The Energy Matrix of Success: Marketing Insights You Can't Miss!
Today’s chat dives headfirst into the wild world of digital and print marketing, where we’re making sense of how to navigate this crazy landscape! We kick things off by talking about how important it is to be omnipresent—meaning you gotta show up everywhere and not just rely on word of mouth. Trust me, if you want to grow, you need to be in people's faces, whether that's through social media, direct mail, or even good old-fashioned face-to-face meetings. We also get into the nitty-gritty of how relationships are your ultimate currency in this game—your network can be a goldmine for opportunities! So, buckle up and get ready for some laughs, puns, and maybe a few unexpected insights as we explore how to make that marketing magic happen!
Takeaways:
- You gotta embrace the hustle, man! Success is all about being persistent and grinding it out, especially in real estate where every lead counts.
- Networking is key! Building solid relationships can open doors to opportunities you never even imagined were possible in your business journey.
- Don’t underestimate the power of digital marketing! It's essential to stay omnipresent in the market to keep your name and brand in the minds of potential clients.
- You are what you listen to! Surround yourself with motivational content and people to reprogram your mindset and boost your success.
- In the wild world of real estate, it's all about adapting to market changes. Keep your strategies fresh and relevant to thrive!
- When flipping houses, remember: curb appeal is king! First impressions matter, so make sure your property looks sharp from the outside.
Companies mentioned in this episode:
- Dream Huge Realty
- Fisher Price
- Grant Cardone
- Alex Hormozi
Transcript
Right where you are.
Speaker A:You're sitting in an electrical matrix of energy beyond belief or most human conception.
Speaker A:You'll be surprised to know how much knowledge and communication can be carried on its way.
Speaker A:All right, here we are.
Speaker A:And I'm not sure what episode or session I'm not supposed to say.
Speaker A:So we are going to get right into making sense of.
Speaker A:What is it?
Speaker A:Print.
Speaker A:What is it called again, Reagan?
Speaker A:Making sense.
Speaker A:Navigating digital and print marketing.
Speaker A:There you go.
Speaker A:Pete, did you know what?
Speaker A:That's what we're gonna talk about today.
Speaker B:Yes, making sense.
Speaker B:But I say we make dollars and cents.
Speaker A:Oh, my gosh.
Speaker A:This is like Wolf of Wall street here, man.
Speaker A:Yeah.
Speaker B:Let's go, baby.
Speaker A:Oh, my gosh, you're prepared.
Speaker A:You got, like, notes fired up.
Speaker B:I got two diet sodas, got my water, got my notes.
Speaker B:I'm ready.
Speaker A:We're gonna give you one of these, too.
Speaker A:You like that?
Speaker B:Oh, yeah.
Speaker B:Coffee is for closers.
Speaker A:Oh, yeah.
Speaker A:That's a great movie, right?
Speaker B:Nice.
Speaker B:Yes.
Speaker A:So do you do this.
Speaker A:Do you have, like, a little sales meeting at Dream Huge Realty?
Speaker A:Get them all fired up and everything?
Speaker B:Oh, yeah, yeah.
Speaker B:We get fired up at least once a week.
Speaker B:You know, motivated mindset.
Speaker B:I'm a student of it.
Speaker B:You know, reading it, absorbing it, consuming it.
Speaker B:You are what you listen to.
Speaker A:Oh, all right.
Speaker A:Look at that.
Speaker A:We're not even a minute into this.
Speaker B:Yeah, and I'm going off already.
Speaker B:Is that okay?
Speaker A:Perfect.
Speaker B:Am I going off script yet?
Speaker A:No, there's no script.
Speaker B:Okay.
Speaker A:I don't know why you brought one, but there is no script.
Speaker B:Thanks for having me, by the way.
Speaker A:Thank you for coming.
Speaker B:Yeah.
Speaker A:Appreciate it.
Speaker B:But you are what you listen to, and it's so true.
Speaker B:And we listen to rap music, and we listen to metal or whatever we listen to, and it literally does brainwash you.
Speaker B:And I'm a fan of it and, you know, growing up, and I still love it.
Speaker B:But you become what you listen to, so that's okay to listen to that music because it's cool or whatever, you know?
Speaker B:But also listen to this, to the motivational stuff, too.
Speaker B:Your Grant Cardone's, your Dale Carnegie's, your, You know, I'm dating myself with some of the older guys, some of the other guys.
Speaker A:I'm gonna interrupt one.
Speaker A:So, yeah, first of all, who's the guy that Tommy listens to?
Speaker A:Alex Hormozi.
Speaker A:Do you know that guy?
Speaker B:Yes, Alex Hermosi.
Speaker B:All of them.
Speaker A:Okay.
Speaker B:Listen to him every day because, you know, by the time we were 18, we have been told no, you can't do that or no, it's impossible or no, shut up and sit down millions of times.
Speaker B:So we have to reprogram our brain to.
Speaker B:To believe that yes, we can do it.
Speaker B:And you do that with mentors, with self improvement materials and just reprogramming yourself and surrounding yourself with a good network of folks because your network is your net worth.
Speaker A:You're always like what your five closest.
Speaker B:So here's one for you.
Speaker B:So you hear that stat tossed around youth sports all the time.
Speaker B:Okay, talk.
Speaker B: about going pro because only.: Speaker A:Right?
Speaker B:True, true stat.
Speaker B:I agree.
Speaker B:But how many kids of professional athletes turn pro?
Speaker B:What's the stat on that one?
Speaker B:It's a lot greater because they have the mentorship, they have the positive influence in their life.
Speaker B:So that's why it's so important to track that stuff, follow it, and take, take action on it.
Speaker A:Wow.
Speaker A:Good stuff.
Speaker A:Yeah.
Speaker A:We are getting.
Speaker A:I mean, shut her down.
Speaker B:We're done, baby.
Speaker A:That's it.
Speaker A:Mic droppers.
Speaker A:But is that.
Speaker A:Hence dream huge realty?
Speaker A:Like where is that part of.
Speaker A:I mean, that name kind of says it right.
Speaker A:Is that part of this whole.
Speaker B:Yeah.
Speaker A:By the way, where'd you.
Speaker A:I mean, I mean, I know your dad had a business, right?
Speaker A:There's a lot about Pete we got to learn here.
Speaker A:Because I know there's.
Speaker A:Let me just.
Speaker B:How long are we going here?
Speaker A:As long as you want.
Speaker A:I got.
Speaker A:I gotta play music at the football game.
Speaker B:Okay.
Speaker A:So we got all day.
Speaker A:But no, you got.
Speaker A:You've been in a band, right?
Speaker A:So I moved to Lucas 30 years ago.
Speaker B:Yeah.
Speaker A:And I didn't really know you, but I heard you had a couple cool songs and different things people would talk about you.
Speaker A:And then I go to get a battery.
Speaker A:An interstate battery.
Speaker B:Right.
Speaker B:Yeah.
Speaker A:Now that was from your dad.
Speaker A:But you ran it or run.
Speaker A:Do you still run it?
Speaker B:Yes.
Speaker A:Oh, okay.
Speaker A:Well, I got there.
Speaker A:Then, then, then they dream huge realty.
Speaker B:Yes.
Speaker A:And then I started hearing you bodybuilder or something.
Speaker A:I was like, oh, I didn't even know that part.
Speaker A:Yep.
Speaker A:And then I know.
Speaker A:Well, I know the landlord.
Speaker A:Because you helped out with a guy, a friend of mine that was running from you and absolutely trying to be kind to him and stuff.
Speaker A:So is there some others?
Speaker A:I mean, what else have you.
Speaker B:Yeah, I need to be busier.
Speaker B:I need to do more.
Speaker B:You know, you can only have one job, but you can own multiple businesses.
Speaker B:And the more businesses that you own and the More people you can help.
Speaker B:So ultimately, the more successful you will be.
Speaker B:It's not about selling.
Speaker B:It's about helping others.
Speaker B:And when you can choose businesses where you can scale and you can help more people, then ultimately you're going to be more successful.
Speaker B:So, yeah, we still do all of those things, and we're still growing all of those things.
Speaker B:And you can be passionate and do multiple things at once and excel in all of them.
Speaker B:I get that one a lot.
Speaker B:How do you do this and that?
Speaker B:I'm like, well, teams and people.
Speaker B:So I'm gonna get back to my script here.
Speaker B:I wanted to start off huge.
Speaker B:Thank you to my parents.
Speaker B:There's no way any of this is possible without them.
Speaker B:We talked about the mentorship.
Speaker B:We talked about the professional athlete parent will have a better odds of having a professional athlete child.
Speaker B:Well, it's no different.
Speaker B:So that's why if you don't have mentors like that, you have to get them in your life.
Speaker B:But, yeah, nowhere close without my parents.
Speaker B:They were entrepreneurs from the start.
Speaker B:They started off with mom and Pop Shell gas station in Akron, Ohio, and got into the battery business from there.
Speaker B:Moved here to Mansfield.
Speaker B:What?
Speaker A:Grew up with Mansfield.
Speaker B:It was open territory.
Speaker A:Okay.
Speaker A:For interstate.
Speaker B:Yeah, it was a virgin territory.
Speaker B:Nobody was here.
Speaker B:They opened up shop right here in Lucas.
Speaker B:Yeah, right.
Speaker A:It was in Lucas.
Speaker B:Yeah.
Speaker B:Right where the Dollar General is.
Speaker A:Oh, my gosh.
Speaker A:Okay.
Speaker B:Didn't know that.
Speaker B:And opened up a shop there, then moved to Mansfield.
Speaker B:And we grew that over the years.
Speaker B:But, yeah, they always had that entrepreneurial mindset.
Speaker B:Just pushed.
Speaker B:And dad was always very data driven.
Speaker B:Like, he'd say, that's a good idea, but let's break that down.
Speaker B:How much money would that actually make you?
Speaker B:Blah, blah, blah, blah, blah, you know?
Speaker B:And he'd say, let's put it on paper.
Speaker B:And he was always, I'm a big Grant Cardone guy, 10x.
Speaker B:And dad was giving me 10x.
Speaker B:Really?
Speaker B:Before we even knew what that was.
Speaker B:He's like, if you want to do that, you need to do it a thousand times or a hundred thousand times and focus on it until you get it right, you know?
Speaker B:And he did.
Speaker A:That's a 10x.
Speaker A:That's what it means.
Speaker B:Yeah.
Speaker B:10x.
Speaker B:It's the key to success in any business is your efforts need to be 10 times what you're currently doing.
Speaker B:Essentially.
Speaker B:That's the gist of the book.
Speaker B:So.
Speaker B:So everyone fails because they underestimate the amount of effort it takes to succeed.
Speaker B:So whatever you're currently doing 10x, that.
Speaker B:That's where you need to be.
Speaker A:Can I share one of my failures in a story, please, about my bodybuilding career?
Speaker A:So when me and my wife were first married, and I don't know what happened, why I did this, but anyway, I'm like, here, can you take some before pictures?
Speaker A:So I was in my shorts or whatever and wife took some pictures and I turned around and like five years later I found those p.
Speaker A:We were moving or something and I didn't really do anything to change anything.
Speaker A:And I realized I looked pretty good five years ago.
Speaker A:So then I realized I don't have to do anything and I'll always think I look good.
Speaker A:Five years ago, that was my plan.
Speaker A:It's minus five.
Speaker B:Minus five.
Speaker B:That's your book.
Speaker B:Is it coming out?
Speaker A:Yeah, I'm gonna start working on it.
Speaker A:Minus 5.
Speaker B:I want to see the pictures.
Speaker A:I wonder if he's any.
Speaker A:Oh, I gotta find him.
Speaker A:Roy.
Speaker A:Excuse me.
Speaker A:I hope he's all right.
Speaker A:Like, Roy, who's the guy that gym.
Speaker B:Roy Leedy?
Speaker A:Yeah.
Speaker B:Is he doing it?
Speaker B:My man.
Speaker B:I love that guy.
Speaker B:He helped to change my life.
Speaker A:Okay.
Speaker A:Because he.
Speaker A:Well, that's the story was.
Speaker A:He was like 50 some years old, benching £500.
Speaker A:And that's when that story kicked because when Roy was sharing.
Speaker A:So I bought some equipment for the gym down here from him and he shared that story or.
Speaker A:No, he was sharing his story.
Speaker A:I know what it was.
Speaker A:He said that something about it with his ex wife and he went six months and he missed his work.
Speaker A:He goes, I thought, what if I never miss a workout?
Speaker A:That was what he told me.
Speaker B:Yeah.
Speaker A:And there he is benching, you know, £500 at like 50 some years old.
