Short Stays, Big Dreams: A Travel & Vacation Rental Podcast
"Short Stays, Big Dreams: A Travel & Rental Podcast" dives into the world of short-term rental management, the stay industry, and travel, offering insights, expert interviews, and actionable tips to help you maximize your rental business and explore the latest travel trends.
Short Stays, Big Dreams: A Travel & Vacation Rental Podcast
Revolutionize Your Real Estate Journey: Mastering Resilience and Strategic Growth with Brian Murillo
Discover the transformative journey of Brian Murillo, a real estate maestro from South Florida, who turned challenges into triumphs despite a rocky start. From facing layoffs to redefining his career path with the help of his wife, Brian's story is one of resilience and strategic maneuvering. Tune in to learn how he navigated the shift from being just another real estate agent to an entrepreneurial powerhouse, inspired by the principles of Robert Kiyosaki's Cashflow Quadrant.
Brian's tale is a testament to the power of hunger and persistence, illustrating how relentless pursuit and strategic open house events reshaped his career trajectory. The magic of genuine connections and partnerships shines through his experience with an investor that catapulted his business to new heights. We explore the importance of authenticity and how harnessing the power of social media can maintain a strong presence in a competitive market. Brian's insights on turning setbacks into achievements are invaluable for anyone looking to make their mark in the real estate industry.
We also dive into the deeper aspects of success, from nurturing a growth-oriented mindset to the indispensable role of quality coaching. Brian's experiences highlight the significance of mentorship and continuous learning in paving the way to financial independence. He shares his aspirations to give back through coaching, with a focus on helping others achieve their dreams. Join us as we explore Brian's vision for the future, both within his community and the evolving landscape of real estate. His story is a beacon of inspiration for aspiring entrepreneurs and experienced professionals alike.
Oh yeah, welcome back my beautiful people. All right, today we're going to be talking about building success in real estate and beyond with my good friend, brian Morillo. Without further ado, brian, tell us who you are and what you're about.
Speaker 2:Hey everyone, thank you so much for inviting me, fernando. It's a pleasure to be here in your platform. I'm Brian Murillo. I'm a local real estate agent here in South Florida. I've been doing real estate it's crazy to say, but almost a decade, because I feel that I'm still young in the game 31 years old, a little over 400 transactions, and recently I'm about to close 100 million in volume in my career, which is one of the big accomplishments that I'm looking forward to. So I coach agents throughout the market of South Florida. I also am on social media all over the place. And what else? Yeah, happy to be here and share with you whatever. Whatever is helpful and valuable to your audience.
Speaker 1:Phenomenal, phenomenal. I met Brian in almost two years now, right, Brian?
Speaker 2:Two, yeah, about two years yeah.
Speaker 1:Yep, yep.
Speaker 2:Feels longer.
Speaker 1:Very impressed. When I met him Right off the bat, I knew he was going to be a superstar in the industry and I'm glad that his career is skyrocketing. So congrats on that, congrats on your, thank you On your. Did you accomplish it yet?
Speaker 2:No, no, I'm tracking the number. I'm about to.
Speaker 1:I'm about to I'm about to nice. Good for you, good for you. So tell us how you got started in real estate. What inspired you? Why did you pursue this specific career?
Speaker 2:um, I started back in 2015. I so I'm originally from the dominican republic. I was born in new york but I was raised in the Dominican Republic. I don't even know why my parents they had the idea to move to New York. I guess they were scared of the weather and then came back to the Dominican Republic, where they're from. So I was raised my entire life in the DR until 2015 that I moved here to South Florida, to Florida, because I met my now wife. We did a four-year long-distance relationship and then I moved here. So the transition was easy because obviously I was already a citizen, so it just mattered to move here.
Speaker 2:So when I came here, I had to do something. I had to work and I got a job in a call center. I had experience in that for a few months and then after a couple months in the call center, they gather all the floor and tell them hey guys, we basically made a mistake, we hired too soon and now we have to let everybody go. I used to sell, I think, insurance or customer service for insurance, and that is per season. You know, you only get insurance a certain amount of time of the year, so they hire a group of people for a certain amount of the year. So imagine that, getting to the country, the land of opportunities, I get to start a job and excited, and then you have to be let go.
Speaker 2:I was frustrated and then one night, talking to my wife, she brings the idea of why don't you start real estate? Back then we were always being good with our money. She had a job and her job paid for the household expenses. So she was like I think if we're going to start something entrepreneurship I think this is a good time, that we have everything covered. My salary pays for everything. Why don't you start real estate? And I was like, yeah, that's a good idea. So I got my license passed the test, got my license, started doing it 2015. That's when I started.
Speaker 1:Very, very nice Now. So your wife was the one that inspired you to get into the industry, but and I want you to talk about this because I know in the past we've had discussion, discussions on what I'm about to ask you, and that is can you do you think there's a difference between being a real estate agent and being an entrepreneur and, if not, explain that and if yes, explain what the differences are?
Speaker 2:I mean, I think the easiest way to understand is people need to understand I mean, if you read the book well, the Cashflow Quadrant from Robert Shikiyosaki that you have the employee, the self-employed, the business owner and you have the investor. People need to realize that if you are an employee, you work a nine-to-five for a company, a corporation, for a salary. If you then transition and get your license, immediately you get to be a self-employed, meaning that you are your business. The business and any sales dependent really rely completely on you. Most of us real estate agents, we call it, but we have a real estate business. But if you don't have leverage, if you don't have a staff, if you don't have systems, if you don't have something working by itself that doesn't rely on the pain on you to grow and to sustain, then you cannot call it a business.
Speaker 2:You're self-employed and, in my opinion, you know you find yourself a job, still a job. You need to dedicate time to be able to make the income. So that is the first thing that people need to understand and I try to every agent that I coach to make them realize that Once you have a certain amount of business, constant business, then we try to structure it in a way that you can grow it and sustain it by itself, and that's when you can call it a business. So I think that's the difference when you want to call yourself an entrepreneur or a real estate agent. Definitely, if you jump into real estate, you're an entrepreneur. You're starting something by yourself, but you're still self-employed. You got yourself a job that you get to manage your time, but the reality is we get to work more times. Danny, if I were to be in a nine-to-five, does that make sense?
Speaker 1:It makes sense and that's a great, great answer because I agree. Number one I think there is a difference between an entrepreneur and someone that's self-employed, and I'm glad you brought up the cash flow quadrant because you know, I think a lot of successful entrepreneurs at some point read that book, just like Rich Dad, poor Dad, right. And I think one of the biggest mistakes a lot of people make is when they want to go out on their own and start a business.
