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
Mastering Professionalism and Communication in Real Estate: Industry Pet Peeves and Solutions | RETalkPodcast | Episode 13
Ever catch yourself stewing over the small things? We've all been there, especially when it comes to industry pet peeves. From missing contact details in real estate offers to unprofessional email signatures and incorrect contract details, we outline how such oversights ruffle our feathers - and hinder smooth business transactions. But it doesn't stop there. Let's chat about the Texas licensing exam and its stark contrast to the actual skills needed to thrive in real estate. Not to mention the importance of social skills, punctuality, and client care in this intricate field.
Meanwhile, communication—or rather, the lack of it—continues to be a challenge in the real estate industry. You'd be surprised how the smallest misunderstandings can lead to a snowball effect of negativity and mistrust. We discuss the implications of agents not taking their customer's trust seriously and the miscommunication that often arises from ignored instructions. How can we manage late-night client calls? How do we ensure we're tuned into our customers' needs? We've got some handy tips to share.
As we delve deeper, we explore the pillars of professionalism, respect, and time management in real estate. Our personal experiences with tardiness, the effects of poor time management on client relationships, and the power of data are all up for discussion. They say respect for others is a reflection of self-respect. Could this be the secret to success in real estate? And as we wrap up our lively chat, we emphasize the importance of hard work, responsibility, and community support in growing our podcast. Pull up a chair, you're in for a treat.
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.
This is Jesus Catanyong, mr Josh Cadillac over there for a episode. I don't even know. Guys, I'm so fucking tired right now I don't even know where. I would say it's either. There's just one right now. Yeah, we might be 13 or 14 now, so you'll see when. When it says the number in the bottom bottom yeah, today we're going to do something kind of cool.
Speaker 1:It lets me vent on the fact that I slept like two hours last night. So I'm in one of those moods and Cadillac shows up with with an idea. Not only are we wearing the same shirt today, but which is pretty interesting the same exact shirt. But you have an idea on pet peeves. So just to get me riled up even more, because actually the reason I didn't sleep last night is because I got really pissed off at.
Speaker 1:It was a combination of an email and a text message and a phone call that I said I didn't want to take and end up having to take it. So I was so damn pissed off that I couldn't sleep. So it's one of those things where you know when you're like you upset yourself that much right before you go to sleep. That's why you got to. I got to learn how to not take phone calls after a certain time, and I always tell myself that, but it's kind of like it just messes you up. Man, you know you get that pissed off, that emotional, before you go to sleep. It's, it's one of those things that, yeah, it's not good for you. So in in honor of that, of not being able to sleep because I was pissed off Kind of like, shows up with a list of of things that piss you off about realtors.
Speaker 2:Yep, no, it was originally going to be called pet peeves, but I think we said on things that pissed me off in real estate that pissed me off in real estate.
Speaker 1:I just don't think here in Miami people know what peeves is. Pet peeves is, believe it or not, I don't know. Miami is one of those weird places. You know what a pet peeves, yeah, yeah. So I just don't. I don't know, since I have to live my life in like an English and speaking these both languages and these two different cultures, because, even so, I'm Cuban, right, born in Cuba, but I came when I was real little, so I'm way more Americanized than the Cuban that, you know maybe, has been here 10 years, 15 years. That guy speaks perfect English but might not know what pet peeves is. Yeah, right, so I live in that world. So to me, yeah, I don't know, don't want the rich we should.
Speaker 1:So, yeah, what do you? Got?
Speaker 2:kind of like let's piss me off a little bit here, bud, all right, you ever get one, get an offer in or something like that, and you want to call the other agent up to take and go over with them so you can present the offer well, or whatever, and in their email there is no phone number. There is no, just sent from an iPhone, sent from an iPhone and maybe Bill Right, you know like there's no phone number in there, there's no contact information. Yeah, you have the opportunity to take and make an impression on somebody, and what you basically said is you better be, you better hope. I check my emails regularly because that's the only way you're getting in contact with me.
Speaker 1:Yeah, yeah. Well, man, that one there, that one goes that has a lot of like branches to there's a lot of branches in that tree.
Speaker 1:You know what I mean. Look, when you submit an offer. So, first and foremost, that that would piss me off a lot more if it was a, I guess, a seller's, buyers market, right? So if I'm there just hanging out, I haven't gotten an offer, and in three months finally I get one offer and it's from Bill, with no contact information, and I email Bill and Bill doesn't answer the phone. That's when I started getting pissed off, right. But if I'm going to, I'm going to seller's market and I got like 10 offers. I'm going to enjoy Bill not having any contact information.
Speaker 2:Hey, we're going to accept your offer, bud, yeah, too bad, couldn't get you.
Speaker 1:Yeah, yeah, I'm going to say just like that, but what, what I do? See again the reason why I talk about these other branches. It's like when you get these offers, you're looking for an offer. It's one of these markets where like, all right, and then you get an offer in minutes. All messed up, you got the contracts are filled out incorrectly, there's no contact information. You reply back to the email. The guy doesn't get back to you. There's no information.
Speaker 1:First of all, there should not only be your contact information, but if you're submitting an offer, there should be the contact information for the, for the, the realtor, obviously, title company, mortgage broker. Everybody should be copied in that email. If you're not doing that, then you're pissing me off. You know what I mean. Like yours is an extreme, which happens a lot, but I mean any of those ingredients for me are not there. I'm like, yeah, you're just being a professional man. Now I got to go hunt down. Yeah, I got to go hunt you down. I got to go hunt down the mortgage broker. I got to go hunt down the title company.
Speaker 2:It's worse than that, honestly, because I give you this one, because it genuinely is one of mine, because a lot of times what will happen is I'll get an email from them, then I'll have a professional email signature and then all the other emails I get from them. Now we're working a deal together and there's no additional contact information in there.
Speaker 1:What makes it even funnier is if somebody has seen your email signature. Oh, so Cadillac's email signature is. So Cadillac has gotten every single real estate designation Interesting. That that's. It's yours is the most complete, possibly the most complete email signature on the fucking planet. Period. And the story you know, cadillac's one of those guys so we were talking about he was. He was, he was in some city, he has a property and and he was telling me I was doing some work there with my guys because he has a construction company which he became a contractor which, by the way, that test is not easy. So then he drove over there in a car that, since he likes these cars so much, he became an actual certified mechanic, right. And then you're fixing a house that had an electrical issue, which you just be, you just finish your test to become an actual electrician, right.
Speaker 2:Yeah.
Speaker 1:So he's one of those. Guys are like you know, I'm surprised I haven't become a pilot man.
Speaker 2:I did it actually once I did the, took one out, took a flight and just especially as much as you travel like around here close by jumping your plane, fly over there.
Speaker 1:You'll probably get your pilot's license pretty damn quick. It's something that's. It's on the list. Yeah, I'm surprised it's not like top of the list you know what I mean.
Speaker 2:It's there. It's on the list. It's on the list so far down the list, is it? It's not that far from the top. Yeah, it's getting up there.
Speaker 1:Next couple years, man, yeah, yeah.
Speaker 2:I would imagine so Sure Interesting.
Speaker 1:Absolutely.
Speaker 2:But anyway, let me, let me let me kind of circle back to this. Just because it's, I have two signatures with all of my stuff. I have the initial signature, which is the one you're talking about. It has all of my designations and all this stuff. It's got contact information for me, my office, everything that an agent would need to know, and that's kind of the you have your social media stuff in there now.
Speaker 2:Yeah, I know it's the have the links on there and all that stuff. I don't use that one except on an initial email. On my initial email, I want you to know hey, this person that you're dealing with is something that's been around the block, you know. So you can rest assured that I got this. I'm not going to hold up my end of the bargain After that. My email signature is pretty simple. It's just me. How do you? How do you change from one to the other? Because it's one of the settings and outlook, and also when you're not know this.
Speaker 1:You could, you could.