Speaker A:I'm like, oh my gosh, Roy.
Speaker A:No wonder I didn't get there because that was my story.
Speaker A:That was my joke.
Speaker A:I told him.
Speaker A:But yeah.
Speaker B:Is he doing all right?
Speaker B:He's doing good.
Speaker B:And he's the type of guy, if he wasn't, he would never tell you.
Speaker A:Okay.
Speaker B:But he is doing good.
Speaker A:I know he's going through some hell stuff.
Speaker B:Yeah.
Speaker B:Yep.
Speaker B:He's fighting some cancer, man, but he's.
Speaker B:He's Roy, so he's gonna beat it.
Speaker A:So that's wild.
Speaker A:He's one of your.
Speaker B:Yeah, I love that guy.
Speaker B:He.
Speaker B:And that goes back to another Grant Cardone quote.
Speaker B:Be obsessed or be average.
Speaker B:Be obsessed with whatever you do or just.
Speaker B:You're gonna be average at it.
Speaker A:Okay.
Speaker B:You know, so Roy, he was all in obsessed, you know, and he became one of the world's best.
Speaker B:He Influenced me by when I started doing CrossFit and I would roll in there hungover.
Speaker B:I'd opt for the three, you know, the afternoon class or the evening class and do it half ass.
Speaker B:And he says, no, Pete.
Speaker B:He's like, you need to get in here in the mornings.
Speaker A:Okay.
Speaker B:You know, and he burnt that into my mind.
Speaker B:And that on top of just the work ethic that he would preach.
Speaker B:And he turned me into a morning workout guy.
Speaker A:So is that what got you into the bodybuilding and the fitness?
Speaker B:I had done some bodybuilding before that, but he kind of changed my mindset on, if you're going to be honest, the night before, you're gonna be a good boy the night before because, you know, I'm gonna kick your ass.
Speaker B:And, well, he went, he doesn't cuss, but he says, you know, I'm gonna kick your ass in the morning.
Speaker A:Wow.
Speaker B:So I said, okay.
Speaker B:So I changed my lifestyle.
Speaker B:Yeah.
Speaker B:And so I'm in there 6 o'clock every morning now.
Speaker B:He has his own home gym and he does some private clients now, so I don't see him as much.
Speaker B:But, yeah, he changed my life now.
Speaker A:Do you have other siblings?
Speaker B:Yes, I got a brother up in New York.
Speaker B:He's a toy designer for Fisher Price.
Speaker A:Wow, that's cool.
Speaker A:Yeah.
Speaker A:So do you think he.
Speaker A:Did he get a lot of same stuff your parents, because you were talking about your dad.
Speaker B:Yes.
Speaker A:And so I was wondering, is that permeated the whole family?
Speaker B:Absolutely.
Speaker B:You want to be a toy designer?
Speaker B:Draw a thousand Batmobiles and turn it into me.
Speaker A:Really?
Speaker B:Yeah.
Speaker B:And he would.
Speaker B:And he did, and he would.
Speaker B:And he's now designed like 10 batmobiles for Fisher Price in real life.
Speaker A:That is cool.
Speaker A:I didn't know that till right now.
Speaker B:Yeah.
Speaker B:He's worked with all types of brands.
Speaker B:You know, as far as, you know, Star wars and spongebob, you name it.
Speaker B:Yeah, Any brands that come through in a toy aisle, you've seen it.
Speaker B:Fisher Price, my brother probably worked on it.
Speaker A:Super cool.
Speaker A:So what, your mom and dad, everything good?
Speaker A:Like, we're there right now?
Speaker B:Yeah, they're good.
Speaker B:They're retired.
Speaker B:We were hanging out with them last night.
Speaker B:They go to Florida about six months out of the year and they're just enjoying retirement.
Speaker B:So, yeah, huge shout out to mom and dad.
Speaker B:They got me started as an entrepreneur and boosted my career as a real estate investor as well.
Speaker B:And again, I'm getting back to my script and my wife.
Speaker B:My wife, you know, would be nowhere without her.
Speaker B:Lisa is amazing.
Speaker B:And you Know I'm the one out there doing stuff like this.
Speaker B:And people see her and they're like, how does he do so much?
Speaker B:And she just kind of irks her a little bit because behind the scenes, couldn't do it without her.
Speaker B:She does so much to help hold everything together and just help push things forward.
Speaker B:So huge shout out to Lisa.
Speaker A:I gotta say exact same thing.
Speaker A:My wife, you know, I'm nowhere near as it got all this done.
Speaker A:Like I said, I'm minus 5x, but.
Speaker A:No, I'm kidding.
Speaker A:But I got stuff going on, running around and.
Speaker A:Same thing, you get all this credit, people, and your poor wife's at home slaving and really not getting much of the recognition.
Speaker A:But we know that that's it.
Speaker A:That's the rock, right?
Speaker B:Yes.
Speaker B:Yep.
Speaker B:Lisa, thank you.
Speaker B:Thank you, baby.
Speaker A:Where'd you meet her?
Speaker A:Did you meet her?
Speaker A:Lucas?
Speaker B:She's a Lucas girl?
Speaker B:Yeah.
Speaker B:Mount Zion Road.
Speaker B:I used to ride my dirt bike over there, man.
Speaker A:Oh, yeah?
Speaker B:Yeah.
Speaker A:Her dad was okay with you at first.
Speaker B:Yeah.
Speaker B:Well, lucky for me, dad had moved to Arizona and it was a single mom.
Speaker B:Sit.
Speaker B:So.
Speaker A:Oh, okay.
Speaker A:You have to deal with any of that?
Speaker B:Yeah.
Speaker B:So his loss was my gain.
Speaker A:There you go.
Speaker A:It was good.
Speaker A:Good start.
Speaker B:Yeah.
Speaker A:So that is to the core of your.
Speaker A:And again, you want to get back to your script anytime, but.
Speaker B:Yeah.
Speaker A:So you've got real estate.
Speaker A:What did you say?
Speaker A:Real estate development.
Speaker A:That's what you call having to build apartments and things like that.
Speaker A:You have rental properties and.
Speaker A:Yes, commercial properties, too.
Speaker B:Yeah.
Speaker B:So let me see.
Speaker B:I wanted to touch on mindset a little bit first.
Speaker B:We talked about that.
Speaker B:Relationships.
Speaker B:Okay.
Speaker B:This is a big one for me.
Speaker B:And then I'll get into the real estate and why we go pedal to the metal and never let up.
Speaker B:Social Security Administration did a study.
Speaker B:Out of 100 people on average, hundred retirees in America, only four retire financially secure and only one retires wealthy.
Speaker B:That means only 5%.
Speaker B:The rest are either dead or retire broke or don't never retire, have to continue to work.
Speaker B:So 5% is where we're aiming to be.
Speaker B:So that's another one that I get.
Speaker B:Why do you continue to push so hard?
Speaker B:Because of that.
Speaker B:You know, emergencies could happen.
Speaker B:Covid could happen.
Speaker B:Unforeseen market things could happen.
Speaker B:A medical emergency with a friend or a family could happen.
Speaker B:Someone in your community might need help, that your church might need help.
Speaker B:Who knows what could happen?
Speaker B:So that's why success is your duty, your obligation, your responsibility.
Speaker B:It's nothing about greed.
Speaker B:It's about making more than enough.
Speaker B:So when there is yourself or someone else in a time of need, you are there to help.
Speaker B:So that's why we're going to continue to push and never let up.
Speaker A:Oh yeah.
Speaker A:How old are you?
Speaker A:We talked earlier.
Speaker A:How old are you again?
Speaker B:46.
Speaker A:Okay, good.
Speaker B:Another thing I wanted to say about entrepreneurs and just getting started and just taking action.
Speaker B:Good entrepreneurs are actually dumb.
Speaker B:This is my take on this.
Speaker A:Okay.
Speaker B:We're not smart.
Speaker B:Alright.
Speaker B:We are actually dumb enough to just go ahead and try it.
Speaker B:Right.
Speaker B:Would you agree?
Speaker A:Oh, we started our business, the whole family, like, what are you doing?
Speaker A:Like, yeah, we did.
Speaker A:We were like the dummies.
Speaker A:We're like, I don't know, but I'm gonna do it.
Speaker B:Yes.
Speaker B:And you didn't know every step, you just knew the next step, right?
Speaker A:Yep.
Speaker B:And that's how we roll.
Speaker B:And I preach that to all the agents on the team.
Speaker B:I'm like, you guys, we've all been there.
Speaker B:We're nervous.
Speaker B:We just got our license.
Speaker B:I'm like, that's fine.
Speaker B:You've all this experience on the team.
Speaker B:We've all been there.
Speaker B:You just need to say, I can do that and then leverage us to help you figure it out.
Speaker B:So always have that I can do that attitude and then figure it out later.
Speaker A:You know, it's funny, my parents didn't have business entrepreneur stuff when you said that and Adi just said that, my mom always said, what are you, an American?
Speaker A:What's the last four letters?
Speaker A:I can.
Speaker A:You can.
Speaker A:We got that drilled into us.
Speaker A:So just what you just said, you can.
Speaker A:I mean, it was always the mindset like, you can go do it, just go do it.
Speaker B:Fantastic.
Speaker B:And that came from mama, My mom.
Speaker A:Yeah.
Speaker A:My dad was like a union factory guy.
Speaker B:Yeah.
Speaker A:He was, he was content.
Speaker A:Yeah.
Speaker A:Which nothing wrong with that.
Speaker B:Right.
Speaker A:But in fact, I'll throw a little story in there.
Speaker B:Please.
Speaker A:So I think the most my dad ever made was like 35,000 a year.
Speaker A:I don't know why it stuck in my head, you know, back in the 70s and stuff.
Speaker A:I graduated high school 82.
Speaker A:I start, I just get in.
Speaker A:I couldn't find a job, so I got into sales and you know, luckily, for some reason I started to work out.
Speaker A:I'll never forget this buddy of mine.
Speaker A:So you talk about a mentor and the people you're around, Right.
Speaker A:And this is the silliest thing, but one day we're talking and I said, man, if I could just make 35, like that was my mindset.
Speaker A:I don't And I went all through college, high school, you know, never heard.
Speaker A:I don't know why.
Speaker A:Never heard anything different.
Speaker A:He goes, why can't you make 55?
Speaker A:I'm like, I don't know.
Speaker A:He goes, you're the only one not stopping you from that.
Speaker A:And as stupid simple as that was, it blew me away.
Speaker A:Like, I was like, yeah, why can't I do this?
Speaker A:I guess I could.
Speaker A:If I try, I want to set the goal.
Speaker A:And that was the first time that.
Speaker B:Yeah.
Speaker A:My mind.
Speaker A:And I just.
Speaker A:And I think often what you said, and I think talking to high school kids and younger kids, like, that's what I'm always amazed at, is what people can accomplish that they even don't know.
Speaker A:They don't even know they can accomplish what they can accomplish.
Speaker B:Right.
Speaker A:I threw you off your script.
Speaker B:Sorry.
Speaker B:No, no, not at all.
Speaker B:The.
Speaker B:When the student is ready, the teacher appears, Right.
Speaker B:You weren't ready until that person said.
Speaker B:Your friend said, hey, you can make 55.
Speaker A:Yeah.
Speaker B:Really?
Speaker B:Okay, now you're ready all of a sudden.
Speaker B:You know, I.
Speaker B:We have an agent who's amazing at the team.
Speaker A:Oh, I know.
Speaker A:I use this video guy with John Pavlansky.
Speaker A:Yeah.
Speaker B:He's gonna make a ton of money this year.
Speaker B:Yeah.
Speaker B:You can do the math.
Speaker B:If he does 10 million in sales and 3%, he's gonna do 20 million in sales this year.
Speaker A:Yeah.
Speaker B:At 3%.
Speaker A:Okay, real quick backstory.
Speaker A:So I know another real estate agent, right?
Speaker A:Tommy's all about the social media guy he uses.
Speaker A:Right.
Speaker A:And I don't understand it.
Speaker A:In fact, you're a quick story Tommy's telling me.
Speaker A:I go, what does this guy post this.
Speaker A:What's his name again?
Speaker B:J.P.
Speaker B:john Pavlansky.
Speaker A:Okay.
Speaker A:John Pavanski.
Speaker A:I know.
Speaker A:I've seen his billboards.
Speaker B:Yeah.
Speaker A:And he goes, well, like, the other day, he didn't like getting up, and he got up and he went to the gym or something like that.
Speaker A:And I'm going, that's what people are watching.
Speaker A:Who cares?
Speaker A:I don't care less about somebody doing it.
Speaker A:Dad.
Speaker A:You don't understand.