Speaker 1:They forget that or they want to wear all hats Right, and in a business you can't you know because you spend a lot of time working in it instead of on it Right, a lot of time working in it instead of on it Right, and so so to to any, any business, and the way I look at it is from this perspective if at some point I want to sell my business if I am, if I am the face, if I am the employee and I am the owner I can't sell that. I am the employee, I am the owner. I can't sell that. You can only sell something that's transferable to someone and something that someone can pick up and just take over right away. Right, correct, doing what you did hiring, establishing processes and procedures that allows your business to run, with or without you, and I think that's big Correct.
Speaker 2:That's very important. If you can package it and sell it, if he has a value, that's when you can tell that he's a business. That's a great way to identify.
Speaker 1:Yeah, awesome, yeah. So, on that same topic, though, tell me what were your biggest challenges when you first started in real estate and you were learning how to establish, establish these processes and procedures.
Speaker 2:That's a great question. There were many challenges. So, 2015, I get my license. Well, not everything just was a success since since then. So I got to join one of the biggest companies. They gave me a lot of training. So for four years I've been doing this I tell you, almost 10 years.
Speaker 2:For the first four years, it was purely a struggle. Now, I was hungry to learn, so what I used to do is get myself into read all the real estate books, get myself in all the trainings possible, learn from other agents, do open houses. I tried a little bit of everything cold calling, expires, facebooks, all the sources I tried to get myself on. I also show properties for other agents, some other agents that had so many buyers that they couldn't show all the properties. I used to show them properties, and that gave me a lot of practice too. So I was hungry to learn, but I wasn't producing enough business myself.
Speaker 2:So back in 20, at the end of 2018, I was about to quit real estate because I was getting so frustrated I wasn't getting the results. You know, and I don't know if people realize this, but 80% of the people that get their license, they quit by the second year in the industry. And it doesn't surprise me, because if you don't know how to do this what we're talking about and structure a business, a constant business, you're going to get frustrated. You get a deal today, you're super happy, but then next month it's not guaranteed. So it happened to me. Now, in my case, I'm like man I gave these four years and I'm barely making a living here, you know. So I got frustrated, got in a depression like sometimes we get and I was literally about too quick. I started working in another business, trying to develop another business, and I was ready to exit the industry. And that's when my wife had a second conversation with me and she was like Brian, you think you gave real estate a try. I know that you can do better. So that motivated me and then I came back with a business plan and a strategy.
Speaker 2:So for 2019, I set up a goal of doing 72 open houses for the entire year. So, after trying a little bit of everything, I realized that the face-to-face interaction was the thing for me and I liked open houses and I was like I'm going to do this big time. So I set up 72 open houses for the year. I didn't even have listings, so what I used to do is borrow listings from other agents in my office. Hey, can I do an open house at your property? Sometimes I used to call people on the MLS or their agents randomly hey, can I borrow your listing? And I even develop a script on how to call them, because some of them they're like who are you Some?
Speaker 2:of them are, like my team already does, open houses. So I tell them, tell them hey look, it's a win-win. It's a win-win situation. He helped me expose myself to leads and also expose your listing to to buyers. Uh, I used to look for bacon properties and hold them. So I did 72 for the year. Obviously, when you produce that amount of action then it creates this momentum and bring business. So I got business from it.
Speaker 2:But at that point I got to connect with this investor that he used to flip properties and list the properties himself. So I got to connect with him. He borrowed the house to me and I wanted to do another open house. I went on the MLS and found another listing of his and I'm like, hey, I was the one that hosted an open house for that or the house for you. You want me to host another one for this? So I connected with him. We built a relationship, got to a point that every time that he flipped a property he called me if he asked me if I wanted to host an open house. So that's what I was doing, you know. So I made myself available those weekends to make sure that I provided that value for him.
Speaker 2:So he got to a point that he was getting too busy on the investment side and flipping properties that he didn't even have time to lease it and sell it himself. So guess who was the first person that he thought about in contact when he wanted to hire an agent and replace himself. He called me and offered me the position. He's like, hey, I want you to, you've been put in the work and I want you to lease all the properties for me. And I'm like, okay, sure, how many leases are you going to give me in a yearly base? Five, 10?. And he's like no, we're actually doing anywhere between 35 to 40 listings in a year. So imagine that the average agents close four deals in a year. One client was going to give me 35, 40.
Speaker 2:So obviously we partnered up and that changed the trajectory of my business too, because it wasn't only the houses. I had all these listings. The way that I saw it back then, it's like I had now more houses that I can hold opens to, you know, and I can get buyers to those houses. Back then, him being an investor, he wasn't interested in putting yard signs because those are buyer leads and he wasn't interested in that. So I started putting yard signs in all these properties. So he created all this momentum where I doubled that production just by those listings. So that was a breakthrough for sure.
Speaker 1:Now. So there's a couple of things you said that I'm going to touch on. But real quick, from that breakthrough, give me one or two lessons that you learned from that breakthrough.
Speaker 2:That's a great question, I mean. The first one is you have to put in the work, yes, and what I mean by that is you have to be in the arena. It got to a point that I noticed that he was a good connection and I even invited him. I remember we didn't even knew each other in person, but I remember inviting him. Hey, do you want to grab coffee? He was too busy. He wasn't like, oh, I can, I can, but I'm like this guy's sleeping properties. This is a good connection, and sometimes he called me Do you want to host an open house? This Saturday? If I had something in my schedule, I moved it Because I wanted to make sure that I was available for him. Why? Because he was the one providing the houses for me Beautiful houses, imagine fully renovated, vacant houses that can help me accomplish my goal.
Speaker 2:So you have to be in the arena. You have to put in the work for free most of the time and not expect anything in exchange. It's come from contribution, add value to others, and then later on, that's going to translate into business. So that's the first lesson. Later on, that's going to translate into business. So that's the first lesson.
Speaker 2:Right now, I'm the one that has listings and sometimes I don't find agents. I made my listings available for other agents to do open houses and some weekends I'm like, hey, agents, you guys want to do open houses, nobody show up. I'm like back then that was my thing, that was a blessing for me to be able to have a house. But that is the perspective. Like a lot of people, they don't have the hunger, they don't have the commitment to put in the work, especially when you don't have a tangible, immediate result or something to get right away. So that was the first lesson and I've always treated it like that in my business you have to put in the work, you have to be in the arena and put yourself in front of people for the opportunity to come to you.
Speaker 1:Opportunities breed opportunities, and you just mentioned something that is key and I just saw a video on it and you mentioned being hungry, right? Yeah, my wife sent me this I think it was TikTok or Instagram video on a coach. He's a D1 division coach and he was talking about how he wants to recruit kids that are hungry. Right, and there's kids today, or people today, that when they want to eat, you know, when they get hungry, you know they'll go and get whatever off the cupboard. There are those kids or they'll wait for their parents to make them the meal, or they're not out there hunting. But then you have those other kids that are hunting. They'll go out there and turn over every stone to get that one piece of meal. They'll. You know, if they have to practice, they're not being asked to practice, they're there. They're like when is practice?