Speaker 2:You could make the first contact one signature and the other one the Absolutely so your replies and all of that are on a separate signature, and the reason why you do that is because you don't want to have your somebody to have to scroll down 10 pages to take and find your last communication Right. So I have like a little two line one, but what's always in there is my phone number, because at the end of the day, sometimes an email is not going to communicate what the nuance of what we need to do to get this deal done. I'm a listing agent. I'm working on my seller site. If I want to call you on the buyer side, you want to talk to me because I definitely have the property, you have what you hope is a buyer, but I definitely have the real estate in hand.
Speaker 2:Yeah, and so you know. Look, I want to talk to you, I'm trying to get your deal done. I'm trying to get your customer house. Yeah, help me out, help me get a hold of you. And when it's not there and I mean honestly agents that have been in the business a long time and I still have this problem where I have to go through we'll have 40 emails and there's one email where they don't even have it in their signature. They put it in the body of their email, their phone number. Yeah, I have to go track that down. It takes me 10 minutes that I lose, 15 minutes that I lose that I could should be doing something else.
Speaker 1:Yeah, and I could tell you, as a listing agent and you know, you know, my thing has always been projects, you know selling, you know large bolts of real estate and everything like that yeah, I've tried to contact real estate and I can't and I move on. You know what I mean. So, and I could tell you how many times I've heard hey, man, you know, jesus, I'm doing business with you and you got this big deal here because you know you're easy to, you're always going to answer the phone and you're always going to be available and you're going to answer the phone no matter what. Yeah, contact information guys. You know, I tell my realtors, brand new realtors. I tell them, hey, listen, you know what your biggest obstacle is going to be. It's going to be other realtors always.
Speaker 1:I was just talking about Texas because you know I did a lot of business in Texas and you know one of the good things about Texas and the reason why it's such a solid market over there is because, man, to get your real estate license over there, you really got to try. Yeah, they put you through the ringer, you got to go through a real course. I think that weak, you know shit that even I could pass. You know it's a real one, man, it's a real, real, real test. And you know, listen, it's hard for me to say this right now, but I think they should make the real estate test harder. I think they should. You know it would suck because I would get less agents and everything like that, but I think the quality, I think in real estate we're experiencing a quality issue, man.
Speaker 1:But that's been going on for a long time it is man and I think I think you know, accepting anybody and everybody. You know I wouldn't, I wouldn't, I wouldn't suggest an intelligence test. I'm sure that's politically incorrect at some point or something like that, but it has to be something done with the quality of realtors that are coming into this business.
Speaker 2:I love a good tangent and so I think this is a really good tangent to go on, because I would agree with that to some extent. But really, what you're testing for, then, is somebody's intelligence, almost like your ability to pass the test, because you and I both know I don't think there was one question on that test that has actually been helpful in my real estate business. So you're saying the restructuring of the test is really what you were doing. I would think either restructuring or you know, like I mean, what was the part of the driving exam that probably was the most relevant? It's when the guy was sitting in the car with you driving around looking at real estate.
Speaker 2:So I'm not looking at real estate, looking at seeing you drive the car. That that makes the most sense, it's the most relevant. I don't know how to make the real estate test relevant. I haven't really thought about it, but realistically, what there needs to be is a more relevant testing skills, because what you could see is you know probably a lot of people that are good at the business that maybe struggle with the test. Yeah Right, but they have the social skills, the social awareness, so the test doesn't really tell you.
Speaker 1:It's a hard situation to fix. Yeah, I got a lot of realtors here that, yeah, you know I don't know how they passed the test right Because they're not really good at you know, at trouble shooting and everything like that, but they're really good realtors. Man, what makes a good realtor? You really take care of your client. You can't take care of your client and if you don't really know the stuff, but since you have a good office that kind of walks you through things anyway and makes sure that you know things are being done right, then then yeah, you're good, you know. So it's. Yeah, it's probably a problem that will never be fixed, you know.
Speaker 2:And it's kind of a catch-all industry to some extent, real estate, in the sense that you know, like you didn't make it here, you didn't make it here, Well, here's a place where you don't have to dig ditches, you can dress kind of nice and go to work and hey, it only takes a week to get your license, yeah. And so that's kind of what the position it's fallen to, I think in Florida to some extent.
Speaker 1:Yeah.
Speaker 2:You know you try this, and I think it was Zig Ziglar actually said I don't remember, maybe I'm getting this wrong, but it was somebody who, old Ziggy, old Ziggy you got to love the Zig factor he said that everybody should do sales at some point in their life. It's a very, very good set of skills because, realistically, it's the art of persuasion and persuading people. Well and again ties back to this. Your phone number's not in there. You're not persuading me to want to work with you, and I think it really ties in with the one you kind of hit on. We hit on it pretty hard the other day, but I think it's worth hitting on again because it's such a problem. Yeah, is not answering the phones.
Speaker 1:Yeah, you know what, before I forget, I have one, that man, it's been real prominent in my mind lately because I'm seeing a lot more of it. Okay, and it goes back to the quality of the realtor. I'm about to go into another arbitration, mediation, arbitration, whatever I forgot the order but realtors. So my realtor puts in, and again, this is the second time I'm having to do this in the last several months Okay, my realtor puts in an offer, gets accepted, um, somewhere down the line, the buyer and the listing agent speak. They cancel. Buyer cancels the deal, goes directly to the seller, execute a contract and they screw my agent out of the deal. Right, recurring costs. Oh, yeah, I just won one. And uh, now you got.
Speaker 1:The thing is that it sucks. Is you got to wait for it to close? You know like I am just dying to call this guy. You know what I mean. But the association tells you just got to let it close, there's nothing you can do. But yeah, as soon as I, as soon as I close, I am going to tell the guy this is what you did, this is what I'm going to do, this is how I'm going to win. Okay, and this is what you're going to pay me. Okay, do you want to do it the nice way or do you don't? And 99.9% of the time they don't want to do it the nice way. They think that you're kidding. Yep, they find out really shortly that I'm not kidding and then they end up having to pay me the whole commission because it is wrong, Per curing costs all day, every day. It's wrong. You don't steal deals from other realtors. And I try to talk to people and I go guys, all we have and I've been to these mediations and arbitration with the board of realtors and this and that and and I tell them look, you know, um, I'm a lot, I'm a lifer in this business. It's all I've ever done and this is all I'm ever going to do. All we have, okay. So attorneys have the bar right. We have the national association of realtors, the local board, the, the, the Florida association of realtors. We have a code of ethics. That's what we have, okay.
Speaker 1:So a lot of people kind of confuse my, my aggressiveness sometimes I'm a pretty aggressive guy. You know I fly, uh, you know I shoot from the hip type of guy and everything like that. But man, I'm as ethical as they come Right, I don't. I don't break those ethical rules. Um, even in a place like Miami, where it's almost like you got a gray area stuff a little bit just to survive I was giving the example talk about not answering the phone, right?
Speaker 1:So I get one of my realtors calls me and says I have a buyer interested in such and such property. Okay, I can't get in contact with the realtor. I'm calling the realtor, I'm calling the broker's office, I'm sending emails, I'm sending text messages. The listing agent will not answer my phone. My buyer is asking me every day. He's telling me he wants his property, he wants his property, he wants his property. So here's the fucked up thing about Miami, right? So now I have to kind of act unethically in order to come back. That unethical because, at the end of the day, the way I look at it is the way I answer the questions. Like you know, I know people that are very religious. What would Jesus do? Yeah, right.
Speaker 1:Like what would Jesus do? So I always say, all right, well, what's good for the client? Of course, that's, that's the rule. I don't even have to call the legal hotline. I'm telling you, guys, you want to save yourself a lot of headache and calling legal hotline, calling attorneys, what's good for the client? Okay. So is this realtor affecting the client by not answering the phone? This kind wants that house. This house is right next to the school, right next to his mother-in-law or far away from his mother-in-law. It's close to work. It'll make his life better. We were just talking about the pursuit of happiness, the constitutional right. It is his constitutional right and the pursuit of happiness to get this house.