Speaker A:And he's talking, and then I'm getting.
Speaker A:And that's why we're sitting here, right?
Speaker A:I tell you the story.
Speaker A:Like, you get to know these people, you start to trust the people.
Speaker A:Now you want to kind of know, blah, blah, blah.
Speaker A:Anyway, so some real estate guy was in there.
Speaker A:We're talking about something else, and he goes, let me give you some perspective.
Speaker A:So I'm assuming we can say whatever you want here.
Speaker A:What am I saying, it's my show.
Speaker A:No, but anyway, so he said, you know, the top real estate salespeople in Richland county do like 9, 8, 9 million forever or something.
Speaker A:He goes, this kid did 22 million.
Speaker A:This was like a year ago or something.
Speaker A:I'm like, what?
Speaker A:Like more than double what top people have been doing.
Speaker A:So, yeah, go ahead.
Speaker A:Now you're gonna start to talk about him.
Speaker A:So, yeah, I'm interested to hear about him.
Speaker B:Yeah.
Speaker B:So it was.
Speaker B:The stud was ready, right?
Speaker B:So J.P.
Speaker B:was come to me and he was ready.
Speaker B:And I said, here's what you need to do.
Speaker B:I wrote a book on it because I got tired of telling my same old stories over and over again.
Speaker B:I give every new agent the book.
Speaker B:I says, you read this book, when you walk out of this room, you have everything you need to know to go succeed.
Speaker B:Don't come to me with you don't have enough training.
Speaker B:This book has everything you need.
Speaker B:I'm like, but not everybody's as self motivated as me.
Speaker B:So we do have training, you know, and I do have a place in importance on that.
Speaker B:But I says, you know, he came to me ready, and he took what I showed him and told him to do and then took it to the next level on top of that.
Speaker B:So it's what I mean, people.
Speaker B:And we preach it every week, and even he does, and he's very willing to share.
Speaker B:There's no secrets.
Speaker B:And he says, hey, if you guys do this and this, you would just do just as much as me.
Speaker B:And how many people actually do it?
Speaker A:Oh, yeah, zero.
Speaker B:You know, we.
Speaker B:I have a great team, don't get me wrong.
Speaker B:And a lot of them do that to a degree, but not to his degree.
Speaker B:Yeah, you know what I mean?
Speaker B:All you have to do is copy.
Speaker B:This is.
Speaker B:We're out of school.
Speaker B:You're allowed to copy people now, right?
Speaker B:Okay, take someone to copy them.
Speaker B:The successful ones.
Speaker A:That was my.
Speaker A:One of my other inspirations, which probably is more yours.
Speaker A:Arnold Schwarzenegger, right?
Speaker A:That was his whole mindset, right?
Speaker A:You find whoever's the best.
Speaker A:You just go copy the best.
Speaker A:That's it.
Speaker B:That's it.
Speaker B:Yeah.
Speaker B:Yup.
Speaker B:Love it.
Speaker B:Arnold.
Speaker B:We have to do the rest of the podcast in Arnold voice.
Speaker A:Oh, all right.
Speaker A:Okay.
Speaker A:If you say so.
Speaker B:Reagan's like, Reagan's like, is this over yet?
Speaker A:Yeah.
Speaker A:Reagan, are you get.
Speaker A:Are you going to take a nap?
Speaker A:Is this going to be too much for you?
Speaker B:Are we too.
Speaker B:Are we too good?
Speaker A:Pete is intense, man.
Speaker A:He's ready to go.
Speaker B:Are we too Long yet.
Speaker A:Well, we joked that we need Bill to anger you and get you to punch him in the face.
Speaker B:Oh no.
Speaker B:We want some views.
Speaker B:Huh?
Speaker A:I was gonna.
Speaker A:Yeah, well, I was going to do some, you know, take my shirt off, do some push ups and stuff like try to compete with your.
Speaker B:Okay.
Speaker A:Didn't you do a thing where you're out in a like a cemetery or park and you guys are running around with your shirts on or doing something crazy?
Speaker A:There was some.
Speaker A:Somebody showed me once Tommy or something.
Speaker A:I was like, I got.
Speaker A:Dude, I got to do that when he comes here.
Speaker B:See this sounds like a mix of all the videos I've ever posted.
Speaker B:I think it's yes to all of those.
Speaker B:Some have been deleted over the years, but.
Speaker B:Okay.
Speaker B:And back to JP posting things about random things he does in the morning.
Speaker B:It's about consistency and omnipresence.
Speaker B:Right.
Speaker B:And be just being consistent with social media.
Speaker B:I preach that to the team.
Speaker B:One video every day.
Speaker B:You guys should be putting one video out every day.
Speaker B:I don't, I don't see.
Speaker B:I still only see that out of John.
Speaker B:You know there are some that do a couple a week and they're gaining some steam.
Speaker B:Again, huge shout out to the team.
Speaker B:We're the fastest growing brokerage in the area, so they are all amazing.
Speaker B:But it's my job to be their accountability partner as well.
Speaker B:I want to hold them accountable so they can make more money and have more success for themselves and their families.
Speaker B:So that's what I do.
Speaker B:So we talk about jp, stay consistent, change to survive.
Speaker B:I wanted to touch on this too.
Speaker B:And this is what you're doing.
Speaker B:The strongest doesn't survive.
Speaker B:The smartest doesn't survive.
Speaker B:It's the one who is willing to adapt to change, survives.
Speaker A:Okay.
Speaker A:Yep.
Speaker A:I did heard this recently.
Speaker B:Right.
Speaker B:And that's what you're doing.
Speaker B:So kudos to you.
Speaker B:You know and you, you've gone from print.
Speaker B:You still do the print.
Speaker B:You know, you're expand.
Speaker B:You expanded into digital.
Speaker B:You're bringing the pod on.
Speaker A:Yeah.
Speaker B:The reels.
Speaker B:Yeah.
Speaker A:The pods and the reels.
Speaker A:That's.
Speaker A:Well, we're gonna get heavy into social and.
Speaker A:Yeah, yeah, it, you know, for me too, we got into digital just goofing.
Speaker A:I think we shared this before and we did Cody with the specialty tree service.
Speaker B:Yeah.
Speaker A:And for me it's always, you know, and since we are supposed to talk about print, digital, I'll take a little bit here.
Speaker A:So you know, we started to print.
Speaker A:It had just performed so well.
Speaker A:You know, that's what really for me, was the motivator, right?
Speaker A:It just something clicked and I'm like, wow, this is.
Speaker A:Customers are going to love this, right?
Speaker A:When they get experiences.
Speaker A:Well, you know, 30 some years ago, and there's things in there waning and that.
Speaker A:There's still a lot of success in that.
Speaker A:So the digital, to me, always seemed a little smoke and mirrors.
Speaker A:A lot of Facebook analytics, this and that, you know, in fact, I had Jared here one time.
Speaker A:We had a little house of prayer here at the community center.
Speaker A:And I'll never forget, he goes, hey, you're gonna have like 18.
Speaker A:I did this thing on Facebook and 18 people are gonna come tonight.
Speaker A:I'm like, what?
Speaker A:I ran to Sam's club, bought some chairs.
Speaker A:We normally have four or five.
Speaker A:I get there, it's the same four or five.
Speaker A:I go, what?
Speaker A:What is up with this digital market?
Speaker A:That was my impression.
Speaker A:So along comes Cody, we launch on these sites, and the dude's doing like a hundred grand a year off a few grand of debt, you know, so I'm physically seeing this now.
Speaker A:Right now.
Speaker A:I'm seeing these leads coming in through the little portal thing or whatever.
Speaker A:We got the form filling all that.
Speaker A:That changed everything.
Speaker A:That was the change part you're talking about.
Speaker A:I had to see kind of this success, and then it becomes fun.
Speaker A:Now I love it.
Speaker A:Right?
Speaker A:It's not like I heard this once.
Speaker A:I'm an immigrant, right?
Speaker A:I'm not the native, Reagan.
Speaker A:Tommy, you're probably right in there.
Speaker A:The natives that are growing up on this stuff, and I'm an immigrant trying to figure it out.
Speaker A:I'm still not in any social media, so, I mean, that's probably another big change I gotta do, but anyway.
Speaker A:Well, I appreciate you saying the change and we survived, but anyway.
Speaker A:I am getting tired, though.
Speaker A:I'm already taking back.
Speaker A:We might wrap up.
Speaker A:I gotta take a nap.
Speaker A:No, I'm kidding.
Speaker A:We're not gonna wrap up.
Speaker A:Oh, there we go.
Speaker A:Just have some caffeine in it.
Speaker B:Yeah, you're gonna be great on social media.
Speaker B:You've got a great personality.
Speaker B:You're just authentic.
Speaker B:So just push it out there.
Speaker A:Hear that, Reagan?
Speaker A:Let's pump this out.
Speaker B:Can't wait to see it.
Speaker B:And you know where else?
Speaker A:Take my shirt off.
Speaker B:Yeah, the shirt will come off.
Speaker B:You're going to be great at.
Speaker B:You could probably help a lot of agents, just the whole real estate business as a whole, because a lot of agents are just lacking an online presence.
Speaker A:Okay.
Speaker B:You know, just have a capture form on there, just like you did for Cody.
Speaker B:And if you don't mind, I don't know if you or if you have a sales rep or whoever needs to come in and talk with my team sometime.
Speaker B:Okay.
Speaker B:Yeah, Jeff.
Speaker A:Well, you talk about change.
Speaker A:Okay, here's a quick example.
Speaker A:And this will relate to our industry and stuff.
Speaker A:So needless to say, the print industry has been decreasing.
Speaker A:You know, it's been sort of a lot of people going out of business and that.
Speaker A:Well, and we've Covid.
Speaker A:We closed a lot of markets, right?
Speaker A:So one of the things we did, we formed a partnership.
Speaker A:There's a company out there called Velasis, and they do like 100 million homes a week in the nation right there across.
Speaker A:That's where I cut my teeth.
Speaker A:That's where I work for three or four years when I first started in the industry.
Speaker A:So they're in the same boat.
Speaker A:You know, our industry is kind of shrinking, so we're surviving, and then we start working together with one another.
Speaker A:So back then, at the time, we can only do our circulation, which was a couple million at the time.
Speaker A:So they did a few.
Speaker A:And then for the last five years, he's.
Speaker A:Every year they quoted something, looked at it, didn't do it, you know, but Jeff never, you know, persistence.
Speaker A:Right.
Speaker A:I guess that's part of.
Speaker A:Maybe part of your script here.
Speaker A:Yeah, all this other thing.
Speaker A:That's my most successful franchises.
Speaker A:When you meet them, I'm like, there's nothing special about them, but, man, are they persistent.
Speaker A:They don't give up.
Speaker A:They just keep coming, keep coming.
Speaker A:And, you know, I think that Jeff just even, you know, so if you'd say, like, in our industry, we've gone through a lot of adversity in the last.
Speaker A:I mean, that 22 with the supply chain and everything and just about wiped us out.
Speaker A:And Jeff has been very creative.
Speaker A:He just finds.
Speaker A:In fact, here's a quick little sales thing.
Speaker A:Maybe you've heard this.
Speaker A:I like this.
Speaker A:The guy said, I'll just make up New Zealand.
Speaker A:I don't know where, but, hey, I sent these two sales reps to New Zealand to sell these shoes, right?
Speaker A:After about two weeks, first one calls, hey, you gotta bring me home.
Speaker A:Nobody wears shoes here.
Speaker A:I can't sell anything.
Speaker A:You know where it's going.
Speaker A:Second guy's like, hey, I need help.
Speaker A:No one wears shoes.
Speaker A:I got.
Speaker A:I can't.
Speaker A:They're buying all my shoes up.
Speaker A:I need more shoes.
Speaker A:You know what I mean?
Speaker B:Right.
Speaker A:So that's.
Speaker A:That's Jeff's story.
Speaker B:Let's see, where else was I going?
Speaker A:No, I Do have a real estate agent up in Avon for Howard Hannah.
Speaker A:And I'll tell you what, I'll tell Jeff the postcard D card.
Speaker B:Oh, yeah, this guy.
Speaker A:The post office was screwing up, not mailing them, doing this and that.
Speaker A:I mean, it was.
Speaker A:I literally this only time in my life I had to call customer.
Speaker A:And I said, and the post office has gotten really painful lately, I'd admit.
Speaker A:And we do everything we can.
Speaker A:You know, most time it works out.
Speaker A:But every once in a while.
Speaker A:In this case, we could not even verify when this thing was going out.
Speaker A:I mean, it got to the point was so messed up because it gets shipped to one place and back, blah, blah, blah.