Speaker 1:You know, other kids are like, hey, we're going to practice, and I just says, okay, I'll be there. But these other kids, the ones that are truly hungry, they're asking for the practice. They're not only going to the practice, but if there's not one, they're making the practice up. Right? So, and I'm glad you touched on that and that was a key point in your career is the fact that when your wife asked you, you know, did you really put in the effort? Yeah, at least you were honest enough to say you know. You know, did you really put in the effort? Yeah, at least you were honest enough to say you know, you're right, I really you know, not that you have to ask that, but you really didn't give it your all.
Speaker 2:Yes, I was putting the time, but I wasn't necessarily putting the effort, and that's another big misconception too. Just because, don't confuse movement for achievement. Just because you are in the office doesn't mean that you're being productive, and that's one of the top mistakes that most agents I see do all the time.
Speaker 1:It's what we refer to as busy time. Right, you're doing something, but is that something productive and is that something getting you closer towards your goal? Yeah, like, like, give us give us two things or two or three things that that that you feel were productive things for you in your career for you and your career, productive.
Speaker 2:The first one is that I've always, I've always and this is something that I don't know if I want to say that I was born with, but I at least identified very early in my life and it's the importance and the benefits of building relationships and taking advantage of them. Just to make a quick story that I was talking to my wife the other day of then, just to make a quick story that I was talking to my wife the other day that now as an adult I get to process that and how early I was, I guess, smart enough to understand that concept. Back when I was school, in the DR, as a kid, I made friends. I had a lot of friends and everybody was my friend, but a couple of my best friends, uh, they were actually very good connections that helped me throughout my life. Just to give you an example, one of my best friends in school, his dad, was a general in the army in the dr and but it's like it's not one of those things that you intentional as a kid, because sometimes you don't even process that, but you're like, okay, he's a good friend but also a very good connection that can help you with stuff. Imagine that in general, it's not only that he was well well off, his family was well off, but they have power, like he had drivers in his house, military armed drivers that take him anywhere he wanted. He had servers, like all these things. So he became a very good friend and, through his mom that know me, she got me jobs, summer jobs and things like that. One of my very first jobs in the DR was at a bank and it was through that relationship.
Speaker 2:So if I go back in time, I can pinpoint relationships that I've intentionally saw the value and I make sure that I'm in their atmosphere and try to provide some sort of value. And obviously, being genuine is not fake. They were still genuine friendships but, at the same time, friendships that I know that somehow could benefit at some point in the future. So that is one for sure. The same thing with this investor. We're very good friends now I had it in my podcast. We hang out, sometimes we go on boats. You might see us because he's a young guy like myself and you're like, okay, it's, it's somebody that doesn't know the story might think, uh, obviously brian is, is their listing agent and work with them. They're friends. No, it didn't start as a friendship no, you know like you better know the story that I told you.
Speaker 2:Like no, it started as a business relationship and then it converted into a friendship. So so that's, that's one thing. Make sure to put yourself in the room where you can learn or take advantage of a connection.
Speaker 1:Yeah, two things there right, and I've always said this, and I learned this early on as well People do business with people they know and trust, so you need to be out there in front of these people, get to know them so that and earn their trust right. This is why I'm a big fan of social media, because social media gives you the opportunity to put yourself out there in front of a lot of people. A lot of my leads, a lot of my clients, have come through social media. My number one lead source is social media. Back in the day, like you, I did a lot of networking events, like personally going to network. Unfortunately, today I don't have the time to do that, but it's one of the things that I learned right, because relationships are key in any business and you're a prime example.
Speaker 2:Yeah, you mentioned networking and that's exactly how I used to do. Try to be in those rooms some way, somehow. And to your point, with social media, frequency equals familiarity and that's what social media allows you. The more frequent you are in social media, posting content in some way some value content preferably. It's just a matter of top of mind. Our brains are only capable to remember a certain amount of information. If I ask you, name me five electricians, you probably can come up with one or two. You might know more, but your brain only can retain two and can come up with two on the spot. Probably those two are the last two that you spoke with or that they used in the same team with five real estate agents, five investors. Literally, sometimes I go name five real estate agents in Texas. I know, through two elite builders and a network, a lot of agents in Texas, but I can probably come up with three or four.
Speaker 2:The more that I those three or four that I see the most on social media is just natural, so it's frequency.
Speaker 1:No, no, no. I agree with that and I wanted to go back on. You know, something you mentioned early on and that is not giving up early, because I think a lot of real estate, especially real estate agents, they give up way too early. People in business in general, will give up way too early. I've told my story a thousand times but I'll repeat it.
Speaker 1:You know, when I first started my management company, for my first two years I made no money, I lost money and I lost a lot of money, uh, but, but I stuck with it because the other reason why I stuck with it, which was very similar to your case, was because back then I was still full-time in my W2 job. So I really, you know, when I sat back and I and uh, cause, like you, there was times I'm like you know I'm going to quit this.
Speaker 2:Right.
Speaker 1:And and. But I realized, just like you, cause I self analyzed and I had the ability to recognize that man, I am not putting the effort that it takes to grow a million dollar business. I truly wasn't doing that. It was only until I went full time and my only focus was my management. Company is when my company grew up. And I think that's another mistake that a lot of young entrepreneurs make is that they're always chasing that shiny object. There's always going to be something new.
Speaker 2:Let me ask you, now that you mentioned that in your case, I'm curious what do you think it is? What qualities do you maybe think that you possess that makes you stick to something, even when you don't see the results?
Speaker 1:Well, if you, if you ask, if, like, if you ask my wife, she'll probably say it's my ego. I don't want to fail, but but for me, for me it's more of I see something and I have countless stories. But when I have a vision of something, I'm pretty sure I can accomplish that, and it may take me longer than others, but I know that if I stick with it I'll do it. It's my ability Number one. I hate to lose. I'm a very sore loser. So when I start something, I am going to do everything in my power to make sure I can accomplish that. Now, yeah, it may take me longer than others, but I'm going to get there. But to answer your question, that's it. I hate to lose, but that's to answer your question.
Speaker 1:That's it. I hate to lose, yeah, and and then the other thing is, like I just mentioned, I don't get distracted by other things, like you know what's new.
Speaker 2:You know I stay single focused. You mentioned, and sorry that I that I I stay in this, but it's very, I think it's very important, necessary. You mentioned at the beginning, like knowing yourself, that you, you have that quality, that you get to know yourself and, um, it's something that I've also, uh, in the last, I don't know recent years. I'm being more intentional, knowing myself too. There's this great book, it's called strength finder, and you take a test and he has like 40 different qualities that people possess and he give you the top five, uh, strength.