Speaker 1:And I got this moron that doesn't answer the phone, period and the story Doesn't answer emails, text messages, nothing like that. So now I have to act unethically to protect my client and I got to tell my, I got to tell my realtor to knock on the door right and and deal directly with the seller. 99.99, you know what 10%, 10 out of 10 times. The seller is like really, are you serious? Either you can't get in contact with them, they'll call the guy, I'll answer, and then you force that offer down their throat. You know what I'm saying. What I'll usually get is the realtor call me pissed off, right, they'll call the realtor, right, I'll tell the realtor as soon as he calls you, because I already know it's coming to him to call me.
Speaker 1:How can you do that? I'm like dude, what do you want me to do, man? What do you want me to do? Well, you're being unethical, I'm being unethical. Why don't we do this? Why don't we go to the board? Why don't we go to freq? Why don't we go wherever the hell you want to go? And let's see who's being unethical. Man. If you're not answering the phone, you, how do you know what my offer is? Maybe my offer is a million dollars over market, over market value, right? And you're costing your, your seller, money, right? How do you know that? And you're not. You just disappear from the plant. Don't answer the phone, don't return phone calls, voicemails, anything. No, dude, you're being unethical. So that's, that's the stuff that pisses me off, man. When these realtors are the crap that's in this business forces you to kind of stoop to their, you got to stoop to their level just to to get things done, and that's what sucks.
Speaker 1:That's the part that pisses me off, because I am again. If you know me, you know you could very easily confuse me for somebody who, kind of you know, cuts corners, break rules. You know, that's that because I, because I was aggressive as I am and again fly off the what are the off the cuffed guy or whatever. But no, man, I'm not. I do things 100% perfect, 100% perfect as far as as the law is concerned. I don't break any of those rules. The most I'll do is like again match one thing with the other because there is no other solution. You try to call the association and tell them that nobody the guy's not answering the phone. What are you going to do? There's no solution for it, right? There's nothing you can do for it. What are you going to do? A complaint, what? How are you going to prove they got an answer to the phone? Like I'll start answering the phone all of a sudden. You know what I mean. So it's one of those things that that really, really pisses me off.
Speaker 1:Not having to stoop to their level Pisses me off.
Speaker 2:And it screws the customers. I mean, at the end of the day, the opinion that people have of realtors in this country, and especially in this state, is not good. Yeah, and it's agents like that that that make it that way. Yeah, and so you know people need to take seriously, especially if there's agents out there that are listening. You'll become a much better agent, I think, when you start taking the real gravity of what you're doing for your customer, the amount of trust that your customer should be able to place in you doing the business. And if you're not taking that seriously, if you're not internalizing that and say, hey, look, I got to perform for them, you know this is a big deal to them, for them, and that that matters. If it was a big deal for me.
Speaker 2:When I go to a doctor for surgery, how do I want the doctor to take it seriously? Not, I want him to make sure that he's been like I don't know, reading his medical journal updates, so he's using the latest techniques, right, yeah, you know I don't want to be, that's just. Oh, it's, I got to go to work and do surgery. Let me, you know, put down the bottle of scotch. You know what I've noticed.
Speaker 1:Um, we could almost call this podcast, you know, lack of communication. I mean because, if you really think about it, everything that has pissed us off so far has been something to do with communication. Oh no, the next one's a little different. Okay, go ahead.
Speaker 2:Next one's a little different the next one actually is me communicating with them and them not paying any attention, and when I'm not reading the listing. I take and I do a listing, I put the listing together.
Speaker 2:I put all the information they need. They take and interrupt my life to take and break my chops about something that is already there. The information is there for them. Um, and I mean, look, if it happened every once in a while, I don't care, it's a new agent, I don't care, I'm happy to take and help. It's when a veteran agent and it's been doing this for a year, two years is calling me up and saying, hey, how do I, uh, how do we access the property? Um, what's the, uh, what's the condition of the of the property, what's, you know, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the things that are. They're asking me questions that have already been explained and I don't. I don't understand it. I mean, it's genuinely disrespectful.
Speaker 1:Yeah, just assume that I have nothing better to do. Well, and it goes back to like our podcast that we did on submitting an offer. You know, the way of the listing agent to communicate with potential realtors that are coming up is through that listing. Through that actual listing form it says don't call me, text me, don't text me, call me. You know that, that type of stuff. Let me rephrase don't answer the phone. Okay, because let's be clear on that, I'm okay with somebody not answering the phone, I'm not okay with somebody not communicating at all. What that means is if I call somebody and they say, hey, so it just tell us text, I'm okay with that. Yeah, hey, you know, send me an email, it's just disappearing.
Speaker 1:A lack of communication. So, right, what, what I, what I, what I, what I don't mind is, yeah, just let's communicate through text, let's communicate through. You know I get a lot here because you know amount of South Americans that we have, for whatever reason, what's that became like the actual text message. So you know it. But you know, lack of communication period, you know what I mean. So, yeah, these listing agents, they communicate with you. Hey, this is the way I want to be communicated with, this is the Dendoms that I want.
Speaker 1:When you submit that offer, best way to screw up a deal is don't pay attention to that stuff. So you know, and again you're you're usually, you know, a listing agent, so Of course it pisses you off when you specifically wrote down all the instructions and the way you want things done and they can't even do that. And then when they call you and then you're a little bit pissed off like man, I, I have it there. I'm sure you reference, did you read the listing? And they're like, oh no, I didn't. But you know, and no, do that. The reason why I wrote it's because of that, because I'm busy. I got things going on. I'm answering your phone because I answer phones, but let's follow the directions.
Speaker 2:I always answer my phone. That's always. That's a commitment I made to my customers a long time ago. It's commitment to my business and how I run my business. When I get a phone called 10 30 at night and I answer my phone because again, that's and it's a stupid question, yeah, I'm sorry, I'm a grumpy panda, yeah, just all there is to it. It's you know, and especially you know what, if you're gonna call me up that late at night and ask me a question, the first words out of your mouth should be hey, I know what's like, I'm sorry for calling you. Yeah, if you just launch into your question, honestly, if you're that self-absorbed, yeah, oh, I, you know like, because a lot of times when I get that, it's like you know what time it is right now. Oh, no, I didn't look, it's 1 30 in the morning.
Speaker 1:Oh, gee, yeah, and so, yeah, I mean it already get the 7 am Callers and everything like that, which I'm up, I'm operating, but it's almost like I operate through email and text until that time, because I usually sit down, get my coffee, you know, turn on the TV, put some like, you know, like Joe Rogan something, or you know Some some type of podcast or anything like that, and I'm listening and then I'm going through my emails, I'm going through my text. I don't want to talk to anybody that early. Like talk. Talk is different, you know what I mean. And just like talking late also sucks.
Speaker 1:I usually got my kids in the room, you know, and they're watching TV and everything and I'm chilling. You know I'm okay to text, right, but so that's. That's another thing, you know, I think after a certain time, you send a text you said, hey, can you talk? Sorry it's late, you know, so that that'll piss me off too, you know what I mean. So I think that I think texting, but it's like everything else, man, there's people that are talking people, there's people that are text people, people that are voicemail people. There's people that are I don't people that communicate through Facebook and through Instagram and through you know, so everybody's different.
Speaker 1:You got to figure out what, how everybody likes to communicate Absolutely, but again and again that that's actually a really good point that you made.
Speaker 2:You're actually You're thinking about the other person. Yeah, and that's really what it is Like. I consider, hey, there's another person involved in this transaction. I wonder what their preference is. Let me see if I can figure that out and communicate in that way. Yeah, so that I am being a good salesperson myself. Yeah, I am being as compelling as I can be to this person to say, hey, this person, you know, goes out of their way to take and do things, yeah, in a good, the best possible way. Yeah, you know all of these things. They're little things, but they all help you to be perceived more professionally within the field. Yeah, and for people to want to work with you in general. Yeah, and it's maybe like, let's let's say that this podcast is kind of us In good faith saying, hey, maybe you didn't realize how much this pisses people off, but this is maybe just us venting.