Speaker A:The important thing is I'm talking and it's one of my franchise's big customers.
Speaker A:Right.
Speaker A:It's a real estate agent up there.
Speaker A:And he's like, you called the client.
Speaker A:I can't keep telling him this stuff.
Speaker A:So I call a guy, he's not happy about it.
Speaker A:I finally said, look, unless we can get the post office to agree to this exception, how they do things, I cannot even tell you when this thing is going to come out.
Speaker A:And I go, I can't even believe that.
Speaker A:It'd be like you saying, I could try to sell you a house, but I might not have the house.
Speaker A:I mean, it was so ridiculous for me to make the statement.
Speaker A:You know, his statement back to me was, I just don't want to miss out getting the card.
Speaker A:So I'm thinking, we've just given you the worst service possible.
Speaker A:I don't even know if I could do what I'm saying I'm gonna do.
Speaker A:And you're more worried about that's how powerful the car.
Speaker A:And then he went on to say, this thing works so good for me that that's my number one concern.
Speaker A:I'm like, all right, well, in other.
Speaker B:Words, just get it out whenever it gets out.
Speaker A:Yeah, I mean, I think at some point I would be fatigued and it might drop out, but y.
Speaker A:I was.
Speaker A:So anyway, I'll put a little plug in for that D card.
Speaker A:Yeah, it's a pretty powerful D card there.
Speaker A:Hey, while we're talking about print digital, maybe I could sell a little bit.
Speaker B:Yeah, that's what it's all about.
Speaker B:Sales makes the world go around.
Speaker B:Print was at one time 100% your business.
Speaker B:What portion of your business is print now?
Speaker A:It's still probably like 95%.
Speaker A:I mean, it's 90%.
Speaker A:Yeah.
Speaker A:We're now what you to compare is maybe the growth rate.
Speaker A:Right.
Speaker A:So the digital and I don't even know.
Speaker A:I mean that's.
Speaker A:That's really growing for us aggressively, but we're at a very low.
Speaker A:It's one thing to grow $100,000 in sales, nothing to grow 7 million in sale.
Speaker A:You know what I mean?
Speaker A:It's like.
Speaker A:So I will say this, though.
Speaker A:There is this whole resurgence and I think it ties in exactly what we're doing right now.
Speaker A:Been reading articles lately and they said, and this would be something to hear what your thoughts are.
Speaker A:Here's a good example.
Speaker A:I have a new franchisee, came in, 32 years old.
Speaker A:He has a digital marketing agency and he wants to be in print.
Speaker A:And he said print is coming back.
Speaker A:It's going to be a lot stronger.
Speaker A:And he said part of the reason is digital has gotten so expensive.
Speaker A:But the other thing that's cool we've been reading recently is that gen zers are re embracing print and they've grown up in this digital age and they just don't.
Speaker A:Everything's.
Speaker A:They mistrust everything.
Speaker A:They're looking for authenticity and truth.
Speaker A:And print seems to have a little.
Speaker A:It kind of has a little truth aspect, people.
Speaker A:And I think it's more expensive, you know, if you're going to spend money to send out a print flyer.
Speaker A:People think it's probably more legit than getting some email that you could have barely spent any money on.
Speaker A:So even to the point that they.
Speaker A:And I've seen this in my own kids, right?
Speaker A:I imagine you might see this around where they're sitting there with a phone, a laptop, the TVs on and all this stuff where they said even textbooks, because it holds their attention, they can actually focus on it for a little longer than they would digital.
Speaker A:So to give you an example, most of this happened during COVID but we've averaged closing 7 market.
Speaker A:For us, a market is a town like Mansfield.
Speaker A:We've averaged closing seven for the last seven years.
Speaker A:I mean, it's a landslide, right?
Speaker A:We're just going down this.
Speaker A:That's why, you know, whatever I got, like I said, survive or thrive.
Speaker A:You know, I'm trying to do both.
Speaker A:This year as an example, we should end up plus two.
Speaker A:So that's a pretty massive.
Speaker A:And that's like a nine.
Speaker A:You know, you could say nine market shift and then throw that Huntington in there.
Speaker A:We're actually having a very good year lately.
Speaker A:I've been getting all these lead calls and we haven't even been marketing a thing.
Speaker A:So there's something going on a little bit with the print that I'm.
Speaker A:You'd think I'd be ahead of it, but I'm kind of just trying to follow it.
Speaker A:That maybe there is a little coming back to us, but it's still the largest part of our marketing is the print.
Speaker B:Excellent.
Speaker B:Yeah.
Speaker B:And to tie that into real estate for the agents out there and for your print folks who may be marketing to agents, you know, when we farm a neighborhood.
Speaker B:And again, going back to my man, Grant Cardone 10x Omnipresence.
Speaker B:Omnipresence is the goal in marketing.
Speaker B:So I want to knock on their door, I want to meet them face to face.
Speaker B:I want to give them a business card.
Speaker B:I also want to friend them on social media.
Speaker B:I also want them to see my videos on social media.
Speaker B:I want them to see my billboard.
Speaker B:I want them to hear me on the radio.
Speaker B:I want them to get my postcard in the mail.
Speaker A:Okay.
Speaker B:Right.
Speaker B:I want all of them.
Speaker A:Okay.
Speaker B:You know, so as an agent who is an independent contractor, who is an entrepreneur, you know, you got to spend your money wisely, especially when you start out.
Speaker B:But you, you should be budgeting 5 to 10% for marketing.
Speaker A:Okay.
Speaker B:Of your gross.
Speaker A:You know what?
Speaker A:I want to hear one of my quotes from the past.
Speaker A:It's an action, a forward in a book.
Speaker B:Yeah.
Speaker A:Advertising budgets is for advertising.
Speaker A:It doesn't work.
Speaker B:Okay.
Speaker B:I like it.
Speaker A:That's when coupons are really hot.
Speaker B:Right.
Speaker A:I don't know if I could.
Speaker B:So are you saying in other words, don't have a budget for advertising?
Speaker A:Well, let me say this.
Speaker A:If I came to you and I sold you something for $500 and you got 10 grand back, you'd give me as many five hundreds as you can.
Speaker A:Right?
Speaker B:Right.
Speaker A:Why would you budget it?
Speaker A:You'd be like, let me get as many as I.
Speaker B:Let's double down.
Speaker A:So when I sell a pizza ad, right.
Speaker A:$300 and the guy get a thousand dollars back in net, I'm like, why have a budget?
Speaker A:Do as many as you can.
Speaker B:No.
Speaker B:And I like it.
Speaker B:I like that mindset.
Speaker B:But when the agents new agent starts out and they're broken.
Speaker B:No, I'm just saying they don't have any money coming in.
Speaker B:I try to get them to wrap their mind around, you need to start marketing.
Speaker B:You need to spit.
Speaker B:If you want to make 100 grand a year, you need to start spending 500amonth on marketing.
Speaker A:Okay.
Speaker B:And if you're not, you need to start thinking that.
Speaker A:Right.
Speaker B:You know, there's also online leads for us so we can buy leads through Zillow realtor.com and they can push on contact agent and that contacts.
Speaker A:You know I've heard this with home Advisor.
Speaker A:Do you think they share the like is there like dirty leads and clean like in other words, if you got a lead from a contact form on a website, that's a clean lead, right?
Speaker A:That's coming right to you, the agent, whoever.
Speaker A:When you buy them from Zillow Net, are they giving only you that lead or you think they're sometimes.
Speaker B:Well here's how it works.
Speaker B:They call five people on our team at once.
Speaker B:Whoever answers the phone first gets to talk to the actual person and they say the goal is with the online lead is set the appointment get face to face.
Speaker B:All of our marketing steers toward get face to face with the client.
Speaker A:Oh, I like it.
Speaker B:Okay, so yeah that's, that's how so we may be sharing.
Speaker B:I mean we may be sharing the share of available leads, but the actual lead is yours if you answer the phone.
Speaker B:It's up to you then to actually.
Speaker A:Ask you this thing because the Brian guys talked about he's a new kid here, inventor, awesome kid.
Speaker A:And he came up with this whole thing on how to handle leads and one of them.
Speaker A:This is embarrassing.
Speaker A:I'm gonna tell you the story.
Speaker A:They get called in the first five minutes and you double dial.
Speaker A:So they might be getting their car, going to the bathroom.
Speaker A:Then like an hour or two later, it's real aggressive, right?
Speaker A:Way more aggressive than I've ever been.
Speaker A:So I get random franchise leads like I just mentioned come in.
Speaker A:I call them the next day or later after I was taking a nap or something.
Speaker A:And then anyway, so I thought, alright, I'm gonna try this five minute thing four for four.
Speaker A:Now in the last week I'm like, oh my gosh, I told my embarrassing.
Speaker A:I'm 60 years old and I'm just now learning this stuff.
Speaker B:I love the double dial.
Speaker B:That's a great.
Speaker A:Well, I'll tell you a secret.
Speaker A:Reagan behind me, it like annoys him.
Speaker A:He's like, oh, that's an emergency and you're messing with me.
Speaker A:We're like ragging.
Speaker A:Pipe down.
Speaker A:Don't worry about it.
Speaker B:Yep, yep.
Speaker B:No, I like it.
Speaker B:I like it.
Speaker B:Hey, try it.
Speaker B:You don't know.
Speaker A:If you don't ask Reagan, you can pipe it in.
Speaker A:I was trying.
Speaker A:I just, I.
Speaker A:I really don't like.
Speaker B:If someone calls me twice.
Speaker A:You better have an emergency.
Speaker B:Otherwise I'm not buying that.
Speaker B:Emergency is we have a marketing special that is going to make you more money.
Speaker B:That's the best emergency.
Speaker A:I'll tell you what, I don't know what your time.
Speaker A:You want to hear another story?
Speaker B:Yes.
Speaker A:This is real estate story.
Speaker A:So you could share this maybe.
Speaker A:Okay.
Speaker A:Me and my wife, our very first home.
Speaker A:We go a price, right?
Speaker A:We go out, we find this house, love this house.
Speaker A:I go home.
Speaker A:My father in law was like, wait three days.
Speaker A:Whatever you do, wait three days.
Speaker A:We didn't look at any of their houses, right.
Speaker A:And our friend was selling us.
Speaker A:So he just got into real estate.
Speaker A:He's trying to be nice.
Speaker A:He's our buddy.
Speaker A:What happens in three days sells for list.
Speaker B:Yeah.
Speaker A:So my first reaction was we didn't really look at anything else.
Speaker A:Must be something better out there.
Speaker A:Oh no.
Speaker A:After about two weeks driving around, I am pissed.
Speaker A:Like, I'm like, first of all, your dad's a dummy.
Speaker A:Like we should have, like, how do you just say wait three days?
Speaker A:We should have.
Speaker A:Here's what I told my friend.
Speaker A:I said, you screwed me by not selling me.
Speaker B:Right?
Speaker B:Yeah.
Speaker A:And I said, tom, here's what you should have done.
Speaker A:You should have amelies.
Speaker A:You should have known what we were looking for.
Speaker A:Right.
Speaker A:In other words, knowing our clients needs and our preferences and immediately took us around, said, wait a minute, Bill, you have no idea.
Speaker A:This fits you guys perfectly.
Speaker A:It's right in your price range.
Speaker A:Let me drive you around right away and show you everything.
Speaker A:I bet you that next day I would have bought that house out.
Speaker A:You know, I ended up buying direct from a seller.
Speaker A:Like he was out of the picture after that.
Speaker A:But I've always never forgotten that because I thought, and I've used that in my own sale.
Speaker A:They said sometimes you're screwing somebody by not selling them.
Speaker B:That's right.
Speaker B:Yep.
Speaker B:Yep.
Speaker B:So I want to touch on the real estate aspect.
Speaker A:Okay.
Speaker B:So hopefully I can motivate, inspire some folks to invest in real estate.
Speaker B:So we preach you're going to be a real estate investor first, a listing agent second, a buyer's agent third.
Speaker B:Because a real estate agent is a job and it's often a nights and weekends job.
Speaker A:Oh, yeah, right.
Speaker B:So do that and use that, but don't blow your money.
Speaker B:Fold that back into your real estate portfolio because those pay you every month regardless.
Speaker A:Okay.
Speaker B:Right.
Speaker B:And that's how you create wealth, financial freedom for you and your family.
Speaker B:Yeah.
Speaker B:By cash flowing real estate.
Speaker B:You know, you're doing a couple things.
Speaker B:You're, you're, you're improving your net worth and you're providing much needed housing for an area.
Speaker B:And hopefully you're a Good landlord and not a slumlord.
Speaker B:Because we need good landlords.