Speaker 2:The premises of the book is it says that as kids, uh, when you go to school, we're programmed to to think that you know you go to school. If you don't, if you're not, if you're good at at english but not so good at math, uh, put some focus on math so you can kind of level it up right and be kind of like the best that you can be at both. The premises of the book is like no, you got it wrong. Whatever you're very good at, focus on that, develop the skill, because at the end, the marketplace, when you become an adult, rewards you for that unique value proposition. If you're good at math. Focus on math, because probably you're going to end up in a career that has to do with math and if you become the greatest at math, obviously you're going to get rewarded by that. So two of my big strengths that the book says that I have is focus and significance, and you kind of mentioned. A lot of things that you mentioned are similar to that. You even use the word focused, that if I said I'm going to stick to this, I'm going to do social media, it's like nothing else will distract you. You, you will shut down all the noise, and that's me and that's a superpower it could be. Also, it doesn't serve us sometimes because we don't have we. We also could be very stubborn of not recognizing when we have to let go of something or where our energy and efforts might be better used somewhere else, but when we said this is where we're going, we've seen other people succeed, there's a track record, that's a proof. We're going there and nothing else will distract us. So focus it once.
Speaker 2:And you said also significance, and that's what your maybe your wife is recognizing. It says ego. Well, we have, we all have one, I have one too, and, and for the longest time. When you talk to me. Oh, it's significant. Significant is like oh, it's caring about what other people think and also wanting to prove yourself and proving others. Well, there's nothing wrong with that too, especially if you use it for the right reasons. So the need for me to prove myself and prove others is so big that that's another quality and strength that allows me to stick to something for the longest time. It's like I'm not gonna quit until I prove that I'm successful. So it's it. It goes right along with what you just said about knowing yourself. It's a powerful skill it's extremely powerful.
Speaker 1:Know, and, just like anything in life, right, there's pros and cons. I am like I mentioned. I am sometimes focused to a point of obsession and you know there's going to be things in your life that are going to suffer as a result of that obsession of you trying to achieve something right and listen, I'll be the first one to admit in my life my relationship with my family has suffered because of my obsession. Right's, there's, there's always going to be that give and take. But I always say this man and and as bad as this is going to sound, the greats all have always been obsessed and have always something in their life has suffered as a result of that.
Speaker 2:Yeah.
Speaker 1:One of the ones that comes to mind right away is Tom Brady.
Speaker 2:Tom.
Speaker 1:Brady was so obsessed with his football career that during the season he would tell his family they had to leave the house because he didn't want distractions. I mean, obviously he's divorced now and he's divorced because of that obsession. His wife just said, hey, I had enough. But I'm fortunate that I have a wife and a partner in my life that, although she hates it- yeah, she understands it and accepts it.
Speaker 2:Yeah, that's powerful and it's true. When you say yes to one thing, you're saying no to another. As long as you have the awareness and as long as you make your significant other, your circle, understand that, that this is something that you want to pursue, I think it's powerful to get to understand that. That's so true.
Speaker 1:So let's switch focus a little bit. Let's talk because we're kind of on there now let's talk about mindset, right? What key habits or mindset shift that you feel contributed to your success?
Speaker 2:Mindset. I think it has to do with habits, the right mindset. It has a very direct correlation with your habits, whatever you do on a daily basis, on a constant basis, to keep yourself. We're not perfect, but I've always tried to stick to a healthy routine in all aspects when it comes to your physical body, when it comes to feeding your mind or learning something new, everything, for example, working out. For as long as I can remember, I've always performed some sort of workouts and that's always incorporated in my routines. There are seasons where I stop, that I don't find myself, I don't find the way back to the gym, but it happens. As long as you understand that, that it's part of you, you're always going to come back to it. Also, reading it's like learning as much as possible, understanding that you're not alone in this world and you can learn from other people's mistakes.
Speaker 2:The more you get to read, the more you get to interact with other people, the more you get to identify that you're not the only one going through something and the more grace you give to yourself. Let's say that I'm frustrated in my marriage and I'm literally going. Let's say that right now I'm literally going through that process where I'm fighting with my wife because she thinks that I'm obsessed. But right now, having this conversation with you, I heard that you're going through the same thing. It's like man. So I'm not the only one. And then I give myself the grace and the peace to okay.
Speaker 2:Okay, I'm not the only one, I'm not unique, I'm not just the the problem, the world, if that makes sense. So that's another big one too. I'm constantly feeding my mind with information, constantly engaging in conversation, constantly trying to learn from others and also learn from myself, understand myself. All of that together, I don't know. It's hard to pinpoint one piece that can help me with mindset being surrounded with positive people too. Sometimes we are even forced to be surrounded with people that are not family and friends. If they're not positive, they're not contributing. Do you know that they're not helping you? But you have to keep the relationship because they're family. Well, make sure that you're aware of the amount of time that you spend with them. All of that it's awareness. It's awareness for sure.
Speaker 1:Definitely. I have a very small, extremely small group of close friends, yeah, and I don't spend a lot of time with families I've already mentioned, because I believe you're right, it's, it's and I think it's. You know, the older I get, the more I realize that that people like to do two things they like to be negative and they like to complain. And I can't stand being around negative people or people that complain. I am, in general, generally I'm a very upbeat, positive, maybe over positive person, some some may say, but I think that's hugely important man.
Speaker 1:It is a and here's the interesting part you know, and I'll say this again people that are extremely successful and, like you, have read a lot of books. They have one thing in common that a lot of people thought they were crazy, thought that they should give up on what they were doing. Exactly and it's usually the worst are their immediate family. You know they're the first ones to go out there and say, oh, you're dumb for doing that or you're crazy for doing that, and it takes a strong individual to block out that noise. Yeah, quick story I, the property that I that I live in in in Florida, when I bought that property, I, I, I'm not a single person, not a single one, including the person that sold it to me kept telling me, are you sure you want to buy? Telling me, are you sure you want to buy this? And I'm like, no, I do. And it. It has been, uh, especially financially, one of the best decisions I've made in my life. And I think back and I tell myself thank God, I listened to Noah. Yes.
Speaker 2:Yes, 100%. And it's funny because that's the first part. Once the success shows off, then people switch and it's like oh, some of them they understand and they start believing and trusting in your previous decisions. Some others they accept it and some others say that you were lucky, whatever it is, but they see the good end result.
Speaker 2:And right now I'm in the process of putting together a trust with my wife, and you know, if you have done it, you have to go through the process of picking an executor, the benefits and a lot of stuff. We're going to be responsible for your assets and kids, if you have any, after you pass away. So it's an interesting process because you have to think about who are those relationships, key relationships, family or friends that you can trust literally trust to do all these things? The family or friends that you can trust, literally trust to do all these things manage wealth, manage your assets, to take care of you if you're incapacitated. Who has the capability to make those difficult decisions?