Speaker 1:I really sincerely think we ain't fixing shit with this. I think people are gonna be who they are. I think they could care less.
Speaker 2:I think, um you know you're that cynical, I mean good, I've been doing this a long time, man. It's good to know that there's somebody else's cynical as me, that we can hang out.
Speaker 1:I've had conversations with these people like, hey, why don't you pick the fuck? You know they don't, they don't get it. I think you're that, if you, if you can't realize on your own that not picking up the phone is wrong, unprofessional, unethical, it's just wrong in any kind of way when you're in a business and you don't answer the phone, it's also probably Illegal in some kind of way, because if, if you're not answering the phone to these listing agents, then you're not, probably not presenting offers that you should be presenting, and that's where it gets. That's what. That's where it gets. Tricky man, you know what I mean. If I have this offer, I'm on the buyer side. I have this offer that you're supposed to submit and you're not available to do. To do so you're affecting my client, you're affecting your client, you're affecting everybody.
Speaker 1:So you know you know, it's just that I'm not one of those, you know, set complaint. I just I just go to the board and I go to the realtor association when somebody's just trying to jack my commission or my agents commission and really Not really mine. But you know it's, it's uh, yeah, whatever you got another one I got.
Speaker 2:I got a couple more. This one is very similar to the last one, so I'm just gonna say it. We're not really have to go expound on it, but calling for showing instructions when it's clearly in there what you're supposed to do, here's one big one, because this one directly affects customers. No call, no show Appointments. Oh, yeah.
Speaker 2:I mean now you're not just in convincing the convenience in the other agent. The other agent is getting the listing agent is getting paid to deal with your nonsense and your problems, but now you're doing this on that directly affects somebody that is not in the business, not in the industry. This is the consumer and you're causing them harm.
Speaker 1:Yeah, uh, you know it goes back to professionalism in reality. You know, if you know, okay, I'm gonna say the same thing I said. If you're the type of person that doesn't realize, that is okay. I had a have a very good friend, have a very good friend I'm not gonna say his name. He's pretty, pretty high profile guy, very good friend of mine. We've done a ton of business together.
Speaker 1:Dude, this guy, like I would, I would have to tell him the wrong time to meetings Just so he could show up a little bit late. Hmm, so, one of those guys, we, we, you know, and I used to get real pissed off at it, man, I used to be like dude, what the hell, I'm here, you're wasting my time. You know, it wasn't till I wonder if I could say this without Kind of saying who he is. Well, there was a meeting let's say, hypothetically speaking, it was with a president of a of a country, right, and you know, I tell him hey, man, I give him the wrong time, I give him an hour, an hour off. I told him he has to be ready at eight, but he really had to be ready at nine, type of stuff. I get there, he's still. I had the keys to his house. So actually he's made would open the door and I had the keys, but technically whatever, because we always had the same situation. So I'm banging on his door. You know, banging on his door. We had a boat Outside his house. So, yes, that was on the ocean. From the boat we had to go to the airport, then take a plane to to another island, etc. Etc. Long story short, you know I get, I get out, you know he gets out. I'm banging on the door and he gets and he's like you know what are you? Why are you banging on my door? I'm like dude, what is it? You're pissed off at me. You're an hour fucking late to this meeting. We got the president of a country waiting for us and you're upset at me. So the reason why I had to say this whole story because I realized that he just didn't get it yeah, I Realized that it's like a he's either a genetic is his dad was kind of the same, right it's, either he was raised that way, but he really didn't see. He would always be really apologetic when he would get there an hour late. You know he would always call you after. Last time it was six months ago.
Speaker 1:We had a meeting at one at a restaurant. I'm not called me. Hey, I'm gonna be 30 minutes late. Okay, no problem, I'm gonna be an hour late. Okay, no problem, I'm already. I already know where this goes. I'm like you know, dude, let me get my meal. I ordered the meal by the time I go. Whatever, he's like dude, I'm not gonna be able to make it again. Very good friend of mine means absolutely no harm. He apologized like 30 times after. But there's people that are like that, you know. There's people that are, that are absolutely like that. They're not going to change. But at the end of the day, it's not my fucking problem If you're like that. That guy is different. He's my friend. I've dealt with it. I've agreed to deal with him Okay, cuz I like him that much. But at the end of the day, guys, it's disrespectful to show up. Disrespectful to show up even a minute late. What's that military saying if you're not 15 minutes early?
Speaker 1:than you're late yeah that's the way I look at it. That's the way I look at I like to be early to places. It's. It's the way I was raised. It's the way I was raised in the business. It's the way I realized that this business is to be successful.
Speaker 1:In this business, you can't be the guy who's late because this particular gentleman that I'm mentioning doesn't really need the money, right? Yeah, hey, when I started in this business, you know, and still now, I mean I can't just blow off meetings. Who the hell am I to blow off? I'm. Who the hell am I at? Or the show up how disrespectful is it to show up 30 minutes late to a meeting? I mean, if I, if I and that ever happens to me, I'm apologizing the whole 30 minutes that I'm late, telling them Dude, I'm sorry this happened. I get there and I apologize. If we're at dinner and it's a dinner thing, I'm paying for it and I'm apologetic because I don't want that to be my.
Speaker 1:A I always pick up the phone. B I'm always on time, okay, and if, if, if, things are going to change, I'm gonna have amp, I'm gonna give you ample time, okay. So, yeah, those are the things, man, being late, not answering the phone. Again, it's all really communication. At the end of the day, I tell you what I don't care what, how many things you're gonna put on that list, they're all gonna end up being a communication thing, or that could be fixed through communication, because even that being late thing, if you're late and you communicate, I'm gonna have a meeting with you and I know I'm gonna be late. I'm I'm telling you know an hour before, right, hey, I think I think you know how much that's. I've said I think I'm going to be late and the end of being on time anyway, yeah, but I'm okay because I can't consciously just be late and be okay with it.
Speaker 2:I just can't stop me because you but you, at the end of the day you know you have your schedule, you know how hard it is that you work to be on time and on schedule and so, like when people make you what you know much, it bothers you. You don't want to do that to someone else. Yeah, it's empathy, it's really just realize.
Speaker 1:We have one of those late guys here and in the he's listening to. We got Leo here, our producer here he's a son of a bitch is always late. I just realized he's consistently inconsistent. Leo, why don't you come here, bro?
Speaker 2:What are you tell us Come here, wait a second. I was wondering, why was I making?
Speaker 1:Leo, so tell me so. So when you know that you have a meeting at one o'clock, let's say, or like our stuff at 12, and you are half an hour late, how does it make? And I'm please answer honestly, like, does it make you? Do you get nervous, like shit, I'm a little bit late? Or are you like my buddy who just, it's just, it doesn't really matter, he's not, he's not conscious of what he's doing, or You're conscious of it. So? So what happens you?
Speaker 1:So today you were 30 minutes late, all right, but but I already knew because I already know how to deal with people with, with, with this issue, right, ls, late, the late syndrome that I have a built in a buffer, so you're not really late because I'm okay with the one o'clock. So you, you know, we started to us. So what? So? What is it like? How, how is it that you're late? So what happens? Why were you late today? Just just like curiosity, time management, so what.
Speaker 1:You wake up later, okay, so if you know you had to be here at 12, what time did you put the alarm on? Not a lot, and I say alarm and you're wondering is because he edits stuff late, so he's like one of these guys that has like. He's like a, like a, what he calls animals that sleep not eternal, he's an external animal, okay so, so you put the alarm at 11? Which? This? That's really the problem right there, I think, because I I always put the alarm. If I have to be somewhere at at in the morning, I have to be at 9. I'll put the alarm at 7. I'll put it to. I always put two hours. Give me time to wake up, drink my coffee, do what I got to do.
Speaker 3:Contemplate go through my emails go through my emails, the whole situation.