Speaker B:We need 5,000 new units in Richland county alone.
Speaker B:New units.
Speaker B:Not to mention all the bad ones that need bought and improved.
Speaker A:Are you, can you build one right now or is it.
Speaker B:Yeah, yeah.
Speaker A:Is it cost effective to.
Speaker B:Actually yeah, yeah, we're building a couple right now.
Speaker A:You are?
Speaker B:Yeah, we, we just, we just listed one that we just finished 300,000 over off Brushwood.
Speaker B:It'll probably be in contract by the time we're sold by the time this airs.
Speaker B:But we're going to build about.
Speaker B:Not me personally but the builder is going to build like 50 homes back there.
Speaker B:But even that's just a drop in the bucket.
Speaker A:So not, not an apartment building but single family.
Speaker B:These are single families.
Speaker B:Yeah.
Speaker A:Can you build an apartment building right now?
Speaker B:You could?
Speaker B:Yeah, absolutely.
Speaker B:We need them.
Speaker B:We need the units.
Speaker B: A: Speaker B:But yeah, getting back to it.
Speaker B:So about dream huge.
Speaker B:So we have our holdings.
Speaker B:So we have what we buy and hold, which is my number one belief in real estate.
Speaker B:Buy and hold for the long term.
Speaker B:The market fluctuations will never hurt you.
Speaker B:I will never get hurt for the micro fluctuation.
Speaker B:We're buying the holder for the long term.
Speaker B:So we have, we just got contract another 56 units.
Speaker B:We will have 200 units personally owned.
Speaker B:You know the average about $800 a month.
Speaker B:So yeah, do the math that.
Speaker B:But 160 grand a month coming in off of rent.
Speaker B:Now there's two mindsets on that.
Speaker B:Hey Pete.
Speaker B:I just want to buy 20 duplexes or 10 duplexes and have them paid off free and clear so I can just have a better cash flow.
Speaker B:I want to pay those down as quickly as possible.
Speaker B:Right, that's fine too.
Speaker B:And I like that.
Speaker B:And either way you're investing but I would rather leverage my cash into bigger assets and more units because let's.
Speaker B:That property portfolio is worth 20 million.
Speaker B:So 20 million up.
Speaker B:20 million portfolio.
Speaker B:And I'm just living off the cash flow.
Speaker B:I'm not, I'm not putting extra.
Speaker B:I'm reinvesting in the properties again, I'm not a slumlord.
Speaker B:I want market rate rent so I can put on good roads, put in good driveways, have nice units to for everyone.
Speaker B:The appreciation alone on 20 million is 3% a year on average.
Speaker B:So I'm getting 600 grand a year in appreciation alone.
Speaker B:I don't care that they're not paid off.
Speaker B:Every time I get $100,000, I'm leveraging that 4x into real estate because I can buy a property with 20% down.
Speaker B:Right?
Speaker A:Okay.
Speaker B:So every time I keep up with.
Speaker A:The math, 4x, what is that?
Speaker B:Yeah, every time I get a hundred, I'm buying a $400,000 property is what I'm saying.
Speaker B:So that's, I'm leveraging it up.
Speaker A:Okay.
Speaker B:And then I'm doing that every single chance I get.
Speaker A:It doesn't matter whether, like, you know, recently, I mean, everything was like, it's crazy, right?
Speaker A:Like, in fact, I just bought a little house direct from the owner.
Speaker A:And.
Speaker A:And honestly the thing was like double what it was seemed like five years ago.
Speaker A:I don't know.
Speaker A:And ones are going for higher.
Speaker A:So I mean, I just assume, you know, you buy low, sell high, or you wait till the market goes, but you don't.
Speaker A:Like, you could, if you saw a good deal right now, you just buy.
Speaker A:It doesn't matter if the market's up or we're.
Speaker B:Every single year, every time, market up, down, interest rate up, down.
Speaker B:It's kind of a dollar cost averaging thing.
Speaker B:But yeah, we're always buying because over the long term, again, I won't get hurt.
Speaker B:And I know prices are crazy right now, but they're going to continue up.
Speaker B:And here in Richland county, the average cost is 200,000.
Speaker B:In Columbus, the average cost is 450,000.
Speaker B:So people think it's high here.
Speaker B:Now go an hour south.
Speaker A:Right, Right.
Speaker B:So it's still, I know I sticker shock because those were 100 grand a couple years ago and now they're 200.
Speaker B:Right.
Speaker B:So it is shocking.
Speaker B:But we're still very affordable here.
Speaker B:Still a great place to live and still plenty of opportunities for investment.
Speaker B:So that's kind of my investing strategy now.
Speaker B:We will do some flips, we will do some new builds, but the majority of it is buy and hold for long term, Improve the properties, get market rate rents, provide good quality housing for the community.
Speaker B:So then we have the brokerage.
Speaker B:So the brokerage.
Speaker B:So I preach that to them.
Speaker B:So the brokerage is an accessory piece for me.
Speaker B:I am mainly a real estate investor.
Speaker B:So that's why I would continue to be the fastest growing brokerage because I can support my agents better than the competing brokerages.
Speaker B:Because the competing brokerages don't have a real estate portfolio of my size that they can live off of.
Speaker B:They have to live off of their agents.
Speaker A:Okay.
Speaker B:Okay.
Speaker B:So I'm able to pay the agents better, put more in their pocket, they can invest in more real estate.
Speaker B:Everybody wins.
Speaker A:Okay.
Speaker B:So that's what's really cool about the brokerage side of it.
Speaker B:We're up to 46 agents.
Speaker B:We're the fastest growing team in the area.
Speaker B:We're going to be number one before long.
Speaker A:Wow.
Speaker A:Who's number.
Speaker A:Can we say who's number?
Speaker B:Sure, yeah.
Speaker B:Sluss sluss is number one.
Speaker A:Oh, okay.
Speaker B:Yeah, they, they've been in business for 60 years.
Speaker B:We've been in business for four and we're already on their heels.
Speaker A:Wow.
Speaker A:All right.
Speaker B:Okay.
Speaker B:So it's fun, it's a good competition and I love my folks over at Sloss.
Speaker B:If we, you know, I got nothing bad to say about any of the competition.
Speaker B:You know, we, because we do deals together.
Speaker B:You know, we collaborate on deals.
Speaker A:Even though you guys got it.
Speaker A:Work together.
Speaker B:We do.
Speaker B:Even though we're fighting and pulling for our client.
Speaker A:You know, new law that just changed with commissions or something.
Speaker B:Yes, yes.
Speaker A:But we don't have to waste a lot of time in the podcast with that.
Speaker B:No, it's.
Speaker B:It's essentially just saying that everyone has to agree on who's paying who and what commission rate is.
Speaker B:Is being paid.
Speaker B:And that's agreed upon ahead of time and spelled out in the contract.
Speaker A:We used to do that before.
Speaker B:Yeah, it's just more upfront and they want to make sure everybody knows that it is negotiable.
Speaker B:And it's so crazy that the one form says it.
Speaker B:The commission is not set by law is what the line says.
Speaker B:And I'm like, what kind of crooked ass agents did we have out there that were telling people, no, it's the law.
Speaker B:You have to pay this percentage.
Speaker A:Yeah.
Speaker B:Crazy.
Speaker B:They have to put that in there.
Speaker B:But everything's negotiable, you know, everything is.
Speaker B:So there's nothing new there.
Speaker B:It's just more bold in your face.
Speaker B:This is negotiable.
Speaker B:And then that goes per deal.
Speaker B:So the brokerage, we have the management company, property management.
Speaker B:So again, we are investor focused.
Speaker B:So we have 600 units under management that we manage for real estate investors all over the country.
Speaker B:We have people that live in Utah that invest here in Richland County.
Speaker B:And that kind of opened my eyes up to the investing world because we saw all these out of towners pouring money into Richland County.
Speaker B:I'm like, why?
Speaker A:Yeah.
Speaker B:But the more I lived here and the more I saw that and the more I appreciated things I drove by every single day.
Speaker A:Yeah.
Speaker B:Because I saw what these other guys were doing.
Speaker B:I says, man, I need to follow suit.
Speaker A:Yeah.
Speaker B:So how much of a hassle.
Speaker A:Okay, so Just from.
Speaker A:I mean, I got one renter here, you know, sitting in there, and buddy of mine has, like 50 houses, and that's from the rich dad, poor dad.
Speaker A:He's my biggest franchise.
Speaker A:To your point earlier.
Speaker A:He's my biggest number one franchise, and he owns 50 rental properties, too.
Speaker A:So guys doesn't stop going and.
Speaker A:But I.
Speaker A:The one thing I was wondering, like.
Speaker A:Like, I mean, how many people don't pay their rent or slow pay or complain about the toilet or.
Speaker A:I don't know why.
Speaker A:That always looks scary to me from the outside.
Speaker B:It's an ongoing thing.
Speaker B:You.
Speaker B:But we have an excellent team in place.
Speaker B:Shout out Christina and the team.
Speaker B:You know, a good property management team will definitely save you stress, make you more money.
Speaker A:So that really could put somebody between the owner and the renter.
Speaker B:Yeah, it's the buffer.
Speaker A:Because I know how many times I've helped people pay their rent, and then I think, oh, someone's struggling, and now I'm gonna feel bad.
Speaker A:So if you have that, you know, they have to check out of that.
Speaker B:It's the buffer.
Speaker B:Plus, I'm too nice.
Speaker B:I tried being a landlord.
Speaker B:I'm too nice.
Speaker A:Yeah.
Speaker B:And they have to have systems in place because they're dealing with, you know, 50 different investors, 600 different units.
Speaker B:So they can't be nice to this one and then mean to this one.
Speaker A:You know, these, like, squatters.
Speaker B:Oh, yeah.
Speaker B:Yep.
Speaker A:Is that real?
Speaker A:I guess on tv.
Speaker B:But we haven't had armed Venezuelans yet, thankfully.
Speaker B:But, yeah, we've had.
Speaker B:We have squatters, and we have.
Speaker B:Have to have people, you know, go through the eviction process.
Speaker A:You know, I don't know about you, because I.
Speaker A:I actually sought out to get some, and there's too many wild cats around here.
Speaker B:Down.
Speaker A:I'd like to get a few Haitians in.
Speaker A:Lucas.
Speaker B:That's a good idea.
Speaker B:Yeah.
Speaker B:Keep everybody in line.
Speaker B:Yeah, yeah.
Speaker A:Just get rid of some of the extras.
Speaker B:Right.
Speaker B:Cats.
Speaker B:We could just get rid of the cats.
Speaker B:Might be a better idea.
Speaker A:I used to take mine down to Pleasant Hill and drop them off.
Speaker A:Don't tell anyone.
Speaker B:Hey, I'm not a pet person.
Speaker B:Just so you know.
Speaker B:Most landlords are not.
Speaker B:I don't like dogs.
Speaker B:I don't like cats.
Speaker A:But our podcasting was going.
Speaker A:Kids.
Speaker B:Kids.
Speaker B:Yeah, I do that.
Speaker B:I like my own, I guess.
Speaker A:Yeah, I don't tell anyone, too.
Speaker A:But, you know, I learned in the country, I was trying to get rid of these raccoons and this.
Speaker A:Maybe if you put this out in a reel, I'm probably done but someone said, you gotta drown them.
Speaker A:And I'm like, drown em?
Speaker A:It sounds horrible.
Speaker A:I tried to shoot one, and I missed the thing with my shotgun.
Speaker A:It was horrible.
Speaker A:And so I do.
Speaker A:I get the golf cart, get him in the cage.
Speaker A:I'm like this a couple times.
Speaker A:I don't look.
Speaker A:I just toss it in the pond and it come up later.
Speaker A:Now when you pull it out, you gotta look.
Speaker A:It's not perfect.
Speaker B:What were they?
Speaker A:Raccoons?
Speaker B:Oh, yeah.
Speaker B:They're varmints.
Speaker B:You gotta get rid of them.
Speaker B:Dude, I got a quote for.
Speaker B:To get a raccoon out of it.
Speaker B:We just got these properties infested with raccoons, okay?
Speaker B:Go get a quote.
Speaker B:The guy goes up there, gets a quote.
Speaker B:And, oh, there's bats up here too.
Speaker B:You're infested.
Speaker B:And there's a special kind of protected species, so I'm gonna.
Speaker A:No way.
Speaker B:$9,000 to get.
Speaker B:Oh, it was the quote.
Speaker A:Can't you just not tell anybody to get some bat?
Speaker B:Well, again, I'm not a slumlord, so I want to take care of the safety and health of the.
Speaker A:Let me come in.
Speaker B:Of my tenant.