Speaker 2:And for us, me and my wife, if I'm honest with you it was extra difficult because we are the ones she and her family and I, my side of the family too who people rely on. We're not usually the ones that have people that we're usually the ones that people rely on. It's like if all of them were to do the same process. They probably us will be the ones that they write down in the paper right away that comes to mind, but when it's our turn, we have to really think strategically. Who are those people that we can trust for those things you know?
Speaker 1:That's interesting and I haven't thought about that. But now that you mentioned it, I've been thinking about it as you're going on, and I got to tell you it'll be very difficult for me. I know two people that I could 1000% trust with my assets, one being my wife and then the other being my brother Richard. But the problem is my wife and my brother Richard. They're you know, we're the same age. So you know if I have to go. Younger man, I don't know, even my own son. I don't trust with my husband.
Speaker 2:Yeah, yeah, I know, I know it's difficult and sometimes there's people that you're very close by but it's like, okay, they're super nice, they're my brother, family, whatever it is, but they're not, they don't handle. Uh, their track record shows that they're not good with management money. Some others they're like I'm in a situation where I'm incapacitated. They have to make a difficult decision of pull the plug. They don't have the emotional intelligence to handle that decision and you have to literally go through one by one and most of the time the list is short when you are the one in your family that is capable of a lot of these things.
Speaker 2:So it's an interesting process, but it puts me to think. First of all, that was my wife, she said, because there was one person, a good friend of us, that came to mind with the company when it came to the paperwork, when it came to executor, as an executor of the, of the trust, and we were like man, now that we, that we think about it, uh, we gotta value more of that relationship because look how this person is the one that comes to mind with a lot of these things that we trust. It's like we have to value more of that relationship because it's not the one that you have the best time and you have a good laugh when you have a drink, it's the one that is going to be there making the good decisions.
Speaker 1:Where you're not there, it's interesting A hundred percent and I a hundred percent agree with is is recognizing who those people are and really, really, really put an effort to show them how much you, how much they mean to you, and what that, what their value is to you. You know what I mean? Yes, let's. What was your biggest failure or setback that you believe really shaped you as an entrepreneur?
Speaker 2:Failures let's see Fail, failures and setbacks, um, I would say, I would say one not understanding the value of, uh, quality coaching, um, that's one, when it comes to my real estate career at least. Not understanding that I'm I've always like, oh, I want to try to figure out this by myself. You know, and you can. You can, you can go fast by yourself, but you cannot go far only with yourself. So, not understanding that if I were to understand the value of quality coaching early in my career, I would have to avoid a lot of headaches and also, uh, have the success that maybe I have now in a much sooner time. That's one um, because as soon as I hire a coach and obviously that's how we connected I changed the trajectory of my business. He helped me build systems and see things differently when it comes to real estate. Since he went away himself, that shifted completely. It's not only that helped me grow my business more, but also free up time, which is ultimately the value.
Speaker 2:What else? That's definitely one. Quality coaching. That's definitely one quality coaching man. The resilience and the amount of action. It's always been there. I've always put in the work. I can say that, put in the time and not being afraid of it, but that's the only one.
Speaker 1:That's the first one that comes to mind, for sure. Yeah, I'm going to second that. I believe quality coaching, or mentorship, is key for not only entrepreneurs, but for even. You know, I always tell people the following Even the greats had coaches. Tom Brady had a coach. Tiger Wood, you know, had a coach. Tiger Wood has a coach.
Speaker 1:So for those people and you hit the nail right on the head when you said, you can move quickly, you're not going to move as quickly if he had that coach right, you'll be able to get there quicker and faster with the right mentorship and or the right coach. So and then I'm going to add to that, because you've mentioned, you've quoted several books multiple times I firmly believe that reading is fundamental. You heard that in elementary school, school, but it is true even as we get older. And, more importantly, if you are thinking about starting a business or you are running a business, reading will help you tremendously, and constant learning is pitiful. Yes, you really really need to never stop learning. Yeah, and one of the ways that I do that is through reading and, based on this conversation, you're the same way.
Speaker 2:So that's good. And I've never people see and might think, oh, you were born like that. No, I remember the days where I didn't like to read like majority of people. I think the average American read one book after they graduate school in their entire life. Imagine that.
Speaker 2:Only one book I'm at a pace right now that I read uh, 15 to 20 uh books every year at least that's without counting maybe the podcasts and the events and the conferences and any other information that I feed my mind with. But, um, you have to build the habit I started. This is how I trick my brain, at least how I work. It's like you got to start reading with something that you like, even if it's fiction, just whatever that you feel that your brain can catch quick and stick to it. And then that's how you build a habit into having a physical book or listening. Start, like building the habit with something that you like and then, little by little, transition with something that can help you grow and then help you understand, uh, or learn something new. So that's how I I do it.
Speaker 2:I also do physical books, I do audio books. Um, I started reading one book at a time because I only can focus, but now I'm reading three and four books at the same time. It's a developing process that you got to start slowly and give yourself the time and the grace.
Speaker 1:I think that's hugely important. And since we're on the topic, what inspired you to get into coaching?
Speaker 2:What inspired you to get into coaching, coaching. I feel that, if I'm honest with you and myself, it's purely passion, because of the way that I'm developing my business and growing my business. I'm surrounding myself with a lot of agents and, even though I like to teach, I'm realizing that it's more, more than teaching. I like to help and if you are, if you're hungry, if you're willing and able, I'm going to be there and I'm going to give you a lot of value. So I don't. I've come to realize and I had to learn the right way not everybody deserves the amount of time, the same amount of time, from you. So it's passion that. That's at least for me, and because I'm constantly learning, and it goes back to what we were talking about earlier of feeling lonely sometimes, when you are in your season, when you're having your momentum and you're in your path and you look around and not many people are going the same way as soon as you find somebody that wants to follow that path, that is hungry, it's just natural. It's like I want to share with you. I try all these things. This is what worked. I want to share with you. I want to give you the information I even myself have come across people I I have just to give you an, a very good friend of mine, that he's a life coach for highly successful people.
Speaker 2:We're talking about Olympian athletes. He even coached past presidents. He was the number one coach for Tony Robbins' organization. He's a very good friend of mine and every time that I talk to him and meet with him, he tells me how can I help you. And every time that I talk to him and meet with him, he tells me how can I help you, like ask and whatever you want, whatever I'm open for you for free. And I know that it comes to because he understands that one I don't have the relationship just out of. How does it call out of? Like a benefit, but also like he sees that I'm hungry and that I'm I'm hungry for information, I'm hungry for learning, and there's a lot of people. You'd be surprised the amount of people that are willing to help you if you're putting the work and you have the, the, the, the hungerness.