Speaker 1:So you don't think maybe if you put the alarm a half an hour earlier, it would probably be the solution for it, right? What percentage of meetings are you late to 30 or 40% of them, right? You think there's a there, you could fix that one day. You think so, just time management, really. So you're working. You're working your way down LS recovery, ls recovery. You know that the first step to recovery is admitting that you have a problem, and I think we just did that, you. We just did that right now.
Speaker 2:You know we kind of didn't have a choice on that.
Speaker 1:But do you realize that it's disrespectful to the other person? You do, okay. So you guys tell you that because your brother's actually really good with it and you guys are raising the same place, right. So you think it's a. It can't be a genetic thing. Then no, no, because your brother's really good with on time. He's never. I mean, he says he's gonna be on time, he's on time. You're a little bit more right, right, right, right, yeah, cuz it is arrogance at the end of the day.
Speaker 2:It really is. It's, it's, it's, it's more, it's more self-absorption a little bit, and it's being about yourself and not thinking. Not thinking as much about the other person as you think about yourself. It's really it. You know, like I have an extra 15 minutes to sleep, man. I mean, look, in the morning I made it with my, especially when I don't have an appointment or anything like that. I know I'm supposed to be at work, yeah, like I set my own. Like you need to be here at this time, kind of thing.
Speaker 1:Oh yeah, but I mean this bed feels really good right now and, honestly, look, yesterday I said I didn't really sleep that well because I got really really pissed off, but it's also because I had to put an alarm on right. So I've been living for years Not really having to put an alarm on right, like that's part of like my, you know, I guess my success like I, I don't have to put an alarm on right. If I had to put an alarm on, it stresses me out more. And Then I, and then it makes me sleep like thinking what time is it? What time is it? What time is it versus let me just go to sleep and wake up. When I wake up, you know what I mean. So Because, yeah, even two hours stresses me out, right, like all right, I have no time at what time? And then I got to be there and then it really I had to be here at 10 for a meeting, but I like to get here a little bit earlier to prepare. So it's an hour and 45 minutes enough, and all that shit stresses me out.
Speaker 1:So you're saying that that shit doesn't stress you out at all. So when you say I got an hour right, so you got to wake up, you got to take a shit, you got a shower, you got a shave right. You got to do all of those things and commute to the goddamn location in an hour. That's unrealistic. You've never done it. You've never been here on time, not once. Dude, where's your brother? Call us son of a bitch in it. There's no way. You've never been on time. And it's again. I realized, listen, I'm telling you, dude, I, with my buddy, I stopped being angry at people that with it with the LS syndrome, right, with the late syndrome, because I really get it.
Speaker 1:I used to get furious out of me. I told him Well, I wanted one time. He made me go. I told him dude, I'm busy, dude, you better show up. Man, I'm telling you, I got a lot of things going on. He didn't show up. I called him, I, we, I ended my friendship with him that day. I was never gonna talk to him again.
Speaker 1:I just realized I don't think you control it. You know what I'm saying. I think you're either born with that or you're not born with that. I'm gonna be honest, I don't think you're ever gonna fix it. I really don't think so. I think if you're either born with that switch or you're not, it would have to really affect you. You would have to lose a Huge deal one day and then you realize that just because you're late, you lost this Opportunity and it has to be some kind of like crazy wake-up call or something like that. I don't think. I don't think that you're automatically wake up one day. You know what I'm gonna instead of doing an hour, I'm gonna do an hour and a half because do having a one hour to get here in the morning, get up, get ready, do everything you got to do, and then there's no way it would drive me crazy you know there's a.
Speaker 2:When I was a kid, I First job, I had to be there at 5 45 every morning, and so I Like sleep and I'm not a morning person, so this is the perfect job for me, as you can imagine. Yeah, and so I would. I was getting up 30 minutes before I had to be there. I was out the door in 15 and I was there on 15. Yeah, I was on time every day.
Speaker 2:Yeah, but man, you know every all my stuff like. I'd rather get prepared the night before and have all my stuff laid out like Rather and get to sleep in extra few minutes than have to do more in the morning.
Speaker 2:Yeah yeah, I don't know if you're like me, but like for me, when I have to teach a big class or something like that the next day and it's an early class and I know I need to be awake and I need to be all there, I have the alarm set. It does stress me out to the point where, like I wake up before the alarm, like oh, I have another 45 minutes, but yeah, wait, snoozing stresses me out.
Speaker 1:Yeah, I'm like you can't do that, but you're a you a snoozer, right, so eat. So is it realistic to say, even with that tight one hour window Of including you, you'll snooze once, right, Right, right. So you're not really getting up, right so you're? You're working with a 45 minute window to get up, get ready, take, pack up all your shit, because you got a pack of a bunch of stuff.
Speaker 2:Yeah, he's like me, you can do it the night before okay. You're more of a morning person, and then I am dude.
Speaker 1:my first job Um, actually my second job my first job I got fired. And my first job I got fired in man 24 hours. I get there, the guy the manager screams at me. I then go to the back room. I catch him in the back room and I say not very nice things to him for screaming at me and I was fired at the spot. But my second job was a golf course maintenance at what's now the Trump Resort. It was a Dural country club back then and I had to be there at 6.30 in the morning. That was the time we started working. I used to get there 5.45, get.
Speaker 1:The golf cart had a routine. I had this job for like a year. This was right out of high school. I think I was even finishing high school during that.
Speaker 1:I used to wake up in the morning, get on my golf cart. I used to drive all the way to the end of the golf course. It would take me 15 minutes to get all the way to the end of the golf course. I would sit under a tree. Actually I would get on a coconut tree. There were lows. I would stand on the golf cart. I would get a coconut tree. I had a knife, I would open up the coconut fresh in the morning, I would light up a joint and I would sit there every morning and drink coconut, light up a J, and then you want to hear a funny story. So I had this routine right and I'm driving through the golf course one day and I see like an old man we're like like weird looking old man, kind of like not your average every day old man.
Speaker 1:He was walking. I'm like, hey, man, you need a ride? And he's like, yeah, I need a ride, I'm late. What happened now is that golf course start working and everything like that? I'm like, damn, dude, you look familiar. And he's like, yeah, I'm a singer. No way, what are you saying? He's like, oh, country music, dude, I ended up being Willie Nelson. He takes me.
Speaker 2:He goes. What about your previous story made you think of Willie Nelson? Right, All right.
Speaker 1:Well, because I tell you what. So, willie Nelson, I'm 18, right. So Willie Nelson goes hey, you want to go to my tour bus and smoke a joint? I'm like, fuck, yeah, I want to smoke a joint with you. Willie Nelson, are you kidding me? Uh, you know, I really didn't know who he was. I'm. I became a fan of him after.
Speaker 1:So I get in this tour bus and, man, it is like like I can't even imagine how much weed is in that place. I mean, it is like, oh, he was. So it was a tour bus inside the resort. Huge like thing has to have been several pounds of weed inside the thing. We start up, um, and he says, which surprised me, goes hey, can you do you have any? But that's the. Should I even go there? Whatever, long story short, he tells me hey, you can invite some friends over. Dude, I invited like two or three friends over. I'm working, by the way, I'm on the clock, I'm on the clock. So all of them, we spent, you know, hours, uh hours there, hours just smoking and hanging out with Willie Nelson and everything like that. Uh, a couple of my friends brought some more, shared it with him and uh, yeah, that's my, that's my Willie Nelson story there. So yeah, I don't know how the hell we ended up here, guys, but that one under the heading of weeding at the golf course.
Speaker 2:Yeah, yeah.
Speaker 1:Uh all right.
Speaker 2:Where are we Anything else? This is off. That's a tangent right there Sending offers without calling. Okay, um agent sends in an offer and then it just you never hear from them. Nothing. That don't I mean, because sometimes, especially you know, you know you're not getting calls. But sometimes, especially with a lot of you know offers, now that are a lot of DocuSign offers yeah, they don't come through with an attachment, yeah, and so you know, it looks like a million other emails you get. They easily get deleted or they go to spam.