Speaker A:Next time I'll be this one.
Speaker B:Yeah.
Speaker B:Anyways, we're gonna.
Speaker A:Okay, wait a minute, dude.
Speaker A:We're good.
Speaker A:Definitely off track for good.
Speaker A:What's the weirdest.
Speaker A:What's the craziest thing?
Speaker A:Like, did some renter do something and you're like, what in the world?
Speaker A:Is there something that.
Speaker A:There's gotta be some crazy thing that you can't even make up, like that somebody did to a house or apartment or left something there?
Speaker B:Dude, there's just so many things I'm.
Speaker A:Gonna cut you off.
Speaker A:Maybe it'll come.
Speaker B:We.
Speaker B:I mean, I've had.
Speaker B:I had one where the girl was in jail and all of her buddies was living in the place.
Speaker B:And I says, where's Debbie?
Speaker B:She's in jail.
Speaker B:She's been in jail.
Speaker B:I said, well, who are you guys?
Speaker A:Where are her friends?
Speaker B:I said, you ain't on the lease.
Speaker B:I said, can we get an application?
Speaker B:I said, no, you can.
Speaker B:But the thing is.
Speaker B:And there's always cases like that, but we screen our tenants very well, and the tenant is our business partner.
Speaker B:They truly are.
Speaker B:If they don't do well, we don't do well, you know?
Speaker B:So you got.
Speaker B:That's the shift in the mindset again.
Speaker B:A good property management company, great tenants.
Speaker B:That's a formula for success.
Speaker A:One of my little models, I try to say all the time, oh, yeah.
Speaker B:Go for number two.
Speaker A:Now you better yeah, I'm good.
Speaker A:I don't have all the mat.
Speaker A:Muscle mass to keep energized.
Speaker A:Hey, I just thought.
Speaker A:What was that, Reagan?
Speaker A:I just dropped off.
Speaker A:I was trying to meet his.
Speaker B:Oh, yeah.
Speaker A:Oh, okay.
Speaker A:I forgot where I was going.
Speaker B:You don't have all the muscle mass or something.
Speaker A:Thanks, Pete.
Speaker B:Yeah.
Speaker A:I'm gonna get some muscle mass out here and take your shirt off again.
Speaker A:Yeah, we might at the end of the show.
Speaker A:Let's see.
Speaker A:Oh, I forgot.
Speaker A:Plus crack.
Speaker A:That's part of being.
Speaker A:When you get my age.
Speaker A:What are you, 47?
Speaker B:Yeah, it happens to me all the time.
Speaker A:13 years even.
Speaker A:See what happens.
Speaker B:Okay, what I'll do.
Speaker B:He's born in 54.
Speaker A:Oh, he's 10 years.
Speaker A:He's 70, so.
Speaker B:Yeah.
Speaker B:Just turned 70.
Speaker A:Yeah, I'm 60, so he's 10 years older.
Speaker B:Yeah.
Speaker B:My big one is I'll be.
Speaker B:I'll have three really good points, and I'll nail point one and two, but I get to number three, and I'm like.
Speaker B:So that's why I have my notes.
Speaker B:But.
Speaker B:Okay.
Speaker B:So we talked about the renovation.
Speaker B:We talked about the new construction.
Speaker B:We do the podcast as well.
Speaker B:So we're up over a hundred episodes.
Speaker A:Wow.
Speaker B:We've been.
Speaker B:We've been working on that.
Speaker A:Okay, Reagan, maybe we can learn.
Speaker A:Reagan just told me Yesterday I paid $10 to put this out somewhere.
Speaker A:Where do you.
Speaker A:Where do you guys.
Speaker B:So we host on Potbean.
Speaker B:And that's like.
Speaker B:That's a yearly fee.
Speaker B:And it goes everywhere.
Speaker B:Yeah, yeah.
Speaker B:It sends to Apple, Amazon, all of them, wherever Spotify.
Speaker B:It shoots to all of them.
Speaker B:And then.
Speaker A:So I can go anywhere and look.
Speaker A:What's yours called?
Speaker B:The Dream Huge Podcast.
Speaker A:Dream Huge Podcast.
Speaker A:So if I go on, like, I think I just have a podcast app or something on my phone.
Speaker A:What do you have to type in for ours, Reagan?
Speaker A:Ours is making sense.
Speaker B:Navigating.
Speaker A:Holy crap.
Speaker A:No one's gonna remember all that.
Speaker A:Can they shorten that down somehow?
Speaker A:People aren't gonna be searching for it.
Speaker A:Oh, they don't search.
Speaker A:I mean, see, I don't know how this works.
Speaker B:Similar feeds.
Speaker B:It's.
Speaker A:It more.
Speaker A:It shows up in.
Speaker B:Yeah.
Speaker A:In their feed.
Speaker A:And that people aren't really going to be searching to find that specific thing.
Speaker A:So if they're looking up cats or something like this might pop up.
Speaker B:Right?
Speaker B:Yeah.
Speaker B:So no.
Speaker B:So it would also be on YouTube.
Speaker B:We take a video version and put it on YouTube as well.
Speaker B:We use Riverside.
Speaker B:So we bring.
Speaker B:So we're able to go virtual, and we can bring in the guests.
Speaker B:Virtually.
Speaker A:Yeah, that's what I was.
Speaker A:So I think we need to do that.
Speaker B:I don't.
Speaker A:He's worried about the audio.
Speaker B:Both.
Speaker B:You know, I love.
Speaker B:This is better if you can get face to face.
Speaker B:It's always better, I think.
Speaker B:But virtually is nice because if I got to get a, you know, President Trump on the pod or something, you know, I want to zoom call him.
Speaker B:Riverside is what.
Speaker B:It's the same as Zoom.
Speaker A:All right, so check it out.
Speaker A:Reagan, Riverside President, the program.
Speaker B:He's got it.
Speaker B:Reagan's on it.
Speaker B:So we also have the battery shop, you know, that continues to grow.
Speaker B:We service 13 counties.
Speaker B:Great team over interstate.
Speaker A:Hey, you got so recently.
Speaker A:Well, I'm going to all the details.
Speaker A:There's a guy and he said that batteries changed.
Speaker A:There was a thing because you couldn't mail them.
Speaker A:Right.
Speaker A:They were used to being made out of lead or whatever acid or something.
Speaker A:Now they're made out of something else.
Speaker A:And so he's trying to break into the.
Speaker A:He's doing like mailing batteries to people or something on ebay or something.
Speaker A:Is that true?
Speaker B:Yes.
Speaker A:It's so stupid where your car turns on and off and they'll hate that.
Speaker B:Right.
Speaker B:So there's.
Speaker B:So there's still 90%, probably 99% of the market for automotive is still lead acid batteries.
Speaker A:Oh.
Speaker B:Lithium and rechargeables are making a dent, a small dent now.
Speaker B:They're.
Speaker B:They're really huge and you know, they're getting big in motorcycle golf cart and lithium is going to be the next technology.
Speaker B:They're expensive, they're dangerous.
Speaker B:And all these processes and all these lines have to be retooled to that it may go that.
Speaker B:It's probably going to be called it.
Speaker A:Like AMG or something.
Speaker B:Agm.
Speaker B:So agm.
Speaker A:Yeah.
Speaker B:AGM is absorbed glass mat.
Speaker B:That's a form of lead acid.
Speaker B:So it's just a.
Speaker B:It's a lead acid.
Speaker B:But they absorb the acid into the glass matting, which is a fiberglass mat which envelopes the lead plate.
Speaker A:So you can.
Speaker B:So you can turn it upside down.
Speaker B:Nothing comes out.
Speaker B:It's completely sealed.
Speaker A:I gotta say, it's crazy, you know, all these motivational quotes, real estate stuff, and now you're sitting there telling us about a battery.
Speaker A:That's just wild.
Speaker A:It is cool.
Speaker B:Yeah, I just.
Speaker B:Whatever.
Speaker A:Tell me what you know best.
Speaker A:Protein supplement to get my tribes baby.
Speaker B:Yes, that's right.
Speaker B:But no.
Speaker B:So AGM is in the start stop vehicles like you said.
Speaker B:That's just a fancier lead acid.
Speaker B:It's still lead acid.
Speaker B:Those you can ship because they're not free flowing.
Speaker B:But again, yeah, the battery shops doing well.
Speaker B:We talked about that.
Speaker B:We talked about that.
Speaker B:Oh, real estate investors getting back to that.
Speaker B:So I know if you're, if you're a rookie real estate investor, know this.
Speaker B:Your first year you will lose money.
Speaker B:Your first year you will lose money on the property.
Speaker B:I don't care how good it looks on paper because you got bad tenants, you got under rent, the rents are too low, you've probably got a bad tired ass landlord who's let the property go into disrepair.
Speaker B:So just be prepared for that.
Speaker A:If you're raccoons and bats.
Speaker B:Raccoons and bats.
Speaker B:Budget for that and then.
Speaker B:But again if you're holding for the long term, you're going to be fine.
Speaker B:But guys come in with it to this get rich quick scheme.
Speaker B:Most entrepreneurs do.
Speaker B:Let's get rich quick.
Speaker B:How can we get rich quick?
Speaker A:I tried that.
Speaker B:No, I'm about longevity.
Speaker B:I'm about reinvesting in my team, reinvesting in the business.
Speaker B:Pay myself a reasonable wage.
Speaker B:But over time is where I will get my payoff.
Speaker B:Over time.
Speaker B:I'm not looking for the get rich quick.
Speaker B:It never works.
Speaker B:You said it.
Speaker B:What, what was your venture into the get rich quick scheme?
Speaker A:Oh no, it was telling money saver.
Speaker A:I was hoping that was gonna work out.
Speaker A:Okay.
Speaker B:Well it did.
Speaker A:That's why I'm on the 5 minus 5x.
Speaker A:I use the same philosophy.
Speaker A:No, but to your point, it was funny.
Speaker A:I thought I was right.
Speaker A:Like when I first did it and it kick butt.
Speaker A:I'm like, oh my gosh, this is like taking candy from a baby.
Speaker A:Everyone I get my friend, brother, brother, whoever involved.
Speaker A:Right?
Speaker A:Yeah.
Speaker A:What I didn't realize is within a short amount of time I didn't know what I knew.
Speaker A:I knew all this stuff.
Speaker A:Right.
Speaker A:I've been doing it for five years with these other companies and it was so easy to me.
Speaker A:Now I'm going to use this to lead into another.
Speaker A:I did a commencement speech once at Lucas and here was my main thing.
Speaker A:Find your gift and share your gift.
Speaker A:And that's how you get joy.
Speaker A:Right?
Speaker A:That's it.
Speaker A:You know.
Speaker A:And I said, what's your gift?
Speaker A:Your gift is what comes easiest to you.
Speaker A:Mine's talking.
Speaker A:My wife doesn't like it all the time.
Speaker A:But anyway, that seems to be the thing.
Speaker A:I guess, I don't know.
Speaker A:But the point was you don't realize what like the stuff that you're doing.
Speaker A:Right.
Speaker A:And yeah.
Speaker A:That self motivation and self drive or being driven and all that stuff.
Speaker A:Obviously it's a lot to do with it, but I have to imagine, like, I can't do accounting.
Speaker A:Right.
Speaker A:If you'd made me sit down.
Speaker A:Can you do accounting stuff?
Speaker B:Good.
Speaker B:Not really.
Speaker B:Yeah, good enough.
Speaker A:Yeah, yeah.
Speaker A:Like I just, I.
Speaker A:Back to my sister.
Speaker A:She's the accountant, right?
Speaker A:Yeah, she.
Speaker A:She does all these.
Speaker A:Every month I get the profit and all this stuff.
Speaker A:But I have this one little thing she designed for me, like a, Like a.
Speaker A:Like a coloring book I can read because I'm like, okay, where are we at?
Speaker A:But I don't know where this is going, so I'm gonna go back to your list.
Speaker B:Yeah, no, and that's a great point.
Speaker B:You know, the accounting thing.
Speaker B:And I wanted to touch on that.
Speaker B:Being an entrepreneur, you know, we're the last ones to get paid.
Speaker B:You know, it's a wonder we even get paid.
Speaker B:And there are months where we lose money, you know, as the owners.
Speaker B:So you got, you know, your insurance, your taxes, all your overhead, and it's crazy how fast the expenses pile up.
Speaker B:So being a small business owner, you know, is not as glamorous as it cracked up to be.
Speaker B:You know, there's.
Speaker B:That's again you listening right now.
Speaker B:So therefore I don't never go crazy with the cash, I build up a reserve for operating cash, you know, and I'm putting as little down when I invest in real estate properties.