Speaker 1:Yeah, no, a hundred percent. A hundred percent, since you've been coaching and I'm, uh, you're, you're strictly coaching real estate agents, am I correct?
Speaker 2:so, yeah, as far as coaching real estate agents right now, yes, so through my broker, gxp, I can bring agents to the company and what I do is I I coached in uh for free. I have weekly group calls that I offer. So I created these coaching products. Anybody that wants to plug in in the coaching and is not part of the brokerage, I sell those coaching products and you can join. But that's why I was telling you that the coaching part I'm still in production, I'm still working.
Speaker 2:Real estate that's one of my main focus is, uh, my own uh, clients, buyers and sellers, investors, and then on the side and do coaching to other agents through these weekly calls and these coaching products. That uh, he originally started with my agents. Anybody that wants to join my organization, because through my platform I get to benefit a little bit of their production, so obviously I want them to do well. But then I'm like, okay, some people might feel comfortable in their company. So I'm going to sell these products if you, if you find value in it and you want to join, but you don't want to switch brokerage, necessarily, you're, you come. Uh. That's how I see coaching, because something that I've come to realize even from other friends that are coaching. And this is just me thinking future. I don't know if you see it the same way.
Speaker 2:Being a coach, you're still trading time for money and it's not my end goal, like thinking myself five to ten years from now. I want to be completely free. I don't want to be attached to a schedule. Oh, I have these coaching calls, these coaching clients, and the tendency is, at least in the industry, in the real estate industry. If you're successful in real estate, then get into coaching and train others and get paid by that.
Speaker 2:But it's replacing your time one thing with the other. That's how I see it and there's nothing wrong If you have the passion, the heart for it, great. I still have the energy, the passion to do it right now, but I'm making sure that I don't set it in a way that it will be the thing for me in the future. It's a thing right now, but in the future I want to build agents and grow them so they can go out by themselves. I'm here if they need me. But if we go back to the quadrant, I once was an employee, I once were self-employed, I'm now transitioning to a business owner, but eventually I want to be an investor. I want to have equity so I can be completely free and on a schedule that doesn't depend on anything else. So that's like thinking long term.
Speaker 1:Well, you answered one of the questions that I was going to ask you down the road, but I want to stick with that because I think what you just said is gold. Right, I am. I'm a little older than you, I'm been in the business a little longer than you, so I'm in that position now. Uh and uh, where I just look.
Speaker 2:So you understand.
Speaker 1:Yeah, from that investment standpoint, I fully understand where you want to be. I agree with you on the coaching aspect of your training time. For money, I do coaching but I do more of consulting. But the reason why I do it it's not to generate more money, but it's for me. It helps me stay sharp. You know, and I use a lot of people don't know this, but I own a CrossFit gym and I will used to be a CrossFit coach Prior to that. Early on in my in my younger days, you know, I competed very competitively in endurance sports when I got to, when I got to old, old or started coaching. But I coached because I understood that the skill of like, for example, allowed me to still be competitive even though I was slower, but I was more efficient when running so I can run longer than most because I had better, better skillset. So now in in my property management and short-term rental business, I coach and consult because it allows me to stay sharp in that industry that is constantly changing.
Speaker 2:Yes, but it's still a choice. You know what I mean. It's a choice because you're thinking long-term. It's a business strategy right now.
Speaker 1:Exactly, yes, exactly, I mean.
Speaker 2:I know your story. Obviously, we have conversations, we have the podcast together. I mean, I know your story. Obviously, we have conversations, we have the podcast together. So you and I'm very curious on when you maybe realized that.
Speaker 2:But you are an investor, you think like an investor and you understand that freedom comes through ownership and you own, you own real estate, a big portfolio. You own companies, multiple companies in different industries. That's what give you freedom, because they give you the um, uh, the, the revenue share, the cash flow. So that's my end goal and I'm learning, obviously from guys like you, that that's why you're you're able to travel the world on your own time, your own terms, and that's the part that a lot of entrepreneurs don't understand now and sometimes it takes time to understand it. I feel that I'm blessed enough to get to understand it early enough. So that way I set it up from now in a way that I don't get trapped.
Speaker 2:I've seen that before that by not understanding this, you acquire success and you go by the industry tendencies, but then you ended up in this trap where you never get to be free. You get to, you get to make money, a lot of money to our, your career, but you never get to be free, because the moment that you decide that you want to retire, man, it's, it's difficult. You're like I don't want to retire because as soon as I do, I have all these things depending on me, so my quality of life is going to decrease significantly. So that's powerful. You had a season in your life where you, your mindset shifted and then you got to understand this or or what's like uh, throughout your, your entire journey, that, little by little, you understand it.
Speaker 1:It was. It was more little by little, like and it's funny because you know, uh, and we mentioned Aaron Novello, uh, in this podcast Um, I had this conversation with him multiple times, right, because I could have done what I did sooner, but I stayed in my W-2 job and I stayed there a little longer than I should have, but it was because of the mindset, right, I saw that shift in my mindset as to really looking at, you know, getting equity in businesses and investing. That didn't come until later on, in the beginning, like I did. It accidentally is a better word, right, yeah, but, and I stayed in my w-2 job mainly because of that, that promise that I was going to have a pension when I retired, right, yeah so and I knew that, hey, as soon as I get there for the rest of my life, I'm going to have this pension Right.
Speaker 1:But so I didn't fully understand that in the very beginning of my life.
Speaker 2:As.
Speaker 1:I started as I started this path and I told this story before and I'm going to repeat it here as a young Marine, we were forced to take a financial class, which for me was the biggest plus and it's really what shaped me going on. And I took that class when I was 18 years old. I remember in that class, like it was yesterday, the gunny said hey, you guys are Marines, you guys need to follow orders or people die. You have to attempt earnings into some type of investment vehicle, which for us was called the deferred comp, and you have to buy real estate. So as a young Marine, I'm like shit. If he says this is what I need to do so that 20 years later I can be financially free, then this is what I'm going to do.
Speaker 1:In my mind, there was no doubt. There doubt, there was no deviation he said that's what you need to do, and if you do it, you're going to get x, and I did it right, yeah the problem today is people overthink, think stuff you know, they overanalyze.
Speaker 1:They don't realize that to be financially free is a long game. Yes, and I played. Played that long game and thankfully, again, I'm going to give all the credit in the world to my wife, who is much more financially sound than I am. Although she's not risk adverse, it's balanced me out because risk for me is like a drug. Risk for me is like a drug.
Speaker 2:Yes, yes, that's funny too.
Speaker 1:Yeah, so that combination of my ignorance right and I call it ignorance because I had no idea what I was doing was setting me up for success in the future.
Speaker 1:I just knew I had to do it because I was told this is what you need to do. And then again I give credit to my wife. She was, she was our, you know our. You know she paid the bills, you know cause I was off, you know, in the Marine Corps, just like now in life, I'm never home, I'm always traveling, always doing acts. So she control, she was the CEO of our operations, you know, uh, on the ground and headquarters, I like to call it right.