Speaker 1:Yeah, I don't get a phone call. Again, kind of like, everything that pisses you off is communication, bro. It's largely communicate, not everything, but it's, it's a lot of it.
Speaker 1:It's there, man, it's everything. I mean. If you, just, if you put contact, contact, information, uh, communication me, see, I'm leaning more. It seems like communication really really pisses you off. I've, I've, I've, I've, I've been noticing I'm leaning more towards like the ethical stuff, like that's the stuff that really pisses me off. We really think of what we're doing is just talking about stuff that pisses us off. I've been more leaning towards that ethical stuff and behavior of realtors. But if you really think about it, see, you're more of a listing agent. That's the stuff that pisses you off.
Speaker 1:I'm dealing with a ton of these realtors and and, uh, I'm dealing with their problems. So I got a realtor, um, that will show up to my office and be like I can't get in contact with his realtor, hey, I can't. You know, I can't do this. What do I do, you know? And I got to find solutions for them. You know, and and, uh, but again it's, it's usually, again it's communication. So at the end of the day, guys, um, you know, communication is key. And if you want to last, you know, in in this business, if you want to succeed in this business, if you can't figure out a way like, look, I'm not good at contracts, right. But let me rephrase that I'm I hate filling out contracts. I'm very good at contracts, but I hate filling them out.
Speaker 1:So as soon as I made a couple of bucks, I hired an assistant to fill out the contracts for me, right? So if you don't like picking up the phone, make a couple of bucks and have somebody answer the phone for you. So I'm not saying you always got to do it. You know, I tell realtors all the time this first couple of years in the business it's going to be the toughest, because you got to do everything yourself, every single little thing. Later on, you make a couple of bucks, you hire an assistant. Um, there's plenty of uh of room for assistance in this business. There's people that are brand new. So it's one of those businesses that you could outsource whatever you don't like doing, so that you can better yourself and you could act in a professional way and you can answer the phones and you can do that kind of stuff. Do you got anything else? Kettle like shirt.
Speaker 2:I got, uh, I got three more. Not reading the whole message, you get you send a text message or you send a an email and they respond to the first thing. And I'm sorry, I'm sorry, bro, yeah, hey, we got him. I got to get you.
Speaker 1:Yeah, I'm going to tell you what goes through my head when I see a long ass email. So I'm usually either driving or I'm doing something or something's happening. And when I see those long emails or log in text messages, I, I, I start reading it, what I usually do. I don't know why. It's a disorder. It has to be just like Leo's late disorder. Right, I read the beginning, I skim through the middle and I read the end. For whatever reason, my brain does that. Yeah, and and uh, it just frustrates me to have to read through it. And let me tell you why. And and I think now that I'm thinking out loud here is cause it's usually a long run on sentence. Oh yeah.
Speaker 1:If you, if you separated it to bullet points, my brain captures it more. If I got a read and, by the way, I'm getting old, which sucks. So, my, are you having issues with your, with your, with your eyes? Not yet. Really, we're the same age right? How old are you? I'm 41. Okay, so I'm 42, about the term 43. So we're around there, but I just started getting it about six months ago and it just came from one day to the next.
Speaker 1:So, yeah, I literally wake up. One day I started having headaches. I was like I'm always like the guy who thinks the whole, you know like, like, what do you call through? I think they're always sick. Oh, um, hypercontract.
Speaker 2:Hypercontract yeah.
Speaker 1:Yeah, so everything, something happens. Oh, it's the worst thing you know in my brain.
Speaker 2:Yeah, yeah, yeah yeah.
Speaker 1:Yeah, yeah, immediately. And then I, I start Googling stuff and no, it's, it's the eyes, you know. And then I started realizing I can't read here anymore. I got to read far away, I got to extend my arm a little bit more. So, yeah, what happens is a lot of times I can't read through that right now, I just can't. My eyes just don't go. I have to like to go through that middle of the paragraph. It becomes very tough for me.
Speaker 2:So, so when they're sending you messages, increase the text size is what you're saying. I, I, I'm going to tell you that's actually there's two parts of this, because I agree with you the block of texts. One of the things I teach in my class is to take. You can't use the standard formatting you do for like a book, a book, it's like four to six sentences per paragraph. A paragraph right, I do two sentences. New paragraph two cents, and I break it up because it's easier on the eyes on a screen to read it.
Speaker 2:But then, once again, we're talking about the empathy we talked about here. I'm thinking about you and I'm saying, hey, he's got to read this. Let me make it as easy for him to read. I want him to read the whole thing. Let me facilitate that on my end. And that's kind of what this business is supposed to be All of us trying to make it easier on each other, as opposed to making a point when somebody's customer to see a property and then not calling and not showing, or taking and writing an email in such a way that it's miserable to get through and like your eyes are jumping from line to line because it's just a wall of text. Yeah, 100%, man, yeah.
Speaker 1:Yeah. So for those of you who you know, again, I'm I'm missing my point of view. Honestly, I want to read the text messages. I want to read the emails. It's just, it's just. I start looking at it and it just it pisses me off that I have to read through a whole long text. And I get these text messages from my agent sometimes and they're just very long and they're in Spanish, and I'm driving and my eyes are fucked and you know all of these things happening at the same time and I'm doing a million things at the same time. So so yeah, in my defense, if you break it up like paragraph per paragraph, like you say, it's two sentences, bullet points and everything like that, I'm going to read every single one.
Speaker 2:Keep it concise, absolutely Nice and tight. Last, last, yeah, this the the. These first ones, honestly, I would say, are largely new agent kind of things, although I know a lot of veteran agents that do the exact same thing. These last two are ones that people that have been in the business more a year than a year or two, that don't seem to act like it's part of their business, and one of those is not knowing the market agents that have been in the business and you ask them how their market is. It's one of my honestly, it's huge pet people.
Speaker 2:When I teach, um, it doesn't upset me much because it makes me feel like I have a lot of job security. When I'm I am teaching, I'll ask agents how's your market? Oh great, why Tell me about your market, what's going on in your market, what's good about your market? And I get a porky pig. They can't tell me.
Speaker 2:Yeah, to me that's unacceptable. I mean you and I sit down, we sit in here for a few minutes and we start talking about what's going on in the market. Because you want to know what I think, I want to know what you think, we want to see what we're seeing, we have an opinion on the market and because we know it's critical to the people that are depending upon us our customer and, in your case, your agents and people that you work with, right? Yeah, so agents don't have an opinion on their market when they don't know what's going on? Forget having an opinion, just knowing what's going on in their market. That's part of your job. I mean, they have to get in their head that it's part of their job and it's something that they need to do.
Speaker 1:Yeah, and it could be as easy as if you're working on a particular zip code, you should know how many pending sales, how many, how many went pending sale in the weekend, how many total properties are for sale in that particular zip code. How many are under contract, how many are pending sale, how many are closed. You got to know what's happening. You got to know how many have closed in the last 90 days, because that's usually what the appraiser is going to do. It's that simple, guys. It's not really that hard to know your market. It's just if you're working on a particular zip code or two, put the zip code, you put pending sale, you put closed sale, you see what each one of them is, you go how many days back you want to go, and that's it. I mean, you should know that and that's what you should be sending to clients that are looking hey, here's what's closed, here's what's pending, and you get that idea.
Speaker 2:Man, you want to take and turn the volume up on that and honestly, it's an easy thing to do, because I 100% agree with what you just said they can do it countywide. You know why? Because nobody else is doing that. Do it locally, your area, and countywide you know why? Because now you can have a beautiful conversation with your customer comparing how the county is doing versus your local area.
Speaker 1:Well, in the National Association of Realtors and the local realtors they do a lot of these stats for you. You could go on the National Association of Realtors and you could see who's buying from where. Where are they coming. You could see what literally, what country, what price range. You could see everything. So nowadays you got stats on everything, man. You guys don't know the market and you don't know what the hell's going on.