Speaker B:And that takes me over to this.
Speaker B:And once you start investing for so long, over 20 years in rental properties, you can now buy properties with the equity you had in those ones you bought in the early days, and you have zero out of pocket and you can conserve that cash and you get properties for free.
Speaker B:And then it really builds and snowballs from there.
Speaker A:Just all sounds like that rich dad, poor dad book.
Speaker A:I did read it.
Speaker B:Yeah.
Speaker A:Like the other agents, I didn't do anything.
Speaker A:I just read the book.
Speaker A:I didn't do the one post a.
Speaker B:Week when the student.
Speaker B:When the student is ready, the teacher appears.
Speaker A:What if the student never gets ready?
Speaker B:Well, you took action on other things.
Speaker B:Yeah.
Speaker A:Good.
Speaker A:I've been blessed.
Speaker B:So, yeah, just solving problems, helping people out.
Speaker B:And that's what we do.
Speaker A:Oh, I know the same one.
Speaker A:One of my other little models.
Speaker A:I try to say, and I really believe this, if you want to make a lot of money, it can't be about the money.
Speaker A:Got to be about the relationships.
Speaker A:Would you agree with that?
Speaker B:100%.
Speaker A:Okay, so you did kind of say stuff that I thought.
Speaker B:Yes.
Speaker B:The only Way I bought all of my properties is through relationships.
Speaker B:It is the way to.
Speaker B:To do business.
Speaker B:To build a real estate portfolio is the only way.
Speaker B:The most important way is through relationships.
Speaker B:So you know where I find my.
Speaker B:My best deals?
Speaker A:No.
Speaker A:Where?
Speaker B:Eviction court.
Speaker B:Eviction court.
Speaker B:You make friends with the other landlords who are there and they're like, I'm evicted in another one today.
Speaker B:I'm getting sick and tired of this stuff.
Speaker A:It's like this sounds like wedding crash.
Speaker B:I'm like, really?
Speaker B:I said, that's, that's, that's cool.
Speaker A:Cuz I do you just hang out in there.
Speaker B:I.
Speaker B:You can.
Speaker B:They're public.
Speaker B:Yeah.
Speaker B:It's like.
Speaker B:And they're like entertaining.
Speaker B:They could put a TV camera in there.
Speaker A:Remember a crazy story from there.
Speaker B:Dude, I've seen maybe better.
Speaker B:Oh, family members.
Speaker B:I mean, sons and daughters.
Speaker B:Oh, it's bad.
Speaker B:I've seen people evict people who didn't even have a lease or even the name of the person living in their property.
Speaker B:That's.
Speaker B:You see crazy stuff in there, but you meet people.
Speaker B:Again, relationships.
Speaker B:And hey, you know, if you're looking to sell, I'm looking to buy.
Speaker B:We're in buy mode and.
Speaker B:Oh, you're looking to defer some capital gains.
Speaker B:Well, sure.
Speaker B:Then maybe you could.
Speaker B:It needs to be a win win.
Speaker B:Okay, you.
Speaker B:I can help you defer some capital gains by doing a seller finance.
Speaker B:And then you don't have any capital gains or very, very little because you've owned those for years.
Speaker B:So we can, we can both help each other out and it's just building those relationships.
Speaker A:Cool.
Speaker A:Are you tempted there?
Speaker A:Like, if they're looking really like things are going bad, you're like, I'm gonna lower my price just a little bit because I take it.
Speaker B:Well, they're most, you know.
Speaker B:No, I will.
Speaker B:You know, most of those folks are savvy real estate investors.
Speaker B:They know what they have.
Speaker A:These are all the landlords that are evicting people.
Speaker B:Right.
Speaker A:Okay.
Speaker B:Right now we will also do.
Speaker B:Now, if someone's not very savvy.
Speaker B:Look, we're still going to treat them right.
Speaker B:There's a whole business of wholesaling where you'll go and put a property in a contract.
Speaker B:You'll go to old grandma and you'll say, knock on her door and say, hey, grandma, I know you think your house is worth this, but really it's only worth this.
Speaker B:So if you could go ahead and sign here on the paper and we'll get you cash today for your house.
Speaker A:I've seen.
Speaker A:Isn't there people out there that say.
Speaker B:Cash right now and sign right here.
Speaker B:That's what we don't do.
Speaker B:What we would do though would say, hey grandma, you know, you got a hoarder's house here or you maybe have a bad tenant in this house and you need a real estate problem solved.
Speaker B:Or it's got a bad roof, it'll never go.
Speaker B:Conventional financing.
Speaker B:Grandma don't have the money to even fix the roof.
Speaker B:So we would say, hey, we can list it for you for this, but here's what's probably going to need fixed and what you could potentially walk away with.
Speaker B:Or we could give you a cash offer for this.
Speaker B:If you rather have a private sale, nobody in your business and you just want to close in a week and not deal with inspectors, not deal with the bank, not deal with, you know, all the repairs needed here would be a cash offer for you.
Speaker B:But we're going to be transparent if you know and give them options.
Speaker A:Okay.
Speaker B:That's how we would do it.
Speaker A:Give me the top two reasons the value goes down.
Speaker A:People selling like if I.
Speaker A:Because I want, you know, getting older.
Speaker A:Yeah, stuff like that.
Speaker A:I see this in our.
Speaker A:Well actually my, my wife's best friend just passed away real young and the last five years I think she was really depressed.
Speaker A:They got a divorce and all this.
Speaker A:Yeah, beautiful.
Speaker A:She's up in Chicago in a real high end area.
Speaker A:Oh my gosh.
Speaker A:Her house was just like kind of became a hoarder type house.
Speaker A:Yeah, I think it was just depression, illness, everything.
Speaker A:I was wondering, I thought, I wonder if this really drives like what do you have to have an estate sale, you know, clean by the time you do all that?
Speaker B:Yeah.
Speaker B:Well, what.
Speaker B:And what we kind of went to on our flips too because people go crazy on these flips.
Speaker B:So what I would suggest is this is a new little concept we're doing.
Speaker B:Don't go crazy on the flip.
Speaker B:Spend no more than 10% of the after repair value on the rehab and then get it quick and list it and sell it and make it financeable.
Speaker B:So in the case of that hoarder house, it probably needs a few repairs.
Speaker B:It needs cleaned out.
Speaker B:And in this, in this seller's market, there's very little inventory on the market.
Speaker A:So it still is a seller's market.
Speaker B:Yes, big time.
Speaker B:So just get it on the market, make it financible.
Speaker A:Well, her son's actually moving in it.
Speaker B:Gotcha.
Speaker B:But I just wondered in general.
Speaker B:Yeah.
Speaker A:So.
Speaker A:But yeah.
Speaker A:What do you see the most common Reasons people lose value.
Speaker B:So, yeah, it's dated.
Speaker B:Dated homes, just.
Speaker B:Yeah.
Speaker B:And bad, nasty homes, you know, and the.
Speaker B:When you're going to sell the things that improve the value the most.
Speaker B:Maybe we could reverse engineer this.
Speaker B:The best return on your investment is exterior items first.
Speaker B:So your.
Speaker B:Your curb appeal, you got to give them the look in the house.
Speaker B:So you want good roof, good landscaping, good driveway, good garage door.
Speaker B:That's where you get your best return on your investment.
Speaker B:For updates.
Speaker A:Okay.
Speaker B:And then what you get inside is kitchen and bath.
Speaker A:So that's where kind of more expensive.
Speaker B:Yeah.
Speaker B:So if you reverse engineer if any of those things are off, that's where you're gonna lose value the most.
Speaker A:Okay, cool.
Speaker A:Well, it's funny too, being, you know, like I said, I'm 60, and I thought our stuff was kind of up to date.
Speaker A:Right.
Speaker A:It just.
Speaker A:You get.
Speaker A:You'll see, you get old overnight.
Speaker B:Oh, yeah.
Speaker A:And then the kids, my youngest got married and his wife, now they're in the house and they're talking about a house.
Speaker A:And we.
Speaker A:At one point, you know, we have all this cherry wood.
Speaker A:You know, it's on the trim.
Speaker A:Like, we think our house is really beautiful.
Speaker A:It's what we did 20 years ago.
Speaker B:Yeah.
Speaker A:And they're like, oh, we'll paint that black.
Speaker A:It's all like, black, right?
Speaker A:They want everything black.
Speaker A:But I felt instantly like my old great aunt.
Speaker A:Well, you know, my aunt and uncle or something.
Speaker A:I'm like, oh, my gosh.
Speaker A:We think we got a cool hip hop.
Speaker A:This thing's ancient.
Speaker A:It's a shitty looking house that no one wants.
Speaker B:Yeah.
Speaker A:I don't know, man.
Speaker A:It's.
Speaker A:So what is that?
Speaker A:Like, we do love mid century.
Speaker A:Is there a style right now?
Speaker A:Is that the thing?
Speaker A:The black and white or whatever?
Speaker A:I don't know what's.
Speaker B:Oh, yeah, the style is black, you know, black or white.
Speaker B:Very contrasting style.
Speaker B:Black or white, you know.
Speaker B:Yeah.
Speaker B:Gone is the honey oak, the cherries, all the natural wood finishes.
Speaker B:Those are all dated, you know, and it's.
Speaker B:It.
Speaker B:It sucks.
Speaker B:Yeah.
Speaker B:Because.
Speaker B:Yeah.
Speaker B:By the.
Speaker B:Almost by the time you get enough money to renovate everything, a new trend comes out.
Speaker A:Yeah.
Speaker A:So we're buying new furniture.
Speaker A:We bought, you know, buying the second furnace.
Speaker A:Yeah.
Speaker A:You know, so we're at that point.
Speaker A:I'm like, oh, this is.
Speaker A:Yeah, this is gonna be rough.
Speaker B:But if you like it, you know, you just might take a little hit.
Speaker B:Oh, I don't like.
Speaker A:Oh, I don't even like it.
Speaker A:We live there, right?
Speaker A:We want to go the other we love mid century modern.
Speaker B:Yes.
Speaker A:And our dream is to build a little retirement home outback.
Speaker A:But.
Speaker A:But we had that second home in Portsmouth for a while I might have mentioned before and that got us hooked.
Speaker A:So we used to love going to antique shops and stuff.
Speaker A:Now.
Speaker A:Now I'm like I kind of agree with my, my daughter in law now.
Speaker A:I'm like yeah, it does look kind of dated.
Speaker A:So.
Speaker A:But is what it is.
Speaker A:So couple other things real quick.
Speaker A:Music, like what influence did you have and how did you get playing music and stuff and are you still playing?
Speaker B:Yeah, we just.
Speaker B:I'm not in a band or anything right now but I just love rock and roll and it just have that energy and just.
Speaker B:Well, Frank Medley got me started pretty much.
Speaker A:Frank Medley?
Speaker B:Yeah.
Speaker B:So he's a local rocker.
Speaker B:He did have some national.
Speaker B:He did some national music videos on MTV and stuff.
Speaker B:Yeah.
Speaker A:Wow.
Speaker B:But he's amazing.
Speaker B:He's another guy just helping people out.
Speaker B:The more people I can help the better.
Speaker B:Yeah.
Speaker B:So he has a weekly not.
Speaker B:Well, he does it like a nightly jam night and he brings the drums and the.
Speaker B:All the amps.
Speaker B:He sets everything up and that's where I kind of cut my teeth.
Speaker A:Like in his house or something?
Speaker B:No, at different bars.
Speaker B:Oh, at different bars around me.
Speaker A:Home, around and jam.
Speaker B:Yeah.
Speaker A:Okay.
Speaker B:And you can just show up and plug your guitar in and go.
Speaker B:So that's perfect.
Speaker B:You don't have to load all the gear unload because when you get.
Speaker B:Then you get the band going and you think it's going to be a fun party but you got to get there at 5pm and you don't leave.
Speaker A:Till 3am I met my wife playing in a band, right.
Speaker B:So you know.
Speaker A:Yeah.
Speaker A:In fact.
Speaker A:So back to some of that motivation and drive do you find.
Speaker A:Because you seem this way, right.
Speaker A:Like my mom told me when I was little she had to run me like a dog.
Speaker A:Like I mean except my energy just.
Speaker A:I just told him my day I go I want to be done and I'm 60 but I just got too much energy.
Speaker A:I don't have all the awesome 10 time and all that.
Speaker A:You know what I mean?
Speaker A:So.
Speaker A:So do you think too there's some like coupling your energy one and two?
Speaker A:What I wonder, do you think people can be like that self motivation?
Speaker A:Because and I probably shouldn't say this on the podcast but I've already said a lot of other stuff I shouldn't have said.