Speaker 2:Yes.
Speaker 1:So that set me up for what I have today. And today, and more than ever, I really realized number one, time is the most valuable asset we have. And number two I'm not looking for a paycheck, I want cashflow, I want you know. So, like you, you touched on it, you know I have equity in a lot of different businesses. Um, and every opportunity I can get, I will invest in something that is, that I don't have to be physically there, but I'm going to get something in return.
Speaker 2:Like I just mentioned.
Speaker 1:I started a social media company. That social media company. I am just the investor. I'm part of the ownership, but I got a small piece of that ownership. Yes, exactly. But it brings me. My return on my investment is high enough and it's where I want it to be that I don't have to worry about it.
Speaker 2:Yes, and you understand business. You understand business, business needs sales, needs, clients, and you understand the concept of the world, regardless of the industry, and that's part of the value you bring. You're an investor and that's the value that you bring. Now your job is to find a good operator that understand the specifics of that industry, and that's how you can.
Speaker 2:You can replicate and literally literally now I'm finding myself in that process with my wife too, where we want to do the same thing that as you described, as you did, my wife too, where we want to do the same thing that as you described, that just as you did. That's why, like I'm, I love hanging out with you and aaron too, because I get to learn from you guys and what you're doing. It's freedom is in equity. People need to understand that and a lot of people they don't see it because you're touching a lot of valuable stuff there. A lot of people they don't see it for themselves. They see it for you. It's like, oh, I can see that working for you, uh, or, and they justify because you had, you were lucky, or you did, you see on yourself with that and blah, blah.
Speaker 2:But the reality internally is they don't want to accept that, they don't want to put in the work that you have put in. That's the only reality. They don't want to take the risk that you, the risk that you took. So and you also mentioned about this and, if you can, other that's another thing that I've heard a long time ago from mr wonderful truck time the best business decision that you can make is the person that you marry. Look how she can balance you out and you can literally point point out those things that, uh, that you don't, maybe don't have awareness. The same thing with me and my wife. Right now. I'm finding myself and I wasn't like this at all.
Speaker 2:I was super conservative, but not right now. I'm the one that is taking the the fast decisions, the most risk, and she's like the more conservative. So we balance each other out and um. Sometimes, man, we, we have fights, we have disagreements, but that is what's all about Getting to understand each other and also point out stuff that the other person is not seeing. That's where the good balance is and the success is. That was powerful, all of these powerful statements, for sure.
Speaker 1:Yeah, 100%, 100%. We're going to go ahead and wrap this up and give me like for you personally, what what goes, and you kind of mentioned that already. But I want to really nail you down because I want to go back to you in a couple of years to see For the future.
Speaker 2:Fernando, I lost you there for a second, can you?
Speaker 1:hear me, let's see, are you back?
Speaker 2:There you go, you're back, there you go, lost you for a second. Can you hear me?
Speaker 1:Yeah, did you get my last question?
Speaker 2:No, no, didn't get the question.
Speaker 1:Okay, so we're going to go ahead and wrap this up. So I want to have a few more questions, but this one is you know, for you personally, give me one personal goal and one business goal that you have for the next five, you know, between now and the next five or six years.
Speaker 2:Personal. I want to start a family, me and my wife, that's for sure. That's the next step. I want kids. I've always wanted to be a dad, so that's kind of like in the immediate future. And also, if I can add, on the personal side, I'm finding myself wanting to give back more. Obviously. You know about the Guatemala mission trip. I'm investing more time in there.
Speaker 2:It's the one thing that I find that I have a calling for helping others. It's like it's one of those things that keeps me grounded and also makes it more than just doing stuff for myself. It gives a bigger purpose and I think it seems necessary, you know, to some extent. And then, business-wise, I still want to do real estate. I'm passionate about it. I still want to help agents grow, get to the next level, so my personal production in the next. I want to retire at some, so my personal production in the next. I want to retire at some point for my personal production. I don't know having decided yet when. Maybe five, 10 years from now.
Speaker 2:Agents helping agents grow, their business through coaching, developing that definitely see me doing for forever, for as much as I can, but at the same time, simultaneously to that, my very long-term goal and my retirement goal is have the freedom, through equity, own businesses, either starting those my own or literally acquire existing businesses.
Speaker 2:Me and my wife we're in the process of acquiring a lot of information on that everything that you just said, and I might even call you from some advice. We're currently investing. We invest, we have a stock portfolio and things like that, but that's also long-term. This is more for cash flow, immediate cash flow that can help with early retirement. So that's the top Deadlines I don't necessarily have I feel that I'm too early to put some deadlines, but that's the end goal Having freedom to get to do whatever I want, whenever I want it, from wherever I want it, with whoever I want it, for as long as I want it, and not depend on anything or anybody. So, and that I'm realizing, that is through ownership, ownership, ownership, ownership, owning something that can produce some sort of cash flow or money back.
Speaker 1:So that's the goal. Well, well, uh, I'm you know. Be prepared, because I'm going to be following up on a Riddler with you and make sure you're getting there.
Speaker 2:Yes, thank you.
Speaker 1:Second to the last question, and that is where do you see the future of real estate as as it relates to real estate agents?
Speaker 2:going. Love that question. Love that question. By the way, ask around, I'm out of the time. I'm enjoying this conversation. So, future realtor, I think in all the conversations that I have, I'm the type of person that I hear all opinions and I just formulate myself. One of the things that I really like about Aaron and that's why I stick with him and his vision is because I feel that a lot of the stuff that he says are truth and one of the things that he's been repeating himself also by acquiring knowledge and installing other people and talking conversations, people and talking conversations future real estate uh, 50.
Speaker 2:When he says 50 of brokerages are going to be, uh, cloud-based in the next 10 years, I do believe that we're seeing it. It's inevitable. Uh, you have big companies. You have big exp already with almost 100 000 agents. You have a couple other companies that are copying the concept and they have been successful because the concept works. So because of that, it's just a matter of time to at least 50% at least 50% being cloud-based. So if you get to understand that, get yourself in the future.
Speaker 2:Cloud-based means technology. Even the largest companies that have been around around for 40, 50 years had had to adapt to technology. I started with keller williams, one of the largest and oldest companies out there, and even when I was there six, seven years ago, they were trying to figure out, uh, how to incorporate technology to their brokers, because they were realizing that that was the missing part. Nowadays, real estate companies are more technology-based than actually brokerages, because all paperwork and the platform itself, it's very simple. Once you integrate technology, it allows you also to be up with the new generation. So that's the future.