Speaker 1:You know it's a reflection on you, so if you're late, you're not picking up the phone, you don't know the market. Okay, you're sending bullshit offers with no information on them. Right, you can see how those things I always tell people this business is not that hard. It's really basics. Right, you gotta be brilliant at the basics. Everything we mentioned, none of this shit is rocket science. Nothing that we've mentioned so far is actually rocket science. It's just being brilliant. Very good friend of mine says that. Very successful business owner hey man, be brilliant at the basics. You answer the phone. Basic, Don't be late. Basic, know your market. Basic submit an offer. Professional. The way your signature's set up, the way your offer is submitted with an approval, with the contact information of all parties involved. Basic, like super basic, Fucking do it.
Speaker 1:If you do all of those things together, they start stacking up. If you do them right, they stack up. They stack you up against the other person who's not doing them and that's stacking up against them. You do half of them. Well, they're in your half. Right, you do one of them, whatever. Maybe you're on time for everything, but you don't know your market, You're sending bullshit offers and everything like that. You see what I'm saying. So, if it's basic, just do the basics and, by the way, you're gonna see immediate results 100%.
Speaker 2:You have to take the business. It's your business. Take it personally, and I mean. The reason why I even said county-wide the way that I did is because all I need in order to do that is my MLS. I just put Miami-Dade and I pull the exact same stats. I mean, it's not a ton of stats that you need, it's five or six things that you wanna just keep your eyeball on. You can do it statewide. You can do it for the city. There's a bunch of different ways for you to. I mean the one that I used to do. I told you the cheat code I used to use that got me into so many conversations during the short sale time was how many foreclosures do you think there are in Miami-Dade County? At the peak now we're like 2009, 2010,. How many foreclosures, active foreclosures? At that point it was everything you would think it was right, that's right.
Speaker 2:You told me that it wasn't right. It was like there were 30,000 available, 33,000 available. There were only 900 foreclosures. When I said that the customer's eyes, really that's not what I see on TV, well, maybe TV isn't telling you the whole story. All of a sudden, then, I'm the source of true information. I had the data to back it up.
Speaker 1:It was a huge leg up in my business when I was getting started, but I knew data and I brought it with me and that brings me to the last Guys and when I started in the business it was you know I don't wanna sound like the old schooler here, but it was literally the black screen, the DOS black screen with the green letters. Oh yeah, there wasn't the information you have now. There's no excuse between RPR and the Matrix and all these softwares that you have right now. There's no reason what for you guys and I have every little bit of information.
Speaker 2:No, rpr will tell you what the most common dog in the neighborhood is almost oh kind of who they like Crazy absolutely Do. They prefer Purina to IMS. Yeah, all right, the last one I'm gonna do and this is very specific to me and, again, probably it's because I do a lot of the A lot of things piss you off, kind of like.
Speaker 2:Yeah, I'm an easily upset person I guess the one that I see this a lot again because I think because I teach classes not having an opinion with a great why, like I'm gonna take and say to my customer, hey, I think you should do this. And when they ask me, why not having a great why to back it up and that's again, it's a market knowledge tie-in. It really ties in with knowing your market. But if a customer came to you and said, hey look, hey, sus, I'm coming to Miami, I'm leaving whatever country, new York and I'm coming down here. I want to invest. What product do you think I should invest in? You're gonna have an answer for them. And then they say, well, what makes you say that? You know that you need to have a great why? That's where you stop, and a lot of people, when they're dealing with residential customers or the little investors, they don't take the time to think through the why of what they're recommending. So this is more of a frustration as a teacher more than anything else.
Speaker 2:No, it's a frustration that this is the industry that I find myself in. These are the people that are putting themselves forward as real estate experts, their customers and it frustrates me that customers are getting hurt by agents that don't know what the hell they're doing. And I think it bothers me more because most agents, until I have a class with them, they don't even think it's really part of their purview, part of what they're supposed to be doing. In being a good agent, it's not just having an opinion, it's great to have an opinion. I have one of the questions I ask.
Speaker 2:I say what would you recommend? Single family, condo, multifamily or commercial space? Right, Every agent answers the question. I said hey guys, good news for you. That was a two-part question. What's the why? Why, why would you recommend it? And then I go around the room and I make them tell me what do you think. Why are you saying that? Because we're not supposed to just be the person that shows houses, we're supposed to be the real estate professional in the room and unless you take that role seriously, this will always be a quasi-hobby, Something for you to take and throw people in the car to go look around.
Speaker 1:Screw it up for the guys that are not a hobby.
Speaker 2:And you also take advantage of customers.
Speaker 1:Yeah, yeah, all right. So, Leo, what are you gonna do to change man? As far as this? What are you gonna do as far as? What can you do to start being on time to places? Forget about me, I wanna give the people that are listening right now bring it into the mind of somebody who's late. So what are you gonna do to make things a little bit better?
Speaker 3:Well, for starters, be conscious of it and then start taking action. You know, you know it's start taking action. Well, the first one, like I said, be conscious of it and start taking action, then have better time management. That's what I'm liking, just time management.
Speaker 2:No, I mean, I think that there's a good place for that, there's a place for figuring out what you're dealing with, and I mean I think that we both you know how you are. Yeah, as you get older, you start to know more how you are and what you have to do to trick yourself, to get out of yourself.
Speaker 1:You see, but I've caught myself giving a shitless about being on time and I've brought myself back. I've caught myself saying you know, I'll do it about 15 minutes late. It is what it is, man, you know what I mean. And I catch myself and I say to myself, cause I'll be late to an agent, a meeting with an agent or something like that, that I know that it's gonna be there anyway and everything like that. And I gotta catch myself and I'll be like no, that's fucking arrogant. You know what I'm saying? Like I can't start thinking I'm the man and that I can be late and that it's okay for me to be late, but it's not okay for that.
Speaker 1:Yeah, dude, it's been a couple of times that I've said no, no, no, no, no, no, no, no, no, no, no, no, no, no, no.
Speaker 2:I can't do that, but see, that's the important thing that you just said, you caught yourself and I think this is one of the things that you realize is that you're stuck dealing with yourself and you really have to stay on top of yourself, because it's really easy to fall backwards and the progress we make, with ourselves showing up on time, doing things the right way all the time, it is progress. It's like an uphill climb and it's so easy to slide back down the hill. You have to constantly. You're a mountain climber almost. You have to be perpetually diligent of yourself. I say this to people all the time when you were 20 and you'd say to yourself say, hey, when you were 15, did you know yourself to be like, oh man, when I was 15, I had no clue to myself, but now that I'm 20, I got it Right. And the funky thing is, if I was to say that to you, I bet hey, but when you were 35, right.
Speaker 2:And you'd be like, oh man, when I was 35, I would hold it in my world, but now now I got it figured out, yeah, and the reality of it is five years from now, the same thing is gonna be said.
Speaker 1:And what is it? They say you change like every seven years or something like that. You're like something. I heard something about that I don't know whatever, there's a lot of different things.
Speaker 2:I mean most positive change you're gonna get in your life is gonna be because of diligent effort on your part. It's not gonna be easy, but life, human beings we are great habit forming creatures, and so forming the kind of habits to be the kind of person you wanna be is what it's all about, because at the end of the day, you and you and me were all stuck with us, and so if we have an us, a version of us, that we can get more out of, you could always choose to be late, but if you have that built in habit that I won't be late, now you have options. I can choose to be on time or choose to be late.
Speaker 1:And again, and even the cases where I can be on time, because it is what it is, you know, I choose, I choose not to because, because it's not, it's, it's wrong, I'm disrespecting the other person. I'm realizing and I can't get, I can't get arrogant and I can't be like, well, I'm the boss and I can be late and everything that. No, that's not right, because you know what, if they were late for me, I would get pissed off. So you know, one of the things that my dad always told me, like you know, and one of the things why I get, I got that a lot all because people respect you, you know, and and and you know, it's very Rare that somebody will disrespect me at some at some point.