Speaker A:What do I care?
Speaker A:Like awards, right?
Speaker A:Like we're big and we do the awards and stuff.
Speaker A:And our franchisees are very proud of those.
Speaker A:You know, they put them on their letterhead and everything.
Speaker A:I'll be honest with you.
Speaker B:I know.
Speaker A:I never understood.
Speaker A:I didn't really care about it.
Speaker A:I never cared about.
Speaker A:I mean, I get them now because it helps our marketing, helps our brand.
Speaker B:Right.
Speaker A:Like, hey, you're in the franchise 500 or whatever.
Speaker A:But it's a weird thing.
Speaker A:Like, I can't relate to.
Speaker A:And I wonder.
Speaker A:Anyway, I'm just sharing it because you have some.
Speaker A:Yeah, tell me a little bit about that.
Speaker B:Yeah, no, great stuff, Bill.
Speaker B:So we have a quote that hangs at the gym.
Speaker B:It says, nobody cares.
Speaker B:Work harder.
Speaker A:I like that.
Speaker B:And, you know, and I tell my team, I sleep.
Speaker B:This is a thankless world.
Speaker B:Nobody cares.
Speaker B:I said I care.
Speaker B:I care about you.
Speaker B:I do.
Speaker B:But I said nobody else does.
Speaker A:Right.
Speaker A:So you can't walk around thinking something like, right here, you want to be the caring.
Speaker A:But.
Speaker A:And people do.
Speaker A:We know that.
Speaker B:But, yeah, nobody cares.
Speaker B:Work harder.
Speaker B:And then going back to the energy thing, and it's a like, kind energy.
Speaker B:And that's why Dream Huge is growing so quickly, because I have a crazy high energy, and I want to help people out, and that attracts others that want to do the same.
Speaker A:Right.
Speaker B:That's the.
Speaker B:The law of attraction.
Speaker B:What you emit, you will receive.
Speaker B:That's why me and you were sitting here together.
Speaker B:Yeah.
Speaker B:Because we have the similar energy, and you are literally attracted to each other from the universe.
Speaker A:Yeah.
Speaker B:You know, we bounce.
Speaker B:We all bounce around.
Speaker B:But you choose your friends, you know, you choose who you want to hang out with.
Speaker B:Right.
Speaker B:And you do sound sexy, but so do I.
Speaker A:You're attracting each other.
Speaker B:But, yeah, that's.
Speaker B:That's the law of attraction, man.
Speaker B:What you admit, you will receive.
Speaker A:Yeah.
Speaker A:Okay.
Speaker A:You know what that reminds me of?
Speaker A:Do you notice how, like, people.
Speaker A:Do you have a dog?
Speaker A:Yeah, I don't want one, but I have him around.
Speaker A:Right.
Speaker A:But do you notice how people like their owners, they kind of resemble each other sometimes?
Speaker B:Yeah.
Speaker B:Yeah.
Speaker A:I don't even want to go down that road, but there's some stuff out there I've seen that's just kind of creepy, where it's like, his dog.
Speaker B:I get it.
Speaker B:Well, it'd be the same with father and son or mother and daughter.
Speaker A:Yeah, well, the one you had to birth, I mean, this one.
Speaker B:Right.
Speaker B:That's true.
Speaker B:Yeah.
Speaker B:So that makes you should resemble your son.
Speaker B:Yeah.
Speaker A:Well, let's hope so.
Speaker A:There might have been some court cases over there.
Speaker B:I don't go to those court hearings.
Speaker A:Yeah, I almost want to go watch you watch people at the eviction.
Speaker B:Yeah.
Speaker B:Well, here's the nice thing.
Speaker B:I don't have to go anymore.
Speaker B:But I'm missing out on all those deals now because I brought property management on because my.
Speaker B:My cool, my.
Speaker B:My late feet, my late rents were getting way out of hand.
Speaker A:Oh, oh.
Speaker A:Is that trend with.
Speaker B:Is it.
Speaker B:Because you do hear I'm too nice.
Speaker A:Oh.
Speaker B:And I was letting too many bad tenants in there.
Speaker B:So they really done a great job of finding good tenants who are business partners.
Speaker B:Good business partners and people who pay on time.
Speaker B:And so.
Speaker B:And now they handle the evictions as well.
Speaker A:Okay.
Speaker A:I have to admit, I took advantage of that.
Speaker A:Remember my buddy Jim?
Speaker A:I called you up.
Speaker B:Yeah.
Speaker A:Hey, Pete.
Speaker A:My buddy's really old.
Speaker B:Hey.
Speaker A:You're like, okay, boo.
Speaker B:He was a good guy, so we wanted to take care of him.
Speaker A:You know, he died.
Speaker B:Yeah.
Speaker B:Yeah.
Speaker B:But, you know, at the end of the day, people.
Speaker A:Mine was 104 when she.
Speaker A:I thought, yeah, make it a long time.
Speaker A:Yeah.
Speaker B:104.
Speaker B:Old Jimmy.
Speaker A:In fact, one.
Speaker A:Believe it or not, one of my things I wear is he.
Speaker A:This was a little creepy, actually.
Speaker A:But he said, I mean, I love the guy.
Speaker A:I shouldn't be saying.
Speaker A:He gave me this necklace thing, and he said, this is for you to remember me when I die.
Speaker A:And I'm thinking, his mom was 104.
Speaker A:I'm thinking, Jim, I might be going before you, you know?
Speaker A:And then he ends up dying.
Speaker A:So.
Speaker A:And to be honest with you, I lost it.
Speaker B:So here's the thing.
Speaker B:He's always right here.
Speaker A:Well, no, this is part of the story.
Speaker A:His, like, aunt.
Speaker A:I don't know what his cousin or whatever, they're going through his stuff.
Speaker A:She goes, would you like one of these?
Speaker A:He had all kinds of necklaces, a lot of feminine kind of stuff.
Speaker A:He had all his neck.
Speaker A:And one was exactly like the one.
Speaker A:I'm like, oh, I gotta take that one.
Speaker A:That was the one he gave me.
Speaker A:So I now am.
Speaker B:Do you gather?
Speaker B:Anyways, yeah, we're good, man.
Speaker B:Yeah.
Speaker B:No.
Speaker A:All right.
Speaker B:What do you think about people out.
Speaker B:So that's all for my notes.
Speaker B:So if you want to.
Speaker B:Wherever you want to take it.
Speaker B:Or if you're running short on time.
Speaker A:No.
Speaker A:Good.
Speaker A:That's.
Speaker A:That'll give me a chance to get started.
Speaker A:So the podcast.
Speaker B:I want to do part two.
Speaker A:No, no, no.
Speaker A:We'll wrap up here, but you got any last.
Speaker A:So just for fun.
Speaker A:Okay.
Speaker A:You're the business owner.
Speaker A:Multiple business owner.
Speaker A:Am I saying.
Speaker A:Could you in any way summarize, since this is supposed to be about digital and print media, and I know we kind of touched on it just as kind of.
Speaker A:In conclusion.
Speaker A:And he shot out any thoughts on, from your perspective, how you see and don't hold back.
Speaker A:It's because I have the print hands and digital.
Speaker A:Whatever you think out there, if you were advising another business owner where you're seeing success in your marketing or whether it's failure or what trends or.
Speaker A:Anyway, any thoughts on that?
Speaker B:Yeah, we touched on a little bit.
Speaker B:Like I said, you need to start with a budget, but yeah, don't keep locked into that budget.
Speaker B:Like you said.
Speaker B:That was a great point.
Speaker B:But you should not operate by word of mouth.
Speaker B:You hear people say, oh, I'm a.
Speaker A:Word of mouth kind of, oh, yeah.
Speaker B:I'm going to grow organically.
Speaker B:You will never bring success to your friends and your family with that mindset.
Speaker B:You need to think about scale.
Speaker B:And the only way to scale is through marketing and the only way to market is by being omnipresent.
Speaker B:So you just need to wrap your mind around that.
Speaker B:I know it's tough to do on day one when you're broke, but you need to start ramping that up.
Speaker A:I will say it like when you say omnipresent, and that's one of the, you know, the old goat like myself, you know, I was so focused and print mail, basically.
Speaker A:And that is the part where that's.
Speaker A:If you talk about a change and having to shift.
Speaker A:Exactly.
Speaker A:And man, that is, you know, that in fact, where we're pivoting in the company right now in our summit coming up is we're trying to position ourselves as your local marketing headquarters.
Speaker A:And what we based that on is we said there's so much confusion, especially Omni Channel.
Speaker A:Right.
Speaker A:I mean, I'm in it and I still have a hard time understanding it.
Speaker A:So the local business owner obviously is going to have even a harder time when he's trying to run a restaurant or a real estate company or whatever.
Speaker A:And so we literally just, we're partnering more and more with people.
Speaker A:Like, so now we can do websites, we can do digital, we can sell you banners, real estate, signs, whatever.
Speaker A:We've got a relationship.
Speaker A:We're just rolling out.
Speaker A:And the whole idea is to focus on that trusted relationship and building that first and getting that and then saying, look, we can do this stuff for you.
Speaker A:It'll save you time, whatever.
Speaker A:So the Omni Channel, definitely now, once you have that responsibility like we do, of hopefully performing at a level that they're going to keep us.
Speaker A:It puts that responsibility on us to know those.
Speaker A:Right.
Speaker A:Like how to use Facebook.
Speaker A:Correct.
Speaker A:We're going through that right now.
Speaker A:Just putting up validation posts.
Speaker A:No, that ain't going to cut it.
Speaker A:Right.
Speaker A:You know, and you got to do.
Speaker A:Sometimes you might have to spend a lot to actually get a lot.
Speaker A:You spend a little, you get nothing.
Speaker A:You know, I mean, so well.
Speaker B:And I think here's where you can help people too, and you already do, is we're in the business of generating leads, not selling houses.
Speaker B:And when I get a new agent and they come on and they say, well, I gotta pass the test, I gotta memorize all the vocabulary, you won't need to know any of that.
Speaker B:You need to know how to generate leads.
Speaker B:How do you do that?
Speaker B:By being omnipresent and getting face to face with four people every day.
Speaker A:Really?
Speaker B:That's how you build your business.
Speaker B:And you're gonna take those four people, you're gonna put them in your CRM.
Speaker B:We use HubSpot, it's a free CRM.
Speaker A:Oh, really?
Speaker B:It's gonna set systematic follow up for those four people.
Speaker B:So you're gonna follow.
Speaker B:Not only are they gonna be in your phone, you're gonna follow up with them systematically.
Speaker B:The hot ones you're gonna follow up with immediately.
Speaker B:The cool ones you're gonna follow up a month from now.
Speaker B:But you're gonna get dinged every day on who you need to follow up on.
Speaker B:And you're getting four people in there every single day.
Speaker A:Check that out.
Speaker A:Helps by Nice.
Speaker A:I've heard that name.
Speaker B:Yeah, it's free.
Speaker B:We use the free version.
Speaker B:We use the free version.
Speaker B:But you can also use the paid version.
Speaker B:It's got all types of bells and whistles AI built into it and everything.
Speaker B:But then so your help with the print, you know, and you hitting them regularly, that helps stay top of mind, you know that.
Speaker B:Systematic follow up.
Speaker B:Systematic follow up.
Speaker B:But again, the goal of all of our marketing is to get face to face with the client.
Speaker A:That's what we still.
Speaker A:That feels old school, right?
Speaker A:And that's something we're seeing too.
Speaker A:In our client base is a lot of them too.
Speaker A:Once they get going, they don't want to keep seeing you either.
Speaker A:I mean, at least.
Speaker A:Well, now we're repeat sale, right?
Speaker A:We're constantly in there all the time.
Speaker A:So we have to develop systems that will make it easy for the client.
Speaker A:Even just, just basically say, change my expiration date, run the app.
Speaker A:You know, I don't, I really don't want to talk to you unless I need to talk to you or whatever.
Speaker B:Right.
Speaker A:Okay.
Speaker A:I don't know, man.
Speaker A:I think that might be it.
Speaker A:Seems like there's.
Speaker A:I mean, there's so much.
Speaker A:I think I'm just drowning right now.
Speaker B:Yeah.
Speaker A:Make it a rap.
Speaker B:Boom.
Speaker A:Oh.
Speaker A:So.
Speaker A:All right.
Speaker A:No, you know, you're awesome.
Speaker A:Hey, Pete.
Speaker A:Thank you.
Speaker B:Thanks, Bill.
Speaker B:Appreciate it.
Speaker A:Like a little outro music?
Speaker A:Is that what it's called?
Speaker A:We ended on a weird note, but all right, perfect.