Speaker 2:I see also the market shrinking as things change. I could see people leaving more of the industry. I can see in the future more regulations when it comes to real estate because of everything going on and just society in general. So that will make the industry shrink. If we have right now, three, four millions I don't know how much it is licensed real estate agents nationwide, then that's going to shrink, maybe to half of it, maybe 10 years from now, because more regulations, more stuff, which it's opportunity. It's a smaller group of people who are going to take advantage of the entire market. So that's what I see in the industry Obviously, to be able to compete at that point, you have to be more skilled. You have to be more skilled.
Speaker 2:Some agents get paid equal as an attorney and a doctor, and we don't go through the studying process that a doctor and attorney goes, and we don't go through the studying process that a doctor and attorney goes. So it's just natural to understand that the market, the industry, is going to require more that to be able to get paid like those industries we might be able to acquire, to get similar skills when it comes to time and effort.
Speaker 1:I agree, Matt. I agree Developing those skills today are going to pay off tomorrow. Yes, so the last question I have for you is what advice would you give a brand new agent coming into the industry?
Speaker 2:It's interesting that you ask because I recently posted a piece of content saying the three things that I wish I knew back when I first got my real estate license. The first one is number one was well, I can't remember the order, I think it was quality coaching. I think I told you that I myself discovered or realized or saw the importance later Quality coaching and when you think about quality coaching and when you think about quality coaching is, don't think about longevity, think about production. Sometimes we come across people that say I've been doing real estate 10 years, 20, 30 years and we think, okay, this person probably knows everything about the industry. No, just because you've been licensed for 10, 20, 30 years doesn't mean that you are or were great at it.
Speaker 2:And at the beginning of my career, when I was struggling, I was being coached with people that just put in the time but not necessarily put in the work. So, understanding that difference in production is show me the numbers. How many houses do you sell in those 10 years, in those 20 years? Go into the nitty-gritty of how many houses, because that's what's going to give you the experience. In the last three years, that is probably when I sold the most real estate in my entire 10-year career is when I acquired the most knowledge. Why? Because it's related to the numbers.
Speaker 2:If I only sell one or two houses in a year, I only have one or two house experience. If I sell 60 homes in a year, I engage in so many conversations, so many situations that taught me so much more. So it's production no time. Quality coaching is number one. The second one is I remember the third one was just, but the third one is be intentional. We were talking about that. Don't confuse movement for achievement just because you're putting the time and the time can be invested into. You can easily spend two hours just designing a flyer.
Speaker 2:No, I'd rather you go, forget about the flyer and knock 100 doors in those two hours. So you got to understand what are those income-producing activities, what are those activities where your time is going to produce the income. Everything else can be leveraged, everything else can be learned, everything else can be developed later. So income producing activities and be good and understand that part of our job is to be good and get great in learning what to say, how to say it and say it as many times as possible. That's our job.
Speaker 2:Because, again, if you don't, if you don't if you don't understand that, then you're going back into time and longevity. No, no, be good at what to say, how, how to say it, and say it as many times as possible. If we put ourselves in front of the same lead and the lead asks us what is your commission? And I know exactly what to say, and you don't, and you haven't practiced, then I'm going to convert that business and you don't. It's as simple as that. And then the third one. I can't remember now, man, I just did that piece of content the other day, but those two are essentials.
Speaker 1:Those two for sure Intentionality and coaching. Phenomenal advice. I'm going to second what you said in terms of don't look at time, look at productivity, Because one of the things that drives me insane, especially in the last, I want to say in the last three or four years in the short-term rental industry, is that you have all these people on social media that call themselves gurus and when you look back, when you really look at their business, they're only managing three or four properties and they're like they're experts. You've got to be kidding me, bro.
Speaker 2:Yes, bro, and.
Speaker 1:I learned that um cause, as you know, I manage hundreds of properties and hundreds of properties in different area areas, so you can't compare my experience to someone that's managing four properties in one area. They may be good in that specific area, but they don't know what the market costs for in Florida, new York, chicago. When you're out there looking for an agent and that agent tells you I've been an agent for 20 years, that's not the question they ask. In that 20 years, what's your productivity? How many have you sold?
Speaker 2:yes, any, any, any industry. Don't go to the doctor that I've seen, that just graduated. Well, you need the experience, but if you partner with somebody that has had the production so you can learn from their production with the numbers that they're putting in, but, um, don't go to the doctor, just graduate. Want to go figure it out by themselves and and they only see two patients per week. You want to see the doctor to see hundreds, because they've seen so many cases that they're more likely to identify the disease or whatever you're going through yourself.
Speaker 1:Yeah, and then the last thing I want and I'm going to close with this the second thing is that you mentioned that I think is very important, and this is why I think coaching is super important is practice, practice, practice, practice. Yes, right, he met Brian. You mentioned the fact that you know like, for example, in your group. One of the things that I love about your group Builders is the role playing. Yes, I know so many agents that tell me oh, it's a waste of time. That agent I know for sure, is not going to be successful in the industry, because even the best agents in the industry practice role playing. They know what to say, when to say it and how to say it Exactly and going back to connecting it to everything.
Speaker 2:That's an example. I discovered the value of role-playing also when I started coaching with Aaron and then I signed up to role-playing. I've been doing it for a couple of years straight, every day, and I've seen the conversion. I've seen the conversations, how fluently I say stuff. So everything is tied up A lot of truth, we said in this call today.
Speaker 1:Yeah, yeah, yeah, yeah. Uh, brian, I mean can't tell you how much I appreciate you coming on um this. This has been phenomenal. I mean I can go on for hours usually.
Speaker 1:I want to cut this off yeah, it was in 60 minutes, but we're already an hour and 15 or 16 minutes, uh, but only because I'm truly enjoying the conversation. A lot of stuff you mentioned is truly gold. Um, hopefully, my subscribers and the people watching got a lot of value out of this. If you have, do me a big favor, don't forget to subscribe and definitely follow me on instagram. I'm going to have all of brian's information in the description down below, so if you want to get a hold of him, if you're in the south florida area specifically and you need a real estate agent, or you want to be part of a phenomenal team, reach out to brian brian. Any closing thoughts?
Speaker 2:Man, just super grateful to be here and for you to consider me to be in the platform. I'm very appreciative just by the knowledge that I've acquired just by being surrounded by you. Man, you're somebody that I definitely look up to because you are the way that you're setting up yourself. To be completely honest and transparent with you, it's the way that I want to set up myself in a lot of different ways.
Speaker 2:You're living the life, and I'm sure that you recognize that. If not, I want you to recognize that. You're traveling the world, you own your time, you have a family, a wife that supports you. Man, that's what this is about, that's what we do it for, that's what this is about, that's what we do it for. So I look up to you and looking forward to grow with you and see you continue successful and blessing others All right, brother, god bless and don't go away yet.
Speaker 1:Yes, let me just end this real quick.