know you're in real estate. The way to do it is to is to how many do you get?
Speaker 2:I don't want to my my phone's on tilt. It says I have one contact. I scrolled down for like 10 days. That's obviously wrong.
Speaker 1:So, uh, the um, so you know everybody, whatever listing you have, whatever listing your company has. So here, what I do is I tell the agents hey, whatever listing we have in the office, go ahead and put it on your social media, letting them know and you know, making and giving it the appearance that it's your listing. You're not lying, you're saying hey, it's an office listing, I'm putting it on there, just sold, just closed, just this. And you start getting your circle of influence involved in your transactions. You know you don't want to call them and say, hey Kringer, hey Gress, guess what? I got my license yesterday. Yeah, that's.
Speaker 1:I haven't done anything, yeah you do it a little bit more casual, more, more, more carefully than that, and you start, you know, sending them information and say, hey, by the way, you know, here I just got this listing and, and what do you think? And everything like that. So so yeah, your circle of influence, again huge numbers. It is more. In your first year it is going to be. I think the exact number was 43%, if I remember correctly Cadillac, it sounds about right it sounds about right.
Speaker 1:I don't know, I stuck in my head for for some reason. So if imagine it is 43%, okay, that means that 43% of realtors, of, of, of, in realtors that have been in the business in the first year, 43% of their transactions are from circle of influence. So that's it. And, and I, and I also remember that internet and internet marketing was 6%, Yep. So I remember those two numbers from your class as wow. I was like what the heck?
Speaker 2:That's where we need to focus.
Speaker 1:Yeah, you got to be kidding me. So the easiest, the lowest lying fruit. Back to the fruit right, the fruit example I'm always giving. Lowest lying fruit is your. Circle of influence is your circle of influence and you're going to either eat it right away or you're going to put it right back in that farm and it's going to continue to grow. And those people, they know you, they feel a lot more comfortable. So so, yeah, yeah.
Speaker 2:They feel like you're going to do, you're going to do right with right for them.
Speaker 1:Yeah.
Speaker 2:Um, the last one is actually the one we just talked about, but I'll just take and I'll throw a little bouquet out there. When you talk about education and being in an office that that supports you One of the things that struck me because I met you at a CCIM class. I didn't know your office or anything like that when I came. You actually had me come put some classes on for you and I looked at your education calendar and there was something on there. Every single day, every single day, there was something that you were. Whether it's mortgages or whatever it was, there was something on there.
Speaker 1:Literally, we, we try to have classes every single day and again, and listen, I and I and I appreciate the, the, the, the, the compliments you know, and if, if you're not in the area, um, you got to look for a company similar to that that actually cares that you have a class every single day on some subject matter of particular, and the reason why you're coming here for these classes, because your classes are cool as hell and and and it's known, and it's, it's it's information that people need to know. So that's why you're coming in and teaching these classes. It's, it's it's useful information, and and we want to give it to them.
Speaker 2:And then that's that's. That's an important part of it. I mean, I I know that I've I've been places where I've been given stuff, given classes, and you sit there and it's just like, please kill me now, when is this going to be over? And so you know, there definitely is a focus on the real, and I mean, I think you even get that from from these podcasts in general, there's a focus on like, let's cut through all the noise and get to the real nitty gritty. This is what to do and this is why to do it. This is what this matters, you know.
Speaker 2:And so, um, I think that's very important in, in, in, in education and even in your consultations. Hey, look, this is what you do and this is why you should do it. You know, not just take and tell people, hey, do this, hey, this is what you do and this is why you need to do it. And so you know, taking that holistic approach, to take and and treat people like adults and say, hey, this is your business. And they say you go. I think it's a good thing and, and you know, providing the support, the back office people, it's it's been, it's been a revelation compared to some of the other things that I've said.
Speaker 1:And guys, not not for nothing, but, um, this whole new podcast thing podcasting, I haven't you know, it's new to us. Um, I tell you what this is the best podcast that we've given as far as useful information. This is literally and we put it together pretty quickly and it's funny. That's what experience does. We could put some shit together as I'm going through it. I mean it's literally a roadmap, like if, for real, for real, if you just follow these, print them out, go one by one, um, it's going to make a difference. Just follow these rules. These are not rules that I created they're. They're just rules that just come along with this business. If you follow this, you're going to kick ass seriously, like take it as serious as you possibly can, Kind of like you're the man, bro, thank you.
Speaker 2:Thanks again, brother, I really appreciate it.
Speaker 1:No, yeah, baby, the laugh on it. There's a laugh on it. There we go, there we go. Oh man, I'm like three years old, makes me happy, makes me happy.