Speaker 1:Sure, you know, and, and it's because I, I respect everybody, I go out of my way. I am never disrespectful. Now you have to be my friend for like a really long time where I just, you know, I'm constantly busting your balls and constantly messing with you and everything like that. But we've passed that very barrier, you know. But you know, people respect me because I respect them and Because the second they disrespect me, I call them out right away and I go listen, relax, not gonna happen. Let me tell you. You know I respect you, you respect me and I remind them and that's part of it.
Speaker 1:Being on time is Respect. So now don't and I'm not saying in your case, but I'm saying like just in general you know, if you're disrespecting me on a regular basis, don't get pissed off when I'm disrespecting you. So when we show up to a meeting and and you know it's a meeting that's important to you and I'm late, the fuck are you gonna tell me? You know what I'm saying? So it's one of those things that you know. So I became a Lay was like fuck man, I wonder he's gonna be late next time.
Speaker 2:I'm gonna start calling him out anytime he's late, you know it's it's good to think about other people, and it's it's good I.
Speaker 1:Son of a bitch.
Speaker 2:There's a selfish motivation in this in this too, and it's from that standpoint of If you have the ability to get out of yourself what you want to, if you have the ability to rise to the occasion we're the occasion you build that capacity in. It's like being a Navy seal, like if you actually survive all that stuff and you, you could always go back to eating Twinkies on the couch. There's nothing that there's no rule that says you, but you know, you know what you have in the tank.
Speaker 1:Yeah, and you know what you'll find out also is that in business I like to do business with people that are similar. They do business the way I do. If I think there's there's that one friend of mine, you know, maybe one other that now has become arrogant and doesn't pick up the phone and everything, and he doesn't when he's pick up a fucking column out on it. You know what I mean. Hey, you think you're big time now and everything like that and that's fine because we're friends and everything. But you end up doing business with people like you know. The reason you and I do business, you know, and we get along, is because I always answer the phone, you always answer the phone. We respect each other. You know and and and and we have similar. I guess business morals is that. Yeah, we take it, we take it as etiquette. I guess we take it seriously.
Speaker 1:And and we, we, we come out at the same way we want to see it done.
Speaker 2:Well, yeah, I mean that's. I think that we don't Both of us don't want to do anything halfway. We want to both do something great and we do it every day. We fight the fight against each other. Again, I get against ourselves. Yeah, yeah, yeah to take and make that happen. It's not easy to get out of bed some days. Yesterday, I told you what I felt like. Yes, I felt like, dude, listen, I told you today, man, I slept, I slept two hours.
Speaker 1:I woke up in the morning, right, leo? So, just so you know. I woke up in the morning and I said, dude, I'm gonna call the shit off because I know I had two sales meetings. So today I've had a sales meeting at from 10 to 11, one from 11 to 12. Then I had two other meetings. So I've been talking non-stop since yeah, that's what I'm talking about Since 945 am Non-stop. I just really have not. I eat quick and and and that's about it.
Speaker 1:So when I woke up in the morning, I thought to myself shit, man, I knew that this was gonna be what my day was, right. So I said you know what? Let me just tell these guys, bro, let's move it to tomorrow or everything like that. I didn't not because of me, I did it because of you guys, because I'm like well, dude, they've already planned out their day. I'm fucking exhausted. It's my problem, not theirs. You know I'm not gonna inconvenience everybody Else because of it. It is what it is. I'm gonna barrel through and look, it's three o'clock. I'm fucking exhausted. But we did it. You know what I mean? We rip, we ripped two podcasts, I did two sales meetings for you know two hours and and we did two podcasts today. So it is what it is. I'm alive, I I respected everybody's time.
Speaker 2:And uh, and we did it.
Speaker 1:You did the hard thing that was responsible Catalan right man.
Speaker 2:I'm a responsible son of a bitch.
Speaker 1:You are man.
Speaker 2:You know what? Look, sometimes it's just great to do the hard thing because it needs to get done. I always respected it up on my dad, I don't care how hard it was yeah, it was never. If it was gonna get done, it had to get done and his generation was great for that and that's what they accomplished. As much as they did, it didn't matter. I mean, I think, I think I told you the. The thing with the Guys name was chesty polar. I told you the story funny, funny name, yeah, and um, they, they were at the chosen reservoir in korea. They were completely sorry. They actually told them hey, look, the enemy is on in front of us and they're behind us. And they flanked us on both sides and his response was Perfect they can't get away from us now. And so, like you know, having that, that viewpoint of this, you know what? You had a hard day. We both had a hard day, right, you made it through.
Speaker 1:You made through like a champ and being and celebrate it and being hot responsibility, I was actually, I was walking with my uh. We became a little tradition now lately in the weekends where I take a like Like a long-ass walking my dad and the kids, um, whenever I could pull the wife in which hates it, but she'll, she'll do it every once in a while. We take like a four mile walk through the neighborhood. You know I live in a, you know it's a, it's a neighborhood that's nice enough that it's kind of cool to walk because you see like cool houses and and a lot of trees and stuff like that. So we take, we take this walk and and we were one of these, one of these construction One of these walks we see a construction site and we see, uh like roof trusses.
Speaker 1:And my dad's like, remember when we built the roof? Because I grew up in a trailer and my dad, obviously with no permits, um, decided to build on top of a flat trailer. He built a v-shaped roof with trusses and everything like that. And I was telling my son, he tells me, do you remember doing that roof? I'm like, yeah, I do remember, because I remember that I could see from the roof of the trailer. I could see the park that all my friends were playing at.
Speaker 2:Yeah.
Speaker 1:So I remember hating every second of that roof and building that roof because again, I could literally see everything and what I was missing and everything like that. But it taught me to be the person that I am today and the responsibility and everything like that, and, and, and, uh, and how do, how do we turn this into a? Uh? This is like a life, a life coach a session Because you know what we both. We both know this business is hard man.
Speaker 2:Yeah, this business is hard to do, every single day. And so sometimes people need a little pick me up. Yeah, all right, that's probably a good place to yeah, man, all right man, yeah, let's uh questions and comments. Put them in the comments section.
Speaker 1:Let's see how many text messages I got. I always like to see how many text messages I got after I finish this. Let me see how bad. 46. I'll take it. Last time was like 189, right? 189 text messages. Um, all right, guys, thank you so much. Uh, we're gonna continue to barrel these things out. Try to get as much information. If you could comment On our instagram mostly I would, I would. I think we have facebook too and everything like that but really our, our instagram is really where I want you guys to comment.
Speaker 1:Just comment on, uh, any questions, anything you guys want us to talk about. Um, trust me, it it'll be, it'll come in handy. Sometimes, you know, we we run out of things to talk about or we didn't think about it in time. Like today, I kind of like gets here and I'm like kind of like, what do you want to talk about? He's like well, I got some stuff written down. I'm like great, because I hadn't thought of shit to talk about today. You know what I mean. And then I knew I wanted to talk to Richard. We did that other podcast. I wanted to talk to richard at text richard, are you available? And we just come up with it pretty much right on the spot sometimes. So, yeah, any feedback, any questions you guys might have, uh, let us know, man, it'll, it'll come in handy. Sometimes, man, you might give us one question that we could talk about for an hour. So, all right, guys, thank you very much.
Speaker 1:Comment Uh, go on our youtube page and like, and anybody. Um, guys, if you like our videos, if you like our, our audio, uh, we're on spotify, we're on apple, we're on everything. Whatever we're not on, we'll get on. Uh, only thing we're not on is tick tock right now, right, I kind of refuse to do that for whatever reason. I don't want to. All right, if you guys are okay with it, I'm not doing fucking tick tock, okay, but everything else we're on youtube. Man, send it to as many friends as you can.
Speaker 1:Um, like it, subscribe. If you got like five user teams at your house, subscribe to all of them. Help us get this thing growing. Um, the more we grow, the more material we're gonna get, the more cooler interviews we're gonna get. So there's a couple things that we're working on right now as far as any of you's are concerned. So, we're definitely listen, we're growing, we're getting better at it. We're we're starting to you know, catch our our rhythm and get our wings. So, uh, we're only gonna get better with this, and the more help from you guys the better. So thank you very much.
